After three years, I catch up with author and sales expert Ryan Dohrn—Ryan was a guest on The Sales Podcast episode 579— to explore this, that, and the other around sales, marketing, and some personal experiences of that and college football.

We discuss the true meaning of college football tailgating, the challenges faced in sales today, and the importance of effective communication.

Ryan shares outreach techniques and the role of technology in modern sales strategies, while also reflecting on personal anecdotes that highlight the evolution of sales practices. Since we both have sticks up our butts, it is neither informative nor entertaining.

But we do also get into the psychology behind buyer behavior, the importance of personal branding, and how personal experiences, such as practicing jiu-jitsu, can lead to personal growth and improved sales performance. We touch on the balance between health and success in sales, emphasizing the need for movement and mental clarity.

Finally, we reflect on modern distractions and their impact on productivity and focus.

Takeaways

• Sales is harder than ever due to changing demographics.
• Tailgating culture reflects community and engagement.
• Effective communication is key in sales today.
• Using technology can streamline outreach efforts.
• Personal experiences shape our understanding of sales.
• AI tools should not mimic traditional letter writing.
• Respecting clients' time is crucial in sales meetings.
• Building rapport can be done during the conversation.
• Sales strategies must adapt to current market conditions.
• Humor and cultural references can enhance sales interactions. Keep sales messages short and to the point.
• Name-dropping happy clients reduces perceived risk.
• Most buyers are driven by emotions rather than logic.
• Salespeople need to adapt their styles to meet buyers' emotional needs.
• Jiu-jitsu can provide clarity and discipline in life.
• Movement and physical activity are essential for mental health.
• Sales success often correlates with personal health and discipline.
• Finding balance in life can enhance sales performance.
• Modern distractions can hinder productivity and focus.
• Therapy and mental health support can be beneficial for sales professionals.

Chapters

00:00 Introduction and Sports Rivalry

03:01 Experiences with Tailgating and College Football

05:50 Reflections on Natural Disasters and Community Response

09:00 Sales Strategies in a Changing Landscape

11:59 Effective Communication Techniques in Sales

14:56 Leveraging Technology for Sales Outreach

17:53 Personal Stories and Social Dynamics

21:50 The Art of Sales and Personal Connections

24:32 The Evolution of Sales Practices

28:56 Leveraging Technology in Sales

31:59 Understanding Buyer Psychology

35:12 Navigating Emotional and Logical Sales

39:18 Sales Strategies and Personal Experiences

41:34 The Journey of Building a Sales App

42:30 Cultural Accents and Identity

43:48 The Impact of Jiu-Jitsu on Life

47:43 Finding Your Mojo: Movement and Motivation

51:42 Alcohol, Health, and Modern Distractions

55:43 Discipline and Success: The Connection

https://www.linkedin.com/in/ryandohrn/

https://famous.BJJandBiz.com

Demographics are changing

Cut to the chase.

Don’t need so much rapport.

“What is the project I’m selling?”

Five templates for the prospect list.

“Escape email.”

3x3 format

• Three words in the subject
• Three sentences in the email
• Every three business days

Send a video email via Loom.

Uses MixMax for cold outreach

Engage on LinkedIn

Don’t practice on your clients.

AI tools for outreach are bad. Don’t write emails like letters. Keep messages pithy. Don’t let marketing create your emails.

Talk about your happy clients.

5% Ego, 31% Logical, 64% Emotional buyers.

Every Friday, he surveys about 80 sellers.

How to handle “think it overs”.

Make recommendations.

“The Next Media Conference.” (In Orlando in 2026.)

RyanDohrn.com to get the app.

Why you lose your mojo and how to regain it.

Movement is medicine.