Chasing Impact, Not Sales

Happy Q4, friends. And yes, I said it. Q4 energy is my favorite energy. Not Q1. Q4 is what sets the tone for everything that comes after it, and if you are a sales professional who wants Q1 to hit differently, this episode is exactly where to start. Because what I want to talk about today is a tiny nuance that is quietly wrecking pipelines everywhere. The difference between interest and readiness....

Anyone who has followed me for any length of time knows that before I ever stepped into the world of sales and business, I was an educator. So when someone comes across my radar who has built an entire business around the bridge between education and impact, and can connect it all the way through to the bottom line, I am going to find a way to get them on this mic. Jonny Havey is the founder of eL...

Every Monday my son's football team sits down and watches the film. Not just the final score. Not just the last play. Every single series, every single moment that led to the outcome. Because a good coach knows the score is just the symptom. The real work happened long before the clock ran out. Sales coaching works exactly the same way, and most coaches are getting it wrong. If you are a sales lea...

  There is a trap that high performers fall into, and most of them never even see it coming. It does not happen because they are not good at what they do. It actually happens because they are really good at what they do. It is the need to sound impressive. And in a sales conversation, that need is quietly costing people deals they should be winning. Here is what it looks like in real life. The con...

From the Cockpit to the Boardroom: What Fighter Pilots Know About Impact with Guest: Boo Boucousis I saw his story and I knew immediately. Fighter pilot turned CEO. Worked with NFL teams. Thirty plus years of building one of the most unique companies I have ever come across. I had to get him on the mic. Boo Boucousis is the CEO of Afterburner, and what he brought to this conversation stopped me in...

I am back, feeling good, and ironically talking a lot today about talking too much. We have all been there. You are on a sales call, things are going well, and then the buyer pauses. Maybe they ask one more question. And something in you shifts, and you just start talking. And talking. And talking. You know it is happening, you can feel it, and you just cannot stop it. That word vomit moment that...

Chasing Impact, Not Sales Episode 33: Stop Fixing the Close. Fix the Funnel. If you keep hearing the same things on your sales calls, this episode is for you. "I need to think about it." "Now isn't the right time." "Just send me more info and I'll get back to you." Sound familiar? Most sales professionals hear this and think they have a closing problem. Most leaders hear this and think they have a...

Chasing Impact, Not Sales Podcast The Moment You Should Stop Selling It has been a minute, and I have missed this. I have been heads down working with some incredible new sales professionals lately, and something keeps coming up in training over and over again that I just had to bring to you. Because every single time I share it, I hear the same thing back: thank you, thank you, thank you. So here...

AI Isn't Replacing Sales. It's Exposing It. — with Guest Jack Siney I have to be honest. I was not planning to press record as fast as I did in this conversation. Jack and I started talking before I even hit the button, and about ten minutes in I was like, no, we need to stop because you all need to hear this. So that is exactly what we did. Jack Siney is a seven-time entrepreneur and the founder...

  It's just you and me today, and I need to talk about something that's been on my heart. Your premium offer isn't converting, and your first instinct is probably to adjust the price, repackage the bonuses, tweak the messaging. But what if none of that is actually the problem? What if the offer is fine, and the real issue is readiness? Premium offers don't fail because they're too expensive. They...

🎙 Impact Over Activity: Leadership Moves that Matter Most Impact over Action with Kurt and Neill What if the biggest mistake leaders make in their first 90 days isn't what they do, but how much they try to do? In this conversation, I sit down with Neill Marshall and Kurt Mosley of Health Search Partners, and what they share applies far beyond healthcare. This is about leadership at its core. We ta...

🎙 "I Need to Think About It" Isn't an Objection "I need to think about it" is one of the most common phrases in sales, and it's often treated as an objection to overcome. But what if it's not resistance? In this episode, I break down why this moment is actually feedback. When a buyer says they need to think, it usually means something isn't fully clear yet. Not that they need more information, but...

🎙   Why Buyers Ghost (When They Actually Want to Buy) You have a great call. They're engaged. They're excited. "This sounds amazing." "I've been looking for this." And then nothing. No response. No decision. Just silence. In this episode, I break down what is actually happening in that moment. Because ghosting is rarely about disinterest. Sometimes buyers ghost when they actually want to buy.   Mo...

For many leaders, the word AUDIT instantly creates tension. It sounds like blame. Like someone coming in to point out everything that is broken. But a real sales audit is not about fixing people. It is about creating clarity . In this episode, I break down why sales teams that feel pressure to push harder often need something very different. When revenue becomes unpredictable, leaders usually add...

The Sales "Bouncer": How Recruiters Decide Who Gets In With Guest Christina Melgar Thomssen   If you want a high ticket sales job, understand this first: Getting hired is a sales process. In this episode, I sit down with Christina Melgar Thomssen, Head of Recruiting for multiple high ticket companies. She places closers and sales professionals into performance-driven teams and sees firsthand why s...

"Best practices" sound smart. Strategic. Safe. But what if chasing them is exactly why you feel more confused than ever? Sales has changed. What worked in 2020 or 2021 does not automatically work today. And everywhere you look, someone has a new framework, script, or foolproof playbook. Here's the problem: Best practices are context dependent. What works for one company will not automatically work...

🎙 Episode 23: Serving Through Selling: The Matchmaker Approach to Hiring Sales Talent Chasing Impact, Not Sales Podcast — with guest Kelsey O'Neal If you've ever hired a salesperson and thought… "Wait. Why is this harder than it should be?" You're going to love this episode. This week, I'm sitting down with an old friend, Kelsey O'Neal . We worked together about six years ago (which feels like a m...

🎙 Episode 22: Busy Isn't Effective: The Real Reason Revenue Is Flat The Real Reason Revenue Is Flat** If your sales team is busy, but revenue is flat or unpredictable...this episode is for you. In this solo episode of Chasing Impact, Not Sales , Mandy follows up on a recent conversation about KPIs that sparked more discussion than expected. Leaders kept saying the same thing: 👉 "Activity is up. C...

Inside a High Performing Team: Confidence, Coaching, and Continuous Growth – with guest Emily Maxie What actually makes a sales team great ? Is it scripts? More leads? Better tech? In this episode of Chasing Impact, Not Sales , Mandy sits down with Emily Maxie to go behind the scenes of what high-performing sales teams are really built on and ... spoiler alert, it's not ego or hustle culture. Emil...

🎙 Episode 20: A Simple KPI Framework to Build Your Best Year Yet In this solo episode, Mandy breaks down a simple, human-first KPI framework designed to help sales leaders, founders, and service-based business owners stop chasing vanity metrics and start tracking what actually moves the needle. If KPIs have ever felt overwhelming, misaligned, or disconnected from how your team really sells, this e...

🎙️  Episode 19:   Where Does AI End? If you're curious about where AI belongs and where it doesn't, this episode will hit home. We dig into what AI  should do in sales, learning, and enablement, and why human judgment, empathy, and strategic thinking still matter. In this episode we explore How AI can serve as an "assistant" supporting workflows, formatting, and repetitive tasks — without replacin...

🎙️  Episode 18: FRACTIONAL LEADERSHIP: THE SECRET WEAPON IN A SKEPTICAL MARKET In this short, candid episode, Mandy breaks down why fractional leadership has become one of the fastest-growing solutions for modern businesses — and why the real driver isn't budget cuts, it's trust . From holiday conversations to behind-the-scenes sales strategy, Mandy shares what fractionals actually do, why compani...

🎙️ Episode 17: Sales Start with Vision If your sales feel scattered, inconsistent, or heavy… this episode is the reset you need. Today, we're breaking down why every powerful sales motion starts with vision. Unpopular opinion, it's not scripts, not tactics, not hustle…Vision. Because when you're clear on where you're going, the way you sell, lead, and show up becomes intentional. And intentionalit...

🎙️ Episode 16: Firefighters, Navy SEALs, and Ninjas In this episode, I'm diving into  sales leadership through three personas : the Firefighter, the Navy SEAL, and the Ninja. It's a conversation about how we show up as leaders — not just to solve problems, but to create sustainable, scalable impact. I share how a recent compliment on my leadership style led me to realize that what feels natural to...

🎙️ Episode 15: Swagger Starts in the Subconscious – Rewiring the Sales Mind with Dr. Javier Carlin What if the reason you're stuck in sales has nothing to do with scripts, strategy, or skill—but everything to do with what's happening beneath the surface? In this episode of Chasing Impact, Not Sales , Mandy sits down with Dr. Javier Carlin , former physical therapist turned mindset performance coac...