SalesTV Live Podcast

In this episode of SalesTV, Mike Bosworth, creator of Solution Selling and one of the pioneers of modern B2B sales methodology, explores why discovery calls often break down before meaningful conversations can begin. Joined by Rob Durant and Matthew Nicolle, Mike examines the role of buyer trust, emotional connection, sales discovery, and storytelling, challenging conventional thinking about why s...

In this episode of SalesTV, Caspar Berry explores how salespeople think about risk, rejection, and decision-making under uncertainty. Most people associate risk-taking in sales with failure, loss, and hearing “no,” and instinctively avoid it, even when those outcomes are a necessary part of success. Drawing on principles from probability and decision science, Caspar reframes how salespeople evalua...

In this episode of SalesTV, we’re joined by James Barton, Chief Solutions Officer at Mentor Group and co-author of Infinite Selling, to explore why sales leaders often confuse coaching, mentoring, and directing. The conversation breaks down the practical differences between these approaches and why most leaders default to sharing experience or giving direction rather than true coaching. We also ex...

In this episode of SalesTV, we’re joined by Matt Webb, CEO of Mentor Group, to discuss why so many sales deals stall in the pipeline and how stronger sales qualification improves outcomes. The conversation explores how weak discovery and unclear buyer intent lead to low-probability opportunities entering the sales process. Matt shares how top-performing salespeople identify warning signs early, as...

In this episode of SalesTV, Joe Pelissier, a communications advisor and tutor at the University of Oxford’s Department for Continuing Education, explores what it really means to communicate with confidence in sales conversations. The discussion challenges the idea that confidence comes from talking, emphasizing instead the role of listening, curiosity, and asking the right questions. It explores h...

In this episode of SalesTV, ISP leaders Helga Saraiva, Matthew Nicolle, and Dr. Ram Ramraghvan explore what changes when Sales begins to define and adopt shared standards. The conversation examines how clearer expectations impact training, hiring, and performance management, while also addressing the role of ethics, accountability, and global consistency in shaping the profession. It also consider...

In this episode of SalesTV, multi-time Chief Revenue Officer and award-winning author Todd Caponi explores how B2B sales negotiation must evolve in a transparent sales environment where buyers compare pricing and trust is easily lost. The conversation examines modern negotiation strategy, including how to present pricing with confidence, handle price objections without defaulting to discounting, a...

In this episode of SalesTV, Dr. Peter Kerr, Chair of Applied Research in Sales at the University of New Brunswick, shares research drawn from LinkedIn hiring data and quantitative performance studies to examine how salesperson analytical skills directly influence sales performance and strengthen the effort-to-results relationship. The conversation explores whether sales leaders should optimize for...

In this episode of SalesTV, Marcus Cauchi, founder of Principled Selling and creator of The Ally Method, joins us as we examine how buyers make decisions in complex B2B sales environments and why sellers are often hired not to persuade or pitch, but to reduce buyer risk and decision uncertainty. The conversation breaks down how pressure-based selling increases buyer anxiety, triggers self-protecti...

In this episode of SalesTV, we talk with Dr. Keld Jensen to examine how trust impacts transaction costs, value creation, and negotiation outcomes - and why low-trust approaches quietly destroy deal value over time. He shares decades of research demonstrating that high-trust negotiations consistently outperform win-lose tactics, capturing significantly more value and reducing friction. We explore w...

In this episode of SalesTV, Paul King, a senior sales operations leader at Salesforce, joins us to unpack how sales leaders can distinguish between poor rep performance and flawed territory or quota design. We explore how real-time CRM data has changed behavior, why KPIs often get chased instead of outcomes, and how misused metrics can quietly distort results. Also discussed is how AI is reshaping...

In this episode of SalesTV, we examine how over-reliance on sales scripts, automation, and quota-driven thinking can quietly erode judgment, trust, and effectiveness. Rather than rejecting structure or technology, the conversation explores where systems help - and where they begin to replace human thinking instead of supporting it. Deepak draws on decades of experience across enterprise sales, sal...

In this episode of SalesTV, Harvard Business School Senior Lecturer Frank Cespedes explores what changes - and what does not - as selling evolves. He explains why leadership clarity, performance management, and alignment between strategy and frontline behavior matter more as technology advances. Rather than outsourcing judgment to dashboards or AI tools, effective sales leaders must understand the...

Why Human Skills Will Define the Future of Sales In this episode of SalesTV, sales veteran and coach James White joins us to explore why human skills have become the defining capability for modern sellers and why Sales Leaders must rethink how they prepare their teams for an AI-enabled sales environment. While AI tools increasingly support outreach, research, and operational tasks, James explains...

In this episode of SalesTV, Mikhail Belov, Global Sales & Commercial Learning and Competency Manager at SLB, shares two years of hands-on experience deploying AI across a global commercial training function delivering 200–300 classes per year to thousands of learners. Mikhail reveals the AI capabilities that deliver immediate value and the ones that still feel too mechanical. He explains why AI ro...

In this episode of SalesTV, sales enablement industry stalwart Mike Kunkle returns to break down the performance levers, leadership behaviors, and enablement disciplines that truly drive seller effectiveness. Rather than focusing on “more activity,” “more pipeline pressure,” or “more tools,” Mike uncovers the deeper structural issues that create friction inside revenue organizations. He explains w...

You Call It Coaching, But It’s Just Managing Deals In this episode of SalesTV, we speak with Steve Radford, Founder of the Greater Sales Company and author of How to Sell. Steve brings 25+ years of experience training frontline salespeople and developing the managers who lead them. Through his Four Hats Model - Instructor, Teacher, Mentor, Coach - he explains why most leaders wear the wrong hat at...

Buyers Don’t Want Volume They Want Value In this episode of SalesTV, Salesforce’s David Pugsley shares how authenticity, consistency, and genuine curiosity turn outreach into opportunity. Sales leaders keep pushing for more - more calls, more emails, more automation. But buyers aren’t counting your touchpoints. They’re judging your relevance. Value-based selling doesn’t start with a pitch. It star...

In this episode of SalesTV, Todd Snelgrove - author of “Value First Then Price” - explains why sellers who compete on price lose margin, while those who quantify value win trust and profit. Drawing on decades leading global value-selling programs for major industrial and technology companies, Todd shows how to prove the measurable impact of your solutions in financial terms buyers respect. Togethe...

In this episode of SalesTV, Juan Elias, author of “From Strategy to Revenue: Turning GTM Planning, Sales Execution, and Enablement into Measurable Growth”, shares with us how collaboration transforms sales from a numbers game into a business-driving function. Together, they examine what happens when strategy, enablement, and execution finally align - and why sales leaders who master collaboration...

In this episode of SalesTV, we sat down with Alex Blakeway, VP of Sales Transformation at Forterro and author of “Blueprint to Sales Mastery”, to explore what really moves modern buyers. Alex shares how today’s best sellers are replacing demos with dialogue, leading with education, and building stronger customer relationships through collaboration, credibility, and continuous learning. Sales isn’t...

Stop Selling Start Collaborating In this episode of SalesTV, Ed Arnold - co-founder of LeveragePoint and Value Coach at The Valorizer - explains how to make your customer the hero of their story, build stronger business cases, and eliminate “no-decision” outcomes by quantifying what truly matters. In today’s sales environment, closing deals isn’t the finish line; it’s the starting point for creati...

In this episode of SalesTV, Brent Adamson - co-author of “The Challenger Sale”, “The Challenger Customer”, and “The Framemaking Sale” – sits down with Rob Durant to explain why sales teams must become Framemakers - helping customers simplify complexity, reduce decision friction, and build confidence in themselves. Brent shares how sales leaders can drive strategic value by shifting from supplier c...

Personal branding in sales is more than polish-it’s proof. Discover how authenticity, ethics, and trust define your credibility as a sales professional in this exclusive SalesTV + ISP panel. Through our partnership with the Institute of Sales Professionals, SalesTV gives you access to a conversation usually reserved for ISP members. Leaders from across generations explore how authenticity, prepara...

In this episode of SalesTV, doctoral researcher and VP of Sales Peter Clitheroe shares insights from more than 500 hours of study on sales ethics, leadership culture, and organizational behavior. Together we unpack why sales ethics fail not because of “bad reps,” but because of systems and cultures that reward short-term revenue over professional integrity. Chapters 00:00 Intro – How Do Unethical...