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Check out all our podcasts on-demand for insights from experts in B2B sales and marketing.
Sales trainer Jeff Schneider joins Martin to discuss prospecting, referrals and the mindset behind better sales conversations. Learn how to build confidence, handle rejection and sell without desperation.
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A deal has been in your pipeline for months. Your contact likes you, the conversations feel positive, and the rep says it’s looking good. But is it actually moving forward?
In this episode of What I Wish I’d Known About Sales, Martin joins Alison Fell from SalesStar to explore how teams can build more predictable revenue when selling technical products through long, complex B2B sales cycles.
Before he was selling multimillion-dollar properties, Brian Hosey was helping book concert tours for artists including Peter Gabriel, calling promoters city by city to turn a list of potential dates into a tour.
Different industry. Same challenge: get someone on the phone, earn their trust and give them a reason to say yes...
If buyers don't understand what you sell, they can't buy it. In this episode, Martin talks to James Newell, sales messaging specialist and creator of Clear Sales Message, about why salespeople default to features when buyers care about benefits. James shares practical tools you can use straight away, from a simple template for answering "what do you do?" to spotting whether a prospect is really interested. He also explains how to use AI in your messaging without letting it do your thinking.
In this episode of What I Wish I’d Known About Sales, Martin Knowles, founder of Sales Untangled and author of Untangle Your Sales, shares how he went from an “accidental salesman” to leading large sales teams and helping businesses build sustainable, high-performing sales cultures.
Tom Happe shares hard-won lessons on B2B pipeline generation, LinkedIn outreach, sales focus and building conversations that lead to real opportunities.
In this episode, Owen Cole, Director at Paragon Marketing Projects, joins host Martin from Lead Forensics to cut through the noise on what actually makes outbound work in today’s B2B landscape. From two decades in sales to running a team of nearly fifty SDRs across multiple industries, Owen has seen the patterns that separate teams who scale consistently from those who stay stuck chasing their tail.
In this episode, Andy Laws, Sales Development Leader at Databricks and Founder of Rev Rocket, joins host Martin from Lead Forensics to challenge some of the biggest assumptions in sales development right now. From scaling the BDR function at Braze through to IPO, Andy's seen what works at speed and what quietly breaks teams when no one's paying attention. He shares the one structural mistake he sees companies making with their SDR comp plans, why the rush to replace reps with AI is backfiring for a lot of orgs, and a surprisingly simple signal most reps are completely overlooking when deciding who to reach out to. We also get into what Andy's professional cricket career taught him about performing under pressure, and the single piece of advice he wishes someone had given him on day one as an SDR. If you're building pipeline or leading a team that does, this one's worth your time.
In this episode, Charlotte Lloyd, Founder of The Client Acquisition Club, joins host Martin from Lead Forensics to unpack why most deals don't fail at the close, they fail on the very first call. She breaks down what "elegant selling" actually looks like in practice: getting buyers to diagnose their own problems, qualifying to disqualify, and why pushing for a "yes" is often the fastest way to lose a deal. We also dig into LinkedIn strategy, why you don't need a massive following to close business, how to tell if you're writing for supporters instead of buyers, and why voice-typing your posts beats prompting ChatGPT from a blank screen.
In this episode of What I Wish I’d Known About Sales, we’re joined by Zac Thompson, founding director of We Have a Meeting and co host of the podcast of the same name. Zac is known for cutting through sales noise with honest, no nonsense takes on what actually works. From fixing broken outbound to challenging outdated sales pressure tactics, he shares the lessons he learned the hard way and what he wishes he’d understood much earlier in his career.
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