Why do so many New Year’s resolutions fail — and what actually keeps people committed to goals? In this episode, we unpack how real commitment works: setting specific, controllable goals, focusing on daily behaviors, and building an environment that supports follow-through.

We talk about the power of writing things down, why behavior beats attitude alone, and how regular analysis helps you refine your commitments for real results.

If you’re in sales, personal development, or just want to finally stick to what you say you’ll do — this is your blueprint for turning good intentions into action.

🎯 Key topics: commitment, goals, behavior, control, attitude shifts, immersion, analysis, and staying motivated all year.

✅ Takeaway: What can you actually commit to — and how will you make it stick?

In this episode of Sales Tales, learn how to speed up your deals and keep them from stalling. If you’re a sales rep, leader, or founder, use this checklist to shorten sales cycles, boost forecast accuracy, and close more deals.

We cover:
✅ Decision Step: A decision isn’t real without a clear timeline tied to real pain — plus how to use Up Front Contracts to stay on track.
✅ People Problem: Spot hidden influencers and blockers before they slow you down.
✅ Navigating the Process: Map the full buying process early — legal, procurement, and all.
✅ Pain vs. Gain: Find true urgency. Not all motivation closes deals.
✅ Sustaining Momentum: Use BAMFAM and value check-ins to prevent stalls and keep urgency high.

Key takeaway: Use these 5 checks to audit any deal and fix what’s slowing you down.

👉 Listen now and learn how to increase deal velocity — and stay tuned for next week’s episode on reviving cold deals.

In this episode, Dave and Josh break down their top five favorite stories over the course of the podcast (thus far) with fresh perspective and application for each.

In this episode, you'll learn about:

• Making presentations
• Dealing with Failure
• Prepping for Calls
• Prospecting Mindset
• Selling with a System

Why do deals stall—and how can you bring them back to life?

In this episode, we unpack the hidden reasons behind stalled sales opportunities and how to spot the warning signs before it’s too late.

Using the metaphor of a “dead body in the pool,” we explore how ego, unclear next steps, and poor communication can quietly sabotage your pipeline.

You'll learn practical strategies to re-engage prospects, prioritize real pain over surface-level fear, and move deals forward with confidence.

Whether you're an AE, sales manager, or revenue leader, this episode will help you diagnose, recover, and close with clarity.

🎧 Perfect for:

• Sales reps navigating stuck deals

• Leaders coaching teams through complex sales cycles

• Anyone wanting to improve sales conversations & close rates

Have you ever had a prospect disappear once you began talking about price?

Have you ever been told you're expensive?

How can we make it clear in the prospect's mind the cost of the PROBLEM before we show a price for the solution?

In this episode, learn:

• To ask the right questions to uncover hidden costs
• To help your prospect build a business case
• How important PAIN is in the price conversation

Aaron Prickel is the President and Owner of Lushin, Inc. His business success and reputation in the Sandler network result from his excellent selling skills.

He reminds us, however, that if you aren't failing, you aren't trying anything new or growing as a seller.

He brings us four great stories from his career. All of them were key moments in which he learned a key lesson.

Aaron, Dave, and Josh unpack each lesson and jam about hard selling, asking questions without permission, overusing Sandler, and selling with the right intent.

In this episode, you'll learn:

• What to do before asking a difficult question
• How to create more authentic human connections in sales
• If you are overusing your sales methodology
• Why failing is a good thing

Jim Bramlett is an executive coach, published author, and corporate speaker specializing in understanding customer needs and the value proposition in sales.

He tells us that ultimately...buyers don't care what our value is.

He discusses his early career experiences, particularly with Walmart, and how they shaped his perspective on sales. Jim highlights the significance of vulnerability and trust in building client relationships, arguing that salespeople should focus on asking the right questions rather than simply dispensing information.

Check out Jim's book, Stop the Hassle, which is available everywhere.

In this episode, you'll learn:

• Building trust is more important than being liked by customers.
• Asking the right questions is crucial for successful sales.
• The four criteria for the modern buyer

In this episode, Dave and Josh help you identify where you could be self-sabotaging your elevator pitch.

They discuss the nuances of self-introduction in sales, emphasizing the importance of connecting with prospects by understanding their needs and challenges.

They explore the difference between a traditional elevator pitch and a more engaging 30-second commercial, which focuses on the prospect's world rather than just the salesperson's offerings.

The conversation highlights common mistakes in self-introduction, the significance of upfront contracts, and strategies for creating meaningful connections with potential clients.