The Future of Selling

Rick Smith
  • 4.3 (6)
  • MARKETING
  • UPDATED BIWEEKLY

The Future of Selling is the go-to podcast for sales professionals looking to sharpen their skills and stay ahead in the competitive world of B2B sales. Each episode features expert interviews, real-world case studies, and actionable tips to help you navigate the complex B2B buyer's journey. Whether you're dealing with long sales cycles, multiple decision-makers, or rapidly changing technologies, we’ve got you covered. Tune in to discover the latest trends, best practices, and proven strategies for closing more deals and building lasting relationships in the B2B space. Perfect for sales leaders, account managers, and anyone aiming to master the art of B2B selling.

  1. Content-First Marketing: Why Story Always Beat Spam | TFOS 28

    FEB 3

    Content-First Marketing: Why Story Always Beat Spam | TFOS 28

    The Future of Selling

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

    12/25/2025

    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

    56 min
  3. 5 Daily Habits That Make Sales Leaders Truly Great | TFOS 26

    12/02/2025

    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

    51 min
  4. Coaching Strategies That Build Top Sales Performers | TFOS 25

    11/18/2025

    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

    51 min
  5. How to Stay Human in Sales Enablement’s AI Era | TFOS 24

    11/04/2025

    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/

    27 min
  6. How a Near-Fatal Stroke Redefined His Life and Leadership | TFOS E23

    10/21/2025

    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/

    23 min
  7. Target Fewer, Win Bigger: The Strategic Account Method | TFOS E22

    09/30/2025

    Target Fewer, Win Bigger: The Strategic Account Method | TFOS E22

    If your “ABM” is just targeted demand gen, you’re leaving revenue on the table. Kristina Jaramillo breaks down a true account-based approach—a cross-functional, revenue-owned motion that prioritizes stage progression, win rates, deal size, expansion, and churn reduction. We cover building predictive ICPs (beyond revenue/headcount), crafting 1:1 content that speaks to a “party of one,” aligning sales, marketing, CS, and product, and the right metrics to prove business impact. Includes a real enterprise case study and a practical monthly operating rhythm. Connect with Kristina Jaramillo https://www.linkedin.com/in/kristinajaramillo/ https://www.personalabm.com/ Connect with Rick Smith https://www.linkedin.com/in/rick-smith-094b29bConnect with Conquer https://conquer.io/

    44 min
  8. Resting Business Face and Other Virtual Sales Traps | TFOS E21

    09/16/2025

    Resting Business Face and Other Virtual Sales Traps | TFOS E21

    In this episode of The Future of Selling, host Rick Smith sits down with Julie Hansen—actor-turned-sales pro, coach, and author of Look Me in the Eye, Act Like a Sales Pro, and Sales Presentations for Dummies. Julie breaks down the specific, learnable on-camera behaviors that increase credibility, engagement, and executive presence in Zoom/Teams meetings, sales demos, and leadership presentations. You’ll learn why “feeling comfortable” on camera isn’t the same as making an impact, how to read “resting business face,” and simple ways to get more interaction without turning your meeting into a monologue. Julie also shares her six-stage model for virtual presence, common mistakes even tech leaders make, and a few actor tricks to keep your energy, authenticity, and connection high—especially when your audience’s cameras are off. If you lead a sales team or want to convert more meetings to second calls, this conversation is a masterclass. Connect with Julie Hansen https://www.linkedin.com/in/juliehansensalestraining/ https://juliehansen.live/ Connect with Rick Smith https://www.linkedin.com/in/rick-smith-094b29bConnect with Conquer https://conquer.io/

    46 min
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Trailer

Ratings & Reviews

4.3
out of 5
6 Ratings

About

The Future of Selling is the go-to podcast for sales professionals looking to sharpen their skills and stay ahead in the competitive world of B2B sales. Each episode features expert interviews, real-world case studies, and actionable tips to help you navigate the complex B2B buyer's journey. Whether you're dealing with long sales cycles, multiple decision-makers, or rapidly changing technologies, we’ve got you covered. Tune in to discover the latest trends, best practices, and proven strategies for closing more deals and building lasting relationships in the B2B space. Perfect for sales leaders, account managers, and anyone aiming to master the art of B2B selling.

Information

  • Creator
    Rick Smith
  • Years Active
    2024 - 2026
  • Episodes
    29
  • Rating
    Clean
  • Copyright
    © 2026 Rick Smith