What do you do when a couple of sales reps drive most of the revenue and the rest of the team struggles to keep up? Bryan and Margaret break down how underperformance becomes comfortable, why excuses spread, and what sales managers must do to reset standards. If you want to close the performance gap, it starts with action, accountability, and a willingness to try something different.

This week, Bryan and Margaret share their biggest sales icks. They explore how low self-awareness and certain types of sales cultures can encourage disingenuous behaviors, and why authentic connection, real listening, and focusing on what actually matters to the prospect make all the difference.

In this episode of Sales Unscripted, Bryan and Margaret break down the marketing and sales dynamic during product launches and why marketing often acts as the sales coach. They discuss how the strongest launches are driven by research, empathy, humility, and real market feedback, not overconfidence or defensiveness. The tone marketing sets ultimately shapes how sales shows up and brings the product to market.

We're back in action on Sales Unscripted! In this episode, we talk about hitting the reset button, setting goals around habits instead of outcomes, and working backwards to focus on what you can control every day. Tune in to learn how to stay on track all year long.

QA isn't just for product and dev teams—it matters in sales too. In this episode, Bryan and Margaret talk about why it's important to regularly check and test the processes you use every day, from email signatures, to videos, and attachments, so you don't end up setting it…and actually forgetting it.

Success in sales isn't about waiting for marketing or blaming slow seasons — it's about putting yourself in motion. In this episode, we dig into why consistent activity matters, how to self-motivate when things feel quiet, and small actions that build real momentum.

In this episode, we dig deeper into reducing no-shows. Learn how to stay top-of-mind with your prospects by building an expert persona, setting automated appointment reminders, and having multiple people on demos to boost your show-up rate. Plus, tune in to hear Bryan's "scoop email" trick!

No-shows suck the energy out of your day—especially when you've dedicated so much of your time and energy preparing for a demo. Bryan and Margaret talk about why it happens, how to avoid it, and why being more intentional with your scheduling can save your pipeline (and sanity).

In this episode, Margaret and Bryan dive into smart strategies– like cleaning up your pipeline, reconnecting with leads, and testing new sales techniques (including video!) to hit the ground running by summer's end. It's all about turning downtime into your secret weapon.

Think summer's a slow season? Think again. In this episode, we uncover the year-end blind spots that quietly sabotage your Q4 success. From skipping outreach to coasting through summer, here's how to stay sharp, sell smart, and set up a strong finish.