Local First, Personal Always: Selling Solo to Small Business Owners (with Robert Lock)

Robert Lock went from corporate sales leadership to running supply chain during COVID—then used that “between lanes” moment to launch his own firm, Buffalo Mountain Sales Strategies. In this episode, he and Brett dig into how GenX escapees can win clients by going local-first and relationship-heavy, not enterprise-style transactional. You’ll Learn 💡 How to build a referral engine from scratch: → Daily LinkedIn connects with a simple, honest message → Wait 24 hours → Invite to a virtual coffee → Leave every chat with 2–3 new intros 💡 Why owner conversations are precious—and how to uncover real problems instead of pitching surface ones. 💡 How to package your offer with paid discovery + 90-day sprints instead of scary year-long scopes. 💡 Why going local first builds faster trust (and how that expands nationally). 💡 How adding exit-planning expertise creates credibility and future opportunities. Guest Robert Lock — Founder, Buffalo Mountain Sales Strategies | Advisor with Sales Acceleration | Based in Denver, CO Connect on LinkedIn: https://www.linkedin.com/in/lockrobert/ Keywords GenX • Corporate Escape • Solo Consulting • Fractional Leadership • SMB Sales • Discovery Calls • Networking • Sales Acceleration • Denver