Candid conversations with top sales professionals redefining modern sales success. Explore how AI is transforming the sales landscape while keeping human connection at the core. Each episode dives into proven frameworks, authentic selling techniques, and the mindsets that separate top performers from the rest. Learn why 70% of salespeople fail, master differentiated messaging in crowded markets, and discover the evolving art of selling in a digital-first world. Perfect for sales professionals at any career stage seeking actionable insights and real-world wisdom.
Everything You Know About Lead Gen is Wrong with Peter Strohkorb
Everything You Know About Lead Gen Is Wrong (How to Create “Lean-Forward” Moments) | Peter StrohkorbVidal interviews sales veteran Peter Strohkorb (calling from Australia) about why traditional lead generation no longer works. Peter argues that outbound tactics like unsolicited pitching, mass email blasts, cold calling, and “stacking” touches are outdated, increasingly ignored, and can disenfranchise buyers, citing a 0.03% interest rate from 10,000 emails. Instead, he recommends engaging prospects by earning the right to sell: know and target the right segments, position as a domain expert, and lead with an intriguing point of view that creates a “lean-forward moment” where buyers ask questions. He emphasizes B2B complex sales to buying committees, the importance of addressing each stakeholder’s needs, and reducing buyers’ biggest emotion—fear of making the wrong decision—by mitigating perceived risk. He also discusses using AI for good content, not lazy, schedule-driven “rubbish.”00:00 Meet Peter Troub00:29 Why Lead Gen Fails02:22 Stop the Ambush Pitch03:24 Engage and Intrigue05:00 Selling to Committees06:49 Create Lean Forward Moments09:35 Outbound Without Spamming12:29 Make Touches Interesting13:51 Content and Tools Examples15:38 Lead With Benefits16:44 Intrigue Not Explain17:12 AI Tools Done Right19:49 Why Sales Stays Broken22:10 Leading Past Quota Fear22:36 Better Leads More Effort23:47 Segmentation Targeting Positioning26:26 Point Of View Wins27:19 Build Your Unique POV28:55 Sell From Buyer Perspective30:35 Fear Drives Decisions33:34 Where To Find Peterhttps://peterstrohkorb.com.au/https://www.linkedin.com/in/peterstrohkorbsalesmarketing/
21 Jul 2026
The death of the LinkedIn News Feed Now What? with Brynne Tillman
The Death of the LinkedIn Newsfeed: How to Build a Filtered Feed, Prospect Smarter, and Get More EngagementIn this episode, sales trainer and LinkedIn expert Brynne Tillman explains why the LinkedIn homepage newsfeed has become overwhelming and how to avoid it by using LinkedIn Premium’s hidden post search filters to create a personalized, bookmarkable “daily content” feed sorted by latest posts. She walks through filtering by first-degree connections and people you follow, author industry, and title keywords (including Boolean strings) to find relevant content for engagement and prospecting, including engaging with commenters. Brynne also shares practical guidance for posting in a noisy environment: create compelling, audience-specific content that sparks curiosity, teaches something new, and includes a call to action, with polls as a strong engagement tool. Drawing on Richard van der Blom’s algorithm research, she discusses LinkedIn’s two-week visibility windows tied to new connections and engagement, the importance of early engagement, sharing posts via direct messages, resharing others’ content, and maintaining a 10:1 engagement-to-posting habit.00:00 Meet Brynne Tillman00:15 Why the Feed Feels Dead01:12 Build a Filtered Post Feed06:05 Save Searches for Daily Use07:41 Prospecting Through Engagement10:10 Automate With Calendar and AI11:24 Posting in an AI Noise Era12:05 Write Scroll Stopping Content14:45 LinkedIn Algorithm Flywheel18:33 Sharing Others to Grow Reach20:18 Links vs Native Content23:35 Timing Testing and Revival25:45 10 to 1 Engagement Rule26:25 Connect and Start Conversations27:33 Wrap Up and Where to Find Herhttps://www.linkedin.com/in/brynnetillman/https://socialsaleslink.com/
15 Jul 2026
Sell the Problem, Not the Ask: How to Avoid the Needs-Based Selling Trap
Sell the Problem, Not the Ask: How to Avoid the Needs-Based Selling Trap (with Christina Bruce)In this episode, sales trainer Christina Bruce explains why sellers often fall into the trap of needs-based communication—hearing what buyers say they want or need and jumping too quickly to a solution, price, or demo—when the real buying driver is the underlying problem. She shares how to use “why ladder” thinking without interrogating by asking conversational, problem-based questions that include words like problem, challenge, concern, or struggle to shift buyers from needs language to problem language. Christina highlights techniques such as genuine curiosity, making the conversation buyer-centric by avoiding “I” language, and reviewing recorded sales calls to improve. She also covers using a problem hypothesis in outreach, and how to build urgency by uncovering negative consequences and a prioritized need to resolve, illustrated with examples in sales performance, hospital staffing, and creating wills.00:00 Welcome and Topic00:14 Needs Language Trap02:57 Real World Sales Example05:15 Why Ladder Explained07:08 Problem Based Questions10:09 Customer Centric Language12:59 Prospecting With Hypothesis16:33 Discovery Red Flags18:37 Prioritizing Painful Problems22:42 Raising Awareness Impact25:50 Will Planning Story28:58 Wrap Up and Contacthttps://www.linkedin.com/in/christinajbruce/https://sellabilities.com.au/
16 Oct 2025
Sales Success in Q4: Lessons and Tactics
Mastering Q4 Sales: Overcoming Scarcity Mindset with Tim Barry
In this episode, Vidal welcomes Tim Barry from Sandler Training to discuss how sales teams can maximize their performance in the fourth quarter. Tim emphasizes the critical 10% difference in behaviors between top performers and variable performers. He dispels the myth that the period between Thanksgiving and New Year's is a wash, advocating for consistent, intensified efforts during this time. Tim shares actionable strategies for overcoming common Q4 excuses, tips on creating urgency for closing deals, and the importance of maintaining a persistent prospecting schedule. He also provides advice for sales leaders on motivating their teams and accurately forecasting sales through a structured, multi-step process. Tim recommends focusing on both prospecting for new leads and closing existing ones to ensure a strong year-end finish.
00:00 Introduction: The 10% Difference
00:36 Guest Introduction: Tim Barry from Sandler
00:53 Common Q4 Excuses and Overcoming Them
02:09 Top Performers vs. Variable Performers
03:52 Understanding Buyer Mindset in Q4
06:07 Techniques to Create Urgency in Q4
09:33 Prospecting Strategies: Rabbits, Deer, and Whales
13:05 Coaching Advice for Sales Leaders in Q4
18:15 The Importance of a Formulaic Sales Process
23:54 Final Thoughts and Contact Information
Tim's LinkedIn: https://www.linkedin.com/in/timbarryexecutivecoach
Tim's YouTube channel: https://www.youtube.com/@sandlertrainingoffortworth
#SalesTips #Q4Sales
30 Sept 2025
Unlocking Sales Success: Michael McGowan on the Art of Sales Fluency
Salesably Sales Series Episode 2: Exploring Sales Frameworks and AI with Michael McGowanIn this episode of the Salesably Sales Series, host Francesca deWysocki interviews Michael McGowan, founder and director of Sales Virtual. Michael shares his career journey from marketing to becoming a sales expert and discusses the importance of sales frameworks, the role of AI in sales, and the evolving landscape of the sales profession. He also offers insights on the significance of fluency in messaging, the necessity of groundwork in sales, and the future of sales teams in a digital world. Tune in for an in-depth conversation packed with valuable lessons for sales professionals.00:00 (https://www.youtube.com/watch?v=m8hivngZPS0&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=2) Introduction and Guest Welcome00:19 (https://www.youtube.com/watch?v=m8hivngZPS0&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=2&t=19s) Michael McGowan's Career Journey01:22 (https://www.youtube.com/watch?v=m8hivngZPS0&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=2&t=82s) Sales Training and Methodologies04:38 (https://www.youtube.com/watch?v=m8hivngZPS0&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=2&t=278s) The Importance of Frameworks in Sales07:16 (https://www.youtube.com/watch?v=m8hivngZPS0&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=2&t=436s) Activity and Effectiveness in Sales14:31 (https://www.youtube.com/watch?v=m8hivngZPS0&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=2&t=871s) Market Creation vs. Order Taking20:13 (https://www.youtube.com/watch?v=m8hivngZPS0&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=2&t=1213s) The Challenge of Competing with Big Brands20:43 (https://www.youtube.com/watch?v=m8hivngZPS0&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=2&t=1243s) The Importance of Differentiated Messaging22:50 (https://www.youtube.com/watch?v=m8hivngZPS0&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=2&t=1370s) The Role of AI in Sales Evolution24:19 (https://www.youtube.com/watch?v=m8hivngZPS0&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=2&t=1459s) The Human Side of AI in Sales27:26 (https://www.youtube.com/watch?v=m8hivngZPS0&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=2&t=1646s) Fluency in Company Value Over Sales Techniques38:18 (https://www.youtube.com/watch?v=m8hivngZPS0&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=2&t=2298s) The Future of Sales Teams40:58 (https://www.youtube.com/watch?v=m8hivngZPS0&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=2&t=2458s) Conclusion and Final Thoughts
30 Sept 2025
Inside the Mind of a Sales Expert: John Greaves on Authenticity and Success
Mastering Sales with John Greaves: Authenticity & Effective Techniques | Salesably Sales Series Ep.1In the inaugural episode of the Salesably Sales Series, host Francesca deWysocki interviews John Greaves, an expert specializing in senior living sales and president of Next Step Sales Management. John shares insights from his dynamic career, emphasizing the importance of authenticity in sales and avoiding the pitfall of becoming someone else. He also discusses the differences in selling to various age groups, highlighting the need for tailored approaches based on unique client needs. Additionally, John delves into the reasons why many people fail in sales, stressing the significance of clear values and role clarity. Join us for an engaging discussion filled with expert advice and real-world experiences to help elevate your sales game.00:00 (https://www.youtube.com/watch?v=yiXz3JZcR6s&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=3) Introduction and Guest Welcome00:23 (https://www.youtube.com/watch?v=yiXz3JZcR6s&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=3&t=23s) John Greaves' Career Journey02:04 (https://www.youtube.com/watch?v=yiXz3JZcR6s&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=3&t=124s) Shocking Sales Techniques03:04 (https://www.youtube.com/watch?v=yiXz3JZcR6s&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=3&t=184s) Authenticity in Sales04:30 (https://www.youtube.com/watch?v=yiXz3JZcR6s&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=3&t=270s) Selling to Different Age Groups06:57 (https://www.youtube.com/watch?v=yiXz3JZcR6s&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=3&t=417s) Why 70% Fail in Sales08:51 (https://www.youtube.com/watch?v=yiXz3JZcR6s&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=3&t=531s) John's Personal Sales Insights10:26 (https://www.youtube.com/watch?v=yiXz3JZcR6s&list=PL57gNUA39zWbWrjS_KIi5f4aWCez7npzP&index=3&t=626s) Conclusion and Farewell
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