The Advanced Selling Podcast Vince Beese: Red Zone
Nov 5, 2025
Vince Beese, a fractional CRO and seasoned sales coach with over 25 years in B2B enterprise, joins to discuss his framework, Red Zone Selling. He reveals that 80–90% of deals are won or lost in the final sales stages, emphasizing the importance of focus and urgency. Vince highlights common mistakes, like relying too heavily on a single champion, and stresses the need for team collaboration. He also critiques the industry's neglect of closing training, making a compelling case for stronger focus on finishing deals.
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Five Exits Shaped His Framework
- Vince recounts leading sales teams at early-stage, VC-backed companies and completing five exits.
- That experience shaped his red zone framework and led him to fractional CRO and coaching work.
Sales Happens In The Red Zone
- Vince maps football zones to sales because 80–90% of enterprise deals are decided in the final stage.
- Elite sellers act like elite quarterbacks: fearless, focused, and in control of deals.
The Red Zone Tightens The Game
- The game changes in the red zone: everything tightens and there's no margin for error.
- Sellers must stay focused and be ready to improvise when deals break down.
