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

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...

In this conversation, Josh and Dave discuss the critical elements of a successful sales process, emphasizing the importance of a structured selling system and effective communication. Donald Kelly, founder of the Sales Evangelist, highlights the challenges faced by modern sales teams, particularly in prospecting and engagement strategies. The discussion also delves into the necessity of consistenc...

This episode is for you if you want to make your first meeting with a prospect more meaningful. When you get in front of a prospect, are you trying to build a relationship or are you trying to bond and build rapport? Heather Snyder, co-founder of ProMode.ai, career salesperson, and mentor to female sellers, teaches us that those are two different things. She also knows that this key step presents...

Have you ever felt that your sales pipeline will buckle under the weight of a couple of questions? Many reps and managers are scared their pipeline isn't "real." Dave shares his four pipeline questions with us that will help us keep our pipeline fresh, and keep our conversations brief and honest. Learn: How to accelerate dialog when discussing your pipeline. How to hold yourself accountable to mor...

In this episode of Sales Tales, Dave and Josh examine the function of business development within the wider sales org. You could say BD is the hardest role in sales. At the same time, many organizations struggle with culture and keeping their roles stocked with talented people who can execute consistently. Why is that? In this episode, learn: Why the BD role is so important. Why we don't treat...

Do you do email prospecting? Are you doing things that are preventing prospects from ever seeing them? EMAIL FAILS: Jay Schwedelson tells us the MULTITUDE of things we are doing wrong. You'll be surprised how many of them are easy fixes. Jay, Dave, and I focus on: Subject line cheat codes that increase your open rate Email copy DON'Ts that will help you warm up leads Calls to actions that...

Have you ever heard a pricing objection? Have you ever been told your product or service is too expensive? Many times, when it comes to dealing with the investment in your stuff, you are getting in your own way. In this episode, we talk about: 1. Handling budget in the right order 2. Talking to prospects who are willing and able 3. What we're often doing wrong

Salespeople get in their own way all the time. Markku Kauppinen, CEO of FinxS Assessments, says that it's because we put too much pressure on our buyer to adapt to our preferred communication style. In this episode, you'll learn: How to quickly assess your buyer's preferred communication style and channel What signs to look for to better interpret how they will respond What things are...

Dave Blake, CEO of ClientSuccess, works with organizations constantly on how to turn challenges into growth opportunities. His meeting with Dell didn't get off to a solid start. His consultant began showing a presentation...on a MacBook. You'll have to hear how Dave got his team out of it. He teaches us that sometimes a tough challenge can be the best time to strengthen a relationship if y...

Joe Ingram helps salespeople get that next deal. He says that people don't always need to like us to buy from us. He teaches us that getting people to like us is secondary to building trust. To build trust, you've got to get results. Joe tells an epic story about the mental shift that happened to him when calling on a prospect in the automotive industry. In this episode, you'll learn:...

Have you ever sold something that didn't work? It's easy to let service disruptions or product blind spots take us from "we can do anything" to "we can't do anything." It can affect your mindset. Dave Doherty and Josh Shirley unpack how salespeople conduct calls differently when they let disruptions put them into a mindset of limitation versus a mindset of possibili...

Do you have excited prospects who disappear when it's time to decide? How do you know when you're finished qualifying a prospect? Hear Dave and Josh take a common benefit for many solutions and explore how to take an intellectual curiosity to an emotional impact (when there is one). In this episode, you'll learn: How to help your prospect do their 'own math' when gaining financ...