The Daily Sales Show

About The Daily Sales Show

For SDRs, AEs, and sales leaders: what is working in sales right now, including how AI is changing the job. Hosts Will Aitken, James Buckley, and Jed Mahrle bring on people who are still selling to break down cold calling, prospecting, discovery, negotiation, pipeline, sales leadership, and the AI workflows reps are actually using. Every episode is recorded live with audience Q&A, so you get real answers to real deals instead of a scripted interview. Tactics you can use on your next call. 680+ episodes and counting. Replays, slides, and free resources at sellbetter.xyz.

Publisher

Sell Better

Category

business · business · business

Language

en

Explicit

No

First episode

18 Jan 2023

Latest episode

24 Jun 2026

Latest episodes

401 of 664 episodes have a transcript.

1. 

   24 Jun 2026

   The Outbound Stack Audit: What to Keep, Cut, and Add

   Helena Klaus and Will Aitken audited nine sales tool categories live and named what to keep at each team size. Helena Klaus, founder of Sales in DACH, surveys her members on stack adoption. They worked through CRM, sales engagement, contact data, intent, dialers, scheduling, conversation intelligence, deal execution and AI, and recommended no single stack. When is Salesforce the wrong answer? Will: teams buy on brand recognition. With no RevOps person or admin, Salesforce slows you down at roughly three times the price of a right-sized tool. His ladder runs spreadsheet, Pipedrive, HubSpot, Salesforce. Helena's real constraint is adoption, because a young team finds excuses when the UX is bad. Will's warning on all-in-one: HubSpot's built-in sequences will usually cost you deliverability. What separates intent from timing? Helena: people confuse intent and signals with relevance and timing. She is getting a dog and searching for a leash she does not need for three months. Intent sorts a list. It does not mean someone is ready to buy. How do you pick a data provider? Will keeps ZoomInfo, Prospeo and FullEnrich open at once. Sometimes one has the mobile number, sometimes all three, sometimes none. Test across a large sample, because accuracy swings by geography and job title. Helena reads the logos on a vendor's site and calls those customers. For DACH prospecting, check GDPR compliance first. Where does AI stop? Helena will not hand forecasting to a tool, because she sat in the room and read the body language. Will will not run autonomous prospecting, since anything sent in his name can be screenshotted. He uses AI for research, list building, call prep, drafts and recaps. On build versus buy, he prices a seller's hour against quota at $200 to $300, making nine hours of building a false saving against a $50 tool. Resources mentioned Tario's AI cold calling report (https://gosellbetter.com/4ezQf6V) The Speakers: Will Aitken (https://sellbetter.xyz/show-speakers/will-aitken), Host, Sell Better Helena Klaus (https://sellbetter.xyz/show-speakers/helena-klaus), Founder, Sales in DACH Catch The Daily Sales Show live (https://gosellbetter.com/4pS6ilV) Follow Sell Better (https://gosellbetter.com/4xhbcvo) Explore our YouTube Channel (https://gosellbetter.com/4h6UFoW) Watch the replay (https://sellbetter.xyz/daily-show/the-outbound-stack-audit-what-to-keep-cut-and-add) Thank you to our sponsors: Tario (https://gosellbetter.com/4ezQf6V), Aligned (https://gosellbetter.com/3QXH8Fq), Prospeo (https://prospeo.io/?via=sellbetter)

2. 

   18 Jun 2026

   How to Build Smarter Discovery Questions With Buyer Signals

   Urgency cannot be created, only uncovered. Most reps mistake a polite yes for a real one and fill their pipeline with meetings that go nowhere. James Buckley sat down with Brendan Hofferty, SMB Outbound Sales Development Manager at ZoomInfo. Brendan's framing: stop fishing in the ocean and fish in a barrel, because the best opportunities are already raising their hand. Ask how, not whether "Are you familiar with ZoomInfo?" earns a one-word answer, which is what you cannot afford in the first ten seconds. "How familiar are you with ZoomInfo?" opens the conversation either way. Same with how are you currently generating new business, instead of are you taking on new business. James drops the question entirely and makes a casual statement. Selling to Salesforce admins, he stopped asking do you use Salesforce and started saying oh, you know Salesforce, which got him volunteered detail instead of a yes. Stop accusing people with your own signals Instead of I saw you were on our pricing page, Brendan teaches: I saw some website activity coming from your domain, and typically that means your team is looking for better contact data. Not sure if that was you. One version tells the prospect what they did, the other opens a conversation. Even when the signal is right, people forget or it was a colleague, and now you are arguing about a fact instead of talking. James's rule for the same habit: if your writing contains I saw or I noticed, paste it into your AI and ask it to remove unnecessary words. Match the pain to the person, not the company A VP of Sales cares about pipeline. A director of marketing cares about attribution and lead quality. A CEO cares about revenue growth. Pitch the wrong one and you get told you have the wrong person. James's later-stage question for finding who actually matters: if this goes well and you move forward, who gets held over the fire for whether it works? That is who you build the relationship with, because champions are not always good internal sellers. Get one of three things from every qualified call Brendan's standard. A meeting is priority one, Director and above. You will not book one every time. Second best is a referral. Third is information you can use on the next call. The referral move is worth stealing. When you reach someone who is not the decision maker, do not ask permission to mention the conversation. Thank them, let them go, then open the next call with what you learned: I spoke with Luis, he told me this and this, so we should probably talk. Pushback is rare unless you invent a referral you never got. James on why more people do not do it: salespeople invent reasons not to, and it is only fear. The question that exposes a fake decision maker James's, and the best single line in the episode: what happened the last time you tried to buy something like this? If they cannot answer, they have never done it. Brendan checks the org chart for anyone holding the same title, since a peer can usually make the same call, and asks at wrap-up whether anyone else would need to be involved. The Speakers: James Buckley (https://sellbetter.xyz/show-speakers/james-buckley), Host, Sell Better Brendan Hofferty (https://sellbetter.xyz/show-speakers/brendan-hofferty), SMB Outbound Sales Development Manager, ZoomInfo Catch The Daily Sales Show live (https://gosellbetter.com/4pS6ilV) Follow Sell Better (https://gosellbetter.com/4xhbcvo) Explore our YouTube Channel (https://gosellbetter.com/4h6UFoW) Watch the replay (https://sellbetter.xyz/daily-show/the-discovery-questions-top-reps-use-to-close-deals) Thank you to our sponsor: ZoomInfo (https://gosellbetter.com/4alIhgj)

3. 

   17 Jun 2026

   How to Stop Getting Ghosted During Your Prospect's Busy Season

   Getting ghosted usually is not the buyer's fault. It is what happens when nobody agreed on a date, an owner, or what happens next. James Buckley sat down with Hannah Ajikawo, CEO and founder of Revenue Funnel, and Elmer Lopez, founder of Contento. Hannah's opening question resets it: are you being ghosted, or reacting to ambiguity you created? The exercise worth doing today Hannah called this hundred-thousand-dollar coaching. Take a sheet of paper, draw a line down the middle, write research on the left and review on the right. Plot every open deal by the language the buyer actually used. Research sounds like exploring the market, figuring out our needs, a few internal meetings. Those people cannot buy. Review sounds like we shortlisted four vendors, we tried building it ourselves, we tried AI and it did not work. Those are your real deals. Her recent loss went dark three and a half weeks. She knew it was research, and when she sent a breakup message they said Q4, because they need to try it themselves first. Elmer's critical event test Same filter, different angle. No critical event, no close. A merger means two messy CRMs, so a data tool becomes urgent next month. A conference makes a badge scanner urgent. Without one, he questions opening the opportunity at all. The breakup email that keeps working Elmer's, and he says it gets him hate mail. Subject line: giving up on this project? Body: I have tried text, email, and calls and cannot reach you, are you giving up on this project? That is the entire message. He starts a new thread rather than replying into the dead one, because the subject line does the work. James's reaction was the tell. He would not want to be the person who gave up on a project. Send something with no ask attached Elmer ties the value send to whatever happens next inside their company. Taking it to finance? Send the ROI calculator. Hannah has sent prospects a competitor comparison including where rivals are genuinely strong, which saves the buyer real work and occasionally costs her the deal. You are probably not being ghosted Seventy-two percent of deals are lost to no decision, so you are usually in the majority rather than singled out. Hannah's caveat: many were never deals. Her old manager told her the big logos she kept meeting liked her and learned from her, but were never qualified. Her closing line: stop asking why you are being ghosted, start asking why the buyer thinks it is fine not to reply. Resources mentioned Symbiotic Free GTM templates (https://gosellbetter.com/Symbiotic) Turn your LinkedIn into a revenue funnel with Contento (https://gosellbetter.com/Contento) The Speakers: James Buckley (https://sellbetter.xyz/show-speakers/james-buckley), Host, Sell Better Hannah Ajikawo (https://sellbetter.xyz/show-speakers/hannah-ajikawo), CEO & Founder, Revenue Funnel Elmer Lopez (https://sellbetter.xyz/show-speakers/elmer-lopez), Founder, Contento Catch The Daily Sales Show live (https://gosellbetter.com/4pS6ilV) Follow Sell Better (https://gosellbetter.com/4xhbcvo) Explore our YouTube Channel (https://gosellbetter.com/4h6UFoW) Watch the replay (https://sellbetter.xyz/daily-show/how-to-stop-getting-ghosted-during-your-prospects-busy-season) Thank you to our sponsors: Highlevel (https://gosellbetter.com/3Qf1pWr), Gong (https://gosellbetter.com/4uMNPZO), Expertise.ai (https://gosellbetter.com/4oub2xe)

Inside a recent episode

How to Spot, Nurture, and Close Competitor Accounts

Published 6 May 2026 · Transcript excerpt

[…] And those emails got really high response rates, I think just because of how transparent it was. And usually when people are looking at competitive solutions, they're used to salespeople only telling you the good about their product and, you know, to an extent sort of talking down the competitor. […]

Who has been a guest on The Daily Sales Show

Names identified in recent episode analyses. Showing up to five guests.

• Keenan
• Leslie Venetz
• Ronen Pessar
• Lindsey Boggs
• Tom Slocum

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

YouTube views

734,416

Score snapshot 15 Sept 2025

Apple Podcasts (US)

4.6 / 5

8 ratings

Spotify

5.0 / 5

15 ratings

Podcast Authority Score: 83 / 100

A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.

Quality

96

Social presence

0

YouTube

93

Engagement

82

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Guest appearances

Books guests

Based on episode analysis; this does not confirm that the show is currently accepting guests.

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