51. Shirley Hayden ~ Sales Xceleration
“Revenue that's not sustainable doesn't build a business.”
Watch the EpisodeA Business Development Podcast for Specialized Teams
Tailwind is Topsail’s sales prospecting podcast for sales leaders, business development teams, trainers, coaches, founders, and RevOps professionals. Each conversation looks at the work behind reliable pipeline ~ lead quality, prospecting consistency, follow-up, manager visibility, outbound workflow, and the operating habits that help specialized sales teams keep business development moving without adding more admin.
Episodes
50. Dan Oakes ~ Startup Sales Consulting
“You got to be effective before you're efficient.”
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49. Alana Nicol ~ Gerry Weinberg & Associates / Sandler Training
“Have a goal for introduction asks every single week and stick to it and track it.”
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48. Joe Knotts ~ Fractional Sales Leader w/ Sales Xceleration
“The fundamentals still matter. AI just gives a prepared team a much stronger tailwind.”
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47. Joe English ~ 360 Consulting
“Know your numbers. Know what you need to do and do it.”
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46. Claire Mayweather ~ Sandler Training by Sales Success Solutions, LLC
“There should be nothing in that proposal that hasn't already been talked about.”
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45. Casey Jacox ~ Winning The Relationship
“Your job is not to be the loudest in the room or the smartest in the room. Your job is to create the loudest room or create the smartest room.”
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44. Jim Dunn ~ Sandler by BGW Growth Services
“Amateur salespeople get referred. Professional salespeople get introduced.”
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43. Brett Keirstead ~ Chief Outsiders
“I don't want to teach robots that hear something and respond. I want to teach people to think and strategize and understand.”
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42. Evan Polin ~ Polin Performance Group
“Have a goal. Know the target that you're shooting for.”
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41. Lisa Schnare ~ ValueSelling Associates, LLC
“If you got to hunt, then you better be hunting.”
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40. Kenneth Gumbiner ~ K&M Gumbiner Sales Consulting, LLC
“If you're working in your business, you're not working on your business.”
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38. Roderick Jefferson ~ Roderick Jefferson & Associates
“Growth doesn't happen in comfortable spaces.”
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36. Michael Wills ~ Top Line Solutions, LLC
“Leadership defines strategy, sales delivers the strategy, and prospecting executes the strategy.”
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35. Joe Ippolito ~ Topline Performance Solutions Inc.
“Do not sell on a prospecting call.”
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34. Lisa Mulyk ~ Emergence Sales Consulting
“Lean in. But make sure you know the depth of the pool before you dive.”
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33. Doug Dvorak ~ The Sales Coaching Institute
“Be curious about this technology. Don't be afraid.”
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32. Phil Whitebloom ~ BeenThere Consulting Services, LLC
“Acknowledge it. Ask for more information.”
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31. Glenn Nixon ~ Self-Managing Sales Organizations
“Not all revenue is created equal.”
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30. Troy Elmore ~ Sandler Training Houston
“Follow the process. It's not about the outcome.”
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29. Nicole Vorkapic ~ Group E & Company
“Hire to the sales skills and not necessarily to the product.”
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28. Brian McDevitt ~ Sandler Denver by Achievement Dynamic
“When you get a compliment, ask for a referral.”
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26. Todd Twete ~ Sales Xceleration
“If the right number isn't coming out on the bottom, it's a function of what's happening upstream.”
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25. Steve Cashdollar ~ Sandler Training Steve Cashdollar
“Of all the people in the world, you're the only person on the planet who could have received that particular message.”
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24. Tim Roberts ~ Sandler Training - Trustpointe
“You are paid to do one thing. Navigate their truth.”
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22. David Buonfiglio ~ Mammoth Sales Solutions
“There are very few jobs that aren't sales in some way or another.”
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21. Dan McCoy ~ DLM Advisors
“You no longer can just sit here and write an email and get a response.”
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20. John Buckner ~ Insightful Selling
“Let's not think of that as 95% rejection rate. Let's think about it as 5% yield.”
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19. Tim Goering ~ MakingLuck
“In a world of AI, people are always going to mean more.”
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18. Josh Shirley ~ Sandler Powered by Coffman Group
“Prospecting can be its own reward.”
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17. Hamish Knox ~ Sales4 Training and Consulting
“Sandler is a permission-based system.”
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16. Scott Bailey ~ Sandler Training by Bailey Marketing Concepts
“No does not equal never. It just means not now.”
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15. Paul Doucet ~ Sandler Systems by Paul Doucet
“Don't fool yourself into thinking that nobody's going to pick up the phone.”
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14. James Alberson ~ Sandler Training Seattle
“It's unethical to sell something to somebody that they don't need, but it's equally unethical to not sell something to somebody that they do need.”
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13. Dan Stalp ~ Sandler Training Overland Park Kansas City
“Technology has helped us, but it won't form the habit.”
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11. Matt Nettleton ~ Sandler DTB
“You don't have to prospect, your competitors will.”
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10. Chris Kelly ~ Sandler Training Toronto
“You know you won your day when you do the behavior.”
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09. Karl Schaphorst ~ Karl Schaphorst & Associates
“Every unsuccessful prospecting call earns compound interest.”
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08. Cal Thomas ~ Tailwind, Inc
“Sales is a conversation between adults to get to the truth.”
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07. Scott Bliss ~ Maximum Performance Management
“The cookbook only works if you follow the recipe.”
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06. Jeff Borovitz ~ Sandler by Selling with Jeff
“Salespeople that use AI to make themselves more effective are going to be the winners in this.”
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04. Jeff Schneider ~ OMEP
“It is not how you feel that determines how you act. It is how you act that determines how you feel.”
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03. Ken Seawell ~ EAM Consulting
“At the end of the day, Austin, I am looking for clarity.”
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02. Tim Bryson ~ Sandler
“Would you rather be comfortable or make money? Meet your prospects where they are comfortable.”
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01. Erik Meier ~ EAM Consulting Group
“You get 100% of the value in things you ask for versus things you think about but do not ask for.”
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Explore by Topic
Prospecting Consistency
Prospecting consistency is the operating discipline of keeping the right accounts, outreach, follow-up, and manager visibility moving every week instead of restarting business development only when pipeline feels light.
Lead Quality
Lead quality is the degree to which an account and contact match the problems, market, buying context, and commercial fit a sales team is equipped to serve.
ICP Strategy
ICP strategy is the process of defining which organizations, situations, pains, and buyer characteristics deserve a sales team’s limited prospecting attention.
Manager Visibility
Manager visibility is the ability to understand whether targeting, activity, conversations, follow-up, and conversion are healthy without asking sellers to create a second layer of reporting.
Outbound Workflow Design
Outbound workflow design is the deliberate arrangement of account selection, preparation, channels, messages, cadence, follow-up, and next actions into a motion sellers can execute consistently.
Sales Follow-Up
Sales follow-up is the disciplined practice of preserving context, honoring agreed next steps, and staying relevant until a buyer reaches a clear decision or the account returns to a better future time.
Cold Calling
Cold calling is direct phone outreach to a buyer without an established relationship, used to test fit, create clarity, and earn a more useful next conversation.
AI in Outbound
AI in outbound is the use of machine-assisted research, drafting, analysis, and practice to improve seller preparation and execution while keeping human judgment responsible for the message and relationship.
Sales Operating Rhythm
A sales operating rhythm is the recurring pattern of daily seller behavior, weekly coaching and measurement, and periodic review that keeps business development aligned with revenue goals.
Defined-Market Prospecting
Defined-market prospecting is a focused outbound approach for teams that sell into a bounded account universe, territory, vertical, named-account list, or specialized buyer community.
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