The Future of Selling

JOLT Your Sales Strategy: Mindset Habits from Larry Long Jr. | TFOS 27

What if your mindset was the biggest thing holding your sales team back? In this high-energy episode of The Future of Selling, Rick Smith sits down with Larry Long Jr. — speaker, author of JOLT, and “Chief Energy Officer” at LLJR Enterprises — to talk about how intentionality, mindset, and daily discipline shape not just sales results, but your entire life. Larry shares how he went from SaaS sales leader (at places like Pendo, Intuit, and Teamworks) to running his own business, where he helps teams shift from “default mode” to fully owning their goals. He breaks down the real work behind motivation, how to rewrite your internal story, and what it takes to become “dangerous, in a good way.” 🔗 Connect with Larry: https://www.linkedin.com/in/longjr7/ 🔗 Connect with Rick: https://www.linkedin.com/in/rick-smith-094b29b/ 🔗 Get Larry's latest book: https://larrylongjr.com/jolt/ 🔗 Explore Conquer: https://conquer.io

5 Daily Habits That Make Sales Leaders Truly Great | TFOS 26

What happens when a seasoned sales leader hits pause on a decades-long career to reflect, reset, and rethink leadership? In this episode, Rick Smith sits down with Rob Beattie, former Head of Sales Acceleration at ModMed and longtime sales executive at Thomson Reuters, to talk about building high-performance cultures through discipline, empathy, and daily habits that actually work. Rob shares his Five Daily Goals framework, his belief that hustle still wins, and how great leaders focus less on pressure and more on process. 📘 Mentioned books: - Cracking the Sales Management Code by Jason Jordan - Switch by Chip and Dan Heath - Managing Transitions by William Bridges - The Score Takes Care of Itself by Bill Walsh 🔗 Connect with Rob: https://www.linkedin.com/in/robertbeattie74/ 🔗 Connect with Rick: linkedin.com/in/rick-smith-094b29b 🔗 Learn more about Conquer: conquer.io

Coaching Strategies That Build Top Sales Performers | TFOS 25

In this episode of The Future of Selling, Rick Smith sits down with Kristie Jones, startup sales coach, author of Selling Your Way In, and creator of “Kristie-isms.” Kristie shares how she helps early-stage SaaS founders scale from founder-led selling to real revenue teams and why most reps fail not from lack of training, but from lack of discipline. She breaks down how to spot top 10% performers, why your circle matters more than your résumé, and what leaders get wrong when hiring for sales. 💡 Whether you’re a founder, a sales leader, or just trying to hit quota without burning out, this episode will challenge how you think about performance and coaching. 📘 Grab her book Selling Your Way In: https://www.kristiekjones.com 🔗 Connect with Kristie: https://www.linkedin.com/in/kristiekjones/ 🔗 Connect with Rick: https://www.linkedin.com/in/rick-smith-094b29b/ 🔗 Learn more about Conquer: https://conquer.io

How to Stay Human in Sales Enablement’s AI Era | TFOS 24

In this episode of The Future of Selling, host Rick Smith continues his conversation with Roderick Jefferson—bestselling author of Sales Enablement 3.0—to explore how AI, coaching, and culture are reshaping modern sales. Roderick lays out the evolution of enablement, the rise of “Sales 3.0,” and why the best leaders today combine IQ, EQ, and AI. He shares six practical ways AI is transforming sales teams and makes the case for using technology to make reps more human, not less. He also shares what most managers get wrong about coaching, how to build a sales process around the buyer’s journey, and how to design sales kickoffs that actually drive change. 📘 Learn more at roderickjefferson.com 🔗 Connect with Roderick: https://www.linkedin.com/in/roderickjefferson 🔗 Connect with Rick: https://www.linkedin.com/in/rick-smith-094b29b 🔗 Learn more about Conquer: https://conquer.io/

How a Near-Fatal Stroke Redefined His Life and Leadership | TFOS E23

In this episode of The Future of Selling, host Rick Smith talks with Roderick Jefferson, bestselling author of Sales Enablement 3.0 and the upcoming Stroke of Success. Roderick shares how a near-fatal stroke transformed his outlook on leadership, success, and life itself. He opens up about rebuilding from zero—physically, mentally, and professionally—and the four principles that now guide everything he does: faith, family, friends, and fun. He also breaks down how those same lessons translate into modern sales leadership—where empathy, authenticity, and enablement are just as essential as technology. Key Topics: • How surviving a stroke led to a complete redefinition of purpose and success • Why fun and vulnerability matter more in leadership than ever before • The origins of Sales Enablement 3.0 and the evolution of enablement itself • Turning adversity into momentum—and using it to help others grow • Practical advice for leaders balancing high performance with humanity 💡 Whether you’re leading a team, building your career, or rethinking what matters most, this episode will inspire you to lead (and live) with intention. 📘 Preorder Roderick’s new book, Stroke of Success, at https://www.roderickjefferson.com/ 🔗 Connect with Roderick: https://www.linkedin.com/in/roderickjefferson 🔗 Connect with Rick: https://www.linkedin.com/in/rick-smith-094b29b 🔗 Learn more about Conquer: https://conquer.io/