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.

In this conversation, Tom Mulligan shares his experiences and insights on sales, emphasizing the importance of preparation, building rapport, and learning from mistakes.

The Sales Tales team covers various aspects of sales interactions, including how to effectively start meetings and the difference between building rapport and relationships.

In his insane stories, Tom illustrates the lessons he's learned throughout his career, providing valuable takeaways for listeners wanting to feel better about the last difficult interaction they had.

In this conversation, Tom, Josh, and Dave delve into the intricacies of sales meetings, emphasizing the importance of preparation, understanding client dynamics, and the art of listening.

They discuss how to navigate group dynamics during sales calls, the significance of building rapport, and how to transform resistance into opportunities for growth. The conversation highlights the challenges salespeople face and offers insights on how to improve their approach to client interactions.

In this conversation, Josh and Dave delve into the "anatomy of a prospecting dialog."

From hello to "yes" or "no," they give you a complete roadmap for navigating the conversation on the phone, over LinkedIn, or on the Trade Show floor.

Their conversation emphasizes the need for a structured approach to sales calls, focusing on permission-based selling and effective communication strategies to engage prospects meaningfully.

Through role-playing and practical examples, they illustrate how to maintain momentum in sales discussions and the importance of post-sell strategies to solidify commitments.

In this episode, you will learn:

• The importance of establishing a pattern interrupt
• The anatomy of a prospecting dialogue
• The significance of crafting a compelling 30-second commercial.

• In this episode of Sales Tales, Josh and David discuss the importance of effective communication in sales meetings.
• 
  
• They share personal anecdotes about disastrous meetings and emphasize the need for clear expectations, purpose, and outcomes.
• 
  
• The conversation highlights the significance of face-to-face interactions in sales, the necessity of establishing mutual agreements, and the strategies to navigate the complexities of buyer-seller dynamics.
• 
  
• The episode concludes with actionable takeaways for conducting better sales meetings.
• 
  
•