Episode Library

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 “vide...

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 lesson...

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 perfor...

Welcome back to Thoughts on Selling. This one’s a little different — and a little deeper. I had the chance to sit down with fellow ultrarunner, entrepreneur, and coach Troy Meadows to talk about something foundational: your why — personally, professionally, and organizationally.

Just like an ultramarathon, building something meaningful in sales (or life) demands more than tactics. You need a reason to keep going when it gets hard. And believe me, it will get hard.

🏃‍♂️ Key Takeaways

Your “why...

Dustin Beaudoin joined the Thoughts on Selling podcast to discuss the intersection of AI and sales strategy, the critical importance of in-depth preparation, and how these elements are shaping the future of sales. Here’s a deeper dive into our conversation:

Dustin's Background and Sales Philosophy
Dustin Beaudoin, with his extensive background in enterprise SaaS sales, brings a unique perspective to the sales process, particularly through the lens of strategic enterprise sales. His journey thro...

I sat down with my good friend and former Oracle teammate Jane Scott for a deep dive into customer success. Jane and I worked together for years on the key account team supporting Xerox, and she was the glue that held it all together — truly the most important person in the room.

We covered a lot in this conversation: from the foundational elements of long-term account management, to the evolving role of customer success in today’s SaaS world. Jane brings a wealth of experience and a refreshing...

Welcome back to another episode of the "Thoughts on Selling" podcast. In this episode, we delve into the nuanced world of sales negotiations with Ron Hubsher, a seasoned expert in the field.

Here’s a detailed breakdown of our conversation and the key insights we uncovered.

Introduction to Sales Negotiations:Ron introduces himself as an engineer turned sales professional who applies engineering principles to sales, advocating for a systematic approach to sales akin to a manufacturing process. T...

In this episode, I sit down with Steven Werley, a sales expert, entrepreneur, and endurance athlete with a background in both marketing and military service. We dive into why pushing yourself to do hard things—whether in sports, business, or sales—builds resilience and long-term success.

Steven shares his insights on the role of AI in sales, explaining that AI isn’t here to replace salespeople but to help them perform better. By automating follow-ups, streamlining call reviews, and taking over ...

In this episode ofThoughts on Selling, host Lee Levitt is joined by Todd Busler, founder of Champify. Todd shares his journey from sales engineering to leading revenue organizations and launching a company designed to revolutionize outbound sales efficiency.

Lee and Todd dive into the evolving nature of sales, the importance of coaching over managing, and why the best salespeople are often ex-athletes, musicians, or gamers. They also explore how reps can leverage relationships and first-party d...