Sales SOS Podcast

Sales leaders know stalled deals are part of the job. Some opportunities pause because priorities shift, budgets disappear, or timing changes. Others stall because reps lose momentum, forget follow-ups, or avoid difficult conversations. The problem is that too many managers respond by nagging, policing pipelines, and turning deal reviews into stressful interrogations instead of productive coaching conversations.

Most sales reps hate pipeline reviews. Instead of feeling supported, they leave feeling criticized, interrogated, and micromanaged. In this episode, the Sales SOS panel breaks down why funnel reviews often fail, how sales leaders unintentionally turn coaching sessions into reporting sessions, and what effective pipeline reviews should actually accomplish.

Sales leaders rely on forecasts to make hiring decisions, allocate resources, manage inventory, and plan growth, yet most companies still struggle to predict revenue accurately. In this episode, the Sales SOS panel breaks down why sales forecasts are consistently wrong, why pipeline surprises happen so often, and how poor discovery, weak qualification, and leadership behaviors create unreliable revenue predictions.

Sales leaders want visibility, accountability, and accurate forecasting. But too often, that turns into constant check-ins, CRM policing, and frustrating pipeline reviews. In this episode, the Sales SOS panel breaks down why micromanagement happens, why sales reps resist CRM updates, and how leaders can create accountability systems that actually support sales teams instead of slowing them down.

Trade shows used to be reliable lead-generation machines. You’d show up, collect business cards, follow up, and close deals. But buyers have changed, and most companies haven’t adjusted their trade show strategy to match. In this episode, the Sales SOS panel breaks down why trade shows aren’t converting like they used to and what companies need to do differently to make events profitable again.

Your channel partners used to be a predictable source of revenue. Referrals came in consistently, deals moved faster, and partnerships felt automatic. Now? Revenue is less predictable, channel engagement is weaker, and partners are prioritizing someone else.

Learn how to adapt your prospecting strategy for today’s buyer-driven market, build trust before outreach, and create messaging that actually earns attention.

What to Do When Long-Term Clients Start Leaving. Learn how to strengthen client relationships, modernize your customer experience, and protect your business from losing the accounts you depend on most.

AI is transforming sales, but does that mean sales processes and CRMs are becoming obsolete? In this episode, the Sales SOS panel explores how AI is reshaping sales workflows, CRM systems, buyer journeys, and forecasting, while explaining why process still matters more than ever.

Learn how to build a CRM and sales process that improves visibility, reduces friction, supports forecasting, and helps sales teams focus on selling instead of admin work.

Learn how to build a sales process that aligns with both buyer behavior and seller execution, identify where deals break down, and create flexible systems that support predictable revenue growth instead of forcing buyers through outdated workflows.

Learn how to create accountability systems that actually drive performance by combining clear strategy, individualized motivation, coaching, communication, and leadership support instead of relying solely on pressure and activity tracking.

Learn how to track the right sales indicators, improve forecasting visibility, and identify problems early enough to make adjustments before missed revenue targets impact the business.

Learn how to evaluate whether your sales targets are grounded in reality, improve forecasting accuracy, and build a sales strategy based on data instead of wishful thinking.

Learn how to align sales and marketing teams through regular meetings, shared KPIs, common language, and content calendars—so you stop wasting leads and start growing revenue.

Learn why 30% churn is killing your business, how to maintain strategic relationships after the sale, and why your sales team can't hand off customer relationships and walk away.

Learn why prospects ghost you, how to keep deals moving forward with the CHIP framework, and why you can't manufacture urgency—you can only illuminate what matters.

Learn why traditional lead generation isn't working, how to use AI without losing the human touch, and which multi-channel strategies will actually generate pipeline in 2026.

Learn what marketing should actually do to help your sales team scale, which metrics matter, and why working from the bottom up beats driving leads into broken processes.

Learn the difference between sales processes and playbooks, when to review them, and why clear processes create predictable revenue and consistent customer experiences.

Learn how to hire the right salespeople to scale your team by defining roles clearly, assessing actual skills not stories, and using a proven three-step interview process.

Why adding more salespeople doesn't increase revenue, and how to scale your sales team with the right systems and processes.

Most sales leaders think they're coaching, but they're actually just managing, or worse, taking over calls and undermining their reps.

If your KPIs don't align with compensation and what actually closes deals, your team will ignore them and chase the wrong numbers.

Most compensation plans fail because they're built on fantasy math, unrealistic targets, wrong metrics, and caps that punish success.

Before compensation can motivate your sales team, you need to remove obstacles, fix leadership gaps, and create an environment where people actually want to show up.

A clear, no-noise guide to using AI with purpose, focusing on the right problem, knowing what belongs in experimentation, and recognizing what AI simply can’t do for you.

Buyers are using AI to research, compare options, validate features, and even negotiate before they ever visit a website or talk to a salesperson, reshaping the entire buying journey.

For leaders who don’t have time to dig into every deal, this episode shows how AI can surface the things your team misses and give you the visibility you never get from dashboards alone.

This episode breaks down how AI is actually being used by real sales reps today, why most still aren’t using it well, and what it really takes to sell smarter.

From zombie opportunities to bad close dates, the crew shares how to clean up the noise, align with buyers, and build forecasts your team can actually trust.

The crew explores the difference between simple and complex sales, and why your methodology needs to match the complexity of your buyer’s decision process.

The conversation covers the difference between playbooks and scripts, why authenticity matters when reps use guides, and how methodologies can be reinforced through tools like CRM systems.

The discussion digs into why so many organizations struggle with unclear definitions, what happens when companies switch methodologies too often, and how to choose an approach that reflects company values while supporting growth.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, the discussion centers on how to build strong internal teams and roll out new initiatives effectively. Brynne Tillman, Chris Bowen, Renee Bigelow, and Mike Simmons share insights on helping sales teams adapt to change by clearly explaining the purpose behind new efforts and involving them in the process. The conversation highlights the value of using tools like playbooks and templates, while still allowing flexibility. The crew also explores how different departments influence one another and why consistent, clear communication is essential for smooth execution.

In this episode of the Sales SOS Podcast, Liz Heiman, Brynne Tillman, Mike Simmons, Chris Bowen, Renee Bigelow, and Darryll Praill focus on building strong internal teams to support sales success. The crew shares their insights on giving sales teams the structure, resources, and support they need to perform at a high level. Topics include defining the ideal customer, developing playbooks, mapping the customer journey, and improving sales enablement and CRM systems. The crew also talks about creating a work environment that balances structure with flexibility, and making sure tools are practical and easy to use.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, the spotlight is on what a typical day looks like for high-performing sales professionals and what helps them succeed. Brynne Tillman, Mike Simmons, Darryl Praill, Chris Bowen, and Renee Bigelow join the conversation to talk about the different roles in sales, from SDRs to account managers, and the importance of focus, time management, and adaptability. They discuss the pressures sales teams often face, the structure of a well-run sales process, and how core activities are built into the daily workflow. The episode also highlights the importance of supporting sales professionals with empathy and a clear, aligned strategy.

In this episode, Liz Heiman, Mike Simmons, Renee Bigelow, Chris Bowen, Brynne Tillman and Darryl Praill lead a conversation about the challenges of internal team dynamics across departments. They discuss common divides between teams such as sales, marketing, and production, and how leadership decisions can either reinforce or help break down those barriers. The group explores different types of meetings and how they can support better communication and collaboration. They also share practical ways to improve alignment, including the use of project managers and consistent communication routines. The discussion highlights the importance of defining roles, setting expectations, and creating a structure of accountability to strengthen teamwork and support business goals.

In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill talk about how sales leaders can maintain team morale during challenging economic periods. The conversation addresses how to manage negativity, encourage engagement, and build a culture of support. The group shares ideas such as using contests, recognition efforts, and casual team activities to keep energy high. Examples include game-based challenges, themed rewards like whiskey tastings, and simple gestures like shared treats. The episode highlights the value of creating space for connection and fun to help teams stay motivated and work well together, even in difficult times.

In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill discuss the current challenges facing sales teams, including tariffs, packaging shortages, and shifts in global trade. The conversation focuses on how sales professionals can better support their customers by understanding both individual concerns and broader supply chain pressures. The group shares ideas on how to maintain trust, manage price changes, and protect brand reputation during periods of market disruption. They also emphasize the value of listening closely, anticipating questions, and staying aligned internally to ensure clear and consistent communication with clients.

In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Mike Simmons and Darryl Praill talk about how to approach sales during periods of economic uncertainty. They focus on the importance of empathy, understanding each client’s situation, and reinforcing relationships with existing customers. The conversation includes suggestions such as concentrating on core accounts, identifying upsell opportunities, and keeping open lines of communication with key clients. The group also discusses how adaptability, clear thinking, and steady communication help teams make sound decisions when the market is unstable.

In this episode, Liz Heiman leads a conversation with Brynne Tillman, Renee Bigelow, Darryl Praill, and Mike Simmons on how businesses can stay steady during economic uncertainty. The group focuses on the role of mindset, describing it as a mix of attitude, belief, and clarity. They explain how a clear structure and strong internal communication can help teams stay focused through shifting conditions. The discussion also touches on the importance of projecting calm to clients, staying proactive in communication, and adjusting internal processes as the market evolves. Real examples, including inventory planning and supply chain shifts, are shared to show how businesses can continue supporting customers while aiming for long-term growth.

In this episode, Liz Heiman, Mike Simmons, Renee Bigelow and Chris Bowen talk about how to recognize and respond to sales signals. They explore how to spot signs that a potential client is ready to move forward and the role of consistent communication in building trust. The group discusses how to set clear expectations, understand timing, and follow up without creating pressure. They also address the risks of trying to close too early and why giving clients space to decide often leads to stronger outcomes.

In this episode, hosted by Liz Heiman featuring Brynne Tillman, Renee Bigelow, Mike Simmons and Chris bowen, the conversation centers on handling objections in sales. The crew discusses how to better understand the real concerns behind objections and respond in ways that move conversations forward. They highlight the value of social listening and how AI tools are becoming part of daily sales activity. The role of marketing is also discussed, especially in helping sales teams deliver the right message at the right time. The episode wraps with thoughts on how content and research can support outreach, helping teams communicate more clearly and build stronger client relationships.

In this episode, hosted by Liz Heiman and featuring Brynne Tillman, Renee Bigelow, Mike Simmons and Chris bowen, the conversation centers on handling objections in sales. The group discusses how to better understand the real concerns behind objections and respond in ways that move conversations forward. They highlight the value of social listening and how AI tools are becoming part of daily sales activity. The role of marketing is also discussed, especially in helping sales teams deliver the right message at the right time. The episode wraps with thoughts on how content and research can support outreach, helping teams communicate more clearly and build stronger client relationships.

In this episode of the Sales SOS podcast, hosted by Liz Heiman, the focus is on how to sell during uncertain times. Guests Brynne Tillman, Mike Simmons, Renee Bigelow, and Chris Bowen share their thoughts on communicating clearly and connecting with potential clients in meaningful ways. The discussion highlights how to spark interest, share useful information, and make sure your message aligns with what the client is experiencing. The group talks about using empathy, staying creative with outreach, and building trust by offering real value. They also address the risks of using pushy tactics and the importance of truly understanding client needs during economic shifts.

In this episode, Liz Heiman, Brynne Tillman, Renee Bigelow, Darryl Praill, and Chris Bowen explore the challenges of leading remote sales teams and how to keep them connected. They talk about the value of regular communication, using tools like Slack to stay in touch, and making virtual meetings more interactive with features such as polls. The conversation also covers ways to maintain motivation and accountability, including consistent check-ins and tracking progress through CRM systems. The speakers underline the importance of adjusting leadership styles so remote team members feel supported, and they suggest occasional in-person gatherings to strengthen team culture.

In this episode, hosted by Liz Heiman, guests Brynne Tillman, Renee Bigelow, Darryl Praill, and Chris Bowen share ideas on how to run effective virtual sales meetings. The conversation covers how to avoid common missteps, set a positive tone, and keep teams involved. Suggestions include requiring video participation, using clear agendas, and encouraging input from everyone on the call. The group highlights the value of making each meeting count, celebrating small wins, and staying away from activities that slow progress, like reviewing individual funnels in a group setting. They also talk about translating successful in-person habits into a virtual space while keeping meetings focused and engaging.

This episode of the Sales SOS podcast, hosted by Liz Heiman with guests Brynne Tillman, Darryl Praill, Renee Bigelow and, Chris Bowen focuses on what it takes to lead in a virtual sales environment. The conversation centers on building meaningful relationships and growing prospect lists. Brynne Tillman explains how LinkedIn can be used to search and filter connections, even without Sales Navigator, to find and organize potential leads. The crew talks about using mutual connections for introductions and how alignment between sales and marketing can lead to more referrals. They also cover the value of sharing content based on client testimonials to build trust and visibility.

This episode of the Sales SOS podcast, hosted by Liz Heiman, focuses on how sales teams are rethinking territory management. Brynne Tillman, Darryl Praill, Renee Bigelow and Chris Bowen join the conversation to share their perspectives on both traditional and virtual territory structures, the value of working existing networks, and what it takes to stay flexible in a shifting environment. The crew talks about open territory models, how sales leadership plays a role in assigning accounts, and why keeping CRM records clean matters more than ever. They also look at how mergers and acquisitions can disrupt territory planning and why continued training helps salespeople stay ready for change.