In this episode of The Sales Hangover Podcast, hosts Abby, Anna, Eric, and Neil welcome back Bob Usselman, Regional Sales Manager at Solventum, for a conversation centered on managing your sales manager—otherwise known as managing up.

The group breaks down what it really means to take ownership of your relationship with your leader, emphasizing that effective management is always a two-way street. Managing up requires accountability, clear communication, and the willingness to own your outcomes rather than wait for direction.

Key themes include:

• Communicating openly and clearly—no surprises
• Being candid about weaknesses and roadblocks
• Protecting your manager’s time by bringing solutions, not just problems
• Staying coachable by taking feedback, asking thoughtful questions, and pushing back respectfully when needed

At its core, managing up isn't just task execution—it’s building mutual trust and transparency. When that foundation exists, leadership becomes more productive, more collaborative, and more human.

This episode of the Sales Hangover Podcast adopted a unique "lightning style" format where the four participants—Abby, Grant, Anna, and Eric—each presented a five-to-six-minute "micro topic" for immediate discussion and rebuttal.

Hosts explored the conflict between relationship-focused sales philosophies and necessary transactional outreach, whether purchasing decisions are emotional or logical, the importance of tone, body language, and energy in communication, and whether cold calling is dead or evolved in 2025. 

In this episode of the Sales Hangover Podcast, hosts Abby, Anna, Eric, Neil, and Grant welcome special guest Natalie Lemnus, Digital Account Executive at Microsoft.  The group delves into the theme of "confidence over script" and the process of building a unique sales voice. Natalie, who is early in her career, shares her experiences transitioning from a fast-paced role at a local nonprofit supporting startup ecosystems to working at one of the largest corporations in the world. The core discussion revolves around leading with authenticity and vulnerability over relying strictly on prepared material. Natalie emphasizes that authenticity resonates far more with customers than "polish". The hosts agree that sales requires focusing on human connection, and genuine curiosity helps move conversations forward without dependency on a script. The group discusses how vulnerability—being honest and admitting what you don't know—is essential for building trust, especially when combined with timely follow-through.

In this episode of the Sales Hangover, we explore the various paths and challenges in sales careers, emphasizing the importance of networking, motivation, and personal growth. The participants share their experiences transitioning from entry-level roles to management, the dynamics of working from home, and the significance of finding the right fit in sales positions. They also discuss the common misconception that moving into management is the ultimate goal, highlighting the value of individual contribution and the need for self-awareness in career decisions.

In this revealing episode of the Sales Hangover Podcast, "Our Biggest Screw-ups," your hosts lay bare their most significant sales blunders, offering a candid look at the challenges faced by everyone in sales, reminding us that we all screw up, but we can still find success. You'll hear authentic stories about the common pitfalls, such as "regurgitating" value pitches and features without truly understanding what the customer needs, often due to nervousness or inexperience, and the dangers of "faking knowledge," which ultimately "blows up" and erodes trust. We dive into the counterintuitive reality where "wins can be losses," exploring instances where closing a deal, driven by the "always be closing mentality" or the desire to hit quota, led to unhappy customers, team friction, and even employee burnout, highlighting that sometimes the biggest screw-up is actually closing a sale that should have been walked away from. The conversation also touches on the personal cost of sticking with roles or cultures that didn't align with core values, leading to a disconnect from one's "authentic self". This episode reinforces the crucial mindset that sales is fundamentally an act of service, focused on delivering value and helping the customer, rather than merely extracting value or chasing commissions. Ultimately, we demonstrate that by embracing authenticity, adopting the philosophy of "I either win or I learn something," and recognizing that even the biggest screw-ups offer invaluable lessons, you can transform your sales approach and cultivate thriving, long-term relationships.

The tenth episode of the Sales Hangover features five sales professionals discussing the ultimate measure of success in their careers and lives. They explore how personal motivation, often tied to family, competitive drive, and a desire for growth and learning, shapes their professional achievements. The conversation also highlights the importance of finding purpose beyond monetary gains, the flexibility and trust earned through experience, and the positive impact one can have on others through mentorship and support, even acknowledging that true success sometimes means knowing when to walk away from an unsuitable role.

Episode nine of the Sales Hangover dives into the challenges and opportunities presented by uncertainty in sales. Our hosts share personal experiences and strategies for navigating economic challenges, tariffs, and pandemics, emphasizing the importance of adaptability, creativity, and strong customer relationships. The discussion highlights how salespeople can thrive in uncertain times by focusing on problem-solving and maintaining a positive mindset.

In the eighth episode of Sales Hangover, the hosts explore the portrayal of salespeople in famous movies, discussing the power of framing, ethical dilemmas, team dynamics, and the importance of authenticity in sales. They analyze various films, including 'Thank You for Smoking', 'Wolf of Wall Street', and 'Tommy Boy', drawing parallels between cinematic narratives and real-world sales experiences. The conversation emphasizes the highs and lows of sales, the significance of community support, and the value of data-driven strategies in achieving success. This conversation delves into the portrayal of sales in popular movies, exploring themes of authenticity, ethics, and emotional intelligence. 

In our seventh episode, we dive into the power of storytelling in sales and why it's the key to making lasting connections with customers. We explore how authentic, well-crafted narratives engage emotions, build trust, and make your message far more memorable than facts and figures alone. By sharing authentic experiences and relatable stories, sales professionals can create deeper connections that drive action and loyalty. Whether you're pitching a product, closing a deal, or simply building relationships, the ability to tell a compelling story can set you apart. Stories also function much like the tools in a toolbox, they have a specific time and place.  What's your story?  

In this episode of the Sales Hangover, we discussed how to push through life’s challenges, stay focused on what matters, and maintain your motivation—even when things get tough. We discussed practical strategies for staying healthy, setting meaningful goals, and keeping your energy up while navigating the ups and downs of both personal and professional life. We explored how to manage stress, prevent burnout, and keep personal struggles from affecting your work. You’ll learn how to reset after a tough day, shift your attitude when negativity strikes, and focus on what you can control—rather than what you can’t. Whether you're feeling overwhelmed or just need a little extra motivation, this episode will help guide you to staying resilient, driven, and in control of your success.