Sean Coyle is not a people person. Today, he tells us why THIS is one of his biggest gifts in sales.

In this episode of our sales training series, we’re joined by the one and only Sean Coyle, who brings sharp insights, hard-earned lessons, and a few unforgettable sales fail stories. Together, we unpack what really drives effective sales conversations—from establishing equal business stature to uncovering true pain points that move prospects to act.

Sean shares why curiosity beats canned scripts, how insincerity kills deals, and what every rep needs to know about persistence in prospecting. You’ll also hear the legendary Gumball Theory, a simple yet powerful metaphor for staying consistent when reaching out to potential clients.

Whether you’re refining your sales techniques, navigating tough calls, or looking for fresh ways to approach prospecting, this episode is packed with practical takeaways you can put to work immediately.

Attending trade shows isn’t just about showing up—it’s a high-cost, high-opportunity form of outbound prospecting that can generate massive ROI if approached strategically. In this episode, we dive deep into the world of trade shows, business events, and sales networking, sharing how to turn a booth into a revenue-generating machine.

You'll learn why planning and recon are essential before the show, how to engage prospects in meaningful conversations, and why creating a rally point can transform casual traffic into high-value relationships. We discuss real trade show prospecting tactics, the true costs of exhibiting, and how to differentiate yourself in a crowded expo hall.

Whether you're in sales, marketing, or running business development for your company, this episode gives you a blueprint to improve engagement, increase your ROI, and walk away with qualified leads—not just business cards.

Key Takeaways:

• Trade shows are a major investment—make every conversation count.

• Strategic planning and recon work separate winning booths from the noise.

• Quality of conversations > quantity of scans.

• Creating a rally point boosts client engagement and traffic.

• Differentiation and pattern-breaking language build curiosity.

• Tracking and follow-up systems turn chats into deals.

In this episode of The Cowboy and The Commodore, we break down seven critical mistakes that derail even the best sales appointments. Whether you're leading a team or out in the field, these are the sales pitfalls you can’t afford to ignore.

From poor planning and over-presenting to failing to involve decision-makers, we unpack the real reasons deals stall — and what to do instead. You'll walk away with practical sales strategies, sales training tips, and actionable insights to sharpen your sales process and boost sales success.

🔑 Topics include:

• How to ensure decisions are made in your meetings

• Why engaging the right stakeholders is essential

• The dangers of talking too much and not listening enough

• How to plan for effective, outcome-driven sales conversations

• The role of mutual agreement in every stage of the sales cycle

This is a must-listen for anyone looking to improve sales management, run better sales meetings, and close deals more effectively.

🎧 Tune in now and upgrade your next sales appointment.