SalesTV Live Podcast

In this episode of SalesTV, we sat down with Alex Blakeway, VP of Sales Transformation at Forterro and author of “Blueprint to Sales Mastery”, to explore what really moves modern buyers. Alex shares how today’s best sellers are replacing demos with dialogue, leading with education, and building stronger customer relationships through collaboration, credibility, and continuous learning.

Sales isn’t about demos anymore. It’s about teaching, trust, and transformation. Learn how modern sales leaders help buyers see value before they buy - and why education wins over persuasion.

Chapters

00:00 Intro - Sales hasn’t changed, but buyers have

02:30 Why “Book a Demo” no longer works

06:30 Lead with education, not persuasion

09:00 Long-game selling & relationship building

11:30 Collaboration across customer success, delivery, and sales

15:00 Mentorship & self-learning in modern sales

19:00 The 1 Percent Formula - marginal = monumental gains

23:30 Sustaining motivation & building habits

26:20 The ONE THING – Lead with learning

In this episode, we asked…

* Why don’t demos close deals - and what actually does?

* How do I help buyers see value before they buy?

* What makes buyer education the new sales advantage?

* How can sales and marketing align around shared buyer learning?

* How can sales insights improve forecasting and product strategy?

* What’s the best way to build trust across the buying journey?

Key Takeaways

* Education builds trust. Buyers engage longer and buy faster when they learn something new.

* Sales drives collaboration. Cross-functional communication between sales, marketing, and customer success creates business intelligence that drives growth.

* Relationship is greater than Revenue. Long-term success depends on customer health, not just quarterly numbers.

* Lead with learning. The sellers who teach, guide, and align are the ones who win repeat business and internal advocacy.

The conversation reframes sales as a strategic connector inside the business - not just a revenue engine. Buyers expect insight, context, and value long before a proposal. By teaching instead of pitching, sales teams become trusted advisors who drive alignment between marketing, product, finance, and leadership.

This is the essence of Sales Mastery: transforming every sales conversation into an opportunity for learning and collaboration. When Sales equips buyers to make smarter decisions, the entire organization benefits - forecasts stabilize, retention improves, and revenue grows through trust, not pressure.

The ONE THING Alex Blakeway wants you to take away -

“If you lead with learning and lead with helping, you’ll always stand out - because buyers remember the people who taught them something valuable.”

About SalesTV

SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode explores sales, sales training, networking, and social selling, bringing together sales leaders, enablement professionals, and practitioners from across the globe.

About the Institute of Sales Professionals

The Institute of Sales Professionals (ISP) is the world’s only body dedicated to raising standards in sales. Through its Sales Capability Framework, certifications, and global member community, the ISP works to elevate sales to the level of a recognized profession.

@SalesTVlive @InstituteofSalesProfessionals

#SalesMastery #SalesStrategy #BuyerEnablement #SalesEnablement #SalesCollaboration

#Sales #SalesLeadership #LinkedInLive #Podcast

Stop Selling Start Collaborating

In this episode of SalesTV, Ed Arnold - co-founder of LeveragePoint and Value Coach at The Valorizer - explains how to make your customer the hero of their story, build stronger business cases, and eliminate “no-decision” outcomes by quantifying what truly matters.

In today’s sales environment, closing deals isn’t the finish line; it’s the starting point for creating real business value. The best salespeople don’t pitch harder - they collaborate smarter, aligning across teams and with customers to uncover the value hidden inside every deal.

Chapters

00:00 Intro – Stop Selling Start Collaborating

00:45 Making the customer the hero

05:00 Value discovery and storytelling

10:30 Quantifying productivity and ROI

15:00 Avoiding “no decision” outcomes

20:00 Discounts vs. real value

26:00 The One Thing - Know Your Customer’s Value

In this episode we asked:

* How do I help my customer become the hero in their story?

* What does “selling with” a customer look like in real life?

* Why do so many deals die in “no decision”?

* How do I quantify customer value and prove ROI?

* What’s the difference between value selling and selling on value?

* How do productivity and collaboration create hidden value in sales?

Key Takeaways:

* The real hero of every sales story is the customer, not the product.

* Value selling starts with discovery and collaboration, not a demo.

* Intangible value isn’t imaginary - it’s just unmeasured.

* Helping your buyer build a solid business case reduces discounting pressure.

* Confidence, not price, decides most B2B deals.

Ed Arnold reveals how value-based selling transforms the entire buying journey. By collaborating with marketing, product, and customer-success teams, sales leaders can quantify ROI, reduce discounting, and improve win rates. The episode dives into practical examples of how automation, productivity gains, and better business-case storytelling uncover the hidden value of sales. Learn why alignment across departments isn’t optional - it’s the engine of modern sales performance.

The ONE THING Ed wants you to take away:

Know your customer’s value. Value comes from use, not features, and it’s different for every customer.

About SalesTV

SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode explores sales, sales training, networking, and social selling, bringing together sales leaders, enablement professionals, and practitioners from across the globe.

About the Institute of Sales Professionals

The Institute of Sales Professionals (ISP) is the world’s only body dedicated to raising standards in sales. Through its Sales Capability Framework, certifications, and global member community, the ISP works to elevate sales to the level of a recognized profession.

@SalesTVlive @InstituteofSalesProfessionals

#ValueSelling #SalesCollaboration #SalesStrategy

#Sales #SalesLeadership #LinkedInLive #Podcast

In this episode of SalesTV, Brent Adamson - co-author of “The Challenger Sale”, “The Challenger Customer”, and “The Framemaking Sale” – sits down with Rob Durant to explain why sales teams must become Framemakers - helping customers simplify complexity, reduce decision friction, and build confidence in themselves. Brent shares how sales leaders can drive strategic value by shifting from supplier confidence to building buyer decision confidence.

In this conversation, Brent and Rob explore what happens when B2B buyers are overloaded with information yet unsure how to move forward. They reveal how sellers who coach customers through their own uncertainty become indispensable business partners - not just vendors.

Chapters

00:00 Intro – Why Sales needs Framemakers

01:11 From Revenue to Strategic Value

04:23 Decision Confidence - The Key to High-Quality Deals

09:05 Supplier Confidence vs Self-Confidence

13:03 The Three E’s of Framemaking - Establish, Engage, Execute

18:28 AI and the Rep-Free Experience

24:05 The Human Side of Sales - Empathy and Relationships

28:06 The ONE THING - Your biggest opportunity

In this episode we asked…

* How can sales teams drive strategic value beyond closing deals?

* What does it mean to be a Framemaker in modern B2B sales?

* How does Decision Confidence lead to better business outcomes?

* Why should sellers focus on customer self-confidence, not supplier credibility?

* How can empathy, access, and social proof turn sales into a strategic function?

* What can AI never replace about human connection in sales?

Key Takeaways

* The biggest driver of high-quality, low-regret deals is Decision Confidence - customers’ confidence in themselves, not in the supplier.

* “It’s not customers’ supplier confidence, but their self-confidence that matters most.” - Brent Adamson

* Sales professionals deliver strategic value by guiding customers through complexity, not pushing solutions.

* Social proof (“In working with other customers like you…”) is the language of confidence.

* AI can’t replace empathy - human connection remains the differentiator.

* Doing what’s right for sales and what’s right for humanity are now aligned.

Brent Adamson redefines what it means to sell in a world where B2B buyers are overwhelmed and 75% prefer a rep-free experience. His new book, The Framemaking Sale, introduces the concept of the Framemaker Mindset - sellers who help customers simplify complex choices and make confident decisions. This episode explores how to transform sales from a transactional revenue engine into a strategic business function that strengthens collaboration, builds relationships, and accelerates growth. Learn how Decision Confidence drives better outcomes, why sales strategy must evolve, and what it takes to become the one seller your customers want to talk to.

The ONE THING Brent Adamson wants you to take away -

Your biggest opportunity isn’t changing how customers think about you - it’s helping them change how they think about themselves. Confidence closes more deals than persuasion ever will.

About SalesTV

SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode explores sales, sales training, networking, and social selling, bringing together sales leaders, enablement professionals, and practitioners from across the globe.

About the Institute of Sales Professionals

The Institute of Sales Professionals (ISP) is the world’s only body dedicated to raising standards in sales. Through its Sales Capability Framework, certifications, and global member community, the ISP works to elevate sales to the level of a recognized profession.

@SalesTVlive @InstituteofSalesProfessionals

#StrategicValue #DecisionConfidence #FramemakingSale #BrentAdamson #SalesProfessionals

#Sales #SalesLeadership #LinkedInLive #Podcast

Personal branding in sales is more than polish-it’s proof. Discover how authenticity, ethics, and trust define your credibility as a sales professional in this exclusive SalesTV + ISP panel.

Through our partnership with the Institute of Sales Professionals, SalesTV gives you access to a conversation usually reserved for ISP members. Leaders from across generations explore how authenticity, preparation, and values shape the way salespeople are seen-and how professionalism turns credibility into opportunity.

Chapters

00:00 Introduction – What defines a professional brand?

04:00 Building trust through authenticity

09:00 Ethics, standards, and the ISP’s role

18:00 Balancing KPIs with meaningful conversations

22:00 Technology, AI, and the future of authenticity

28:00 Hard work, credibility, and legacy in sales

In this episode we asked -

* What does it mean to build a personal brand as a sales professional?

* How do you show people you are worthy of trust before they’ve worked with you?

* What are the challenges of building and amplifying your brand in sales?

* What has changed in sales over time, and what fundamentals remain the same?

Key Takeaways

* A personal brand built on authenticity drives lasting trust and reputation.

* Professional standards and ethics are the foundation of credibility.

* Meaningful conversations matter more than KPIs-they define how you’re perceived.

* Technology and AI can enhance reach, but only integrity sustains relationships.

* Sales success is still rooted in curiosity, preparation, and care.

Personal branding in sales isn’t about polish-it’s about proof. In this discussion, the panel explores how sales professionals can develop authentic brands that build trust and credibility. From aligning with professional standards to balancing technology and human connection, discover how ethics, preparation, and emotional intelligence set true professionals apart. Whether you’re a sales leader, sales enablement specialist, or early-career seller, this conversation reveals how to strengthen your reputation and elevate the profession of sales.

The ONE THING the ISP wants you to take away -

You can work for years to build your personal brand, but you can lose it in a minute by doing the wrong thing.

About SalesTV

SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode explores sales, sales training, networking, and social selling, bringing together sales leaders, enablement professionals, and practitioners from across the globe.

About the Institute of Sales Professionals

The Institute of Sales Professionals (ISP) is the world’s only body dedicated to raising standards in sales. Through its Sales Capability Framework, certifications, and global member community, the ISP works to elevate sales to the level of a recognized profession.

@SalesTVlive @InstituteofSalesProfessionals

#PersonalBrand #SalesTrust #Professionalism #SalesIntegrity

#Sales #SalesLeadership #LinkedInLive #Podcast

In this episode of SalesTV, doctoral researcher and VP of Sales Peter Clitheroe shares insights from more than 500 hours of study on sales ethics, leadership culture, and organizational behavior. Together we unpack why sales ethics fail not because of “bad reps,” but because of systems and cultures that reward short-term revenue over professional integrity.

Chapters

00:00 Intro – How Do Unethical Sales Practices Keep Happening?

01:00 Tone at the Top – Leadership Cascade and Culture

04:00 How Unethical Sales Practices Start Inside Organizations

06:45 Ethics vs Unethical Behavior – Defining the Line

09:50 Balancing Quota and Ethics in Sales

13:40 Building Trust and Integrity in Sales Teams

17:00 Peter’s PPRI Framework for Ethical Sales Leadership

23:00 How Middle Managers Should Respond to Unethical Practices

26:20 The ONE THING – Behavior Is the Outcome of Culture

In this episode we asked -

* What drives unethical sales practices to persist in organizations?

* Why do companies still tolerate unethical sales tactics from top performers?

* How do leaders align incentives with ethical selling?

* How can middle managers respond when they see unethical sales practices?

Key Takeaways include:

* Tone at the top matters. Leadership behavior sets the ethical climate.

* Compensation systems drive culture. Quotas and bonuses shape ethical or unethical behavior.

* Framework for prevention. Peter introduces his PPRI framework - Culture, Leadership Styles, and Manager Capability - to help organizations reduce unethical sales practices.

* Managers must not stay silent. Speaking up and rewarding ethical behavior build trust and sustain sales integrity.

Unethical sales practices can damage brand reputation, destroy customer trust, and erode long-term growth. Research shows that organizational culture, not any one individual, sustains these behaviors. When leaders fail to reinforce ethical norms, sales teams fill the void with their own rules. Middle managers play a critical role in breaking that cycle by modeling ethical leadership, coaching with integrity, and balancing quota and ethics in sales.

If you’re a sales leader or middle manager looking to strengthen your sales culture and integrity, this conversation will help you recognize how leadership culture shapes every deal-and what you can do to build a more ethical sales organization.

The ONE THING Peter Wants You to Take Away

“Unethical sales practices persist because culture sustains them, not because sellers don’t know better.”

About SalesTV

SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode explores sales, sales training, networking, and social selling, bringing together sales leaders, enablement professionals, and practitioners from across the globe.

About the Institute of Sales Professionals

The Institute of Sales Professionals (ISP) is the world’s only body dedicated to raising standards in sales. Through its Sales Capability Framework, certifications, and global member community, the ISP works to elevate sales to the level of a recognized profession.

@SalesTVlive @InstituteofSalesProfessionals

#SalesEthics #SalesCulture #EthicalSelling #SalesIntegrity #SalesProfession

#Sales #SalesLeadership #LinkedInLive #Podcast

What does it really mean to be a professional in sales? Dr. Jeremy Noad, co-author of “Selling Professionally: A Guide to Becoming a World-Class Sales Executive” and Founding Fellow of the Institute of Sales Professionals, joins host Rob Durant to explore how trust, credibility, and integrity shape modern sales professionalism.

In this conversation, Jeremy reveals why “doing what you say you’ll do” is the foundation of trust - and how keeping promises builds credibility both inside and outside your organization. From managing ethical trade-offs to leading teams by example, this discussion uncovers the habits that define true professionalism in sales.

Chapters

00:00 – Intro - How Trust and Credibility Build Sales Professionalism

01:00 – Why Professionalism Is a Mindset, Not a Certificate

02:10 – Trust Is the Currency of Selling

05:30 – Maintaining Integrity and Accountability When Others Cut Corners

07:30 – Keeping Promises and Building Long-Term Credibility

13:00 – Customer Advocacy and Ethical Sales Behavior

15:00 – Leading Teams Through Ethics and Observed Behavior

19:30 – Professionals Think Long Term - Not Just This Quarter

23:40 – The ONE THING - Keep Your Promises to Build Trust

In this episode we asked…

* How do you define professionalism in sales?

* How do I hold myself accountable when everyone else is cutting corners?

* What practices separate a sales professional from someone who just “does sales”?

* How do sales leaders mentor teams to live ethics and integrity in every interaction?

Key Takeaways

* Sales professionalism starts with integrity. Professionals keep their promises - even when no one is watching.

* Trust is the currency of selling. Each commitment kept is a deposit into the credibility account that earns long-term loyalty.

* Ethical leadership sets the tone. Teams mirror the behaviors leaders permit and the standards they enforce.

* Professionals think long-term. Short-term sellers chase transactions; professionals build relationships that last.

* Accountability fuels credibility. Internal promises kept are just as vital as external commitments delivered.

When customers trust a salesperson, they aren’t just buying a product - they’re investing in a relationship. As Jeremy explains, sales professionalism is built on a simple sequence:

Keep your promises → Earn trust → Gain credibility → Be seen as a professional

That principle applies across every sales environment - B2B, enterprise, and emerging markets - and aligns with the ISP Sales Capability Framework Self, Ethics & Integrity quadrant.

The ONE THING Jeremy wants you to take away from this discussion -

“Do what you say you’re going to do. Keep your promises. That will build trust. And that is being professional.”

About SalesTV

SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode explores sales, sales training, networking, and social selling, bringing together sales leaders, enablement professionals, and practitioners from across the globe.

About the Institute of Sales Professionals

The Institute of Sales Professionals (ISP) is the world’s only body dedicated to raising standards in sales. Through its Sales Capability Framework, certifications, and global member community, the ISP works to elevate sales to the level of a recognized profession.

@SalesTVlive @InstituteofSalesProfessionals

#SalesProfessionalism #SalesEthics #SalesIntegrity #SalesTrust #B2BSales #SalesStrategy #SalesEnablement #Professionalism

#Sales #SalesLeadership #LinkedInLive #Podcast

What truly defines professionalism in sales? In this episode of SalesTV.live, host Rob Durant and guest Jon Nicholson explore how integrity, conduct, and continual learning elevate sales from a job to a profession. Jon shares why “Professionalism starts with how you show up” and how ethical behavior, consistency, and standards of conduct shape both personal credibility and the reputation of the entire profession.

Chapters

00:00 Intro – Is Sales a Profession or Just a Job

01:10 Jon Nicholson’s background and leadership journey

03:10 When sales is a job vs when it becomes a profession

05:10 How professionalism starts with how you show up

07:10 Sales as a service – why ethics matter

10:20 Onboarding and developing young sales talent

13:30 Coaching vs managing – building capability not compliance

15:30 How early-career sellers build credibility and trust

18:45 Balancing quota pressure with continuous learning

21:40 The value of career-long development and reflection

23:40 Final takeaway – professionalism starts with how you show up

In this episode, we asked:

* What makes someone a sales professional

* How does professionalism show up in everyday interactions with customers and colleagues

* How can ethics and integrity strengthen credibility in sales

* What would move sales closer to recognition alongside established professions like law, medicine, and teaching

* Would formal standards or licensing help sales gain professional status

Key Takeaways

* Professionalism in sales is proven through consistent behavior, not claimed by title or quota

* Ethics and integrity build credibility and lasting trust with customers and colleagues

* Sales is a service - focusing on helping, not just selling, elevates both buyer and seller

* True professionals keep learning; continual development keeps skills and ethics aligned with today’s business world

* Treating sales as a profession means holding yourself to standards that earn respect across industries

Professionalism in sales goes beyond hitting quota or achieving targets. It’s about consistency, integrity, and showing up every day with purpose. In this conversation, Jon Nicholson explains how the standards that define great sellers-ethics, empathy, and continuous learning-also define great organizations. We discuss why credibility in sales begins with trust, how professionalism influences customer perception, and what sales teams can do to elevate the reputation of the entire profession. Whether you’re new to sales, leading a team, or shaping enablement strategy, this episode highlights the behaviors and mindsets that separate professionals from performers.

The ONE THING Jon wants you to take away from this discussion -

Professionalism in sales isn’t something you claim by title or quota. It’s something you prove through how you show up - with integrity, ethics, and consistency.

About SalesTV

SalesTV.live is a weekly talk show created by salespeople, for salespeople. Each episode explores sales, sales training, networking, and social selling, bringing together sales leaders, enablement professionals, and practitioners from across the globe.

About the Institute of Sales Professionals

The Institute of Sales Professionals (ISP) is the world’s only body dedicated to raising standards in sales. Through its Sales Capability Framework, certifications, and global member community, the ISP works to elevate sales to the level of a recognized profession.

@SalesTVlive @InstituteofSalesProfessionals

#Sales #Professionalism #SalesEthics #SalesIntegrity #SalesCapability #LinkedInLive #Podcast

In this Special Edition of SalesTV, we dive into the intricacies of stepping up from a successful sales role to becoming an effective sales leader, with insights from our guest Volker Ballueder. Discover how the transition from seller to sales leadership is more than just a title change and how to navigate the unexpected challenges that come with it. Learn about emotional intelligence, leading with empathy, and the unexpected hurdles faced when you move from hitting your own targets to supporting a team. Gain valuable insight into adapting your mindset to focus on team success rather than just individual achievements.

Highlights

03:47 Sales to sales leadership transition

13:54 Management guidance for new leaders

18:42 Balancing personal and team targets

21:21 Promotion challenges and tough decisions

This was a Special Edition of SalesTV.

You can find a link to our upcoming live shows at https://SalesTV.live

#SalesLeadership #SalesDevelopment #PersonalChange #ChangeManagement #Sales #SalesEnablement #Pipeline #LinkedInLive #Podcast

In this episode of SalesTV, Jon Bratton, Senior Director of sales at Unit Q, shares his experiences from Microsoft, Snowflake, Hivemind, and UnitQ, providing a detailed narrative on mastering the dynamic balance between individual roles and sales leadership. He discusses the significance of understanding one's motivation before pursuing sales leadership and outlines potential pitfalls of stepping into management too soon. Uncover the benefits of garnering diverse management experiences and how they shape effective leadership styles. Jon also touches upon the often-overlooked advantage of being an impactful individual contributor and why it's not just a steppingstone to broader responsibilities.

Highlights

05:49 Evolving perspectives on leadership roles

07:34 Learning from diverse management styles

14:47 Passion fuels success and leadership

22:50 Success isn't always linear

SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT.

Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success.

You can find a link to our upcoming live shows at https://SalesTV.live

#CareerGrowth #SalesCareers #ProfessionalDevelopment #Sales #SalesLeadership #SalesEnablement #Pipeline #LinkedInLive #Podcast

In this episode of SalesTV, discover how mapping, not pitching, can drive sales success with insights on stakeholder relationships from global account manager and author, Dr. Ryan O'Sullivan. We unpack the concept of relationship mapping and its critical role within global account management. learn why conventional pitching strategies may no longer suffice and learn how to leverage relationship mapping to identify key influencers within large organizations. Mapping the right individuals ties directly into sustainable growth and not just quick wins. Hear step-by-step guidance on building these relationships - moving beyond the ordinary organizational chart and leveraging internal networks to gain insights and establish trust.

Highlights

03:37 Targeted relationship building strategy

09:10 Mapping and building strategic relationships

14:36 Building executive relationships effectively

23:22 Fostering business relationships tactics

SalesTV.live Mid-Day Edition broadcasts live on Tuesdays at Noon ET/ 9:00am PT.

Join us for the latest thinking, engaging chat, and lively debate on the world of sales. Where Sales Meets Success.

You can find a link to our upcoming live shows at https://SalesTV.live

#KeyAccountManagement #EnterpriseSales #RelationshipMapping #StrategicSelling #Sales #SalesLeadership #SalesEnablement #Pipeline #LinkedInLive #Podcast