The SalesHandicapper: Your Winning Edge

Welcome to SalesHandicapper: Your Winning Edge, where we help B2B tech founders and sales leaders build sales engines that actually work. I'm Skip Balch, with over 45 years in B2B sales and product development.When revenue stalls or close rates drop, most leaders start guessing. They blame the people, tweak the process, or chase a new ICP—without diagnosing what's actually broken. SalesHandicapper diagnoses first, then prescribes.Each episode features founders and sales leaders who've built sales engines in tech companies. We explore scaling sales—when early tactics stop working, lessons from failed hires, and how to build qualification frameworks teams can use.Whether you're a founder doing all the selling, a sales leader managing inconsistent performance, or unsure if you're targeting the right customers, this podcast helps you figure out what's wrong and what to do about it.This is SalesHandicapper: Your Winning Edge.

The SalesHandicapper: Your Winning Edge is a business podcast hosted by Skip Balch, with 10 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.

Skip Balch hosts The SalesHandicapper: Your Winning Edge, a business show with 10 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 #10

  S01 E10 Building a Zero-Waste Brand with Naturepedic | Arin Schultz

  May 26, 202641 minS0

  <p>Discover how Naturepedic is reshaping the organic mattress industry through sustainability, AI-driven marketing, omnichannel sales strategies, and exceptional customer experience.<br>In this episode of Your Winning Edge, Skip Balch sits down with Arin Schultz, Chief Growth Officer at Naturepedic, to discuss how the company achieved double-digit growth despite downturns in the mattress industry. Arin shares insights into AI in marketing, SEO strategies, relationship-driven sales, sustainability initiatives, manufacturing efficiency, and the future of the organic market.<br>Learn how small businesses can leverage AI tools, improve SEO, optimize customer experience, and build stronger sales relationships in today’s competitive ma...

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  Episode #9

  S01 E09 How AI Is Reshaping Sales at Datature | Brandon Neustadter

  May 19, 202640 minS0

  <p>In this episode, Skip Balch sits down with Brandon Neustadter, Chief Revenue Officer at Datature, to explore how AI is transforming modern sales processes.</p><p>Datature is at the forefront of computer vision AI, delivering end-to-end solutions that help businesses unlock powerful insights and drive efficiency. Brandon shares how AI is not just an add-on, but the core of their strategy reshaping how sales teams operate, generate leads, and build relationships.</p><p>The conversation dives into evolving go-to-market strategies, the role of AI in automating sales workflows, and how businesses can balance technology with human connection. Brandon...

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  Episode #8

  S01 E08 The Role of AI in Modern Sales Strategies | Richard Malloy

  May 12, 202639 minS0

  <p>In this episode of Your Winning Edge, host Skip Balch sits down with Rich Malloy, Chief Revenue Officer at Nutrient, to explore how AI is transforming modern sales, leadership, and business growth strategies.</p><p>Rich shares his 12-year journey scaling Nutrient from a bootstrapped startup to a profitable company, along with insights into navigating today’s rapidly evolving sales landscape. From leveraging AI for efficiency to building trust with enterprise clients, this conversation is packed with actionable takeaways for sales leaders, founders, and professionals.</p><p>What you’ll learn in this episode:</p><p>* How AI is resh...

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  Episode #7

  S01 E07 How AI Is Changing IT Services Sales | Bobby Jacobs

  May 5, 202633 minS0

  <p>In this episode of Your Winning Edge, host Skip Balch speaks with Bobby Jacobs, Head of Growth at Thread, an AI-powered service desk built for IT service providers (MSPs).</p><p>Bobby shares how Thread is redefining IT support with AI and what it takes to build a scalable, repeatable sales motion in a fast-evolving market. The conversation dives into the role of SDRs, the growing impact of AI on sales and marketing, and why delivering real customer value is the foundation of sustainable growth.</p><p>You’ll also learn practical insights on hiring the right sales talent, se...

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  Episode #6

  S01 E06 The Truth About AI ROI That No One Tells You | Sean Patrick Fleming

  Apr 28, 202647 minS0

  <p>In this episode of Your Winning Edge, host Skip Balch sits down with Sean Patrick Fleming, Head of Growth and Revenue at Aztra, to explore how businesses can successfully adopt AI and drive real ROI through decision intelligence.</p><p>Sean shares how Aztra is bridging the gap between AI applications and implementation, helping companies move from experimentation to measurable outcomes. The conversation dives into the shift from service-based to product-based models, the true cost of AI, and why change management is critical for success.</p><p>You’ll also learn how to navigate the AI adoption curve, align AI...

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