https://topsail.app/tailwind/erik-meier-eam-consulting-group https://i.ytimg.com/vi/lsVpYe4VS-k/hqdefault.jpg Does Your Pipeline Need More Activity—or a Different Approach? Erik Meier explains how to diagnose a weak funnel through activity, skill, and targeting before asking sellers to do more. https://www.youtube.com/embed/lsVpYe4VS-k 735 2026-04-28T11:01:35-07:00 https://topsail.app/tailwind/tim-bryson-sandler https://i.ytimg.com/vi/bW9xexoYmck/hqdefault.jpg Measure the Conversations Behind Your Activity Counts Tim Bryson connects meaningful conversations and conversion data to the behavior, attitude, and technique behind prospecting results. https://www.youtube.com/embed/bW9xexoYmck 1367 2026-04-28T11:13:28-07:00 https://topsail.app/tailwind/ken-seawell-eam-consulting https://i.ytimg.com/vi/fu9oOh-1i6s/hqdefault.jpg Keep Prospecting Without Taking Every No Personally Ken Seawell reframes outreach as sorting for fit, with committed activity and curiosity taking the pressure off each call. https://www.youtube.com/embed/fu9oOh-1i6s 1075 2026-04-28T11:14:47-07:00 https://topsail.app/tailwind/jeff-schneider-omep https://i.ytimg.com/vi/6egIwWtCHwA/hqdefault.jpg Turn a Weekly Sales Plan into Useful Coaching Jeff Schneider shows how weekly activity commitments and real conversion data give managers something concrete to coach. https://www.youtube.com/embed/6egIwWtCHwA 1505 2026-04-28T11:15:36-07:00 https://topsail.app/tailwind/dan-cubr-eam-consulting-group https://i.ytimg.com/vi/TyiusgOEQcY/hqdefault.jpg Prepare Discovery Questions Before Recommending a Solution Dan Cubr explains pre-call planning, buyer context, and questions that uncover pain before a seller jumps to a solution. https://www.youtube.com/embed/TyiusgOEQcY 1714 2026-05-05T08:06:22-07:00 https://topsail.app/tailwind/jeff-borovitz-sandler-by-selling-with-jeff https://i.ytimg.com/vi/PJVQlzCfSVA/hqdefault.jpg Use AI to Rehearse, Take Notes, and Follow Up with Care Jeff Borovitz explores AI roleplay, richer call notes, and reviewed follow-up drafts while keeping disclosure and human context central. https://www.youtube.com/embed/PJVQlzCfSVA 1677 2026-05-18T17:26:09-07:00 https://topsail.app/tailwind/scott-bliss-maximum-performance-management https://i.ytimg.com/vi/Yppo18-EXk4/hqdefault.jpg Keep Prospecting When the Pipeline Looks Full Scott Bliss connects specific daily behaviors, personal commitment, and weekly review to a prospecting habit that survives a busy pipeline. https://www.youtube.com/embed/Yppo18-EXk4 1898 2026-05-18T17:45:59-07:00 https://topsail.app/tailwind/cal-thomas-tailwind-inc https://i.ytimg.com/vi/J_T1xQonAC0/hqdefault.jpg Find Your Best-Fit Accounts Before Scaling Outbound Cal Thomas examines account fit, size, and buying processes so sellers can choose where deliberate outbound effort belongs. https://www.youtube.com/embed/J_T1xQonAC0 1545 2026-05-27T20:41:56-07:00 https://topsail.app/tailwind/karl-schaphorst-karl-schaphorst-associates https://i.ytimg.com/vi/e-1bILXA4TI/hqdefault.jpg Make the Prospecting Block Easier to Start Karl Schaphorst describes a finite prospect list, prepared data, and a scheduled calling rhythm that make daily outreach more repeatable. https://www.youtube.com/embed/e-1bILXA4TI 1687 2026-05-28T09:08:27-07:00 https://topsail.app/tailwind/chris-kelly-sandler-training-toronto https://i.ytimg.com/vi/ngJLvyvvzoU/hqdefault.jpg Connect Your Sales Routine to Goals You Care About Chris Kelly explores personal motivation, habit stacking, and tracking the behaviors that make a day feel successful before revenue arrives. https://www.youtube.com/embed/ngJLvyvvzoU 1526 2026-05-28T10:17:03-07:00 https://topsail.app/tailwind/matt-nettleton-sandler-dtb https://i.ytimg.com/vi/nTJV4-HxrvU/hqdefault.jpg Work Backward from Revenue to a Prospecting Plan Matt Nettleton explains how revenue goals become leading behaviors, with outbound also testing the fit of your market and message. https://www.youtube.com/embed/nTJV4-HxrvU 1783 2026-05-28T10:27:45-07:00 https://topsail.app/tailwind/robin-singh-sandler-mississauga https://i.ytimg.com/vi/BVn9G7390jg/hqdefault.jpg Open a Cold Call Without Creating Immediate Resistance Robin Singh demonstrates permission, pattern interrupts, and a short pain-focused introduction that lets the prospect decide whether to continue. https://www.youtube.com/embed/BVn9G7390jg 1245 2026-05-28T11:47:27-07:00 https://topsail.app/tailwind/dan-stalp-sandler-training-overland-park-kansas-city https://i.ytimg.com/vi/W074RhuP0Sw/hqdefault.jpg Use Activity Data to Set a Realistic Daily Sales Plan Dan Stalp explains simple tracking, efficiency ratios, and coaching that make prospecting data useful rather than a reporting burden. https://www.youtube.com/embed/W074RhuP0Sw 1544 2026-05-28T13:45:25-07:00 https://topsail.app/tailwind/james-alberson-sandler-training-seattle https://i.ytimg.com/vi/SjWn8sd-rvI/hqdefault.jpg Get Past Phone Avoidance and Start a Real Conversation James Alberson connects manageable call blocks, disarming honesty, and a search for real need to more confident phone prospecting. https://www.youtube.com/embed/SjWn8sd-rvI 1490 2026-06-09T14:01:04-07:00 https://topsail.app/tailwind/paul-doucet-sandler-systems-by-paul-doucet https://i.ytimg.com/vi/ylS6vNx14gY/hqdefault.jpg Use the Cold Call to Earn the Next Conversation Paul Doucet explains how to sort for interest, book the next conversation, and check the commitment without trying to close everything at once. https://www.youtube.com/embed/ylS6vNx14gY 1289 2026-06-09T15:27:45-07:00 https://topsail.app/tailwind/scott-bailey-sandler-training-by-bailey-marketing-concepts https://i.ytimg.com/vi/R_ZT84xeqaw/hqdefault.jpg Replace Think-It-Overs with Clearer Commitments Scott Bailey explores permission to say no, post-selling a commitment, and a simple follow-up when a prospect stops responding. https://www.youtube.com/embed/R_ZT84xeqaw 1672 2026-06-17T15:26:12-07:00 https://topsail.app/tailwind/hamish-knox-sales4-training-and-consulting https://i.ytimg.com/vi/c69fmbA8KCU/hqdefault.jpg Check the Meeting Commitment Before It Falls Through Hamish Knox shows how to check what might prevent a meeting, alongside buyer-focused rapport and small daily prospecting habits. https://www.youtube.com/embed/c69fmbA8KCU 1410 2026-06-17T15:34:23-07:00 https://topsail.app/tailwind/josh-shirley-sandler-powered-by-coffman-group https://i.ytimg.com/vi/9GPyd-5vuyo/hqdefault.jpg Give Strong Prospectors a Career Worth Staying For Josh Shirley explains why hunting and closing need different skills, and why strong BDRs need recognition and a real path to growth. https://www.youtube.com/embed/9GPyd-5vuyo 1461 2026-06-17T15:40:34-07:00 https://topsail.app/tailwind/tim-goering-makingluck https://i.ytimg.com/vi/v_zuOxZQ5DU/hqdefault.jpg Build Trust by Checking Expectations and Staying Curious Tim Goering explores expectation-setting, equal business stature, and curious language that keeps human trust at the center of selling. https://www.youtube.com/embed/v_zuOxZQ5DU 2364 2026-06-17T15:49:38-07:00 https://topsail.app/tailwind/john-buckner-insightful-selling https://i.ytimg.com/vi/NL6dcwq29Aw/hqdefault.jpg Build a Prospecting Routine That Outlasts Rejection John Buckner connects prospecting territory, yield, follow-up, and a daily ritual to the work of finding the next customer. https://www.youtube.com/embed/NL6dcwq29Aw 1939 2026-06-17T16:52:40-07:00 https://topsail.app/tailwind/dan-mccoy-dlm-advisors https://i.ytimg.com/vi/lqW_FYs4-70/hqdefault.jpg Find a Human Reason to Reach Out in an AI-Crowded Inbox Dan McCoy discusses researching shared context, building a network, and using AI as an assistant while keeping outreach recognizably human. https://www.youtube.com/embed/lqW_FYs4-70 1373 2026-06-17T17:05:30-07:00 https://topsail.app/tailwind/david-buonfiglio-mammoth-sales-solutions https://i.ytimg.com/vi/5ms93j1nDz8/hqdefault.jpg Give New Prospectors a Playbook They Can Use David Buonfiglio describes turning a documented playbook into training, practical outreach tools, and a BDR role that fits the buyer. https://www.youtube.com/embed/5ms93j1nDz8 1613 2026-06-17T18:53:17-07:00 https://topsail.app/tailwind/judy-taibi-j-taibi-group https://i.ytimg.com/vi/HwAuzgB-LF8/hqdefault.jpg Do the Prospecting Work Even When Motivation Is Low Judy Taibi connects a repeatable cookbook with preparation, listening, and debriefing so daily prospecting does not depend on feeling ready. https://www.youtube.com/embed/HwAuzgB-LF8 2106 2026-06-17T19:07:26-07:00 https://topsail.app/tailwind/tim-roberts-sandler-training-trustpointe https://i.ytimg.com/vi/BALwtMCZSg8/hqdefault.jpg Replace Generic Sales Claims with a Recognizable Buyer Problem Tim Roberts explains pain hooks and short stories that help a buyer recognize their situation, supported by practice and permission to be candid. https://www.youtube.com/embed/BALwtMCZSg8 1509 2026-06-18T15:28:14-07:00 https://topsail.app/tailwind/steve-cashdollar-sandler-training-steve-cashdollar https://i.ytimg.com/vi/M9TlfvQzMsU/hqdefault.jpg Make Outreach Personal Before Asking for a Meeting Steve Cashdollar examines specific personalization, curious calls to action, multichannel follow-up, and a digital presence that supports trust. https://www.youtube.com/embed/M9TlfvQzMsU 2173 2026-06-24T14:52:49-07:00 https://topsail.app/tailwind/todd-twete-sales-xceleration https://i.ytimg.com/vi/2Cq34dRQsjE/hqdefault.jpg Does Your Prospecting Math Support the Revenue Goal? Todd Twete works backward through funnel conversions and multichannel touches to test whether revenue expectations match the activity plan. https://www.youtube.com/embed/2Cq34dRQsjE 1973 2026-07-02T14:36:05-07:00 https://topsail.app/tailwind/tom-daly-focus-insights-group https://i.ytimg.com/vi/2LEnH1J463Q/hqdefault.jpg Define Your Market by the Problem You Solve Tom Daly starts with customer pain and poor-fit exclusions, then tests the message before expanding sequences and automation. https://www.youtube.com/embed/2LEnH1J463Q 1495 2026-07-02T15:55:47-07:00 https://topsail.app/tailwind/brian-mcdevitt-sandler-denver-achievement-dynamic https://i.ytimg.com/vi/GCRknFIx5E0/hqdefault.jpg Ask for an Introduction Someone Can Actually Make Brian McDevitt explains specific names, relationship groups, and introduction templates that make a referral ask easier to understand and complete. https://www.youtube.com/embed/GCRknFIx5E0 1549 2026-07-15T08:03:50-07:00 https://topsail.app/tailwind/nicole-vorkapic-group-e-company https://i.ytimg.com/vi/rGGiTE4LMvs/hqdefault.jpg Hire for the Selling Work You Actually Need Nicole Vorkapic connects role clarity, demonstrated sales ability, and an intentional first 90 days to better sales hiring decisions. https://www.youtube.com/embed/rGGiTE4LMvs 2234 2026-07-21T19:48:24-07:00 https://topsail.app/tailwind/troy-elmore-sandler-training-houston-impassioned-sales-solutions https://i.ytimg.com/vi/PIG60TTzcTs/hqdefault.jpg Make a Prospecting Initiative Stick Beyond the Launch Troy Elmore’s I know, I care, I can framework connects a clear reason for change with commitment, coaching, and practical support. https://www.youtube.com/embed/PIG60TTzcTs 2095 2026-07-15T08:36:31-07:00 https://topsail.app/tailwind/glenn-nixon-self-managing-sales-organizations https://i.ytimg.com/vi/p9VVRHOLs2s/hqdefault.jpg Keep Near-Fit Deals from Pulling You Off Target Glenn Nixon explains operational ICP filters, the cost of near-fit deals, and the coaching and CRM discipline that keep targeting aligned. https://www.youtube.com/embed/p9VVRHOLs2s 1714 2026-07-24T12:46:36-07:00 https://topsail.app/tailwind/phil-whitebloom-beenthere-consulting-services https://i.ytimg.com/vi/m6pSxNLlzpA/maxresdefault.jpg Find the Real Concern Behind a Sales Objection Phil Whitebloom shows how acknowledging, questioning, listening, and validating can separate a real objection from a distraction. https://www.youtube.com/embed/m6pSxNLlzpA 1895 2026-07-24T14:53:56-07:00 https://topsail.app/tailwind/doug-dvorak-sales-coaching-institute https://i.ytimg.com/vi/esxOmQmtkac/maxresdefault.jpg Start Sales AI Adoption with the Tools You Already Have Doug Dvorak recommends checking existing CRM capabilities, setting guardrails for experiments, and verifying AI output before expanding the toolset. https://www.youtube.com/embed/esxOmQmtkac 1750 2026-07-29T08:44:00-07:00 https://topsail.app/tailwind/lisa-mulyk-emergence-sales-consulting https://i.ytimg.com/vi/6EfVQfAbjvs/hqdefault.jpg Set Clear Boundaries for AI in Your Sales Team Lisa Mulyk discusses source verification, company maturity, and reinforced AI policies that help teams use new tools with judgment. https://www.youtube.com/embed/6EfVQfAbjvs 1807 2026-08-11T16:28:14-07:00 https://topsail.app/tailwind/joe-ippolito-topline-performance-solutions https://i.ytimg.com/vi/6YahFVtzuPE/hqdefault.jpg Create Curiosity in the First Moments of a Cold Call Joe Ippolito demonstrates an honest pattern interrupt, third-party problem stories, and a transition to a no-pressure next meeting. https://www.youtube.com/embed/6YahFVtzuPE 2186 2026-08-24T14:54:05-07:00 https://topsail.app/tailwind/michael-wills-top-line-solutions https://i.ytimg.com/vi/naRgkcMvV18/hqdefault.jpg Build the Sales Infrastructure to Move Beyond Founder-Led Selling Michael Wills connects leadership-owned strategy, a deeper ICP, and weekly coaching to growth beyond the founder’s personal selling capacity. https://www.youtube.com/embed/naRgkcMvV18 1989 2026-08-25T08:02:13-07:00 https://topsail.app/tailwind/brent-phillips-bwp-consulting-group https://i.ytimg.com/vi/hQQMY6Mlsgw/hqdefault.jpg Turn Networking into a Repeatable Referral Channel Brent Phillips describes starting small, forming a complementary referral group, and using help-first conversations with a practical agenda. https://www.youtube.com/embed/hQQMY6Mlsgw 2212 2026-08-26T20:24:00-07:00 https://topsail.app/tailwind/roderick-jefferson-roderick-jefferson-associates https://i.ytimg.com/vi/u0-m_y-OyIQ/hqdefault.jpg Use AI to Prepare More Thoughtful Coaching Conversations Roderick Jefferson connects experience, emotional intelligence, and AI-assisted preparation while keeping each person’s context at the center of leadership. https://www.youtube.com/embed/u0-m_y-OyIQ 1817 2026-08-31T16:10:25-07:00 https://topsail.app/tailwind/lowell-price-chief-outsiders https://i.ytimg.com/vi/MC26CSn1EX4/hqdefault.jpg Choose Strategic Accounts You Have a Reason to Win Lowell Price treats each account as a market of one, connecting defensible fit with stakeholder research and persona-specific value. https://www.youtube.com/embed/MC26CSn1EX4 1829 2026-09-02T10:50:51-07:00 https://topsail.app/tailwind/kenneth-gumbiner-k-m-gumbiner-sales-consulting https://i.ytimg.com/vi/2Z1ku7YMfUA/hqdefault.jpg Turn a Founder’s Sales Knowledge into a Repeatable Playbook Kenneth Gumbiner connects the value proposition, ICP, training, and CRM reporting to a sales operation that extends beyond the founder. https://www.youtube.com/embed/2Z1ku7YMfUA 1931 2026-09-02T10:21:08-07:00 https://topsail.app/tailwind/lisa-schnare-valueselling-associates https://i.ytimg.com/vi/vg5yFHsAw2s/hqdefault.jpg Build an SDR Team People Can Grow Through Lisa Schnare explores resilience, early coaching, motivation beyond commission, and career paths that make an SDR team a source of talent. https://www.youtube.com/embed/vg5yFHsAw2s 2745 2026-09-08T12:41:50-07:00 https://topsail.app/tailwind/evan-polin-polin-performance-group https://i.ytimg.com/vi/0a77P70zwJA/hqdefault.jpg Reconnect Before You Ask Your Network for Referrals Evan Polin describes sorting a network, sending a simple reconnection message, and earning double-opt-in introductions through real conversations. https://www.youtube.com/embed/0a77P70zwJA 1877 2026-09-08T14:12:08-07:00 https://topsail.app/tailwind/brett-keirstead-chief-outsiders https://i.ytimg.com/vi/AE5Ew5XxC1w/hqdefault.jpg Coach Sales Judgment Instead of Canned Responses Brett Keirstead connects belief in the offer, realistic practice, and curious questions to coaching that develops independent sales judgment. https://www.youtube.com/embed/AE5Ew5XxC1w 2353 2026-09-10T18:15:08-07:00 https://topsail.app/tailwind/jim-dunn-sandler-by-bgw-growth-services https://i.ytimg.com/vi/n1PjTBz1fOc/hqdefault.jpg Earn an Introduction by Checking the Value You Deliver Jim Dunn outlines a client-value conversation that checks the relationship, finds improvements, and earns the right to ask for an introduction. https://www.youtube.com/embed/n1PjTBz1fOc 1590 2026-09-11T14:20:00-07:00 https://topsail.app/tailwind/casey-jacox-winning-the-relationship https://i.ytimg.com/vi/xXrw-W7pheE/hqdefault.jpg Ask What a Successful Meeting Looks Like to the Buyer Casey Jacox explains how humility, curiosity, and an opening question about success help sellers listen, adapt, and learn from the conversation. https://www.youtube.com/embed/xXrw-W7pheE 1630 2026-09-15T09:20:20-07:00 https://topsail.app/tailwind/claire-mayweather-sandler-training-sales-success-solutions https://i.ytimg.com/vi/fSsEp8zGiWY/hqdefault.jpg Surface Sales Objections Before the Proposal Claire Mayweather explains how to discuss investment, decision makers, timing, and commitment before a proposal introduces unwelcome surprises. https://www.youtube.com/embed/fSsEp8zGiWY 1769 2026-09-21T09:58:18-07:00 https://topsail.app/tailwind/joe-english-360-consulting https://i.ytimg.com/vi/q_c_5at2m3M/hqdefault.jpg Combine Buyer Fit and Timing Before Increasing Outreach Joe English connects a clear ICP and value proposition with intent signals, relevant messages, and consistent multichannel activity. https://www.youtube.com/embed/q_c_5at2m3M 1991 2026-09-17T12:14:26-07:00 https://topsail.app/tailwind/joe-knotts-sales-xceleration https://i.ytimg.com/vi/XHM21dhmrtk/hqdefault.jpg Give Prospects Something Useful Before Asking for Their Time Joe Knotts describes useful lead magnets, relevant company signals, and message testing that give outreach a clearer reason to exist. https://www.youtube.com/embed/XHM21dhmrtk 1960 2026-09-23T16:39:27-07:00 https://topsail.app/tailwind/alana-nicol-gerry-weinberg-associates https://i.ytimg.com/vi/qfo3gV9Z8uk/hqdefault.jpg Research the Names Before You Ask for an Introduction Alana Nicol explains how ICP, LinkedIn connections, and a drafted introduction make it easier for a willing contact to help. https://www.youtube.com/embed/qfo3gV9Z8uk 1750 2026-09-28 https://topsail.app/tailwind/dan-oakes-startup-sales-consulting https://i.ytimg.com/vi/_ukYnmXCxQU/hqdefault.jpg Prove One Prospecting Play Before Automating More Dan Oakes recommends a frequent, useful trigger, clear workflow ownership, and a willing pilot rep before expanding AI-assisted outreach. https://www.youtube.com/embed/_ukYnmXCxQU 1777 2026-09-29 https://topsail.app/tailwind/shirley-hayden-sales-xceleration https://i.ytimg.com/vi/fNYqWJlUpXM/hqdefault.jpg Build an ICP Around Buying Triggers and Real Customer Evidence Shirley Hayden connects buyer personas, triggers, disqualifiers, and documented outreach to an ICP a growing sales team can actually use. https://www.youtube.com/embed/fNYqWJlUpXM 1555 2026-09-30 https://topsail.app/tailwind/rene-zamora-sales-manager-now https://i.ytimg.com/vi/WbWRw3uDLDo/hqdefault.jpg Turn Top Sellers’ Instincts into Shared Team Learning Rene Zamora of Sales Manager Now explains how better listening, quality indicators, shared learning, and team goals help sales managers develop stronger sellers. https://www.youtube.com/embed/WbWRw3uDLDo 1886 2026-10-01T09:55:38-07:00 https://topsail.app/tailwind/guy-ragault-northern-lakes-sales-leadership https://i.ytimg.com/vi/RIwR6KZhrgw/hqdefault.jpg Give Every Seller a Clear Account Growth Plan Guy Ragault of Northern Lakes Sales Leadership discusses technical selling, pipeline ownership, account growth, clear commitments, and consistent sales practice. https://www.youtube.com/embed/RIwR6KZhrgw 2720 2026-10-02T16:27:34-07:00 https://topsail.app/tailwind/dan-lubic-sales-xceleration https://i.ytimg.com/vi/3KyC-IML2IA/hqdefault.jpg Build Referral Partnerships That Fit Your Ideal Client Dan Lubic of Sales Xceleration explains how to find referral partners, lead with value, build a useful meeting cadence, and define an ideal partner profile. https://www.youtube.com/embed/3KyC-IML2IA 1379 2026-10-13T16:22:41-07:00 https://topsail.app/tailwind/john-noonan-growth-plan-partners https://i.ytimg.com/vi/0EbRy573mGQ/hqdefault.jpg Build a Sales Playbook That Lets the Founder Step Back John Noonan of Growth Plan Partners explains how founder-led businesses can scale through documented sales processes, focused ICPs, playbooks, and better tools. https://www.youtube.com/embed/0EbRy573mGQ 1966 2026-10-13T20:18:14-07:00 https://topsail.app/tailwind/joe-ippolito-topline-performance-solutions-part-2 https://i.ytimg.com/vi/jNdFbV50P6g/hqdefault.jpg Earn a Better Meeting with a Permission-Based Cold Call Joe Ippolito returns for part two on cold-call psychology, permission-based openings, third-party stories, multichannel prospecting, and earning a next meeting. https://www.youtube.com/embed/jNdFbV50P6g 2186 2026-10-14 https://topsail.app/tailwind/charlie-hauck-growth-dynamics-online-part-1 https://i.ytimg.com/vi/4e9zuI-L6vE/hqdefault.jpg Replace Vague Follow-Up with a Clear Next Commitment Charlie Hauck of Growth Dynamics Online discusses prospect follow-up, clear commitments, buyer motivation, creative outreach, and being comfortable hearing no. https://www.youtube.com/embed/4e9zuI-L6vE 1998 2026-10-14T17:39:05-07:00 https://topsail.app/tailwind/charlie-hauck-growth-dynamics-online-part-2 https://i.ytimg.com/vi/S5w15XHiUmY/hqdefault.jpg Earn Introductions Through Service and Clear Expectations Charlie Hauck returns to discuss earning referrals through service, setting expectations early, asking for introductions, respecting no, and giving generously. https://www.youtube.com/embed/S5w15XHiUmY 2302 2026-10-14T17:55:16-07:00