What if the real reason your pipeline is dry… isn’t sales or marketing? It’s leadership.

In this powerful conversation, host Butch Nicholson sits down with Edmund Green, former KPMG leader and founder of Parlinum Consulting, to unpack the truth behind modern sales and why trust, not tactics, is what buyers are really looking for.

Whether you’re an old-school sales pro or a digital-native B2B leader, this episode is a masterclass in how to stay relevant, human, and high-performing in today’s disconnected world.

What you’ll learn:

• Why rewirement, not retirement, keeps you sharp (and employable)
• How “learning is the new knowing” applies to sales leadership today
• Why the sales/marketing divide is a leadership issue — not a process flaw
• How to build real trust when buyers avoid talking to sales until they’re 75% through their journey
• The power of handwritten notes, showing up in-person, and taking a genuine interest
• Why the best leaders align people to their strengths and why that starts with asking “What are they good at?”

🎧 This episode is a reminder: People don’t buy from companies. They buy from people they trust.

Bridging Generations in Sales and Outreach is hosted by Robert (BUTCH) NICHOLSON and produced by Fist Bump

Helping Gen X and Baby Boomer leaders turn their reputation into revenue—without losing the human touch.

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