The Disciplined Seller: Mastering B2B Sales Fundamentals
- Author
- Cory Cotten-Potter
- Published
- Tue 26 Aug 2025
- Episode Link
- https://podcasts.fame.so/e/p8m701x8-the-disciplined-seller-mastering-b2b-sales-fundamentals
“Disciplined sellers grow revenue by consistent prep, better questions, and tight follow-through.”
What does it take to succeed in modern B2B sales? In this episode of The B2B Revenue Executive Experience, John Golden, Chief Strategy & Marketing Officer at Pipeliner CRM and bestselling author of How to Win at Social Selling, breaks down what it truly means to be a disciplined seller, someone who thrives not by luck or charisma, but through consistent execution of the fundamentals.
Discover the sales principles that drive trust, resilience, and performance. From value-based selling and sales prospecting training to AI coaching tools and communication skills frameworks, this conversation blends old-school mastery with modern strategies for success in 2030 and beyond.
What You'll Learn:
- Why sales still struggles with professional perception, and how structured education is changing that
- The power of preparation and mastering fundamentals, even for veteran salespeople
- How to maintain mental health in a profession built on rejection, ghosting, and variable income
- The balance between authenticity and professionalism in building buyer trust
- Why curiosity and business acumen are now essential sales skills
- How AI is transforming sales roles by 2030, shifting focus to creativity and problem-solving
John Golden is the Chief Strategy and Marketing Officer at Pipeliner CRM, with over a decade of experience at the forefront of AI-driven sales technology. His journey spans from technical writing in Dublin to Silicon Valley sales and marketing, including leadership roles at Salesforce ecosystem companies. John is also a bestselling author of "Winning the Battle for Sales" and "How to Win at Social Selling," and the executive editor of SalesPop, where he's conducted over 1,500 interviews with industry leaders.
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Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare
Check out our three most downloaded episodes:
- Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
- Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
- Episode 301: From Tech Sales to Business Conversation with Eric Shaver
Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.
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