Start better conversations

11 conversations to explore

1. Episode 58

   Earn Introductions Through Service and Clear Expectations

   With Charlie Hauck, President at Growth Dynamics Online

   Charlie Hauck returns to discuss earning referrals through service, setting expectations early, asking for introductions, respecting no, and giving generously.

   Topics: Referrals and introductions · ICP · Discovery

2. Episode 56

   Earn a Better Meeting with a Permission-Based Cold Call

   With Joe Ippolito, Principal at Topline Performance Solutions Inc.

   Joe Ippolito returns for part two on cold-call psychology, permission-based openings, third-party stories, multichannel prospecting, and earning a next meeting.

   Topics: Cold calling · Objections · Next steps

3. Episode 45

   Ask What a Successful Meeting Looks Like to the Buyer

   With Casey Jacox, Founder at Winning The Relationship

   Casey Jacox explains how humility, curiosity, and an opening question about success help sellers listen, adapt, and learn from the conversation.

   Topics: Discovery · Messaging · Coaching · Sales training

4. Episode 44

   Earn an Introduction by Checking the Value You Deliver

   With Jim Dunn, Director at Sandler by BGW Growth Services

   Jim Dunn outlines a client-value conversation that checks the relationship, finds improvements, and earns the right to ask for an introduction.

   Topics: Referrals and introductions · Discovery · Next steps

5. Episode 42

   Reconnect Before You Ask Your Network for Referrals

   With Evan Polin, President at Polin Performance Group

   Evan Polin describes sorting a network, sending a simple reconnection message, and earning double-opt-in introductions through real conversations.

   Topics: Referrals and introductions · LinkedIn · Messaging · Follow-up

6. Episode 35

   Create Curiosity in the First Moments of a Cold Call

   With Joe Ippolito, Principal at Topline Performance Solutions Inc.

   Joe Ippolito demonstrates an honest pattern interrupt, third-party problem stories, and a transition to a no-pressure next meeting.

   Topics: Cold calling · Messaging · Next steps · Email

7. Episode 28

   Ask for an Introduction Someone Can Actually Make

   With Brian McDevitt, President & CEO at Sandler Denver by Achievement Dynamic

   Brian McDevitt explains specific names, relationship groups, and introduction templates that make a referral ask easier to understand and complete.

   Topics: Referrals and introductions · Messaging · Prospecting consistency

8. Episode 24

   Replace Generic Sales Claims with a Recognizable Buyer Problem

   With Tim Roberts, Principal at Sandler Training - Trustpointe

   Tim Roberts explains pain hooks and short stories that help a buyer recognize their situation, supported by practice and permission to be candid.

   Topics: Messaging · Discovery · Sales training

9. Episode 19

   Build Trust by Checking Expectations and Staying Curious

   With Tim Goering, President at MakingLuck

   Tim Goering explores expectation-setting, equal business stature, and curious language that keeps human trust at the center of selling.

   Topics: Discovery · Messaging · Next steps · AI in sales

10. Episode 14

    Get Past Phone Avoidance and Start a Real Conversation

    With James Alberson, Owner/Principal at Sandler Training Seattle

    James Alberson connects manageable call blocks, disarming honesty, and a search for real need to more confident phone prospecting.

    Topics: Cold calling · Messaging · Prospecting consistency

11. Episode 12

    Open a Cold Call Without Creating Immediate Resistance

    With Robin Singh, President at Sandler Mississauga

    Robin Singh demonstrates permission, pattern interrupts, and a short pain-focused introduction that lets the prospect decide whether to continue.

    Topics: Cold calling · Messaging · Qualification