The Daily Sales Show

Everyday the Sell Better Team talks to sales pros at the top of their game to understand what’s working in sales right now. No fluff. Just tactical deep dives and actionable takeaways for you to immediately incorporate into your sales flow.

The Daily Sales Show is a business podcast hosted by Sell Better, with 500 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.

Sell Better hosts The Daily Sales Show, a business show with 500 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.

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  Episode #688

  The Outbound Stack Audit: What to Keep, Cut, and Add

  Jun 24, 202648 min

  Helena Klaus and Will Aitken audited nine sales tool categories live and named what to keep at each team size. Helena Klaus, founder of Sales in DACH, surveys her members on stack adoption. They worked through CRM, sales engagement, contact data, intent, dialers, scheduling, conversation intelligence, deal execution and AI, and recommended no single stack. When is Salesforce the wrong answer? Will: teams buy on brand recognition. With no RevOps person or admin, Salesforce slows you down at roughly three times the price of a right-sized tool. His ladder runs spreadsheet, Pipedrive, HubSpot, Salesforce. Helena's real constraint is adoption, because a young team finds excuses when the UX is bad. Will's warning on all-in-one: HubSpot's built-in sequences will usually cost you deliverability. What separates intent from timing? Helena: people confuse intent and signals with relevance and timing. She is getting a dog and searching for a leash she does not need for three months. Intent sorts a list. It does not mean someone is ready to buy. How do you pick a data provider? Will keeps ZoomInfo, Prospeo and FullEnrich open at once. Sometimes one has the mobile number, sometimes all three, sometimes none. Test across a large sample, because accuracy swings by geography and job title. Helena reads the logos on a vendor's site and calls those customers. For DACH prospecting, check GDPR compliance first. Where does AI stop? Helena will not hand forecasting to a tool, because she sat in the room and read the body language. Will will not run autonomous prospecting, since anything sent in his name can be screenshotted. He uses AI for research, list building, call prep, drafts and recaps. On build versus buy, he prices a seller's hour against quota at $200 to $300, making nine hours of building a false saving against a $50 tool. Resources mentioned Tario's AI cold calling report The Speakers: Will Aitken , Host, Sell Better Helena Klaus , Founder, Sales in DACH Catch The Daily Sales Show live Follow Sell Better Explore our YouTube Channel Watch the replay Thank you to our sponsors: Tario , Aligned , Prospeo

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  Episode #687

  How to Build Smarter Discovery Questions With Buyer Signals

  Jun 18, 202645 min

  Urgency cannot be created, only uncovered. Most reps mistake a polite yes for a real one and fill their pipeline with meetings that go nowhere. James Buckley sat down with Brendan Hofferty, SMB Outbound Sales Development Manager at ZoomInfo. Brendan's framing: stop fishing in the ocean and fish in a barrel, because the best opportunities are already raising their hand. Ask how, not whether "Are you familiar with ZoomInfo?" earns a one-word answer, which is what you cannot afford in the first ten seconds. "How familiar are you with ZoomInfo?" opens the conversation either way. Same with how are you currently generating new business, instead of are you taking on new business. James drops the question entirely and makes a casual statement. Selling to Salesforce admins, he stopped asking do you use Salesforce and started saying oh, you know Salesforce, which got him volunteered detail instead of a yes. Stop accusing people with your own signals Instead of I saw you were on our pricing page, Brendan teaches: I saw some website activity coming from your domain, and typically that means your team is looking for better contact data. Not sure if that was you. One version tells the prospect what they did, the other opens a conversation. Even when the signal is right, people forget or it was a colleague, and now you are arguing about a fact instead of talking. James's rule for the same habit: if your writing contains I saw or I noticed, paste it into your AI and ask it to remove unnecessary words. Match the pain to the person, not the company A VP of Sales cares about pipeline. A director of marketing cares about attribution and lead quality. A CEO cares about revenue growth. Pitch the wrong one and you get told you have the wrong person. James's later-stage question for finding who actually matters: if this goes well and you move forward, who gets held over the fire for whether it works? That is who you build the relationship with, because champions are not always good internal sellers. Get one of three things from every qualified call Brendan's standard. A meeting is priority one, Director and above. You will not book one every time. Second best is a referral. Third is information you can use on the next call. The referral move is worth stealing. When you reach someone who is not the decision maker, do not ask permission to mention the conversation. Thank them, let them go, then open the next call with what you learned: I spoke with Luis, he told me this and this, so we should probably talk. Pushback is rare unless you invent a referral you never got. James on why more people do not do it: salespeople invent reasons not to, and it is only fear. The question that exposes a fake decision maker James's, and the best single line in the episode: what happened the last time you tried to buy something like this? If they cannot answer, they have never done it. Brendan checks the org chart for anyone holding the same title, since a peer can usually make the same call, and asks at wrap-up whether anyone else would need to be involved. The Speakers: James Buckley , Host, Sell Better Brendan Hofferty , SMB Outbound Sales Development Manager, ZoomInfo Catch The Daily Sales Show live Follow Sell Better Explore our YouTube Channel Watch the replay Thank you to our sponsor: ZoomInfo

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  Episode #686

  How to Stop Getting Ghosted During Your Prospect's Busy Season

  Jun 17, 202644 min

  Getting ghosted usually is not the buyer's fault. It is what happens when nobody agreed on a date, an owner, or what happens next. James Buckley sat down with Hannah Ajikawo, CEO and founder of Revenue Funnel, and Elmer Lopez, founder of Contento. Hannah's opening question resets it: are you being ghosted, or reacting to ambiguity you created? The exercise worth doing today Hannah called this hundred-thousand-dollar coaching. Take a sheet of paper, draw a line down the middle, write research on the left and review on the right. Plot every open deal by the language the buyer actually used. Research sounds like exploring the market, figuring out our needs, a few internal meetings. Those people cannot buy. Review sounds like we shortlisted four vendors, we tried building it ourselves, we tried AI and it did not work. Those are your real deals. Her recent loss went dark three and a half weeks. She knew it was research, and when she sent a breakup message they said Q4, because they need to try it themselves first. Elmer's critical event test Same filter, different angle. No critical event, no close. A merger means two messy CRMs, so a data tool becomes urgent next month. A conference makes a badge scanner urgent. Without one, he questions opening the opportunity at all. The breakup email that keeps working Elmer's, and he says it gets him hate mail. Subject line: giving up on this project? Body: I have tried text, email, and calls and cannot reach you, are you giving up on this project? That is the entire message. He starts a new thread rather than replying into the dead one, because the subject line does the work. James's reaction was the tell. He would not want to be the person who gave up on a project. Send something with no ask attached Elmer ties the value send to whatever happens next inside their company. Taking it to finance? Send the ROI calculator. Hannah has sent prospects a competitor comparison including where rivals are genuinely strong, which saves the buyer real work and occasionally costs her the deal. You are probably not being ghosted Seventy-two percent of deals are lost to no decision, so you are usually in the majority rather than singled out. Hannah's caveat: many were never deals. Her old manager told her the big logos she kept meeting liked her and learned from her, but were never qualified. Her closing line: stop asking why you are being ghosted, start asking why the buyer thinks it is fine not to reply. Resources mentioned Symbiotic Free GTM templates Turn your LinkedIn into a revenue funnel with Contento The Speakers: James Buckley , Host, Sell Better Hannah Ajikawo , CEO & Founder, Revenue Funnel Elmer Lopez , Founder, Contento Catch The Daily Sales Show live Follow Sell Better Explore our YouTube Channel Watch the replay Thank you to our sponsors: Highlevel , Gong , Expertise.ai

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  Episode #682

  How to Get More Cold Calls Answered

  Jun 3, 202645 min

  Ninety percent of people never answer a number they do not recognize. The problem is not your pitch, it is that nobody knows who is calling. James Buckley sat down with Sara Uy, founder of SellingSara, and Chris Stalnaker of First Orion, on what happens in the two seconds before someone decides not to pick up. Chris's framing: a random ten digit number is about as good as showing up as spam. Two openers Sara uses every day The first: hey James, you are totally gonna hate me, this is a cold call. If you give me 27 seconds and what I say is not valuable, I will never call you back again. Her defence is that people who hate it have not tried it, and that it only works if your tone is confident. The second: hey Chris, it is Sara over at SellingSara, what did I catch you in the middle of? Most people answer before they think, then ask how they know her, which is the opening. Even a hang-up is a win if you learned they were walking the dog, because that is your reference next time. Her deadline for both is five to seven seconds to sound like a person, not a bot. The voicemail argument Chris does not leave them, because nobody listens. Sara leaves them because nobody listens and everybody reads the transcription. She reads every one she gets. Hers is built for that: there is absolutely no need to call me back, but I am sending you a LinkedIn video right now so you can reply there. The voicemail is not a request, it is her name in front of them plus a reason to look elsewhere. James stopped leaving his phone number years ago, credits John Barrows for it, and instead names the email he is about to send, sometimes with the subject line, so the reply comes back by email. Nine before nine, five after five Sara's timing rule. Call your nine hottest leads before 9am and your five hottest after 5pm, and yes, call the same person twice in a day. Her record on the morning block is seven pickups, set at Pareto. Nobody is at their desk yet and nothing has gone wrong yet. She has caught people in the coffee queue and sent a gift card after. Chris runs Tuesdays and Thursdays and avoids evenings. More is the answer, but only up to a point Sara's read: at ten to twenty dials a day, your manager is right. At ninety, pick the twenty you most want and hyper-personalise those, and let the other seventy carry the volume. Chris signed the largest contract of his career on roughly his 270th dial of the day. What to do about AI call screening Sara: get your name and company out in the first few words, because that is all the screen shows. Chris's counterintuitive one: if you have branded calling, say nothing at all, because screening needs something to transcribe and silence lets the branded display take precedence. More answers does not mean more sales Chris's own caveat on his category, and the most interesting thing he said. Answer rates can fall while conversation length, engagement, and conversion all rise, because identifying yourself properly means the people who actually want to talk are the ones picking up. The Speakers: James Buckley , Host, Sell Better Sara Uy , Founder, Selling Sara Chris Stalnaker , Senior Sales Executive, First Orion Catch The Daily Sales Show live Follow Sell Better Explore our YouTube Channel Watch the replay Thank you to our sponsor: First Orion

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  Episode #681

  How to Run Multi-Stakeholder Discovery That Moves Deals Forward

  May 28, 202644 min

  One discovery call for six stakeholders is why deals stall. The CFO wants ROI, the end user wants ease of use, and somebody leaves feeling unheard. James Buckley sat down with Mor Assouline, founder of Demo to Close, and Richard Smith, head of growth at MySalesCoach. Richard is working a five thousand pound deal with six people involved, whose combined time already costs more than the deal is worth. That is the shape of buying now, and not only in enterprise. Multithreading starts before the first call, not after Richard's argument is that sellers are too passive, waiting for the prospect to volunteer names. Instead, look at your recent deals, work out which roles get pulled in, and name those roles in your first meeting. Prospects often do not know who they should involve. Mor works the pattern side: if VP of Sales deals reliably loop in a CRO and a head of enablement, find those people on LinkedIn beforehand. The stakeholder you ignore is the one who stalls the deal Richard had a deal with the VP of Sales, the CEO, and two sales managers all bought in on quota attainment and pipeline. They added their HR lead to a call and he assumed senior buy-in was enough. Momentum died. His champion later told him she felt unheard: she cared about staff retention and career development, not revenue. The budget was also hers. He got back on a call, admitted he had got it wrong, and saved it. The VAC framework Mor's model for whether a deal will close. Visibility, do you know who the stakeholders are and when they enter. Awareness, do they know about the problem, the initiative, and the conversation. Consensus, do they agree it is a problem, worth solving, worth solving now, and a priority against everything else. His question for testing that last part: this is probably not the only thing on your plate, so what else could delay it? Ask for one-on-ones before the group call Richard's least intuitive advice, and he says it works about seventy percent of the time. When a champion offers to put five people on a call, slow down and ask to speak with each of them first, framed as protecting their colleagues from a call where they feel unheard. Then build a slide naming what each person cares about. The blind spot most sellers never sell against Mor calls it the FUD matrix. Most sellers only sell against the problem list and never address fear, uncertainty, and doubt. He builds one per buying scenario, because someone moving off twenty years of spreadsheets worries about migrating the data, while someone switching vendors worries about feature parity and price. Richard's version: what stops deals is rarely a preference for the status quo, it is the fear of being the person who picked wrong. Resources mentioned Mor's 4D Discovery Course 80 discovery questions The Speakers: James Buckley , Host, Sell Better Mor Assouline , Founder, Demo to Close Richard Smith , Head of Growth, MySalesCoach Catch The Daily Sales Show live Follow Sell Better Explore our YouTube Channel Watch the replay Thank you to our sponsor: 1up.AI , Aligned, First Orion

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