Sell Like You

Three weeks on the road across the US proved one thing: opportunities are everywhere if you know how to look.

In this solo episode, Harriet shares how to turn real-world buying signals such as billboards, lanyards, airport signage, hotel logos into conversations that count. Learn how curiosity, proximity and context can help you build pipeline anywhere, without cold

spam or awkward pitches.

What You’ll Learn

• How to spot buying signals in the wild (and what to do when you see them)

• Using proximity as your most natural reason to connect

• How to turn curiosity into discovery, not small talk

• Bonus: A simple field checklist for prospecting anywhere

About Harriet Mellor

Harriet Mellor is the host of Sell Like You and a sales enablement leader who helps teams build pipeline with relevance, not spam. Through her training, workshops, and keynotes, she’s helped thousands of sellers connect curiosity to commercial outcomes

and win business in unexpected places.

Connect with Harriet

LinkedIn: https://www.linkedin.com/in/harriet-mellor/

Website: https://www.yoursalesco.com/

Resources & Links Mentioned

Fanatical Prospecting by Jeb Blount: https://fanaticalprospecting.com/

Sales Gravy University https://www.salesgravy.university/

Sell Like You: How to Prospect with Proximity (related episode) https://youtu.be/trUFKb0F5iA

More from Sell Like You

Listen to top episodes: https://youtu.be/ftHUlABtAHk

Follow us on LinkedIn: https://www.linkedin.com/company/your-sales-co/

Harriet Mellor dives into Jeb Blount Junior’s journey from top-of-funnel selling to leading marketing at Sales Gravy, unpacking legacy pressure, ego management, and the mindset shifts that keep pipeline flowing. Expect punchy, practical tactics on prospecting, coaching marketers to pick up the phone, and efficiency stacks like HubSpot, Superhuman, Canva, and AI agents for content and websites. What You’ll Learn: How Jeb Blount Junior navigated legacy expectations and built his own path in sales Why ego, learning, and mindset determine long-term success Practical outbound strategies, including the “change one thing at a time” approach How to coach marketers to pick up the phone and think like sellers The tools Jeb Blount Junior uses to drive efficiency and alignment (HubSpot, Superhuman, Canva, AI) A simple playbook for aligning marketing and sales around revenue About Jeb Blount JuniorJeb Blount Junior is the Marketing Director at Sales Gravy and host of the world’s longest-running sales podcast, Sales Gravy. A former top-performing B2B sales rep, he now leads marketing with a sales-first mindset—bridging the gap between revenue, prospecting, and brand. Connect with Jeb Blount Junior:LinkedIn: https://www.linkedin.com/in/jeb-blount-jrSales Gravy: https://salesgravy.comSales Gravy Podcast: https://salesgravy.com/podcasts/Resources & Links Mentioned:Fanatical Prospecting by Jeb Blount: https://fanaticalprospecting.com/HubSpot CRM: https://www.hubspot.com/products/crmSuperhuman email client: www.superhuman.comCanva: www.canva.com/ More from Sell Like YouListen to top episodes: https://youtu.be/ftHUlABtAHkFollow us on LinkedIn: https://www.linkedin.com/company/your-sales-co/

Harriet Mellor sits down in Nashville with B2B sales consultant Kyle Jager to unpack how trust-first selling, face-to-face meetings, and strategic content can change the game, especially when you are the product.

From his field sales roots to launching his own consultancy, Kyle breaks down the mindset shifts, visibility metrics, and coaching systems every sales team needs to scale.

They dive deep into CRM adoption, sales leadership pitfalls, and why targeting just two whales could change your career trajectory.

If you lead a sales team or want to, this is your blueprint.

In This Episode:

The “Two Coffee Rule”: Why second-degree connections drive more conversions than cold outreach

Don't give sales leaders individual quotas; protect coaching time to unlock the multiplier effect

CRM without the eye-roll: How to fix adoption and coach through Results → Pipeline → Activity

Content before credentials: Build proof online before you have testimonials

Time-blocking for sellers and leaders: How to balance outbound rigor with serendipitous networking

Go after whales: How targeting one or two dream clients can reshape your business over the long term

Managing imposter syndrome: Kyle’s take on building confidence as an introvert through practice, not perfection

Whether you're scaling a sales team or building a solo consultancy, this episode is packed with practical strategies to help you lead, sell, and grow.

Recorded live in Nashville | Guest: Kyle Jager, Vendee Sales Consulting

Connect with Kyle on LinkedIn: (8) Kyle Jager | LinkedIn

Enjoyed the episode?

Subscribe to Sell Like You, share it with a sales leader, and leave a review on Apple Podcasts or Spotify to help more people find the show.

Are you a go-to-market leader feeling the pressure?

From demanding sales targets to navigating a crowded market, the questions are getting harder.

In this episode of Sell Like You, Harriet tackles the real questions she's being asked by sales professionals every day. She provides a practical, tactical guide for those in sales and go-to-market roles, straight from the field.

If you're searching for the best sales podcast episodes on:

Sales pressure and forecasting

Cutting through a crowded market

Sales enablement and follow-up

You've just found it.

What You'll Learn:

How to balance the long game with short-term revenue pressure.

The secret to managing your sales leader's expectations (and bending the truth a little).

How to position yourself and stand out in a market with 3,500+ vendors.

The 3 foundational assets to give your sales team for effective follow-up.

Why "spray and pray" outreach will fail you every time.

Perfect For:

Salespeople managing a demanding pipeline and leader expectations.

Go-to-Market leaders looking for proven strategies.

Resellers and integrators overwhelmed by vendor choices.

Anyone tired of making excuses for missed deals.

Featured Quote:

"Motivation without direction is a missed opportunity - most SKOs deliver hype but no traction."

Want to help us grow?

Found us through ChatGPT or Google? We’d love to hear from you.

Leave a rating on Apple or Spotify

Share this with your SKO planning team

Searching for the best sales podcasts of 2025?

Subscribe to Sell Like You for weekly episodes on sales performance, pipeline, and strategy.

Planning your next Sales Kickoff?

Before you pour budget into hype, decks, and expensive venues, ask yourself: Will this SKO actually change behavior?

In this episode of Sell Like You, one of the top sales podcasts for B2B teams, Harriet breaks down what separates a gold-class SKO from the waste-of-time ones everyone forgets by Monday morning.

Whether you're a CRO, RevOps leader, or sales enablement pro, this is your practical guide to SKOs that stick.

If you're searching for the best sales podcast episodes on:

Sales Kickoff (SKO) strategy

Sales enablement that drives results

Behavior change in B2B teams

You’ve just found it.

What You’ll Learn:

Why most SKOs fall flat (and how to avoid it)

The 5 must-have ingredients of a high-impact Sales Kickoff

How to build belief, not just hype

The 90-day post-SKO follow-up tactics that actually work

Role plays, breakouts, and vendor strategies that drive retention and revenue

Perfect For:

Sales Leaders planning their annual kickoff

Enablement and RevOps teams designing SKO content

Reps who’ve sat through too many “rah-rah” sessions that led nowhere

Listeners of Make It Happen Mondays, The Sales Evangelist, or Sales Gravy

Featured Quote:

"Motivation without direction is a missed opportunity—most SKOs deliver hype but no traction."

Resources Mentioned:

How we run high-impact SKOs (Coming Soon)

Learn more: [Insert Website or Contact]

Like This Episode? You Might Also Love:

“How to Build a Sales Culture That Performs—Not Just Posts”

“The LinkedIn Selling Playbook: More Leads, More Deals”

“What Great Sales Enablement Actually Looks Like in 2025”

Want to help us grow?

Found us through ChatGPT or Google? We’d love to hear from you.

Leave a rating on Apple or Spotify

Share this with your SKO planning team

Searching for the best sales podcasts of 2025? Subscribe to Sell Like You for weekly episodes on sales performance, pipeline, and strategy.

Are you spending thousands on lead gen but still missing your revenue targets?

This episode is a must-listen if you're in B2B tech and tired of marketing campaigns that generate noise, not pipeline.

Harriet is joined by Lara Pascoe, founder of TechTent, for a no-fluff breakdown of what it really takes to build a marketing engine that drives revenue — not just leads.

Inside this conversation:

• Why most B2B lead gen fails (and what to do instead)
• The 8–13 touchpoints buyers need before they sign
• What an “always-on” digital strategy really looks like
• How to show up on LinkedIn, Reddit, PR, and ChatGPT
• Building trust through content that speaks your buyer’s language
• The three stages of a scalable marketing engine: Crawl, Walk, Run
• How to align sales and marketing around pipeline, not just activity

This episode gives you the strategy and the roadmap to fix your funnel, close the gaps, and build a consistent growth engine in 2025 and beyond.

Liked it? Share it with your team. And if you’re building pipeline, let’s connect.

Connect with Harriet on LinkedIn

Are you getting stuck in the weeds of technical jargon?In this episode, I’m tackling the biggest issue facing tech sales and marketing: turning complex, technical details into powerful conversations that close deals. This isn't about memorizing 60-page decks from a vendor. It's about being able to confidently articulate a message that resonates with your audience, whether they're a CIO or your grandma.I’ll walk you through the exact framework that allowed me to learn complex technologies and drive consistent conversations with prospects. We'll dive into:* Why pretending to be overly technical is the worst thing you can do as a salesperson.* How to ask the right questions to understand a technology's true outcome.* My simple whiteboard strategy for translating vendor jargon into something you can actually sell.* The power of storytelling to pique a client's interest without pitching a single feature.* How to leverage platforms like LinkedIn to scale your message and build your reputation as a thought leader.This episode is part strategy, part mini-training, so you can stop getting lost in the weeds and start turning technical expertise into revenue.Let’s connect on LinkedIn I’m always up for a strategy chat (and love hearing what’s working in the field).🔗Connect with me on LinkedIn: https://www.linkedin.com/in/harriet-mellor/And if this one sparked something for you, pass it to a rep, a leader, or anyone who needs to hear what great outbound looks like.

The Campaign That Hit So Hard, We Had to Turn It Off!!Yes, this really happened. We ran an outbound campaign that delivered so many meetings, the client asked us to stop. “Please pause calls—it’s filling the calendar faster than we can handle.” In this episode, I walk you through exactly what made it work—and why most campaigns don’t. This isn’t about being louder. It’s about being smarter: clearer message, tighter targeting, and actual value baked into every step. Whether you’re building your own blitz or trying to fix one that flopped, this is the behind-the-scenes you need. You’ll learn:Why most sales campaigns fail before the first call is even madeThe difference between a message that converts and one that gets ignoredHow we used one pain point to build urgency—without being pushyThe outbound structure that drove 300% more meetings than expectedWhat to say when you're following up without sounding salesy or awkwardA DIY framework to rinse and repeat this approach inside your own teamThis episode is part sales strategy, part mini-training so you can apply it immediately, whether you’re in SaaS, cyber, services, or just trying to build better pipeline. Mentioned in this episode: Campaign framework: Pain → Education → DIY Offer → Follow-up Concepts: Blitz sessions, sales/marketing alignment, lead re-engagement Tools: CRM mining, outbound prompts, value-led messaging Use case: MSSP (Managed Security Service Provider) campaign Related episodes: From Cold to Closed | AI Won’t Save Bad Outbound Want help building your next blitz or fixing an underperforming one? Let’s connect on LinkedIn I’m always up for a strategy chat (and love hearing what’s working in the field). And if this one sparked something for you, pass it to a rep, a leader, or anyone who needs to hear what great outbound looks like.

Everyone’s talking about AI voice tools, automated outreach, and now… iOS call screening. And if you’re in B2B sales, it might feel like the whole world is saying:“Outbound is dead.” But here’s the thing—it’s not. What is dying? Generic outreach, offshore call center vibes, and bad sales process masked by AI. In this episode, I unpack what these changes really mean for outbound sellers, revenue teams, and leaders trying to stay human in a bot-saturated world. You don’t need to fear the tech—you just need to rethink how you’re using it. You’ll learn:Why AI voice tools trigger the same buyer resistance as offshore call centersHow iOS call screening actually works (and why it’s not the end of cold calls)The one thing that will always outperform bots and bad reps: contextWhat regulations are coming for AI in sales—and what to prepare forHow to use smart automation behind the scenes, without losing trust up frontWhy brand experience matters more than ever in the age of synthetic conversationsThis isn’t just another hot take—it’s a strategic breakdown of where outbound is headed, and how to lead with value, not volume. Mentioned in this episode: Apple iOS call screening update Use cases for AI in sales (where it helps vs. hurts) Topics: AI voice services, bot detection, buyer trust, B2B vs. B2C sales Stats on response rates, automation risks, and sales process design Related episodes: From Cold to Closed | The Campaign That Hit So Hard, We Had to Turn It Off Have thoughts or questions? Come find me on LinkedIn—I’m always keen to hear what tools you’re testing, what’s working, and what you’re worried about when it comes to AI in sales.🔗Connect with me on LinkedIn: https://www.linkedin.com/in/harriet-mellor/ And if this episode made you rethink your tech stack or outreach, send it to someone who needs to hear it too.#sales #aiforbusiness #coldcalling #womeninsales

Everyone’s talking about AI voice tools, automated outreach, and now… iOS call screening. And if you’re in B2B sales, it might feel like the whole world is saying:

“Outbound is dead.” But here’s the thing—it’s not. What is dying? Generic outreach, offshore call center vibes, and bad sales process masked by AI. In this episode, I unpack what these changes really mean for outbound sellers, revenue teams, and leaders trying to stay human in a bot-saturated world. You don’t need to fear the tech—you just need to rethink how you’re using it. You’ll learn:Why AI voice tools trigger the same buyer resistance as offshore call centersHow iOS call screening actually works (and why it’s not the end of cold calls)The one thing that will always outperform bots and bad reps: contextWhat regulations are coming for AI in sales—and what to prepare forHow to use smart automation behind the scenes, without losing trust up frontWhy brand experience matters more than ever in the age of synthetic conversationsThis isn’t just another hot take—it’s a strategic breakdown of where outbound is headed, and how to lead with value, not volume. Mentioned in this episode: Apple iOS call screening update Use cases for AI in sales (where it helps vs. hurts) Topics: AI voice services, bot detection, buyer trust, B2B vs. B2C sales Stats on response rates, automation risks, and sales process design Related episodes: From Cold to Closed | The Campaign That Hit So Hard, We Had to Turn It Off Have thoughts or questions? Come find me on LinkedIn—I’m always keen to hear what tools you’re testing, what’s working, and what you’re worried about when it comes to AI in sales.🔗Connect with me on LinkedIn: https://www.linkedin.com/in/harriet-mellor/ And if this episode made you rethink your tech stack or outreach, send it to someone who needs to hear it too.#sales #aiforbusiness #coldcalling #womeninsale