Episode Library

For this episode I’m joined by Vance Morris—a guy whose journey goes from rock bands to Disney to running premium home services, and now helping businesses “Disney-fy” their customer experience. And let me tell you, the parallels to sales are everywhere. If you’re in sales and think “customer experience” doesn’t apply to you—this episode will change your mind. ✅ Systems Create Freedom… and Room for Delight At Disney, every detail is scripted and systematized so cast members can focus on the magi...

This episode was an absolute blast. I’m joined by Guy Rubin, CEO of Ebsta, who brings not just revenue intelligence expertise—but also a love of physics, football (the British kind), and skiing—to the conversation. We talk about the problem that’s plagued sales teams for decades: data that’s incomplete, inaccurate, or invisible. Guy shares how Ebsta evolved from solving Salesforce data issues into building a revenue intelligence platform that helps companies truly understand what’s driving wins—...

In this episode of Thoughts on Selling , I sit down with Britt White—sales leader, edtech evangelist, former VP of Sales at SmartPass, and a force of nature when it comes to bringing passion to work. This isn’t a scripted “how-to” chat. It’s a real conversation between two humans unpacking what it means to love what you do—and how that love shows up (or doesn’t) in sales, leadership, and culture. 🔥 Key Takeaways Passion isn’t optional—it’s fuel. Passion doesn’t just live inside us—it’s contagiou...

On this episode of Thoughts on Selling , I sit down with Jackie Retig, a passionate sales enablement leader and COO at EnableWorks. Jackie recently made the leap into entrepreneurship after years in the tech space, and she brings a grounded, practical perspective to what it really takes to build consistent, scalable sales teams. We get into why enablement is more than just onboarding and training—it's about creating the conditions for consistency, repeatability, and predictability in your sales ...

In this episode of Thoughts on Selling , I sit down with Borja Cuan, co-founder of Four15 Digital, to talk all things demand gen, agency life, and what it takes to deliver results—not just leads. Borja's been in the digital marketing game since the late '90s, and his perspective on execution, transparency, and the importance of asking the right questions is both refreshing and, frankly, necessary in today’s B2B landscape. We dig into the realities of running a growth agency in a high-pressure en...

In this episode, my good friend Alistair Corrie and I take a deep dive into toe topics of mindset, mastery, and how we get out of our own way—whether in selling, sports, leadership, or life. Alistair draws from a range of disciplines—The Inner game, Zen and the Art of Motorcycle Maintenance, martial arts concepts like Shu-Ha-Ri-Kokoro, Viktor Frankl’s logotherapy, and more—to explore what mastery really looks like and how we can create environments where people discover their own paths to skill ...

For this episode, I had the pleasure of chatting with David Kirkdorffer — marketing veteran, recording artist, hat enthusiast, and self-proclaimed connective tissue between sales and marketing. We talked all about how sales and marketing can actually get along , the evolution of enablement, and what happens when buyers (and AI) start running the show. 🔑 Key Takeaways from Our Conversation: Sales and marketing should be allies David and I have both seen our fair share of friction between the two ...

In this episode, I had a great conversation with Tim Bradley, founder of Pennant—a video marketing firm that’s laser-focused on helping companies improve conversion rates in the middle of the funnel. Tim’s all about storytelling, yes—but with a clear eye on how that story supports sales performance . We talked a lot about the line between marketing and sales enablement , and how the best content—especially video—can serve both when it’s done right. Video as a Sales Tool : Tim broke down his “vid...

In this episode of Thoughts on Selling , I sit down with sales coach and former VP of Sales, Shane Jamison, to talk about the real work behind sustainable sales—coaching to the numbers, managing pipeline pressure without compromising relationships, and becoming the guide your customer needs. We dive into what it means to stay authentic when management wants pull-ins, how to balance urgency with trust, and why pressuring a customer to act early can create more harm than good. Shane shares lessons...

In this episode of the Thoughts on Selling podcast, I welcome Steven Ethridge, an accomplished sales trainer, coach, and expert in Neuro-Linguistic Programming (NLP). Our conversation dives into the pivotal roles that mindset and intentional communication play in driving meaningful sales outcomes. Steven shares his structured two-part methodology: Sales Mindset Self-Mastery and his NLP-based Five-Step Sales Process. He highlights how a salesperson's internal belief system shapes external perform...