In this episode of Sales Tales, hosts Josh Shirley and David Doherty unpack the power of preparation in sales calls. From setting clear objectives to navigating team dynamics, they reveal how thoughtful pre-call planning can make or break your sales strategy.

Discover why salespeople should never assume prospects know how to buy, how to anticipate tough questions, and why team members must understand their roles before walking into a meeting. The conversation also dives into the risks of being unprepared and highlights practical strategies to ensure every sales meeting drives decision-making and outcomes.

Whether you’re leading a big presentation or a one-on-one call, this episode gives you the tools to approach your sales meetings with confidence and clarity.

Key Takeaways

• Preparation is the cornerstone of sales success.

• Clear objectives prevent wasted time and confusion.

• Understanding team roles improves communication and effectiveness.

• Anticipating questions strengthens your positioning.

• Identifying risks beforehand helps mitigate challenges.

• Salespeople must guide prospects through the buying process.

• Asking practical questions leads to better outcomes.

• Team dynamics directly impact call success.

• Pre-call planning saves time and resources.

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.