Winning in the Red Zone with Marcus Chan

In this episode, Bryan Neale and Marcus Chan dive into the sales “red zone”—the late stage of the sales cycle where too many deals stall or fall apart. They explore how sales teams can avoid costly mistakes by addressing pricing, multi-threaded stakeholder engagement, and risk management early in the process.

Marcus introduces his ADVANCE Framework, a practical tool for sales leaders to audit deals and improve forecasting accuracy. The conversation also highlights the importance of monthly business reviews (instead of quarterly), fostering radical transparency, and holding reps accountable for both commitment and stretch goals.

Whether you’re a frontline sales leader or an individual rep, you’ll walk away with strategies to:

• Diagnose hidden leaks in your pipeline and stalled deals
• Discuss pricing early to avoid late-stage surprises
• Build stronger stakeholder engagement with executive sponsors
• Replace discounts with risk-removal tactics that build trust
• Use monthly business reviews to drive accountability and forecasting accuracy

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