Sales as Service

Sales as Service is the podcast for consultants, agency owners, and service-based founders who want to grow their businesses without feeling awkward about sales. If you've ever thought, "I hate selling," or wondered how to get more clients, this show is for you. We make sales simple and approachable with practical advice on topics like: Creating opportunities instead of waiting for referrals Building relationships through outreach that doesn't feel pushy Developing the habits and systems that create a steady pipeline Growing your business with confidence, consistency, and integrity This isn't about pressure tactics, bro marketing, or convincing people to buy. It's about serving, solving problems, and building genuine relationships that lead to sustainable business growth. Listen in to discover how a simple shift in perspective can create a lasting change in your business.

Sales as Service is a business podcast hosted by Tamara Smith, with 60 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Tamara Smith hosts Sales as Service, a business show with 60 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

• 

  Episode #59

  The Right Book, Not Just a Good Book: Turning Your Expertise Into a Business Asset with Ally Machate

  Aug 12, 202626 minS3

  For a lot of founders, writing a book lives on the “someday” list. But what if a book isn’t simply a personal milestone? What if it could become a strategic tool for building authority, reaching the right people, and creating new opportunities for your business? In this episode of Sales as Service , I’m joined by publishing strategist Ally Machate, founder of The Writer’s Ally. Ally has spent her career working with books, authors, and publishers, and she makes an important distinction: there’s a difference between writing a good book and writing the right book. We talk about how to work backward from your business goals to determine what your book should actually be about, why knowing your reader matters as much as knowing your subject, and how the process of writing a book can change the way you see your own expertise. In this episode, we talk about: Why a book can be a business-growth tool, not simply a credibility piece The “good book, wrong book” problem—and how to avoid it How to work backward from your business goals to find the right book idea Why your book needs to meet readers where they are instead of simply sharing everything you know How becoming an author can help you more fully step into your authority Find the complete show notes here →https://studiothree49.com/podcast/ Sales as Service Challenge — Start Now! Pick one piece of content you’re working on—a proposal, pitch, lead magnet, or presentation—and run it through Ally’s process. Define the business goal and get specific about who it’s meant to serve. Then ask: Does what I’ve created actually deliver what that person needs, or is it simply what I wanted to say? If there’s a gap, close it before you invest more time. Links & Resources: Learn more about The Writer’s Ally Watch the free webinar Don’t Write the Wrong Book Connect with Ally on LinkedIn , Instagram , Facebook Follow The Writer’s Ally on YouTube Find Ally on Goodreads and Amazon Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes . Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call . Connect with Tam on LinkedIn . Produced by KNWN Media . Executive Producer: Jess Milanes.

  ListenShow Notes
• 

  Episode #58

  How to Become the First Referral with Kay McKenzie

  Aug 5, 202626 minS3

  Most businesses that struggle to attract the right clients don't actually have a business problem — they have a message that's doing the opposite of what they think it is. In this episode of Sales as Service, Tam sits down with Kay McKenzie, founder of Women in Alignment, to explore how positioning, messaging, and relationship building work together to create steady business growth. Rather than chasing algorithms or trying to sound more impressive, Kay explains why the strongest brands are the ones people immediately recognize, remember, and confidently recommend. Together, they unpack why women founders often hesitate to put themselves forward, how perfectionism quietly weakens sales efforts, and why referrals aren't passive at all—they're the result of consistently investing in people long before anyone is ready to buy. The conversation also explores how AI fits into relationship-driven businesses and why authentic human connection is becoming even more valuable as technology evolves. In this episode you'll learn: Why weak messaging focuses on you instead of your audience How positioning helps the right clients recognize you immediately Why referrals are earned through consistent relationship building How perfectionism keeps many founders from becoming visible Why trust is built through consistency across every customer touchpoint Find the complete show notes here →https://studiothree49.com/podcast/ Sales as Service Challenge — Start Now! Choose five people already in your network. People you've already built some level of relationship with. Spend the next week intentionally reconnecting. Send a quick check-in message. Comment thoughtfully on something they've shared. Make an introduction. Celebrate a win. Offer help without expecting anything in return. The goal isn't to generate a sale. The goal is to become someone who stays top of mind by consistently showing up. As Kay says, "Your network is good when you're good to your network." Relationships grow through consistent investment—not occasional outreach. Links & Resources: Learn more about Women in Alignment Connect with Kay on Facebook and LinkedIn Join the Women in Alignment Facebook Group . Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes . Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call . Connect with Tam on LinkedIn . Produced by KNWN Media . Executive Producer: Jess Milanes.

  ListenShow Notes
• 

  Episode #57

  Persuasion Without Pressure: How to Build Trust Before You Sell with Danny Bobrow

  Jul 29, 202642 minS3

  Persuasion has a reputation problem. For many founders and service professionals, it brings to mind pressure tactics, scripted sales pitches, and convincing someone to say yes. Danny Bobrow sees it differently. In this episode, Danny shares the framework behind the Persuasion Blueprint, a practical approach built around three principles: signaling care, earning trust, and collaborating with the person in front of you. Rather than teaching people how to become more persuasive for their own benefit, Danny explains how better communication helps buyers feel understood, confident, and empowered to make the right decision. Together, we explore why so many sales conversations stall after a promising start, how to avoid "expert override," and why listening may be the most overlooked sales skill of all. Whether you're having conversations in person, over Zoom, in your DMs, or through email, this episode will challenge the way you think about persuasion—and show you how to make every conversation feel more human. In this episode, you'll learn: Why persuasion is an act of service—not manipulation. Danny's three pillars of persuasive communication: signaling care, earning trust, and collaboration. The "10-second rule" for creating an immediate sense of care and connection. How "expert override" quietly sabotages sales conversations. Why listening is one of the greatest gifts you can give another person—and how it changes the way people experience working with you. Find the complete show notes here →https://studiothree49.com/podcast/ Sales as Service Challenge — Start Now! Do a listening audit on one recent sales conversation. If you're already recording your discovery calls, pull up your most recent conversation. If not, think back to one you remember clearly. Ask yourself three questions: Did you signal care within the first 10 seconds, or did you jump straight into your agenda? Were there moments where you slipped into explaining your solution before fully understanding the problem? Did the conversation feel collaborative—or did it feel like you were presenting while the other person simply listened? The goal isn't to get better at selling everyone. It's to get better at serving the people you're uniquely equipped to help when there's a genuine fit. And the only way to do that is through consistent, intentional practice. Links & Resources: Learn more about Danny Bobrow. Access your Persuasion Score. Connect with Danny on LinkedIn and Facebook . Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes . Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call . Connect with Tam on LinkedIn . Produced by KNWN Media . Executive Producer: Jess Milanes.

  ListenShow Notes
• 

  Episode #56

  [RE-RELEASE] Sales vs Marketing: Why You Need Both for Growth with Shannon Kinney

  Jul 22, 202631 minS2

  Most small business owners wrestle with the same question: is it a sales problem or a marketing problem? I recently recorded our very first Sales as Service LIVE office hours - and Shannon Kinney, Founder & CEO of Dream Local Digital, joined me to dig into exactly that. Shannon brings more than 30 years of leadership experience building scalable digital strategies for brands like LinkedIn, Google, eBay, and Microsoft. Since founding Dream Local Digital in 2009, she’s helped thousands of small businesses and media companies develop marketing strategies designed to grow and scale. This episode is the full replay of that live conversation. We talk about why sales and marketing aren’t interchangeable, how to tell which one is holding your business back, and the practical systems that help the two work together - so you’re not stuck waiting on referrals or random inbound leads. If you’ve ever asked yourself, “Do I need more leads, or do I just need to get better at closing the ones I have?” - this conversation will give you a clear way to answer that. Key Takeaways The simple way to know if you have a sales problem or a marketing problem - and why the fix is rarely “do more of everything” Why marketing generates attention, but sales is what turns that attention into revenue The risks of relying only on referrals and inbound interest (and how to break the waiting game) Practical first steps to build consistency without a full sales and marketing team The small, repeatable actions that keep your pipeline full month after month Sales as Service Challenge — Join Now! This week, run a quick 30-day audit to find out if you’re facing a marketing gap or a sales gap: Look back at the past 30 days: How many new leads or opportunities came in? Where did those leads come from? Of those leads, how many converted into paying clients? Diagnose the gap: Low new leads? That’s a marketing problem. Time to revisit your audience, offer, or messaging. Lots of leads, low conversions? That’s a sales problem. Focus on follow-up, qualification, and guiding prospects to a decision. Stuck waiting on referrals or the occasional inbound? That’s not a growth strategy. Make space for intentional, proactive outreach. Run this audit monthly and use what you find to focus your efforts where it matters most. Share your audit results or next step with the hashtag #SalesAsService so I can cheer you on. Links & Resources Join us for the next SAS LIVE Office Hours Event! Check out the LinkedIn Lead Generator to learn how to turn simple daily actions into real conversations with potential clients. Grab your free 5-Minute Sales Audit for a quick scan to show what’s working, what’s not—and one thing you can improve right away. Learn more about Shannon: Dream Local Digital LinkedIn Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes . Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call . Connect with Tam on LinkedIn . Produced by KNWN Media . Executive Producer: Jess Milanes.

  ListenShow Notes
• 

  Episode #55

  [RE-RELEASE] Stop Selling to Everyone: Build a Brand that Filters for Fit with Jamie Cox

  Jul 15, 202638 minS2

  You don’t need more leads - you need the right ones. In this episode, I sat down with Jamie Cox, a Nashville-based brand and marketing strategist who helps B2B service providers get off the content hamster wheel by getting crystal clear on who they serve - and just as importantly, who they don’t. Jamie’s approach to brand strategy isn’t about logos or color palettes. It’s about making your brand a filter. One that calls in the work you actually want to do and creates enough of a point of view to repel the rest. Because when your brand is built to be felt - not just seen - it naturally supports your sales process. If you’ve ever found yourself spiraling over your messaging or stuck trying to “do it all” on social, this is a conversation you don’t want to miss. Key Takeaways Why brand clarity isn’t just about visuals - it’s the foundation of a sales strategy that attracts the right people and repels the wrong ones How to define your not-for list to get clearer on your actual niche The referral engine that clarity creates - and how to make it easier for people to talk about your work in rooms you're not in A simple mindset shift that makes visibility feel more like connection and less like performance The rhythms and systems that help solopreneurs stay consistent—even when client work takes over SaS Challenge — Join Now! This week, let’s focus on filtering for fit - so your brand can do more of the heavy lifting in your sales process. Pick one platform where you want to build a more consistent presence—whether it’s LinkedIn, your email list, or your website. Set a timer for 30 minutes. Jot down 3 characteristics of your best-fit clients - and 3 warning signs that someone’s not for you. Publish one piece of content this week that speaks directly to the client you want more of. Share with the hashtag #SalesAsService, so I can cheer you on. Links & Resources: Join us for the next SAS LIVE Office Hours Event! Check out the LinkedIn Lead Generator to learn how to turn simple daily actions into real conversations with potential clients. Download the VIP Power Hour free guide. Learn more about Jamie: jamiercox.com; newsletter.jamiercox.com; linkedin.com/in/jamiercox13 Resources mentioned in this episode: Jamie’s Brand Clarity Lab: jamiercox.com/brand-clarity-lab Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes . Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call . Connect with Tam on LinkedIn . Produced by KNWN Media . Executive Producer: Jess Milanes.

  ListenShow Notes

Recent guests on Sales as Service. Study who booked and why before you pitch.

Based on semantic analysis of episode topics and host coverage, this show is a strong guest fit for executives in:

Industry fit is computed by PitchCentric using vector embeddings of the show's episode catalog.