SE01E06 - Paul's Integrity-Based Sales Journey | Paul Whitley

SE01E07 - From Speech Impediment to the Stage | Tyler Cerny

Tyler Cerny went from struggling to say his own name as a kid to becoming an award-winning keynote speaker with a TEDx talk that has been viewed over 2.5 million times. In this raw and honest conversation, Tyler shares the experiences that shaped him — childhood obesity, a speech impediment, being the "black sheep" of his family — and how each of those so-called disadvantages became the foundation for a career built entirely on communication. He also opens up about his faith, the power of tithing, and why he believes helping the next generation find their purpose is the most important legacy anyone can leave. The conversation gets into the real mechanics of building trust in sales and relationships — the Socratic method, active listening, asking questions that go deeper than surface-level answers, and why understanding someone's belief system matters far more than having a polished script. Tyler draws on his experience running over a thousand strategy sessions alongside Tony Robbins to break down what it actually takes to diagnose someone's situation and genuinely serve them, not just close them. Key takeaways: Childhood struggles with obesity and a speech impediment became the driving force behind Tyler's obsession with communication Putting yourself in uncomfortable situations — like attending a conference alone — accelerates growth faster than waiting until you feel ready Asking great open-ended questions is the foundation of every meaningful sales conversation and relationship The Socratic method: go deeper than the surface-level answer to understand what someone actually wants and why Active listening means responding to what was said, not running through a predetermined script Understanding a prospect's belief systems and values lets you tailor your message to what truly matters to them Long-term relationship thinking beats transactional selling every time Tithing and contributing to causes you believe in creates a mindset shift that changes how you show up in business Tyler's personal cause: childhood obesity awareness and education around healthy relationships with food Connect with Tyler Cerny: linkedin.com/in/tylercerny instagram.com/tylerdcerny tylercerny.com If this episode resonated with you, subscribe and leave a review — it helps more people find these conversations.

SE01E06 - Paul's Integrity-Based Sales Journey | Paul Whitley

Paul Whitley built a remarkable career through servant leadership and systematic sales processes. After childhood polio left him immobilized at five, Paul developed mental discipline that shaped his professional approach. He climbed from Montgomery Ward auditor at 20 to managing $1.2 billion portfolios through automated marketing systems that contacted 20,000 companies monthly. When a hedge fund collapsed in 2008, costing him millions, Paul rebuilt through fractional CFO work, creating C-Suite Support with 12 employees serving 50+ companies. His secret: listening more than talking, always bringing three solutions for every problem, and maintaining faith-based integrity through every transaction. Paul shares how he grew a furniture company from $6 million to $180 million, produced $100 million annually in new business for 15 years, and why today's sales measurement focuses on relationship depth over transaction speed. His systematic approach combines automated outreach with genuine service, proving that integrity and scale aren't mutually exclusive. From reviewing 1,000+ financial statements monthly to mentoring his eight-year-old grandson weekly, Paul demonstrates how humble gratitude and accountability partnerships drive sustainable success in both business and life. 16:40Key Takeaways: The power of systematic sales processes - How Paul contacted 20,000 companies monthly through automated marketing while maintaining personal relationships Why listening beats talking - The two-thirds listening rule that builds trust and uncovers real client needs Always bring three solutions - Never present a problem without offering multiple pathways to resolution Building resilience through adversity - How childhood polio and foster care experiences shaped unshakeable work discipline The fractional advantage - Why having multiple clients creates stability and eliminates revenue cliffs in professional services Integrity-based selling at scale - Combining automation with genuine service and faith-based business practices From loss to legacy - Rebuilding after losing millions in the 2008 hedge fund collapse through servant leadership The importance of accountability partnerships - Starting every day with an accountability partner to maintain focus and gratitude Want to connect with Paul and C-Suite Support? Reach out to discuss fractional CFO services, business development strategies, or financial transformation. Connect with Paul Whitley: Email: PWhitley@C-SuiteSupport.com Phone: 214-477-6039 LinkedIn: linkedin.com/in/paulwhitley Website: c-suitesupport.com Connect with me here - https://www.linkedin.com/in/markgambale/ Website -  https://www.closewith1.com/ Listen to Close with One on these platforms: Spotify: https://open.spotify.com/show/6YnM82bUBndulsQYNWxnqH Apple: https://podcasts.apple.com/us/podcast/close-with-one/id1835880959 Amazon: https://music.amazon.com/podcasts/a59e222b-4c6a-4506-b1f7-f942e703241e #closewithone #podcast #newseries #entrepreneur #balancingtech #tech #humaninteraction

SE01E05 - The Five Embodiments of Leadership | with Matt Dunsmoor

I really enjoyed this episode with Matt Dunsmoor. His story takes us from small-town roots in Pueblo, Colorado to becoming one of the leading voices on purpose-driven leadership, working alongside Simon Sinek, and now co-authoring a book that helps leaders build workplaces people actually love. Matt shares how a forbidden philosophy class cracked open his thinking, how answering phones at Zappos reshaped his belief in trust and optimism, and how one workshop on “finding your why” changed the trajectory of his career. That moment led him into a lifelong mission: helping leaders and teams embody the principles of curiosity, authenticity, care, gratitude, and ownership so they can create cultures where people thrive instead of burn out. Be sure to like and subscribe, and leave a comment to share how you’re cultivating trust and connection in your own work. These episodes reveal the untold stories—the missed moments, quiet breakthroughs, and defining choices that shape leaders who care about something bigger than profit. And every episode includes a giveback component. In this episode, we talk about sales, leadership, and what it means to build human-focused organizations. Matt explains why most “inspiring” keynotes fade without action, how to shift from transactional calls to real trust in minutes, and why living your values at work is the antidote to disconnection and burnout. He also breaks down the five embodiments from his upcoming book—practical guideposts for anyone who wants to lead with impact that lasts. This one’s for founders, sales leaders, and coaches who want to unlock high-performing teams by leading with purpose and presence—and for anyone who believes that the workplace can and should be a place where we become better versions of ourselves. Connect with me here - https://www.linkedin.com/in/markgambale/ Website -  https://www.closewith1.com/ Listen to Close with One on these platforms: Spotify: https://open.spotify.com/show/6YnM82bUBndulsQYNWxnqH Apple: https://podcasts.apple.com/us/podcast/close-with-one/id1835880959 Amazon: https://music.amazon.com/podcasts/a59e222b-4c6a-4506-b1f7-f942e703241e #closewithone #podcast #newseries #entrepreneur #balancingtech #tech #humaninteraction

SE01E04 - Sales Should Focus On Building Trust And Relationships | with Lord Luke Hammond

In this episode of the Close With One Untold Sales Stories podcast, Mark Gambale interviews Lord Luke Hammond about his journey in sales, emphasizing the importance of trust, spontaneity, and emotional intelligence in building effective sales relationships. The conversation explores the challenges faced by salespeople, the impact of remote work on engagement techniques, and the significance of personal stories in connecting with clients. The episode also highlights the role of leadership in creating a safe environment for open communication and the importance of connecting with causes that resonate personally. Connect with me here - https://www.linkedin.com/in/markgambale/ Website -  https://www.closewith1.com/ Listen to Close with One on these platforms: Spotify: https://open.spotify.com/show/6YnM82bUBndulsQYNWxnqH Apple: https://podcasts.apple.com/us/podcast/close-with-one/id1835880959 Amazon: https://music.amazon.com/podcasts/a59e222b-4c6a-4506-b1f7-f942e703241e #closewithone #podcast #newseries #entrepreneur #balancingtech #tech #humaninteraction

SE01E03 - How To Become A More Emotionally Present And Effective Communicator | with Thomas Cox

I really enjoyed this episode with Thomas Cox. His story is a masterclass in personal transformation and the power of emotional intelligence in sales. Thomas shares how he went from sounding like one of the adults in a Charlie Brown cartoon—overly measured and robotic—to becoming a more emotionally present and effective communicator. What changed? Improv theater. Meditation. Deep self-reflection. He stopped trying to control the outcome and started showing up with calm curiosity and empathy. Be sure to like and subscribe, and leave a comment to share how you're navigating today’s sales challenges as a CEO, founder, or sales leader. These episodes reveal the stories behind the success—the messy, untold moments that shape people with purpose beyond profit. And each episode has a giveback component. In this episode, we dive into sales, communication, and what it really means to connect as a human being. Thomas explains how fear can distort your natural strengths, how journaling can help you reclaim your presence, and how to position your product in a way that maps to how customers actually make decisions. This conversation is for anyone who wants to sell with more empathy, clarity, and trust—and who believes that being human is still your greatest sales advantage. Connect with Thomas here: https://www.linkedin.com/in/thomasbcox/ Give back legacy foundation - https://www.autismspeaks.org/resource-guide Connect with me here - https://www.linkedin.com/in/markgambale/ Website -  https://www.closewith1.com/ Listen to Close with One on these platforms: Spotify: https://open.spotify.com/show/6YnM82bUBndulsQYNWxnqH Apple: https://podcasts.apple.com/us/podcast/close-with-one/id1835880959 Amazon: https://music.amazon.com/podcasts/a59e222b-4c6a-4506-b1f7-f942e703241e #closewithone #podcast #newseries #entrepreneur #balancingtech #tech #humaninteraction