The Goat's Gravy

The Goat's Gravy
  • 5.0 (6)
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  • Daily

Welcome to the Goat’s Gravy, the ultimate podcast tailored for young professionals navigating the dynamic world of sales and sales leadership. We are here to serve up a blend of mentorship and advice. In each episode, we dive deep into conversations with accomplished leaders and rising stars in the sales industry. Together, we explore their triumphs, challenges, and invaluable experiences. Our goal? To distill their insights into practical lessons that can seamlessly integrate into your own career journey. So whether you’re a seasoned sales expert or just starting out, join us as we ladle out!

  1. 5d ago

    How to Start Your Career in Sales (The Right Way)

    Losing your first job out of college isn't the end of your career. Sometimes it's the real start of it. Not saying it doesn't sting, or that anyone should go looking for it. But what you do the weekend after says a lot about whether sales is for you. Joe graduated from Alabama, took a sales job across the country with a $100K+ first-year number attached, signed a lease, and started a seven-week training program that began with 89 people and finished with 64. Midway through, he was moved to a different team. Two weeks later, the company decided it had been unfair to drop him into the middle of training and let him go. He found out on a Friday afternoon and had a flight home to Nashville an hour and a half later. Instead of sitting on it, he went back to the contact spreadsheet he'd been building since the summer, opened his LinkedIn up to recruiters, picked nine companies he actually wanted to work for, and asked people at each one for 10 to 15 minutes of their time. Within two and a half weeks he had all nine moving. Within a month he had an offer. Scott and Billy walk through the whole thing with him: what he'd do differently, the red flags he talked himself past, why the first job should be about learning and not the money, and how to handle the first 90 days. 00:00 Cold open 00:19 Meet Joe 02:21 Figuring out what's next in college 03:32 Landing a sales internship through a family friend 06:58 The contact spreadsheet 09:40 The $100K offer out west 10:58 89 started, 64 finished 12:26 Let go mid-training, still on the lease 13:46 Don't chase the money straight out of college 15:24 Find a company that invests in you 17:16 The red flags he ignored 19:13 Why staying home lowers the risk 20:57 Ground zero on a Friday afternoon 23:32 Nine companies in two and a half weeks 25:11 Where he landed and why 26:22 How many interviews it took 27:40 Follow up and ask for 15 minutes 32:16 The STAR interview format 33:22 The first 90 days 37:47 Pass it on #salescareer #firstjob #careeradvice #jobsearch #collegegrad

  2. Oct 15

    How to Go From Green to Expert in Sales

    Two interviews told him he was too green for medical sales. Ten years later he's selling surgical robotics and capital equipment for one of the biggest names in healthcare. Christian Babini went from Division II offensive lineman to rental car counter to medical sales. He breaks down why it takes 6 to 7 conversations to earn a close, the one habit that keeps customers trusting you, when to leave a job (and when he left too early), and the time he bloodied a buyer's nose in the middle of a demo at a top-10 rehab hospital. Sponsored by Yogi's Cafe. 0:00 Coming up 0:26 Welcome to The Goat's Gravy 1:28 From D2 lineman to medical sales 2:59 The letter his dad wrote to the coaches 4:24 Coaching for free, then "too green" to hire 6:32 Why a rental car counter is a great first sales job 7:30 What athletes really bring to sales 8:57 Standing in the OR: kicked out or win the deal 11:20 How long should you stay in your first job? 14:10 The 18-month rule and the top 10% rule 18:12 First medical sales job: the whole state in month one 22:38 The manager who wouldn't talk about the product 24:18 Who actually told you what to fix? 27:11 Know your pitch without the slides 29:05 The 5 questions to bring to every interview 31:37 Prove you can do the job before you get it 32:26 Where to start a sales career today 36:50 His first sale and why closing takes 6 to 7 touches 38:23 What's changed about selling in 10 years 40:36 The one habit: do what you said you'd do 41:24 Preparation, energy, and belief 44:29 Stop hiding your questions 45:57 Advice for new grads 47:04 The bloody nose demo #sales #salescareer #medicalsales #careeradvice #podcast

  3. Sep 28

    Your 20s Are a Test (Most People Fail It Without Knowing)

    Your first job is not the job you'll have at 50. It's a test to see who actually wants to move up. Andrew Sessa has spent 30+ years in tech sales, including 14 at InFocus, a job he got after driving three hours to interview with a VP at a bar in Grand Rapids. He joins Scott and Billy to talk about what your 20s are really for: doing what you say you'll do, practicing before it counts, and building the circle of people who will carry you through the rest of your career. 00:00 Intro 01:47 What youth sports teaches future salespeople 05:15 Why you need one go-to interview story 06:39 The 3-hour drive that landed a 14-year career 08:35 Soup on the hiring manager's shirt 09:35 Do what you say you're going to do 14:06 Practice by putting yourself in the other person's shoes 17:44 Your 20s are for working hard, not complaining 23:00 Don't take a job just for the money 23:41 Starting your career selling for the big tech resellers 30:02 Their biggest career mistakes 35:01 What happens when you ease off after a big quarter 38:27 A mentor shares wisdom, a coach pushes you to grow 42:38 Build a network of people who aren't like you 46:25 Why the best hires come from people you know 48:24 Wrap #careeradvice #sales #salescareer

  4. Sep 10

    Create Your Own Startup NOW

    Chase Eidelman is back for round two. Eighteen months ago he left an executive role at a large healthcare company to build Arlo from zero — a platform for older adults and the 50 million unpaid caregivers supporting them. We get into what carries over from 20 years of corporate selling into a startup, why he still writes every follow-up note by hand, what he decides about a candidate in the first five minutes, and whether AI is coming for sales jobs or just changing the job. 00:00 Intro 00:28 Leaving the big title to build from zero 00:53 11,200 people turn 65 every day 02:42 Big company or startup: what to look for 04:09 The fundamentals he still uses 20 years later 06:20 Would he have taken the leap in his 20s? 07:46 What he looks for in an interview, and the 24-hour rule 10:02 21 handwritten notes, and why they still land 10:44 Selling as the CEO vs. selling as a rep 13:38 Leading a team moving too fast to be structured 17:18 How to actually get fluent in AI 20:26 Will AI replace sales roles? 24:45 Where he'd start his career if he graduated today 26:35 The single biggest factor in his career 29:48 Be humble in your 20s, it only gets harder 32:48 The cold calls you hate become the glory days

  5. Jul 29

    The Sales Trap That Ends Careers | Chuck Strahlendorff, ServiceNow

    Chuck Strahlendorff chased one decision-maker at UnitedHealth for two years. Roughly a hundred emails. At least fifty calls. Bagels dropped off for the man's staff. Not one reply. Then his phone rang with a 317 area code, and it became the largest deal of his career. Scott and Billy sit down with Chuck, who leads healthcare sales at ServiceNow after 30 years in tech, for a conversation about the human element of doing business and why most reps quit three touches too early. Inside this episode: The trap that ends sales careers: giving up way too soon Day one at a struggling software company, and the question that blindsided him ("what programs can we put in place so we can make payroll next quarter?") The weekly point-of-view email that builds an outbound brand, and the CIO who called it a newsletter Why he still shows up unannounced with handwritten notes in the age of AI Do the grunt work: getting water, taking notes, being the last one to turn out the lights Should you stay in one industry or try several? His answer changed his whole career What he tells his own kids about fighting for a job when everyone has a perfect AI-written resume

  6. Jul 13

    Why You're Not Getting Promoted in Sales (It's Not Your Numbers)

    Fran Garton walked into Salesforce as a director with 20 years of experience. Reps 10 years his junior put him in his place within months. What he did next is why he's now a leader at ServiceNow. Scott and Billy sit down with Fran, who runs early-in-career sales at ServiceNow, for a masterclass on the skills that actually move a sales career: coachability, feedback, and knowing the difference between being busy and being effective. Inside this episode: - The 3 signs you're not coachable: defensiveness, excuse-making, and resistance to feedback - Activity vs. results: why calls with a purpose beat volume every time - How AI shortens deal cycles (and where "Claude fatigue" is setting in) - The press release prospecting move that got a CEO to the table - Why forced mentorship fails, and how curiosity finds you the right mentor - Fran's advice for new SDRs and BDRs: align with where the company is going, make your mark, then listen 30 years in tech sales, zero ego. This one is required listening if you're in your first 5 years. Subscribe for more sales career strategy from The Goat's Gravy. CHAPTERS 00:00 Intro and welcome 01:07 Fran's 30-year path: AT&T to Salesforce to ServiceNow 04:44 The moment he knew he made the right move 08:13 Getting humbled: when your playbook stops working 11:27 The 3 traits of coachable people 14:33 Leading through constant change 16:58 Activity vs. results: busy is not effective 19:54 Creative prospecting: the fake press release that worked 22:30 AI in sales: tool, not solution 26:12 Conferences, networking, and showing up 28:19 Why forced mentorship fails 34:24 The advice Fran still uses today 41:11 Advice for your first 5 years in sales #techsales #salescareer #careeradvice #salespodcast #sdr

  7. Jul 4

    Why 92% of Salespeople Lose the Deal (And How to Win It)

    Nearly half of all salespeople never follow up after the first conversation — and it's quietly killing their deals. In this episode of The Goat's Gravy, Scott and Billy break down the most underrated skill in sales: follow-up. They get into why speed wins, the process that keeps opportunities from slipping through the cracks, and a real story about a follow-up mistake that almost cost a major client — plus how they fixed it for good. Whether you're closing deals, mentoring someone, or building your network, follow-up is a muscle. This one will change how you work. What you'll learn in this episode: Why 48% of reps never follow up — and how to not be one of themHow speed wins deals (50% of buyers go with whoever responds first)The "3 pillars of sales": preparation, execution, and follow-upWhy 80% of sales take 5+ follow-ups (but 92% of reps quit after 4)Building a repeatable follow-up process using AI and simple systemsOmni-channel follow-up: email cadence, texting, and the power of a handwritten noteWhy follow-up matters beyond sales — in mentorship, networking, and life Chapters: 00:00 – Intro: Why follow-up matters 01:00 – The 3 pillars of sales 02:20 – A follow-up mistake (and the lesson learned) 04:30 – Speed wins: how buyers really choose 06:00 – Building a follow-up process that sticks 09:30 – Using AI to stay consistent 11:50 – Old-school tactics: the handwritten note 13:30 – Omni-channel: email, text, and timing 14:15 – Final takeaways Enjoyed the episode? Like, subscribe, and hit the bell so you never miss a drop. Share it with someone who needs to hear it. 🐐 🎧 Listen on Spotify, Apple Podcasts, and everywhere you get your podcasts. #GoatsGravy #Sales #FollowUp #SalesTips #B2BSales #SalesPodcast #Prospecting #ClosingDeals

  8. Jun 18

    Forbes Entrepreneur Built the App That's Replacing Your Sales Coach

    The conversation delves into Demetri Morris's journey to entrepreneurship, his early exposure to entrepreneurship, the start of Go Forth Productions, his passion for impactful work, the tipping point in his career, mentorship and influence, challenges and learnings in sales, and partnerships and project coordination. The conversation covers the journey of leveraging lower cost talent, transitioning to app creation, the development of Incipia and performance management software, the impact of AI on software development, the introduction of the Quota app, the role of AI in sales and communication, the overview of the Quota app, differentiation and vision for Quota, the concept of a safe space for skill development, and parting words and advice for early career professionals. Takeaways Early exposure to entrepreneurship shapes one's career path.Mentorship and influence play a crucial role in personal and professional development. Leveraging lower cost talent for business operationsThe importance of embracing new belief systems and reinventing oneself for success Chapters 00:00 The Journey to Entrepreneurship13:45 Mentorship and Influence20:37 Challenges and Learnings in Sales26:23 Incipia and Performance Management Software34:04 Quota App Overview41:18 Safe Space for Skill Development

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About

Welcome to the Goat’s Gravy, the ultimate podcast tailored for young professionals navigating the dynamic world of sales and sales leadership. We are here to serve up a blend of mentorship and advice. In each episode, we dive deep into conversations with accomplished leaders and rising stars in the sales industry. Together, we explore their triumphs, challenges, and invaluable experiences. Our goal? To distill their insights into practical lessons that can seamlessly integrate into your own career journey. So whether you’re a seasoned sales expert or just starting out, join us as we ladle out!

Information

  • Creator
    The Goat's Gravy
  • Years Active
    2024 - 2026
  • Episodes
    29
  • Rating
    Explicit
  • Copyright
    © 2026 The Goat's Gravy
  • Show Website
    The Goat's Gravy