In this episode of The Buyer Facilitator Podcast, George Chavez, President of Topaz Sales Consulting, explores how sales leadership has evolved, and why leading your team like it’s still 2010 could be costing you growth.

George breaks down twelve essential traits that define today’s most effective sales leaders. From being a strategist who aligns the team with company goals, to a coach and mentor who develops people, not just performance. He explains how modern leaders must also act as motivators, technologists, customer advocates, and change agents who guide their teams through rapid shifts in markets and technology.

You’ll learn how to communicate more clearly, attract and retain top talent, set a vision that inspires, foster accountability, and embody true servant leadership: Leading with empathy, integrity, and example.

Tune in to discover what it takes to lead your team confidently into 2025 and beyond.

Find out more about our training for sales leaders.

Are you accidentally giving away your expertise for free? In this episode of The Buyer Facilitator Podcast, George Chavez, President of Topaz Sales Consulting, tackles one of the most common traps in sales—the “free consulting support trap.” Discover how even the most well-intentioned sales professionals end up offering endless advice and strategy sessions that never convert into business… and how to break free from that cycle.

George shares practical strategies to set boundaries, protect your time, and position your expertise as something prospects are willing to invest in. You’ll learn how to recognize red flags—like uncommitted buyers, endless follow-ups, and undervalued expertise—and how to replace over-teaching with powerful questions that build trust and move the sale forward.

If you’ve ever walked out of a meeting feeling like you just gave a free training session, this episode is your wake-up call. Learn how to stop educating and start facilitating so you can turn those “free sessions” into real, profitable relationships.

For more training an tools, visit our resources page at TopazSalesConsulting.com/resources

Budget conversations can make or break a deal. In this episode of The Buyer Facilitator Podcast, we share two simple yet powerful sales questions that transform how you qualify prospects and uncover real intent.

What your prospect says about budget is rarely the full story, and asking the right follow-up questions can uncover hidden motivations, decision-making dynamics, and true expectations. Learn how to move beyond surface-level budget answers and start facilitating deeper, trust-based sales conversations that lead to better alignment and more wins.

Listen now to learn:

• The two most powerful questions to ask after a prospect shares their budget
• How to interpret the story behind the number
• When to challenge, align, or walk away gracefully
• How curiosity builds trust and wins better deals