The Advanced Selling Podcast Macro vs. Micro: Sales Skills That Actually Matter
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Nov 10, 2025 Discover the vital difference between macro and micro sales skills, and why both are essential for success. Learn how effective strategic planning and reverse engineering of goals can set top performers apart. Explore the importance of financial literacy for sales professionals and the need for clear communication to engage prospects across generations. The power of storytelling is highlighted as a key tool for conveying value. Plus, hear why quick unlearning of outdated practices is becoming a competitive edge in the evolving sales landscape.
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Client Who Never Asked Clarifying Questions
- Bill describes a prospect who admitted their sellers never stopped to clarify when they didn't understand something.
- That admission led Bill to realize teaching reps to pause and ask clarifying questions was essential to move forward.
Plan Behaviors, Not Just Outcomes
- Bryan urges salespeople to plan both outcomes and behaviors so goals become actionable routines.
- Do create specific behavioral plans (route, activities) instead of only listing outcome targets.
Sales Leaders Couldn't Name Targets
- Bryan describes asking 105 sales leaders to name five conquest accounts and many could only name two.
- The example shows leadership often lacks specific target-account planning and needs help making lists.