Sales as Service

In this week's episode of Sales as Service, I'm joined by Andrew Brummer, CEO of The Ardunan Village and author of the insightful book, You Decide. Andrew brings a refreshing perspective to networking and relationship-building, emphasizing authenticity, intentionality, and genuine human connection—particularly on LinkedIn.

Andrew shares his personal journey, from navigating career uncertainties to discovering his true strengths in relationship-building and mentorship. He reveals how embracing vulnerability, curiosity, and genuine interactions transformed his professional life and continues to deliver meaningful results.

Key Takeaways:

• Stop Selling, Start Connecting: Andrew emphasizes shifting from a transactional mindset to building genuine, value-driven relationships.
• Intentional Networking: LinkedIn isn't just a platform—it's an international conference at your fingertips. Use it thoughtfully and strategically to foster real connections.
• Humanize Your Outreach: Andrew shares practical insights on creating meaningful interactions that lead to lasting professional relationships rather than mere pitches.
• Find Your Unique Voice: Andrew’s journey underscores the importance of self-discovery, authenticity, and finding your unique brand voice.
• Get Out of Your Home Office: Embrace face-to-face interactions to build deeper, more memorable connections.

Sales as a Service Challenge!:

• This week's challenge is straightforward but powerful: Take the first step and reach out to one new person you admire or want to learn from. No pitches—just genuine conversation and curiosity.

If you enjoyed this episode or have specific topics or challenges you'd like me to cover, reach out on LinkedIn or Instagram. I'd love your input to keep making Sales as Service even more valuable!

Want to connect with Andrew? Follow him on LinkedIn and visit the The Ardunan Village website to learn more about his executive and one-on-one coaching. 

Resources mentioned in the episode:

You Decide: Supercharge Your Networking – Starting with LinkedIn

Read more or request a copy: ardunan.com/village/books/you-decide

Interested in generating more high-quality leads? Check out my LinkedIn Lead Generation program, designed specifically to help you attract and engage ideal clients through proven strategies. https://www.studio349.com/linkedin-leads 

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.

Carl Cleanthes, founder of Epic Made, joins me to talk about how he built a thriving creative studio by staying rooted in purpose, clarity, and aligned clients. With nearly two decades in business, Carl shares what helped Epic Made outlast trends and grow without compromising its creative core. We dive into his niche-focused approach, the intentional way he filters for clients, and how AI has found a place in his creative workflow without diluting the work.

Key Takeaways:

• Clarity is a sales tool. Carl’s deep niche in geek culture and entertainment allows Epic Made to attract aligned clients without chasing trends.
• No convincing required. If he has to talk someone into working with him, it's already a misalignment.
• AI is a collaborator, not a replacement. It’s part of his process—but the human touch still leads.
• Playing the long game pays off. Carl worked 15 years without a profit to build a brand he believed in.
• Your voice attracts your people. Carl’s content and creative style speak directly to his audience’s values—no mass appeal needed.

Sales as Service Challenge - Join In! 

• Take 15 minutes to write down three traits of your dream client. Not just demographics—but behaviors, values, how they show up in the sales process, and what makes the work with them feel effortless and energizing.
• Then, use that list to audit your next inquiry. Do they align? Where’s the red flag? Where’s the green light?
• The goal isn’t to close everyone. The goal is to recognize who’s actually a fit—and stop convincing those who aren’t.

Links & Resources:

• Check out the LinkedIn Lead Generator Challenge to learn how to turn simple daily actions into real conversations with potential clients:  https://studiothree49.com/linkedin-leads
• Learn more about Carl and Epic Made: 
  • https://www.linkedin.com/in/cleanthes  
  • https://www.instagram.com/colorfulcarl/
  • https://www.epic-made.com/
  • https://www.youtube.com/@ColorfulCarlArt/podcasts
• Resources mentioned in the episode:
  • https://juliacameronlive.com/books-by-julia/
  • https://lunchclub.com
  • https://jasonswenk.com/

Have an episode idea? DM me on LinkedIn or Instagram 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 Natasha Walstra, founder of NearPoint Strategies, about how business owners, especially introverts, can leverage LinkedIn to build genuine relationships and grow their business without feeling salesy. 

Natasha shares her journey from struggling with cold calling as a sales development rep to discovering how authentic engagement and strategic personal branding on LinkedIn can turn the platform into a revenue engine. 

She emphasizes the importance of optimizing your profile’s headline and banner, engaging thoughtfully in comments, and rethinking LinkedIn as a virtual networking event. Natasha also provides practical tips for overcoming the fear of putting yourself out there, and how consistency in authentic activity can lead to new clients, referrals, and opportunities.

Key takeaways:

• Your LinkedIn headline and banner are prime real estate to communicate who you help and how—use them intentionally.
• Building relationships happens by commenting, not just posting content—engage in conversations that matter.
• Focus on quality over quantity: meaningful interactions are more powerful than large-volume outreach.
• Reframe LinkedIn as a virtual networking event, not just a digital resume or sales pitch platform.
• Consistency in engaging and sharing genuine content builds trust and long-term growth.

Sales as a Service Challenge!
Spend 20 minutes this week optimizing the top section of your LinkedIn profile. Specifically:

• Update your headline to clearly state who you help and how, using a positioning statement instead of a job title.
• Refresh your banner to visually communicate your core message.
• Leave thoughtful comments on five posts from people you genuinely want to connect with—offer value and start real conversations.
• Bonus! Share one simple, authentic post this week to start engaging your network more intentionally.

Tag me and Natasha when you share your progress. I’d love to see you put this into action!

Want to connect with Natasha? Visit her website at NearPoint Strategies, her Instagram, or find her on LinkedIn. 

Resources mentioned in this week’s episode:

LinkedIn Platform: https://www.linkedin.com 

Sales Navigator: https://business.linkedin.com/sales-solutions/sales-navigator

Calendly: https://calendly.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.

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.

In this episode, I chat with Amber Irwin from Social Speak Network about transforming your social media presence into a powerful, strategic tool for business growth. Amber shares her effective method for maximizing productivity: dedicating just one hour per day to create impactful short-form videos that fuel your content strategy across multiple platforms.

Amber emphasizes the importance of treating yourself as a client, scheduling time specifically to work "on" your business, and staying committed to these time blocks. She discusses the positive impact consistent video creation can have on client engagement, brand visibility, and overall business momentum.

Amber also offers practical advice for overcoming common obstacles like procrastination and perfectionism, underscoring the importance of progress over perfection.

Key takeaways:

• Investing just one dedicated hour daily in strategic content creation can significantly enhance your business growth
  
  
• Short-form videos are an efficient way to create versatile, engaging content across multiple platforms
  
  
• Prioritize working "on" your business with the same seriousness as client work
  
  
• Consistency and commitment in content scheduling prevent procrastination and maintain business momentum
  
  
• Overcoming the fear of video creation becomes easier with regular practice and a focus on genuine connection

This week's challenge: Record one short video (30-60 seconds) sharing a quick tip, answering a common client question, or giving a behind-the-scenes look at your work. Post this video to your preferred social media platform. Remember, progress matters more than perfection—just hit record and start building those connections!

Want to connect with Amber? Visit any of her links listed below and book a consultation to supercharge your content strategy.

Guest Links:

Social Speak Website: https://socialspeaknetwork.com

Social Speak Instagram: https://www.instagram.com/socialspeaknetwork

Amber LinkedIn: https://www.linkedin.com/in/amberirwin/

Book a Consultation with Amber: https://socialspeaknetwork.com/contact-us/

Resources Mentioned:

Canva (Recommended Content Creation Tool): https://www.canva.com

ChatGPT for Content Ideas: https://openai.com/chatgpt

Mel Robbins Podcast (Amber’s go-to for motivation): https://www.melrobbins.com/podcast

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 sit down with Brandon Rush, founder and CEO of Small Axe Sales, to talk about transforming traditional sales into authentic service-driven relationships. Brandon shares how Small Axe Sales helps businesses shift from transactional selling to building meaningful connections, enhancing long-term customer loyalty and sustainable growth.

We get into Brandon’s journey from high-pressure corporate sales environments to creating his own methodology that emphasizes empathy, active listening, and genuine problem-solving. He explains why sales should be seen as an act of service, and how adopting this mindset can significantly boost both employee satisfaction and bottom-line results.

Key takeaways:

• Sales becomes more effective when it prioritizes genuine service and customer wellbeing over short-term gains
  
  
• Empathy and active listening are crucial skills for building trust and long-lasting relationships with clients
  
  
• Traditional high-pressure sales tactics often lead to burnout, poor morale, and high turnover
  
  
• Training your sales team in consultative selling creates a more engaged, satisfied workforce
  
  
• Adopting a service-driven sales culture leads to sustainable business growth and higher client retention

Brandon also provides practical insights into training sales teams to become consultative partners rather than just revenue-generating machines, highlighting real-world examples from businesses he's transformed.

This week's challenge: Reflect on your current sales interactions and identify one area where you can shift your approach from transactional to service-oriented. Commit to actively listening to understand your client's deeper needs in your next sales conversation, rather than focusing solely on closing the deal.

Want to connect with Brandon and Small Axe Sales? Find him on LinkedIn and visit Small Axe Sales' website to explore how his approach can help revolutionize your sales strategy. 

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 Emily Dean, founder and lead strategist at Bolt & Bloom, about how female founders can scale their businesses past $1 million without burning out.

Emily shares how she helps women entrepreneurs who've hit a growth wall create sustainable systems that support both profit and wellbeing. After 15 years in corporate marketing with brands like MTV, Nickelodeon, and Paramount Global, she saw firsthand how hustle culture was taking a toll, and now helps founders rebuild their businesses from the inside out.

Key takeaways:

• Success and hard work don't have to mean constant grinding and exhaustion
• Perfectionism and the need to do everything yourself are major barriers to sustainable growth
• Corporate lessons that apply to small businesses: strategic thinking, data-driven decisions, and consistent messaging
• Build systems that allow your business to "run while you sleep"
• Use mindfulness practices to rebuild your relationship with your business

Emily also shares insights from her yoga teacher training in Thailand and how that experience completely reframed her definition of success - focusing on creating a calm nervous system rather than constant hustle.

This week's challenge: Take 15 minutes to do an energy audit of your work. Categorize tasks as: "Do" (your zone of genius), "Delegate" (necessary but not for you), or "Delete" (tasks draining you without adding value). Then make one immediate shift based on your findings.

Want to connect with Emily? Find her on Instagram, TikTok, and LinkedIn, or reach out about her Brand Reset Lab designed to help founders realign their businesses with their true vision and values.

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 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.

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.

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.

From corporate dropout to sales marketing entrepreneur, Tam Smith is on a mission to transform how you view sales. 

Forget pressure-filled transactions—Tam's approach focuses on building relationships that create genuine value. After weathering layoffs, family crises, and a pandemic pivot, she's discovered her true calling: helping brilliant ideas find their perfect audience.

In this podcast you'll get a peek behind the scenes with sales and brand-building experts who are in the trenches to find out what actually works.

Each episode will end with a practical "sales as service challenge" for you to implement immediately.

Subscribe now to stop spinning your wheels and start making meaningful connections that drive real growth!

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.