[RE-RELEASE] Nobody’s Born a Closer: Why Sales Is a Skill and Not a Superpower with Joshua Schulman

[RE-RELEASE] Nobody’s Born a Closer: Why Sales Is a Skill and Not a Superpower with Joshua Schulman

Too many founders hold back from selling because they think they’re just not cut out for it. But today’s guest, Joshua Schulman, is here to challenge that belief.  As a communication coach with a background in public speaking, acting, and even poker, Joshua helps entrepreneurs ditch the “natural salesperson” myth—and replace it with real, repeatable skill. In this episode, we dig into why performance, not personality, drives sales confidence. Whether you're leading discovery calls, pitching investors, or just trying to get through outreach without freezing, Joshua shares practical ways to rehearse your way to clarity—and even enjoy the process. Here’s what we cover: * Why being “bad at sales” is just a lack of practice—not a fixed identity * How to gamify key moments in your sales process to reduce pressure * What acting, chess, and poker teach us about handling objections and staying present * The Sales Process Flow method that helps founders ditch guesswork * One challenge you can take this week to build communication muscle memory Sales as Service Challenge — Start Now! Pick one moment in your sales process—and rehearse it. That’s it. Just one. It could be:  — How you open a discovery call  — The way you introduce your offer  — Or how you handle a common objection Write it down. Say it out loud. Try it a few different ways. Play with tone, pacing, and delivery. The goal isn’t to memorize—it’s to practice being present, so you feel more confident and less reactive in the moment. Links & Resources: * Learn more about Schulman Communications Interactive (SCi) [https://www.getcoachingfromsci.com/] * Connect with Joshua on LinkedIn [https://www.linkedin.com/in/schulmanjoshua/] * Join us for the next SAS LIVE Office Hours Event! [https://vip.studiothree49.com/sas-office-hours?hs_preview=tGbSTvPF-193812734840] * Check out the LinkedIn Lead Generator [https://studiothree49.com/linkedin-leads] to learn how to turn simple daily actions into real conversations with potential clients.  * Grab your 5-Minute Sales Audit [https://studiothree49.com/sales-audit] for a quick scan to show what’s working, what’s not—and one thing you can improve right away. Have an episode idea? DM me on LinkedIn [https://www.linkedin.com/in/tamara-b-smith/] and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

[RE-RELEASE] Selling Without Selling: Leveraging Podcast Guesting & LinkedIn Engagement for Business Growth with Elizabeth Howell

In this re-release episode, I talk with Elizabeth Howell, owner of Howell Media, about the power of organic marketing for small business owners and solopreneurs. Elizabeth shares how she helps entrepreneurs fight marketing indecision by focusing on just two powerful strategies: LinkedIn and podcast guesting. As someone with extensive media experience, she discovered this combination gives the biggest return on time investment without requiring a massive budget. Key takeaways: * Combine podcast guesting with LinkedIn to maximize your marketing ROI * One podcast appearance can generate multiple content pieces across platforms * Make marketing fun by leaning into formats that energize you * Real results: one guest generated $50,000 in coaching sales from a single podcast * Comments on LinkedIn can drive more growth than daily posting Elizabeth also shares her "Goals + Actions" exercise for creating LinkedIn content, where you map client goals against what they need to know, giving you endless content ideas. This week's challenge: Create five LinkedIn post ideas using Elizabeth's goals + actions exercise. Want to connect with Elizabeth? Find her on LinkedIn: https://www.linkedin.com/in/euh24/ [https://www.linkedin.com/in/euh24/] Have an episode idea? DM me on LinkedIn [https://www.linkedin.com/in/tamara-b-smith/] and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

The Difference Between Running a Business and Building One with Sarah Still

There's a point in every founder's journey where doing great work stops being enough. The habits that built the business — staying close to delivery, saying yes, solving every problem — quietly become the ceiling. In this episode, Sarah Still, COO and Enterprise Value and Exit Strategist with RAYNE IX, joins Tam to talk about what it actually takes to build an agency that doesn't depend entirely on the founder. Sarah brings close to a decade of experience scaling a women-led agency to nearly $10 million, and the conversation gets specific fast — from how values get operationalized into daily systems, to why most founders are still unknowingly showing up like employees in their own businesses. This one is for any founder who has ever felt like they built a very demanding job instead of a scalable business — and wants a clearer picture of what changes when they start leading it differently. In this episode: * Why defining your values means nothing if they aren't embedded into your operations and communications * The decision-making framework Sarah used to stop every problem from filtering back to the founder * How the way you show up in a sales conversation is a direct preview of how you'll show up inside the client relationship * The mindset shift from employee order-taker to expert who leads outcomes — and why it's about reconditioning, not confidence * What to do when you've outgrown the version of the business you originally built Find the complete show notes here →https://studiothree49.com/podcast/ep-50-sarah-still Sales as Service Challenge — Start Now! Identify one place where you're still showing up like a service provider instead of a strategic partner. Maybe it's overexplaining instead of making a recommendation. Waiting for permission before leading the conversation. Reacting to client requests instead of guiding outcomes. Or staying so buried in delivery that you're not thinking strategically about the business itself. Then ask yourself: What would this look like if I approached it as the expert in the room? Practice leading one client conversation differently this week. Be more direct. Make the recommendation. Guide the next step. Own your expertise. If that feels uncomfortable — that's worth paying attention to. This isn't about confidence. It's about reconditioning. Links & Resources: * Learn more about RAYNE IX [https://rayneix.com/] * Connect with Sarah on LinkedIn [https://www.linkedin.com/in/sarahcstill/] * Your next client - calculate what it takes  [https://vip.studiothree49.com/new-client-calculator] * Simply sales with the VIP Power Hour - download the FREE guide [https://vip.studiothree49.com/power-hour] * Learn how to consistently book 3–5 sales-qualified meetings each week - https://meetings.hubspot.com/st49/strategy-sessionbook an Alignment Call [https://meetings.hubspot.com/st49/alignment-call] Have an episode idea? DM me on LinkedIn [https://www.linkedin.com/in/tamara-b-smith/] and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

Why You Can't Do the Thing You Know You Need to Do with Natasha Golinksky

Natasha Golinsky is the founder of On Purpose Projects, a certified women-owned full-stack web development agency specializing in complex, custom builds — Shopify, WooCommerce, web apps, and API integrations. She's been running it for over 11 years, built it entirely by accident, and has never written a single line of code herself. In 2024, a stage two breast cancer diagnosis forced her to step away from her business entirely. What she found when she came back changed how she understood her own role — and cracked open years of work she'd been quietly doing on the patterns that kept her stuck as a founder. That work is now the foundation of her coaching practice, where she helps female founders identify and move through the trauma blocks showing up in their businesses. In this conversation, Natasha gets honest about what those blocks actually look like in practice — not the dramatic, obvious kind, but the quiet ones that show up as avoidance, perfectionism, and the persistent inability to do the thing you know you need to do. In this episode: * Why the standard advice to "list your limiting beliefs" misses the point entirely * The one question Natasha uses to surface what's actually blocking a goal * How her own trauma block around visibility kept her from creating content until age 43 — and what finally shifted * Where trauma blocks show up beyond visibility: pricing, hiring, sales conversations, and team building * Why mental health and physical health deserve the same level of attention, full stop Find the complete show notes here →https://studiothree49.com/podcast/ep-49-natasha-golinsky Sales as Service Challenge — Start Now! This week's challenge is simple — but it will tell you something. Pick one business development action you've been consistently avoiding. Not the thing you're procrastinating on — the thing that creates a specific, almost physical resistance every time it comes up. Sending a connection request. Following up after a discovery call. Posting something on LinkedIn that actually says something. Got it? Now ask Natasha's question: why can't I have this? Don't filter it. Don't clean it up. Write down whatever comes up first — because that's usually the thing worth looking at. Then take the action anyway. One time. Confidence doesn't come from feeling ready. It comes from doing the thing before you feel ready and learning that you survived it. Links & Resources: * Learn more about On Purpose Projects [https://onpurposeprojects.com/] * Connect with Natasha on LinkedIn [https://www.linkedin.com/in/natashagolinsky/] * Follow Natasha on Substack [https://neverlaunchonafriday.substack.com/] * Your next client - Calculate what it takes  [https://vip.studiothree49.com/new-client-calculator] * Simply sales with the VIP Power Hour - Download the FREE guide [https://vip.studiothree49.com/power-hour] * Learn how to consistently book 3–5 sales-qualified meetings each week - https://meetings.hubspot.com/st49/strategy-sessionBook an Alignment Call [https://meetings.hubspot.com/st49/alignment-call] Have an episode idea? DM me on LinkedIn [https://www.linkedin.com/in/tamara-b-smith/] and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

Nail Your Offer: Get Clear, Get Specific, Get Results with Becca Camp

What does it mean when your offer stops converting? Most founders go straight to the copy — rewriting, repositioning, polishing. Becca Camp says that's usually the wrong place to look. In this live episode recording, we get into the deeper reason offers don't land, and it has everything to do with what's happening in your body when you're in the room. Becca is the founder of Fearless Femmes and a former Silicon Valley product leader who now helps women transition from corporate into consulting businesses built around their authentic strengths. Her approach blends practical business strategy with somatic practice and nervous system training — and the conversation we had was one of those that went well beyond marketing advice. This is a live session, so you'll hear real questions from the room, real moments of recognition, and at least one concept — the glitter — that had me taking notes mid-interview. In this episode: * Why 80% of whether your offer converts has nothing to do with the words you're using * The three-part framework Becca uses to help clients package their expertise — including the question most people never think to ask * What your body is broadcasting in a sales conversation before you say a single word * Why perfectionism is a physiological symptom, not a personality flaw * How to build the nervous system capacity to show up consistently — and why that's the real competitive edge Find the complete show notes here →https://studiothree49.com/podcast/ep-48-becca-camp [https://studiothree49.com/podcast/ep-48-becca-camp]Sales as Service Challenge — Start Now! Write your offer in one sentence. Not the polished website version. Not the paragraph. One sentence. "I help ___ achieve ___ by ___." Then use it in three real conversations this week — a networking conversation, a DM, a sales call, a coffee chat, wherever you naturally connect with people. Pay attention to where you hesitate. Where you ramble. Where you soften the value or pull back. Those moments are data. Not proof you're doing it wrong — just a signal pointing to where your next layer of clarity lives. Links & Resources: * Learn more about Fearless Femmes [https://www.beccacamp.com/] * Connect with Becca on LinkedIn [https://www.linkedin.com/in/becca-camp-88359814/] * Your next client - Calculate what it takes  [https://vip.studiothree49.com/new-client-calculator] * Simply sales with the VIP Power Hour - Download the FREE guide [https://vip.studiothree49.com/power-hour] * Learn how to consistently book 3–5 sales-qualified meetings each week - https://meetings.hubspot.com/st49/strategy-sessionBook an Alignment Call [https://meetings.hubspot.com/st49/alignment-call] Have an episode idea? DM me on LinkedIn [https://www.linkedin.com/in/tamara-b-smith/] and let me know! Have an episode idea? DM me on LinkedIn [https://www.linkedin.com/in/tamara-b-smith/] and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.