Sales Tales - A podcast sharing epic stories that get you through your sales adventure.

In this episode of Sales Tales, hosts Josh Shirley and David Doherty unpack the power of preparation in sales calls. From setting clear objectives to navigating team dynamics, they reveal how thoughtful pre-call planning can make or break your sales strategy.

Discover why salespeople should never assume prospects know how to buy, how to anticipate tough questions, and why team members must understand their roles before walking into a meeting. The conversation also dives into the risks of being unprepared and highlights practical strategies to ensure every sales meeting drives decision-making and outcomes.

Whether you’re leading a big presentation or a one-on-one call, this episode gives you the tools to approach your sales meetings with confidence and clarity.

Key Takeaways

• Preparation is the cornerstone of sales success.

• Clear objectives prevent wasted time and confusion.

• Understanding team roles improves communication and effectiveness.

• Anticipating questions strengthens your positioning.

• Identifying risks beforehand helps mitigate challenges.

• Salespeople must guide prospects through the buying process.

• Asking practical questions leads to better outcomes.

• Team dynamics directly impact call success.

• Pre-call planning saves time and resources.

Sean Coyle is not a people person. Today, he tells us why THIS is one of his biggest gifts in sales.

In this episode of our sales training series, we’re joined by the one and only Sean Coyle, who brings sharp insights, hard-earned lessons, and a few unforgettable sales fail stories. Together, we unpack what really drives effective sales conversations—from establishing equal business stature to uncovering true pain points that move prospects to act.

Sean shares why curiosity beats canned scripts, how insincerity kills deals, and what every rep needs to know about persistence in prospecting. You’ll also hear the legendary Gumball Theory, a simple yet powerful metaphor for staying consistent when reaching out to potential clients.

Whether you’re refining your sales techniques, navigating tough calls, or looking for fresh ways to approach prospecting, this episode is packed with practical takeaways you can put to work immediately.

Attending trade shows isn’t just about showing up—it’s a high-cost, high-opportunity form of outbound prospecting that can generate massive ROI if approached strategically. In this episode, we dive deep into the world of trade shows, business events, and sales networking, sharing how to turn a booth into a revenue-generating machine.

You'll learn why planning and recon are essential before the show, how to engage prospects in meaningful conversations, and why creating a rally point can transform casual traffic into high-value relationships. We discuss real trade show prospecting tactics, the true costs of exhibiting, and how to differentiate yourself in a crowded expo hall.

Whether you're in sales, marketing, or running business development for your company, this episode gives you a blueprint to improve engagement, increase your ROI, and walk away with qualified leads—not just business cards.

Key Takeaways:

• Trade shows are a major investment—make every conversation count.

• Strategic planning and recon work separate winning booths from the noise.

• Quality of conversations > quantity of scans.

• Creating a rally point boosts client engagement and traffic.

• Differentiation and pattern-breaking language build curiosity.

• Tracking and follow-up systems turn chats into deals.

In this episode of The Cowboy and The Commodore, we break down seven critical mistakes that derail even the best sales appointments. Whether you're leading a team or out in the field, these are the sales pitfalls you can’t afford to ignore.

From poor planning and over-presenting to failing to involve decision-makers, we unpack the real reasons deals stall — and what to do instead. You'll walk away with practical sales strategies, sales training tips, and actionable insights to sharpen your sales process and boost sales success.

🔑 Topics include:

• How to ensure decisions are made in your meetings

• Why engaging the right stakeholders is essential

• The dangers of talking too much and not listening enough

• How to plan for effective, outcome-driven sales conversations

• The role of mutual agreement in every stage of the sales cycle

This is a must-listen for anyone looking to improve sales management, run better sales meetings, and close deals more effectively.

🎧 Tune in now and upgrade your next sales appointment.

Why do so many New Year’s resolutions fail — and what actually keeps people committed to goals? In this episode, we unpack how real commitment works: setting specific, controllable goals, focusing on daily behaviors, and building an environment that supports follow-through.

We talk about the power of writing things down, why behavior beats attitude alone, and how regular analysis helps you refine your commitments for real results.

If you’re in sales, personal development, or just want to finally stick to what you say you’ll do — this is your blueprint for turning good intentions into action.

🎯 Key topics: commitment, goals, behavior, control, attitude shifts, immersion, analysis, and staying motivated all year.

✅ Takeaway: What can you actually commit to — and how will you make it stick?

In this episode of Sales Tales, learn how to speed up your deals and keep them from stalling. If you’re a sales rep, leader, or founder, use this checklist to shorten sales cycles, boost forecast accuracy, and close more deals.

We cover:
✅ Decision Step: A decision isn’t real without a clear timeline tied to real pain — plus how to use Up Front Contracts to stay on track.
✅ People Problem: Spot hidden influencers and blockers before they slow you down.
✅ Navigating the Process: Map the full buying process early — legal, procurement, and all.
✅ Pain vs. Gain: Find true urgency. Not all motivation closes deals.
✅ Sustaining Momentum: Use BAMFAM and value check-ins to prevent stalls and keep urgency high.

Key takeaway: Use these 5 checks to audit any deal and fix what’s slowing you down.

👉 Listen now and learn how to increase deal velocity — and stay tuned for next week’s episode on reviving cold deals.

In this episode, Dave and Josh break down their top five favorite stories over the course of the podcast (thus far) with fresh perspective and application for each.

In this episode, you'll learn about:

• Making presentations
• Dealing with Failure
• Prepping for Calls
• Prospecting Mindset
• Selling with a System

Why do deals stall—and how can you bring them back to life?

In this episode, we unpack the hidden reasons behind stalled sales opportunities and how to spot the warning signs before it’s too late.

Using the metaphor of a “dead body in the pool,” we explore how ego, unclear next steps, and poor communication can quietly sabotage your pipeline.

You'll learn practical strategies to re-engage prospects, prioritize real pain over surface-level fear, and move deals forward with confidence.

Whether you're an AE, sales manager, or revenue leader, this episode will help you diagnose, recover, and close with clarity.

🎧 Perfect for:

• Sales reps navigating stuck deals

• Leaders coaching teams through complex sales cycles

• Anyone wanting to improve sales conversations & close rates

Have you ever had a prospect disappear once you began talking about price?

Have you ever been told you're expensive?

How can we make it clear in the prospect's mind the cost of the PROBLEM before we show a price for the solution?

In this episode, learn:

• To ask the right questions to uncover hidden costs
• To help your prospect build a business case
• How important PAIN is in the price conversation

Aaron Prickel is the President and Owner of Lushin, Inc. His business success and reputation in the Sandler network result from his excellent selling skills.

He reminds us, however, that if you aren't failing, you aren't trying anything new or growing as a seller.

He brings us four great stories from his career. All of them were key moments in which he learned a key lesson.

Aaron, Dave, and Josh unpack each lesson and jam about hard selling, asking questions without permission, overusing Sandler, and selling with the right intent.

In this episode, you'll learn:

• What to do before asking a difficult question
• How to create more authentic human connections in sales
• If you are overusing your sales methodology
• Why failing is a good thing