The Sales Evangelist

We’re tapping into a Renaissance era in sales. AI is changing how sellers operate, but human connection is still what builds trust and closes deals. My guest, Yiannis Gavrielides, Co-founder and CEO of Covve, shares how trade shows remain one of the strongest ways to build real relationships in a digital-first world.Meet Yiannis GavrielidesYiannis Gavrielides is the co-founder and CEO of Covve, a lead capture and relationship intelligence platform helping sales teams and professionals turn every meeting into a real pipeline.Covve is used by over 2 million people across 130+ countries, from solo founders to global companies like Delta and Prudential.A serial founder across technology, media, and hospitality, Yiannis built Covve on one core belief: in an AI-first world where emails, decks, and even calls can be automated, trust is still the one thing technology cannot replace.Before Covve, he worked in consulting and banking in London. Today, he focuses on helping sales teams turn human connection into their mo

In the final part of this customer success and retention series, I share how businesses can move beyond simple transactions and turn satisfied customers into true brand evangelists. The focus is on creating experiences that people remember and naturally want to talk about.The Power of Memorable ExperiencesBrand evangelists are not created by accident. They are built through intentional experiences that feel thoughtful and immersive.Some of the best examples of this come from companies like Disney, where every detail is designed to fully immerse guests in the experience. Chick-fil-A, where every interaction is grounded in gratitude and positivity. And the Ritz Carlton, where employees are empowered to solve problems quickly and go above and beyond for guests.Small Gestures, Big ImpactYou do not need massive systems to create loyal customers. Often, it is the small things that make the biggest difference.Simple actions like handwritten notes, birthday messages, or personalized videos can go a long way. Taking t

It costs 5x more to attract new customers than to retain existing ones, which is why client retention matters so much. For part two of this series, I am going over the five pillars of customer success.Pillar 1: Exceptional OnboardingStrong customer success starts the moment a client says yes. Onboarding should feel seamless, intentional, and personal, using things like welcome emails, videos, and thoughtful check-ins to make customers feel valued right away.This stage is also where buyer’s remorse can show up, so a strong onboarding process helps reinforce that they made the right decision. Even small personal touches like a handwritten note or a public shout-out can create a deeper connection early on.Pillar 2: Consistent CommunicationRetention depends heavily on staying visible. Customers should not feel forgotten after the sale, which is why consistent communication matters.This can be done through newsletters, social media updates, or ongoing educational content that helps them get more value from what th

Retention of a client will take you much further than constantly being on the hunt for a new one. I’m sharing a three-part series on client retention for sellers who struggle with keeping clients for the long term. This first part focuses on how to move away from the “leaky bucket” approach and start using strategies that actually help you retain and grow your customer base.Why Customers LeaveMany people assume customers leave because of price or missing features, but it often goes much deeper than that.A big reason customers walk away is because they feel forgotten after the initial sale. The relationship starts strong, but once the “honeymoon phase” is over, communication drops off.Others leave because they stop seeing ongoing value. If they no longer feel like they are getting something meaningful from the relationship, their interest fades over time.Inconsistency also plays a major role. When service starts strong but becomes unreliable, trust breaks down quickly.And sometimes, it is as simple as attentio

So many sellers quit within their first few months in sales. Honestly, I think many of them give up too soon. Sales isn't easy, but success often comes down to staying committed when things aren't going your way. I'm sharing why determination matters, how to push through rejection, and why the sellers who keep going are often the ones who eventually succeed.Why Determination Matters in SalesEarly in my college years, I found myself stranded in California with a friend during a business trip. We had no transportation, limited options, and needed to get back to our hotel. Instead of giving up, we stayed focused on finding a solution. Because we were determined to make it back, we noticed opportunities that we might have otherwise overlooked.That experience reinforced a lesson I've carried with me ever since: when your reason for succeeding is strong enough, you'll find a way through obstacles that might stop other people.Stop Letting Fear Hold You BackOne challenge many sales professionals face is the fear of r

Sales has changed dramatically in the age of AI, but success still comes down to having the right strategy. That's why I sat down with Tom Stearns and Peter Cleary, co-authors of Graphic Sales: How to Build a Prospecting Playbook. They shared how sales teams can move beyond vanity metrics and build a data-driven prospecting process that helps reps focus on the right opportunities and generate better results.Meet Tom Stearns and Peter ClearyTom Stearns and Peter Cleary are the co-authors of Graphic Sales: How to Build a Prospecting Playbook, a book designed to help sales professionals build more effective prospecting strategies through visual storytelling and practical frameworks.Tom is a consultant who has worked with companies across dozens of industries, helping sales teams improve performance through data-driven prospecting. His work focuses on building prospecting playbooks, analyzing sales metrics, and helping organizations identify the behaviors that lead to consistent results.Peter previously served as

One of the biggest mistakes sellers make is focusing too quickly on their product instead of understanding the deeper problem their customer is trying to solve.That’s why I wanted to bring back this conversation with Jeff Koser, founder and CEO of Zebrafy. Even though this episode originally aired during the pandemic, the principles still apply today, especially when it comes to standing out in crowded markets and building trust with buyers.Why Surface-Level Selling Doesn’t WorkJeff explained that too many sales reps stop at surface-level conversations.Customers do not buy because your product has more features. They buy because they believe you understand the real business problem they are facing and can help them solve it.That requires deeper research, better questions, and understanding the customer’s world before pitching a solution.The Importance of “Voice of the Customer”One idea that really stood out to me was Jeff’s concept of “voice of the customer.”Instead of only relying on your company messaging,

Lately, I’ve been hearing more sellers say the same thing: “I’m losing my joy in sales.”Honestly, I get it. Selling today feels different than it did a few years ago. Cold outreach is harder, inboxes are crowded, buyers are more cautious, and deals take longer to close.When the wins slow down, it can start feeling like you’re just grinding through the motions instead of enjoying the work. But I truly believe you can get that excitement back.Start With Your WhyOne of the biggest things that helped me was reconnecting with my purpose.At different stages of life, your “why” changes. Early on, mine was helping my family avoid financial struggles we experienced growing up. Today, it’s creating experiences with my wife and kids and building something meaningful through the work I do.Your why might be freedom, travel, financial goals, family, or building your own business someday. Whatever it is, you need something bigger than quotas pushing you forward.Make Sales Fun AgainAnother thing that helps is creating milest

Many women in sales struggle with feeling like they’re not fully qualified for leadership roles, even when they’re already doing the work. That self-doubt can make it harder to pursue promotions and career growth. To help break this down, I invited leadership coach and tech executive Erika Chestnut to share the challenges women face when advancing their careers and how sales leaders can better support them.Meet Erika ChestnutErika Chestnut is a transformational leader with more than 25 years of experience in the tech industry.She is passionate about helping individuals and teams rethink leadership, communication, and workplace culture to create stronger performance and long-term success.Through coaching, leadership development, and strategic guidance, Erika equips professionals with practical tools to build confidence, strengthen relationships, and lead more effectively.The Confidence Gap Holding Women BackErika shares how often women underestimate their readiness for leadership opportunities.She explains tha

Nowadays, there’s no such thing as easy selling. You need to know more than just product features and benefits.You also need to understand how businesses make money and how different decisions impact success. The problem is that many salespeople still lack strong business acumen.That’s why I brought in Kevin Cope, CEO of Acumen Learning and author of Business Acumen for Sales Success. He shares how salespeople can strengthen their business knowledge and become more valuable business advisors during the sales process.Meet Kevin CopeKevin is the CEO of Acumen Learning, an organization that helps companies improve business acumen across their teams.Over the past 24 years, Acumen Learning has worked with many of the world’s largest organizations to help employees better understand how businesses grow, make money, and create long-term value.Why Business Acumen Matters in SalesToo many sellers lead conversations with features and benefits instead of understanding the real business challenges buyers are facing. Kevi

AI can help you move faster, but it can also help you make mistakes faster. Too many sellers rely on automation while skipping the fundamentals that actually help deals close. One of the biggest problems? Poor qualification.I sat down with Gearoid Cox, CEO of SalesPipeline, to share advice on how sellers can build healthier pipelines, qualify deals more effectively, and stop wasting time on opportunities that are never going to close.Meet Gearoid CoxGearoid is the Founder and CEO of SalesPipeline, a revenue growth partner that helps SMBs build and run effective sales operations.With nearly 15 years of experience across startups and Fortune 500 companies, he has led teams of more than 100 people.He saw that many SMBs lacked the structure, talent, and systems needed to scale their sales efforts, so he built SalesPipeline to solve that problem by hiring, training, and managing high-performing sales and marketing teams.Originally from Ireland and now based in Tbilisi, Gearoid specializes in building high-performi

We finally made it to the 2,000 episodes! After podcasting for 13 long years on sales conversations, it taught me a few things about the industry. Sales has changed a lot since I started this podcast in 2013, and one thing became clear over the years: the people who adapt the fastest are the ones who continue to win.Why Speed Matters More Than EverToday’s buyers expect answers immediately. They don’t want to wait days for a follow-up email or a scheduled demo. I break down how the rise of AI, automation, and changing buyer behavior has made speed one of the biggest competitive advantages in sales today.I also share how organizations are improving conversions simply by responding to leads faster and using AI to personalize outreach at scale instead of relying on outdated “spray and pray” tactics.Discovery Wins DealsThe best salespeople are not the best closers. They are the best at discovery. I explain why understanding operational challenges, emotional stakes, and organizational risks matters more than pushin

Should your demo and discovery call happen in the same meeting? If you’re combining the two, it may be the reason your pipeline is not converting the way you want it to.Wesleyne Whittaker, sales professional and author of Sales Reset, joins me to challenge how most teams run demos and discovery and why it might be the reason deals are stalling. She also shares practical frameworks from her book Sales Reset to help you run more effective discovery calls.Meet Wesleyne WhittakerWesleyne Whittaker is a sales strategist, coach, and author of Sales Reset. She’s known for helping sales professionals rethink how they approach conversations so they can stop going through the motions and start actually closing deals.What makes her approach stand out is how she blends mindset with real sales execution. She does not just talk about what to do. She shows you how to do it in a way that feels natural and effective.She works with sales teams across different industries, helping them run stronger discovery calls, ask better q

40% of a seller’s time is spent on prospecting. That’s a big investment, especially when a lot of it does not lead anywhere. So how do you make sure that time actually turns into real opportunities? Let’s break down how to prospect in a way that leads to conversations and closed deals.Leverage Intent and Relevant DataA big part of prospecting comes down to timing. You want to reach out when buyers are already looking for a solution.That is where intent data comes in. Tools like ZoomInfo and 6sense can help you identify prospects who are actively researching solutions like endpoint protection.When you do reach out, make it relevant. Speak directly to their industry and back it up with a recent success story from a similar company. That is what helps build credibility early.Utilize Advanced LinkedIn SearchingInstead of reaching out to everyone, focus on a smaller group of people who are more likely to respond.You can build a list of 30 to 40 individuals by narrowing your search. Look for people who are new in t

Salesforce found that reps spend just 11 hours per week actually selling. That means nearly 70% of their time is spent on everything else. So where is it going? Let’s break down what sellers are really doing and why it’s keeping them from hitting quota.Identifying Time-Bleeding TasksLet me show you what’s really taking up their day. A lot of it comes down to necessary work that just takes way too long. Think about the time spent digging for information before a call. That can easily turn into 45 minutes of manual research for one prospect.Then there’s building proposals and assessments. Reps are sitting there formatting documents, choosing layouts, and putting together decks when that time could be spent in front of a customer.On top of that, you’ve got CRM updates, data entry, and internal meetings that keep pulling reps away from actual selling. It all adds up fast, and before you know it, the day is gone without much time spent with buyers.Leveraging AI and Process OptimizationSo how do you fix it? It star

Salesforce found that sellers who use AI are 3.7 times more likely to hit quota. So what are they doing differently? Let’s break down how AI is helping sellers work more effectively and why it’s becoming a core part of modern sales.Maximizing Efficiency in Prep and ProspectingAI is taking a lot of the busy work off a seller’s plate, especially when it comes to prep and prospecting.Instead of spending 45 minutes digging into a single prospect, sellers can now pull together key insights in just minutes using tools like ChatGPT or Claude. That kind of time savings adds up fast.And it changes how sellers spend their day. When you’re saving 30 minutes or more per prospect, that time can go back into higher-value activities like engaging on LinkedIn or actually reaching out to prospects.AI is also making personalization easier to scale. Sellers can quickly find relevant details about a prospect and use that information to craft more thoughtful, tailored outreach without starting from scratch every time.AI as a Sale

You’re feeling the impact of the tariffs, aren’t you? They keep your deals from moving forward. Luckily, I came up with three ways to move those tariff blocks out of the way and make everything move in your favor.1. Show Them What It’s Costing to WaitWhen deals stall, it’s easy for companies to pause spending and focus on what feels urgent right now. But waiting comes with a cost.Instead of pushing harder, help them see what happens if nothing changes. What does it cost the business to delay? What risks are they taking on by doing nothing?When you lay that out clearly, the conversation shifts. It is no longer just about spending money. It becomes about avoiding a bigger loss.2. Ask What Needs to Change, Not “When”Most sellers follow up with one question: “When can we move forward?” That question does not move the deal.A better approach is to ask, “What needs to happen for this to become a priority again?”Now you open up a real conversation. You start to understand what is actually blocking the deal, whether i

Today, most deals involve 11 to 13 decision-makers. Nobody wants to be the one held responsible if things go wrong. So instead of one decision-maker, you’re dealing with a full committee. That’s one of the biggest reasons deals stall, and that’s what we’re getting into in this Missed Quota episode.Why Deals Stall Even When You Do Everything RightYou’ve done your research. You ran a solid discovery. The demo went well. And then the deal just sits there.A lot of times, it’s because you didn’t know who was really involved in the decision.On top of that, buyers are spending less time talking to sellers. They’re doing their own research and only bringing you in for a small part of the process.That means if you’re not connected to the right people, you can lose the deal without even realizing it.Build a Champion ToolkitIf you have a champion inside the company, you need to set them up to win when you’re not in the room.That means giving them the right information to speak to different stakeholders. Think about what

A lot of sellers are working hard but still falling short in Q1. The challenge isn’t always activity. It’s timing. This is part two of the missed quota series, and I’m sharing why buyers are already far into their journey before you ever connect with them and how you can show up sooner.Why Q1 Feels So Difficult for SellersMost sellers wonder why Q1 feels so tough, and a big part of it comes down to this. By the time you’re getting in front of a buyer, they’re already about 67% through their decision-making process. They’ve done their research, explored options, and in many cases already have a shortlist before you even show up.The Buyer’s Shift: The Dark FunnelThis is what I call the dark funnel. It’s everything happening behind the scenes before a buyer ever talks to you. And here’s the reality. A lot of buyers prefer it that way. Gartner found that 61% of B2B buyers want a seller-free experience early on, and 43% of executives are discovering solutions through social media. If you’re not visible during that

A slow Q1 isn’t random. There are patterns behind why many sellers miss their targets early in the year. I’m walking through ten of those challenges and how you can turn things around.1. Tariff Uncertainty Is Freezing DecisionsA lot of companies are hitting pause right now because of tariff uncertainty. When businesses don’t know what’s coming next, they delay decisions. In fact, 82% of U.S. firms reported declining sales after tariffs took effect, which is leading to a lot more hesitation.2. Buyers Are Cutting CostsProspects are being more cautious than ever. Budgets are tighter, spending is under more scrutiny, and even existing contracts are getting reduced. Around 78% of business buyers say they’re being more careful with spending, and it’s starting to show in lower win rates.3. The Global Economy Is Slowing Things DownThere’s a broader slowdown happening, and it’s affecting how businesses spend. B2B spending is contracting, and global GDP growth is cooling, which is stretching out buying cycles across th