Sales Tales - A podcast sharing epic stories that get you through your sales adventure.

Most salespeople blame the deal. The real problem is what happened in the cockpit.In this episode of Sales Tales, Josh Shirley and David Doherty break down a listener poll that asked: when a deal dies, what really killed it? The results were eye-opening. Nearly 80% of the time, lost deals trace back to qualification failures that were entirely within the seller's control. And the biggest culprit? Giving the controls to the wrong person too soon.Built around the story of a passenger who had to land a plane after the pilot collapsed mid-flight, this episode is a masterclass in why sellers need to stay in the cockpit, and exactly how to do it.In this episode, you'll learn:Why asking "are you the decision maker?" is the wrong first question, and what to ask insteadHow to map the real decision process without putting your champion on the defensiveWhat to do when someone insists they make the decision, and you know they don'tWhy fake timelines kill deals and how to smoke out a vague Q3 before it costs youHow to use upfront contracts early to avoid the decision-maker trap altogetherWhy 50% of lost deals come down to the wrong person, 29% to bad timelines, and what that means for your pipelineThis episode is essential for B2B salespeople, account executives, sales managers, and anyone who has watched a solid deal quietly disappear and wondered what went wrong. Because in most cases, you already had what you needed to save it.Sales Tales is the sales training podcast for people who want real sales tips and strategies they can use today, built on the Sandler selling methodology and real-life sales experiences from the field.

Most salespeople treat referrals like luck... something that just happens to them. But what if you could build a repeatable process to generate referrals on demand?In this episode of Sales Tales, Josh Shirley breaks down the LinkedIn Rule of Seven, a systematic framework for turning your existing network into a predictable referral engine. Whether you've got a handful of clients or a book of hundreds, this process will show you how to stop waiting for referrals and start producing them.In this episode, you'll learn:Why 8 out of 10 of your clients will give you a referral, but only if you askWhat the LinkedIn Rule of Seven is and how the math actually works in the wildThe three applications of the rule: one-to-many, many-to-one, and one-to-one, and when to use eachHow LinkedIn Sales Navigator supercharges your referral prospectingThe exact process Josh uses to hit a goal of 75 referrals in 90 daysHow to make it effortless for someone to refer you (including ghost-written intro text)If you've ever wondered how to close more deals, build a stronger pipeline, or finally tap into the warm leads that are already sitting inside your network, this episode is your blueprint.Sales Tales is the podcast for salespeople who want real sales tips and strategies they can apply today. No fluff, no theory, just tactics that work.

Most sales emails don't fail because of bad timing or the wrong list. They fail because of small, fixable mistakes sellers make every single day, and often don't even notice.In this episode of Sales Tales, Josh Shirley and David Doherty break down seven of the most common email worst practices in professional selling, using real examples pulled straight from Josh's inbox. From overstuffed intros to subject lines nobody opens, these are the habits quietly draining your pipeline and the adjustments that can turn things around fast.In this episode, we cover:Why emails over 75 words are working against you before they're even readHow sending attachments and presentations too early kills deals before they startWhy opening with what you want creates resistance before the conversation beginsHow vague asks ("open to connecting?") leave buyers confused and disengagedWhy the subject line deserves more of your time than the email itselfHow timing your sends around crowded inboxes can improve open ratesWhy over-explaining your reason for reaching out backfires, and what to do insteadThis episode is for sales leaders, account executives, business development professionals, and anyone who sends prospecting emails and wonders why they're not getting responses. Because in professional selling, a bad email doesn't just get ignored, it closes a door that might have been open.

What if the advice that launched your sales career is the same advice that's been slowing you down?In this milestone 70th episode of Sales Tales, Josh Shirley and David Doherty take on five of the most persistent myths in professional selling... ideas still showing up in sales training, sales movies, and social media feeds every single day. These aren't fringe theories. They're things most sellers were handed early in their careers and never questioned.Using real stories, Sandler methodology, and a healthy dose of honesty about their own early mistakes, Josh and Dave break down why these five "rules" create pressure, damage trust, and cost sellers real money.In this episode, we cover:Why "Always Be Closing" creates the wrong mindset, and what to do insteadWhy "Buyers are Liars" puts the blame in the wrong placeWhy the Alternative Choice Close is a manipulation tactic that backfiresWhy getting people to like you is not the same as getting them to trust youWhy over-investing in the presentation is often a sign that qualification was skippedWhat Sandler methodology offers as a better framework for each of theseThis episode is for sales leaders, account executives, business development professionals, and anyone who has ever followed conventional sales advice and wondered why it felt off or why it stopped working.Because in professional selling, the rules you inherit are worth questioning. The best sellers don't just learn more. They unlearn what's holding them back.

Serious sellers: if deals are stalling, it might not be your pitch. It might be that you don't actually know who you're selling to.In this episode of Sales Tales, sales experts Josh Shirley and David Doherty break down RACI, a practical framework for mapping the decision-making structure inside any organization you're selling to. Using real listener poll data as a jumping-off point, Josh and Dave connect the dots between the most common reasons deals stall and the clarity that RACI brings to complex, multi-stakeholder sales.Whether you're navigating enterprise accounts or trying to get to the right person faster, this episode gives you a framework for understanding who's Responsible, Accountable, Consulted, and Informed, on both sides of the deal.In this episode, we cover:Why 40% of deals stall because sellers never reach the real decision makerHow the RACI model maps the people, priorities, and politics inside a buyer's organizationThe difference between who owns the problem and who owns the outcomeHow to identify consulted stakeholders who carry hidden influence over decisionsHow to apply RACI to your own selling team for complex, multi-resource dealsWhy vague timelines and shallow discovery are symptoms of the same root problemThis episode is for sales leaders, account executives, business development professionals, and anyone selling into complex organizations who want to qualify more effectively, access the right stakeholders, and stop losing deals they should be winning.Because in professional selling, knowing who you're talking to is just as important as knowing what to say.

Some of the biggest problems in sales actually begin after the agreement. Many sales professionals think the job is done when the buyer says yes.In this episode of Sales Tales, sales experts Josh Shirley and David Doherty explore the often overlooked Post-Sell step and why failing to define what “yes” actually means can create implementation issues, buyer’s remorse, and lost referrals.Post-selling is not just something that happens after the contract is signed. It happens every time a prospect agrees to a next step.This episode covers how:Weak post-sell conversations create downstream problemsUnclear expectations lead to poor implementation experiencesTo confirm next steps after meetings, agreements, and commitmentsTo reduce buyer’s remorse after major decisionsTo create accountability with prospects, customers, and sales teamsBecause strong selling does not end with agreement. It continues through clarity, alignment, and execution.Learning how to define expectations after every “yes” helps sales professionals create smoother buying experiences and stronger long-term relationships.

Talking about money can feel uncomfortable, even for experienced sales professionals.Our personal beliefs about money often shape how confidently we discuss pricing, budget, and financial impact with buyers.In this episode of Sales Tales, sales experts Josh Shirley and David Doherty explore how internal money stories influence sales conversations, and how those beliefs can create hesitation when discussing cost, investment, and value.Joined by special guest Alana Nicol, the team examines real sales situations where budget conversations feel difficult and why sellers sometimes avoid discussing money altogether.This episode explores:Why sellers hesitate to ask budget questionsHow personal financial beliefs influence pricing confidenceHow discomfort around money affects deal outcomesHow to approach financial conversations with equal business statureHow to create more productive discussions about investment and valueBecause in professional selling, avoiding conversations about money often prevents buyers from solving real problems.Learning how to approach financial discussions with confidence helps sellers improve trust, clarity, and decision-making.

The first 30 seconds of a sales conversation often determine everything that happens next.Curiosity or resistance. Trust or skepticism. Conversation… or shutdown.In this episode of Sales Tales, sales experts Josh Shirley and David Doherty break down a real cold call opening using actual “game film” to uncover what creates engagement — and what creates resistance.Most sellers unintentionally trigger sales resistance within the first few seconds of an interaction. The good news? Small changes in structure, tone, and expectations can dramatically improve how buyers respond.Using Sandler methodology, Josh and Dave introduce a practical 4-part framework to help sales professionals start conversations more effectively:How to create a pattern interrupt that earns attentionWhy permission-based openings reduce resistanceHow mini upfront contracts establish trust earlyHow a strong 30-second commercial builds relevance quicklyWhether your first interaction happens on a cold call, referral, inbound lead, or trade show floor, the principles discussed in this episode can help you improve engagement and create more productive conversations.Because in professional selling, the opening moments don’t just start the conversation-they shape the entire outcome.

What do you do when you show up for a meeting… and your prospect says they have no idea who you are?It’s one of the most uncomfortable moments in sales — and it happens more often than people admit.In this episode of Sales Tales, Josh Shirley shares a real story from a sales trip to Chicago that started with a confirmed meeting… and ended with the receptionist saying the executive upstairs didn’t even know he was coming.To unpack what went wrong, and how to prevent it, Josh is joined by Sandler trainer and sales leader Josh Pitchford.Together they explore one of the most overlooked skills in sales: setting expectations before the meeting ever happens.You’ll learn:Why meetings fall apart before they even start.How unclear expectations sabotage sales calls.How Sandler’s upfront contract prevents awkward meetings.The simple steps that ensure buyers actually show up prepared.How top sellers control the sales process without being pushy.Whether you're a sales leader, account executive, or business development professional, this episode will give you practical strategies to protect your calendar and your deals.Because in sales, a meeting that shouldn’t have happened is worse than no meeting at all.

Serious sellers — vague timelines feel harmless… until they quietly kill your deal.In this episode of Sales Tales, Josh and Dave tackle one of the most common (and costly) breakdowns in sales conversations: accepting date ranges instead of real decisions. Using real stories and principles rooted in Sandler methodology, they explain why timelines are not administrative details — they’re a critical part of qualification.This conversation breaks down how sellers get trapped waiting at the “restaurant” for months, how assumptions creep into the pipeline, and how to regain control using better questions, reversing, and intent.In this episode, we cover:Why date ranges like “Q2” or “sometime this fall” are red flagsHow timelines are an extension of qualification — not a closing stepThe difference between milestones and real decision datesHow to uncover the intellectual and emotional drivers behind a timelineThe exact questions that turn vague dates into real commitmentHow to prevent deals from stalling quietly in your pipelineThis episode is for sales leaders, account executives, business development professionals, and anyone who wants cleaner pipelines, clearer next steps, and fewer “I thought this was moving” moments.If you’ve ever carried a deal for months that went nowhere, this episode will hit home.

Serious sellers — buyers don’t remember every detail of the sales process, but they always remember how it felt to buy from you.In this episode of Sales Tales, Josh breaks down how sales professionals unintentionally make buying harder — and how to fix it. Drawing on principles rooted in Sandler methodology, this conversation focuses on improving the buyer experience by asking better questions, building trust (not likability), and keeping sales conversations simple, intentional, and human.Using a real-world buying story and practical sales examples, this episode explores why too much information too early creates overwhelm, pricing pressure, and stalled decisions — even when buyers are ready to move forward.In this episode, you’ll learn:How to make buying easier by leading with pain, not solutionsWhy trust matters more than being liked in sales conversationsThe difference between relationships and rapport — and why it mattersHow to avoid overwhelming buyers with features and informationHow to “close the story loop” so your solution matches the buyer’s real motivationThis episode is for sales leaders, account executives, business development professionals, and anyone who wants to sell in a way that feels confident, consultative, and customer-first — without pressure or gimmicks.If you want fewer stalled deals and smoother buying decisions, this episode is a must-listen.

Serious sellers — buyers have a process, too. And if you’re not careful, they’ll run it.In this episode of Sales Tales, Josh and Dave break down one of the most powerful — and misunderstood — skills in selling: pattern interrupts. Using real sales stories and Sandler methodology, they explain how buyers unintentionally (and sometimes intentionally) pull sellers into their buying patterns — and how to take control back without sounding defensive or transactional.This episode walks through four common moments where sellers lose momentum — and exactly how to interrupt the pattern to keep conversations productive and professional.In this episode, we cover:What a pattern interrupt really is (and what it’s not)Why giving information too early weakens your positionHow to handle “just give me a ballpark” the right wayWhat to do when buyers say “send me something” or “we need to think about it”How upfront contracts, reverses, and intent keep deals moving forwardThis episode is for sales leaders, account executives, business development professionals, and anyone who wants to stay in control of their sales conversations while still building trust and rapport.If you want fewer stalled deals and clearer next steps, this episode delivers.

Serious sellers — rapport isn’t about being liked. It’s about being trusted.In this episode of Sales Tales, Josh and Dave break down one of the most misunderstood concepts in selling: rapport. They break down why rapport is not the same as having a relationship — and why confusing the two leads to stalled deals, surface-level conversations, and weak qualification.Using practical examples and real sales scenarios, they explore how rapport acts like fuel in the tank, giving you the ability to ask tougher questions, uncover real pain, gain access to decision-makers, and move deals forward with confidence.In this episode, we cover:The difference between rapport and relationship (and why it matters)Why trust — not likability — drives real sales progressHow to build rapport quickly without small talk or gimmicksWhen and how rapport gets “spent” in the sales processWhy upfront agreements and equal business stature change everythingThis episode is for sales leaders, account executives, business development professionals, and anyone who wants to run more effective sales conversations without sounding scripted or transactional.If you want better dialogue, stronger qualification, and fewer stalled deals, this episode is a must-listen.

Serious sellers — great sales outcomes don’t happen by accident.In this episode of Sales Tales, Josh and Dave break down the core fundamentals that drive consistent sales performance, drawing on principles rooted in Sandler methodology while keeping the conversation practical and broadly applicable to all sales professionals.This episode focuses on behavior, mindset, and structure — not scripts or shortcuts. Whether you’re running discovery calls, managing a pipeline, or leading a team, these ideas help you create better conversations, qualify more effectively, and move deals forward with clarity.In this episode, we discuss:Why selling with intent beats reacting to prospectsHow a structured sales process creates freedom in conversationsThe role of mindset and behavior in long-term performanceWhy strong upfront conversations prevent stalled deals laterWhat sales leaders should reinforce to drive consistent executionThis episode is for sales leaders, account executives, business development professionals, and anyone who wants a more disciplined, repeatable way to sell.If you want stronger fundamentals and more predictable results, this episode delivers.

In this episode, Josh and Dave share a sales reading list — six books designed to help you grow your sales performance, increase your income, cope with failure, and challenge the traditional-selling mindset.Whether you’re a seller, a sales manager, or leading a team toward future revenue outcomes, this episode gives you a practical roadmap to sharpen the fundamentals that drive results.In this episode, we break down:Why Cold Calling Sucks… and That’s Why It Works is sneakily Sandler-friendlyHow Atomic Habits helps you build systems that stickHow to handle setbacks and keep progressing toward masteryHow to create “wow moments” that separate you from average sellersHow to improve your internal dialogue with What to Say When You Talk to YourselfWhy the best sellers ask better questions (and how to level up fast)Pick one book. Start this week. 1. Cold Calling Sucks (And That’s Why It Works) — Armand Farrokh & Nick Cegelski2. Go Big or Go Home — Diana Kander3. Atomic Habits — James Clear4. What to Say When You Talk to Yourself — Shad Helmstetter5. Mastery — George Leonard6. Asking Questions the Sandler Way (often referred to as Asking Questions) — Antonio Garrido

In this episode, David and Josh break down one of the biggest challenges in sales: objections—and why most of them are actually self-created. The conversation explores how unclear expectations, avoided budget conversations, and weak qualification lead to stalled deals and frustrated buyers.Rather than teaching scripts or tactics, this episode focuses on how salespeople think, communicate, and qualify throughout the sales process. Listeners will learn how to create better dialogue, ask smarter questions, and avoid answering questions that were never asked.If you want fewer objections, cleaner sales cycles, and better buyer conversations, this episode delivers practical insights you can apply immediately.What you'll learn:Why objections are not the real problem in most sales conversationsHow salespeople unintentionally create resistanceThe role expectations play in deal momentumWhy budget conversations should happen earlier (and how to handle them)How decision-making confusion kills dealsThe difference between technical qualification and personal qualificationHow dialogue uncovers hidden objections before they surfaceWhy assumptions cost you dealsHow collaboration improves outcomes for both buyer and seller

In this episode, Dave and Josh dive deep into the emotional core of sales strategy—the powerful forces of pain, fear, and urgency that shape every customer decision. Discover why many salespeople mistake fear for pain, and how understanding the hierarchy of buying priorities can dramatically improve your results.You’ll learn how to spot when a buyer is truly in pain versus simply curious, and how to use emotional selling to move from interest to action. The hosts break down the psychology of pain in the present vs. fear of future consequences, revealing what really drives a customer to commit. Whether you’re a seasoned sales professional or refining your sales conversation skills, this episode offers practical insights to help you uncover true urgency and close with confidence.Key Takeaways:Pain is often mistaken for fear in sales conversations.Understanding the hierarchy of buying priorities is crucial.Learn to distinguish present pain from future fear.Genuine urgency beats good intentions every time.Gain is often seen as optional — real pain drives action.Interest without urgency leads to wasted effort.Ask the right questions to reveal what truly motivates buyers.Recognize and respond to emotional states effectively.Sales success hinges on understanding customer motivation.A clear start date signals real pain and commitment.

In this episode of Sales Tales, hosts Josh Shirley and David Doherty unpack the power of preparation in sales calls. From setting clear objectives to navigating team dynamics, they reveal how thoughtful pre-call planning can make or break your sales strategy.Discover why salespeople should never assume prospects know how to buy, how to anticipate tough questions, and why team members must understand their roles before walking into a meeting. The conversation also dives into the risks of being unprepared and highlights practical strategies to ensure every sales meeting drives decision-making and outcomes.Whether you’re leading a big presentation or a one-on-one call, this episode gives you the tools to approach your sales meetings with confidence and clarity.Key TakeawaysPreparation is the cornerstone of sales success.Clear objectives prevent wasted time and confusion.Understanding team roles improves communication and effectiveness.Anticipating questions strengthens your positioning.Identifying risks beforehand helps mitigate challenges.Salespeople must guide prospects through the buying process.Asking practical questions leads to better outcomes.Team dynamics directly impact call success.Pre-call planning saves time and resources.

Sean Coyle is not a people person. Today, he tells us why THIS is one of his biggest gifts in sales.In this episode of our sales training series, we’re joined by the one and only Sean Coyle, who brings sharp insights, hard-earned lessons, and a few unforgettable sales fail stories. Together, we unpack what really drives effective sales conversations—from establishing equal business stature to uncovering true pain points that move prospects to act.Sean shares why curiosity beats canned scripts, how insincerity kills deals, and what every rep needs to know about persistence in prospecting. You’ll also hear the legendary Gumball Theory, a simple yet powerful metaphor for staying consistent when reaching out to potential clients.Whether you’re refining your sales techniques, navigating tough calls, or looking for fresh ways to approach prospecting, this episode is packed with practical takeaways you can put to work immediately.

Attending trade shows isn’t just about showing up—it’s a high-cost, high-opportunity form of outbound prospecting that can generate massive ROI if approached strategically. In this episode, we dive deep into the world of trade shows, business events, and sales networking, sharing how to turn a booth into a revenue-generating machine.You'll learn why planning and recon are essential before the show, how to engage prospects in meaningful conversations, and why creating a rally point can transform casual traffic into high-value relationships. We discuss real trade show prospecting tactics, the true costs of exhibiting, and how to differentiate yourself in a crowded expo hall.Whether you're in sales, marketing, or running business development for your company, this episode gives you a blueprint to improve engagement, increase your ROI, and walk away with qualified leads—not just business cards.Key Takeaways:Trade shows are a major investment—make every conversation count.Strategic planning and recon work separate winning booths from the noise.Quality of conversations > quantity of scans.Creating a rally point boosts client engagement and traffic.Differentiation and pattern-breaking language build curiosity.Tracking and follow-up systems turn chats into deals.

In this episode of The Cowboy and The Commodore, we break down seven critical mistakes that derail even the best sales appointments. Whether you're leading a team or out in the field, these are the sales pitfalls you can’t afford to ignore.From poor planning and over-presenting to failing to involve decision-makers, we unpack the real reasons deals stall — and what to do instead. You'll walk away with practical sales strategies, sales training tips, and actionable insights to sharpen your sales process and boost sales success.🔑 Topics include:How to ensure decisions are made in your meetingsWhy engaging the right stakeholders is essentialThe dangers of talking too much and not listening enoughHow to plan for effective, outcome-driven sales conversationsThe role of mutual agreement in every stage of the sales cycleThis is a must-listen for anyone looking to improve sales management, run better sales meetings, and close deals more effectively.🎧 Tune in now and upgrade your next sales appointment.

Why do so many New Year’s resolutions fail — and what actually keeps people committed to goals? In this episode, we unpack how real commitment works: setting specific, controllable goals, focusing on daily behaviors, and building an environment that supports follow-through.We talk about the power of writing things down, why behavior beats attitude alone, and how regular analysis helps you refine your commitments for real results.If you’re in sales, personal development, or just want to finally stick to what you say you’ll do — this is your blueprint for turning good intentions into action.🎯 Key topics: commitment, goals, behavior, control, attitude shifts, immersion, analysis, and staying motivated all year.✅ Takeaway: What can you actually commit to — and how will you make it stick?

In this episode of Sales Tales, learn how to speed up your deals and keep them from stalling. If you’re a sales rep, leader, or founder, use this checklist to shorten sales cycles, boost forecast accuracy, and close more deals.We cover:✅ Decision Step: A decision isn’t real without a clear timeline tied to real pain — plus how to use Up Front Contracts to stay on track.✅ People Problem: Spot hidden influencers and blockers before they slow you down.✅ Navigating the Process: Map the full buying process early — legal, procurement, and all.✅ Pain vs. Gain: Find true urgency. Not all motivation closes deals.✅ Sustaining Momentum: Use BAMFAM and value check-ins to prevent stalls and keep urgency high.Key takeaway: Use these 5 checks to audit any deal and fix what’s slowing you down.👉 Listen now and learn how to increase deal velocity — and stay tuned for next week’s episode on reviving cold deals.

In this episode, Dave and Josh break down their top five favorite stories over the course of the podcast (thus far) with fresh perspective and application for each.In this episode, you'll learn about:Making presentationsDealing with FailurePrepping for CallsProspecting MindsetSelling with a System

Why do deals stall—and how can you bring them back to life? In this episode, we unpack the hidden reasons behind stalled sales opportunities and how to spot the warning signs before it’s too late. Using the metaphor of a “dead body in the pool,” we explore how ego, unclear next steps, and poor communication can quietly sabotage your pipeline. You'll learn practical strategies to re-engage prospects, prioritize real pain over surface-level fear, and move deals forward with confidence. Whether you're an AE, sales manager, or revenue leader, this episode will help you diagnose, recover, and close with clarity.🎧 Perfect for:Sales reps navigating stuck dealsLeaders coaching teams through complex sales cyclesAnyone wanting to improve sales conversations & close rates

Have you ever had a prospect disappear once you began talking about price?Have you ever been told you're expensive?How can we make it clear in the prospect's mind the cost of the PROBLEM before we show a price for the solution?In this episode, learn:To ask the right questions to uncover hidden costsTo help your prospect build a business caseHow important PAIN is in the price conversation

Aaron Prickel is the President and Owner of Lushin, Inc. His business success and reputation in the Sandler network result from his excellent selling skills.He reminds us, however, that if you aren't failing, you aren't trying anything new or growing as a seller.He brings us four great stories from his career. All of them were key moments in which he learned a key lesson.Aaron, Dave, and Josh unpack each lesson and jam about hard selling, asking questions without permission, overusing Sandler, and selling with the right intent.In this episode, you'll learn:What to do before asking a difficult questionHow to create more authentic human connections in salesIf you are overusing your sales methodologyWhy failing is a good thing

Jim Bramlett is an executive coach, published author, and corporate speaker specializing in understanding customer needs and the value proposition in sales. He tells us that ultimately...buyers don't care what our value is.He discusses his early career experiences, particularly with Walmart, and how they shaped his perspective on sales. Jim highlights the significance of vulnerability and trust in building client relationships, arguing that salespeople should focus on asking the right questions rather than simply dispensing information. Check out Jim's book, Stop the Hassle, which is available everywhere.In this episode, you'll learn:Building trust is more important than being liked by customers.Asking the right questions is crucial for successful sales.The four criteria for the modern buyer

In this episode, Dave and Josh help you identify where you could be self-sabotaging your elevator pitch.They discuss the nuances of self-introduction in sales, emphasizing the importance of connecting with prospects by understanding their needs and challenges. They explore the difference between a traditional elevator pitch and a more engaging 30-second commercial, which focuses on the prospect's world rather than just the salesperson's offerings. The conversation highlights common mistakes in self-introduction, the significance of upfront contracts, and strategies for creating meaningful connections with potential clients.

In this conversation, Tom Mulligan shares his experiences and insights on sales, emphasizing the importance of preparation, building rapport, and learning from mistakes. The Sales Tales team covers various aspects of sales interactions, including how to effectively start meetings and the difference between building rapport and relationships. In his insane stories, Tom illustrates the lessons he's learned throughout his career, providing valuable takeaways for listeners wanting to feel better about the last difficult interaction they had. In this conversation, Tom, Josh, and Dave delve into the intricacies of sales meetings, emphasizing the importance of preparation, understanding client dynamics, and the art of listening. They discuss how to navigate group dynamics during sales calls, the significance of building rapport, and how to transform resistance into opportunities for growth. The conversation highlights the challenges salespeople face and offers insights on how to improve their approach to client interactions.

In this conversation, Josh and Dave delve into the "anatomy of a prospecting dialog." From hello to "yes" or "no," they give you a complete roadmap for navigating the conversation on the phone, over LinkedIn, or on the Trade Show floor.Their conversation emphasizes the need for a structured approach to sales calls, focusing on permission-based selling and effective communication strategies to engage prospects meaningfully. Through role-playing and practical examples, they illustrate how to maintain momentum in sales discussions and the importance of post-sell strategies to solidify commitments.In this episode, you will learn: The importance of establishing a pattern interrupt The anatomy of a prospecting dialogue The significance of crafting a compelling 30-second commercial.

In this episode of Sales Tales, Josh and David discuss the importance of effective communication in sales meetings.They share personal anecdotes about disastrous meetings and emphasize the need for clear expectations, purpose, and outcomes.The conversation highlights the significance of face-to-face interactions in sales, the necessity of establishing mutual agreements, and the strategies to navigate the complexities of buyer-seller dynamics.The episode concludes with actionable takeaways for conducting better sales meetings.

In this conversation, Josh and Dave discuss the critical elements of a successful sales process, emphasizing the importance of a structured selling system and effective communication. Donald Kelly, founder of the Sales Evangelist, highlights the challenges faced by modern sales teams, particularly in prospecting and engagement strategies. The discussion also delves into the necessity of consistency in sales behaviors and the value of learning from real-world sales experiences and provides valuable takeaways for sales professionals looking to enhance their approach and achieve better results. In this episode, you will learn: How skipping steps in the sales process can lead to significant issues. To use effective communication after a sale which is crucial for long-term success. How modern sales teams face challenges in prospecting and engagement. Ways to differentiate outreach strategies to stand out. Here is a link to Josh's episode on Donald Kelly's show: https://podcasts.apple.com/us/podcast/josh-shirley-the-rule-of-seven-for-linkedin-sales-navigator/id788738885?i=1000669216714 Donald Kelly's book is available everywhere (try Amazon link) - Sell is like a Mango https://www.amazon.com/Sell-Like-Mango-Sellers-Closing/dp/1640953906 The Adam Grant book referenced in the episode is called "Hidden Potential"

This episode is for you if you want to make your first meeting with a prospect more meaningful. When you get in front of a prospect, are you trying to build a relationship or are you trying to bond and build rapport? Heather Snyder, co-founder of ProMode.ai, career salesperson, and mentor to female sellers, teaches us that those are two different things. She also knows that this key step presents different types of challenges if you're a woman. In this episode, learn: Tactics for building trust. A framework for a new conversation. How to challenge yourself to be "bold" if you are a female seller.

Have you ever felt that your sales pipeline will buckle under the weight of a couple of questions? Many reps and managers are scared their pipeline isn't "real." Dave shares his four pipeline questions with us that will help us keep our pipeline fresh, and keep our conversations brief and honest. Learn: How to accelerate dialog when discussing your pipeline. How to hold yourself accountable to more substantial "gates" when selling. How to use the questions to improve the next conversation with your prospect.

In this episode of Sales Tales, Dave and Josh examine the function of business development within the wider sales org. You could say BD is the hardest role in sales. At the same time, many organizations struggle with culture and keeping their roles stocked with talented people who can execute consistently. Why is that? In this episode, learn: Why the BD role is so important. Why we don't treat BD like it's important. Ways to rethink your approach to the culture of business development.

Do you do email prospecting? Are you doing things that are preventing prospects from ever seeing them? EMAIL FAILS: Jay Schwedelson tells us the MULTITUDE of things we are doing wrong. You'll be surprised how many of them are easy fixes. Jay, Dave, and I focus on: Subject line cheat codes that increase your open rate Email copy DON'Ts that will help you warm up leads Calls to actions that focus on the customer and compel interaction Email sequencing tips Jay's biggest "Boat Anchors" of email (no more webinars, please) Email tales of greatness! And more!

Have you ever heard a pricing objection? Have you ever been told your product or service is too expensive? Many times, when it comes to dealing with the investment in your stuff, you are getting in your own way. In this episode, we talk about: 1. Handling budget in the right order 2. Talking to prospects who are willing and able 3. What we're often doing wrong

Salespeople get in their own way all the time. Markku Kauppinen, CEO of FinxS Assessments, says that it's because we put too much pressure on our buyer to adapt to our preferred communication style. In this episode, you'll learn: How to quickly assess your buyer's preferred communication style and channel What signs to look for to better interpret how they will respond What things are most likely to stop us from adapting our style

Dave Blake, CEO of ClientSuccess, works with organizations constantly on how to turn challenges into growth opportunities. His meeting with Dell didn't get off to a solid start. His consultant began showing a presentation...on a MacBook. You'll have to hear how Dave got his team out of it. He teaches us that sometimes a tough challenge can be the best time to strengthen a relationship if you have the right recovery strategy. Sales is hard enough (and he's got the tales to prove it) so it makes emphasizing your company's ability to service, retain, and expand that much more important. In this episode, you will learn: Why "showing up" is important in leading a sales team. What to do when you are in a difficult situation with a client. Navigating tough client conversations. How to make your retention efforts successful.

Joe Ingram helps salespeople get that next deal. He says that people don't always need to like us to buy from us. He teaches us that getting people to like us is secondary to building trust. To build trust, you've got to get results. Joe tells an epic story about the mental shift that happened to him when calling on a prospect in the automotive industry. In this episode, you'll learn: A framework that you can use as a compass to tell if you're on the right track to results and trust. How new behaviors come out of new convictions. Why trying to make friends in the sales process will cost you money.

Have you ever sold something that didn't work? It's easy to let service disruptions or product blind spots take us from "we can do anything" to "we can't do anything." It can affect your mindset. Dave Doherty and Josh Shirley unpack how salespeople conduct calls differently when they let disruptions put them into a mindset of limitation versus a mindset of possibility. In this episode, you'll learn a three step process for re-coding your mindset around delivery problems.

Do you have excited prospects who disappear when it's time to decide? How do you know when you're finished qualifying a prospect? Hear Dave and Josh take a common benefit for many solutions and explore how to take an intellectual curiosity to an emotional impact (when there is one). In this episode, you'll learn: How to help your prospect do their 'own math' when gaining financial context for the impact of what you sell. How to spot signs your prospect is ready to see a presentation. Types of questions to ask when qualifying.

Are you an under-resourced Rev-Ops professional? Are you using Rev-Ops correctly? If you are a Revenue Operations professional, how do you know you support your staff? Rosalyn Santa Elena tells Rev-Ops this: "Your job is to know the business and know the customer better than anyone else. In order to enable and support the life-cycle, you have to know how it works." Rosalyn Santa Elena is the Founder and Chief Revenue Operations Officer of the Rev-Ops Collective. She's worked at companies both big and small - hear her Sales Tales in this episode. In this episode, you'll learn: How salespeople get Revops wrong. How Rev-Ops can be better at supporting the sales force. What Rev-Ops looks like when it's working at its best.

90% of every interaction with another person happens below the surface - or at the subconscious level. One method of understanding what happens inside that 90% is Transactional Analysis - developed by Eric Byrne in the 1950s. On today's episode, Dave and Josh break down sales interactions using Transactional Analysis. In this episode, you'll learn: 1. How some beliefs that serve you can also hurt you in sales. 2. What to do when the prospect (or you) becomes emotional. 3. Why we are OK with hearing "I want to think about it and get back to you" as an answer. 4. A new way to understand how to manage expectations and get decisions.

Is there a wrong enneagram type for a sales role? Jim Gum teaches us that all people place a different emphasis on thinking, feeling, and acting. In this episode of Sales Tales, he helps us understand how the enneagram can be an enlightening methodology to help you understand your customers AND the people you work with. Sales Tales Episode 28: Jim Gum - Enneagram for Salespeople, Where Communication Breakdowns Happen on Calls In this episode, you'll learn: The roles enneagram types gravitate to in the workplace All enneagram types can have a place in sales Where communication breakdowns occur on sales calls

David Mattson went on his first sales call with David Sandler 30 years ago. He almost quit. In Episode 27 of Sales Tales, David Mattson returns to give David Doherty and me a series of vignettes about selling. In this series of Tales, you'll hear: How to spot red flags that appear before losing a client How manager and employee coaching is supposed to sound Mattson's epic story about the day he learned how to use a sales methodology correctly.

David Mattson, CEO of Sandler (LinkedIn is his client), tells us why. He also says there's a HUGE upside to sales - if you're an AE, AD, BDR, SDR or Sales Leader, it will brighten your day. Mattson reminds us that you sell what you sell every day - but your buyer doesn't buy what you sell every day. This reality is what makes salespeople necessary. Sales Tales Episode 26: David Mattson - How do you sell to a Modern Buyer? Why get into selling? What makes a customer a raving fan Why it's a good profession (you can only get work-life balance in sales) The four steps of a modern buyer journey What 9 out of 10 sales orgs are getting wrong every day

Sellers - Have you ever been physically threatened while selling? Jesse Marseille decided virtual selling was for him after he got a shotgun pointed at his face during a door-to-door sales call. He leads growth at Truebase.ai today and helps David Doherty and Josh Shirley understand some areas where salespeople may be over-automating using today's time-saving tools. Guideposts for automation practices: What is the feedback you're getting from the market? What is the feedback you're getting from the tools you're using? What is the technical aptitude of the team using it?

Mike Montague was fired in front of 3000 people by Billy Idol.  Saying he recovered and stuck the landing is an understatement. Mike comes onto Sales Tales to tell us that "you don't get better at sales by winning; you get better by losing and surviving." About AI, Montague says: "Imagine an assistant doing work for you, but they've read the whole internet." A sales trainer, game show host, and automation/AI expert, Mike's episode is a good episode for you if you: Need clarification on how AI is supposed to help you. Use AI in your role and want new time-saving ideas. Want to learn just enough about AI to feel comfortable not using it. Need perspective on your wins and losses.