SalesTV Live Podcast
SalesTV Live is a weekly talk show made by salespeople for salespeople, featuring conversations with sales leaders, practitioners and educators. Episodes explore the skills, behaviours and mindsets behind modern selling, including leadership, enablement, ethics, professionalism, communication, social selling and customer value. Each episode aims to leave listeners with one practical takeaway they can apply straight away. The show spans several strands such as Mid-Day and Early Editions, Spotlight features, and co-produced episodes with the Institute of Sales Professionals, building a global community around elevating the profession of sales.
Episodes
Why Discovery Calls Fail Before They Begin
In this episode of SalesTV, Mike Bosworth, creator of Solution Selling and one of the pioneers of modern B2B sales methodology, explores why discovery calls often break down before meaningful conversations can begin. Joined by Rob Durant and Matthew Nicolle, Mike examines the role of buyer trust, emotional connection, sales discovery, and storytelling, challenging conventional thinking about why s
Why Good Salespeople Keep Losing
In this episode of SalesTV, Caspar Berry explores how salespeople think about risk, rejection, and decision-making under uncertainty. Most people associate risk-taking in sales with failure, loss, and hearing “no,” and instinctively avoid it, even when those outcomes are a necessary part of success. Drawing on principles from probability and decision science, Caspar reframes how salespeople evalua
Most Sales Leaders Confuse Coaching and Mentoring
In this episode of SalesTV, we’re joined by James Barton, Chief Solutions Officer at Mentor Group and co-author of Infinite Selling, to explore why sales leaders often confuse coaching, mentoring, and directing. The conversation breaks down the practical differences between these approaches and why most leaders default to sharing experience or giving direction rather than true coaching. We also ex
Why Great Salespeople Walk Away from Deals
In this episode of SalesTV, we’re joined by Matt Webb, CEO of Mentor Group, to discuss why so many sales deals stall in the pipeline and how stronger sales qualification improves outcomes. The conversation explores how weak discovery and unclear buyer intent lead to low-probability opportunities entering the sales process. Matt shares how top-performing salespeople identify warning signs early, as
How To Communicate With Confidence In Sales Conversations
In this episode of SalesTV, Joe Pelissier, a communications advisor and tutor at the University of Oxford’s Department for Continuing Education, explores what it really means to communicate with confidence in sales conversations. The discussion challenges the idea that confidence comes from talking, emphasizing instead the role of listening, curiosity, and asking the right questions. It explores h
What Happens When Sales Defines Its Standards
In this episode of SalesTV, ISP leaders Helga Saraiva, Matthew Nicolle, and Dr. Ram Ramraghvan explore what changes when Sales begins to define and adopt shared standards. The conversation examines how clearer expectations impact training, hiring, and performance management, while also addressing the role of ethics, accountability, and global consistency in shaping the profession. It also consider
How to Negotiate in a Transparent Sales Era
In this episode of SalesTV, multi-time Chief Revenue Officer and award-winning author Todd Caponi explores how B2B sales negotiation must evolve in a transparent sales environment where buyers compare pricing and trust is easily lost. The conversation examines modern negotiation strategy, including how to present pricing with confidence, handle price objections without defaulting to discounting, a
Are We Hiring the Wrong Salespeople for the AI Era?
In this episode of SalesTV, Dr. Peter Kerr, Chair of Applied Research in Sales at the University of New Brunswick, shares research drawn from LinkedIn hiring data and quantitative performance studies to examine how salesperson analytical skills directly influence sales performance and strengthen the effort-to-results relationship. The conversation explores whether sales leaders should optimize for
Buyers Hire Sellers to Reduce the Risk of Choosing Wrong
In this episode of SalesTV, Marcus Cauchi, founder of Principled Selling and creator of The Ally Method, joins us as we examine how buyers make decisions in complex B2B sales environments and why sellers are often hired not to persuade or pitch, but to reduce buyer risk and decision uncertainty. The conversation breaks down how pressure-based selling increases buyer anxiety, triggers self-protecti
The Business Case for Trust in Sales Negotiations
In this episode of SalesTV, we talk with Dr. Keld Jensen to examine how trust impacts transaction costs, value creation, and negotiation outcomes - and why low-trust approaches quietly destroy deal value over time. He shares decades of research demonstrating that high-trust negotiations consistently outperform win-lose tactics, capturing significantly more value and reducing friction. We explore w
Why Sales Performance Is Often Set Before the First Call
In this episode of SalesTV, Paul King, a senior sales operations leader at Salesforce, joins us to unpack how sales leaders can distinguish between poor rep performance and flawed territory or quota design. We explore how real-time CRM data has changed behavior, why KPIs often get chased instead of outcomes, and how misused metrics can quietly distort results. Also discussed is how AI is reshaping
Why Over Reliance on Sales Scripts and Automation Erodes Judgment
In this episode of SalesTV, we examine how over-reliance on sales scripts, automation, and quota-driven thinking can quietly erode judgment, trust, and effectiveness. Rather than rejecting structure or technology, the conversation explores where systems help - and where they begin to replace human thinking instead of supporting it. Deepak draws on decades of experience across enterprise sales, sal
The Future of Sales Leadership Is More Human Than You Think
In this episode of SalesTV, Harvard Business School Senior Lecturer Frank Cespedes explores what changes - and what does not - as selling evolves. He explains why leadership clarity, performance management, and alignment between strategy and frontline behavior matter more as technology advances. Rather than outsourcing judgment to dashboards or AI tools, effective sales leaders must understand the
Why Human Skills Will Define the Future of Sales
Why Human Skills Will Define the Future of Sales In this episode of SalesTV, sales veteran and coach James White joins us to explore why human skills have become the defining capability for modern sellers and why Sales Leaders must rethink how they prepare their teams for an AI-enabled sales environment. While AI tools increasingly support outreach, research, and operational tasks, James explains
How AI Is Transforming Sales and Commercial Excellence in 2026
In this episode of SalesTV, Mikhail Belov, Global Sales & Commercial Learning and Competency Manager at SLB, shares two years of hands-on experience deploying AI across a global commercial training function delivering 200–300 classes per year to thousands of learners. Mikhail reveals the AI capabilities that deliver immediate value and the ones that still feel too mechanical. He explains why AI ro
What Sales Leaders Must Rethink
In this episode of SalesTV, sales enablement industry stalwart Mike Kunkle returns to break down the performance levers, leadership behaviors, and enablement disciplines that truly drive seller effectiveness. Rather than focusing on “more activity,” “more pipeline pressure,” or “more tools,” Mike uncovers the deeper structural issues that create friction inside revenue organizations. He explains w
You Call It Coaching, But It's Just Managing Deals
You Call It Coaching, But It’s Just Managing Deals In this episode of SalesTV, we speak with Steve Radford, Founder of the Greater Sales Company and author of How to Sell. Steve brings 25+ years of experience training frontline salespeople and developing the managers who lead them. Through his Four Hats Model - Instructor, Teacher, Mentor, Coach - he explains why most leaders wear the wrong hat at
Buyers Don’t Want Volume - They Want Value
Buyers Don’t Want Volume They Want Value In this episode of SalesTV, Salesforce’s David Pugsley shares how authenticity, consistency, and genuine curiosity turn outreach into opportunity. Sales leaders keep pushing for more - more calls, more emails, more automation. But buyers aren’t counting your touchpoints. They’re judging your relevance. Value-based selling doesn’t start with a pitch. It star
Why Price Doesn’t Equal Value
In this episode of SalesTV, Todd Snelgrove - author of “Value First Then Price” - explains why sellers who compete on price lose margin, while those who quantify value win trust and profit. Drawing on decades leading global value-selling programs for major industrial and technology companies, Todd shows how to prove the measurable impact of your solutions in financial terms buyers respect. Togethe
Unlocking the Hidden Value of Sales
In this episode of SalesTV, Juan Elias, author of “From Strategy to Revenue: Turning GTM Planning, Sales Execution, and Enablement into Measurable Growth”, shares with us how collaboration transforms sales from a numbers game into a business-driving function. Together, they examine what happens when strategy, enablement, and execution finally align - and why sales leaders who master collaboration
Demos Don’t Close Deals
In this episode of SalesTV, we sat down with Alex Blakeway, VP of Sales Transformation at Forterro and author of “Blueprint to Sales Mastery”, to explore what really moves modern buyers. Alex shares how today’s best sellers are replacing demos with dialogue, leading with education, and building stronger customer relationships through collaboration, credibility, and continuous learning.Sales isn’t
Stop Selling. Start Collaborating.
Stop Selling Start Collaborating In this episode of SalesTV, Ed Arnold - co-founder of LeveragePoint and Value Coach at The Valorizer - explains how to make your customer the hero of their story, build stronger business cases, and eliminate “no-decision” outcomes by quantifying what truly matters. In today’s sales environment, closing deals isn’t the finish line; it’s the starting point for creat
Why Sales Needs Framemakers to Drive Strategic Value
In this episode of SalesTV, Brent Adamson - co-author of “The Challenger Sale”, “The Challenger Customer”, and “The Framemaking Sale” – sits down with Rob Durant to explain why sales teams must become Framemakers - helping customers simplify complexity, reduce decision friction, and build confidence in themselves. Brent shares how sales leaders can drive strategic value by shifting from supplier c
Personal Brand Drives Sales Trust
Personal branding in sales is more than polish-it’s proof. Discover how authenticity, ethics, and trust define your credibility as a sales professional in this exclusive SalesTV + ISP panel. Through our partnership with the Institute of Sales Professionals, SalesTV gives you access to a conversation usually reserved for ISP members. Leaders from across generations explore how authenticity, prepara
How Do Unethical Sales Practices Keep Happening
In this episode of SalesTV, doctoral researcher and VP of Sales Peter Clitheroe shares insights from more than 500 hours of study on sales ethics, leadership culture, and organizational behavior. Together we unpack why sales ethics fail not because of “bad reps,” but because of systems and cultures that reward short-term revenue over professional integrity. Chapters00:00 Intro – How Do Unethical S
How Trust and Credibility Build Sales Professionalism
What does it really mean to be a professional in sales? Dr. Jeremy Noad, co-author of “Selling Professionally: A Guide to Becoming a World-Class Sales Executive” and Founding Fellow of the Institute of Sales Professionals, joins host Rob Durant to explore how trust, credibility, and integrity shape modern sales professionalism.In this conversation, Jeremy reveals why “doing what you say you’ll do”
Is Sales a Profession or Just a Job?
What truly defines professionalism in sales? In this episode of SalesTV.live, host Rob Durant and guest Jon Nicholson explore how integrity, conduct, and continual learning elevate sales from a job to a profession. Jon shares why “Professionalism starts with how you show up” and how ethical behavior, consistency, and standards of conduct shape both personal credibility and the reputation of the en
From Seller to Sales Leader – What No One Tells You
In this Special Edition of SalesTV, we dive into the intricacies of stepping up from a successful sales role to becoming an effective sales leader, with insights from our guest Volker Ballueder. Discover how the transition from seller to sales leadership is more than just a title change and how to navigate the unexpected challenges that come with it. Learn about emotional intelligence, leading wit
The Best Sales Leaders Start by Stepping Back
In this episode of SalesTV, Jon Bratton, Senior Director of sales at Unit Q, shares his experiences from Microsoft, Snowflake, Hivemind, and UnitQ, providing a detailed narrative on mastering the dynamic balance between individual roles and sales leadership. He discusses the significance of understanding one's motivation before pursuing sales leadership and outlines potential pitfalls of stepping
Stop Pitching, Start Mapping
In this episode of SalesTV, discover how mapping, not pitching, can drive sales success with insights on stakeholder relationships from global account manager and author, Dr. Ryan O'Sullivan. We unpack the concept of relationship mapping and its critical role within global account management. learn why conventional pitching strategies may no longer suffice and learn how to leverage relationship ma
Who is on Your Board?
In this episode of SalesTV, explore the importance of building a personal board, networking strategies, and aligning goals for long-term success from Founder of Brilliant Beam Media and co-host of Gnaw On This... Business Bytes Podcast, Syya Yasotornrat. In this episode, Syya breaks down the transformative concept of treating yourself like a business while highlighting the importance of creating a
The Activator Advantage!
In this episode of SalesTV, uncover the secrets of top-performing professional services partners - focusing on building meaningful client relationships - as sales expert and author Matt Dixon discusses his upcoming book, The Activator Advantage. Discover how Activators, a distinct type of rainmaker, consistently outperform their peers by embedding business development habits into their daily routi
Resilience is the Sales Superpower Nobody Talks About
In this episode of SalesTV, explore resilience in B2B sales, emotional intelligence, and mental toughness strategies from seasoned coach and best-selling author, Volker Ballueder. We discuss the essential role of resilience in B2B sales, particularly in the face of rejection, pressure, and an ever-evolving market landscape. Volker, a seasoned coach and best-selling author, shares his journey and p
Sober Sellers Sell More
In this episode of SalesTV, discover why adopting a sobriety-focused approach in sales leads to improved performance and personal well-being. We are joined by Marin Nelson, cofounder and CEO of Sobrynth, to discuss the transformative impact of sobriety in sales roles. Understand how creating a "sober curious" culture can bring out the best in your sales team and learn practical steps for fostering
Stop Acting Like a Seller and Start Succeeding in Sales
In this episode of SalesTV, sales expert and podcast host Andy Paul helps us discover how human-centered selling increases win rates. Andy breaks down the four core human competencies - connection, curiosity, understanding, and generosity - which can redefine your role from “pitching” to genuinely helping clients make informed decisions. Andy also addresses common challenges faced by sales profess
Redefining Sales Through Design Thinking
In this episode of SalesTV, discover how applying principles of design thinking can transform your approach to sales, helping you build stronger connections and create meaningful customer experiences. We sit down with Rui Quinta, a design thinker and master of radical empathy. Rui shares his journey from a visual designer to a serial entrepreneur, highlighting valuable insights into organizational
Leveraging the Untapped Potential of Referrals
In this episode of SalesTV, we unlock the potential of referral-based selling and learn how to cultivate and maintain a robust referral pipeline with insights from sales expert and author, Joanne Black. Discover why incorporating a robust referral system can be your most powerful sales tool. Learn how Joanne shifted from traditional sales techniques to mastering referral-based sales – and you can
SalesTV.live – Turning Technical Presentations into Stories That Sell
In this episode of SalesTV, join David Duffett, Chief Enthusiasm Officer at Let the Geek Speak, as he provides actionable insights into making technical presentations more compelling. Discover how technical professionals, especially sales engineers, can transform their technical knowledge into captivating stories that sell. David introduces his concept of the "7 Power Presenting Protocols," a fram
Network Growth in the Era of AI
In this episode of SalesTV, Jordan Abbott, also known as the "Sales Poet," shares his expert techniques for leveraging networking to build genuine relationships and drive sales results. You'll learn about Jordan's effective engagement strategies, such as keeping social media interactions brief yet meaningful, and using tools like LinkedIn Sales Navigator to manage connection requests. Jordan empha
Nailing the Niche, Execution, and Client Connection
In this episode of SalesTV, we dive into the world of luxury real estate with our special guest, Ricardo Garcia. Explore the practical tips Ricardo offers for handling emotional transactions and maintaining client trust, which are pivotal for any real estate professional. Ricardo discusses the significance of building long-term relationships by engaging clients on a personal level. He believes in
When Should We Attempt to Build Consensus With Procurement?
In this episode of SalesTV, we explored the intricate world of corporate procurement with procurement specialist Michael Pearson. We uncovered strategies and insights to effectively engage with procurement professionals and transform challenges into opportunities for success. Michael shares his vast experience to help sales teams build meaningful relationships with procurement, discussing key moti
Stop Selling Commodities Start Driving Value
In this episode of SalesTV, we discovered how to start driving value in sales and gained insights on stakeholder engagement and strategic vision from transformational leader Wendy Herbst. Learn actionable tips on differentiating your product. Understand the importance of asking the right questions and repositioning your offerings to create value rather than competing on price. Wendy highlights the
Talking to Humans: The Key to Motivating Action
In this episode of SalesTV, we explored how human needs and communication shape leadership and sales from motivational leadership expert and founder of Evolspiration, Elise Slotte. Discover how understanding and meeting basic human needs can significantly enhance employee performance and motivation. Elise talks about Maslow’s hierarchy of human needs, explaining how feeling safe, loved, unique, an
Transforming Customer Success to Build Loyalty
In this episode of SalesTV, we dive into the high-stress world of Customer Success Managers (CSMs) and explore actionable strategies to improve their experience with our guest, customer success leader Lara Barnes. Learn practical solutions to enhance business efficiency and ease the CSM workload by refining internal systems and processes. Lara highlights the importance of building trust with custo
Your Competitors Are Doing It Better! Closing the Performance Gaps
In this episode of SalesTV, Michael Phelan, founder of GoToMarketPros, shares insights on closing sales performance gaps. Learn how understanding critical performance metrics and competitive insights can give your sales strategy the edge it needs to surpass competitors. Understand why knowing where you stand relative to your peers is vital in today’s competitive environment. And discover how succe
Why Is It So Hard to Get Sellers to Change Their Approach?
In this episode of SalesTV, we dissect the intricacies of effective sales management and change management with our guest Kate Philpot, Global VP of Sales Enablement at Getty Images. Discover the benefits of scheduling meetings with yourself to foster reflection and research time - essential strategies to succeed in sales. Learn why focusing solely on numerical metrics falls short and how incorpor
What's Broken in GTM and How to Fix It
In this episode of SalesTV, we uncover tips on simplifying go-to-market strategies, aligning sales and marketing, and navigating the SaaS landscape from Louis Fernandes, Director at Magnitude 10 Associates. Explore the challenges and solutions for navigating complex purchases, aligning sales and marketing teams, and simplifying messaging to stand out in crowded markets. Gain practical knowledge on
Are You Sales Ready?
In this episode of SalesTV, Leighann Lovely, COO at Sales Rescue LLC, shares her valuable insights on creating a sales-ready presence and building a professional digital profile. Leighann emphasizes the importance of personal branding and how being authentic can set you apart in the sales world. Discover how to make your online presence powerful and credible while avoiding common pitfalls. Learn a
Build a Pipeline of Sellers, Not Just Opportunities
In this episode of SalesTV, we dive deep into the art of building a pipeline of sellers with the accomplished Eliana Medeiros. Offering a profound glimpse into her extensive luxury sales background, Eliana shares valuable strategies for creating a robust and active network of team members and partners, particularly in the luxury industry. Eliana emphasizes the significance of training and onboardi
Why Your Sales Team Hates Role Play and How to Fix It
In this episode of SalesTV Live, we discover why your sales team hates role play and learn effective strategies to create a safe and impactful training environment sales training expert Cameron Badger, Founder and CEO of PraxisPro. We discuss why sales professionals often dislike role-playing sessions and how leaders can transform these exercises into positive and impactful training tools. Learn t
Navigating Change Whilst Keeping The Lights On
In this episode of SalesTV, we dive into the complexities of navigating sales transformation while keeping business as usual running smoothly with our guest, Georgina Beard. We discuss practical strategies for managing change in the tech and SaaS sectors, and discover how sales enablement plays a crucial role in facilitating effective transitions. From revamping sales processes to re-evaluating pr
Scaling Success
In this episode of SalesTV, we featured a conversation with Sara Eklund, focusing on scaling sales teams with strategic excellence. Sara, a GTM and Operations Executive, discussed practical strategies for operational excellence, mentoring high-potential talent, and the impact of diversity in sales teams. Sara touched on several key topics including the operational strategies necessary for effectiv
How Salespeople Can Think More Like Business Owners
In this episode of SalesTV we explored how sales professionals can integrate entrepreneurship into their roles with Abdel Caramá, an entrepreneur, sales specialist, and author of “The Power of Sales”. Discover practical techniques for developing an entrepreneurial approach to sales and understand how this can lead to better client relationships and improved sales performance. Learn how self-develo
Unlearn Old School Hunting Tactics and Replace Them with AI
In this episode of SalesTV Live, we explore how AI can empower sales representatives by providing them with actionable data to hone their sales techniques. Our guest, fractional CRO and revenue architect Rosa Yupari, explains how AI helps bridge the gap between intuition and data, allowing sales teams to fine-tune their pitches and improve their conversion rates. We discuss the transition from tra
Are You Living by Your Enablement Vision
In this episode of SalesTV, we discuss how sales teams can align their daily processes with a buyer-centric vision to enhance productivity and effectiveness with our guest, Arup Chakravarti. Arup shares his thoughts on the importance of understanding buyer journeys and aligning sales processes accordingly. We discuss some of the significant challenges faced by organizations in implementing a robus
Embrace the Hard for Sales Success
In this episode of SalesTV.live, we embrace the challenges of sales success with guest Tania Doub, CEO of Mindful Quadrant and author of “0 to Quota in 90 Days”. Discover how embracing tough situations can enhance your sales performance and learn actionable strategies to overcome common barriers in sales. Tania explains how reframing difficulties in hitting sales quotas can turn them into motivati
Transitioning from Founder-led Sales to Scalable Sales Teams
In this episode of SalesTV Live, we dive into a rich discussion with sales expert Elizabeth Andrew, focusing on the crucial transition from Founder-led sales to scalable sales teams. We explore the signs that indicate when a business needs to move away from Founder-driven sales efforts and understand the key challenges and strategies involved in making that shift smoothly. Discover the main indica
Leading Learning in a Sales Organisation
In this episode of SalesTV, we uncover how learning can drive sales success with Chris Capon. With increased deal sizes and record-breaking sales growth, Chris shares how investing in people through continuous development and self-directed learning can amplify your organization's performance. Join us as we explore the impact of annual sales capability assessments, which have shown a 14% improvemen
Why Relationship Selling Beats Closing Tactics Every Time
In this episode of SalesTV Live, Jason Cooper dives deep into the value of relationship selling and how it can elevate your sales career. He breaks down the differences between a quick sell and a long-term client relationship, sheds light on the pyramid of trust, and offers actionable tips on developing deeper client relationships. Jason elaborates on crucial elements like knowledge, trust, likabi
Want to Sell More? Become a Customer Anthropologist
In this episode of SalesTV live, we talk to Ashley Welch, Co-Founder of Somersault Innovation, about how to leverage design thinking principles to build deeper client relationships and boost sales. Ashley shares her extensive experience working with high-tech sales teams from leading corporations like Microsoft and Salesforce, providing invaluable insights for any salesperson looking to elevate th
Our Sales Brain and the Other Side of the Law of Attraction
In this episode of SalesTV, we discuss how fine-tuning your mindset can make a significant difference in sales performance and client interactions. We are joined by Federico Heine, a psychologist turned sales expert, who uses his social science background to provide transformative advice on understanding client needs and closing deals effectively. Federico emphasizes the importance of a positive m
A Special Forces Approach to Sales Leadership
In this episode of SalesTV live, we examine the strategies and insights of a Special Forces approach to sales leadership with our special guest, Scott McCarthy. Scott, a Senior Canadian Army officer and Chief Leadership Officer at Moving Forward Leadership, shares his wealth of experience from leading high-performance teams. Scott elaborates on the four stages of psychological safety that are cruc
How to Deal With and Move Beyond Rejection
In this episode of SalesTV, Cathia Ziebel, the Founder and CEO of OppidHum, joins us to explore the topic of resilience in the face of rejection. Cathia dives deep into the emotional and psychological aspects of facing rejection. Understand the real reasons behind a 'no' and how to interpret it without taking it personally. By mastering Cathia's AURA framework you'll gain actionable strategies to
Command Performance - 3 Ideas Guaranteed to Help Accelerate a Job Search
In this Command Performance of SalesTV, special guest Robert Tearle provides us with practical job search strategies that can make your hunt for the perfect sales job more effective. Whether you're a seasoned sales professional or new to the field, learning how to optimize your LinkedIn profile and how to leverage your social media presence to attract potential employers. A seasoned headhunter, Ro
Authentic v Addictive Sales Leadership
In this episode of SalesTV, we are joined by Jeremy Moore who leads us on a discussion of "Addiction vs Authenticity" in sales leadership. As the sales industry stands at a crossroads, we discuss how sales leaders can transition from outdated, addictive behaviors to more authentic leadership practices that foster trust and enhance well-being. Where leaders often repeat outdated behaviors that no l
Mastering Sales Through Teaching Techniques
In this episode of SalesTV, we explore how teaching strategies can enhance sales performance with Ariel Hopper, Head of Sales at innerlogic. Ariel shares how teaching concepts such as task-teach-task and open-ended questioning can transform the sales process. By bridging the gap between teaching and sales, Ariel highlights methods to improve customer interactions and internal team dynamics. And fo
Selling in a Holiday Destination
In this episode of SalesTV, hosts Helga Saraiva-Stewart and Alex Abbott dive deep into the art of selling in a holiday destination with a special focus on their experiences in Portugal. Helga and Alex share personal anecdotes and professional insights about the benefits of leveraging digital approaches and the importance of value-based and relationship selling in diverse markets. Alex discusses ho
Value Selling as a Mindset
In this episode of SalesTV Live, we dive deep into the world of the value selling mindset with special guest Lee Levitt, principal at Acelera Group. Lee shares practical tips on establishing a value selling mindset, from forming hypotheses about customer needs to co-creating solutions that resonate with them. Learn how curiosity and empathy play critical roles in sales success. Understand why trad
SalesTV Roundup
In this episode of SalesTV hosts Andy Hough, Adam Gray, and Alex Abbott present an exciting roundup of SalesTV's upcoming programming. Our initiatives include series on organizational transformation, linking sales tactics with sports insights, AI in sales, and our commitment to increasing diversity and supporting young salespeople. SalesTV is dedicated to creating a safe space for sales profession
Don’t be the Best be the ONLY
In this episode of SalesTV Live, Rajeev "RajNATION" Nathan unveils the secrets to standing out in sales. Raj shares practical advice on crafting compelling sales pitches and tapping into the power of storytelling to create impactful outreach. Discover how to leverage the Que Pasa formula to make your sales pitch not just good, but unforgettable. We wrap with a fun PowerPoint karaoke segment, where
Building Diverse Sales Teams
In this episode of SalesTV, join us as Chloe Hoggard, RVP at Salesforce, unpacks the benefits and importance of building a diverse sales team. Chloe shares her insights on how diversity in the workplace drives innovation, creativity, and fosters unique perspectives. Learn about her journey of launching a diversity network and how it has impacted her team for the better. Discover the challenges of
The change journey, the milestones - what are the islands of stability?
In this edition of our Sales Transformation limited series on SalesTV, special guest Rainer Stern shares real-world examples from establishing a sales leadership academy in California to quantifying success in transformation programs using sales KPIs. Discover the difference between training and enablement and how real-time reporting and coaching are pivotal for behavior change in sales contexts.
How to Land Your First Sales Job, Even Without Experience
In this episode of SalesTV, sales expert and author Bill Becker discusses how to land your first sales job without experience. Bill reveals proven strategies for breaking into sales, even when you’re new to the field. Bill shares practical advice and debunks common myths about the sales profession. Discover why sales is a uniquely equitable career path with no barriers to entry and why it's really
AI Use In Outbound. Has it already crossed the ethical line?
In this episode of SalesTV, we sit down with Steve Burton to discuss the implications of AI in outbound sales and customer service outreach. Learn how AI innovations are impacting sales practices, from nuisance calls to AI-driven LinkedIn messaging. Steve sheds light on the potential benefits and concerns surrounding AI in sales outreach. Also discussed are the broader implications of AI communica
The Challenges of Founder-Led Sales
In this episode of SalesTV, Kevan Touran, CEO of ZAL.ai, joins us to discuss the nuances of founder-led sales challenges. Explore Kevan's valuable insights on building startups, the importance of empathetic sales approaches, and the impact of founder involvement in the sales process. Gain key strategies for effective selling, understanding customer needs, and establishing credibility in the indust
Making Your First Strategic Sale
In this episode of SalesTV, join our panelists Andy Hough, Adam Gray, and Helga Saraiva-Stewart for an insightful discussion on startups, strategic sales, and the challenges faced in generating initial sales for organizations. Explore the importance of treating every client as a strategic opportunity, the value of addressing customer "pains and gains," and the responsibility of founders in driving
Focus on the Buyer's Experience to Sell More
In this episode of SalesTV, we sit down with Christopher Windisch, founder of CatchMobi, to discuss buyer sentiments and leveraging a revolutionary approach to win deals by focusing on the buyers’ needs. Discover why the traditional sales process is outdated and what sellers can do instead. By tracking the specifics of customer relationships - VCT (Value, Credibility, Trust) - instead of tradition
Is There a Future for BDRs?
In this episode of SalesTV, Kevin Beales, CEO and founder of My Sales Coach, joins us again to discuss the evolving landscape of Business Development Representatives (BDRs). You'll discover why the role is not just about the quantity of outbound activities but understanding what drives positive outcomes. Kevin shares his vision of a future where BDRs are more skilled, better supported, and trained
Effective Mental Health Strategies for Sales Leaders
As part of our SalesTV Spotlight on Mental Health in Sales, in this episode of SalesTV we examine the transformative potential of mental health training for managers. Organizational development consultant Dr. Matthew Lampe shares evidence-based insights from the latest organizational behavior research. The discussion highlights the tangible benefits of improving managers’ ability to recognize and
Mental Health First Aid for Sales
As part of our SalesTV Spotlight on Mental Health In Sales, in this episode of SalesTV, we sit down with mental health advocate Paul Burgess to explore the intricate relationship between high-pressure sales environments and mental health. We unpack the often-overlooked impact of stress on sales performance and discover why managing mental well-being isn't just good ethics—it's also great business.
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