The Sales Spark

What happens when you stop relying on individual effort and start building systems that make great selling repeatable?

In this episode, Jason Barnaby sits down with Stephanie Neale of Blind Zebra to talk about the power of process in sales and leadership. Stephanie shares insights on creating consistency, building accountability, and giving sales teams the structure they need to perform—not just once, but over and over again.

• Why process matters in building a successful sales team
• Creating consistency without making sales feel robotic
• The connection between process, accountability, and results
• Why leaders need to build systems that their teams can actually use
• Lessons from Stephanie’s experience leading at Blind Zebra

Connect with Stephanie Neale on LinkedIn:
Stephanie Neale on LinkedIn

Learn more about Blind Zebra:
Blind Zebra

Watch the episode:
Watch on YouTube

In this episode, we talk about:

In this episode, sales extraordinaire and mental health advocate Brad Ton joins Jason Barnaby to discuss the power of authenticity and grit. Brad shares how human connection and "showing up as your messy self" are the ultimate differentiators in an AI-driven world.Schedule a FREE Discovery Call with Jason: https://www.firestartersinc.net/contact🔥 KEY POINTS🔥 The Underdog Mindset: How outworking everyone and building genuine relationships fueled a transition from rap music to tech sales.🔥 The Death of "Pitch Slapping": Why AI automation is filling inboxes with garbage and why human empathy is now the "secret sauce".🔥 LinkedIn as a Sales Funnel: How a viral post about cheeseburgers led to four discovery meetings with ideal prospects.🔥 Infinite vs. Finite Goals: Using your "Why" to stay aligned and avoid exhaustion in your career.🔥 The Power of Video DMs: Why Brad sees a 30% conversion rate by filming organic, 45-second videos while walking his dog.🔥 Admitting "I Don't Know": Building instant trust by prioritizing dependability over having every single answer.🔥 Authenticity and Vulnerability: Why sharing stories of addiction recovery and mental health builds a community that wants you to win.📲 CONNECT WITH JASONWebsite: https://www.firestartersinc.net/LinkedIn: https://www.linkedin.com/in/jason%F0%9F%94%A5-barnaby-252a68/Instagram: https://www.instagram.com/firestartersinc/📲 CONNECT WITH BRADLinkedIn: https://www.linkedin.com/in/bradton/

In this solo episode of Sales Spark, Jason Barnaby cuts through the noise with a quick and dirty challenge for sales leaders. It’s easy to blame a team for missed targets, but Jason argues that the breakdown usually starts with a lack of individual insight. If you’re tired of hiring "smart, successful people" who aren't delivering, it’s time to take an honest inventory of your people and your own leadership.

Schedule a FREE Discovery Call with Jason: https://www.firestartersinc.net/contact

KEY POINTS 

🔥 Why hiring high performers isn't enough to guarantee success 

🔥 The three essential questions every leader must be able to answer about their reps 

🔥 Identifying what your reps suck at (beyond just CRM data entry) 

🔥 The hidden impact of fear: What are your salespeople actually afraid of? 

🔥 The role of a sales leader in uncovering "psychological" roadblocks 

📲 CONNECT WITH JASON 

Website: https://www.firestartersinc.net/ 

LinkedIn: https://www.linkedin.com/in/jason🔥-barnaby-252a68/ 

Instagram: https://www.instagram.com/firestartersinc/

#SalesLeadership #FractionalSales #SalesCoaching #Leadership #BusinessGrowth #SalesStrategy #Entrepreneurship #StartupSales #SalesManagement #PersonalDevelopment

In this solo episode, host Jason Barnaby dives into a powerful framework for starting 2026 with intention: Word In and Word Out. Jason explains why the thinking that got you here won't get you there, and shares his personal journey of choosing "Expanding" over "Shrinking" for the year ahead. Schedule a FREE Discovery Call with Jason: https://www.firestartersinc.net/contact🔥 KEY POINTSThe "Double-Edged Sword" of Sales: Why hitting your goal often leads to even higher expectations and how to handle it.The WIWO Framework: How to use "Word In" and "Word Out" to create focus and intention for your year."Expanding" vs. "Shrinking": Jason’s personal 2026 words and how they help him push past the "what if abouts".Pouring Gasoline on the Fire: Why the best time to push harder is right after a big win.The Marathon Mindset: A literal sign from the universe that helped Jason finish his first marathon under four hours.Fighting the "What If Abouts": How to quiet the tenacious doubts and fears that try to keep you stuck.Intentional Relationships: Why you must constantly build your book of business and ask for referrals.The Power of Quiet Time: Finding your rhythm through journaling or meditation to set your annual goals.📲 CONNECT WITH JASON Website: https://www.firestartersinc.net/ LinkedIn: https://www.linkedin.com/in/jason🔥-barnaby-252a68/ Instagram: https://www.instagram.com/firestartersinc/

In this episode of the SalesSpark Podcast, Jason Barnaby sits down with Lindsay Tjepkema, a marketing powerhouse. Lindsay pulls back the curtain on the "founder gauntlet," sharing her journey from launching a B2B podcast in 2017 to navigating the highs and lows of scaling a tech startup.Together, they dive into the essential role of human connection in a world increasingly dominated by AI, and why your unique vision is the ultimate differentiator. Lindsay also introduces her BRAVE framework, a powerful tool for leaders and founders to find discernment and stay true to their mission when the "cheap seats" get too loud.Schedule a FREE Discovery Call with Jason: https://www.firestartersinc.net/contact🔥 KEY POINTS🔥 Why human connection and relationships are the only "future-proof" business strategies. 🔥 The BRAVE Framework: A 5-point checklist for leadership discernment. 🔥 Transitioning from a marketing leader to a venture-backed founder. 🔥 How to protect your unique vision from being diluted by outside voices. 🔥 The power of vulnerability: Why sharing the struggle makes it safer for others to lead. 🔥 Why "original content" is the only way to cut through the AI noise. 🔥 Moving through massive change: Lessons from a cross-country move and a career exit.📲 CONNECT WITH JASON Website: https://www.firestartersinc.net/ LinkedIn: https://www.linkedin.com/in/jason-barnaby-252a68/ Instagram: https://www.instagram.com/firestartersinc/📲 CONNECT WITH LINDSAY Website: https://lindsaytjepkema.comLinkedIn: https://www.linkedin.com/in/lindsaytjepkema/

In this episode, startup founder Simon Ooley joins Jason Barnaby to unpack what it really takes to build resilience and empathy in sales. From dialing 100 calls a day to launching a Y Combinator startup, Simon shares how staying coachable and asking for feedback fueled his growth, and why the unknown might be your greatest strength.

Schedule a FREE Discovery Call with Jason:https://www.firestartersinc.net/contact

🔥 KEY POINTS

🔥 Why “cold calling is not dead”, and how it still builds the strongest pipeline

🔥 Curiosity and empathy as the foundation of every great sales career

🔥 How recording and re-watching your own pitch transforms performance

🔥 Why “good job” feedback kills growth, and what to ask for instead

🔥 How staying late to learn creates compound career returns

🔥 The value of hiring for hunger, not experience

🔥 Why disqualifying early is a seller’s superpower

🔥 The power of your network as your best pipeline

🔥 How the unknown drives creativity and innovation

📲 CONNECT WITH JASON

Website: ⁠https://www.firestartersinc.net/⁠

LinkedIn: ⁠https://www.linkedin.com/in/jason🔥-barnaby-252a68/⁠

Instagram: ⁠https://www.instagram.com/firestartersinc/⁠

📲 CONNECT WITH SIMON

LinkedIn: https://www.linkedin.com/in/simonooley/

In this powerful solo episode, Jason Barnaby delivers an important piece of advice to every presenter: You are the presentation, not the PowerPoint deck. 

Jason exposes the insulting, trust-killing habit of reading slides word-for-word and why statistics and facts are instantly forgotten. Learn how to ditch the deck dependency, embrace storytelling, and use the presentation as an enhancement, not a crutch, to truly connect with your audience.

If your meetings could have been an email, this episode is your wake-up call.

Schedule a FREE Discovery Call with Jason: https://www.firestartersinc.net/contact

KEY POINTS:

🔥 Why Jason is "offended" when presenters read the words on the slide

🔥 The studies proving that stories are remembered more than facts and statistics 

🔥 The groundbreaking lesson: You are the presentation, not the deck 

🔥 Why being dependent on the slides means you don't understand your client 

🔥 The crucial question: What happens when the technology fails?

🔥 The danger of 45-slide decks for a one-hour meeting 

🔥 How to move from being a product-pusher to a client-focused guide 

🔥 Why reducing your deck length by half is the first step 

🔥 The simple strategy: Slides should enhance your story, not replace it 

🔥 The "Strike the Match" challenge for better presenting in '26

📲 CONNECT WITH JASON: 

Website: https://www.firestartersinc.net/ 

LinkedIn:   / jason🔥-barnaby-252a68  

Instagram:   / firestartersinc  

In this episode, Dave Won opens up about how hidden beliefs silently steer our sales decisions. From almost selling his home to escape anxiety to reframing the word “expensive,” Dave shares how self-awareness transformed his career, and how you can do the same. 

Schedule a FREE Discovery Call with Jason: https://www.firestartersinc.net/contact

KEY POINTS:

🔥 How Dave’s panic attacks revealed deeper money fears

🔥 The six-year journey from scarcity to awareness

🔥 Why logic doesn’t drive decisions, emotion does

🔥 The truck story: buying for approval, not need

🔥 Projecting your own money beliefs onto clients

🔥 How scarcity shows up as “staying small”

🔥 The UNLOCK framework for rewiring money mindset

🔥 Sales is service, not manipulation

🔥 The “anchor behind the ship” metaphor for hidden beliefs

📲 CONNECT WITH JASON:

Website: https://www.firestartersinc.net/

LinkedIn: https://www.linkedin.com/in/jason%F0%9F%94%A5-barnaby-252a68/

Instagram: https://www.instagram.com/firestartersinc/

📲 CONNECT WITH DAVE:

LinkedIn: https://www.linkedin.com/in/davewon/

Website: https://www.davewon.co/

#SalesMindset #MoneyBeliefs #SalesCoaching #EmotionalIntelligence #Leadership #SalesTraining #AbundanceMindset #FirestartersInc #JasonBarnaby #DaveWon

In this powerful solo episode, Jason Barnaby breaks down one of the most overlooked superpowers in sales, curiosity. If you’ve ever rushed to pitch before understanding your prospect, this episode will stop you in your tracks. Learn how to reflectively listen, get comfortable with silence, and build the kind of trust that closes deals naturally, no manipulation required.Schedule a FREE Discovery Call with Jason: https://www.firestartersinc.net/contactKEY POINTS:🔥 Why “Curiosity Killed the Cat” might be killing your sales conversations🔥 How fear of responsibility stops reps from asking real questions🔥 The difference between practical and emotional problems🔥 Why you must suspend the agenda in every conversation🔥 How to reflectively listen and uncover deeper levels of pain🔥 Using downward inflection to sound confident and trustworthy🔥 The hidden power of silence, and why it feels so uncomfortable🔥 The three S’s: Silence, Support, or Solution🔥 Why curiosity must be authentic, not performative🔥 How to roleplay curiosity inside your sales team🔥 “Strike the match”, the one small change that transforms your results📲 CONNECT WITH JASON: Website: https://www.firestartersinc.net/ LinkedIn: https://www.linkedin.com/in/jason🔥-barnaby-252a68/ Instagram: https://www.instagram.com/firestartersinc/

In this game-changing episode, Jason Barnaby sits down with fractional sales leader Evan Triggs to explore the journey from elite athlete to sales leadership expert. This isn't just another sales conversation - it's a masterclass in leveraging relationships, building scalable systems, and the mindset shifts required to go from individual contributor to executive leader.

Schedule a FREE Discovery Call with Jason: https://www.firestartersinc.net/contact

KEY POINTS:

🔥 Why former athletes often excel in sales (and the 3 traits that matter most)

🔥 How to transition from founder-led sales to scalable systems

🔥 The power of relationships in building world-class sales teams

🔥 Why goal setting beats talent every single time

🔥 The fractional sales leadership model that's transforming businesses

🔥 How to work yourself out of a job (and why that's the goal) 🔥 The difference between simple sells and strategic enterprise sales

📲 CONNECT WITH JASON:

Website: https://www.firestartersinc.net/

LinkedIn: https://www.linkedin.com/in/jason🔥-barnaby-252a68/ Instagram: https://www.instagram.com/firestartersinc/

📲 CONNECT WITH EVAN:

"The Coach's Take" Podcast: https://www.linkedin.com/company/coach-s-take-podcast?trk=public_profile_experience-item_profile-section-card_subtitle-click

LinkedIn: https://www.linkedin.com/in/evan-triggs

TIMESTAMPS: 0:00 Introduction and Welcome 1:15 From Football to Sales - The Athletic Foundation 4:10 The Three Pillars of Sales Success 8:00 Cell Phone Sales War Stories 12:00 The Eli Lilly Experience 15:30 The Angie's List Goldmine Years 20:24 Building Systems That Scale at FleetWatcher 25:08 Leadership Lessons from Rapid Growth 30:02 Why Fractional Sales Leadership 32:28 The Three-Step Founder Sales Framework 35:47 Rapid Fire Questions 40:05 The One Match Philosophy

RECOMMENDED BOOKS MENTIONED:

📚 "The Little Red Book of Sales" by Jeffrey Gitomer

📚 "Fanatical Prospecting" by Jeb Blount

📚 "Extreme Ownership" by Jocko Willink

📚 "Building a StoryBrand" by Donald Miller

📚 "The Challenger Sale" by Matthew Dixon and Brent Adamson

#SalesLeadership #FractionalSales #SalesCoaching #Leadership #BusinessGrowth #SalesStrategy #Entrepreneurship #StartupSales #SalesManagement #PersonalDevelopment