Sales as Service

Welcome back to Sales as Service—and happy new year. To kick off Season 2, I’m sharing a special episode: my guest appearance on Melissa Snow’s Powerful Women Rising podcast.

In this conversation, we unpack the relationship between marketing and sales—why they’re not the same thing, why marketing alone can leave you waiting, and what it looks like to create opportunity proactively without falling into pushy, transactional tactics.

If you’ve been showing up consistently but still wondering why it’s not translating into revenue, this episode offers a grounded path forward.

In this episode, we cover:

• Marketing vs. sales: “building the room” vs. “starting the conversation”
• Why referrals are great—but not predictable or scalable
• The mindset shift that makes sales feel human (not “salesy”)
• The difference between building awareness and actually inviting people to work with you
• The 90-day rule for sales results (and why you’re probably giving up too soon)

Sales as Service Challenge — Start Now!

The 3–2–2 Method (30-Day Outreach Practice)

For the next 30 days, build proactive outreach into your day using this simple rhythm:

• 3 thoughtful comments on posts from people you genuinely want to build a relationship with (Not “Great post!”—add something real.)
• 2 outbound messages to new connections
   (No pitch. Lead with a real reason you’re reaching out.)
• 2 touch points to your existing network
   (Past clients, collaborators, referral partners—stay visible and supportive.)
• Track it. Don’t overthink it. Watch what happens. 

Links & Resources:

• Learn more about Powerful Women Rising 
• Listen to the Powerful Women Rising Podcast
• Connect with Melissa on LinkedIn, Facebook and Instagram
• Join us for the next SAS LIVE Office Hours Event!
• Simply sales with the VIP Power Hour - download the FREE guide
• Book your free strategy call and learn how to consistently book 3–5 sales-qualified meetings each week

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.

We’re closing out Season 1 with a minisode that’s part reflection, part field notes. When I launched this show, I didn’t realize how much it would shape my own consistency and confidence—especially after seeing how hard sales gets when you don’t have an online footprint you can lean on.

For this wrap-up, I pulled one question I asked every guest: “What’s the best advice you’ve ever received about sales and business development?” Their answers were surprisingly aligned—six themes came up again and again, no matter their niche or business model.

If you’re heading into a new year thinking you need a brand-new strategy, start here instead.

Links & Resources:

• Apply to join Jamie Cox inside the Brand Clarity Lab
• Holiday special offers for SAS Listeners
• 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.

So many business owners chase the perfect pitch or sales strategy—while quietly avoiding the deeper question:

Why don’t I feel ready to be seen?

In this episode, I’m joined by Tricia Lanette, founder of Electric Paradise Creative and the “Fairy Godmother of Personal Branding.” But this conversation goes beyond visuals. We explore how confidence, clarity, and mindset impact your visibility, your sales, and your ability to truly take up space in your business.

Because when your brand doesn’t feel aligned, you hesitate. You overthink. You hold back.

But when it does? You lead with clarity. You move with ease. You sell from a place of self-trust.

We cover:

• The hidden mindset blocks that often look like “sales problems”
• Why branding isn’t about looking polished—it’s about feeling like yourself
• How confidence and clarity shift your presence in every client interaction
• A simple way to get unstuck if your brand no longer reflects who you are
• The real reason you might be avoiding visibility (and what to do about it)

Sales as Service Challenge — Start Now!

Pick one client-facing touchpoint—your LinkedIn bio, website homepage, or email signature—and give it a gut check.

Ask yourself:
Does this still reflect who I am and how I want to show up?

If the answer is no—or even a hesitant “kind of”—choose one small update to bring it into better alignment. No full rebrand required. Just one small move that feels more like you.

If that stirs up resistance or perfectionism? That’s part of the work. Start anyway.

Links & Resources:

• Learn more about Electric Paradise Creative
• Connect with Tricia on LinkedIn and Instagram
• 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.

If you’ve been curious about AI but hesitant to dive in, this conversation is designed for you. In this episode of Sales as Service, I sit down with AI strategist and GenX advocate Ed Weeks Jr. to strip away the hype and focus on what actually matters—practical, real-world applications that help agencies and service pros work smarter and sell more effectively.

Ed shares how he rebuilt his business after a major setback by embracing simple AI tools that made his sales, operations, and content workflows faster and easier. We explore the fear many founders feel when they hear the word “AI,” why that hesitation makes sense, and how to start experimenting in ways that feel supportive—not overwhelming.

In this grounded, tactical conversation, you’ll hear how AI can become a thought partner, a time-saver, and a powerful ally for small teams who need efficiency without losing the human touch.

Inside the episode, we get into:

• How founders can use AI without feeling behind or “not technical enough”
• The easiest AI entry points for sales, marketing, and operations
• How to use transcripts, voice notes, and summaries to upgrade your prep and follow-up
• The three tools Ed uses daily—and why they matter
• Why experimenting beats overthinking when it comes to AI

Sales as Service Challenge — Start Now!

Before your next sales conversation, open the voice memo app on your phone. Record a 60–90 second debrief immediately after the call and answer:

• What went well?
• What didn’t land?
• What questions or objections came up?
• What’s the next step?

Upload that transcript into your AI tool of choice and ask:
“Act as my sales coach. What did I miss, and what could I improve next time?”

One small reflection—amplified by AI—can meaningfully improve the way you sell.

Links & Resources:

• Learn more about Ed 
• Connect with Ed on LinkedIn
• Apply to join Jamie Cox inside the Brand Clarity Lab
• Holiday special offers for SAS Listeners
• 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.

As the year winds down, it’s easy to hit pause on your business development efforts. But what you do now will shape your Q1. This episode is your invitation to take inventory, revisit how you're showing up, and bring more intention into the way you lead and sell.

Ryan O’Keeffe is a founder, father, and people promoter. He leads Jago, the first and only BCorp-certified personal brand consultancy helping purpose-led leaders gain clarity on who they are and the value they bring to the world—so they can lead with more presence and impact.

We explore how emotional intelligence shows up in the sales process, and why soft skills are your most underrated business advantage.

In this episode, we cover:

• Why your personal brand is already speaking for you—intentionally or not
• How emotional triggers show up in sales (and what to do with them)
• Why EQ matters more than polish when building trust
• What most founders get wrong about visibility
• How to assess your brand with one simple (free) tool

Sales as Service Challenge — Start Now!

This week’s challenge is simple but powerful:

Take 10 minutes to complete Jago’s free Personal Brand Health Check.

Whether you’re running solo or leading a full team, your personal brand shapes how people connect with you, refer you, and remember you. This tool helps you reflect on where you're aligned—and where your visibility might need a reset.

Links & Resources:

• Learn more about Jago
• Connect with Ryan on LinkedIn
• Holiday special offers for SAS Listeners
• 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.

If your services feel hard to explain—or even harder to sell—this episode is for you.

Tam Smith is joined by Rhiannon Franz, Founder and CEO of RhiVive Marketing, to unpack what really changes when you stop customizing everything and start productizing your expertise. Rhiannon helps ex-corporate pros simplify their messaging, position their value clearly, and create offers people actually understand and want to buy.

Whether you're stuck in the custom-to-order cycle or unsure how to turn your process into a sellable package, this episode offers the mindset shifts and practical steps you need to create offers that spark demand and make selling feel easier.

In this episode, we cover:

• Why unclear offers are costing you clients (and what to do instead)
• What it really means to “productize” your services—and why it matters
• How to structure an offer that scales (even if you're just starting)
• The difference between marketing copy and messaging that sells
• What to include in your first offer audit

Sales as Service Challenge — Start Now!
Block 30 minutes this week to audit your current offer.
Ask yourself:

• Is it clear who it’s for and what problem it solves?
• Is there a defined outcome or transformation?
• Would someone seeing it for the first time instantly understand what they’re buying?

If not, pick one service to start simplifying and packaging. Give it a name. Define the scope. Put it in writing.
Clarity sells—and productizing your service is the first step to making it easier to buy, refer, and deliver.

Links & Resources:

• Learn more about RhiVive Marketing
• Connect with Rhiannon on LinkedIn and Instagram
• Get Rhiannon’s Cash-Out Blueprint
• Built to Sell: Creating a Business that Can Thrive Without You
• 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.

Tired of cold pitches that miss the mark? In this Sales as Service mini episode, Tam breaks down what makes a “pitch slap,” how to fix it, and how to turn cold outreach into real conversations. Learn a four-step framework for writing messages that build trust, create dialogue, and convert with integrity.

Help turn bad outreach into better sales - Submit a Pitch Slap

Links & Resources:

• 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.

If your brand is getting attention but not turning into action, you’re not alone—and you’re not broken. This week, I’m joined by Emily Paulsen, founder of Electric Collab, a psychology-based brand studio that helps founders go from "getting seen" to getting chosen.

With a background that spans global brands like Abercrombie & Fitch and The Wendy’s Company, Emily brings a grounded, emotionally intelligent approach to branding—one that helps small teams show up with more clarity, connection, and conversion across the entire buyer journey.

We dig into the real reasons your brand might be attracting the wrong clients (or none at all), and what it actually takes to build a brand that supports—not sabotages—your sales process.

Inside this episode, we talk about:

• The difference between branding for attention vs. branding for action
• How brand psychology shapes client perception before the first call
• What it really means to “own your brilliance” and show up with clarity
• The silent friction points that could be costing you conversions
• Why your brand visuals and messaging need to evolve as you grow

Sales as Service Challenge — Start Now!

Block 15 minutes for a brand audit.
Pick one high-visibility entry point—your homepage, Instagram grid, LinkedIn bio, or email opt-in sequence—and ask:

• Does this reflect who I really am today as a founder?
• Is the info current and accurate?
• Does it clearly communicate who I help and how?
• Would it make my ideal client feel seen and understood?

If the answer is “sort of” or “not really”—choose one small update you can make this week to better align your brand with your buyer’s journey.

Links & Resources:

• Learn more about The Electric Collab. 
• Find Emily and The Electric Collab on Instagram. 
• Connect with Emily 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 free 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 a successful sales process, you actually spend the least amount of time selling. The real work happens long before the discovery call—when you’re shaping the story that speaks for you.

In this episode, I sit down with Hersh Rephun, brand strategist, storyteller, and host of the Yes Brand podcast, to talk about how brand clarity and authentic messaging drive trust, connection, and conversion. Hersh’s “Holistic Brand Therapy” framework helps founders and creative agencies align who they are with how they show up—so their message connects as naturally as conversation.

Together, we explore how humor, self-awareness, and consistency can help brands sound like humans again—and why authenticity isn’t just a value, it’s a strategy.

In this episode, you’ll learn:

• Why your prospects decide to buy long before the first call
• How to uncover the real story behind your business strategy
• The difference between brand performance and brand truth
• How humor and honesty can become your brand’s secret advantage
• A simple three-step exercise to define your Signature Sales Statement

Sales as Service Challenge — Start Now!

Create your Signature Sales Statement: 

Block off 25 focused minutes this week and run through these three steps with your team—or on your own if you’re solo:

1. Write your Signature Sales Statement.
    We help [ideal client] achieve [outcome] through [how we do it differently—your competitive differentiator].
2. Make it unmistakably yours.
    Add one human detail—a bit of humor, a client story, or a vivid example—so it couldn’t come from any other brand in your space.
3. Test it in the wild—once inbound, once outbound.
   • Inbound: Add it to your LinkedIn headline, website hero copy, or About page.
   • Outbound: Use it to open your next outreach email or discovery call.

When your brand voice and values align, selling stops feeling like chasing—and starts feeling like connection.

Links & Resources:

• Learn more about Hersh, and YES BRAND.
• Connect with Hersh on Linkedin
• Find Hersch on Facebook, Instagram and YouTube. 
• 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 free 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.

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.