2025 Year End Review
As we approach year-end, I wanted to take a moment to reflect on the incredible journey we’ve shared on the podcast.
Over the past two years and more than 80 episodes, what started as a conversation about sales mechanics has grown into something much deeper. Thanks to the insights brought by you and other guests, we have moved beyond just "how to sell" to explore "who we are when we sell."
Here’s a snapshot of how our collective conversation has evolved, the major findings we’ve uncovered, and a sampling of the episodes that resonated most with our listeners this year.
Looking back at the timeline, I see four distinct phases in in the podcast development:
- Phase 1: The Foundation (Late 2023). We began with a focus on the mechanics of alignment. Our early conversations defined the "enablement charter" and established best practices for onboarding and channel sales.
- Phase 2: Skills & The Inner Game (2024). We moved into the trenches, dissecting specific skills like discovery and negotiation. Crucially, we began exploring the "Inner Game" of selling -- highlighting that mindset matters more than specific actions or metrics.
- Phase 3: The Invisible Leader (Early 2025). The focus shifted to leadership legacy and customer experience. We explored the idea that the best leaders are those who coach their teams so well that they eventually become "invisible" or essentially obsolete.
- Phase 4: Authenticity & The Future (Late 2025). Most recently, we’ve pivoted to the intersection of humanity and technology. We’ve tackled the disruption of AI not with fear, but as a tool for diagnostics and practice, while simultaneously doubling down on the irreplaceable human elements: humor, storytelling, and empathy.
What We’ve Learned Together
Through all these conversations, three major themes have emerged that now define the show’s philosophy:
- Process is Mandatory, Authenticity is Critical. While we love a good framework, we’ve found that process alone doesn't close complex enterprise deals -- human connection does.
- Enablement is Strategic. It is not just training; it is the strategic engine that aligns marketing, product, and sales to drive revenue outcomes.
- AI Needs "Human Energy." We’ve moved from asking "Will AI replace us?" to "How do we build the engine for AI?" The consensus? While AI is powerful for preparation, it cannot replicate the energy required to build trust and human connection.
Listener Favorites: The "Must-Listen" List
While every episode adds value, a few struck a particular chord this year, generating significant engagement and feedback:
- Ep 25: When Sales People Do their Homework (with Deb Berman). A foundational episode sharing practical advice on discovery and preparation.
- Ep 69: Empathy, Insight and Action: Ted McKenna on the New Sales Playbook. Ted, a co-author of several important books on selling, including the JOLT Effect, and I explore the changes sales people must make to remain effective in 2026 and beyond.
- Ep 78: Purpose, Energy and Real Human Selling (with Lester Sidney). A raw, deeply human conversation about depression, purpose ("Ikigai"), and why vulnerability is a sales superpower.
- Ep 76: Who Are You? (with Gerhard Gschwandtner). A masterclass in mindset from the founder of Selling Power, challenging us to look inward before we look outward.
- Ep 79: From Steeplechase Jockey to Data Geek (with Maeve Ferguson). A high-energy look at how "Agentic AI" is revolutionizing diagnostics.
- Ep 74: Listen, Don't Think (with Kevin Hubschmann). A unique take on using the rules of improv comedy ("Yes, And...") to transform sales conversations.
- Ep 81: The Future of Sales (with Nina Iannuzzi). A "passing the torch" episode featuring a collegiate competitor whose "suck it up" attitude proved the next generation is anything but soft.
What’s new for 2026
In the coming year, we’re going to take deep dives into the following critical themes:
- Agentic AI -- "The New Teammate"
- Radical Humanization - the "Anti-Scale" Movement
- Neuro-Selling, Behavioral Science and Trust in a "Post-Truth" World
- The Revenue Architect -- RevOps 2.0
I I look forward to your continued support and listening!
