Episode 66 - The Cold Call Opening Framework
The first 30 seconds of a sales conversation often determine everything that happens next.
Curiosity or resistance. Trust or skepticism. Conversation… or shutdown.
In this episode of Sales Tales, sales experts Josh Shirley and David Doherty break down a real cold call opening using actual “game fil…
Episode 67 - Overcoming Discomfort Talking About Price
Talking about money can feel uncomfortable, even for experienced sales professionals.
Our personal beliefs about money often shape how confidently we discuss pricing, budget, and financial impact with buyers.
In this episode of Sales Tales, sales experts Josh Shirley and David Doherty explore how i…
Episode 68 - How to Protect Deals After Agreement
Some of the biggest problems in sales actually begin after the agreement. Many sales professionals think the job is done when the buyer says yes.
In this episode of Sales Tales, sales experts Josh Shirley and David Doherty explore the often overlooked Post-Sell step and why failing to define what “…
Episode 69 - RACI: The Framework That Fixes Your Decision-Making Blind Spots
Serious sellers: if deals are stalling, it might not be your pitch. It might be that you don't actually know who you're selling to.
In this episode of Sales Tales, sales experts Josh Shirley and David Doherty break down RACI, a practical framework for mapping the decision-making structure inside an…
Episode 70 – The 5 Biggest Lies in Sales (That We're Still Teaching Each Other)
What if the advice that launched your sales career is the same advice that's been slowing you down?
In this milestone 70th episode of Sales Tales, Josh Shirley and David Doherty take on five of the most persistent myths in professional selling... ideas still showing up in sales training, sales movi…
Episode 71 – 7 Email Fails That Are Costing You Deals (And What to Do Instead)
Most sales emails don't fail because of bad timing or the wrong list. They fail because of small, fixable mistakes sellers make every single day, and often don't even notice.
In this episode of Sales Tales, Josh Shirley and David Doherty break down seven of the most common email worst practices in …
Episode 73 - Why Your Deal Went Dead, And What You Did to Kill It
Most salespeople blame the deal. The real problem is what happened in the cockpit.
In this episode of Sales Tales, Josh Shirley and David Doherty break down a listener poll that asked: when a deal dies, what really killed it? The results were eye-opening. Nearly 80% of the time, lost deals trace ba…
Episode 75 - 7 Discovery Questions Buyers Secretly Hate (And What to Ask Instead)
Your buyers have heard your questions before. And they have answers ready.
In this milestone 75th episode of Sales Tales, Josh Shirley and David Doherty pull back the curtain on seven of the most common discovery questions in sales, the ones buyers see coming, prepare for, and use against you. Pull…
Episode 77 - 5 Things Sellers Do That Make Buying Harder (And How to Stop)
Most deals don't die because of bad products, bad pricing, or bad timing. They die because of what the seller did, or didn't do, in the room.
In this episode of Sales Tales, Josh Shirley and David Doherty break down five seller behaviors that make the buying process harder on buyers, drawing on a L…
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