Thoughts on Selling - Value Selling, Sales Leadership, Sales Enablement Insights

Change Management, Selling, Enablement — Who Are We Really Serving?

Tim Ohai thinks change management is a scam. He's got receipts — he used to be the guy they put on stage to sell it. His argument is simple and it stings: change managem

The Second Meeting, Chapter One: What Max Taught Me About Presence

A deal stalls. The buyer goes quiet. And the industry has one answer: more. More sequences, more touches, more tooling. Then somebody says the rep needs to want it more.

Who You Are in Anything is How You Are in Everything

Cory Dunham failed the same calculus class twice — for the same reason both times. He wouldn't ask for help. That story sits at the center of this conversation. Cory is

You've Already Earned It. It's Just Not in the Bank.

Most companies believe revenue growth solves everything. Doug C. Brown has spent three decades proving otherwise. Doug is CEO of CEO Sales Strategies, and his work start

Customer-Centric Is a Decision, Not a Slogan — with Michael Skriver

Michael Skriver started in finance and IT, then — as he puts it — upgraded to sales. He's spent his career leading complex B2B organizations across Europe and Asia, and h

Why Buyer Confidence Is at an All-Time Low — and What to Do About It

Buyer confidence is at an all-time low — and more data isn't fixing it. In this episode, Lee sits down with Tom Pisello (The ROI Guy), value-selling pioneer and founder o

If Sales Is a Game, You Make the Rules — Chris Carter on AI, Preparation, and Winning on Your Terms

Chris Carter has been in the SAP ecosystem for decades — and he's watched AI go from expert systems on a Commodore VIC-20 to a tool that's genuinely changing how enterpri

Who Are You Being? — Gina Smith on Trust, Listening, and the Real Job of a Salesperson

Gina Smith spent 27 years selling medical devices into hospital operating rooms — and she got there entirely by accident. No role models. No sales background. A career in

Don't Bring Facts to a Feelings Fight: The Science of Persuasion and Trust in Sales

Danny Bobrow has spent 36 years in marketing and communications. He discovered a hard truth about sales effectiveness: getting the phone to ring is only half the battle.

Get Your Prospects to Notice You: Customer Centric Sales Engagement Practices that Really Work

Kris Rudeegraap is the co-founder and co-CEO of Sendoso, the largest direct mail and gifting platform in the world. Before building a company with global warehouses, a dr

Build How Customers Want to Buy

Juan García is the co-founder of Tuio, an AI-native insurance company based in Spain. Before starting Tuio, Juan was an engineer at Cisco, a strategy consultant focused o

The Action Trap in Sales Strategy: Why More Activity Won't Save Your Quarter

Joe Terry and I go way back—I met him when he was CEO of Corporate Visions, and he's been on a 30-year journey studying what separates leaders who connect from those who

Your Slides are Killing Your Deals: Sales Techniques for Better Engagements

Dramatically improve your sales effectiveness, value selling impact and sales enablement best practices by focusing on communicating. Really connecting. Frankie Kemp ha

Why AI Will Never Replace Human Connection in Sales: Sales Strategies and Sales Mindsets for Sales Success

Enterprise sales is under pressure to adopt AI sales strategies. But...in enterprise sales, the mindset of the sales rep still dictates success or failure. James Stephan

Fix Your Sales Strategy: Your Best Leads Are Going to Waste

Javier Lozano Jr. on Sales and Marketing Alignment, AI, and Fixing Leaky Pipelines The Business Value Hypothesis is still the king of the sales sales strategy. And your

The Future of Sales: Trust, AI, and Relationship Capital with Drew Sechrist

In this episode, I sit down with Drew Sechrist, the former Salesforce veteran who helped take the company from zero to $1 billion. Now the CEO of Connect the Dots, Drew i

Alex Raymond on Why Your Existing Customers Are Your Biggest Growth Engine

I've been saying for years that B2B selling is broken. Alex Raymond — founder of AMplify, author of The Growth Department, and host of Account Manager Secrets — thinks ac

The "Hot Nerd" of Sales: Neuroscience, Improv, and the "Buyer First" Mindset with Carole Mahoney

I recently sat down with Carole Mahoney, a self-described "hot nerd," author of Buyer First, and a woman on a mission to redeem the sales profession. Carole didn't start

Manufacturing Leaders: From "Positional" Authority to "Influential" Power w/ Amos Balongo

Episode SummaryIn this episode of Thoughts on Selling, Lee Levitt sits down with Amos Balongo—a leadership expert joining us from Hawaii who is in the business of "manufa

Escaping the Sales Treadmill: Cognitive Load & Deal Risk w/ Pete Smith

Episode Summary Are your enterprise sales reps drowning in tools but starving for insight? In this episode of Thoughts on Selling, Lee Levitt sits down with Pete Smith,