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PODCAST

SalesTV Live Podcast

SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode features insightful conversations with sales leaders, practitioners, and educators who are shaping the future of the profession of sales. Our discussions explore the skills, behaviors, and mindsets that define modern selling: leadership, enablement, ethics, professionalism, communication, social selling, and customer value. Every episode delivers one clear takeaway viewers can apply immediately to elevate their

business

All Episodes

23:25

Most Sales Leaders Confuse Coaching and Mentoring

SalesTV Live Podcast ·

2026/04/07

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 examine how over-reliance on a single leadership style limits seller development and contributes to

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22:42

Why Great Salespeople Walk Away from Deals

SalesTV Live Podcast ·

2026/04/01

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, ask better qualification questions, and understand why customers are really looking to change. The

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23:06

How To Communicate With Confidence In Sales...

SalesTV Live Podcast ·

2026/03/24

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 how sales professionals can build trust, establish rapport, and adapt their communication style across

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32:39

What Happens When Sales Defines Its Standards

SalesTV Live Podcast ·

2026/03/19

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 considers how standards influence the way Sales is perceived both outside and inside the organization, and what

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25:37

How to Negotiate in a Transparent Sales Era

SalesTV Live Podcast ·

2026/03/17

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, and apply value-based tradeoffs to create a consistent, defensible pricing model. Grounded in both sales

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22:35

Are We Hiring the Wrong Salespeople for the AI Era?

SalesTV Live Podcast ·

2026/02/24

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 both soft interpersonal skills and hard analytical skills, why working smarter often outperforms

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31:24

Buyers Hire Sellers to Reduce the Risk of Choosing Wrong

SalesTV Live Podcast ·

2026/01/28

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-protection, and contributes to stalled deals and no-decision outcomes. We explore where buying decisions

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23:12

The Business Case for Trust in Sales Negotiations

SalesTV Live Podcast ·

2026/01/20

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 why outdated negotiation behaviors persist, how trust can be discussed explicitly at the negotiating

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29:43

Why Sales Performance Is Often Set Before the First Call

SalesTV Live Podcast ·

2026/01/14

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 sales performance measurement - where it genuinely helps, where it creates risk, and why human judgment

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30:23

Why Over Reliance on Sales Scripts and Automation...

SalesTV Live Podcast ·

2025/12/23

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, sales operations, and leadership to explain why scripts feel safe but fail at critical moments, how

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25:17

The Future of Sales Leadership Is More Human Than You...

SalesTV Live Podcast ·

2025/12/16

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 sales strategy, develop people through feedback and coaching, and ensure that daily activity reflects

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23:55

Why Human Skills Will Define the Future of Sales

SalesTV Live Podcast ·

2025/12/09

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 that the most decisive moments in selling still depend on the ability of a human seller to read tone,

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24:22

How AI Is Transforming Sales and Commercial...

SalesTV Live Podcast ·

2025/12/02

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 role plays have become the most mature and impactful AI use case in sales training, earning a 100% Net

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33:35

What Sales Leaders Must Rethink

SalesTV Live Podcast ·

2025/11/25

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 why so many sales systems unintentionally work against sellers, why most methodologies never take hold,

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20:51

You Call It Coaching, But It's Just Managing Deals

SalesTV Live Podcast ·

2025/11/18

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 the wrong time, and how to choose the hat that truly develops performance. Sales coaching is among the

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29:38

Buyers Don’t Want Volume - They Want Value

SalesTV Live Podcast ·

2025/11/11

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 starts with being real. We explore what it really means to sell on value in 2025, and why this shift matters

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26:09

Why Price Doesn’t Equal Value

SalesTV Live Podcast ·

2025/11/04

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. Together we explore how to equip champions with business cases that resonate with procurement, what makes ROI

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25:49

Unlocking the Hidden Value of Sales

SalesTV Live Podcast ·

2025/10/28

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 see stronger teams, better customer partnerships, and long-term measurable growth. Chapters 00:00 –

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26:55

Demos Don’t Close Deals

SalesTV Live Podcast ·

2025/10/23

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 about demos anymore. It’s about teaching, trust, and transformation. Learn how modern sales leaders help

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27:51

Stop Selling. Start Collaborating.

SalesTV Live Podcast ·

2025/10/23

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 creating real business value. The best salespeople don’t pitch harder - they collaborate smarter, aligning

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111 results

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