Sales Tales - A podcast sharing epic stories that get you through your sales adventure.

The first 30 seconds of a sales conversation often determine everything that happens next. Curiosity or resistance. Trust or skepticism. Conversation… or shutdown. In this episode of Sales Tales, sales experts Josh Shirley and David Doherty break down a real cold call opening using actual “game film” to uncover what creates engagement — and what creates resistance. Most sellers unintentionally tri...

What do you do when you show up for a meeting… and your prospect says they have no idea who you are ? It’s one of the most uncomfortable moments in sales — and it happens more often than people admit. In this episode of Sales Tales, Josh Shirley shares a real story from a sales trip to Chicago that started with a confirmed meeting… and ended with the receptionist saying the executive upstairs didn...

Serious sellers — vague timelines feel harmless… until they quietly kill your deal. In this episode of Sales Tales , Josh and Dave tackle one of the most common (and costly) breakdowns in sales conversations: accepting date ranges instead of real decisions . Using real stories and principles rooted in Sandler methodology , they explain why timelines are not administrative details — they’re a criti...

Serious sellers — buyers don’t remember every detail of the sales process, but they always remember how it felt to buy from you. In this episode of Sales Tales , Josh breaks down how sales professionals unintentionally make buying harder — and how to fix it. Drawing on principles rooted in Sandler methodology , this conversation focuses on improving the buyer experience by asking better questions,...

Serious sellers — buyers have a process, too. And if you’re not careful, they’ll run it. In this episode of Sales Tales , Josh and Dave break down one of the most powerful — and misunderstood — skills in selling: pattern interrupts . Using real sales stories and Sandler methodology, they explain how buyers unintentionally (and sometimes intentionally) pull sellers into their buying patterns — and...

Serious sellers — rapport isn’t about being liked. It’s about being trusted. In this episode of Sales Tales , Josh and Dave break down one of the most misunderstood concepts in selling: rapport . They break down why rapport is not the same as having a relationship — and why confusing the two leads to stalled deals, surface-level conversations, and weak qualification. Using practical examples and r...

Serious sellers — great sales outcomes don’t happen by accident. In this episode of Sales Tales , Josh and Dave break down the core fundamentals that drive consistent sales performance , drawing on principles rooted in Sandler methodology while keeping the conversation practical and broadly applicable to all sales professionals. This episode focuses on behavior, mindset, and structure — not script...

In this episode, Josh and Dave share a sales reading list — six books designed to help you grow your sales performance, increase your income, cope with failure , and challenge the traditional-selling mindset. Whether you’re a seller, a sales manager, or leading a team toward future revenue outcomes, this episode gives you a practical roadmap to sharpen the fundamentals that drive results. In this...

In this episode, David and Josh break down one of the biggest challenges in sales: objections —and why most of them are actually self-created. The conversation explores how unclear expectations, avoided budget conversations, and weak qualification lead to stalled deals and frustrated buyers. Rather than teaching scripts or tactics, this episode focuses on how salespeople think, communicate, and qu...

In this episode, Dave and Josh dive deep into the emotional core of sales strategy —the powerful forces of pain , fear , and urgency that shape every customer decision . Discover why many salespeople mistake fear for pain, and how understanding the hierarchy of buying priorities can dramatically improve your results. You’ll learn how to spot when a buyer is truly in pain versus simply curious, and...

In this episode of Sales Tales , hosts Josh Shirley and David Doherty unpack the power of preparation in sales calls . From setting clear objectives to navigating team dynamics, they reveal how thoughtful pre-call planning can make or break your sales strategy. Discover why salespeople should never assume prospects know how to buy, how to anticipate tough questions, and why team members must under...

Sean Coyle is not a people person. Today, he tells us why THIS is one of his biggest gifts in sales. In this episode of our sales training series, we’re joined by the one and only Sean Coyle , who brings sharp insights, hard-earned lessons, and a few unforgettable sales fail stories . Together, we unpack what really drives effective sales conversations —from establishing equal business stature to...

Attending trade shows isn’t just about showing up—it’s a high-cost, high-opportunity form of outbound prospecting that can generate massive ROI if approached strategically. In this episode, we dive deep into the world of trade shows , business events , and sales networking , sharing how to turn a booth into a revenue-generating machine. You'll learn why planning and recon are essential before...

In this episode of The Cowboy and The Commodore , we break down seven critical mistakes that derail even the best sales appointments. Whether you're leading a team or out in the field, these are the sales pitfalls you can’t afford to ignore. From poor planning and over-presenting to failing to involve decision-makers, we unpack the real reasons deals stall — and what to do instead. You'll...

Why do so many New Year’s resolutions fail — and what actually keeps people committed to goals? In this episode, we unpack how real commitment works: setting specific, controllable goals, focusing on daily behaviors, and building an environment that supports follow-through. We talk about the power of writing things down, why behavior beats attitude alone, and how regular analysis helps you refine...

In this episode of Sales Tales , learn how to speed up your deals and keep them from stalling. If you’re a sales rep, leader, or founder, use this checklist to shorten sales cycles, boost forecast accuracy, and close more deals. We cover: ✅ Decision Step: A decision isn’t real without a clear timeline tied to real pain — plus how to use Up Front Contracts to stay on track. ✅ People Problem: Spot...

In this episode, Dave and Josh break down their top five favorite stories over the course of the podcast (thus far) with fresh perspective and application for each. In this episode, you'll learn about: Making presentations Dealing with Failure Prepping for Calls Prospecting Mindset Selling with a System

Why do deals stall—and how can you bring them back to life? In this episode, we unpack the hidden reasons behind stalled sales opportunities and how to spot the warning signs before it’s too late. Using the metaphor of a “dead body in the pool,” we explore how ego, unclear next steps, and poor communication can quietly sabotage your pipeline. You'll learn practical strategies to re-engage prospect...

Have you ever had a prospect disappear once you began talking about price? Have you ever been told you're expensive? How can we make it clear in the prospect's mind the cost of the PROBLEM before we show a price for the solution? In this episode, learn: To ask the right questions to uncover hidden costs To help your prospect build a business case How important PAIN is in the price conversa...

Aaron Prickel is the President and Owner of Lushin, Inc. His business success and reputation in the Sandler network result from his excellent selling skills. He reminds us, however, that if you aren't failing, you aren't trying anything new or growing as a seller. He brings us four great stories from his career. All of them were key moments in which he learned a key lesson. Aaron, Dave, an...

Jim Bramlett is an executive coach, published author, and corporate speaker specializing in understanding customer needs and the value proposition in sales. He tells us that ultimately...buyers don't care what our value is. He discusses his early career experiences, particularly with Walmart, and how they shaped his perspective on sales. Jim highlights the significance of vulnerability and trust i...

In this episode, Dave and Josh help you identify where you could be self-sabotaging your elevator pitch. They discuss the nuances of self-introduction in sales, emphasizing the importance of connecting with prospects by understanding their needs and challenges. They explore the difference between a traditional elevator pitch and a more engaging 30-second commercial, which focuses on the prospect's...

In this conversation, Tom Mulligan shares his experiences and insights on sales, emphasizing the importance of preparation, building rapport, and learning from mistakes. The Sales Tales team covers various aspects of sales interactions, including how to effectively start meetings and the difference between building rapport and relationships. In his insane stories, Tom illustrates the lessons he&#3...

In this conversation, Josh and Dave delve into the "anatomy of a prospecting dialog." From hello to "yes" or "no," they give you a complete roadmap for navigating the conversation on the phone, over LinkedIn, or on the Trade Show floor. Their conversation emphasizes the need for a structured approach to sales calls, focusing on permission-based selling and effective c...

In this episode of Sales Tales, Josh and David discuss the importance of effective communication in sales meetings. They share personal anecdotes about disastrous meetings and emphasize the need for clear expectations, purpose, and outcomes. The conversation highlights the significance of face-to-face interactions in sales, the necessity of establishing mutual agreements, and the strategies to nav...