In this episode, the practical applications and potential pitfalls of AI in sales discussions are explored. Jim Irving shares his extensive experience in the tech industry, shedding light on effective use cases and common misconceptions about AI. 

The conversation delves into the symbiotic relationship between sales and marketing, introducing a unique tool, the SM3 Maturity Matrix, designed to align and assess these critical business functions. Key suggestions for businesses include cautious but proactive adoption of AI and continuous evaluation of sales and marketing strategies.

About Jim Irving_-49 years in business.  

30 in corporate (all in Tech) from door-to-door, to management and then business leadership roles - VP and MD level with major, Tier one vendors
Received about 20 sales awards in that time.
Took an MBA at age 45.
Mixed sales and marketing roles (up to national marketing director level)
Effected 9 turnarounds/business accelerations, then…

19 years running my own consultancy - training, coaching, mentoring, strategic work.  
he has helped over 100 companies, and trained around 5,000 people across 25 countries
From Jim "I love sales and marketing!"

Connect with Jim:

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https://irvingmaturitymatrix.com/

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https://sellingwithdignity.com/

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In this episode, "Its Time to Master Sales, we welcome modern-day sales trainer Niraj Kapur, CEO of Everybody Works in Sales, to discuss the evolving landscape of sales. 

We explore the current state of decision-making in businesses across the U.S. and Europe, highlighting frustrations and delays. 

Niraj explains the shift in sales dynamics, emphasizing the importance of understanding human psychology, effective follow-up techniques, and building trust. 

We discuss actionable strategies to enhance Q4 sales performance, such as personalized follow-ups, leveraging LinkedIn, and the powerful impact of handwritten letters. 

Tune in for practical insights and proven methods to boost your sales success.

Connect with Niraj:

LinkedIn

https://nirajkapur.com/

Connect with Harry: 

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https://sellingwithdignity.com/

Join my Facebook Group: 

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In this episode of the Sales Made Easy podcast, host Harry speaks with Barry Karch, a long-time realtor who identifies as an introvert. Barry shares his journey of rejecting traditional, pushy sales tactics in favor of a more authentic and relational method. 

He discusses how listening, empathy, and serving clients have led to his success, rather than the stereotypical aggressive sales persona. Barry emphasizes the importance of asking for the business in a non-pressured way, following up with clients, and staying in touch. 

The conversation also delves into overcoming the challenges of rejection and maintaining a positive outlook in the sales profession.

Connect with Barry:

LinkedIn

Connect with Harry: 

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https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

This episode of Sales Made Easy welcomes Randy Chaffee, a sales expert with over 40 years of experience in the metal roofing and building industries and the owner of Source One Marketing. The conversation kicks off with Randy sharing insights on effectively navigating hybrid sales strategies combining old-school relationship-building techniques with modern digital tools. He discusses his book, 'Asphalt and Algorithms,' which serves as a comprehensive playbook for achieving success in the hybrid sales arena. Randy elaborates on the importance of emotional intelligence, adaptability, and maintaining authenticity across different sales environments. He also highlights the challenges and learnings from his journey as an author and his dedication to continuous improvement and giving back to the sales community.

Connect with Randy:

LinkedIn

https://www.amazon.com/Asphalt-Algorithms-Warriors-Playbook-Winning/dp/B0FJ6MKG4P

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode of the Sales Made Easy podcast, the host delves into the importance of effective discovery questions in the sales process. 

The conversation features Jim Irving, a seasoned sales expert and author, who shares insights from his extensive career in sales. 

Jim emphasizes the pitfalls of jumping straight into pitching without thoroughly understanding the prospect's needs. He highlights the significance of building trust and showing genuine interest in the client's problems. Jim also discusses the role of research and strategic questioning in forming meaningful sales interactions. 

The discussion includes practical advice for both experienced sales professionals and newcomers, emphasizing the necessity of treating sales as a legitimate profession. 

Towards the end, Jim introduces his books, which serve as valuable resources for enhancing sales skills and leadership.

Connect with Jim:

LinkedIn

Connect with Harry: 

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https://sellingwithdignity.com/

Join my Facebook Group: 

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In this episode of the Sales Made Easy podcast, host Harry welcomes Andy Olen, author and sales leadership coach, who delves into the essence of effective sales.

 Andy emphasizes the importance of connecting, building trust, and communicating effectively with customers, as outlined in his book 'The Trilogy of Yes.' 

The conversation explores the art of closing deals through relational selling without pushy tactics, understanding customer processes, and maintaining long-term relationships. Andy shares his journey from corporate America to entrepreneurship, providing insights on navigating the transition and overcoming fears. 

The episode concludes with practical advice on practicing sales pitches and handling rejection gracefully.

Connect with Andy:

LinkedIn

https://www.andyolen.com/

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode of the Sales Made Easy podcast, host and guest Dave Helton discuss boosting sales through relational selling and networking. 

Dave shares his 28-year journey, the importance of networking in their success, and the significance of faith and community. Dave emphasizes the need to be seen, heard, and remembered. 

The conversation highlights how the firm's involvement in various networking activities has propelled their growth and helped them serve the community effectively.

Connect with Dave :

LinkedIn

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

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In this episode of Sales Made Easy, host Harry Speight welcomes Jonathan Chang, founder and CEO of Markit AI. They dive into the dynamic world of relational selling and how Jonathan's company helps creators engage with their audiences through a powerful texting platform. 

The conversation touches on the personal touch of texting, the pitfalls of email and social media, and why texting is crucial for building meaningful connections and monetizing content. 

Jonathan also shares insights on the importance of listening in sales and the impact of genuine, human interactions in an era dominated by AI tools.

Don't miss this! 

Connect with Jonathan:

LinkedIn

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https://sellingwithdignity.com/

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This episode of 'Sales Made Easy' features Rick Jordan, a self-made CEO, cybersecurity expert, keynote speaker, and founder of ReachOut Technology. Rick shares key insights from his journey starting as a McDonald's employee to becoming a nationally recognized voice in cybersecurity and business. 

The discussion covers essential sales techniques like uncovering needs, the power of follow-up questions, and the importance of building a business as if you are going to sell it. Rick also emphasizes the significance of offering additional value during sales interactions and shares his thoughts on maintaining transparency about pricing.

Tune in to learn from Rick's extensive experience and how his strategies can help improve your sales and business growth.

Connect with Rick Jordan:

Instagram
Twitter
Facebook
LinkedIn
Tiktok

Connect with Harry: 

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https://sellingwithdignity.com/

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In this enlightening episode of Sales Made Easy, Gene Slade joins us to share his extensive experience in the HVAC and construction industries, where he's built a multimillion-dollar training business. 

Gene is passionate about helping men in blue-collar jobs improve their sales techniques while maintaining a strong presence at home. The conversation dives deep into the importance of relational selling, the value of finding the right mentor, and the power of asking the right questions to guide client thinking. He also reveals why sales training is crucial and often overlooked compared to marketing budgets. 

Gene's mission is to teach technicians and tradesmen how to double their sales without resorting to high-pressure tactics, ensuring a balanced life between work and family. Tune in for practical advice and strategies to boost your sales skills and enhance client relationships.

Connect with Gene Slade:

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

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode, Harry dives deep into one of the most crucial—and often overlooked—aspects of sales: trustworthiness. Are you truly a trustworthy person when you’re selling, or are you just saying what buyers want to hear? Harry candidly shares lessons from his own journey—both professional and personal—on why empathy, active listening, and understanding your buyer’s unique story are essential for building real trust. 

It’s not about pushing products or reciting a company pitch—it’s about showing you care, asking the second and third questions, and demonstrating that you really “get” what matters most to your client. If you want to stand out from the crowd and become the salesperson buyers actually want to work with—this episode is for you. 

Tune in to learn how to build lasting relationships and have buyers say, “I trust you”—not just because you promised, but because you proved it.

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode, “Conquering Fear: A Journey to Success with Harry Spaight,” we dive deep into the powerful impact of overcoming fear in sales, business, and personal growth. Host Harry Spaight explores how fear often holds us back—whether it’s starting a new job, making sales calls, recording your first video, or launching a big idea. Harry draws from relatable personal experiences, such as creating his first sales training video and hosting his first podcast, to illustrate how stepping out of your comfort zone leads to real progress and lasting success.

We discuss the challenges sales professionals face, from fear of rejection to imposter syndrome, and share practical strategies to break free from those limitations. Through inspiring examples like J.K. Rowling and Sara Blakely, you’ll learn how focusing on helping others, serving your audience, and taking that first imperfect step can transform your sales results and business outcomes.

If you’re looking to improve your sales without being pushy, build long-lasting client relationships, and embrace a servant-minded approach, this episode delivers the encouragement and actionable tips you need. Tune in to discover how conquering fear is key to achieving your next sales breakthrough. 

Connect with Harry: 

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https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode, we dive deep into the power of relational selling, sales leadership, coaching, and the importance of dignity in high-pressure sales environments. Host Harry Spaight welcomes Dr. Deepak Bhootra—executive coach, sales leadership strategist, and author of the upcoming book "Boundless Within"—for a dynamic discussion on thriving in sales without burnout.

Discover why modern sales leaders must focus on coaching the person, not just the numbers, and how to adapt leadership styles for today's evolving sales teams. We explore the impact of AI on the sales process, the necessity of human connection, and practical ways to nurture your sales team to reduce turnover and boost results. Learn about psychological resilience, battling self-doubt, and the invisible tax of rejection, along with actionable insights for building trust, confidence, and meaningful client relationships.

Tune in for inspiration on servant leadership, creating a true coaching culture, and fostering high-performance sales teams that respect both emotional intelligence and results. Whether you're a sales professional, business owner, or sales manager, this episode is packed with sales tips, coaching strategies, and leadership advice for sustainable sales success.

Connect with Dr. Deepak:

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

http://www.jabulaniconsulting.com/

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode, host Harry Spaight sits down with executive sales coach Tim Barry to dive deep into the art of ethical selling, trust-building, and the Sandler training methodology. If you’re looking to close more deals without being pushy, manipulative, or aggressive, this episode is packed with proven sales strategies, relationship selling insights, and actionable tips for building rapport with prospects.

Tim Barry shares his expertise on selling with dignity, ethical sales techniques, and why trust is the foundation of every successful sales conversation. Learn the keys to consultative selling, how to master the Sandler sales process, and why the best sales professionals focus on asking great questions, understanding buyer motivation, and having the emotional intelligence to slow down the sales process.

Whether you’re a small business owner, sales executive, or new to sales, discover how to overcome common sales challenges, avoid high-pressure closing tactics, and use conversational sales skills that win clients and build long-term relationships. We talk about the importance of abundance mindset, listening skills, and gratitude—as endorsed by sales legends like Zig Ziglar, Brian Tracy, and James Muir.

Tune in for practical advice on qualifying leads, having meaningful discovery calls, handling objections, and getting comfortable with asking, “Where do we go from here?”—the ultimate non-pushy close that empowers your prospect.

Don’t miss out on this valuable sales coaching episode designed to help you make selling easy, effective, and, most importantly, ethical.

Connect with Tim:

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

https://go.sandler.com/tjbarry/

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode, we dive deep into the world of selling by cold outreach with special guest Gui Costin, CEO and founder of Dakota, an innovator in investment services and expert in outbound sales. Join host Harry Spaight as he uncovers actionable strategies to master cold email outreach, book more sales meetings, and stand out in today’s crowded marketplace.

Discover the secrets to successful outbound sales, including how to craft personalized cold emails that get results, the importance of consistency in prospecting, and why quality data is crucial for effective lead generation. Guy shares proven tactics for building a winning sales culture, maintaining fast response times, and leveraging a clear call to action. Learn the difference between spam and effective outreach, the power of polite persistence, and how to qualify leads quickly to maximize your results.

If you’re focused on B2B sales, recurring revenue, investment sales, or want to create a high-performing sales team, this episode is packed with tips on sales process, follow-up, customer relationships, and sales leadership. Guy also reveals his approach to supporting both clients and team members, competing with larger organizations through data accuracy, and navigating high-ticket sales in the finance industry.

Tune in to discover how to optimize your cold outreach, improve your sales skills, and grow your business with strategies proven to help clients raise over $40 billion. Plus, get insights into Gui’s books on millennial selling and investment sales success. Don’t miss these expert tips on outbound email, lead generation, sales demos, sales team culture, and mastering the art of closing the sale.

Connect with Gui:

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

Get a copy of the book, "The Dakota Way"

Email: gui@dakota.com

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this conversation, Harry and Jason dive deep into the power of meaningful networking, the importance of building real relationships over rushing to the pitch, and how to leverage AI as a valuable teammate instead of a replacement. You’ll hear Jason’s take on what makes a lasting impression at networking events, why most people make the mistake of trying to appeal to everyone, and how narrowing your focus can actually bring in more business.

Plus, the episode is packed with practical strategies for harnessing new technology—from recording meetings to brainstorming with AI—to streamline your workflow and get ahead of the competition. Whether you’re a seasoned sales pro or just getting started, this episode is full of golden nuggets to help you succeed by being unapologetically yourself—and building a community of trust along the way.

Get ready for lots of actionable advice, laughter, and the kind of honest insight that will inspire you to rethink how you approach sales and relationships in business. Let’s jump in!

Connect with Jason:

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

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode, Harry Spaight, an accomplished sales expert, unpacks the nuances of first impressions and their undeniable impact on closing sales.

Harry explains how first impressions are formed in mere seconds—whether it's two, seven, or thirty. Regardless of the exact timeframe, he underscores their importance by comparing them to user experiences on websites. Harry shares insightful tips on appearance, from clothing choices to the power of a polished pair of shoes. He provides valuable strategies to connect with diverse audiences through tailored attire and confident body language. Whether you're interacting with law firms or agricultural executives, learn how to adjust your style to resonate with potential clients and stand out as a credible expert in any environment.

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

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https://www.facebook.com/groups/sellingwithdignity

In this insightful episode, Harry postulates: "Are We All in Sales?" He shares that sales is not just for professionals but an intrinsic part of life. From toddlers negotiating cookies to adults making big life decisions, sales skills are both essential and instinctual.

Discover how emotional intelligence and communication are at the heart of every interaction. Learn why listening and timing are crucial in personal and professional settings. And explore how serving others can be your best sales strategy.

Tune in to uncover why Harry believes "sales is life and life is sales." You'll hear relatable stories and practical tips that remind us all to embrace our inner salesperson. Don't miss these eye-opening insights!

Connect with Harry: 

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https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode of Sales Made Easy, our guest, Brian Sexton, the intentional encourager, and respected author, illuminates the importance of encouragement and human connection in sales success.

Brian emphasizes the power of intentional encouragement in his journey and describes it as stimulating, edifying, and promoting internal positive beliefs purposefully. He believes everyone needs encouragement, and that it's a universal message. From sharing insights about his father's influence to discussing his new book, “Intentional Encouragement: The One Thing That Changes Everything,” Brian highlights the transformative potential of genuine human connection.

Join Brian and Harry as they delve into the profound impact of intentionally encouraging customers and its capacity to open new avenues in business relationships. Learn practical ways to incorporate personal encouragement into your sales strategy and see how simple acts of kindness can make sales remarkably easier.

Tune in to this episode of “Sales Made Easy” and uncover how encouragement can be the key to thriving in sales and in life. 

Connect with Brian:

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

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode of Sales Made Easy, our guest, David Meltzer, chairman of the Napoleon Hill Institute and former CEO of Lee Steinberg Sports and Entertainment, joins Harry to unpack the secret sauce of sales: empathy and gratitude.

David is no stranger to extraordinary success. The conversation opens with his revelation about making sales an “ease, not a disease.” David addresses the fear surrounding looking "salesy" by honing in on the true pillars of sales: providing value and practicing honesty through repetitive learning and honesty. He paints the picture of sales as more than a genetics-based endeavor but a crafted skill honed through practice—a lesson from basketball greats like LeBron James and Kobe Bryant.

Throughout the episode, David dispels myths about natural-born talent and emphasizes the steadfast commitment to being of service rather than just closing a sale. He offers a perspective grounded in gratitude and faith, urging salespeople to be driven by the desire to be what they must be—a continuous learner willing to improve.

Tune into this captivating episode of "Sales Made Easy" where empathy, active listening, and relentless practice are showcased as the cornerstones of sales success. Don't forget to connect with David Meltzer on LinkedIn for more wisdom and insights into mastering the art of sales with authenticity and dedication.

Connect with David:

https://www.linkedin.com/in/davidmeltzer2/

https://dmeltzer.com/

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode of Sales Made Easy, our guest, Shawn Finnegan, a renowned business relationship expert, joins host Harry Spaight to share compelling insights on overcoming failure with perseverance.

Shawn takes us from his early days learning sales from his side-hustle mom to launching his first business in 2009—a challenging time, but one that taught him the value of relationships and resilience. He discusses the critical role these relationships played in obtaining angel investments and navigating business storms. You'll hear stories of entrepreneurs who turn market pessimism into unprecedented success and get actionable advice on how connections can help you beat the odds.

Harry and Shawn delved into personal anecdotes of failure, perseverance, and the undeniable value of authenticity in relationships. Learn how to harness the power of a robust network to scale your business exponentially and how effective tax strategies can save you money. It’s a masterclass in resilience and relationship building you won't want to miss.

Connect with Shawn:

https://www.linkedin.com/in/shawn-finnegan-03b254a/

Connect with Harry: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode, we engage with Rhonda Petit, a seasoned sales leadership coach and bestselling author, who emphasizes the power of inspiration in sales. 

She elaborates on how understanding and leveraging intrinsic motivation can lead sales teams to achieve extraordinary results. 

Many leaders overlook the importance of aligning with personal purpose and values, which can lead to a lack of fulfillment and success. 

Tune in to discover how aligning with intrinsic motivation and spiritual insights can revolutionize your sales strategy and drive outstanding performance.

Connect with Rhonda:

https://www.linkedin.com/in/rhondapetit8htg/

https://www.rhondapetit.com/

https://www.rhondapetit.com/spirit-of-selling-book


Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

 When a prospect is ready to buy, any delay can cost you the deal. Urgency in sales isn’t about being pushy—it’s about serving your customer when they need you most. In this episode, I share key lessons on why moving fast matters, how to avoid losing deals to hesitation, and what you can do to match your prospect’s urgency. Don’t let missed opportunities slip away—learn how to close with confidence and speed. 

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

In this episode of "Sales Made Easy," I shared my insights on leveraging networking for business growth, especially for startups and entrepreneurs. Through my experience in both virtual and local community networking, I emphasized the importance of relational selling over traditional sales tactics.  While networking, the primary focus should be on building connections, trust, and providing value rather than directly selling. I shared practical tips on maintaining the right mindset, crafting effective introductions, and the significance of one-on-one follow-up meetings to deepen relationships. 

Additionally, there are nuances in choosing the right networking groups and balancing time spent on networking with other crucial business activities.

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity

Many salespeople unknowingly repel prospects by appearing desperate—what we call commission breath. When you're too attached to closing the deal, buyers sense it and back away.

Instead, shift your mindset: high intention, low attachment. Prepare for objections, stay present, and focus on serving rather than selling. One simple way to stay calm? Breathe. Just like Navy SEALs use box breathing in high-stress situations, you can use it to stay relaxed, listen better, and respond thoughtfully.

Want to create sales conversations that build trust and keep deals moving forward? Serve first, and the selling will follow.

Connect with me: 

LinkedIn
https://sellingwithdignity.com/

Join my Facebook Group: 

https://www.facebook.com/groups/sellingwithdignity