In this episode, I talk with Nelson Dickson, founder of C3 Creations, about the power of relationships in sales.

Nelson shares how he built his marketing brokerage by focusing on genuine connections rather than transactions. As a self-described introvert, he changed his approach to networking by asking "How can I help?" instead of "What can I get?"

Key takeaways:

• 60-70% of Nelson's business comes from referrals
• Shift your mindset from collecting business cards to making real connections
• Give more value than you gain
• Be authentic - people can spot "quota breath" from a mile away
• Don't be afraid to stand out (like wearing silly Christmas suits!)

Nelson also recommends consistent content posting and doing a yearly "relationship audit" to strengthen connections that matter.

This week's challenge: Take 15 minutes to reconnect with one contact - no pitch, no agenda, just genuine connection.

Want to connect with Nelson? Find him on LinkedIn or visit c3creations.com.

Your next client - calculate what it takes.

Simply sales with the VIP Power Hour - download the FREE guide.

Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call. 

Have an episode idea? DM me on LinkedIn and let me know!

Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations.

Your next client - calculate what it takes.

Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call. 

Connect with Tam on LinkedIn. 

Produced by KNWN Media. Executive Producer: Jess Milanes.

In this episode, I talk with Devin Lee, systems strategist and the Founder behind helping overwhelmed business owners create custom processes that simplify operations. Devin specializes in transforming chaos into clarity, enabling businesses to scale efficiently without hitting plateaus. She shares her expertise in streamlining workflows, automating tasks, and implementing effective delegation strategies to enhance client experience and boost revenue.

Devin dives into her journey from professional organizing and virtual assisting to becoming a sought-after business management expert, explaining why efficient systems are essential for growth. She also highlights common inefficiencies in service-based businesses, the critical role of first impressions in sales, and the importance of automating client onboarding to create lasting positive experiences.

Key takeaways:

• Effective systems are foundational to scaling a business without burnout.
• Overly manual processes can harm sales, client relationships, and retention.
• Automating routine tasks and delegating effectively frees up creative space for strategic growth.
• Business owners often become bottlenecks by holding onto tasks rather than empowering their teams.
• Regularly mapping out processes helps identify inefficiencies and areas for improvement.

Sales as Service Challenge - Join In! 

This week’s Sales as Service Challenge is to do a 15-minute Process Audit in your business.

Here’s how to do it: 

Choose one core process - this could be client onboarding, scheduling sales calls, or delivering your service. Write down every single step in that process. (You’re likely doing more than you realize!)

Identify:

- What can be automated?

- What can be delegated?

- What do you actually need to own?

Streamlining even one process can save you time, create a better client experience, and remove unnecessary friction from your sales cycle. Take the challenge and let me know how it goes - DM me on LinkedIn or Instagram! #SASChallenge

Want to connect with Devin? Visit her website at DevinLee.com, where you can subscribe to her highly recommended newsletter, or find her on LinkedIn to explore more insights into systematizing your business for sustainable growth.

Resources Mentioned in this week’s episode:

Airtable Relationship Management Template: https://devinlee6.gumroad.com/l/relationship-database-auto

Airtable (Recommended Tool): https://www.airtable.com

Zapier (Automation Tool): https://zapier.com

Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations.

Your next client - calculate what it takes.

Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call. 

Connect with Tam on LinkedIn. 

Produced by KNWN Media. Executive Producer: Jess Milanes.

Too many founders hold back from selling because they think they’re just not cut out for it. But today’s guest, Joshua Schulman, is here to challenge that belief. 

As a communication coach with a background in public speaking, acting, and even poker, Joshua helps entrepreneurs ditch the “natural salesperson” myth—and replace it with real, repeatable skill.

In this episode, we dig into why performance, not personality, drives sales confidence. Whether you're leading discovery calls, pitching investors, or just trying to get through outreach without freezing, Joshua shares practical ways to rehearse your way to clarity—and even enjoy the process.

Here’s what we cover:

• Why being “bad at sales” is just a lack of practice—not a fixed identity
• How to gamify key moments in your sales process to reduce pressure
• What acting, chess, and poker teach us about handling objections and staying present
• The Sales Process Flow method that helps founders ditch guesswork
• One challenge you can take this week to build communication muscle memory

Sales as Service Challenge — Start Now!

Pick one moment in your sales process—and rehearse it.

That’s it. Just one.

It could be:
 — How you open a discovery call
 — The way you introduce your offer
 — Or how you handle a common objection

Write it down. Say it out loud. Try it a few different ways. Play with tone, pacing, and delivery.

The goal isn’t to memorize—it’s to practice being present, so you feel more confident and less reactive in the moment.

Links & Resources:

• Learn more about Schulman Communications Interactive (SCi)
• Connect with Joshua on LinkedIn
• Join us for the next SAS LIVE Office Hours Event!
• Check out the LinkedIn Lead Generator to learn how to turn simple daily actions into real conversations with potential clients. 
• Grab your 5-Minute Sales Audit for a quick scan to show what’s working, what’s not—and one thing you can improve right away.

Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations.

Your next client - calculate what it takes.

Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call. 

Connect with Tam on LinkedIn. 

Produced by KNWN Media. Executive Producer: Jess Milanes.

In this re-release episode, I talk with Elizabeth Howell, owner of Howell Media, about the power of organic marketing for small business owners and solopreneurs.

Elizabeth shares how she helps entrepreneurs fight marketing indecision by focusing on just two powerful strategies: LinkedIn and podcast guesting. As someone with extensive media experience, she discovered this combination gives the biggest return on time investment without requiring a massive budget.

Key takeaways:

• Combine podcast guesting with LinkedIn to maximize your marketing ROI
• One podcast appearance can generate multiple content pieces across platforms
• Make marketing fun by leaning into formats that energize you
• Real results: one guest generated $50,000 in coaching sales from a single podcast
• Comments on LinkedIn can drive more growth than daily posting

Elizabeth also shares her "Goals + Actions" exercise for creating LinkedIn content, where you map client goals against what they need to know, giving you endless content ideas.

This week's challenge: Create five LinkedIn post ideas using Elizabeth's goals + actions exercise.

Want to connect with Elizabeth? Find her on LinkedIn: https://www.linkedin.com/in/euh24/

Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations.

Your next client - calculate what it takes.

Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call. 

Connect with Tam on LinkedIn. 

Produced by KNWN Media. Executive Producer: Jess Milanes.

There's a point in every founder's journey where doing great work stops being enough. The habits that built the business — staying close to delivery, saying yes, solving every problem — quietly become the ceiling.

In this episode, Sarah Still, COO and Enterprise Value and Exit Strategist with RAYNE IX, joins Tam to talk about what it actually takes to build an agency that doesn't depend entirely on the founder. Sarah brings close to a decade of experience scaling a women-led agency to nearly $10 million, and the conversation gets specific fast — from how values get operationalized into daily systems, to why most founders are still unknowingly showing up like employees in their own businesses.

This one is for any founder who has ever felt like they built a very demanding job instead of a scalable business — and wants a clearer picture of what changes when they start leading it differently.

In this episode:

• Why defining your values means nothing if they aren't embedded into your operations and communications
• The decision-making framework Sarah used to stop every problem from filtering back to the founder
• How the way you show up in a sales conversation is a direct preview of how you'll show up inside the client relationship
• The mindset shift from employee order-taker to expert who leads outcomes — and why it's about reconditioning, not confidence
• What to do when you've outgrown the version of the business you originally built

Find the complete show notes here →https://studiothree49.com/podcast/ep-50-sarah-still

Sales as Service Challenge — Start Now!

Identify one place where you're still showing up like a service provider instead of a strategic partner.

Maybe it's overexplaining instead of making a recommendation. Waiting for permission before leading the conversation. Reacting to client requests instead of guiding outcomes. Or staying so buried in delivery that you're not thinking strategically about the business itself.

Then ask yourself: What would this look like if I approached it as the expert in the room?

Practice leading one client conversation differently this week. Be more direct. Make the recommendation. Guide the next step. Own your expertise.

If that feels uncomfortable — that's worth paying attention to. This isn't about confidence. It's about reconditioning.

Links & Resources:

• Learn more about RAYNE IX
• Connect with Sarah on LinkedIn
• Your next client - calculate what it takes 
• Simply sales with the VIP Power Hour - download the FREE guide
• Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call

Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations.

Your next client - calculate what it takes.

Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call. 

Connect with Tam on LinkedIn. 

Produced by KNWN Media. Executive Producer: Jess Milanes.

Natasha Golinsky is the founder of On Purpose Projects, a certified women-owned full-stack web development agency specializing in complex, custom builds — Shopify, WooCommerce, web apps, and API integrations. She's been running it for over 11 years, built it entirely by accident, and has never written a single line of code herself.

In 2024, a stage two breast cancer diagnosis forced her to step away from her business entirely. What she found when she came back changed how she understood her own role — and cracked open years of work she'd been quietly doing on the patterns that kept her stuck as a founder. That work is now the foundation of her coaching practice, where she helps female founders identify and move through the trauma blocks showing up in their businesses.

In this conversation, Natasha gets honest about what those blocks actually look like in practice — not the dramatic, obvious kind, but the quiet ones that show up as avoidance, perfectionism, and the persistent inability to do the thing you know you need to do.

In this episode:

• Why the standard advice to "list your limiting beliefs" misses the point entirely
• The one question Natasha uses to surface what's actually blocking a goal
• How her own trauma block around visibility kept her from creating content until age 43 — and what finally shifted
• Where trauma blocks show up beyond visibility: pricing, hiring, sales conversations, and team building
• Why mental health and physical health deserve the same level of attention, full stop

Find the complete show notes here →https://studiothree49.com/podcast/ep-49-natasha-golinsky

Sales as Service Challenge — Start Now!

This week's challenge is simple — but it will tell you something.

Pick one business development action you've been consistently avoiding. Not the thing you're procrastinating on — the thing that creates a specific, almost physical resistance every time it comes up. Sending a connection request. Following up after a discovery call. Posting something on LinkedIn that actually says something.

Got it? Now ask Natasha's question: why can't I have this?

Don't filter it. Don't clean it up. Write down whatever comes up first — because that's usually the thing worth looking at.

Then take the action anyway. One time.

Confidence doesn't come from feeling ready. It comes from doing the thing before you feel ready and learning that you survived it.

Links & Resources:

• Learn more about On Purpose Projects
• Connect with Natasha on LinkedIn
• Follow Natasha on Substack
• Your next client - Calculate what it takes 
• Simply sales with the VIP Power Hour - Download the FREE guide
• Learn how to consistently book 3–5 sales-qualified meetings each week - Book an Alignment Call

Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations.

Your next client - calculate what it takes.

Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call. 

Connect with Tam on LinkedIn. 

Produced by KNWN Media. Executive Producer: Jess Milanes.

What does it mean when your offer stops converting? Most founders go straight to the copy — rewriting, repositioning, polishing. Becca Camp says that's usually the wrong place to look. In this live episode recording, we get into the deeper reason offers don't land, and it has everything to do with what's happening in your body when you're in the room.

Becca is the founder of Fearless Femmes and a former Silicon Valley product leader who now helps women transition from corporate into consulting businesses built around their authentic strengths. Her approach blends practical business strategy with somatic practice and nervous system training — and the conversation we had was one of those that went well beyond marketing advice.

This is a live session, so you'll hear real questions from the room, real moments of recognition, and at least one concept — the glitter — that had me taking notes mid-interview.

In this episode:

• Why 80% of whether your offer converts has nothing to do with the words you're using
• The three-part framework Becca uses to help clients package their expertise — including the question most people never think to ask
• What your body is broadcasting in a sales conversation before you say a single word
• Why perfectionism is a physiological symptom, not a personality flaw
• How to build the nervous system capacity to show up consistently — and why that's the real competitive edge

Find the complete show notes here →https://studiothree49.com/podcast/ep-48-becca-camp

Sales as Service Challenge — Start Now!

Write your offer in one sentence. Not the polished website version. Not the paragraph. One sentence.

"I help ___ achieve ___ by ___."

Then use it in three real conversations this week — a networking conversation, a DM, a sales call, a coffee chat, wherever you naturally connect with people.

Pay attention to where you hesitate. Where you ramble. Where you soften the value or pull back.

Those moments are data. Not proof you're doing it wrong — just a signal pointing to where your next layer of clarity lives.

Links & Resources:

• Learn more about Fearless Femmes
• Connect with Becca on LinkedIn
• Your next client - Calculate what it takes 
• Simply sales with the VIP Power Hour - Download the FREE guide
• Learn how to consistently book 3–5 sales-qualified meetings each week - Book an Alignment Call

Have an episode idea? DM me on LinkedIn and let me know!

Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations.

Your next client - calculate what it takes.

Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call. 

Connect with Tam on LinkedIn. 

Produced by KNWN Media. Executive Producer: Jess Milanes.

For a lot of women founders, being “the one who handles everything” becomes part of our identity.

At first, it feels like a strength. We become dependable, resourceful, capable. We figure things out. We solve problems. We carry the business on our backs because that’s what it takes to get something off the ground.

But eventually, the same habits that helped us build the business begin limiting its growth.

In this episode of Sales as Service, I’m joined by fractional COO Johanna Voss for a conversation that goes far beyond systems and operations. We unpack the emotional weight many women founders carry inside their businesses, the resistance to asking for help, and why “I’ll just do it myself” often becomes one of the biggest barriers to scaling sustainably.

Johanna shares what she sees behind the scenes when founders hit a plateau, how over-responsibility quickly creates operational chaos, and why gratitude and ambition are not mutually exclusive.

Inside this episode, we discuss:

• Why women founders often become the bottleneck without realizing it
• The hidden cost of over-functioning and “doing it all”
• How founder identity impacts delegation, hiring, and leadership
• Why asking for help feels emotionally difficult for so many entrepreneurs
• The mindset shift that allows businesses to grow beyond founder dependency

Find the complete show notes here → https://studiothree49.com/podcast/ep-47-johanna-voss

Sales as Service Challenge — Start Now!

This week, identify one place in your business where you are still operating from: “I’ll just do it myself.”

Maybe it’s:

• A task you should have delegated months ago
• A conversation you’ve been avoiding
• A hire you know you need to make
• Or an area where you know you simply need outside perspective or support

Then ask yourself honestly: “Is this actually serving the growth of my business… or just protecting my comfort zone?”

Finally, take one concrete action this week: Send the inquiry. Post the job. Delegate the task. Book the strategy call. Start the conversation.

Because momentum rarely comes from having everything figured out. It comes from deciding to stop carrying it all alone.

Links & Resources:

• Learn more about how Johanna runs companies
• Connect with Johanna on LinkedIn
• Follow Johanna on Substack
• Your next client - Calculate what it takes 
• Simply sales with the VIP Power Hour - Download the FREE guide
• Learn how to consistently book 3–5 sales-qualified meetings each week - Book an Alignment Call

Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations.

Your next client - calculate what it takes.

Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call. 

Connect with Tam on LinkedIn. 

Produced by KNWN Media. Executive Producer: Jess Milanes.

The longer you’re in business, the more you realize—this isn’t just about strategy.

It’s about how you see yourself.

In this episode, I sit down with Samantha Kaye Harris, Workforce Retention and Confidence Strategist, to unpack what’s really happening beneath the surface for so many female founders and business owners. We get into the conditioning that keeps us second-guessing, waiting for validation, and holding back from fully owning our value—and how that shows up directly in our sales conversations and business growth.

Samantha shares her Brag Bag™ Strategy and TRUTH Method™ as practical tools to help you move from self-doubt to self-trust, so you can communicate your value clearly, confidently, and without hesitation.

In this episode, we cover:

• Why “waiting to be chosen” is keeping you stuck in your business
• How lack of confidence shows up in your sales process (and costs you opportunities)
• The Brag Bag™ Strategy and how to use it to articulate your value
• What it means to stand in your truth—and how that changes how you sell
• The direct connection between clarity, confidence, and revenue

Sales as Service Challenge — Start Now!

Build your first version of a Brag Bag. 

Set a timer for 15 minutes and write down:

• 5 problems you’ve solved for clients
• 5 results or outcomes you’ve helped create
• 5 reasons someone chooses to work with you

Write it down, print it out, post it where you can see it. Add it to the notes app on your phone for the moments when you need a reminder of just how capable and accomplished you are.

Links & Resources:

• Learn more about Samantha Kaye Harris
• Connect with Samantha on LinkedIn and Instagram
• Your next client - Calculate what it takes 
• Simply sales with the VIP Power Hour - Download the FREE guide
• Learn how to consistently book 3–5 sales-qualified meetings each week - Book an Alignment Call

Have an episode idea? DM me on LinkedIn and let me know!

Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations.

Your next client - calculate what it takes.

Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call. 

Connect with Tam on LinkedIn. 

Produced by KNWN Media. Executive Producer: Jess Milanes.

If your pipeline feels inconsistent, it’s easy to assume you need more leads, more content, or more visibility.

But what if the real issue isn’t volume—it’s clarity?

In this episode, I sit down with messaging strategist Stacy Eleczko to unpack why so many service-based founders struggle to convert interest into real conversations—and how unclear, overly safe messaging is often the root cause. We talk about the discomfort around hearing “no,” the tendency to soften your message to stay likable, and what actually changes when you get clear on who you’re for (and who you’re not).

This is a grounded, practical conversation about messaging that supports real sales—not just attention.

In this episode, we cover:

• Why unclear messaging creates more rejection—not less
• The difference between being liked and being understood
• How people-pleasing shows up in your sales conversations
• Why “no” feels personal—and how to reframe it
• What to prioritize on your website to actually convert

Sales as Service Challenge — Start Now!
This week’s Sales as Service Challenge: Practice clarity.

Step 1: Identify one place where your message feels vague—your LinkedIn headline, website, or how you introduce yourself. Rewrite it in one clear, direct sentence.

Step 2: Initiate three conversations using that clearer message. No pitch—just start the conversation.

Step 3: Ask one direct question that allows for a real answer:
 “Does this feel relevant for you right now?”

Let the response be what it is. Every clear “no” gets you closer to the right “yes.”

Links & Resources:

• Learn more about Stacy Eleczko and how to become the obvious choice.
• Connect with Stacy on LinkedIn. 
• Join Stacy on her listening tour - book a time 
• Your next client - calculate what it takes 
• Simply sales with the VIP Power Hour - download the FREE guide
• Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call 

Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations.

Your next client - calculate what it takes.

Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call. 

Connect with Tam on LinkedIn. 

Produced by KNWN Media. Executive Producer: Jess Milanes.