33. Doug Dvorak ~ The Sales Coaching Institute
“Be curious about this technology. Don't be afraid.”
Catch the Tailwind.
Tailwind: A Sales Prospecting Podcast for Business Development Teams
Tailwind is a series of conversations with business development professionals, sales trainers, and leaders. Hosted by Topsail® co-founder Austin Buell.
Tailwind is a thoughtful sales prospecting podcast from Topsail for sales leaders, business development teams, trainers, coaches, founders, and RevOps professionals. Each conversation explores lead quality, prospecting consistency, follow-up, manager visibility, outbound workflow, and the operating habits that help specialized teams create pipeline without adding more administrative burden.
Explore by topic
Practical conversations for the parts of prospecting leaders can improve
- Prospecting ConsistencyProspecting 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 QualityLead 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 StrategyICP strategy is the process of defining which organizations, situations, pains, and buyer characteristics deserve a sales team’s limited prospecting attention.
- Manager VisibilityManager 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 DesignOutbound 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-UpSales 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 CallingCold 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 OutboundAI 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 RhythmA 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 ProspectingDefined-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.
Episodes
Listen to Tailwind
- Watch the Episode
Watch the Episode32. Phil Whitebloom ~ BeenThere Consulting Services, LLC
“Acknowledge it. Ask for more information.”
Watch the Episode31. Glenn Nixon ~ Self-Managing Sales Organizations
“Not all revenue is created equal.”
Watch the Episode30. Troy Elmore ~ Sandler Training Houston
“Follow the process. It's not about the outcome.”
Watch the Episode29. Nicole Vorkapic ~ Group E & Company
“Hire to the sales skills and not necessarily to the product.”
Watch the Episode28. Brian McDevitt ~ Sandler Denver by Achievement Dynamic
“When you get a compliment, ask for a referral.”
Watch the Episode27. Tom Daly ~ Focus Insights Group
“Be memorable in a good way.”
Watch the Episode26. Todd Twete ~ Sales Xceleration
“If the right number isn't coming out on the bottom, it's a function of what's happening upstream.”
Watch the Episode25. 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.”
Watch the Episode24. Tim Roberts ~ Sandler Training - Trustpointe
“You are paid to do one thing. Navigate their truth.”
Watch the Episode23. Judy Taibi ~ J. Taibi Group
“Do the activities and the success will follow.”
Watch the Episode22. David Buonfiglio ~ Mammoth Sales Solutions
“There are very few jobs that aren't sales in some way or another.”
Watch the Episode21. Dan McCoy ~ DLM Advisors
“You no longer can just sit here and write an email and get a response.”
Watch the Episode20. John Buckner ~ Insightful Selling
“Let's not think of that as 95% rejection rate. Let's think about it as 5% yield.”
Watch the Episode19. Tim Goering ~ MakingLuck
“In a world of AI, people are always going to mean more.”
Watch the Episode18. Josh Shirley ~ Sandler Powered by Coffman Group
“Prospecting can be its own reward.”
Watch the Episode17. Hamish Knox ~ Sales4 Training and Consulting
“Sandler is a permission-based system.”
Watch the Episode16. Scott Bailey ~ Sandler Training by Bailey Marketing Concepts
“No does not equal never. It just means not now.”
Watch the Episode15. Paul Doucet ~ Sandler Systems by Paul Doucet
“Don't fool yourself into thinking that nobody's going to pick up the phone.”
Watch the Episode14. 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.”
Watch the Episode13. Dan Stalp ~ Sandler Training Overland Park Kansas City
“Technology has helped us, but it won't form the habit.”
Watch the Episode12. Robin Singh ~ Sandler Mississauga
“No is a good thing.”
Watch the Episode11. Matt Nettleton ~ Sandler DTB
“You don't have to prospect, your competitors will.”
Watch the Episode10. Chris Kelly ~ Sandler Training Toronto
“You know you won your day when you do the behavior.”
Watch the Episode09. Karl Schaphorst ~ Karl Schaphorst & Associates
“Every unsuccessful prospecting call earns compound interest.”
Watch the Episode08. Cal Thomas ~ Tailwind, Inc
“Sales is a conversation between adults to get to the truth.”
Watch the Episode07. Scott Bliss ~ Maximum Performance Management
“The cookbook only works if you follow the recipe.”
Watch the Episode06. Jeff Borovitz ~ Sandler by Selling with Jeff
“Salespeople that use AI to make themselves more effective are going to be the winners in this.”
Watch the Episode05. Dan Cubr ~ EAM Consulting Group
“You got to meet them where they are.”
Watch the Episode04. Jeff Schneider ~ OMEP
“It is not how you feel that determines how you act. It is how you act that determines how you feel.”
Watch the Episode03. Ken Seawell ~ EAM Consulting
“At the end of the day, Austin, I am looking for clarity.”
Watch the Episode02. Tim Bryson ~ Sandler
“Would you rather be comfortable or make money? Meet your prospects where they are comfortable.”
Watch the Episode01. 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.”
Smooth sailing starts with a steadfast system.
If your team sells into a defined market and prospecting keeps drifting, Topsail brings targeting, workflow, follow-up, and visibility into one operating rhythm without creating more work behind the scenes.
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