How to Become the Unselfish Salesperson with Brian Kavicky
Release Date: 05/08/2025
Winning With Indirect Sales: Driving Results Through Third-Party Partners w/ John Rosati
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How to build a repeatable channel sales engine—from partner selection to enablement to metrics—with a 30-year channel sales veteran. Selling through channel partners without a system feels like that old vibrating football game—everyone's running around hoping to score. John Rosati has spent 30 years building channel sales engines that create predictable revenue, and in this episode, he reveals exactly how he does it. As a channel sales leader at Motorola with experience across distribution, manufacturers reps, and two-tier channels, John knows what separates successful channel programs...
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Dissolving Limiting Beliefs: The Neuroscience of Getting Unstuck Fast w/ Rochelle Carrington
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Why traditional therapy can make emotional triggers worse—and how neuroscience-based techniques dissolve limiting beliefs in minutes, not years. What if reliving your past trauma actually makes it stronger? Rochelle Carrington explains why traditional approaches to emotional healing can deepen the very patterns you're trying to break—and reveals a faster, neuroscience-based alternative. As a coach specializing in subconscious emotional patterns, Rochelle works with CEOs, business owners, and high achievers who look successful on the outside but are burnt out inside. In this episode with...
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Beyond Your Main POC: Build New Relationships That Protect Your Accounts w/ Josh Pitchford
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How to expand relationships in your accounts, identify all the influencers, and protect yourself before your main contact leaves or competitors wedge in. If you're only talking to one person in your account, you're one resignation away from losing everything. Josh Pitchford reveals why the "best defense is a good offense" when it comes to account relationships—and shares practical frameworks for expanding higher, deeper, and wider. As a Sandler trainer and coach at Sales Engine, Josh helps sales teams protect and grow their key accounts through strategic relationship building. In this...
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How to Lead When You Don't Manage: Influence, Trust & Career Growth w/ Darryl Stromberg
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How to build influence and lead without a title—from an individual contributor to recognized leader in your organization. Can you be a leader without managing anyone? Absolutely. Darryl Stromberg reveals exactly how to position yourself as a leader even when no one reports to you. As a Sandler Coach at Sales Engine with 30+ years of experience, Darryl knows what separates people who get promoted from those who get stuck. In this episode, he shares the strategies that helped him mentor 18 people—16 of whom earned promotions, above-average raises, or recognition as top performers. You'll...
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Setting Vision With Your Sales Team: Making SKOs Work w/ Lisa Gosselin
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How to run sales kickoffs that actually work—align, enable, inspire—from a CCO who's transformed 3+ organizations. Most sales kickoffs overwhelm teams with content and drain energy by day three. Lisa Gosselin has cracked the code on SKOs that inspire action, not confusion. As Chief Commercial Officer at Cars Commerce, Lisa has transformed go-to-market organizations at three different companies—and she's phenomenal at setting vision. In this conversation with Mark McGraw, she breaks down her SKO framework: align the team around vision, enable them with simple playbooks (not 100-page...
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Mindset During Adversity: Turning Brain Cancer Into a Blessing w/ David Karp
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How a brain cancer diagnosis became the best thing that ever happened—and what it teaches us about responding to adversity in business and life. "It was one of the best things that ever happened to me." That's how David Karp describes his brain cancer diagnosis—and he means it. On his 60th birthday, David got a call from a neuro-oncologist confirming he had a tumor in his brain. Instead of falling into despair, he made a choice—and that choice changed everything. In this conversation with Mark McGraw, David shares the mindset shifts that helped him navigate adversity: deciding it's not...
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Quality Over Quantity: Prospect with Purpose w/ Rich Simons
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How to build a sustainable sales career by prioritizing quality prospecting, strategic partnerships, and giving value—without burning out on empty activity. 🔗 Download exclusive sales resources at: Most salespeople start their careers chasing numbers—60, 70, 80 dials a day—hoping volume will lead to wins. Rich Simons did exactly that. But 17 years later, he's built a thriving sales career by flipping the script: quality over quantity, relationships over transactions, and giving over taking. In this conversation with Mark McGraw, Rich shares his journey from cold-calling burnout to...
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Q4 Urgency: Fewer Selling Days, Faster Decisions w/ Josh Pitchford
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Why Q4 isn’t 92 selling days — and how to keep deals from slipping to January. 🔗 Download exclusive sales resources at: The calendar says 92 days in Q4. The reality? Subtract weekends, holidays, PTO, and slowdowns in legal and purchasing — and you’ve got a fraction of that. In this conversation, Mark McGraw and Sandler trainer Josh Pitchford map out how to close strong when time is short: Count your real selling days and plan around them Start earlier — budgets are set sooner every year Get higher in the organization to accelerate decisions Map the path to the PO:...
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Manage the Exceptions: Build the Right Sales Dials w/ Chris Blum
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How to build validated sales dashboards, manage exceptions, and make better decisions—without flying by gut feel. To find our handout for this episode, click . Static reports are lagging. In this conversation, Mark McGraw and Chris Blum (EH Blum Company) walk through moving from canned outputs to interactive, validated dashboards. Start simple (revenue, mix, low-margin drivers), manage the exceptions, hunt the 1% margin gains, and use leading vs. lagging indicators to forecast. Chris shares a private-pilot “six dials” framework (trust instruments, not feel), how to...
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How to Use Assessments to Hire & Coach Sales Teams w/ Rachel Chang
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How to hire, place, and coach sellers with assessments—so you avoid hunter/farmer mis-hires and reduce burnout. Assessments aren’t paperwork—they’re how you hire better, place smarter, and coach faster. Mark McGraw and Rachel Chang break down using work style/DISC, personality, sales capacity, and object reasoning assessments to prevent bad hires, align roles with natural strengths, and target training where it moves the needle. Interviews show experience; assessments reveal potential and capacity. 🔗 Download exclusive sales resources at: Guest: Rachel Chang — Project and...
info_outlineMark McGraw sits down with Brian Kavicky, the most recent David H. Sandler Award winner. They dive deep into the concept of the unselfish salesperson and why putting the client’s needs first is the key to not just closing sales, but building long-term relationships.
To find our handout for this episode, click here.
Tune in to hear Brian explain how shifting your mindset and serving your clients with integrity will help you close more sales and stand out as a trusted advisor in your field.
- Brian starts by revealing the title of his talk at the 2025 Sandler Client Summit: "Defying the Norm: The Power of the Unselfish Salesperson."
- He dives into a common misconception that if you’re unselfish, you’re weak. In sales, true unselfishness is about shifting the focus away from yourself and making the prospect’s needs your priority.
- According to Mark, your first meeting isn’t for pitching, it’s for discovery. Take the time to ask real questions, uncover what they need, and decide if you’re the right person to help them.
- Brian shares a powerful mindset shift: "I’m not trying to close the sale, I’m protecting the prospect from making a bad decision." When you think this way, every conversation becomes more authentic.
- He adds that success isn’t measured by whether you make the sale. It’s measured by whether you helped the client get the right outcome, even if that means not closing the sale.
- Mark explains why he’s not a big fan of CRMs: Because winning and losing isn’t black and white. Sometimes, you "win" simply by showing up unselfishly and doing what’s best for the client.
- Mark and Brian agree that sending out quotes doesn’t mean anything unless you first qualify prospects properly and understand if they’re truly a fit.
- Mark shares his thoughts on why we can partly blame Shark Tank for the bad habits many sellers develop — thinking that sales is about crafting the perfect pitch rather than having meaningful, client-focused conversations.
- Brian explains the difference between sales and marketing. Good marketing grabs attention, but good selling meets people where they are and serves their real needs.
- Mark stresses that intentions matter deeply in sales. When you genuinely focus on the client’s best interests, it comes through in ways that no script can replicate.
- Mark shares a personal moment about how he overcame his fear and unwillingness to call prospects.
- Brian shares a powerful and heartfelt prayer that is the foundation of everything he does in sales. “Lord, please bring me people that need my help. Help me discern who deserves it.”
- Brian and Mark discuss how salespeople can win more by shifting their entire approach from chasing a win to helping people that deserve your help.
- Brian delivers a key insight on influence. Real influence should not be about persuasion, it should be about giving people clarity, freedom, and the confidence to make their own decisions.
- Finally, Mark and Brian point out a major trap sellers fall into: Focusing too much on selling themselves instead of helping prospects understand why something matters in the first place. Without that clarity, prospects default to doing nothing.
Mentioned in This Episode:
BuildingYourSalesEngine.com/follow
BuildingYourSalesEngine.com/sandler
Brian Kavicky on LinkedIn
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Building Your Sales Engine on Linktree