Sales Unscripted

Listen in as veteran sales coach and podcaster, Bryan Neale, and Margaret Henney dive into all things sales: from prospecting to closing, we discuss trends, tear up theories, and provide practical (and tactical) ways to approach your sales challenges. Join us weekly as we get real and raw in our conversational, totally unscripted format. Powered by: Covideo & Blind Zebra

#115 - Managing the Madness 06/23/2025

#115 - Managing the Madness In Part 2 of our series for sales leaders, we're diving deeper into what it really takes to manage the madness. From understanding what drives different reps to building systems (like BZSOS) that keep your team processes efficient, Margaret and Bryan give you practical tips to lead smarter—not harder. Plus, how to make your 1:1s way more effective. /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/36975405

#114 - What Makes a Great Sales Leader? 06/16/2025

#114 - What Makes a Great Sales Leader? In this episode of Sales Unscripted, we dive into what truly makes a great sales leader — and why it’s not always your top-performing rep. Instead, the real standouts often have an operations-oriented mindset, bringing structure, process, and long-term thinking to the table. Learn why these behind-the-scenes thinkers are better equipped to spin plates, support teams, and lead with intention. /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/36975390

#113 - Openers that Close 06/09/2025

#113 - Openers that Close This one’s for our sales and marketing pros! We’re diving into email subject lines that actually get opens. Marketing MVP Margaret shares her go-to tricks (like adding “[video]” to your video email subject lines) and how to know when it’s time to shake up your intros, content, or audience segments. /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/36870720

#112 - Go Slow to Go Fast 06/02/2025

#112 - Go Slow to Go Fast Ever had a call where you and the potential customer seemed totally aligned—then suddenly, radio silence? In this episode, Margaret and Bryan unpack why it’s crucial to ask the tough questions before you hit the gas, even when you’re sure the deal’s done. Discover how surfacing hidden reservations and building real trust early keeps you part of the conversation long after the call ends. /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/36789415

#111 - Give Over Get 05/19/2025

#111 - Give Over Get Need an alternative to the hard pitch? This episode is all about leading with value. Margaret and Bryan dive into how offering value adds (like helpful audits, insights, and comparisons) create easier, trust-building entry points with leads. Give first, position yourself as the expert, and watch the conversations open up. /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/36507970

#110 - Selling Through Uncertainty 05/12/2025

#110 - Selling Through Uncertainty In this episode, Bryan and Margaret talk about the uncertainty everyone’s feeling right now (tariffs, the economy, and that sense that things are just… out of control). But instead of freezing up, they explore how to shift your focus to what you can control, and why now is the perfect time to invest in your salespeople and give them the right tools to thrive. /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/36507960

#109 - The Power of Hub Selling 04/28/2025

#109 - The Power of Hub Selling Most of us sell 1:1, but what if you could sell to many, just as effectively? In this episode, we dive into hub selling and how you can use simple, scalable strategies (like events, peer groups, and podcasts) to amplify your reach. Because sometimes, the best solution is also the simplest. /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/36221655

#108 - Not to Brag, But... 04/21/2025

#108 - Not to Brag, But... In this episode, Bryan and Margaret dive into how to share wins by putting your customer at the center. You'll learn why bragging about your customers' success (whether related or unrelated to your product) builds stronger connections with your clients and how sharing failure stories, like low usage leading to poor outcomes, can be just as powerful. /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/36221635

#107 - Prep for the Summer Slump 03/31/2025

#107 - Prep for the Summer Slump In this episode, Margaret and Bryan break down how to prepare for the summer sales slump before it hits. Spring is the best time to take inventory of your funnel, clean up your pipeline, and adjust your outbound strategy to stay on track for the summer months. Tune in to stay ahead this season! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/35807770

#106 - Sales Madness: How Underdogs Close Big Deals 03/24/2025

#106 - Sales Madness: How Underdogs Close Big Deals It’s March Madness time, and this week, Margaret and Bryan are diving into Cinderella selling. In this episode, they break down the difference between selling as the underdog, where fearlessness and grit drive you forward, and selling as the top dog, where expectations are set sky-high. Which mindset truly leads to success in sales? Tune in to find out! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/35807760

#105 - Outdated and Overrated 03/17/2025

#105 - Outdated and Overrated “The customer is always right!” “People buy from people they like!” “If you keep calling, they will answer!” We’ve all heard of these old school sales sayings - but are they actually true? Tune in to this episode where Margaret and Bryan debunk some of the most outdated and overrated sales tactics. /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/35575700

#104 - Conversion Collision 03/10/2025

#104 - Conversion Collision Imagine this: You’ve got a deal that’s almost locked in, but then—out of nowhere—everything starts to crash. Don’t panic! This week, we’re talking about those unexpected “motorcycle crash” moments in sales and how to stay calm when things go sideways. /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/35575655

#103 - It’s Not Me, It’s You 02/24/2025

#103 - It’s Not Me, It’s You We need to talk. Breaking up with a prospect is difficult, but you know it’s just not working when you’re getting mixed signals and poor communication. Listen to this episode to identify potential red flags in your sales relationships, and how to set boundaries so you both can move on. /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/35377615

#102 - Speaking Their Sales (Love) Language 02/17/2025

#102 - Speaking Their Sales (Love) Language Ever heard of the 5 love languages? It’s an interesting theory, and it can transform the way you connect with prospects. Whether you’re prepping an actionable agenda to keep meetings efficient, or offering to send follow up videos, the key is making customers feel valued in the way that resonates with them. Tune in to discover how to speak your customers’ sales love languages! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/35313190

#101 - Jazz up your LinkedIn Game 02/03/2025

#101 - Jazz up your LinkedIn Game In a LinkedIn rut? Maybe you feel uninspired to post, or you’re unsure how to develop a social media persona. In this episode, our cohost Margaret gives a marketing perspective on zhuzhing up your LinkedIn and tips to post quality content (that won’t take hours to create)! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/34994590

#100 - Lessons Learned 01/27/2025

#100 - Lessons Learned Time flies! For our 100th episode, Margaret and Bryan review their most important lessons learned since the podcast started. From reaching personal goals to professional success, this episode covers it all! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/34994555

#99 - Pet Peeves 12/02/2024

#99 - Pet Peeves What are your sales pet peeves? Margaret and Bryan discuss common behaviors that salespeople do (or don’t do) that annoy prospects and won't drive results. If you get caught up in any of these, take a listen - you may be able to set a New Year’s resolution! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/34108116

#98 - A Clean Slate is Coming 11/25/2024

#98 - A Clean Slate is Coming With the end of the year quickly approaching, you’re probably reflecting on your sales performance from the past year. Often, we connect our self worth to the results we produce (whether good or bad). Tune in to learn about the power of “measuring backward” and feeling proud of your work, regardless of the outcome! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/34108061

#97 - Empathy in Sales 11/11/2024

#97 - Empathy in Sales This week on Sales Unscripted, we are joined by special guest Liesel Mertes from Handle with Care Consulting to discuss an important topic - empathy in sales. Often we view empathy as a personality trait, but it’s actually an essential skill set that anyone can improve on. Sales is all about relationships - there is an opportunity to intentionally improve practices of empathy in order to create a supportive space for both employees and clients. For listeners, this podcast discusses topics of grief and loss. To learn more about Liesel and Handle with Care Consulting, please visit https://www.lieselmertes.com/ /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/33852077

#96 - 'Tis the (Conference) Season 10/21/2024

#96 - 'Tis the (Conference) Season Conference season is in full swing! In this episode, Margaret and Bryan are all about the dos and don’ts of event promotion. If you’re struggling to stand out from the crowd, listen now and get some of Bryan’s pro tips for engaging attendees before, during, and after a show! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/33423952

#95 - The Price of RFPs 10/14/2024

#95 - The Price of RFPs RFPs can be hard to manage - when you limit access to salespeople, you’re limiting access to information and context that could be achieved in a short call. It’s difficult to put in a ton of time and energy, and it can feel like a waste if you don’t win the deal. Check out this episode of SUP where our co hosts discuss adding personalized elements to an RFP and how to evaluate success of your proposals. /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/33423937

#94 - Follow Through with Follow Up 09/16/2024

#94 - Follow Through with Follow Up Salespeople are always looking for the secrets to move prospects through the funnel more efficiently. In this episode, our co hosts emphasize it’s actually the everyday tasks you do that will make you stand out from the crowd (like timely follow up). Tune in to learn how to do common things uncommonly well! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/33022262

#93 - Beat Burnout 09/09/2024

#93 - Beat Burnout It’s common to feel burnt out this time of year. With Q3 coming to an end, Margaret and Bryan equip our sales listeners with tips and tricks to reset and keep energy up (without dragging through the rest of 2024). If you need some motivation to finish the year strong, tune in now! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/32911012

#92 - Trust Issues 08/26/2024

#92 - Trust Issues Building trust with your prospects is key - so how can you start building trust right from the beginning? In this episode, Bryan and Margaret encourage salespeople to leave out the logic traps and limit the embellishments - instead, salespeople should opt for honesty and transparency. Listen now! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/32654717

#91 - Call Me Maybe 08/19/2024

#91 - Call Me Maybe In this episode, Bryan and Margaret dive into the power of clarity and confidence when it comes to follow-ups. They chat about crafting a clear sales process with specific steps and timelines to cut out the guesswork. You'll get tips on setting clear future dates, managing follow-ups, and reviving stalled conversations. Tune in for a fun, practical guide to staying on top of your sales game! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/32587352

#90 - Supercharge Sales with Video 07/29/2024

#90 - Supercharge Sales with Video If you haven’t started using video in your sales process, you’re missing out! It can be intimidating to get started with video, but you don’t have to make a super polished message to communicate effectively and authentically. Listen now and get video tips from the expert video strategist herself, our cohost Margaret! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/32243362

#89 - Check and Reflect 07/22/2024

#89 - Check and Reflect With the year halfway over, it’s time for a check-in! In this episode, our cohosts share how you can objectively evaluate your 2024 so far using data in your CRM. Tune in for some tips on how to set your funnel up for success for the remainder of the year starting now! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/32243352

#88 - Lean Into Your Personal Brand 07/08/2024

#88 - Lean Into Your Personal Brand Building a personal brand doesn’t mean you have to have a high social media follower count or a signature catchphrase. Everyone has a personal brand, and it’s important to lean into it to provide authenticity, give direction on your sales process, and sell to other types of personalities. If you’re looking to define your personal brand, tune in to this episode! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/31961472

#87 - Handling Price Pushback 07/01/2024

#87 - Handling Price Pushback This week’s episode goes back to the sales basics - handling price pushback. No matter how low your price is, pricing objections come up all the time. Our hosts share how to sell the economic value of your product in a way that’s meaningful to your prospects (and not by throwing out random statistics). /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/31961462

#86 - Passing the Baton 06/24/2024

#86 - Passing the Baton You’ve made the sale, but what happens next? In this episode, Margaret and Bryan discuss the importance of defining post-sales accountability - from sales, to account management, to customer success - for both your internal team and for the customer. Tune in to get tips for outlining roles in a handoff call! /episode/index/show/3c9b097e-f89c-4105-a93f-6ad52ef36518/id/31836692

Sales Unscripted

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