Episodes

  • Why Professionalism Is Ruining Your Sales

    Why Professionalism Is Ruining Your Sales
    Apr 22 2026
    In sales, they always say: stay professional and never rock the boat, right? But think about it. Who do buyers actually remember? The professional who checks all the boxes or the real human with smiles, energy, and personality?In this episode of Sell by Being Human, host Alex Smith sits down with April Palmer, Account Executive at Duckbill, adjunct professor at VCU, and self-described "hot mess boss," to explore why showing up as your authentic self is not just good for your soul, it is good for sales.April's path started in unexpected places. From selling mistletoe door to door as a kid to closing multi-million dollar enterprise deals, she has learned that the real secret to sales is not better scripts or sharper rebuttals. It is genuine human connection. With 20,000 "weirdos" following her late-night LinkedIn chaos, April has proof that people buy from real people, not robots or talking heads.In this conversation, you will hear why she tells prospects not to buy from her, how a ruptured Achilles led to 12 job offers, and why the platinum rule beats the golden rule every time. She also shares her dad's most annoying and effective question, what hula hoops and cheesecake taught her about prospecting, and why showing up looking like a "cotton candy machine that turned into a human" is actually a calculated strategy.If you have ever felt pressure to dim your personality at work, wondered if you could be "too much" for corporate America, or suspected that vanilla ice cream is not your flavor, this conversation offers a different way forward.Key TakeawaysWhy "professionalism" is often just fear in beige clothingHow being authentically you attracts the right buyers and repels the wrong onesThe platinum rule: Treat others the way they want to be treatedWhy "help me understand" is the most powerful phrase in salesHow to know when to tell a prospect not to buy from youThe importance of systems and transparency in building trustWhy calculated risks (like wearing a hot pink suit to a tech conference) pay offHow being vulnerable creates safety for buyers to open upThe art of connecting people and why introductions reveal how you really feelIn This Episode:[00:00] Introduction to April Palmer[01:29] April's legendary outreach email[04:34] What "sell by being human" means to April[05:26] Why rebuttals give her the "ick"[07:58] The platinum rule vs. the golden rule[08:56] Growing up in the Bible Belt without TV[11:06] The seven-layer man: April's dad and the art of asking why[14:33] "Help me understand" and the power of shutting up[16:43] Professionalism is fear masquerading as beige[19:21] Being pistachio in a sea of vanilla[23:28] Surfing as a metaphor for life and sales[24:48] Posting about sexual assault and the connections it created[26:48] Getting fired while injured and the 12 offers that followed[29:45] Transparency in the sales process: Project plans and aligned expectations[32:28] Why April tells people not to buy from her[34:00] Hula hoops, cheesecake, and standing out[37:30] Fear in sales: Disappointing clients and handing off deals[42:43] Chaos with a purpose: The strategy behind the unhinged[47:37] How being yourself invites buyers to drop their armor[49:33] The story that's so April: How introductions reveal everything[52:53] Where to find AprilNotable Quotes[05:11] “When I hear sales tactics from someone else, I get the ick so hard that even if I love the thing, I hesitate to buy from them.” — April[06:17] “ If you’re super curious about someone’s needs, you don’t have to have a rebuttal; you just figure out if you’re the right solution for them.”— April[08:18] ” I go by the platinum rule: treat others the way they want to be treated.— April[11:44] ” I learned it’s okay to keep asking questions until you figure out what’s actually behind what people are asking you to do.”— April[18:20] ” In a sea of vanilla ice cream, people on LinkedIn be pistachio.”[21:40] “People come to me and buy from me because they love the energy I bring and know I’ll tell them the truth.” — April[28:50] “ I don’t want to sell you a lie about who I am. I could convince you I’m somebody else, but wouldn’t that be a horrible bait and switch?” — April[38:32] “I have a lot of anxiety around not providing the sales experience I want to give to other people.” — April[40:20] ”What happens if I build this level of trust and then I hand it over to a team and they don’t care about the customer as much as I do? That keeps me up at night.”— AprilOur GuestApril Palmer is an Account Executive at Duckbill, where she helps companies fix their AWS bills by making them "smaller and less horrifying." She is also an adjunct professor at VCU, teaching students how to network and land jobs. With a career spanning founder roles, VP of Sales positions, and enterprise sales, April has made a name for herself by showing up exactly as she is in hot pink suits, bedazzled boots, and ...
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    49 mins
  • Why Great Salespeople Focus on Decisions, Not Deals

    Why Great Salespeople Focus on Decisions, Not Deals
    Apr 8 2026
    When was the last time a salesperson helped you make a truly confident decision? In this episode of the Sell by Being Human podcast, Alex Smith sits down with Mark Kosoglow, Chief Revenue Officer at Deutsche Bank and former CRO at Catalyst Software, to talk about what selling actually looks like when you strip away the scripts. From selling shoes as a teenager to helping scale Outreach to $250M, Mark’s journey is anything but typical, but his core idea has stayed the same: great salespeople help others make confident decisions.They get into what that looks like in practice. Mark shares why letting passion lead often creates better conversations than trying to sound polished, how his early experience with consultative selling shaped the way he works today, and why honesty and vulnerability matter more than most people think, especially when you’re asking teams or customers to embrace change.They also dive into storytelling, the role of metaphors in making ideas stick, and the problems that come from unclear expectations. Throughout the conversation, Mark makes a strong case for being yourself, not as a slogan, but as a real advantage in both sales and leadership.If you’ve ever felt like selling forces you to be someone you’re not, this episode will change how you approach every conversation.Key TakeawaysHelp people make confident decisions, not just hit numbersLet passion show instead of hiding behind professionalismTreat “no” as a step that moves you closer to yesFocus on understanding the problem before offering solutionsBuild trust by being transparent about intentions and mistakesGive direction, but avoid control to unlock creativityAct, learn, and adjust instead of over-planningPrioritize clarity and ask questions instead of assumingIn This Episode:[00:00] Mark’s core motivation for selling [01:00] Welcome & introduction to Mark Kosoglow[02:05] Dan Pink’s To Sell Is Human and personal connections[05:05] What “sell by being human” means to Mark[06:03] Helping people make confident decisions (the 2-out-of-3 rule)[08:15] Early days: Selling shoes at The Athlete’s Foot & learning consultative selling[11:45] Telemarketing lessons and embracing “no”[14:21] Leading through change and the weight of asking people to shift how they work[16:05] Balancing control with freedom and creativity[18:46] Admitting failures and iterating quickly (self-sourcing example)[22:28] Revenue Kickoff reflections and the power of in-person connection[25:32] Using metaphors and storytelling (the Boeing story)[29:38] What Mark looks for in a CEO/leader above him[33:29] Clear communication and avoiding misinterpretation[36:08] Lessons for his kids[39:06] Signature question: What makes Mark totally Mark?[40:36] Where to find Mark[40:59] ClosingNotable Quotes[05:11] “Let your passion overcome your professionalism.” — Mark Kosoglow[05:55] “My personal motivation and the motivation I like my sales teams to have is to help people make confident decisions.” — Mark Kosoglow[10:32] “People love learning about their problem enough to understand why you’re suggesting a solution, and then they’re super confident in making the decision of that solution.” — Mark Kosoglow[12:27] “The faster they say no, the more I can move on to the next call that could say yes.” — Mark Kosoglow[36:42] “Who you are is who you are, and it’s probably pretty awesome” — Mark Kosoglow[24:27] “ I just really want to have fun and I want to work hard and I want to kick ass and win. And I don’t think that I have to be an asshole to do that.” — Mark Kosoglow[36:54] “Work ethic is like a trump card for success.” — Mark Kosoglow[38:22] “Expectations are the number one thing that kill parent-child relationships.” — Mark KosoglowOur GuestMark Kosoglow is Chief Revenue Officer at Deutsche Bank and a seasoned sales leader with decades of experience scaling revenue organizations. Previously, as CRO at Outreach, he helped scale the company to $250 million in revenue. Mark's career began at a shoe store called The Athlete's Foot, where he learned consultative selling at 16 years old, a philosophy that has shaped his leadership style ever since. Known for his storytelling, metaphors, and unconventional communication style, Mark believes that great sales leadership comes down to trust, transparency, and helping people make confident decisions.Resources and LinksSell by Being HumanLinkMark KosoglowLinkedInAlex SmithWebsiteLinkedIn
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    39 mins
  • Selling Without Scripts, Pressure, or Manipulation

    Selling Without Scripts, Pressure, or Manipulation
    Mar 25 2026
    Did you know the idea of closing might be the single worst thing to ever happen to sales? In this episode of Sell by Being Human, host Alex Smith sits down with Steve Heroux, founder of The Sales Collective, author of The Sales Contrarian, and former #1 Cutco salesperson in the country, to dismantle everything you thought you knew about selling.Steve’s journey started exactly where you might expect. He was a quiet kid who didn’t speak for the first 17 years of his life, needed to buy $1,600 worth of textbooks, and took the only job that would hire him, selling knives door to door. What happened next defied every sales script, every closing technique, and every “proven methodology” his training threw at him.With raw honesty and zero filter, think Larry David in the sales world, Steve explains why the desperate need to be liked is killing your deals, why assessments matter more than tactics, and how he went from ripping up his training script on his first demo to becoming the national sales leader, all by treating people like humans.You’ll also hear about his Million Veteran Mission, why Bob Ross is a better sales teacher than any guru, and the one mindset shift that separates the top 14% of performers from everyone else.If you’ve ever felt icky about sales, struggled with pricing conversations, or wondered why the “proven techniques” don’t feel right, this conversation is your permission slip to do it differently.Key TakeawaysWhy “closing” is unnecessary when selling is done wellHow detachment from outcomes improves trust and resultsThe real reason most sales scripts failWhy the need to be liked is one of the biggest sales blockersHow authenticity outperforms pressure and persuasionWhy sales training without self-awareness doesn’t workThe difference between selling hope and creating changeWhy mastery in sales is a long-term practice, not a quick fixIn This Episode:[00:00] Why “closing” is the worst thing in sales[00:46] Meet Steve Heroux[02:46] What "Sell by Being Human" means to Steve[04:53] Steve’s view of success in sales then vs now[08:11] The first demo that changed everything [09:28] Why Steve ripped up the script and never looked back[11:45] Simple themes: Authenticity, detachment, and loving what you sell[13:22] Shohei Ohtani and the power of process over outcomes[15:22] Teachers who shaped Steve's approach[16:09] What Bob Ross teaches us about sales[18:54] Sales Collective Today[19:34] Always Be Connecting: The new ABCs[20:14] Why frameworks fail without mindset[21:08] Discovering Sales DNA and the will to sell[23:06] The will to sell and the need to be liked[27:35] Fear of Failure Is Really Fear of Judgment (Daniel Pink Story)[30:33] The "hope dealers" and why quick fixes don't work[33:56] Why Steve doesn't prospect (and what he does instead)[34:57] The Million Veteran Mission[37:29] Legacy, impact, and what really matters[39:08] Why human-centered sales training is rare[43:17] Steve's Larry David moments[45:05] Where to find SteveNotable Quotes[00:00] “The single worst thing to ever happen to humanity is closing.” — Steve[03:08] “ There's a reason, right, that salespeople are hated. There's a reason that salespeople don't even want to call themselves what their vocation is.”— Steve[04:01] ”The three least trusted professions on the planet: Salesperson, Politician, Attorney.— Steve[07:39] ”Success to me was like someone actually another human talking to me.”— Steve[09:06] “If you do a good job, people will ask you what the next step is.” — Steve[12:23] “You have to detach from outcomes or you’ll never be satisfied.” — Steve[16:05] “ It's not what you teach, it's how you teach.” — Steve[17:52] “There are no bad students, only bad teachers.” — Steve[23:16] “The need to be liked will destroy your ability to sell.” — Steve[27:10] ” The second you stop giving a crap what strangers think about you, that's when you'll start to live.”— SteveOur GuestSteve Heroux is the founder of The Sales Collective, author of The Sales Contrarian, and a sales leader who spent 14 years at Aflac after starting his career as the #1 Cutco salesperson in the country. He's on a mission to elevate the sales profession through authenticity, human connection, and evidence-based assessment. His Million Veteran Mission aims to train one million veterans in sales for free.Resources and LinksSell by Being HumanLinkSteve HerouxThe Sales CollectiveLinkedInMillion Veteran MissionBook: The Sales ContrarianAlex SmithWebsiteLinkedIn
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    42 mins
  • The Psychology Behind Heart-Led Sales

    The Psychology Behind Heart-Led Sales
    Mar 11 2026

    What if I told you you’re struggling in sales because you’ve been approaching it the wrong way? In this episode of the Sell by Being Human podcast, Alex Smith sits down with sales coach and entrepreneur Natasha Hemmingway to flip the script on everything you think you know about selling. Her message is simple but powerful. Sales is serving. And hustle? It might actually be pushing your dream clients away.

    Natasha shares how growing up with a servant leader mom shaped her philosophy of heart over hustle, and why mindset, not strategy, is usually what holds entrepreneurs back. They unpack fear of rejection, fear of pricing too high, burnout, and the sneaky subconscious patterns that sabotage growth.

    You’ll also hear her practical fear-to-faith framework, why most entrepreneurs are undercharging, and how being crystal clear in conversations builds trust fast.

    If you want to grow your business without feeling pushy, awkward, or salesy, this conversation will change how you show up and how you close.

    Key Takeaways

    1. Why hustle energy can secretly sabotage your sales
    2. The “Fear to Faith” cycle that breaks limiting beliefs
    3. How your subconscious affects pricing, confidence, and closing
    4. Why most entrepreneurs are undercharging
    5. The truth about “not all money being good money”
    6. How to qualify clients with clarity and integrity
    7. Why connection always beats persuasion

    In This Episode:

    1. [00:00] Introduction & guest welcome
    2. [01:04] Personal connection & authenticity in sales
    3. [03:17] Natasha’s take on Sell by Being Human
    4. [05:06] Mindset and self-relationship in sales
    5. [06:14] Role models: Servant leadership & early influences
    6. [09:14] Sales beyond traditional roles
    7. [11:01] Defining hustle (and why it backfires)
    8. [13:31] Balancing hustle and heart: Client challenges
    9. [14:35] Strategy vs. mindset in sales success
    10. [18:38] Practicing what you preach: Natasha’s own journey
    11. [19:41] Faith, surrender, and decision-making
    12. [21:13] Qualifying clients & setting boundaries
    13. [22:03] Authenticity and invitation in sales calls
    14. [26:13] Sales as a universal skill
    15. [27:12] Sales in family & daily life
    16. [29:43] Mindset, fear, and the subconscious
    17. [30:20] Breaking through fear: The fear-to-faith cycle
    18. [36:13] Pricing, value, and worth in sales
    19. [38:06] What makes Natasha... Natasha
    20. [40:10] Family support & self-care
    21. [42:02] Where to find Natasha
    22. [42:19] Closing & gratitude

    Notable Quotes

    1. [01:49] "At the end of the day, we aren't what we do; we are who we are" — Natasha
    2. [03:24] “Selling with heart, not hustle, is selling by being human." — Natasha
    3. [03:48] "I always say sales equals serving; you are serving a person." — Natasha
    4. [12:01] "Hustle can lead to burnout, and hustle can actually push people away from you." — Natasha
    5. [34:12] "If you don’t ask, you don’t know, and if somebody says no, what do you lose? Nothing." — Natasha
    6. [36:36] "General rule of thumb for most entrepreneurs: you are not charging enough. Period." — Natasha
    7. [39:09] “No matter the time or day, I’m always going to be there; I show up for people.” — Natasha

    Our Guest

    Natasha Hemmingway is a sales coach, consultant, and pricing profitability expert helping entrepreneurs and corporate sales teams grow revenue without sacrificing authenticity. Her philosophy Heart, Not Hustle empowers professionals to sell with integrity, confidence, and sustainable strategy.
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    44 mins
  • Connecting with Impact - Amos Balongo, Keyote Speaker, Author

    Connecting with Impact - Amos Balongo, Keyote Speaker, Author
    Feb 18 2026

    Summary:

    Today I bring on executive communications coach Amos Balongo, who shares insights on the importance of human connection in sales. I'm always interested when people come from completely different cultures to sell themselves and what they do. They are corced to learn how to see people as individuals and Amos will share how to do that in your own life. It seems unlikely that a boy from Africa that knew no English could go on to being a successful keynote speaker and executive consultant but Amos will explain how he used sales and human connection to do it.

    Amos discusses his journey from Africa to becoming a keynote speaker, emphasizing the need for authenticity, understanding audience needs, and the power of storytelling.He highlights the significance of personal growth, the impact of philanthropy, and the necessity of building trust with clients. The conversation concludes with a rethinking of sales as a service rather than a transaction, encouraging listeners to focus on improving others' lives.

    Key Moments:

    02:13 The Essence of Selling by Being Human

    06:00 Amos's Journey: From Africa to Keynote Speaker

    11:50 Understanding People: The Key to Connection

    17:50 The Art of Speaking: Motivating and Inspiring Audiences

    23:48 Storytelling as a Tool for Connection

    29:44 Finding the Right Fit: Coaching and Client Relationships

    35:19 Disruption and Growth: Personal Development Insights

    38:29 Final Thoughts on Sales and Human Connection

    Connect with Amos

    1. LinkedIN

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    43 mins
  • The Art of "Wellbeing Sale" - Marc MacDougall, Product Designer, Clarity First Consulting

    The Art of "Wellbeing Sale" - Marc MacDougall, Product Designer, Clarity First Consulting
    Feb 4 2026

    Summary:

    This episode I speak with Mark McDougall, a web designer and developer, about the importance of human connection in sales as a product designer. In Mark's line of work. he has to connect to business owners, marketers, and entrepeneurs on ways to make their websites more effective.

    Notice I didn't say, he has to tell people their baby looks ugly?

    We talk about how empathy and understanding client needs are crucial for successful selling, especially for solopreneurs. He shares tips on how he consults with people to understand their motivations for their websites. Mark shares his journey from corporate life to freelancing, emphasizing the lessons learned through experience. The conversation also covers effective cold emailing strategies, the significance of crafting engaging subject lines, and the value of vulnerability in sales interactions. You'll also learn Mark's funny but logical metaphor on how strawberries apply to understanding concepts of value.

    Mark provides insights into managing sales conversations and offers advice for those starting their own businesses, highlighting the need to embrace the unique aspects of one's personality in the sales process.

    Takeaways

    Empathy is essential for effective selling.

    Understanding client motivations leads to better sales outcomes.

    Cultural background can influence sales techniques.

    Trial and error is a key part of learning sales.

    Cold emailing should focus on genuine interest in the recipient.

    Crafting personalized subject lines increases email open rates.

    Building rapport is crucial in sales conversations.

    Vulnerability can foster deeper connections with clients.

    Sales is about mutual value exchange, not just transactions.

    Being comfortable with awkwardness can enhance sales interactions.

    Key Moments:

    00:00 Introduction to Human-Centric Selling

    02:58 The Importance of Empathy in Sales

    06:09 Cultural Shifts and Personal Background

    09:00 Lessons from Corporate Experience

    11:59 The Shift to Solopreneurship

    15:10 Understanding Client Needs

    17:41 Cold Email Strategies

    21:00 Crafting Engaging Subject Lines

    24:08 Creating a Human Connection

    26:59 Managing Sales Conversations

    29:54 Being Vulnerable in Sales

    32:51 Advice for Solopreneurs

    35:55 Embracing the Weirdness in Sales

    38:38 Conclusion and Resources

    Connect with Marc, and learn about strawberries and value

    1. LinkedIN
    2. Why selling is like strawberries

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    43 mins
  • Effortless Experiences: Redefining Customer Loyalty - Rich DeLisi, Author, Lead Research Analyst - Glia

    Effortless Experiences: Redefining Customer Loyalty - Rich DeLisi, Author, Lead Research Analyst - Glia
    Jan 7 2026

    Summary:

    I'm kicking off 2026 with a conversation with Rick DeLisi, a thought leader in customer service and AI. Rick co-authored "Digital Customer Service: Transforming Customer Experience for An On-Screen World and is a leading researcher on providing world class customer experiences.

    If you have ever had to contact any company for a customer service issue - you know what it feels like to get poor customer service versus good customer service. The problem is that most if not all of those companies you've worked with will call themselves "customer centric". This conversation explores what it means to sell customer service through the lens of being human. We explore the evolving landscape of customer interactions, emphasizing the importance of human connection, the psychology behind customer loyalty, and the role of AI in creating effortless experiences. Rick shares insights from his research, highlighting the need for companies to understand their customers' emotions and the significance of reducing effort in service interactions. We also delve into the balance between efficiency and empathy, the future of customer service, and practical examples of how companies can enhance their customer experience. If you want to understand the pysychology of a customer at a deep level, this episode is for you!

    Sound bites

    "People don't mind being wowed."

    "You don't need a person for that."

    "It's about knowing which is which."

    Key Moments:

    00:00 Introduction to Human Connection in Sales

    03:03 The Psychology of Customer Interactions

    05:50 Understanding Customer Loyalty and Experience

    09:13 Effortless Customer Service: The Key to Loyalty

    11:54 The Role of AI in Customer Interactions

    15:02 Seamless Transitions Between Digital and Human Support

    18:00 The Importance of Context in Customer Service

    20:56 Surprising Insights from Customer Research

    25:17 Harnessing AI for Enhanced Customer Interactions

    28:34 The Future of Customer Service: A 2026 Vision

    30:52 Balancing Efficiency and Empathy in Customer Service

    35:58 Real-Life Customer Experience: Lessons Learned

    41:48 Understanding Customer Needs: The Key to Retention


    Connect with Rick

    1. LinkedIN


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    48 mins
  • Learning A Wealth About Connection By Throwing Cocktail Parties - Eric Melchor, Channel Marketing Manager, founder Bucharest Cocktail Parties

    Learning A Wealth About Connection By Throwing Cocktail Parties - Eric Melchor, Channel Marketing Manager, founder Bucharest Cocktail Parties
    Nov 5 2025

    Summary:

    What can you learn about sales and connections from a guy on a mission to connect housands of people via cocktail parties?

    Today I bring on Eric Melchor, a channel manager at Honeywell, and a Texan at heart living in Bucharest. Those two things may not go together but Eric followed his wife to Europe and he's connected hundreds of people over conversations at local cocktail parties.

    We explore the significance of human connection in sales, the power of storytelling, and the importance of authenticity in building trust. Eric shares his unique approach to networking through cocktail parties, emphasizing the value of personal connections over traditional networking methods. The conversation highlights the role of icebreakers in fostering meaningful conversations and offers practical strategies for engaging with others, both online and in person. I'm a big believer in people buying into the human side of you and Eric gives you tools to do this yourself through the way he connects one time guests.

    Key Moments:

    00:00 Introduction to Human Connection in Sales

    03:08 The Power of Storytelling in Sales

    06:06 Personal Background and Influences

    08:59 Creating Comfortable Environments for Connection

    11:59 The Cocktail Party Concept

    15:07 Unexpected Outcomes from Networking Events

    18:01 Building Relationships Beyond Job Titles

    21:02 Curating Connections for Events

    23:47 Practical Tips for Strengthening Connections

    27:09 Conclusion and Final Thoughts

    Connect with Eric

    • LinkedIN
    • Heading to Bucharest? Reach out to Eric for a Cocktail Party

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    • Website:

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    29 mins