Most salespeople lose deals by talking too much about their product. Michael Galloway, Region Vice President at EnableComp, reveals why people write checks to solve pain, not chase upside, and how asking the right questions early can save months of wasted effort in complex healthcare sales cycles.
Michael shares his journey from reading the Wall Street Journal in middle school to becoming an elite enterprise seller who thinks like an owner. He explains why competing against inertia is harder than competing against other vendors, how to guide prospects through change without calling them incompetent, and the counterintuitive strategy of going for the no as early as possible to protect your most valuable asset: selling time.
Key topics:

Selling to solve pain versus selling upside
Competing against status quo and inertia
Asking business-appropriate challenging questions
Protecting seller time and opportunity cost
Thinking like an owner in sales
Healthcare revenue cycle management
Complex enterprise sales strategies
Avoiding unpaid consulting while being consultative
Scaling revenue without scaling meetings
Building sustainable company valuation through sales

Connect with Michael Galloway:
LinkedIn: https://www.linkedin.com/in/michaelackergalloway/
Company: EnableComp
Subscribe to Revenue Unscripted for more conversations with B2B leaders on building high-performing sales cultures and turning complex deals into predictable growth.

I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.
– Jennica and the Revenue Unscripted podcast team

Connect with Jennica Dixon on LinkedIn: https://www.linkedin.com/in/jennica-dixon/ 
Visit the Slattery Sales Group website here: https://www.slatterysales.com/

Listen to Revenue Unscripted on these podcast platforms: 
Spotify: https://open.spotify.com/show/7AUBIk1HFgUO6Cci4YFhKM
Apple Podcasts: https://podcasts.apple.com/podcast/revenue-unscripted/id1869568856
Amazon Podcasts: https://music.amazon.com/podcasts/5892af04-ab67-4379-9638-6a3aba17f953/revenue-unscripted

#RevenueUnscripted #JennicaDixon #SalesLeadership #RevenueGrowth #B2BSales #SalesStrategy #SalesPerformance #ForecastAccuracy #SalesManagement #RevenueLeaders #FounderInsights #SalesCoaching #MarginProtection #SalesDifferentiation #RevenueOptimization Revenue Unscripted is the podcast where sales fiction meets reality. Hosted by Jennica Dixon, President of Slattery Sales Group, this show pulls back the curtain on what really drives revenue growth in complex B2B sales environments. Through candid 30-45 minute conversations with founders, CEOs, and revenue leaders, Jennica explores the real stories behind sales challenges, breakthrough moments, and the blind spots that quietly drain growth, margin, and valuation. Jennica brings over 40 years of combined client experience working with more than 2,400 companies across 170 industries. Her firm specializes in behavior-based sales transformation, helping organizations turn unpredictable pipelines into reliable revenue engines. From forecast accuracy and margin protection to sales team performance and competitive differentiation, Revenue Unscripted tackles the messy realities of human selling that traditional sales training glosses over. Whether you're a founder scaling your first sales team, a CRO rebuilding forecast credibility with the board, or a revenue leader trying to protect margins while accelerating growth, Revenue Unscripted delivers practical insights from leaders who've faced the same battles.