Inside Selling

Call Me in January 11.11.2026 2:20 ↓

A prospect says, "Can you call me after the holidays?" The usual advice is to ask what's going to be different after the holidays, which makes her justify her answer. Josh shares a different approach: see it from her side first, then pause. When people feel understood, they tell you what's really going on. People don't buy because they understand you. They buy because you understand them.

It's Too Expensive 09.11.2026 1:31 ↓

A prospect says your price is too expensive. The usual comeback, "What are you comparing it to?", can sound like a challenge and make people clam up. In this episode, Josh shares a calmer approach. Shift your intent from overcoming the objection to understanding where the buyer is coming from. Then pause and say, "I'm guessing you might be comparing this to what you're using or something else you'...

I Insulted a CMO 26.10.2026 1:39 ↓

So yeah, this happed. I insulted a CMO in front of her entire team. Not a good look.

How to Sell Without Pushing 06.10.2026 1:20 ↓

Some of the best salespeople are small business owners.

No Ted Talks 02.09.2026 1:58 ↓

Why explaining creates resistance and what to do instead.

If Your Explaining You’re Losing 19.06.2026 3:01 ↓

Why changing minds is a net negative every time.

How to Instantly Build Trust 17.06.2026 1:08 ↓

A counterintuitive way to build trust when selling.

How to be More Likable 16.06.2026 2:06 ↓

Thoughts on why warmth matters in sales.

Trying to Sell Brushes to People Who Have Brushes 04.06.2026 1:50 ↓

Thoughts on selling things to people they already have.

If You’re Pitching You’re Losing 26.03.2026 1:52 ↓

Thoughts on cold calling.

How to be Relaxed & Chill When Cold Calling 21.03.2026 1:15 ↓

This helped me remain calm and chill when cold calling.

How to Explain What You Sell 21.03.2026 2:01 ↓

How to clearly explain what you sell so people lean forward.

Best Cold Call I Ever Got 28.02.2026 1:24 ↓

A breakdown of the best cold call I ever received.

Gold Medals 21.02.2026 0:44 ↓

A lesson from Olympic gold medalist Alysa Liu.

No Up Front Contracts 21.02.2026 2:03 ↓

Thoughts on up front Contracts. And what I do instead.

Sales 2.0 12.02.2026 1:21 ↓

Selling without pushing, persuading or pressuring.

Thoughts on Rude People 31.12.2025 1:32 ↓

How to deal with rude or angry people.

Thoughts on Cold Calling 17.12.2025 1:46 ↓

Talking with people who have little desire to talk with you.

Thoughts on Discounting 16.12.2025 1:47 ↓

"We want a 20% discount." What do you say?

Calm Cold Calling 28.11.2025 1:34 ↓

How to sound relaxed and chill when cold calling

Sales Voice 18.10.2025 1:00 ↓

You ever notice how your sales voice sneaks in when you really want a call to go well? I got you.

Pro vs. Amateur Sellers 08.09.2025 1:59 ↓

What pro sellers do differently than amateurs.

Suffering is Optional 11.07.2025 1:19 ↓

Why suffering when selling is optional.

You’re Forgettable 23.06.2025 1:23 ↓

Friendly reminder: nobody is going tor remember your cold call.

Nailing the First 15 Seconds of a Cold Call 22.06.2025 1:50 ↓

The importance of tone when cold calling.