Episode 36: Quality over Quantity in Sales Conversations
Too many sales reps rush from prospect to prospect, hoping that sheer volume will lead to more closes. But high-performance sales isn’t just a numbers game—it’s about having the right conversations with the right people.
Instead of chasing every lead, create a strong pre-qualification system so that closers can spend quality time with high-intent prospects. When done right, this allows them to build trust, uncover real pain points, and close the deal within a single call.
Episode 37: Clear Direction when applying for Sales Roles
Most job application videos fail because they are poorly shot, too long, or lack substance. If you want to stand out, keep your video under 2 minutes and follow this 4-part structure:
1️⃣ Introduction – Clearly state your name and the role you’re applying for.
2️⃣ Results – Highlight key achievements with measurable results.
3️⃣ Your Differentiator – What sets you apart from other applicants? Skills, experience, or mindset?
4️⃣ Call to Action – Close with confidence. Ask for the next step!
🚫 Avoid rambling or sharing your life story. Keep it sharp, engaging, and to the point.
🎥 Pro Tip: Ensure good lighting, clear audio, and a professional background to make a strong impression.
Episode 38: Interview Questions to ask a Sales Rep
There’s no rigid script for a sales interview—it should be conversational. However, there are three key areas you’ll likely be asked about:
1️⃣ Your Results – Be prepared to discuss your sales performance over the last 6-12 months with specific numbers.
2️⃣ Your Grit Story – How have you handled rejection, setbacks, and tough deals? Resilience is key in sales.
3️⃣ Your Expectations – What are you looking for in this role, and how do you see yourself contributing?
Bonus Tip: Show initiative by asking about the company’s goals and vision—it demonstrates alignment and long-term thinking.
Episode 39: Transition to The Interviewer
Most candidates focus on answering questions, but the real game-changer? Turning the tables and becoming the interviewer.
Founders aren’t just evaluating you—you should be evaluating them too. Asking intelligent questions about the company’s vision, challenges, and leadership style shows confidence, strategic thinking, and ownership. And for a sales role, it signals that you have the authority to lead conversations with prospects.
Here are some powerful questions to ask a founder:
🔹 Vision & Growth: What is your long-term vision for the company in the next 3-5 years?
🔹 Challenges: What are the biggest obstacles you’re facing in scaling sales right now?
🔹 Company Culture: How would you describe the leadership style and team dynamics here?
🔹 Ideal Sales Rep: What qualities make a sales rep truly succeed in your organization?
🔹 Competitive Edge: What differentiates your offer from competitors in the market?
🔹 Success Metrics: What KPIs define success in this role beyond just revenue?
🔹 Your Why: What inspired you to start this company, and what keeps you passionate about it?
💡 Flipping the script puts you in a position of strength. It shows you’re not just looking for a job—you’re looking for the right opportunity.
Episode 40: Conflict Management is your greatest Superpower
Great sales teams aren’t just built on numbers—they thrive on assertiveness, clear expectations, and emotional intelligence. As a leader, you must navigate conflicts between reps, between reps and managers, and even between leadership and stakeholders. If you don’t understand the relationship dynamics within your team, you’ll struggle to lead them to the desired outcome.
Here are 5 ways to handle conflicts effectively:
🔹 Between Sales Reps: Encourage open communication and active listening before jumping to conclusions.
🔹 Between Reps & Managers: Align on expectations early and provide constructive feedback, not just criticism.
🔹 Between Managers & Stakeholders: Bridge the gap with data-driven insights to align business goals and execution.
🔹 Preventative Strategy: Hold regular one-on-ones to spot and diffuse tension before it escalates.
🔹 Dealing with High Emotion Situations: Acknowledge feelings, but keep the conversation outcome-focused and solutions-driven.
💡 The best sales leaders don’t avoid conflict—they manage it effectively to create a stronger, high-performing team.
