In this high-energy episode of The Future of Selling, Rick Smith sits down with Larry Long Jr. — speaker, author of JOLT, and “Chief Energy Officer” at LLJR Enterprises — to talk about how intentionality, mindset, and daily discipline shape not just sales results, but your entire life.

Larry shares how he went from SaaS sales leader (at places like Pendo, Intuit, and Teamworks) to running his own business, where he helps teams shift from “default mode” to fully owning their goals. He breaks down the real work behind motivation, how to rewrite your internal story, and what it takes to become “dangerous, in a good way.”

🔗 Connect with Larry: https://www.linkedin.com/in/longjr7/
🔗 Connect with Rick: https://www.linkedin.com/in/rick-smith-094b29b/
🔗 Get Larry's latest book: https://larrylongjr.com/jolt/
🔗 Explore Conquer: https://conquer.io

In this episode, Rick Smith sits down with Rob Beattie, former Head of Sales Acceleration at ModMed and longtime sales executive at Thomson Reuters, to talk about building high-performance cultures through discipline, empathy, and daily habits that actually work.

Rob shares his Five Daily Goals framework, his belief that hustle still wins, and how great leaders focus less on pressure and more on process.

📘 Mentioned books:

- Cracking the Sales Management Code by Jason Jordan

- Switch by Chip and Dan Heath

- Managing Transitions by William Bridges

- The Score Takes Care of Itself by Bill Walsh

🔗 Connect with Rob: https://www.linkedin.com/in/robertbeattie74/

🔗 Connect with Rick: linkedin.com/in/rick-smith-094b29b

🔗 Learn more about Conquer: conquer.io

Kristie shares how she helps early-stage SaaS founders scale from founder-led selling to real revenue teams and why most reps fail not from lack of training, but from lack of discipline. She breaks down how to spot top 10% performers, why your circle matters more than your résumé, and what leaders get wrong when hiring for sales.

💡 Whether you’re a founder, a sales leader, or just trying to hit quota without burning out, this episode will challenge how you think about performance and coaching.

📘 Grab her book Selling Your Way In: https://www.kristiekjones.com
🔗 Connect with Kristie: https://www.linkedin.com/in/kristiekjones/
🔗 Connect with Rick: https://www.linkedin.com/in/rick-smith-094b29b/
🔗 Learn more about Conquer: https://conquer.io

Roderick lays out the evolution of enablement, the rise of “Sales 3.0,” and why the best leaders today combine IQ, EQ, and AI. He shares six practical ways AI is transforming sales teams and makes the case for using technology to make reps more human, not less.

He also shares what most managers get wrong about coaching, how to build a sales process around the buyer’s journey, and how to design sales kickoffs that actually drive change.

📘 Learn more at roderickjefferson.com
🔗 Connect with Roderick: https://www.linkedin.com/in/roderickjefferson
🔗 Connect with Rick: https://www.linkedin.com/in/rick-smith-094b29b
🔗 Learn more about Conquer: https://conquer.io/

Roderick shares how a near-fatal stroke transformed his outlook on leadership, success, and life itself. He opens up about rebuilding from zero—physically, mentally, and professionally—and the four principles that now guide everything he does: faith, family, friends, and fun.

He also breaks down how those same lessons translate into modern sales leadership—where empathy, authenticity, and enablement are just as essential as technology.

Key Topics:
• How surviving a stroke led to a complete redefinition of purpose and success
• Why fun and vulnerability matter more in leadership than ever before
• The origins of Sales Enablement 3.0 and the evolution of enablement itself
• Turning adversity into momentum—and using it to help others grow
• Practical advice for leaders balancing high performance with humanity

💡 Whether you’re leading a team, building your career, or rethinking what matters most, this episode will inspire you to lead (and live) with intention.

📘 Preorder Roderick’s new book, Stroke of Success, at https://www.roderickjefferson.com/
🔗 Connect with Roderick: https://www.linkedin.com/in/roderickjefferson
🔗 Connect with Rick: https://www.linkedin.com/in/rick-smith-094b29b
🔗 Learn more about Conquer: https://conquer.io/

Connect with Kristina Jaramillo https://www.linkedin.com/in/kristinajaramillo/
 https://www.personalabm.com/

Connect with Rick Smith https://www.linkedin.com/in/rick-smith-094b29b
Connect with Conquer https://conquer.io/

You’ll learn why “feeling comfortable” on camera isn’t the same as making an impact, how to read “resting business face,” and simple ways to get more interaction without turning your meeting into a monologue. Julie also shares her six-stage model for virtual presence, common mistakes even tech leaders make, and a few actor tricks to keep your energy, authenticity, and connection high—especially when your audience’s cameras are off.

If you lead a sales team or want to convert more meetings to second calls, this conversation is a masterclass.

Connect with Julie Hansen https://www.linkedin.com/in/juliehansensalestraining/
 https://juliehansen.live/

Connect with Rick Smith https://www.linkedin.com/in/rick-smith-094b29b
Connect with Conquer https://conquer.io/

What you’ll learn:

• What an AI orchestration platform actually does for sellers, CS, and leaders
• How custom agents (“digital workers”) automate prep, notes, CRM hygiene, and follow-ups
• Building a deal-intervention agent that alerts managers when a call goes sideways
• The future: proactive AI that acts before you ask
• The leadership system Robert uses: a Personal Priority Roadmap aligned to company goals
• Big mistakes teams make rolling out AI—and how to avoid siloed chaos

Key takeaways:

• AI should make humans more human: deepen connection & decision-making.
• Treat agents as digital workers you hire/train to your playbook.
• Move from reactive “prompting” to proactive AI aligned to your customer journey.
• Align leadership with a public personal roadmap to enforce focus.

Resources mentioned:

Multipliers by Liz Wiseman

Designing Your Life by Bill Burnett & Dave Evans

Connect with Robert Henderson https://www.linkedin.com/in/robert-henderson/
Connect with AskElephant: https://www.askelephant.ai/

Connect with Rick Smith https://www.linkedin.com/in/rick-smith-094b29b
Connect with Conquer https://conquer.io/

#Sales #CustomerSuccess #AIinSales #RevenueOperations #SalesLeadership #SalesAI #ProactiveAI #DigitalWorkers #AIAgents #CRMAutomation #RevOps #AskElephant

Michael shares why recognition matters more than ever in an AI-powered world, how storytelling is the key to standing out, and why building your personal brand is crucial—especially for early-career sales professionals facing automation threats.

🔥 Key Topics:

Why Michael launched the "Oscars for Business" in the shadow of Enron

How AI is changing sales recognition—and how to use it wisely

How to tell a story that gets noticed (and wins awards)

Advice for sales reps who want to future-proof their careers

💡 Whether you’re a seller, a team leader, or just curious about the future of recognition and AI, this conversation will leave you with clear, practical takeaways.

Connect with Michael Gallagher https://www.linkedin.com/in/michael-gallagher-a8b785/
Nominate a Sales Pro for a Stevie Award: https://stevieawards.com//sales

Connect with Rick Smith https://www.linkedin.com/in/rick-smith-094b29b
Connect with Conquer https://conquer.io/

Our guest is Ryan O'Hara, founder of Pitchfire, a paid-prospecting platform that flips traditional sales outreach on its head. Instead of begging for time, reps pay for responses—and it’s working. With reply rates up to 60% and meetings booked in just 3 pitches, this is not your average cold outreach conversation.

🎯 We cover:
– Why reply rates have plummeted and how to turn the tide
– The difference between buying a meeting vs. buying a response
– How creativity (like sending piano songs!) builds trust
– What “zero-click marketing” and personal branding mean for sellers
– Why paid prospecting could actually be more ethical
– The future of B2B sales, AI, and buyer-led deal rooms
– A real story about how a cold call led to a life-changing conversation

Whether you lead a sales team or carry a quota, this conversation will challenge the way you think about outreach.

Connect with Ryan O'Hara https://www.linkedin.com/in/ryanmohara/
Connect with Pitchfire https://www.pitchfire.com/

Connect with Rick Smith https://www.linkedin.com/in/rick-smith-094b29b
Connect with Conquer https://conquer.io/

Shannon brings a unique perspective from years of building go-to-market strategies for growth-stage, mission-driven companies. From empathy-driven selling to the rise of hybrid sales skills, this conversation covers it all.

• What’s different about selling in 2025
• Why empathy and small talk are essential, not optional
• The outdated sales mindsets that no longer work
• Why your team must use their voice
• The problem with most sales training, and how to fix it
• How to invest in people the right way
• And why "hitting pause" might be the most powerful leadership move you can make

Whether you're a CRO, sales leader, or individual contributor, this episode is packed with practical insights to help you lead with purpose and perform at a higher level.

Connect with Shannon Schaul:  https://www.linkedin.com/in/shannonschaul/

Connect with Rick Smith:  https://www.linkedin.com/in/rick-smith-094b29b/
Check out Conquer: https://conquer.io/

Erica brings wisdom from years of customer success leadership, sharing why bad handoffs lead to churn, how “turf anxiety” kills collaboration, and what great teams do to build trust across the client lifecycle. You'll learn:

• The top 3 pitfalls of poor sales-CS transitions
• How to create a frictionless baton pass
• Why early involvement of CS (especially in enterprise deals) is essential
• Which metrics matter—and which don’t
• How to build client relationships that endure beyond contracts

Whether you're a CRO, CSM, or sales leader, this episode is packed with practical strategies to create smoother handoffs, happier clients, and healthier revenue.

Connect with Erica Newell: https://www.linkedin.com/in/ericajnewell/

Connect with Rick Smith: https://www.linkedin.com/in/rick-smith-094b29b/

Check out Conquer: https://conquer.io/

In this provocative and insightful episode, executive coach and sales transformation architect Townsend Wardlaw joins us to unpack why consciousness, not just systems or hustle, is the most powerful growth lever a founder can use. From his bold take on integrity and mindset to the hidden meaning behind "yes" and "no" in sales conversations, Townsend offers a radical reframe for how leaders can drive revenue, align teams, and ultimately create companies built for a high-value exit.

🔥 What You’ll Learn:

• Why consciousness is more than mindset and how it drives tangible business outcomes
• How founders unintentionally become bottlenecks, and what to do about it
• The game-changing difference between playing to win vs. not to lose
• What it really means to lead with integrity, and how it accelerates revenue
• Why checking for understanding is a secret superpower in leadership
• A simple, powerful step to shift your company’s trajectory—starting today

About Townsend Wardlaw:

Townsend is a coach, consultant, and advisor to founders, helping companies between $1M and $10M scale revenue and create meaningful exits. He’s known for challenging leaders to elevate their consciousness and shift their results by changing how they see and show up in the world.

Connect with Townsend Wardlaw: https://www.linkedin.com/in/townsendwardlaw/

Connect with Rick Smith: https://www.linkedin.com/in/rick-smith-094b29b/
Check out Conquer: https://conquer.io/

Brian shares his entrepreneurial journey—from coffee runs and copy machines at UBS to co-founding multiple startups and building Ambition into a company that transforms sales teams through coaching, gamification, and trust.

If you're a sales leader navigating the complexities of scaling your team or thinking about how AI and manager enablement will shape the next decade of performance, this is a must-listen conversation.

Connect with Brian Trautschold: https://www.linkedin.com/in/brian-trautschold-97518219/
Check out Ambition: https://ambition.com/

Connect with Rick Smith: https://www.linkedin.com/in/rick-smith-094b29b/
Check out Conquer: https://conquer.io/

Amanda explains how Wildfire is helping brands authentically integrate into Gen Z-focused communities—not through ads, but through meaningful dialogue, partnerships, and experiences. She also unpacks the difference between marketing vs. branding, why trust is the ultimate competitive advantage, and how startups should think about go-to-market strategy from day one.

In the second half of the episode, Amanda opens up about building her career as a woman in a male-dominated industry, overcoming imposter syndrome, and how she’s found purpose by blending strategic leadership with human connection. Her story is as real as her leadership style—and one that will resonate with professionals at every level.

🎧 Tune in for a masterclass in modern brand building—and how character and competence create career momentum.

Connect with Amanda Rubin: https://www.linkedin.com/in/amanda-j-rubin/ 
Check out Wildfire: https://www.getwildfire.gg/

Connect with Rick Smith: https://www.linkedin.com/in/rick-smith-094b29b/
Check out Conquer: https://conquer.io/

Phil shares practical insights from his 20+ years of experience — from creating strong sales cultures and developing leadership skills, to harnessing the power of AI to scale faster. Whether you're building a new sales team or leading an established one, this episode is packed with real-world strategies you can use today.

In this episode:

• Why culture is the foundation of sales success 
• How AI is reshaping sales enablement and customer engagement 
• Hiring strategies that go beyond the resume 
• Building resilience and learning through failure 
• The future mindset every sales leader needs

If you're ready to grow yourself, your team, and your results, this episode is for you.

👉 Like, subscribe, and hit the bell to catch every episode of The Future of Selling!

Connect with Phil Hernandez: https://www.linkedin.com/in/hernandezphillip/
Learn more about Taskus: https://www.taskus.com/

Connect with Rick Smith: https://www.linkedin.com/in/rick-smith-094b29b/
Learn more about Conquer: https://conquer.io/

#salesleadership #futureofsales #salesculture #AI #taskus #salescoaching #leadership

They dive deep into:

• Why most marketing-sourced data falls flat in the boardroom 
• How to truly align sales and marketing through pipeline velocity 
• The power of intent data, ABM, and programmatic media buying 
• Her journey from corporate roles to entrepreneurship 
• Why "share good news, track interest, and follow up" is the core of modern B2B marketing 
• And yes, how she turned being underestimated into Ironman motivation

Whether you're a marketing leader, CRO, or entrepreneur looking to generate real pipeline with precision, this episode is packed with insights you can actually use.

📚 Grab Kara Smith Brown’s book The Revenue Engine: https://www.amazon.com/dp/1642259098/

📍 Catch Kara Smith Brown on the road at her nationwide workshop tour: https://info.leadcoverage.com/the-revenue-engine-workshop-2025

🤝 Connect with Kara Smith Brown on LinkedIn: https://www.linkedin.com/in/karasmithbrown/

💡 Learn More About Conquer: https://conquer.io/

🤝 Connect with Rick Smith on LinkedIn: https://www.linkedin.com/in/rick-smith-094b29b
 

From JT’s deep experience leading global sales organizations to Demian’s journey from Navy SEAL to CFO, this episode offers a unique perspective on what’s driving the evolution of modern sales teams—and why the traditional outsourcing model has failed.

🔍 Topics We Cover:

• What "decentralized talent" actually means and how it differs from traditional outsourcing
• Why global wage arbitrage is an opportunity, not a risk
• How to align remote, global teams with your company culture and goals
• The tech stack and leadership mindset needed to make DeTal work
• Why the Balkans could be the next big thing in talent sourcing
• Actionable takeaways for sales leaders looking to grow while cutting costs

Whether you're scaling a startup or leading a mature sales org, this episode breaks down how to reduce costs, maintain quality, and scale faster—without sacrificing culture or performance.

Learn More About Conquer

Connect with Rick Smith
Connect with Jim Trimarco
Connect with Demian Costa

💡 Key Topics Covered:
✅ What sales enablement really means and why it’s more than just training
✅ The top three components of a high-impact sales enablement strategy
✅ How to align sales, marketing, and customer success with a common language
✅ The role of ruthless qualification in boosting deal velocity 🚀
✅ The game-changing impact of AI on coaching and sales enablement
✅ Tools and strategies to cut friction and increase flow in the selling process

AD shares real-world insights, practical frameworks like MEDDIC and force management, and actionable takeaways for sales enablement professionals looking to simplify, align, and drive results.

🔔 Don't forget to like, comment, and subscribe for more insights from top sales and enablement leaders!

 📢 Learn more about Conquer
📲 Connect with Andrew D’Agostino
📲 Connect with Rick Smith

In this episode of The Future of Selling, host Rick Smith sits down with Brian Kludas, a sales enablement and leadership expert, to discuss the transformative power of mentorship in the sales industry.

🔹 What You’ll Learn in This Episode:
✅ The key differences between mentorship, coaching, and leadership
✅ The three levels of mentorship and how to apply them
✅ Why mentorship matters in scaling high-performing sales teams
✅ How to become an effective mentor (and mentee!)
✅ The biggest mistakes mentors make—and how to avoid them

📌 Whether you're an individual contributor, a sales leader, or a business executive, this conversation will give you actionable strategies to build stronger relationships and accelerate career growth.

Connect with Brian on LinkedIn

Connect with Rick on LinkedIn

Learn more about Conquer

🎧 Listen now and subscribe for more insights on the future of selling!

🔎 Key Takeaways from this Episode:

✅ The #1 reason sales teams lose deals (Hint: it’s not price!)
✅ Why sales discovery is more critical than ever—and how to do it right
✅ How Win/Loss reports uncover what CRM data doesn’t tell you
✅ The biggest blind spots in B2B sales—and how to fix them
✅ Why human connection still wins over AI-driven sales insights

Ron shares real-world insights from conducting thousands of Win/Loss interviews, revealing what buyers aren’t telling your sales team—but wish they would. If you're in sales, marketing, or customer success, this episode will change the way you think about deal wins and losses.

Connect with Ron on LinkedIn
Learn More About Thirdside
Read Thirdside's How-to Guide to for Win-Loss Research

Connect with Rick on LinkedIn
Learn More About Conquer

🚀 Don’t let another deal slip away—watch now and level up your sales game!

🔔 Subscribe to The Future of Selling for more expert insights!

📢 Welcome to the Future of Selling Podcast! Hosted by Rick Smith, Chief Customer Officer at Conquer, this podcast dives into the latest trends, challenges, and innovations in B2B sales. Whether you’re a sales leader, account manager, or founder, we bring you real-world strategies to navigate the evolving sales landscape.

🎧 In This Episode:
We sit down with Jim Trimarco (JT), a seasoned sales leader with over two decades of experience driving growth in SaaS and enterprise sales. JT shares his insights on what makes a winning B2B sales process and the key strategies sales teams need to stand out in competitive markets.

📌 Key Takeaways:
✔️ The #1 mistake most sales reps make—and how to fix it.
✔️ Why discovery is everything in sales.
✔️ The "Teachable Moment" and how it wins deals.
✔️ How to build credibility and trust in a crowded market.
✔️ Why "Time Kills All Deals" and how to keep urgency in the sales cycle.
✔️ How AI is transforming sales teams—and why you need to embrace it now.

📅 Timestamps:
00:00 – Introduction: Meet Jim Trimarco
02:00 – Fun facts about JT (including his love for fitness & food!)
06:00 – The fundamentals of a strong B2B sales process
10:35 – How to run an effective discovery call
12:31 – The power of the “Teachable Moment” in sales
18:13 – Emotional connection: Why buyers choose one company over another
25:20 – Common mistakes B2B sales teams make
31:52 – AI & the future of sales—how it’s changing everything
36:32 – JT’s top 3 takeaways for new sales leaders

🎯 Who Should Listen?
🔹 Sales leaders looking to improve their team’s performance
🔹 Account executives and SDRs navigating complex B2B deals
🔹 Founders and entrepreneurs scaling their sales process
🔹 Anyone interested in the future of selling

🔗 Connect with Us:
📌 Guest: Jim Trimarco
🎙️ Host: Rick Smith
💡 Learn More About Conquer

🔥 Don’t Forget to Like & Subscribe! If you found this episode valuable, hit the like button, subscribe, and leave a comment with your biggest takeaway!

#FutureOfSelling #B2BSales #SalesLeadership #SalesProcess #SalesPodcast #AIinSales 🚀

Key Highlights:
✨ Why women are outperforming men in sales roles.
✨ Breaking barriers: Overcoming underrepresentation in sales leadership.
✨ Work-life balance: Elizabeth shares her personal journey as a mom and sales leader.
✨ Practical advice for women looking to enter or grow in the sales industry.

📊 Did you know? Only 20% of B2B sales leadership roles are held by women, yet studies show they consistently exceed performance metrics. Elizabeth shares actionable steps to close this gap and create a supportive, inclusive environment.

💬 Let’s Talk: What challenges have you faced in sales, and how did you overcome them? Share your thoughts in the comments!

👉 Connect with us:
Elizabeth Richardson
Rick Smith

#TheFutureOfSelling #WomenInSales #Leadership #SalesPodcast #Inspiration

In this episode, host Rick Smith, Chief Customer Officer at Conquer, sits down with Andy Smith, Senior Vice President of Sales at Talk Me Up, to explore the evolving landscape of sales communication. From leveraging AI for best-in-class communication skills to practical strategies for improving empathy, confidence, and engagement, this episode is packed with actionable insights for sales professionals.

What You’ll Learn:

• The "3 R’s of Sales Success" framework: Relationships + Results = Revenue
• Top communication pitfalls salespeople face and how to overcome them
• How AI-powered platforms like Talk Me Up are revolutionizing sales coaching
• Why empathy and personalization are critical in today’s buyer-driven market
• Actionable tips to enhance your communication skills and drive results

Andy also shares fascinating stories about his journey in sales, his passion for broadcasting high school sports, and his involvement with One Heart, a nonprofit supporting incarcerated youth.

👉 Connect with us:

• Andy Smith: TalkMeUp.co | LinkedIn
• Rick Smith: Conquer | LinkedIn

💡 Don’t forget to like, comment, and subscribe for more episodes that help you stay ahead in the ever-evolving world of sales! 🚀

#FutureOfSelling #SalesPodcast #AI #SalesCommunication #TalkMeUp #Conquer

Jason also dives into the concept of mindset and explains how beliefs drive behaviors and, ultimately, sales outcomes. Learn why the salesperson of the future will need to combine AI-enhanced knowledge with strong communication skills and how leaders can build a culture that supports both. Packed with actionable tips and thought-provoking insights, this episode will inspire you to rethink sales training, recruitment, and personal growth.

Tune in to explore:

The “Coachable GUMP” formula: What makes a great salesperson

How to integrate AI into your sales process for a competitive edge

Why mindset is key and how to intentionally shift it for success

The unique challenges and opportunities of the next generation of sales professionals

How to drive 100% conversion rates and achieve a true “unfair advantage”

Connect with Conquer:
Website: https://www.conquer.io 
LinkedIn: https://www.linkedin.com/in/rick-smith-094b29b/

Connect with Forrest Performance Group:
Website: https://fpg.com/ 
LinkedIn: https://www.linkedin.com/in/jasonforrest/

Connect with Conquer:
Website
LinkedIn

Connect with Linked Revenue:
Website
LinkedIn