The Sales Evangelist
I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was...
Dream BIG: What Every Sellers Must Do To Shatter Their Dreams
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The Return of Trade Show and Human-to-Human Interaction
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Customer Success Series: Turn Customers Into Evangelist
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Customer Success Series: The 5 Pillars of Customer Success
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Customer Success Series: Leaky Bucket
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Stop Quitting So Fast
So many sellers quit within their first few months in sales. Honestly, I think many of them give up too soon.
Sales isn't easy, but success often comes down to staying committed when things aren't going your way. I'm sharing why determination matters, how to push through rejection, and why the sellers who keep going are often the ones who eventually succeed.
Why Determination Matters in Sales
Early in my college years, I found myself stranded in California with a friend during a business trip. We had no transportation, limited options, and needed to...Sales Is No Longer A Numbers Game
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Helping Customers Understand The Business Problem You Solve
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Sales Isn't Fun Anymore
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Why So Many Talented Women Never Make It to Leadership
Many women in sales struggle with feeling like they’re not fully qualified for leadership roles, even when they’re already doing the work. That self-doubt can make it harder to pursue promotions and career growth. To help break this down, I invited leadership coach and tech executive Erika Chestnut to share the challenges women face when advancing their careers and how sales leaders can better support them.
Meet Erika Chestnut
Erika Chestnut is a transformational leader with more than 25 years of experience in the tech industry. She is passionate about helping individuals and teams rethink lead...How To Help Enterprise Sellers Speak The Language of their Clients
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The Biggest Reason Why Your Sales Pipeline Is Not Converting As It Should
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What 2,000 Sales Conversations Taught Me
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The Biggest Reason Why Your Sales Pipeline Is Not Converting As It Should
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Missed Quota Series: Prospecting With A Next Rather Than A Spear!
40% of a seller’s time is spent on prospecting. That’s a big investment, especially when a lot of it does not lead anywhere. So how do you make sure that time actually turns into real opportunities? Let’s break down how to prospect in a way that leads to conversations and closed deals.
Leverage Intent and Relevant Data
A big part of prospecting comes down to timing. You want to reach out when buyers are already looking for a solution.That is where intent data comes in. Tools like ZoomInfo and 6sense can help you identi...Missed Quota Series: They Were ONLY Selling 11 Hours Per Week!
Salesforce found that reps spend just 11 hours per week actually selling. That means nearly 70% of their time is spent on everything else. So where is it going? Let’s break down what sellers are really doing and why it’s keeping them from hitting quota.
Identifying Time-Bleeding Tasks
Let me show you what’s really taking up their day. A lot of it comes down to necessary work that just takes way too long. Think about the time spent digging for information before a call. That can easily turn into 45 minutes of manual research for one prospe...Missed Quota Series: The AI Gap is Real...You Debate "It's A Fad, While Your Competitor Is 6 Months Ahead of Your
Salesforce found that sellers who use AI are 3.7 times more likely to hit quota. So what are they doing differently? Let’s break down how AI is helping sellers work more effectively and why it’s becoming a core part of modern sales.
Maximizing Efficiency in Prep and Prospecting
AI is taking a lot of the busy work off a seller’s plate, especially when it comes to prep and prospecting.Instead of spending 45 minutes digging into a single prospect, sellers can now pull together key insights in just minutes using tools like ChatGPT or Claude. That k...Missed Quota Series: Your Deal Didn't Die, Tariffs Put It on Ice
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Missed Quota Series: You Won Your Champion and Still Lost the Deal Here's Why
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Missed Quota Series: The Dark Funnel - The #1 Reason Sellers Missed Quota In Q1
A lot of sellers are working hard but still falling short in Q1. The challenge isn’t always activity. It’s timing. This is part two of the missed quota series, and I’m sharing why buyers are already far into their journey before you ever connect with them and how you can show up sooner.
Why Q1 Feels So Difficult for Sellers
Most sellers wonder why Q1 feels so tough, and a big part of it comes down to this. By the time you’re getting in front of a buyer, they’re already about 67% through th...Missed Quota Series: 10 Data Backed Reasons Why Seller Missed Q1 Targets
A slow Q1 isn’t random. There are patterns behind why many sellers miss their targets early in the year. I’m walking through ten of those challenges and how you can turn things around.
1. Tariff Uncertainty Is Freezing Decisions
A lot of companies are hitting pause right now because of tariff uncertainty. When businesses don’t know what’s coming next, they delay decisions. In fact, 82% of U.S. firms reported declining sales after tariffs took effect, which is leading to a lot more hesitation.2. Buyers Are Cutting Costs
Prospects are being more cau...Three Ways To Increasing Velocity & Getting Cold Deals Unstuck
Getting deals unstuck can feel frustrating, especially when you reach the end of a quarter and nothing seems to be moving. Karen Kelly, one of the 100 most powerful women in sales 2025, breaks down how the way you show up in your sales process can be the difference between a deal that stalls and one that moves forward.
Meet Karen Kelly
Karen Kelly is a sales trainer, coach, and speaker who has spent over 20 years helping sales professionals improve how they show up and sell. Having experienced the challenges of sales firsthand, she understands what it feels...From Two Sales Per Year to Over 100 Qualified Appointments Per Month
Sometimes selling comes at the most unexpected moments in life. As an entrepreneur you’re selling your business to customers and you need to go from zero to hundreds fast. Eric Samson, CEO & founder of Group8A, is here to share how he went from hoping deals would come in to building a system that brings in sales opportunities every single month.
Meet Eric Samson
We’ve all experienced consultants who promise big results but fall short. For small businesses, that can be costly.Eric Samson knows this firsthand. Before founding Group 8A, he ran several e-co...How My Coaching Client Got Referrals From A Rejection
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The Rule of Seven For LinkedIn Sales Navigator
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Donald, What Is Your GTM Motion Right Now?
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How to Win Big Selling in a Niche Industry
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The Real Reason Your Close Rate Is So Low!
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How To Get More Replies From Your Cold Outreach
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The Fortune Is in the Follow-Up
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What To Do When Champion Will Not Include Other Key Decision Makers
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How to Hit Your Number Without End-of-Quarter Panic
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Your Quota Problem Is a Thinking Problem
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How To Sell With Integrity In The World of AI
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How Can I Shorten My Sales Cycle And Close Deals Faster?
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I'm Running Out of Time & My Pipeline Is Weak
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How to Get Quality Referrals To Skyrocket Your Sales
I know referrals work. You just have to get them from the right people. In this episode, I am sharing three ways to get high quality referrals that will help you build your sales pipeline.
Ask Your Happy Customers
The most common way to generate referrals is by reaching out to customers who are thrilled with your service and asking for an introduction to their network. Here is the surprising part. While 90 percent of customers say they are willing to refer others, only 11 percent of salespeople actually ask. If you are not asking, you are leaving op...Are Sales Frameworks Ruining Real Conversations?
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Your Sucks At Using AI, Here How To Fix It
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Prospects Are Liars!
Do buyers lie? The short answer is yes and I’m going to tell you why in this episode. I’m also going to tell you how to get the truth of their issues out and close the deal.Â
Why Do Buyers Lie?
Buyers don’t always lie intentionally. However, there’re three main reasons why they do:They feel uncomfortable saying “no.”They’re not interested but don’t want to hurt your feelings.They want to “think about it,” often as a way to avoid further discussion.Key Strategies for Sellers
If you find them lyin...