Showing Up: Very Good Sales

What does getting locked out of a house while cat-sitting have to do with sales? It's about drama. Getting locked out is a sudden, stressful, and expensive problem. A key safe solves that drama. And at its core, that’s what sales is: your job is to solve the drama for your client.But in this episode, Benjamin explores a bigger challenge: the drama your client thinks they have is often not the real one. He shares a powerful case study of a company with flatlining sales. The manager was

What can we learn from Starbucks? When the coffee giant lost focus and started adding cheese toasties to the menu, it diluted the very essence of the "third place" it promised to be. The brand struggled until it returned to its roots: coffee.In this episode, Benjamin explores how this lesson is critical for sales professionals. A sales career doesn’t have to be a manic, 60-hour-a-week chase. The key to a calm, focused, and highly effective work life is knowing what you’re great at, who your

What’s the real cost of business FOMO? It’s more than just a fear of missing out; it’s a destructive habit that wastes time, damages your brand, and burns out your team by trying to be everything to everyone.In this episode, Benjamin shares a candid story about a former workplace where a "say yes to everything" culture led to manic unsustainability. From there, we unpack why being selective isn't just good for well-being - it's the secret to a 92% proposal win rate.Too often, we chase every

What can we learn from a fashion icon who was rejected by her industry? When Coco Chanel started, she was an outsider in a world dominated by men who dictated what women should wear. She refused to play by their rules, building an empire on a simple, powerful idea: "Beauty begins the moment you decide to be yourself."In this episode, Benjamin explores how Chanel’s philosophy is a crucial lesson for sales. The biggest mistake salespeople make is playing a role - adopting a persona they think

What does America’s first self-made female millionaire have to do with selling card-payment machines in London? More than you might think. Madam C.J. Walker, born to former slaves in 1867, built an empire by solving a problem everyone else ignored - the painful hair and scalp conditions affecting Black women. She didn't just sell a product; she sold a solution to an unspoken pain.In this episode, Benjamin tells the story of Madam C.J. Walker and her army of sales agents. We explore how

What can we learn from 99p? On the surface, it’s just one penny less than a pound. But in practice, it changed the way the world priced things. Not because it tricked anyone, but because it presented value in a way that felt lighter, more approachable, more human.In this episode, Benjamin explores a brilliant moment from Mad Men, where Roger Sterling points to 99 cents as “true brilliance in advertising.” From there, we unpack why presentation matters just as much in sales as it does in

If there’s one guarantee in sales and client work, it’s this: you will face objections. They might be about price. They might be about speed. They might be about your product not doing everything a client wants. But they will come.So how do you handle them? By borrowing a page from Eminem’s playbook. In this episode, Benjamin breaks down Charlamagne tha God’s advice to “8 Mile them.”  A strategy inspired by the legendary rap battle scene in 8 Mile where Eminem disarms his opponent by naming