Episode Summary
Sandler’s Alison Lamothe breaks down how to sell through real pain. Alison Lamothe, Director of Sales and Marketing at Sandler Training’s Manchester, New Hampshire office, shares how she landed at Sandler by accident and why the “pain step” became her biggest sales breakthrough. She and host Brian dig into what makes buyers feel understood, why awards and flash do not close deals, and how sales and marketing teams can stop blaming each other and start working the same funnel. They also talk through AI fears in sales and where it actually helps, plus what it looks like to build a process that holds up beyond referrals. What changes when you stay in discovery longer than feels comfortable?

Key Takeaways
Spending more time in the “pain” conversation helps uncover what the surface problem is really costing the buyer in day-to-day impact.

Being impactful matters more than being memorable, especially when trust and timing decide whether a prospect moves forward.

AI works best as a time-saver for notes, follow-up, and drafting, so salespeople can spend more time making human connections.

Referral-driven sales habits can create a feature-dump reflex in colder conversations, which makes rejection feel sharper and stalls growth.

CRM activity only becomes useful when teams interpret what the data is saying, including who meetings are with and what stages convert.

Sales and marketing friction usually points to missing shared habits, like meeting together, defining the same targets, and reviewing outcomes together.

Timeline
Early
00:00:00 Brian introduces Alison Lamothe and they compare Tennessee and New Hampshire weather
00:01:00 Alison explains her path into Sandler Training and her sales background
00:02:00 First impressions of Sandler and why digestible behavior change stood out
00:04:00 From client success to selling, and why learning the backend built confidence
00:05:00 “Ops Alison” vs “sales Alison” and how competitiveness shows up

Middle
00:07:00 Why feelings and being understood influence decisions, even in transactional purchases
00:10:00 The Sandler “pain step” and why staying there longer changes outcomes
00:14:00 Impact over flash, and what actually keeps you top of mind
00:16:00 Current challenge, calming the fear of AI and using it without losing humanity
00:19:00 Long-term challenge, getting past fear of rejection and making it a dialogue

Late
00:21:00 What keeps Alison engaged, applying the same core principles across different companies
00:23:00 Frustrations, watching people give up on themselves or avoid calling their work “sales”
00:25:00 Training gaps, product knowledge without conversation skills and why 30 days is rarely enough
00:26:00 CRM and funnel measurement, meetings only matter when quality and buyer role are defined
00:27:00 Sales vs marketing blame, the culture shift needed to work as one team
00:29:00 Where to find Alison on LinkedIn and TikTok, plus her cold calling content

Links and Resources