Best Martin Stellar Podcasts (2025)

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Ep 218: Nice people don't handle objections 2:40

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2d ago2:40

2:40

In the end, objection handling is just code for making people wrong. Look for buy-blockers instead, and help you buyer get around them. --- And don't forget to sign up for a short daily email at https://salesfornicepeople.com/signupBy Martin Stellar

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Ep 217: "How much outreach is enough?" 3:38

3d ago3:38

3:38

It's not that interrupting a stranger is bad, or that nice people don't do outreach. It's that we do it in a thoughtful way, where we first pay the cost of spending time on someone, before we ever get in touch. It's nice. And it works, too. --- Get a short and helpful daily email at https://salesfornicepeople.com/signup…

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Ep 216: Don't abide indecision. Your buyer has enough on their plate 2:41

4d ago2:41

2:41

It's a disservice to allow indecision. And you want to serve your buyers, right? Then get them to a decision, yw. --- And get yourself a short daily article at https://salesfornicepeople.com/signupBy Martin Stellar

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Ep 215: It's not a deal until you've discussed money (AKA don't invent eggs) 3:02

5d ago3:02

3:02

We all want to believe that there's a great future ahead of us. But if you create that future by assigning deal values too early, that future is a fabrication, an invention, and it's very likely to reduce your actual earning potential. Get a short and helpful daily email by signing up at https://salesfornicepeople.com/signup…

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Ep 214: Sudden decompression sucks, AKA conversations are better than leads 4:09

6d ago4:09

4:09

Raise your hand if you got the reference to Space Quest. Or if you're fed up with 'leads' that don't turn into sales. Check out the MYNO workflow here: https://salesfornicepeople.com/academy/mine-your-network-for-opportunities-myno-workflowBy Martin Stellar

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Ep 213: They're selling you a corporate mistake! 2:37

10d ago2:37

2:37

True story: If you force your sales people to have more meetings, they end up having beers with their high-school buddies who work for your client, and then they put it into the CRM as 'meeting with a buyer'. --- You're not like that though. No, you're the smart kind, who learns selling by getting a short daily email at https://salesfornicepeople.c…

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Ep 211: Why state a price in the first meeting 3:48

12d ago3:48

3:48

I mean if money is going to be the obstacle... Don't you want to find that out, as early as possible? --- Get a short and helpful daily email at https://salesfornicepeople.com/signupBy Martin Stellar

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Ep 211: Lead generation is such a pedestrian problem to solve. 4:31

13d ago4:31

4:31

Unrelated: the more needy a seller seems, the more wary to be. And don't all those lead-gen boiz and girls just look needy as hell, with all their automated screeching? Anyway, forget about them. Let's solve some quality problems, instead. --- You can do that daily if you sign up for a short once-per day article at https://salesfornicepeople.com/si…

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Ep 210: You can't automate your way out of a skills deficiency 3:06

16d ago3:06

3:06

You can't out-advertise a missing USP or ICP definition. And you can't out-automate an inability to sell your work. But you can get smarter every day with a short daily email at https://salesfornicepeople.com/signupBy Martin Stellar

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Ep 209: If not now, then when? 3:02

17d ago3:02

3:02

It's a pain in the ass to be on the fence, and when your buyer can't decide, their situation is worse than it ought to be. And the right question will be an act of service. --- If you want an act of service in your inbox once a day, get yourself a helpful daily article over at https://salesfornicepeople.com/salesfornicepeople.com/signup…

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EP 208: Does it do my thinking for me? 3:02

18d ago3:02

3:02

It's not that AI is a bad idea for your sales process, but if you actually want to relate better to people, I don't think you should outsource your thinking. Check out the Deal Diagnosis X-Ray tool here, it's free and no signup is required for the time being: https://salesfornicepeople.com/interactive-deal-diagnosis-xray…

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Ep 207: Go slow Otherwise, I have a bandwagon I can sell you 3:36

19d ago3:36

3:36

bUt iT wOrKs! Does it though? Are you quite sure? Get advice that does work, with a short daily email: https://salesfornicepeople.com/signupBy Martin Stellar

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Ep 206: Hucksters who sell you hope: the market for something to believe in is infinite 2:58

20d ago2:58

2:58

I've had enough with all the sleazebaggery, all those people who try to sell you on the hope of more sales, but all they sell you is more noise in your calendar and more stuck deals in your pipeline. Get a short daily email at https://salesfornicepeople.com/signupBy Martin Stellar

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Ep 205: I would help them but they're too far gone (Lead generation at a conference) 4:39

24d ago4:39

4:39

Apparently, pitching at people is now called 'sharing key takeaways'. If you want to not do things this way but you do want leads and sales, sign up for a short daily email at https://salesfornicepeople.com/signupBy Martin Stellar

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Ep 204: Do nice people do cold outreach? 2:57

25d ago2:57

2:57

I dunno, you tell me. I consider myself a nice person, and yes I do cold outreach. And sometimes people even thank me for it, so... 🤷 Meanwhile, get a short and helpful daily email at https://salesfornicepeople.com/signupBy Martin Stellar

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Ed Kless - A Revelation for the Transformation Economy 54:56

26d ago54:56

54:56

Ed Kless joined me on Ditching Hourly to talk about what he and his Threshold co-founder Ron Baker think is the next big thing (spoiler alert: transformations). Talking Points The Concept of the Experience Economy Progression of Economic Value Transformations and Their Impact Threshold: Guiding Transformations Transitioning from Service to Transfor…

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Ep 203 - Making assumptions? You're ruining your deals 2:41

26d ago2:41

2:41

But hey, go ahead and assume that what you *think* you heard, is what your buyer wanted you to hear. I'll be over here with the guys & gals who make sure they verify they got it right. Get a short and helpful daily email at https://salesfornicepeople.com/signupBy Martin Stellar

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Ep 202: KPI's, targets, and how to make your technical experts resent their job 5:12

27d ago5:12

5:12

So that sales trainer you hired didn't really improve things, and now your seller/doers are annoyed and frustrated as well. This is why. And this is what to hire instead: https://salesfornicepeople.com/deal-diagnosis-coachingBy Martin Stellar

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Ep 201: How to land more sales by being dumb 3:30

30d ago3:30

3:30

Who'd have thought? It's smart to be dumb. Get dumber each day with a short and helpful email, over at https://salesfornicepeople.com/signupBy Martin Stellar

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Ep 200: Two questions to ask a buyer who became a ghost 3:24

1M ago3:24

3:24

Chasing doesn't work. Asking the right questions though, that does work. When your buyer ghosts you, ask them one of these two questions. And don't forget to sign up for a short daily email at https://salesfornicepeople.com/signupBy Martin Stellar

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Ep 199 - Are you sure more leads will solve your sales problem? 2:11

1M ago2:11

2:11

Last time I checked, "more" is not the solution to "too much". And if you already have too many people saying no or ghosting you, generating more leads is going to get you more of the same. So if there's too many that get away, then you can get my help improving your conversion rate. More information here: https://salesfornicepeople.com/deal-diagno…

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Ep 198: Calibrated Nagging 2:57

1M ago2:57

2:57

Harsh? You bet. True? You decide. Is there a better way? Yep. Book a call with me, and I'll show you. Or, sign up for a daily email at https://salesfornicepeople.com/signupBy Martin Stellar

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Ep 197: A perfect example of how not to follow up 2:13

1M ago2:13

2:13

Wanna get ignored, want your buyers to turn into ghosts and your deals to get stuck? Then do this. Or if you don't, then do this: click the following link and get my help - https://salesfornicepeople.com/deal-diagnosis-coaching-pilot-programmeBy Martin Stellar

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EP 196 - Diagnose, don't pitch 3:27

1M ago3:27

3:27

Yes, there are still people out there who teach that you should have a compelling pitch. And I suppose they also teach you that if you don't get the sale, your pitch wasn't good enough. Or maybe it wasn't a match between you and your buyer. What those fools don't tell you, is that pitching is a terribly ineffective - and unpleasant - way to sell. N…

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Ep 195: Are you underserving your people? 2:25

1M ago2:25

2:25

Because it might sound harsh, but if you're unable to sell your work, you don't get the sale, your buyer doesn't get the solution, and you don't get to serve them. I consider that underserving. And if your business exists in order to make things better, that just won't do. But there's a solution, and you can get it here: https://salesfornicepeople.…

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Geraldine Carter - Melting The Pyramid 54:00

1M ago54:00

54:00

Geraldine Carter joined me on Ditching Hourly to give us a behind-the-scenes recap of what went into her pivot from selling one-time $9,500 mastermind programs to selling a $995/mo ongoing subscription model. (00:00) - Introduction and Guest Welcome (00:34) - Defining 'Melting the Pyramid' (04:38) - Transitioning Business Models (08:54) - Challenge…

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Ep 194: Truth, fictions, and sales 4:30

1M ago4:30

4:30

Don't you just love the stories you tell yourself? Especially those about how likely a deal is to close, aren't they just the best? Oh, right. Get the details on Deal Diagnosis X-Ray coaching here: https://salesfornicepeople.com/deal-diagnosis-coaching-pilot-programmeBy Martin Stellar

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Ep 193: The decision-maker? You might as well talk to the janitor 3:26

1M ago3:26

3:26

There's a reason why the Deal Diagnosis X-Ray playbook doesn't talk about urgency or budget or who is the decision-maker. Because if that's all you work with, you'll be perceived as just another provider, another commodity, and your positioning will be ruined. But the DDXRay questions will help you create positioning and messaging that positions yo…

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Ep 192: Get ghosted less, get paid more 5:55

1M ago5:55

5:55

Yes, I know, you're a good person and you don't want to be a nag and you want people to just give you money so that you can do your work... But the world will never kick down your door and throw money at you. And, if you're truly a good egg and nice person, you'll never have to be pushy, or act like a pesky sales person, or go against your values i…

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Ep 5. Curiosity Fuels Reinvention with Tonya Jackson 36:32

1M ago36:32

36:32

In this insightful episode, we sit down with Tonya Jackson, Chief People Officer at Lexmark and a driving force in tech industry transformation. With an impressive journey spanning over three decades in R&D, supply chain, and HR, Tonya shares her unique approach to leading large-scale organizational change and building impactful HR-business partner…

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Ep 191: Should you spend time, or spend money instead? 3:37

1M ago3:37

3:37

Look, you can always replenish money. But time is gone once you've spent it, and if you spend time to save money, you just might be causing real harm to your business. To find out more about the Deal Diagnosis X-Ray coaching programme, go to https://salesfornicepeople.com/ddxBy Martin Stellar

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Ep 190: Quality not volume 2:59

2M ago2:59

2:59

Find out more about the Deal Diagnosis Coaching programme here: https://salesfornicepeople.com/academy/deal-diagnosis-coaching-pilot-programme Of course the automated-lead-gen-on-autopilot boys & girls won't tell you this, but: If you already have too many people ghosting you, getting more people booked into your calendar will only get you more peo…

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EP 189: Why the waiting game ruins your sales 3:15

2M ago3:15

3:15

Few things are as annoying and disempowering as seeing a pipeline full of deals, where for each deal you go "I'm waiting for my buyer to do XYZ". It's called playing the waiting game and guess what: The longer you play it, the longer you get to keep waiting for your sales. Don't play the waiting game. --- Instead, consider getting a short and helpf…

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Ep 188: The marital art that can save your sales 2:37

2M ago2:37

2:37

Yeah you can talk and try to be clever and persuasive and stuff, but... does that work with your spouse? Right. So then why would it work with your buyer? 🤔 --- Get a short and helpful daily email at https://salesfornicepeople.com/signupBy Martin Stellar

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Ep 187: "What do I do when a sales conversation doesn't really go anywhere?" 3:10

2M ago3:10

3:10

The default reaction of sellers and sales reps is to lean in and get more "persuasive". But that's just code for being pushy, so don't do that. Do a pattern-interrupt, instead. --- Get a short and helpful daily email by signing up at https://salesfornicepeople.com/signupBy Martin Stellar

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Ep 186: Transactions, relationships, conversations and sales 2:40

2M ago2:40

2:40

The best way to lose a perfectly good sale? Go for the transaction, and watch your opportunity go poof. --- Get a short and helpful daily email by signing up at https://salesfornicepeople.com/signupBy Martin Stellar

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Ep 185: Can you afford to win this deal? 2:39

2M ago2:39

2:39

There's a real risk to your operations and your ability to find better buyers, if you take on the wrong clients. And "I can't afford to lose this deal" is a red flag, a warning sign, that you just might be trying to land a deal that's going to throw you and your team into misery. So the question is: Can you afford to win this deal? --- Get a short …

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Craig Hewitt - The Current State and Potential Future of Podcasting 1:00:05

2M ago1:00:05

1:00:05

Craig Hewitt, founder of Castos, joined me on Ditching Hourly to discuss the current state and potential future of podcasting as a medium for building trust with your audience. AI Summary In this episode of Ditching Hourly, Jonathan Stark speaks with Craig Hewitt, founder of Castos, about the evolving landscape of podcasting. They discuss the shift…

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Ep 184: Interesting vs committed - Don't misread the signals 2:09

2M ago2:09

2:09

"Let's do it!" sounds great, but you want that to mean "I'll sign right now!". Whereas your buyer might be meaning to say "I like this a lot, tell me more". And if you don't verify you're reading the signals correctly, you lose the deal. --- Get a short and helpful daily email at https://salesfornicepeople.com/signup…

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Ep 183: I'd rather have a no than a ghost 2:41

2M ago2:41

2:41

Annoyance, frustration, avoidance... oh, and ineffective pipeline work that moves no needles. Such are the consequences of not getting rid of the duds. A pipeline full of ghosts. --- Get a short daily email to help you not get ghosted and sell more, at salesfornicepeople.com/signupBy Martin Stellar

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Ep 182: What if the dreaded 'no' is actually an invitation? 2:47

2M ago2:47

2:47

People generally worry and fret about a buyer saying no to the proposal, but if you think about it and you handle it well, you can actually treat it as an invitation to keep the conversation going. --- Get a short thought like these in your inbox daily by signing up at salesfornicepeople.com/signupBy Martin Stellar

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Ep 181: Deal Diagnosis X-Ray: What needs to happen next on this deal? 2:57

2M ago2:57

2:57

"Waiting for my buyer to reply" is the death knell of a healthy sales process. If you play the waiting game, you play the losing game. Map out your buyer intel with the DDX process, identify an action you can take, and take that action. --- Here's a useful action: sign up for a daily email at salesfornicepeople.com/signup…

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Ep 180: Deal Diagnosis X-Ray: Choosing the deals to work on 2:18

2M ago2:18

2:18

Not all deals are created equal, and a lot of frustration in your pipeline work is down simply to choosing the wrong deals to work on. --- Get a short and helpful daily email at salesfornicepeople.com/signupBy Martin Stellar

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Ep 4. Leading Through Complexity with Rashad D Thomas 27:48

2M ago27:48

27:48

Welcome to another inspiring episode of the Future Fit Edge Podcast! Join host Cindy Montgenie as she sits down with Rashad Thomas, Regional Director for AT&T Florida and community champion, to dive deep into Miami’s transformation, strategic leadership, and empowering the next generation. Episode Highlights: • How Miami is rapidly evolving into a …

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Ep 179: Deal Diagnosis X-ray Pt. 6: Happy ears and fooling yourself 3:45

2M ago3:45

3:45

Yeah they have the money and the urgency... but you don't have the signature yet and therefore you don't have a sale... yet. But if you act like you do, you'll probably lose the sale. --- Get a short daily email and the DDX cheat sheet when it's ready over here: https://salesfornicepeople.com/signupBy Martin Stellar

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Jason Lengstorf - Navigating the Transformation of the Video Production Business 56:43

2M ago56:43

56:43

Jason Lengstorf, founder of Code TV, joined me on Ditching Hourly to share how he is successfully navigating the transformation of the video production business. Jason's Links: https://jason.energy/ https://codetv.dev/ AI Summary: In this episode of Ditching Hourly, Jonathan Stark is joined by Jason Lengstorf, founder of Code TV, to explore the cur…

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Ep 178: Deal Diagnosis X-Ray Pt. 5: Identify the Purchase Motivators 1:55

2M ago1:55

1:55

The wishes your buyer has, and the problems they want solved, that's only part of the story. You need to identify the real reasons - the Purchase Motivators --- Sign up for a short and helpful daily email at salesfornicepeople.com/signup and you'll get the DDXRay cheat sheet once it's ready.By Martin Stellar

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Ep 177: Deal Diagnosis X-ray Pt 4: What are the buy-blockers? 2:49

2M ago2:49

2:49

Well yeah, of course you can take a course on objection-handling - just remember that you'll be learning how to argue better. Instead, ask your buyer about the buy-blockers. There. No "objection-handling" required. --- Get a short daily email and the DDX PDF once it's ready, by signing up at https://salesfornicepeople.com/signup…

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Ep 176: Deal Diagnosis Xray Pt. 3: The Problem-stack 2:46

2M ago2:46

2:46

By Martin Stellar

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Ep 175: Deal Diagnosis X-ray Pt. 2: Empathy and making people feel seen 2:10

2M ago2:10

2:10

You don't get the deal if you don't get your buyer. Get The Empathy Edge: https://salesfornicepeople.com/academy/the-empathy-edge-mini-trainingBy Martin Stellar