A deep dive into Thoughts on Selling podcast episodes

There's a moment in my conversation with Doug C. Brown where he describes sitting with a plumbing company that had just closed seven new jobs. They were thrilled. Money on the board.
Doug looked at their acquisition cost, their marketing spend, the…

"I Want to See That in Your Decisions"
Somewhere in Michael Skriver's career, a new CEO stood in front of three thousand people and told them they had no clue how to sell. They were a bunch of traders.
Michael's assessment, years later: he was rig…

Welcome back to the blog, everyone! In our latest podcast episode, "Why Buyer Confidence Is at an All-Time Low — and What to Do About It," we delved deep into a critical shift happening in the world of sales. We explored how buyer confidence has plu…

Welcome back to the podcast blog! In our latest episode, titled If Sales Is a Game, You Make the Rules — Chris Carter on AI, Preparation, and Winning on Your Terms, we delved into a topic that is absolutely crucial for anyone navigating the complex …

Gina Smith never imagined she'd spend 27 years in sales.
She grew up on a military base, where the only impression she had of salespeople came from movies, used car lots, and the occasional insurance agent at the door. Pushy. Manipulative. Not her …

Don't Bring Facts to a Feelings Fight: What Danny Bobrow Learned About Persuasion and Sales Excellence
Danny Bobrow spent 36 years helping dental practices market themselves. He got really good at getting the phone to ring.
Then he discovered that…

Welcome back to the blog, and a special welcome to those who tuned into our latest podcast episode, Don't Bring Facts to a Feelings Fight: The Science of Persuasion and Trust in Sales. In that episode, we delved into the fascinating world of buyer p…

You Can't Automate Likability: Why AI Will Never Replace the Human Connection in Sales
There's a question every sales leader is grappling with right now: What should AI actually do for us?
Not what can it …

The Open Rate of a FedEx Box Is 100%
Kris Rudeegraap is the co-founder and co-CEO of Sendoso, the largest direct mail and gifting platform in the world. But before building a company with global warehouses and $150 million in funding, he was a sell…

Pattern Matching
Here's a pattern I see constantly: A sales team hits every activity metric—calls made, emails sent, meetings booked—and still misses the number. So leadership responds with... more activity metrics.
It doesn't work. And Joe Terry …