True sales success is about growth, intentionality, and staying true to your values.

Jacob Hicks, sales success coach and leadership mentor, shares practical strategies for breaking through comfort zones with consistent, value-based follow-up, mastering time management through tools like time blocking and ‘chaos time,’ and creating sustainable success by aligning sales activity with personal growth and intentional living. Jacob has worked with leaders across corporate, nonprofit, and entrepreneurial spaces. His experience spans from training individuals in sales to empowering business owners to scale their companies.

Throughout his journey, Jacob has learned that true sales success comes from more than just hitting targets. It’s about cultivating a mindset that aligns personal growth with professional achievement. He emphasizes the importance of staying true to yourself and how being intentional with your time, goals, and relationships can be your greatest competitive advantage in an ever-changing market.

In this episode, you’ll learn:

• Breaking Through Comfort Zones: Why sales success comes from consistently stepping outside your comfort zone.
• The Power of Follow-up: How consistently following up with value increases your chances of success.
• Time Management Strategies: How to implement time-blocking, including the concept of ‘chaos time,’ to protect your calendar and mental space.
• Intentional Living: How intentionality in balancing work, play, and rest leads to greater personal and professional fulfillment.

Resources:

• Jacob Hicks’ LinkedIn: https://www.linkedin.com/in/jacob-hicks-b7154a121/
• Jacob Hicks’ Instagram: https://www.instagram.com/jacobhickscoach/
• Learn more about Jacob Hicks: https://jacobhickscoach.com/

Jump into the conversation:
(00:00) Meet Jacob Hicks

(02:58) Jacob’s journey into sales and coaching

(04:28) Working with young leaders and college students

(07:01) Stepping outside your comfort zone

(10:47) The power of consistent follow-up in sales

(13:32) Time management strategies for sales professionals

(19:45) Balancing work, play, and personal growth

(22:05) Rapid-fire questions

You can beat the competition. You can’t survive confusion.

Garin Hess, founder of Consensus and author of Selling is Hard. Buying is Harder. joins the show to share why making it easier for people to buy should be every sales team’s mission. Drawing from his background in learning and development, Garin explains how buyer enablement transforms selling from product pitches into personalized coaching experiences that empower champions and engage entire buying groups.

He reflects on the dangers of “peace mongering” in leadership, how personalization at scale changes buying dynamics, and why emotional ROI matters more than we often acknowledge in B2B. Garin also shares real stories from the field, including one painful lesson about the risks of not mapping the entire buying group.

In this episode, you’ll learn:

• Buyer Enablement Mindset: Why putting the buyer’s needs ahead of your own can accelerate deals.
• From Champions to Buying Groups: How to equip and coach champions to influence every stakeholder.
• Preventing Deal Killers: Practical ways to reduce confusion, friction, and dysfunction in the buying process.
• Emotional ROI: Why career risk, trust, and purpose play a bigger role in buying decisions than logic alone.

Resources:

• Garin Hess’s LinkedIn: https://www.linkedin.com/in/garin-hess/
• Learn more about Consensus: https://goconsensus.com/
• Learn more about Buyer Enablement: https://goconsensus.com/buyer-enablement/
• Learn more about Selling is Hard. Buying is Harder: https://www.amazon.com/Selling-Hard-Buying-Harder-Enablement/dp/1632992949

Jump into the conversation:
(00:00) Meet Garin Hess

(02:16) From Utah roots to leadership lessons

(05:23) How learning and development shaped his sales approach

(08:02) Why buying is harder than selling

(11:42) Breaking through buyer confusion and dysfunction

(20:15) Measuring impact through metrics and emotional ROI

(23:25) The role of trust and purpose in the future of B2B sales

(26:37) Sales war stories and lessons learned the hard way

Effective communication under pressure isn’t just a sports skill, it’s a sales advantage.

Jen Mueller, longtime sports broadcaster and founder of Talk Sporty to Me, has spent over two decades asking high-stakes questions in high-pressure moments. From NFL sidelines to MLB dugouts, Jen shares how the fundamentals of sports communication translate directly to business success. It may not be flashy, but instead they’re built on consistency, preparation, clarity, and emotional awareness under pressure.

She also reveals what sales professionals can learn from sideline interviews, game-day prep, and the power of showing up. She explains how to make your conversations count, build trust through repetition, and deliver feedback that actually moves the needle, because impactful communication doesn’t require long meetings. It often comes down to brief, well-prepared, intentional interactions.

In this episode, you’ll learn:

• Game-Time Communication: Why preparation and clarity lead to more meaningful business conversations.
• The Power of Consistency: How small, everyday moments build long-term trust and influence.
• Authenticity and Feedback: The secret to giving (and receiving) high-impact coaching that drives performance.
• Make It Easy to Respond: Why framing your questions well leads to better answers and faster progress.

Resources:

• Jen Mueller’s LinkedIn: https://www.linkedin.com/in/jenmuellertalksporty/
• Learn more about Talk Sporty To Me: https://www.talksportytome.com/
• Learn more about I Cook, You Measure: https://www.talksportytome.com/ICookYouMeasure

Jump into the conversation:

(00:00) Meet Jen Mueller

(01:11) Jen’s journey into sports broadcasting

(02:51) Career milestones and sideline stories

(05:42) What sports taught Jen about business communication

(07:59) The power of preparation and consistency

(19:58) Giving feedback and celebrating small wins

(30:19) Lightning round and a final communication tip