Closing a deal takes more than a strong product and a good relationship - it requires alignment across the entire buying process.

In this episode, we break down how Mutual Success Plans (MSPs) help sales teams and buyers stay aligned from early discussions to final signature and implementation.

The conversation explores why successful deals require visibility into every stage of the internal buying journey including procurement, legal, IT, security reviews, executive signers, and post-sale implementation. Without a clear plan that both sides agree on, deals often stall in late-stage approvals.

Example template here

We also discuss how top sellers use mutual plans internally and externally: externally to align with customers on timelines and responsibilities, and internally to coordinate resources, manage risk, and keep complex deals moving forward.

If you’re working large or multi-stakeholder deals, understanding how to build and manage a Mutual Success Plan can be the difference between a stalled opportunity and a successful close.

• Mutual Success Plans are essential for managing complex deals and closing successfully
• Strong MSPs create alignment between sales teams and buyers throughout the purchasing process
• Understanding internal buyer steps - procurement, legal, IT, security, and signers helps prevent deal delays
• MSPs should be used both externally with customers and internally with your team
• Clear ownership, timelines, and next steps keep deals moving toward implementation

Success in the corporate world isn’t just about doing great work - it’s about learning how to navigate the unwritten rules of career advancement.

In this episode, we break down the internal game of career growth: why self-promotion matters, how confidence shapes perception, and why having sponsors inside your organization can accelerate your career. We explore the idea of “learning the business within the business,” documenting your impact, and communicating your value in a way that leadership actually notices.

The conversation also challenges a common assumption about promotions: competence alone isn’t enough. Often, the people who advance are the ones who combine strong performance with confidence, visibility, and strategic positioning.

If you want to move forward in your organization, this episode will help you understand how to make your impact visible, build influence internally, and position yourself for the next opportunity.

• Self-promotion is a necessary skill for career advancement
• Confidence often shapes promotion decisions as much as competence
• Sponsors can play a critical role in accelerating your career
• Understanding the “business within the business” helps you navigate internal dynamics
• Documenting and communicating your impact increases visibility and opportunity

Executive presence isn’t about sounding corporate or pretending to be someone you’re not. It’s about how you show up, how you communicate, and whether people trust your perspective when the stakes are high.

In this episode of Sales Squad Pod, we break down what actually creates executive presence and why it plays such a critical role in how professionals are perceived inside organizations.

We explore the three core elements:

• Gravitas — confidence, composure, and judgment under pressure
• Communication — brevity, clarity, and strong storytelling
• Appearance — visual cues and the impact of first impressions

But executive presence goes deeper than surface polish. It comes from preparation, deep knowledge of your craft, and having a clear point of view. Whether you're presenting to executives, leading a team, or looking to elevate your career, how you show up in the room matters.

In this episode we cover:

• Why brevity and clarity signal confidence
• How preparation strengthens credibility
• The importance of having a point of view
• How composure and confidence create gravitas
• Why appearance and visual cues influence perception
  

If you want to command the room, build influence, and show up like a leader — this episode is for you.

Newsletter

You aren’t born with Executive Presence, you build it over time. 

LinkedIn Infographic
How to Exude Executive Presence

Sales Squad Pod is a podcast for serious B2B sellers and sales leaders who want practical insights, real-world experience, and the skills that separate average performers from elite operators.

#Sales #Tech #Leadership #Career

Episode Summary
Confidence is not innate, it’s built through preparation, clarity, and repetition. In this episode, Lisa, Donna, and Syreeta break down how to prepare for high-stakes moments, show up with executive presence, and follow through in a way that compounds confidence over time.

Key Moments:

1. Confidence Comes from Preparation

• 00:00 – 01:34
• 10:52 – 11:58
• 24:35 – 25:00

  2. Physical & Mental Preparation Techniques

• 02:02 – 03:15
• 07:49 – 08:32

  3. Clarity Over Information Overload

• 03:42 – 04:58 (2–3 key takeaways)
• 04:58 – 05:35 (Lisa’s 5-question framework)

  4. Handling Objections & Unknowns

• 05:35 – 06:18

  5. In-Meeting Execution & Presence

• 11:58 – 16:45

  6. Virtual Meeting Mastery

• 17:19 – 21:03 (storytelling, slide design, delivery)

  7. Post-Meeting Follow-Up & Ownership

• 22:00 – 22:50 (recaps, action items, control)

  8. Feedback as a Growth Lever

• 22:50 – 24:35 (internal + customer feedback)
  

We always appreciate you interacting with us, if this was useful to you please like, subscribe, and comment what you would like to hear next!

Everyone in sales has the same goal: hit quota.

But not everyone hits it.

In this episode, we explore why the difference isn’t motivation—it’s the systems and habits top sellers build every day.

We break down the lessons from Atomic Habits by James Clear and how sellers can apply them to consistently build pipeline, move deals forward, and hit their number.

The best sellers don’t wait until they “feel motivated.” They design daily habits that make progress inevitable. From planning outreach and calendar blocking prospecting time to focusing on small wins that create momentum, success comes from the systems you run every day.

If you want more consistent results in sales, this episode will help you shift from chasing goals to building habits that compound into revenue.

• Goals don’t differentiate sellers, systems do

• Small daily actions compound into pipeline and revenue

• Motivation often follows action, not the other way around

• Calendar design and environment shape your productivity

• Top performers trust their process and execute consistently

Check out Donna’s Newsletter 

Why Motivation Is Overrated in Sales

90% of top sales performers score high in emotional intelligence. They produce double the revenue of average performers and close at a 15% higher rate. So why isn't every sales team training for it?

In this episode, Lisa, Syreeta, and Donna get into the real mechanics of EQ in sales: what it actually looks like on a call, how to build it deliberately, and why it's about to become the single biggest differentiator in a world flooded with AI-generated outreach. This isn't a soft skills conversation. It's a competitive edge conversation.

[02:23] — How to Hire for EQ (Donna's Playbook) Donna breaks down what she's actually looking for when she's hiring leaders — and it's not the smoothest talker in the room. It's the person who can self-diagnose a role play after it's over. That moment of honest reflection? That's the tell.

[04:30] — The Self-Awareness Gap (And the Research) Spoiler: 95% of people think they're self-aware. Only 10% actually are. Lisa and Donna unpack what Daniel Goleman's five components of EQ really mean — and why self-awareness is the hardest one to develop because you can't see your own blind spots.

[10:03] — Coaching for EQ: What to Do When Your AE Stops Seeing Lisa puts a real scenario to Syreeta: an AE who isn't picking up on nuances. Syreeta's answer is all curiosity — ask what changed, what's underneath, what's blocking them. The same muscle you build for your customers, you use for your team.

[16:33] — EQ Before the Zoom Even Starts Syreeta makes the case that EQ begins in the outreach — not the meeting. If you're not asking a prospect what they need from the next conversation before you show up, you've already lost a point.

[20:46] — AI vs. EQ: The One Thing AI Can't Do The squad's hottest take: AI is incredible at the top of funnel. It scales outreach, preps research, surfaces insights. But it cannot be self-aware. It cannot show empathy. It cannot ask the second, third, and fourth question. That's EQ. And that's what closes the deal.

1. Start the journal. After your next call, write down how you felt, how you think they felt, and what you'd do differently. Look for patterns over 30 days.
2. Bring a room reader to your next big meeting. Assign someone on your team the single job of watching faces and flagging when the room goes quiet.
3. Ask the fourth question. Next time a deal stalls or someone says we're not interested, don't accept it. Get curious. Ask what changed. Dig one layer deeper.

• Emotional Intelligence by Daniel Goleman
• Let's Get Real or Let's Not Play by Mahan Khalsa & Randy Illig

Hosted by Lisa (enterprise AE), Syreeta (frontline sales leader), and Donna (former leader of leaders). Three women who met in the Salesforce trenches, have carried a bag for decades, and built careers most people only read about. New episodes drop regularly wherever you get your podcasts.

Follow, rate, and review — it helps more sellers find the squad.

Struggling to break into a cold account or re-engage a ghosting prospect? In this episode, we share the creative outreach strategies, social selling tactics, and mindset shifts that have actually worked in their careers. Learn how to move stuck deals forward, build pipeline from scratch, and stay professionally persistent without burning bridges.

Highlights covered:

• Lisa's TikTok-style video that landed a deal from nowhere
• The $40 investment with a big ROI
• The charity donation cold outreach
• Donna's Amex/Dell "become your customer's customer" deep dive
• The superhero meme with a near-100% response rate
• The female founder roundtable + yoga story
• The Kinko's custom books tactic
• The dinners that mix prospects with customers

00:00 Introduction

00:35 Breaking into Cold Accounts

01:40 Creative Prospecting Strategies

06:38 Leveraging Social Media for Sales

11:30 Utilizing LinkedIn Sales Navigator

12:32 Understanding Dogfooding and Customer Perspective

15:07 Reigniting Conversations with Existing Customers

17:53 Creative Strategies for Engaging Prospects

20:31 The Importance of In-Person Connections

23:28 Mindset and Persistence in Sales

24:57 Closing

#coldoutreach #B2Bsalesstrategy #salesprospecting #reengageprospects #ghostinginsales #socialselling #LinkedInSalesNavigator #multithreading #enterprisesales #salestips #howtocrushquota #stuckdeals #pipelinebuilding #salesmindset #accountexecutivetips

Imposter syndrome doesn't discriminate — it hits hardest among the highest achievers. In this episode, Lisa, Syreeta, and Donna get real about the self-doubt that plagues top sales performers, why it shows up more as your career advances, and the research-backed tactics you can use to silence the inner critic and own your success.

From closing seven-figure deals and still feeling like a fraud, to being mistaken for the coffee server before running a boardroom, to navigating imposter syndrome as an underrepresented seller — this is an honest, empowering conversation you won't find anywhere else.

If you've ever closed a big deal and thought "I just got lucky," this episode is for you.

• Why 82% of people experience imposter syndrome and why high achievers feel it most
• The difference between healthy discomfort (growth) and harmful self-doubt (burnout)
• Why imposter syndrome hits differently for underrepresented sellers, and what to do about it
• How cognitive diffusion helps you separate your feelings from your identity
• The Alter Ego Effect used by Kobe, Beyoncé, and top sellers
• Practical self-talk strategies to rewire your inner narrative — starting today
  

  [00:32] What imposter syndrome actually is — and why high achievers feel it most

  [03:46] How managers can spot and correct imposter syndrome in high-performing reps

  [08:59] Why imposter syndrome hits differently for underrepresented sellers — and what to do about it

  [10:52] The #1 research-backed tool for working through imposter syndrome: the psychological safety anchor

  [18:35] Practical tactics to silence the inner critic: the Alter Ego, the Smile File, and replacing feelings with facts
  

  Key Takeaways

  1. Imposter syndrome is a sign you're growing, not failing. Discomfort means you're being stretched — and that's where performance is built.
  2. Your feelings are not your review. Replace self-doubt with data: quota attainment, win rates, deal size, pipeline. You don't get lucky six quarters in a row.
  3. Build your Smile File before you need it. Collect your wins, your receipts, your moments of success. When the inner critic gets loud, open the file.
  4. Find your psychological safety anchor. Whether it's a person, a memory, or your own evidence — anchor to something that reminds you: you have done this before.
  5. Try the Alter Ego. Detach from the version of you that feels like a fraud. Perform as the version of you who belongs in the room — because that version is real.
  Resources & References Mentioned
  • Dr. Valerie Young — Co-founder of the Imposter Syndrome Institute; research cited: 82% of people experience imposter syndrome
  • The Alter Ego Effect by Todd Herman
  • Smile File / Brag Book — System for tracking wins, positive feedback, and evidence of success
  • Cognitive Diffusion — Mindfulness/meditation technique for separating your identity from intrusive thoughts
    
    

Is sales leadership actually a promotion…or a completely different career?

In this episode of the Sales Squad Pod, we break down one of the most misunderstood transitions in sales: moving from individual contributor (IC) to sales leader.

Because here’s the reality: what makes you a top-performing seller doesn’t automatically make you a great leader.

In fact, nearly 60% of first-time sales managers fail within their first two years. Not due to lack of performance, but lack of preparation.

If you’re thinking about stepping into leadership or you’ve recently made the jump and feel like you’re figuring it out in real time, this episode is for you.

• Why sales leadership is not just a promotion but a career change
• The biggest mistakes new managers make (and how to avoid them)
• The shift from closing deals → developing people
• How to coach instead of “being the super AE”
• Navigating the challenge of managing former peers
• Why EQ, self-awareness, and empathy are non-negotiables in leadership
• How to decide if leadership is actually the right path for YOU

• Leadership success is measured by your team’s performance, not your own deals
• Great sellers don’t always become great leaders, and that’s okay
• Coaching > telling. The best leaders build independent thinkers
• If your motivation for leadership is money or title… rethink it

00:00 – Transitioning from IC to Sales Leadership
10:19 – Challenges & Realities of Leadership
22:16 – Traits of High-Impact Sales Leaders

• Top-performing AEs considering leadership
• New sales managers navigating the transition
• Sales leaders looking to sharpen their coaching skills
• Anyone building a long-term career in SaaS sales

🎧 Listen now and decide:
Do you want to close deals… or build people who close them?

AI isn’t replacing top sales performers… it’s exposing the gap between average and elite.

In this episode of Sales Squad Pod, we break down what it really means to sell in an AI-driven world and how sellers and leaders can use AI as a force multiplier to drive better performance, stronger pipeline, and faster career growth.

From meeting prep and pipeline analysis to coaching, negotiation, and relationship building, we share practical ways to integrate AI into your day-to-day without losing the human edge that actually closes deals.

If you’re in sales and not leveraging AI yet… you’re already behind.

What You'll Learn:

• How to use AI as a force multiplier, not a crutch
• Practical ways to leverage AI for meeting prep, messaging, and deal strategy
• How leaders can use AI to uncover pipeline gaps and coaching opportunities
• Why data + AI insights are changing how top teams operate
• The shift from feature selling → outcome-based selling
• Why relationships, trust, and “vibes” still win deals
• How to use AI to build business acumen and negotiation strategy
• Where AI fits (and where it doesn’t) in high-stakes sales conversations
• How senior leaders use AI as a thought partner and sparring tool
  

Timestamps:

00:00 – Why AI Isn’t Replacing Top Performers
02:40 – AI as a Force Multiplier in Sales
05:16 – Using AI for Meeting Prep & Strategy
08:31 – Pipeline Insights & Data-Driven Selling
13:13 – Coaching with AI: Asking Better Questions
15:51 – The Human Edge: Relationships & “Vibes”
23:28 – The Future of Selling: Outcomes Over Features
26:37 – Final Thoughts: How to Stay Ahead in an AI World

Tools Mentioned:

• ChatGPT
• Gong
• MEDDICC / MEDDPICC Sales Framework

• Lisa – LinkedIn
• Syreeta – LinkedIn
• Donna – LinkedIn
• Sales Squad Pod - Instagram
  

Negotiation is one of the highest-leverage skills in sales, and most reps are leaving serious money on the table. In this episode, we break down exactly how to prepare for and execute negotiations that close faster, preserve margin, and leave both parties feeling like winners.

Whether you're an individual contributor closing your first big deal or a second-line leader parachuting in to push a deal over the line, this episode gives you a repeatable framework from the first discovery call all the way to the finish line.

What You'll Learn

• What your manager thinks is the biggest mistake you're making in a negotiation
• The 3-step negotiation framework: Planning → Proposal & Anchoring → Closing the Trade
• How to anchor pricing
• The 6 tradable levers your customers actually care about (beyond just price)

Timestamps

01:29  Mistake #1: Negotiating with the Wrong Person  —  Syreeta on qualifying the economic buyer before entering any price discussion

02:19  The 3-Step Negotiation Framework  —  Lisa: Planning, Proposal & Anchoring, and Closing the Trade

02:55  Alignment on Timing and Motivation  —  Donna on why a deal negotiation fails when customer timing is ignored

06:58  Planning: Carrots, Sticks, and Leverage  —  Lisa on understanding the customer's status quo, gains, and pains

08:31  Negotiation Is Not a Single Event  —  Syreeta: trust and leverage are built throughout the entire sales cycle

09:24  Building Trust: The Price Range Strategy  —  Lisa's controversial move — sending a range instead of a single number

10:30  The 6 Tradable Levers to Share with Customers  —  Executive alignment, contract length, volume, signature date, referenceability, legal paperwork

12:21  Trust-Building Between Contract Milestones  —  Donna on operational moments that build credibility outside the deal

12:45  Never Split the Difference & the Mirroring Technique  —  Donna recommends Chris Voss's framework for empathy-led negotiation

14:35  Live vs. Email Negotiation  —  Syreeta argues for live negotiation; Lisa shares her Loom video approach

20:00  High-Value, Low-Lift Concessions  —  Lisa asks: what can we give that costs us little but matters to them?

20:19  Beyond Price: Term, Scope, Payment Timing, Start Date  —  Syreeta's framework for non-price levers that move deals

21:03  Negotiating with Procurement  —  Lisa on understanding procurement KPIs and using payment terms as a winning move

22:22  Reframe Negotiation as Service, Not Combat  —  Donna's closing mindset: your job is to enable the customer's goals

23:15  Episode Recap & Key Takeaways  —  Lisa wraps: planning, anchoring, trust, bundles, and trading chips

Resources Mentioned

• Never Split the Difference by Chris Voss — FBI hostage negotiation tactics applied to sales
• Loom — async video tool used to send pre-call pricing walkthroughs

Connect & Subscribe

If this episode leveled up your game, leave us a review and share it with a fellow seller.

• 🎙 Subscribe on Apple Podcasts, Spotify, and YouTube
• 💬 Drop your negotiation questions in the comments, we read every one
• 🔗 Follow Sales Squad Pod on social

Sales is one of the only careers where:

• You can do everything right… and still lose the deal
• Your performance is publicly measured every month
• You hear “no” far more than “yes”
  

And yet you still have to show up the next day.

In this episode, we break down what it really takes to stay in the game when rejection, pressure, and uncertainty are constant.

If you’ve ever felt:

• Burned out after a tough quarter
• Discouraged by constant rejection
• Questioning whether you’re cut out for sales

This episode is for you. 

We discuss:

• Why sales is ranked among the most stressful professions
• The science behind rejection—and why it literally feels painful
• Why resilience (not talent) is the #1 predictor of success
• How top performers think differently after losing deals
• Practical ways to recover faster and stay mentally strong

Other Episodes referenced 

Episode 4 - The Habits of Top Sellers (And How to Build Them)

Episode 1 - The Secrets of Executive Presence every Seller needs to hear

Donna’s Newsletter 

The Most important trait in Sellers

Chapters:

00:00 Introduction

00:45 Understanding Stress in Sales

03:57 The Impact of Rejection

09:14 Building Resilience and Grit

13:51 Demonstrating Grit in Interviews

16:21 Acknowledging Effort Over Outcome

19:52 Normalizing Tough Quarters

23:23 The Importance of Community in Sales

Most sales leaders think they’re “data-driven.” But there’s a difference between reporting numbers and actually leading with data.

In this episode of Sales Squad Pod, we break down how to move beyond dashboards and start using data to drive performance, coach effectively, and influence decisions at every level of the business.

We cover:

• The difference between tracking data vs. leading with it
• How to use data to coach without creating defensiveness
• Why data builds trust, clarity, and accountability
• The balance between what the numbers say and how the work is actually getting done
• How individual contributors can use data to advocate for themselves
• What to do when your data isn’t perfect (or your systems aren’t either)
  

Whether you’re a sales leader or an individual contributor, this episode will challenge how you think about data and how you use it to drive real results.

Because at the end of the day…Data doesn’t tell the story. You do.