The Sales Fix Podcast

Almost every sales person leads with communicating who they are, what they do, how they help clients, what problems they solve. That’s not a bad thing, but it is incomplete, because humans are pain avoidant and risk reluctant by default. To complete your value proposition, you need to clearly define what you are NOT, because that addresses the risk averse instinct in your prospect.  On this episode, I share anexample of this I saw in a mailer from a cruise company.

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Podcast Theme Song: “Get Your Fix”


Artist Name(s): Scarlett Solo and The Revolution

Licensed through SoundStripe July 8th, 2026

When new technologies emerge, many assume the automatic demise of all the preceding techs, quite falsely. 

I invited Andrew Davis, with TextUs, a business messaging platform used by over 4000 companies, including Fortune 100 and Fortune 500 names, to discuss how fundamental alignment between sales and marketing powers elements like Speed-to-lead, outbound messagig quality and more. 

Andrew comes from a film production background (music to the ears of this Theatre degree sales scientist) and has been a leader in companies like Fishbowl, EverCommerce and Service Fusion.  His perspective on how to properly manage and implement technology leveraging sales and communication fundamentals makes for a great conversation.

Find more on TextUs at www.TextUs.com

Follow Andrew on Linkedin at www.linkedin.com/in/andrewdaviscmu/

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Podcast Theme Song: “Get Your Fix”


Artist Name(s): Scarlett Solo and The Revolution

Licensed through SoundStripe July 8th, 2026

One of the most abandoned communication fundamentals by sales people is the concept of listening to understand, instead of listening to respond.  In this Quick Fix Episode, we review theconcepts and share best practices to regain our fundamental mastery of being actual good listeners, instead of impatient robots waiting for our turn to speak.   

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Want more sales training? Check out the website:

www.salesfixx.com

Or find us on Linkedin, X, Youtube, Facebook, Rumble

and more.

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Podcast Theme Song: “Get Your Fix”


Artist Name(s): Scarlett Solo and The Revolution

Licensed through SoundStripe July 8th, 2026

As AI creeps into more and more areas of business and life, staying human, and maintaining the human to human trust connection is resurfacing as a huge priority, especially in sales. Automation creates some benefits, but it can come with a huge price if the focus on the human element is allowed to slip.

Jordana Cole joins Haley and Julien in discussing her work empowering teams and organizations to sustainably thrive through long term behavioral change, and how that applies to the world of sales.

Find more on Jordana on her website at www.IgnitedByJordana.com

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Discover how leadership, culture, and human connection playpivotal roles in navigating the AI revolution without losing our human touch. Jordana Cole, an expert in organizational behavior and leadership development, shares practical insights on cultivating a resilient, human-centered workplace amidsttechnological change.

Key topics:

- The true meaning of organizational culture: behaviors oversuperficial values

- How leadership by example impacts employee trust andretention

- The importance of onboarding and practice in developingleadership skills

- Human motivation essentials: autonomy, relatedness, andcompetence

- Strategic impact versus mere AI utilization: measuring valuecreation

- Leading through crisis: examples of authentic communicationand team empowerment

- The future of work: balancing AI adoption with humanconnection

- Addressing resistance to AI: human-centric strategies forengagement

- The critical role of vulnerability and transparency inleadership

TIME STAMPS:00:00 - Introduction to the human side of AI andorganizational culture

02:10 - Jordana's background in psychology and leadershipdevelopment

05:35 - Clarifying what culture truly is: behaviors andnorms, not just values

08:52 - Bridging the gap between stated values and actualbehaviors

11:13 - The importance of onboarding in cultivating cultureand standards

13:11 - How to handle cultural shortcomings and coursecorrections

17:25 - The role of practice and rehearsal in skilldevelopment

18:41 - Leading by example: authenticity versus hypocrisy

20:42 - The impact of leadership modeling on organizationaloutcomes

24:36 - The importance of emotional intelligence duringcrises

32:12 - A case study of exemplary leadership during COVID-19

36:41 - The significance of vulnerability and transparency

37:10 - The three pillars of human motivation: autonomy,relatedness, competence

38:50 - Strategies for leading AI adoption within teams

40:23 - The challenges and resistance faced with AIintegration

42:23 - Moving from compliance to impact in AI utilization

44:07 - The risks of superficial AI adoption and messaging

45:32 - The importance of measuring impact, not justutilization

51:00 - Embracing and amplifying human strengths with AI

55:19 - The enduring role of leadership in an AI-drivenfuture

58:45 - Closing thoughts and recommended further reading

Resources & Links:

- Ric Elias Ted Talk we mention -

- Self Determination Theory -

Connect w Jordana

- Linkedin -

- Website -

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

There’s an old Kenny Rogers song called the Gambler, where the refrain talks about “knowing when to fold em”.  The concept of folding, or punting is very hard for most sales people. 

In this episode, we discuss the proper mindset and self-discipline involved in being able to walk away from non-fit clients (we call them suspects). 

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

AI is currently the big monster under the bed in today’ssales business world. Everyone seems to think it is going to obliterateeverything in a matter of months or even weeks. Yes, some companies are alreadylaying off hundreds and handing their work to AI. In this episode I go over whyI don’t think the end of the world of sales is here yet, and how AI canactually help us if we use it correctly.

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Chris Harris is a bestselling author who has written 14 books on leadership, sales, and mindset, including his newest release, "The Book of Mindset," which defines the mental frameworks behind elite execution under pressure. He spent years as an elite close-quarters combat instructor for U.S. military personnel and allied forces, shifting to another career when he applied mindsets of success and lessons forged in elite military environments into practical mindset frameworks for executives, sales teams, and growth-focused organizations. Having been a top producing big-ticket item sales professional himself, his philosophy is simple: elite performance is not accidental — it is built through a disciplined mindset, clear standards, and decisive leadership.

Find more on Chris at:

www.TheWarriorMaker.com

Sarah Romer (Romer to her friends) is an Austin based Strategic BusinessAdvisor with that rare mix of leadership and sales experience (Google, Paypal,Groupon, and the Washingtonian) and real world entrepreneurship. Rising upthrough sales into leadership, she quickly gained a rep as a results oriented,no nonsense performer with a knack for developing teams to high performance. 

In 2015, she famously made an unusual jump from the corporate world into theretail one by purchasing a distressed salon business in Austin, TX, running itlike a startup, overhauling its operations and selling it a few years later fora 6x return of her initial investment. 

She knowruns Avocado Ventures  <https://www.avocadoventures.co/>helping founders and operators who find themselves at critical inflectionpoints in their business.

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Find Sales Fix on X (Twitter), Linkedin and Facebook, and our website www.salesfixx.com

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

When you hear most people's origin story into sales leadership, it often sounds like a traffic accident. Someone left or got promoted, leadership looks around, picks the top sales rep and then taps them on the shoulder with a sword while declaring, Rise a knight, sales manager. Proper leadership requires a different set of tools than even top performing contributor.

No one has created and coached more effective leaders than my friend and long time mentor Bill Bartlett. I've worked and presented with Bill on several occasions, and after decades, I am still in awe of where his mind goes. Bill has a new book coming out soon, so this felt like a really good time to get him back on the Podcast.

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This episode is brought to you by our promotional partners:  

www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA

https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/