B2B Sales
Honest conversation about B2B sales reality — no theory, no motivational fluff. Dreamers, builders, and strategists on what actually works in pipeline generation, closing, and navigating complex buying committees, and what they wish someone had told them earlier.
8 EPISODES
The Seller's Mindset
Trevor van Woerden
Stop Wasting the Customer's Time
Marcus Cauchi
Frameworks That Win: The Fractional CMO Playbook
Aaron Hassen
Why Being Yourself Pays the Bills
Evan Patterson
The Organizational API: Nikki Dibben on Marketing as the Glue
Nikki Dibben
The Right Way to Give: Corporate Gifting Done Right with Katie Penner
Katie Penner
Comedy Writing for Revenue Teams: Jon Selig on Making Sales Messaging Actually Land
Jon Selig
Human Conversations in an AI World: Daniel Burstein on Value-First Marketing
Daniel Burstein
Quick Answers
What is the most common mistake B2B salespeople make?
The most common mistake is asking self-serving discovery questions that benefit the rep, not the buyer. Great B2B sales starts with genuine curiosity about the customer's actual problem, not a scripted checklist designed to qualify a lead.
How do you build a seller's mindset?
A seller's mindset isn't a personality type — it's a problem-solving orientation. It means approaching every conversation focused on what the customer needs, not what you want to sell. It can be learned and practiced regardless of background.
Are sales playbooks still effective in modern B2B?
Playbooks create compliance, not performance. While frameworks have value, over-reliance on scripts and rigid processes can destroy trust with buyers who expect genuine conversation. The best reps use playbooks as a starting point, not a script.