The most successful sales reps have one thing in common: they invest in themselves.

In this episode of The Sales Advantage Podcast, we talk about why personal and professional development is no longer optional for sales professionals who want to grow. Investing in yourself gives you a clear advantage over reps who do the same things year after year and wonder why nothing changes.

We answer the questions sales reps ask most often, including why investing in yourself matters, what areas are worth investing in, whether training is really worth it, how long it takes to see results, and where the best place to start is. We also discuss why growth often feels uncomfortable, why learning can be scary, and why the reps with the most passion and desire are the ones who seek out training even when it comes with growing pains.

Many sales reps are asking for more education because they are not getting it anywhere else. They want to sharpen their skills, build better systems, and do their jobs better. That commitment to learning is what creates long-term sales success.

If you are ready to invest in how you sell, how you manage your territory, and how you connect with customers, there are two clear next steps.

Hybrid Sales Advantage® is designed for sales reps who want a complete hybrid sales strategy. It teaches inside sales skills, shows you how to blend phone work with in-person appointments, and includes a customized CRM setup for your territory with training on how to use it daily.

👉 Learn more about Hybrid Sales Advantage®:

https://www.brokenvesselsales.com/hybridsalesadvantage

If you are ready to get organized and use a CRM with confidence but are not ready for a full hybrid sales strategy yet, CRM Advantage is a done-with-you CRM setup and training program. It focuses on cleaning up customer data, customizing your CRM, and helping you build consistent daily habits.

👉 Learn more about CRM Advantage:

https://www.brokenvesselsales.com/crmadvantage

Investing in yourself is not an expense. It is a competitive advantage that compounds over time. Listen now and take the first step toward the growth you want to see.

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Sales reps ask this question all the time: What’s the difference between Hybrid Sales Advantage and CRM Advantage, and how do I know which one I need?

In this episode of The Sales Advantage Podcast, we clearly break down both programs so you can choose the right next step based on where you are in your sales journey.

Hybrid Sales Advantage® is designed for sales reps who want a complete hybrid sales strategy. It teaches inside sales skills, shows you how to blend phone work with in-person appointments, and helps you connect with all of your customers, not just the ones you see on the road. This program also includes a fully customized CRM setup for your territory and training on how to use your CRM daily to manage follow-up, opportunities, and customer relationships.

CRM Advantage was created for sales reps who know they need a CRM but are not ready for a full hybrid sales strategy yet. This is a done-with-you program where we clean up customer lists together, customize the CRM to match how you work, handle the setup for you, and train you to confidently use your CRM every day. CRM Advantage does not include hybrid sales strategy, inside sales training, or territory segmentation, and that is intentional. It focuses on organization, clarity, and consistency.

In this episode, you will learn who each program is for, who it is not for, what is included and not included, and how each program benefits sales reps in different seasons of their business. If you have questions on either program, email us at [email protected].

If you are ready to change how you sell, maximize your territory, and blend inside and outside sales into one clear strategy, learn more about Hybrid Sales Advantage® here:

👉 https://www.brokenvesselsales.com/hybridsalesadvantage

If you are ready to get organized, clean up your customer data, and finally use a CRM with confidence, learn more about CRM Advantage here:

👉 https://www.brokenvesselsales.com/crmadvantage

Clarity leads to confidence, and confidence creates momentum. Listen now and choose the program that fits where you are right now.

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One-size-fits-all no longer works in sales. Customization is what makes you stand out, build trust, and create solutions customers actually want.

In this episode of The Sales Advantage Podcast, we talk about why customized solutions matter at every level of the sales process. Retailers customize their assortments to meet the needs of different shoppers. Vendors create multiple product lines and price points to serve a variety of buyers. Sales reps must do the same because no two retailers buy the same products, in the same quantities, or in the same way.

You will learn the three essential steps to successful customization. First, how asking better questions uncovers what truly matters to your customer. Second, how to identify the key elements that need to be customized rather than trying to change everything. Third, how to present a solution that feels specific, relevant, and valuable to each customer.

We also discuss why your systems need to support customization. Training programs, sales processes, and CRMs should be built around how you work and how your customers buy, not forced into a one-size-fits-all approach.

If you want practical tools to support customization, join my upcoming workshop on Tuesday, February 17th at 6 PM CT, Excel Without the Headache: A Sales Rep’s Way to Clean and Use a Sales Report from MarketTime. This workshop will help you export sales reports from MarketTime, organize them in Excel, and focus on the right customers and opportunities.

You can register using the link in the show notes.

👉 Register here: https://www.brokenvesselsales.com/excelworkshop

Sales reps have also asked for a CRM solution that works for them even if they are not ready for a full hybrid sales strategy. That is why I created CRM Advantage, a done-with-you CRM setup and training program customized to how you sell and how your customers buy.

Learn more about CRM Advantage using the link in the show notes. For a limited time, enroll with a friend and you both receive 20 percent off.

👉 Learn more: https://www.brokenvesselsales.com/crmadvantage

Customization is what makes you unique and keeps customers engaged.

Listen now and start building solutions designed to fit how you sell.

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January trade shows are over, and now it’s time to turn conversations into sales.

If you’re a sales rep coming home from market with great conversations, verbal commitments, and notes scattered across notebooks, emails, photos, and PDFs, this episode is for you.

In this episode of The Sales Advantage Podcast, we talk about why trade show momentum is often lost after the show—and how simple systems help sales reps capture follow-up, stay organized, and move opportunities forward.

You’ll hear the story of a sales rep who logged quick notes and follow-up tasks in her CRM throughout market, so when the show ended, she didn’t feel overwhelmed or behind. She left with clarity, confidence, and a clear follow-up plan, without trying to remember everything.

In this episode, you’ll learn:

• Why relying on memory after trade shows leads to missed follow-up

• How to organize notes, conversations, and next steps in one place

• Why clarity and structure create confidence and momentum

• Why a CRM is the foundation for consistent follow-up

📊 February Sales Rep Workshop: Excel Without the Headache A Sales Rep’s Way to Clean and Use a Sales Report from MarketTime

🗓 Tuesday, February 17th at 6 PM CT

Learn how to export MarketTime sales reports, clean them in Excel, and sort and filter your data so you know exactly where to focus.

👉 Register here: https://www.brokenvesselsales.com/excelworkshop

🧠 CRM Advantage

Ready for a CRM, even if you’re not ready for hybrid sales yet?

CRM Advantage is a done-with-you CRM setup and training program built for sales reps who want clarity without overwhelm.

👉 Learn more: https://www.brokenvesselsales.com/crmadvantage

🎉 Bonus: Enroll with a friend and you both get 20% off.

You didn’t go to market for a tote bag—you went to create opportunity.

Let’s make sure it pays off.

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Trust is the foundation of every successful sales relationship. In this episode of The Sales Advantage Podcast, I talk about why building trust with customers matters more than ever and how trust directly impacts sales, loyalty, and long-term growth.

We are living in a trust recession. Buyers are overwhelmed by marketing messages and social media highlights that are not always accurate. Because of that, customers are more cautious about who they buy from and who they listen to.

This episode breaks down what happens when customers trust you, what happens when they do not, and how trust shows up in real sales results.

You will learn practical ways to build trust through consistent communication, doing what you say you will do, transparency, and adding real value instead of noise. We also talk about why systems like a CRM and phone sales strategies are essential for staying consistent and showing up prepared for every customer.

If you want stronger relationships, more consistent orders, and customers who rely on you, trust has to be built intentionally.

👉 Ready to build trust with all of your customers and close more sales: Join Hybrid Sales Advantage® to learn how to consistently connect, stay organized, and build trust-based relationships that drive sales.

🔗 EnrollP16 here: https://www.brokenvesselsales.com/hybridsalesadvantage.

Our next 8-week group training calls start the week of February 9th.

Trust is the sales advantage you need this year.

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Do have bad habits? Many sales reps are struggling because of habits that quietly work against them.

In this episode of The Sales Advantage Podcast, I break down the five bad sales habits that slow the sales cycle, damage trust, and cost real revenue.

We talk about habits like only reaching out when you want an order, relying on memory instead of systems, avoiding phone calls, not following up enough, and winging it without a plan. I explain why these habits hurt buyers, stall sales, and drain your energy and then share what to do instead so you can build consistency and confidence.

This episode is packed with practical insights, real-world sales examples, and data-backed reasons why changing these habits leads to stronger relationships and more consistent sales.

If you are ready to replace bad habits with systems that support follow-up, organization, and customer connection, this episode will show you where to start.

👉 Want help building better sales habits that actually stick:

Join Hybrid Sales Advantage® to learn phone strategies, CRM organization, and consistent sales systems that help you build trust and close more sales.

🔗 Enroll here: https://www.brokenvesselsales.com/hybridsalesadvantage. Our next 8-week group training calls start the week of February 9th.

Good habits create great sales results. Consistency is the real sales advantage.

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Feeling overwhelmed at the start of the year is common for sales reps. Big sales goals, long customer lists, endless follow-ups, and a growing to-do list can make it hard to know where to start.

In this episode of The Sales Advantage Podcast, I talk about why so many sales professionals feel stuck and what to do first to break through the overwhelm.

We unpack what actually causes overwhelm in sales and why it is not a motivation problem but a strategy problem. I share a powerful visual from a sales rep who described the feeling as trying to push a giant boulder that will not move. The good news is that once you get the boulder moving, momentum builds quickly.

In this episode, you will learn the first three steps to take when you feel overwhelmed so you can start moving forward immediately. We focus on simplifying your actions, prioritizing customer connection, and creating a repeatable daily rhythm that reduces stress and creates sales momentum.

If you want a clearer plan, stronger consistency, and a way to reach your customers without burning out, this episode will help you reset and refocus.

👉 Ready to turn overwhelm into momentum

Join Hybrid Sales Advantage™ to learn proven phone strategies, customer planning, and CRM systems that help you stay organized and confident.

🔗 Enroll here: https://www.brokenvesselsales.com/hybridsalesadvantage

Our next 8-week group training calls start the week of February 9th. Enroll now and start the year with clarity and control.

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If your customers aren’t ordering, it’s easy to blame the market, but more often than not, the real issue is strategy. In this episode of The Sales Advantage Podcast, I break down why customers are still buying, how fast things are changing, and why a lack of consistent connection is costing sales reps real revenue.

If you haven’t contacted a customer in 6, 12, or even 18 months, you’ve likely missed buyer changes, store closures, merchandising shifts, out-of-stock issues, and reorder opportunities. I share a real example of calling a dormant account, connecting with a new buyer, asking the right questions, reviewing a display, and turning one conversation into a $250 order that set the store up for Valentine’s Day.

You’ll learn why consistent follow-up matters, how often customers actually need to hear from you, and what a modern sales strategy looks like when you combine inside sales, field visits, and a CRM to stay organized.

If you’re ready to stop guessing, reconnect with more customers, and build a strategy that actually drives orders, this episode will show you where to start.

Want help implementing this? Join Hybrid Sales Advantage™. Our next 8-week group coaching starts the week of February 9th.

Learn more at www.brokenvesselsales.com/hybridsalesadvantage

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In this episode of The Sales Advantage Podcast, I’m thrilled to welcome Jeni Rieger, an independent sales rep for Stephen Young and Next Step, a key account manager, and someone I’ve had the privilege of working with inside Hybrid Sales Advantage™. Jeni isn’t just a talented sales rep; she’s a thought leader, a strategic thinker, and someone who recognizes that as customers evolve, the way we sell has to evolve too.

Jeni shares openly about what “the old way” of selling looked like for her, like long days on the road, constant exhaustion, and the pressure of managing hundreds of customers without a system. Like so many reps in our industry, she knew something wasn’t working… but change felt overwhelming.

In this conversation, we dive into:

✨ What burnout looked like for her as a high-performing rep

✨ Why so many sales reps resist changing what’s familiar

✨ The moment she realized something had to change

✨ How Hybrid Sales Advantage™ helped her shift from chaos to clarity

✨ What surprised her about learning phone strategies, segmentation, and CRM skills

✨ The wins she’s seeing now in her territory

✨ What she’d tell a rep who feels “too busy” to learn something new

Jeni’s story is honest, relatable, and deeply encouraging, especially if you’re a sales rep who is tired, overwhelmed, or unsure how to keep up with the changing expectations of today’s buyers.

If you’ve been wondering whether Hybrid Sales Advantage™ could help you break out of survival mode and into a more strategic, organized, and profitable way of selling, Jeni’s journey will give you a real-world look at what’s possible. Enroll in Hybrid Sales Advantage™ at www.brokenvesselsales.com/hybridsalesadvantage

I’m so grateful Jeni joined me for this conversation, and I can’t wait for you to hear her insights.

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Today’s episode of The Sales Advantage Podcast is a personal one for me. I’m welcoming my husband, Derek Grooters, as my guest—not just because he’s my favorite person, but because his journey into sales offers powerful lessons for anyone selling today.

Derek has spent 23 years in law enforcement as a police sergeant, building trust, asking the right questions, and leading with integrity. More recently, he stepped into a part-time sales role selling police vehicles to police departments for ESU Pursuits, a completely different world on the surface, but one that relies on many of the same fundamentals: relationships, consistency, follow-up, and trust.

In this episode, we talk honestly about what Derek thought sales would be like versus what it actually is, the mindset shift required to move from relying on memory to using a CRM, and why inside sales strategies like regular phone calls, thoughtful follow-ups, and staying visible made such a difference over time.

We also unpack common myths around inside sales being “pushy” and talk about how Derek approached sales in a way that felt professional, respectful, and relationship-driven. You’ll hear how consistency, not quick wins, built credibility, improved responses from departments, and helped him balance sales alongside everything else he had going on.

This conversation is for anyone who:

• is considering a move into sales from another profession

• thinks they “don’t have time” to learn a CRM

• believes relationships matter but struggles with follow-up

• wants to understand how inside sales actually works in the real world

• needs proof that systems and consistency create results

Whether you’re a sales rep, wholesaler, retailer, or someone exploring sales from another career path, Derek’s story is a reminder that sales isn’t about being pushy—it’s about being prepared, consistent, and trustworthy.

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