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SalesTV Live Podcast

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by SalesTV.live

112 episodes
Updated Daily
Accepts GuestsHas SponsorsLocation 🇺🇸
50

Podcast Authority

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FairBased on show quality, social media presence, reviews, charts, and more
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Quality74
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YouTube68
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Podcast Overview

SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode features insightful conversations with sales leaders, practitioners, and educators who are shaping the future of the profession of sales. Our discussions explore the skills, behaviors, and mindsets that define modern selling: leadership, enablement, ethics, professionalism, communication, social selling, and customer value. Every episode delivers one clear takeaway viewers can apply immediately to elevate their performance and professional credibility. SalesTV produces multiple series, including Mid-Day and Early Editions, plus special Spotlight features and co-produced episodes with the Institute of Sales Professionals. Together, these programs connect a global community of sales professionals, students, and business leaders committed to excellence and Elevating the Profession of Sales. #Sales #Professionalism #SalesLeadership #LinkedInLive #Podcast <br/><br/><a href="https://salestv.substack.com?utm_medium=podcast">salestv.substack.com</a>

Language

🇺🇲

Publishing Since

1/15/2024

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50

Podcast Authority

Beta
FairBased on show quality, social media presence, reviews, charts, and more
Pod Engine
Quality74
Social0
YouTube68
Engagement0
Learn more
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86 episodes over 1.3 years

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Recent Episodes

Episode thumbnail for Why Good Salespeople Keep Losing

April 14, 2026

Why Good Salespeople Keep Losing

<p>In this episode of SalesTV, Caspar Berry explores how salespeople think about risk, rejection, and decision-making under uncertainty. Most people associate risk-taking in sales with failure, loss, and hearing “no,” and instinctively avoid it, even when those outcomes are a necessary part of success. Drawing on principles from probability and decision science, Caspar reframes how salespeople evaluate opportunities, allocate their time, and interpret results. When decisions are judged solely on short-term outcomes, even the right actions can appear wrong, leading to risk-averse behavior that limits long-term performance and opportunity. </p><p> </p><p>Chapters </p><p>00:00 Intro – Why good salespeople keep losing </p><p>00:54 Salespeople must think like resource allocators </p><p>02:41 Risk aversion and the fear of failure in Sales </p><p>07:40 Why saying no matters in sales qualification </p><p>09:56 Probability payoff and evaluating sales opportunities </p><p>13:43 What Negative Metrics mean in Sales </p><p>19:09 Even the right decision can still lead to a loss – and that’s ok </p><p>20:57 Why buyers choose “no decision” to avoid risk </p><p>24:28 Reframe “buy now vs buy later” to “buy vs never buy” </p><p>27:34 The ONE Thing – Overcome short-term bias to make better long-term decisions. </p><p> </p><p>In this episode, we asked… </p><p>* What does it mean to be a strong resource allocator in sales? </p><p>* Are salespeople losing because they don’t say no enough to the wrong opportunities? </p><p>* How should salespeople evaluate a lead to decide whether it’s worth pursuing? </p><p>* What are Negative Metrics in Sales, and why do they matter? </p><p>* Is success in Sales about avoiding rejection, or learning how to work through it? </p><p>* Why do buyers choose “no decision” to avoid risk, and how should salespeople respond? </p><p> </p><p>Key Takeaways </p><p>* Sales is not just about skill. It’s about how you allocate your time and effort across opportunities. </p><p>* Most salespeople avoid loss, even when loss is a necessary part of winning. </p><p>* A decision can be correct even if the outcome is negative. </p><p>* Focusing only on wins hides the behaviors that actually drive performance. </p><p>* Saying no to the wrong opportunities is as important as pursuing the right ones. </p><p>* Buyers often choose no decision as a way to avoid risk, not because there is no problem. </p><p> </p><p>The ONE Thing Caspar Berry wants you to take away - </p><p>We are resource allocators who must overcome short-term bias to make better long-term decisions. </p><p></p><p>Sales performance is often constrained not by effort or skill, but by how salespeople approach risk, rejection, and decision-making under uncertainty. Many sales professionals instinctively avoid situations that could lead to loss, even when those losses are a necessary and predictable part of winning more deals over time. This creates a bias toward low-risk opportunities, poor pipeline allocation, and inconsistent results. By understanding concepts like probability-based thinking, Negative Metrics in Sales, and evaluating decision quality versus outcomes, salespeople and sales leaders can improve how they qualify opportunities, manage pipeline risk, and drive more consistent revenue performance. </p><p></p><p>@SalesTVlive @InstituteofSalesProfessionals </p><p>#NegativeMetrics #SalesPsychology #SalesMindset #SalesPerformance </p><p>#Sales #SalesLeadership #LinkedInLive #Podcast </p><p>________________________________________</p><p>About SalesTV </p><p>SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode explores sales, sales training, networking, and social selling, bringing together sales leaders, enablement professionals, and practitioners from across the globe. </p><p> </p><p>About the Institute of Sales Professionals </p><p>The Institute of Sales Professionals (ISP) is the world’s only body dedicated to raising standards in sales. Through its Sales Capability Framework, certifications, and global member community, the ISP works to elevate sales to the level of a recognized profession.</p> <br/><br/>This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit <a href="https://salestv.substack.com?utm_medium=podcast&#38;utm_campaign=CTA_1">salestv.substack.com</a>

Episode thumbnail for Most Sales Leaders Confuse Coaching and Mentoring

April 7, 2026

Most Sales Leaders Confuse Coaching and Mentoring

<p>In this episode of SalesTV, we’re joined by James Barton, Chief Solutions Officer at Mentor Group and co-author of Infinite Selling, to explore why sales leaders often confuse coaching, mentoring, and directing. The conversation breaks down the practical differences between these approaches and why most leaders default to sharing experience or giving direction rather than true coaching. We also examine how over-reliance on a single leadership style limits seller development and contributes to inconsistent performance. The discussion emphasizes the importance of adapting leadership style based on the seller’s experience and the situation at hand, rather than treating coaching as a one-size-fits-all solution. It also explores how technology and AI can support sales coaching, while reinforcing that leadership judgment remains critical in knowing when to coach, mentor, or direct. </p><p> </p><p>Chapters </p><p>00:00 Intro – What do we mean by Coaching vs Mentoring? </p><p>03:06 The Biggest Coaching Mistake </p><p>06:12 Directing vs Mentoring vs Coaching </p><p>06:42 Why Sales Leaders Default to Directing </p><p>10:04 When to Coach vs Direct </p><p>12:18 Coaching vs Training </p><p>13:27 Skills of Effective Sales Coaches </p><p>16:09 From Sales Leader to Leader of Leaders </p><p>18:11 Technology in Sales Coaching </p><p>20:09 Where Technology Falls Short </p><p>22:24 The ONE Thing – Know When to Use Each </p><p> </p><p>In this episode, we asked… </p><p>* What’s the difference between coaching and mentoring in sales, and why do so many sales leaders confuse the two? </p><p>* What’s the biggest mistake sales managers make when trying to coach their teams? </p><p>* Why do sales leaders often default to a directing or dictating style? </p><p>* When is direct instruction better than sales coaching or mentoring? </p><p>* What skills do frontline sales leaders need to become better sales coaches? </p><p>* How can technology help sales leaders become better sales coaches? </p><p> </p><p>Key Takeaways </p><p>* Most sales leaders aren’t coaching - they’re mentoring or directing without realizing it. </p><p>* Coaching is about asking questions, not giving answers. </p><p>* The best sales leaders know when to coach, mentor, or direct based on the situation. </p><p>* Relying on a single leadership style limits seller development and performance. </p><p>* Great sales leaders listen first instead of jumping in to solve the problem. </p><p>* Technology can support sales coaching, but it cannot replace leadership judgment. </p><p> </p><p>The ONE Thing James Barton wants you to take away - </p><p>Know when to coach, mentor, or direct—because it’s never just one approach. </p><p> </p><p>Sales coaching, mentoring, and directing are often used interchangeably, but they represent distinct leadership approaches that impact sales performance in different ways. Effective sales coaching focuses on asking questions to help sellers think critically, while mentoring draws on experience to guide behavior, and directing provides clear instruction when immediate action is required. Many sales leaders default to mentoring or directing without recognizing it, limiting their ability to develop independent, high-performing sales teams. The ability to shift between these approaches based on the seller’s experience and the situation is a critical sales leadership skill. As organizations invest in sales enablement and leadership development, understanding how to apply coaching effectively becomes essential for improving consistency and results. Technology and AI can support sales coaching by providing data and insights, but leadership judgment remains central to turning those insights into action. </p><p> </p><p> </p><p>@SalesTVlive @InstituteofSalesProfessionals </p><p>#SalesCoaching #InfiniteSales #SalesMentoring #SalesManagement #SalesEnablement </p><p>#Sales #SalesLeadership #LinkedInLive #Podcast </p><p>________________________________________</p><p>About SalesTV </p><p>SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode explores sales, sales training, networking, and social selling, bringing together sales leaders, enablement professionals, and practitioners from across the globe. </p><p>About the Institute of Sales Professionals </p><p>The Institute of Sales Professionals (ISP) is the world’s only body dedicated to raising standards in sales. Through its Sales Capability Framework, certifications, and global member community, the ISP works to elevate sales to the level of a recognized profession. </p> <br/><br/>This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit <a href="https://salestv.substack.com?utm_medium=podcast&#38;utm_campaign=CTA_1">salestv.substack.com</a>

Episode thumbnail for Why Great Salespeople Walk Away from Deals

April 1, 2026

Why Great Salespeople Walk Away from Deals

<p>In this episode of SalesTV, we’re joined by Matt Webb, CEO of Mentor Group, to discuss why so many sales deals stall in the pipeline and how stronger sales qualification improves outcomes. The conversation explores how weak discovery and unclear buyer intent lead to low-probability opportunities entering the sales process. Matt shares how top-performing salespeople identify warning signs early, ask better qualification questions, and understand why customers are really looking to change. The discussion also examines when to walk away from a deal and how disciplined qualification leads to a healthier pipeline and more predictable revenue. </p><p></p><p>Chapters </p><p>00:00 Intro - Why Great Salespeople Walk Away from Deals </p><p>00:52 Why Sales Deals Stall in the Pipeline </p><p>02:31 The Problem with Poor Sales Qualification </p><p>03:04 How to Know if a Deal is Qualified </p><p>05:36 When Should You Walk Away from a Deal </p><p>07:02 Sales Qualification Questions That Matter </p><p>09:56 Warning Signs of a Bad Deal </p><p>13:43 The Sales Manager’s Role in Qualification </p><p>16:26 Habits of Great Sales Qualifiers </p><p>20:50 The ONE Thing - Be Brave </p><p> </p><p>In this episode, we asked… </p><p>* Why do so many sales deals stall in the middle of the pipeline? </p><p>* How do you know if a sales deal is really qualified? </p><p>* When should a salesperson walk away from a deal? </p><p>* What questions should salespeople ask to truly qualify a deal? </p><p>* What are the warning signs that a deal is not truly qualified? </p><p>* What are the warning signs a sales manager should be aware of and act on? </p><p>* What habits separate great qualifiers from average sellers? </p><p>* Is there one habit in particular we should start with? </p><p> </p><p>Key Takeaways </p><p>* Lack of closing skill is not the primary reason deals stall in the pipeline; it’s weak sales qualification. </p><p>* Most low-probability opportunities enter the pipeline because sellers fail to fully understand buyer intent and the motivation to change. </p><p>* Strong discovery is about uncovering why a customer is looking to change now, not just gathering surface-level information. </p><p>* Warning signs appear early in the sales process, but are often ignored in favor of keeping pipeline volume high. </p><p>* Great salespeople protect their time and pipeline by identifying weak opportunities early and choosing not to pursue them. </p><p>* The best salespeople don’t just qualify deals - they qualify bad ones out. </p><p> </p><p>The ONE Thing Matt Webb wants you to take away – </p><p>Look at your deals and ditch the ones that are going nowhere. </p><p> </p><p>Sales pipeline health is directly tied to the quality of sales qualification, yet many teams continue to prioritize volume over discipline, allowing poorly qualified opportunities to enter and remain in the pipeline. When salespeople fail to understand buyer intent, the urgency to change, and the real drivers behind a decision, deals often stall in the middle of the sales process with no clear path forward. Strong sales qualification requires more than surface-level discovery; it depends on asking the right questions, identifying early warning signs, and accurately assessing whether an opportunity is real. By focusing on qualification early and consistently, sales teams can avoid low-probability deals, improve pipeline accuracy, and create a more effective and predictable sales process. </p><p> </p><p> </p><p>@SalesTVlive @InstituteofSalesProfessionals </p><p>#SalesQualification #InfiniteSales #QualifyOut #SalesPipeline #SalesStrategy #B2BSales #SalesProcess </p><p>#Sales #SalesLeadership #LinkedInLive #Podcast </p><p> </p><p>________________________________________ </p><p>About SalesTV </p><p>SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode explores sales, sales training, networking, and social selling, bringing together sales leaders, enablement professionals, and practitioners from across the globe. </p><p> </p><p>About the Institute of Sales Professionals </p><p>The Institute of Sales Professionals (ISP) is the world’s only body dedicated to raising standards in sales. Through its Sales Capability Framework, certifications, and global member community, the ISP works to elevate sales to the level of a recognized profession. </p> <br/><br/>This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit <a href="https://salestv.substack.com?utm_medium=podcast&#38;utm_campaign=CTA_1">salestv.substack.com</a>

112 total episodes available

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What is SalesTV Live Podcast?

SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode features insightful conversations with sales leaders, practitioners, and educators who are shaping the future of the profession of sales.

Our discussions explore the skills, behaviors, and mindsets that define modern selling: leadership, enablement, ethics, professionalism, communication, social selling, and customer value. Every episode delivers one clear takeaway viewers can apply immediately to elevate their performance and professional credibility.

SalesTV produces multiple series, including Mid-Day and Early Editions, plus special Spotlight features and co-produced episodes with the Institute of Sales Professionals. Together, these programs connect a global community of sales professionals, students, and business leaders committed to excellence and Elevating the Profession of Sales.

#Sales #Professionalism #SalesLeadership #LinkedInLive #Podcast <br/><br/><a href="https://salestv.substack.com?utm_medium=podcast">salestv.substack.com</a>

How often does this podcast release new episodes?

This podcast updates daily.

Where can I listen to this podcast?

This podcast is available on 2 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.

Does this podcast accept guests?

Information about guest appearances is not available.

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