This Is The Play

Quick announcement episode. Steven shares a brief update on This Is The Play , why the release schedule paused, and what the show will look like when it returns. The long-term direction is more interviews with sales reps and leaders, so listeners can hear the real needle-movers from multiple perspectives (not just through Steven’s lens). He also introduces a new solo podcast launching soon: Calm U...

Great sales calls begin before the meeting. Steven Werley walks through a fast pre-call workflow that uses AI to assemble a one-page brief so you enter discovery prepared, objection-ready, and set up to secure a clear next step. Key takeaways Gather the essentials fast: invite, email thread, CRM facts, quick AI research. Build a one-page brief with persona, pains, outcomes, objections, five discov...

The Single Source Sprint: Elevate Your Sales Game In this episode of 'This is the Play,' Steven Werley introduces 'The Single Source Sprint,' a strategy designed to place sales managers in the top 5% of their field. The key to this method is establishing a reliable CRM as the single source of truth, scrubbing away cluttered and inaccurate data. Werley outlines a daily 10-minute and...

Speeding Up Sales Handoffs with the Two-Tap Update This episode discusses the 'Two-Tap Update' strategy for sales teams, focusing on creating brief and consistent call notes to improve handoffs between sales development representatives (SDRs) and closers. The method involves using two templates: 'Outcome' and 'Next Action,' which can be completed in under two minutes. The e...

The Five Line Nudge: A Quick Email Strategy In this micro episode, the five-line nudge is introduced as a quick email technique to rejuvenate stalled deals. The method involves sending a concise, five-line email within 75-100 words that includes context, a value refresher, a friction reducer, a binary next step, and a sign-off. The episode also discusses the AI Sidecar, which uses AI tools to draf...

Beating Decision Fatigue in Sales with AI Welcome to the first episode of 'This is The Play' with Steven Werley, where we tackle AI in sales. This episode lays the groundwork for overcoming decision fatigue in sales by implementing practical systems and reducing time spent on decision-making. Steven emphasizes the importance of maintaining consistency and avoiding cherry-picking easy calls. He pre...