Harriet Mellor sits down in Nashville with B2B sales consultant Kyle Jager to unpack how trust-first selling, face-to-face meetings, and strategic content can change the game, especially when you are the product.

From his field sales roots to launching his own consultancy, Kyle breaks down the mindset shifts, visibility metrics, and coaching systems every sales team needs to scale.

They dive deep into CRM adoption, sales leadership pitfalls, and why targeting just two whales could change your career trajectory.

If you lead a sales team or want to, this is your blueprint.

In This Episode:

The “Two Coffee Rule”: Why second-degree connections drive more conversions than cold outreach

Don't give sales leaders individual quotas; protect coaching time to unlock the multiplier effect

CRM without the eye-roll: How to fix adoption and coach through Results → Pipeline → Activity

Content before credentials: Build proof online before you have testimonials

Time-blocking for sellers and leaders: How to balance outbound rigor with serendipitous networking

Go after whales: How targeting one or two dream clients can reshape your business over the long term

Managing imposter syndrome: Kyle’s take on building confidence as an introvert through practice, not perfection

Whether you're scaling a sales team or building a solo consultancy, this episode is packed with practical strategies to help you lead, sell, and grow.

Recorded live in Nashville | Guest: Kyle Jager, Vendee Sales Consulting

Connect with Kyle on LinkedIn: (8) Kyle Jager | LinkedIn

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