All Episodes

Ep.100 Why Do Leads Just Sit in the CRM With No Progress

Ep.99 Why Do Funnel Reviews Feel Like a Waste of Time?

Ep.98 Why Am I Constantly Surprised by What's Happening in Sales

Ep.97 Why Won't My Sales Reps Keep the CRM Updated?

Ep.96 Why Trade Show Leads Take So Much Longer to Close Now

Ep.95 Why Aren't Our Channel Partners Delivering Like They Used To

Ep.94 Why Is Prospecting So Much Harder Than It Used to Be

Ep.93 Why Are We Losing Clients We've Had for Years?

Ep.92 The AI Debate: Will Sales Processes Survive?

Ep.90 Sales Alignment: Cutting Through Complexity

Ep.89 Why Your B2B Sales Process Isn’t Working: From Prospecting to Closing.

Ep.88 Ditch the Excuses: The Path to Sales Accountability

Ep.87 From Panic to Progress: Accurate Sales Tracking Tips

Ep.85 Reality Check: 2026 Sales Goals

Ep.84 Sales and Marketing Alignment: How to Stop Fighting and Start Growing Together

Ep.83 Customer Retention Strategies: How to Keep Customers and Grow Accounts

Ep.82 How to Keep Sales Momentum: Stop Losing Deals to Ghosting and No Decision

Ep.81 How to Generate Leads in 2026: AI, Relationships, and Multi-Channel Strategy

Ep.80 Sales and Marketing Alignment: How Marketing Helps Scale Your Sales Team

Ep.79 Sales Process vs Sales Playbook: How to Build Systems That Scale

Ep.78 How to Hire Salespeople When Scaling: From Generalist to Specialist Roles

Ep.77 How to Scale a Sales Team: Why Adding Salespeople Doesn't Increase Revenue

Ep.76 Stop Managing, Start Coaching: The Difference That Drives Results

Ep75. Why Your Sales Team Ignores Your KPIs (And What to Measure Instead)

Ep74. How to Build a Compensation Plan That Makes Sense

Ep73. Your Comp Plan Won't Fix Your Sales Team (Here's What Will)

Ep72. Using AI With Intention: What AI Should (and Shouldn’t) Do

Ep.71 The New Buyer Journey: AI Gets to the Customer First

Ep.70 Your Sales Team Can’t Be AI-Enabled If You Aren’t: A Leadership Playbook.

Ep.69 AI Won’t Fix Bad Selling, But It Will Expose It.

Ep.68 Beyond MEDDIC: Adapting Sales Methodologies to Match Your Buyer Journey

Ep.67 Picking a Sales Methodology for Your Team: SPIN and Sandler

Ep.66 Picking a Sales Methodology for Your Team: Strategic Selling

Ep.65 Picking a Sales Methodology for Your Team: Challenger

Ep.64 Team-Building for Sales Success: Supporting Your Sales Team (Strategy, Tools and Compassion)

Ep.63 Team-Building for Sales Success: Getting Team Buy-in for New Initiatives

Ep.62 Team-Building for Sales Success: A Day in the Life of a High-Performing Salesperson

Ep.61 Team-Building for Sales Success: Cross-Team Collaboration (Not Sales in Isolation)

Ep.60 Selling in Tough Economic Climates: Bringing Energy Back to a Struggling Team

Ep.59 Selling in Tough Economic Climates: Handling Uncertainty (Tariffs, Regulations, etc)

Ep.58 Selling in Tough Economic Climates: Navigating Sales in a Down Market

Ep.57 Selling in Tough Economic Climates: A Winning Mindset

Ep.56 Your Sales Team Isn’t Broken: Reading Buyer Signals and Closing Deals

Ep.55 Your Sales Team Isn’t Broken: How Better Questions Lead to Better Sales Conversations

Ep.54 Your Sales Team Isn’t Broken: Handling Objections with Confidence and Compassion

Ep.53 Your Sales Team Isn’t Broken: Building Credibility, Earning Trust

Ep.52 Sales Leadership in a Virtual World: Leveraging Relationships or List Building

Ep.51 Sales Leadership in a Virtual World: Keeping Remote Teams Engaged and On Track

Ep50. Mastering Virtual Sales Meetings: Best Practices

Ep.49 Sales Leadership in a Virtual World: Rethinking Territory Management

Ep.48 The Future Of Sales: Treat Customers Like Humans, Not Transactions

Ep.47 The Future Of Sales: Keeping Remote Teams Engaged

Ep.46 The Future Of Sales: Human Skills That Still Matter in the Age of AI

Ep.45 The Future Of Sales: Rethinking Territory Management

Ep.44 No More Sales Chaos: Accurate Forecasting

Ep.43 No More Sales Chaos: Plan to stay on Goal (Celebrating, offsites, skills checks, tracking progress)

Ep.42 No More Sales Chaos: 2025 Sales Culture – what needs to be different

Ep.41 No More Sales Chaos: Start the Year with Clarity

Ep40. From Chaos to Strategy: Setting Goals with Strategy, Not Hope

Ep39. From Chaos to Strategy: Growing Revenue Through Existing Customers

Ep38. From Chaos to Strategy: Turning Last Year’s Lessons into Next Year’s Wins

Ep37. From Chaos to Strategy: Planning Ahead

Ep36. Understanding Math: ROI on Sales Activity

Ep35. Understanding Math: The Math of Hiring and Ramp Up

Ep34. Understanding Math: Changing The Math

Ep33. Understanding Math: Basic Sales Math

Ep32. Making the most of Q4: Creepy Selling

Ep31. Making the most of Q4: Avoid the 4th Quarter Scramble

Ep30. Making the most of Q4: Worst Mistakes

Ep29. Making the most of Q4: 4th Quarter Panic

Ep28. Deconstructing Value: Go-to-market strategies

Ep27. Deconstructing Value: Communication

Ep26. Deconstructing Value: Value Proposition

Ep25. Deconstructing Value: Solution/Value Selling

Ep23. Effective Sales Management: Coaching

Ep24. Effective Sales Management: Leading Indicators & KPIs

Ep22. Effective Sales Management: Funnel Reviews

Ep21. Effective Sales Management: Running Sales Meetings

Ep20. Redefining Sales Process: Aligning with the CRM

Ep19. Redefining Sales Process: Activities and Rules

Ep18. Redefining Sales Process: Defining Stages

Ep17. Redefining Sales Process: What is Sales Process

Ep16. Building a Sales Org: Onboarding

Ep15. Building a Sales Org: Hiring

Ep14. Building a Sales Org: Defining the job(s)

Ep13. Building a Sales Org: Sales Org Structure

Ep12. Target Market: How to Create Lists and Target Your Market

Ep11. Target Market: Understanding Your Client Base

Ep10. Target Market: Account-Based Approach

Ep9. Target Market: Ideal Customer Buyer Persona

Ep8. Transforming How You Use Your CRM: Rules and Protocols for CRM Management

Ep7. Transforming How You Use Your CRM: Common CRM Mistakes

Ep6. Transforming How You Use Your CRM: Things to Consider When Setting Up CRM and Reporting

Ep5. Transforming How You Use Your CRM: What a CRM Is and What It Does

Ep4. Using AI in Sales: Governance of AI

Ep3. Using AI in Sales: Common Pitfalls of Using AI in Sales

Ep2. Using AI in Sales: AI Tools You Can Use in Sales

Ep1. Using AI in Sales: Why is Everyone Talking About It?