Sales Unscripted

Our summer kickoff catch-up episode: why the only real failure is never starting. Margaret and Bryan talk about fear, perfectionism, motivation in sales, and why you can't wait to "feel ready" before taking action. Sometimes all it takes is one move to create momentum, then the rest follows.

What do you do when a couple of sales reps drive most of the revenue and the rest of the team struggles to keep up? Bryan and Margaret break down how underperformance becomes comfortable, why excuses spread, and what sales managers must do to reset standards. If you want to close the performance gap, it starts with action, accountability, and a willingness to try something different.

This week, Bryan and Margaret share their biggest sales icks. They explore how low self-awareness and certain types of sales cultures can encourage disingenuous behaviors, and why authentic connection, real listening, and focusing on what actually matters to the prospect make all the difference.

In this episode of Sales Unscripted, Bryan and Margaret break down the marketing and sales dynamic during product launches and why marketing often acts as the sales coach. They discuss how the strongest launches are driven by research, empathy, humility, and real market feedback, not overconfidence or defensiveness. The tone marketing sets ultimately shapes how sales shows up and brings the produc...

We're back in action on Sales Unscripted! In this episode, we talk about hitting the reset button, setting goals around habits instead of outcomes, and working backwards to focus on what you can control every day. Tune in to learn how to stay on track all year long.

QA isn't just for product and dev teams—it matters in sales too. In this episode, Bryan and Margaret talk about why it's important to regularly check and test the processes you use every day, from email signatures, to videos, and attachments, so you don't end up setting it…and actually forgetting it.

Success in sales isn't about waiting for marketing or blaming slow seasons — it's about putting yourself in motion. In this episode, we dig into why consistent activity matters, how to self-motivate when things feel quiet, and small actions that build real momentum.

In this episode, we dig deeper into reducing no-shows. Learn how to stay top-of-mind with your prospects by building an expert persona, setting automated appointment reminders, and having multiple people on demos to boost your show-up rate. Plus, tune in to hear Bryan's "scoop email" trick!

No-shows suck the energy out of your day—especially when you've dedicated so much of your time and energy preparing for a demo. Bryan and Margaret talk about why it happens, how to avoid it, and why being more intentional with your scheduling can save your pipeline (and sanity).

In this episode, Margaret and Bryan dive into smart strategies– like cleaning up your pipeline, reconnecting with leads, and testing new sales techniques (including video!) to hit the ground running by summer's end. It's all about turning downtime into your secret weapon.

Think summer's a slow season? Think again. In this episode, we uncover the year-end blind spots that quietly sabotage your Q4 success. From skipping outreach to coasting through summer, here's how to stay sharp, sell smart, and set up a strong finish.

In Part 2 of our series for sales leaders, we're diving deeper into what it really takes to manage the madness. From understanding what drives different reps to building systems (like BZSOS) that keep your team processes efficient, Margaret and Bryan give you practical tips to lead smarter—not harder. Plus, how to make your 1:1s way more effective.

In this episode of Sales Unscripted, we dive into what truly makes a great sales leader — and why it's not always your top-performing rep. Instead, the real standouts often have an operations-oriented mindset, bringing structure, process, and long-term thinking to the table. Learn why these behind-the-scenes thinkers are better equipped to spin plates, support teams, and lead with intention.

This one's for our sales and marketing pros! We're diving into email subject lines that actually get opens. Marketing MVP Margaret shares her go-to tricks (like adding "[video]" to your video email subject lines) and how to know when it's time to shake up your intros, content, or audience segments.

Ever had a call where you and the potential customer seemed totally aligned—then suddenly, radio silence? In this episode, Margaret and Bryan unpack why it's crucial to ask the tough questions before you hit the gas, even when you're sure the deal's done. Discover how surfacing hidden reservations and building real trust early keeps you part of the conversation long after the call ends.

Need an alternative to the hard pitch? This episode is all about leading with value. Margaret and Bryan dive into how offering value adds (like helpful audits, insights, and comparisons) create easier, trust-building entry points with leads. Give first, position yourself as the expert, and watch the conversations open up.

In this episode, Bryan and Margaret talk about the uncertainty everyone's feeling right now (tariffs, the economy, and that sense that things are just… out of control). But instead of freezing up, they explore how to shift your focus to what you can control, and why now is the perfect time to invest in your salespeople and give them the right tools to thrive.

Most of us sell 1:1, but what if you could sell to many, just as effectively? In this episode, we dive into hub selling and how you can use simple, scalable strategies (like events, peer groups, and podcasts) to amplify your reach. Because sometimes, the best solution is also the simplest.

In this episode, Bryan and Margaret dive into how to share wins by putting your customer at the center. You'll learn why bragging about your customers' success (whether related or unrelated to your product) builds stronger connections with your clients and how sharing failure stories, like low usage leading to poor outcomes, can be just as powerful.

In this episode, Margaret and Bryan break down how to prepare for the summer sales slump before it hits. Spring is the best time to take inventory of your funnel, clean up your pipeline, and adjust your outbound strategy to stay on track for the summer months. Tune in to stay ahead this season!

It's March Madness time, and this week, Margaret and Bryan are diving into Cinderella selling. In this episode, they break down the difference between selling as the underdog, where fearlessness and grit drive you forward, and selling as the top dog, where expectations are set sky-high. Which mindset truly leads to success in sales? Tune in to find out!

"The customer is always right!" "People buy from people they like!" "If you keep calling, they will answer!" We've all heard of these old school sales sayings - but are they actually true? Tune in to this episode where Margaret and Bryan debunk some of the most outdated and overrated sales tactics.

Imagine this: You've got a deal that's almost locked in, but then—out of nowhere—everything starts to crash. Don't panic! This week, we're talking about those unexpected "motorcycle crash" moments in sales and how to stay calm when things go sideways.

We need to talk. Breaking up with a prospect is difficult, but you know it's just not working when you're getting mixed signals and poor communication. Listen to this episode to identify potential red flags in your sales relationships, and how to set boundaries so you both can move on.

Ever heard of the 5 love languages? It's an interesting theory, and it can transform the way you connect with prospects. Whether you're prepping an actionable agenda to keep meetings efficient, or offering to send follow up videos, the key is making customers feel valued in the way that resonates with them. Tune in to discover how to speak your customers' sales love languages!