Thoughts on Selling YouTube Video Library

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 from his time building and leading teams, and how his passion for coaching emerged from a love of helping people do more than just hit quota—helping them discover where they thrive. 👉 Key Takeaways: Align deal timing to customer priorities, not fiscal quarter deadlines. Pressure testing a deal timeline isn’t pushy—it’s collaborative. Discounts rarely drive true urgency in B2B—clarity does. Coaching is about surfacing what reps already know and helping them apply it with confidence. Sometimes th…

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 performance and how aligning communication with a buyer's motivations fosters authentic connections and improved results. Key discussion points: 👉 Mindset as a foundation. Steven explains how reshaping internal narratives and removing limiting beliefs can dramatically enhance sales performance. 👉 Building rapport effectively. We discuss the importance of observing and mirroring both verbal and non-verbal cues to establish deep, authentic rapport. 👉 Tailoring communication. Steven emphasizes the nee…

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” is your North Star: Whether you're selling software or running 100 miles, the why behind your effort determines how you show up when it gets tough. Good sales isn’t about features — it’s about values: If your customer’s why and your company’s values align, magic happens. Think 20-year partnerships, not transactional closes. Hire for values, not just skills: High performers who aren’t aligned to the mission will quietly (or loudly) tank your culture and your customer experience. …

Dustin Beaudoin joins 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 through the ranks of sales has made him a staunch advocate for leveraging AI to enhance sales effectiveness. He shares insights on how he has developed a passion for integrating AI into sales to make strategic engagements more impactful. His approach revolves around smart utilization of technology to augment the human elements of sales. Deep Preparation in Sales Dustin emphasizes that successful sales strategies heavily rely on meticulous preparation. This involves understanding not just the ov…

I sit 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 refreshingly candid perspective on what it takes to really support customers. Here are a few key points we dug into: Why consistency and historical knowledge matter — and how Jane’s 12 years on a single account gave her unmatched influence and insight. How customer success is about enabling outcomes, not just solving problems. The importance of aligning to the customer’s business rhythm and strategic objectives. Why some SaaS companies may not need a dedicated CS team — but the function must still b…

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. This ensures consistent, quality outcomes through qualified opportunities and repeatable best practices. The Underappreciated Art of Negotiation Training: Ron observes that while many sales professionals have undergone various forms of sales training, few have deeply explored negotiation training. He highlights the complexity of negotiations, comparing it to different branches of mathematics, where skills range from basic arithmetic to complex calculus. He stresses that negotiations in sales…

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 data to improve efficiency in an increasingly difficult outbound sales environment.

In this episode of Thoughts 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 data to improve efficiency in an increasingly difficult outbound sales environment. Key Takeaways The Art of Selling Hasn’t Changed – But the Tools Have Sales is still about relationships, trust, and persistence. While AI and automation can assist, the best reps still prioritize human connection.The most effective sellers don’t rely on scripts; they deeply understand their customers and help them solve real problems. Great Sales Leaders Coach, Not Manage The transition from top-performing …

In this episode, I had an amazing conversation with Estefania (Fani) Rodriguez Marino, a sales enablement pro joining in from Paris. We talked about what sales enablement really means and how it’s not just about training or content—it’s about helping the company achieve its goals by aligning sales efforts with strategy. Fani shared her journey, her passion for embracing challenges, and why motivation and context are crucial for sales success. One of the biggest takeaways from our conversation is how sales enablement needs to balance scalability with personalization. While it’s easy to create one-size-fits-all training programs, real impact comes when we tailor initiatives to the individual needs of sales reps. We also discussed the importance (and power!) of listening—not just hearing words, but truly understanding what prospects and sales teams need to succeed. Another key point we touched on is how sales enablement is really about selling change to sellers. Just like in sales, w…

Find the full episode at www.youtube.com/@UCsoNIzhE46gkzgeb43-Pldw In this episode, I had an amazing conversation with Estefania ⁠(⁠Fani) Rodriguez Marino, a sales enablement pro joining in from Paris. We talked about what sales enablement really means and how it’s not just about training or content—it’s about helping the company achieve its goals by aligning sales efforts with strategy. Fani shared her journey, her passion for embracing challenges, and why motivation and context are crucial for sales success. One of the biggest takeaways from our conversation is how sales enablement needs to balance scalability with personalization. While it’s easy to create one-size-fits-all training programs, real impact comes when we tailor initiatives to the individual needs of sales reps. We also discussed the importance (and power!) of listening—not just hearing words, but truly understanding what prospects and sales teams need to succeed. Another key point we touched on is how sales en…