Improv for Sales: "F* Your Good Idea" & The Power of Callbacks w/ Kevin Hubschmann
Episode SummaryIs your sales pitch a rehearsed monologue or a collaborative improv scene? In this episode of Thoughts on Selling, Lee Levitt sits down with Kevin Hubschmann, former enterprise rep turned comedian and founder of Laugh.Events.
We dig into the fascinating parallels between stand-up comedy and enterprise sales. Kevin shares his story of balancing daytime sales calls with nighttime open mics, realizing that skills like Presence, Timing, and Curiosity are missing from modern playbooks.
From the improv rule of "Yes, And..." to using "Callbacks" to close deals, Kevin breaks down why humor isn't just about jokes—it’s the ultimate signal of shared understanding.
Memorable Quotes:
"F your good idea. In improv and sales, the goal isn’t to deliver your rehearsed pitch—it’s to respond to the moment."* — Kevin Hubschmann
"Laughter isn't just a reaction; it's a sign of shared understanding."
"Most sales calls fail because reps talk too much. Mastering silence is the first step to earning trust."
3 Actionable Takeaways for Leaders:
The "Callback" Technique: In comedy, a callback connects the end of the set to a joke from the start. In sales, this is a superpower. Train reps to note a personal detail or pain point from the first 5 minutes and explicitly "call it back" at the close. It proves active listening and creates an instant bond.
*"F Your Good Idea":** A core improv rule. If you enter a demo obsessed with your "great idea" (script), you miss the reality of the room. Teach your team to drop the script if the customer takes the conversation left. Adaptability beats memorization.
Deliberate Practice: You don't get funny by reading a book; you get funny by getting on stage. Leaders must create "safe stages" (roleplays) for reps to bomb, adjust, and improve before facing a paying customer.
Key Topics & Timestamps:
(00:00) – Intro: Enterprise Software to Open Mics.
(05:30) – Laughter as a Service: Corporate events need dopamine.
(11:15) – Listening > Talking: Why the "Pause" is profitable.
(18:40) – "Yes, And..." in Sales: Collaborating vs. Negotiating.
(26:00) – The "Callback": Using narrative threads to prove you care.
(33:15) – *F Your Good Idea:** Kill the script to save the deal.
(41:00) – Curiosity: Earning referrals through interest.
About Our Guest:
Kevin Hubschmann is the Founder of Laugh.Events, delivering "Laughter as a Service" to corporate teams. A former enterprise sales pro, Kevin blends performance skills with business strategy to create memorable client connections.
About the Host:
Lee Levitt is a seasoned sales performance consultant, sales coach and the Principal of The Acelera Group.
With decades of experience in Sales, Sales Leadership, Sales Enablement, Revenue Operations, and Sales Performance Management, Lee helps emerging and enterprise organizations build disciplined, replicable sales operating systems.
He is the voice behind the Thoughts on Selling™ brand, covering the intersection of deal mechanics and the "Inner Game" of selling.
Related Episodes:
Ep [Prev]: "Show Up & Say Yes" w/ Lauren Bailey
Ep [Prev]: The Human Side of Sales w/ Lester Sidney
Ep 43: The Inner Game of Selling w/ Jeff Lipsius
Resources & Links:
The Company: Laugh.Events.
Connect: Find Kevin Hubschmann on LinkedIn.
Subscribe: thoughtsonselling.com.
Keywords:Sales Improv, Stand-up Comedy, Soft Skills, Active Listening, Presentation Skills, Corporate Events, Team Building, Kevin Hubschmann, Sales Psychology, Storytelling, Pattern Interrupt, Authentic Selling.
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