Sales Trajectory Podcast
Sales Leadership, Growth Strategies & Industry Insights.
The show for leaders, sales managers, and professionals who want to launch innovative products, accelerate growth, and build high-performance sales teams. We dive deep into sales training, cutting-edge sales technology and recruiting sales hunters.
Hosted by Jason Howes, each episode delivers real stories, proven strategies, and expert insights to help you succeed in today’s challenging sales landscape.
Got a new product, or one that's struggling to gain traction, reach out to be a guest.
Sales Trajectory Podcast
Elite Sales Performance Meets Equipment Rental Innovation with Michael Larsen
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What happens when the science of performance meets the art of human connection? In this episode of the Sales Trajectory Podcast, Jason Howes talks with Michael Larsen – co-host of the Rental Journal podcast and a second-generation leader in the equipment rental industry, Larsen Hire – about building high-performance sales cultures that thrive in today’s competitive market.
Michael shares insights from interviewing hundreds of global operators and explains why the fastest-growing companies don’t just supply great products – they invest in elite salespeople. Together, Jason and Michael explore:
- Consultative Selling vs. Pitching: Why leading with curiosity and asking the right questions beats cleverness every time.
- Defining Your Ideal Customer: How clarity accelerates growth and removes guesswork from your sales strategy.
- Proactive vs. Reactive Sales: Why anticipation and structured systems outperform firefighting and inbox-driven activity.
- Recruiting and Retaining Top Talent: Why hunger, coachability, and resilience matter more than tenure or pedigree.
- Sales & Marketing Alignment: How collaboration creates credibility and drives pipeline velocity.
- Culture and ROI: Why strong onboarding, coaching, and leadership are non-negotiable for sustainable success.
Plus – Crystal Ball Recruiting:
Jason introduces his new book Crystal Ball Recruiting, designed to help business leaders hire with confidence and move beyond outdated recruitment methods. With failure rates climbing to 75%, the book focuses on three pillars: Attract, Recruit, Retain. Learn how to identify elite sales professionals based on traits like curiosity, resilience, and coach ability, remove bias from hiring, and build systems that ensure ROI on your sales team. If you want to win dream accounts and future-proof your sales strategy, this is a must-listen.