3D AGO

Minisode: Your Problem Isn’t the Algorithm

We've all been there — refreshing our analytics, watching a post disappear into the void, and wondering why the clients aren't coming. But what if the algorithm isn't actually the problem? In this solo minisode of Sales as Service, I'm breaking down why content alone was never meant to carry the full weight of your business development — and what to do instead. We explore: Why posting feels productive but isn't a sales strategyThe real difference between visibility and initiationHow to stop blaming the algorithm and start building on purposeThe math behind consistent, predictable revenueWhy female founders hesitate to initiate — and how to shift thatGot a question about sales, warm outreach, or leading your own sales process? This show is shaped by real questions from agency owners and service-based founders. Send yours via LinkedIn or email Tam directly at heytam@studiothree49.com — if you're dealing with it, chances are you're not the only one. Sales as Service Challenge — Start Now! This week, set aside 20 minutes a day for initiation only. Reach out to three people: One past contactOne warm prospectOne new aligned connectionStart with something real — a thoughtful question, a relevant observation, a resource, or a referral. Do that for a month, then tell me the algorithm is your biggest problem. Links & Resources: Join us for the next SAS LIVE Office Hours Event! Simply sales with the VIP Power Hour - download the FREE guideLearn how to consistently book 3–5 sales-qualified meetings each week - book your free strategy callHave an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

11 min

MAR 11

Initiate, Don’t Wait: The Mindset Behind Sustainable Growth with Kirstin Brenders

For so many women — especially those of us who built our careers inside structured environments — waiting to be chosen becomes second nature. We wait for the promotion, the opportunity, the client, the seat at the table. But at some point, the waiting stops working. In this episode of Sales as Service, I sit down with Kirstin Brenders, Online Business Mentor and Founder of Kirstin Brenders & Company, to talk about what shifts when you stop waiting for permission and start initiating your own growth. Kirstin shares her transition from corporate manager to entrepreneur and how she now mentors women who want to pivot into online business — without building an empire, burning out, or abandoning their values. We explore: Why high-achieving women are conditioned to wait to be chosenThe hidden cost of “more time” thinking in corporate and entrepreneurshipHow visibility builds confidence before revenue followsThe difference between selling for validation and selling from self-trustHow one small proactive step can unlock new momentum in businessSales as Service Challenge — Start Now! This week, identify one opportunity you’ve been quietly waiting on — a collaboration, a client, a raise, a conversation, or a new direction. Instead of waiting for clarity or confidence, take one small visible step: Send the message.Ask for the meeting.Share the post.Raise your rate.Not the five-year plan. Just the next right move. Sales growth doesn’t come from being chosen. It comes from choosing yourself. Links & Resources: Learn more about KB&CoConnect with Kirstin on LinkedinJoin us for the next SAS LIVE Office Hours Event! Simply sales with the VIP Power Hour - download the FREE guideLearn how to consistently book 3–5 sales-qualified meetings each week - Book your free strategy callHave an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

34 min

MAR 4

Eliminate Random Acts: The Discipline Behind Sustainable Growth with Laura Patterson

Longevity in business isn’t built on intensity. It’s built on discipline and consistency. In this episode, I sit down with Laura Patterson, Founder and President of VisionEdge Marketing, a strategic growth consulting firm she launched in 1999. With more than 25 years of experience helping companies drive measurable growth, Laura shares what it really takes to build a business that endures. We unpack customer-centric growth, the danger of “random acts,” and how to align sales and marketing around outcomes that actually matter. If you’ve ever felt busy but unsure whether your activity is translating into traction, this conversation will sharpen your thinking. In this episode, we cover: Why defining outcomes in customer terms changes everythingThe difference between performance targets and dashboardsHow to identify and eliminate “random acts” in your businessWhat profitable, sustainable growth actually requiresHow to align daily sales activity with long-term strategic outcomesSales as Service Challenge — Start Now! Pick one specific customer outcome you’re driving toward this quarter. Maybe it’s acquiring X new clients. Maybe it’s expanding services within X existing accounts. Then ask yourself: What am I currently doing that directly supports that outcome? And just as importantly — What am I doing that doesn’t? If it doesn’t clearly connect, it might be a random act. And random acts may feel productive… but they dilute profitable growth. This week, eliminate one random act. Then reallocate that time toward something that directly supports your defined customer outcome — whether that’s initiating five intentional conversations, deepening relationships with existing clients, or tightening your positioning around a specific niche. Clarity creates focus. Focus creates traction. And traction creates the foundation for sustainable growth. Links & Resources: Learn more about VisionEdge MarketingConnect with Laura on LinkedInFind VisionEdge Marketing on YouTubeJoin us for the next SAS LIVE Office Hours Event! Simply sales with the VIP Power Hour - download the FREE guideLearn how to consistently book 3–5 sales-qualified meetings each week - Book your free strategy callGet on the list - Become a SAS Email Insider Have an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

48 min

FEB 25

Stop Waiting. Start Initiating: Building Predictable Pipeline Through Relationships with Bryan Coble

Sales has never been more automated. AI can write your emails, personalize outreach, and schedule follow-ups. But as tools multiply, something important is getting lost: the discipline of direct, human connection. In this episode of Sales as Service, I sit down with Bryan Coble, President of ACC Go to Market Consulting, to unpack why relationship-based business development is not passive — it’s an intentional, structured practice. We talk about the difference between marketing visibility and real pipeline creation, how AI should enhance (not replace) relationships, and why predictable revenue is built over years, not weeks. If you’ve been waiting for pipeline to “kick in,” this conversation is your reminder: stop waiting. Start initiating. In this episode, we cover: Why automation is increasing noise — and making genuine connection more valuableThe difference between posting content and practicing business developmentHow to build an intentional referral network (beyond just client referrals)Relationship-driven KPIs that matter more than vanity metricsWhy consistent outreach over time creates sustainable, predictable revenueSales as Service Challenge — Start Now! Initiate five intentional conversations in the next 7 days. Reach out to: A current client you haven’t checked in with recentlyA past client who loved your workA referral partner you should be nurturingA potential collaboratorOr someone you genuinely admire in your spaceYour goal is simple: Reconnect. Ask what they’re working on. Look for ways to support them. Make sure they clearly understand who you help and how you serve. That’s it. Build the habit of initiating consistently, and revenue will start to feel more predictable — because you’re no longer waiting for opportunities to appear. You’re creating them. Resources & Links Learn more about ACC Go to MarketConnect with Bryan on LinkedInJoin us for the next SAS LIVE Office Hours Event! Simply sales with the VIP Power Hour - download the FREE guideLearn how to consistently book 3–5 sales-qualified meetings each week - Book your free strategy callGet on the list - Become a SAS Email InsiderHave an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

43 min

FEB 18

Facts Tell. Stories Sell: How Founders Attract Aligned, Ready-to-Buy Clients with Kendall Cherry

Facts tell—but stories sell. In this episode of Sales as Service, I’m joined by Kendall Cherry, founder and executive ghostwriter at The Candid Collective, for a conversation about what story-driven sales actually looks like in practice. We explore why so many founders are creating content that resonates emotionally but fails to convert—and what’s usually missing when that happens. Kendall breaks down how stories build trust faster than facts alone, why testimonials are one of the most underutilized sales assets in most businesses, and how founders can use story to initiate conversations without forcing a pitch. We also dig into the deeper resistance many founders feel around selling—and why that resistance has less to do with tactics and more to do with self-belief. In this episode, we cover: Why facts inform, but stories are what drive decisionsThe one story every founder needs to be able to tellHow to turn testimonials into sales-ready narrativesWhat makes content resonate but not convertHow to use story to attract aligned, ready-to-buy clientsSales as Service Challenge — Start Now! Turn one client experience into a sales story. Set aside 30 minutes and pull one testimonial, email, or message from a client where they describe what changed after working with you. Don’t focus on praise or outcomes alone. Look for: What they were struggling with beforeWhat felt uncertain or messy in the middleWhat shifted as a result of working togetherRewrite that into a short story. Then put it to work: Share it in a postInclude it in a follow-up emailOr use it as the foundation for a warm outreach messageFinish with a simple invitation: “If this feels familiar, here’s how I help.” Selling isn’t about convincing. It’s about helping the right people recognize themselves in the story. Links & Resources: Learn more about The Candid CollectiveConnect with Kendall on LinkedIn Join us for the next SAS LIVE Office Hours Event!Simply sales with the VIP Power Hour - download the FREE guideLearn how to consistently book 3–5 sales-qualified meetings each week - Book your free strategy callGet on the list - Become a SAS Email Insider Have an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

50 min

FEB 11

Permission to Sell: Breaking the Hidden Patterns That Block Women from Consistent Revenue with Dr. Nadia Brown

Selling isn’t just a skill. It’s emotional. And for many women founders and service-based business owners, that emotional weight shows up as guilt, second-guessing, and a constant fear of “doing it wrong.” In this episode of Sales as Service, Tam Smith sits down with Dr. Nadia Brown for a candid conversation about what really holds women back from consistent revenue. Together, they unpack why selling your own work feels so personal, how money stories quietly influence decision-making, and what it looks like to sell with dignity instead of pressure. This isn’t about scripts or hard closes. It’s about courage, leadership, and building a sales practice that actually feels like you. In this episode, we explore: Why selling your own work triggers guilt and self-doubt—even for experienced sellersHow perfectionism and overgiving quietly derail revenueThe reframe from “closing” to making a clear invitationWhy rejection feels personal—and how to recover without spiralingHow courage, not confidence, becomes the real growth lever in salesSales as Service Challenge — Start Now! Practice Courage. Not Perfection Over the next seven days, choose one courageous sales action and take it without trying to make it perfect. That might look like: Following up with a lead you’ve been avoidingMaking a clear invitation instead of hintingStating your price and stopping yourself from over-explainingAfterward, write down two things: What emotions came up for you?What actually happened—separate from the story you told yourself about it?This isn’t about getting the yes. It’s about building the muscle to show up consistently. Selling is a practice. And courage counts. Links & Resources: Learn more about The Doyenne AgencyConnect with Dr Nadia on Instagram and LinkedInJoin us for the next SAS LIVE Office Hours Event!Simply sales with the VIP Power Hour - download the FREE guideLearn how to consistently book 3–5 sales-qualified meetings each week - Book your free strategy callGet on the list - Become a SAS Email InsiderHave an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

36 min

FEB 4

Prepare, Don’t Repair: The Hidden Work Behind Sustainable Sales with Brooke M. Dukes

As founders, we spend a lot of time thinking about how to attract clients—offers, messaging, pipelines, and conversion. But what often gets overlooked is the internal foundation that makes sales sustainable in the first place. In this episode, I’m sitting down with Brooke M. Dukes, Founder of BMD Consulting, to explore why culture isn’t a “later” problem and how leadership, communication, and internal alignment directly impact sales performance and growth. Together, we unpack what it looks like to prepare your business to scale successfully instead of working backwards to fix misalignment, burnout, or breakdowns inside your team. In this episode, we cover: Why internal culture shows up in every client interactionHow outdated leadership and communication systems quietly stall salesThe connection between culture, trust, and consistent revenueWhat founders can do early to avoid fixing problems laterHow to build a sales foundation that supports sustainable growthSales as Service Challenge — Start Now! Block 30 uninterrupted minutes on your calendar and take an honest look at your internal culture. Ask yourself: Does my team understand and believe in our vision?Are we hiring and partnering for culture fit—or just filling seats?When was the last time I checked in on how people actually feel about working here?Write down what you discover, not what you hope is true, but what’s happening right now. If you’re a solopreneur working with contractors, this applies to you, too. Your contractors are your internal clients. How you show up for them directly impacts how they show up for your external clients. Culture isn’t something you earn the right to focus on later. It’s the foundation everything else is built on. Links & Resources: Learn more about BMD Consulting. Connect with Brooke on LinkedIn. Join us for the next SAS LIVE Office Hours Event!Simply sales with the VIP Power Hour - download the FREE guide. Book your free strategy call and learn how to consistently book 3–5 sales-qualified meetings each week. Have an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

42 min

JAN 28

From Persuasion to Partnership: Winning High-Value Clients Without Pressure with Travis Pomposello

For a long time, sales has been framed as persuasion—pitch harder, prove value, create urgency. But modern buyers don’t want pressure. They want confidence, clarity, and a partner who understands their risk. In this episode of Sales as Service, I’m joined by Travis Pomposello, former media executive turned advisor, to explore the mindset shift creative agency owners must make to move from vendor thinking to trusted strategic partner. Drawing from decades in media, building and selling his own agency, and his work inside the Creative Agency Accelerator, Travis breaks down how agencies can win high-value clients without compromising integrity. This is also a personal conversation. I share how a simple LinkedIn DM led to mentorship, collaboration, and becoming a student inside Travis’s program—proof that when used well, relationship-first outreach can change your business. In this episode, we cover: Why persuasion is losing power—and partnership is replacing itThe Four Pillars of Modern Buying and how they show up in real sales conversationsHow to stop selling services and start selling outcomesWhat it actually means to de-risk the decision for your clientsWhy trust is built in the process, not the pitchSales as Service Challenge — Start Now! Pay attention to how you’re showing up in your sales process—not just the outcome you want, but the experience you’re creating. On your next discovery call, networking conversation, or DM exchange: Slow yourself down and listen longer than you pitchLead with questions that help the other person feel seen and understoodReplace urgency with proof—a case study, example, or part of your process that shows how you protect client successThe best closers don’t rush decisions. They remove uncertainty and help clients feel safe moving forward. Links & Resources: Learn more about Creative Agency Accelerator. Connect with Travis on LinkedIn. Join us for the next SAS LIVE Office Hours Event!Simply sales with the VIP Power Hour - download the FREE guide. Book your free strategy call and learn how to consistently book 3–5 sales-qualified meetings each week. Have an episode idea? DM me on LinkedIn and let me know! — Nothing happens in business — or life — until someone says hi. That's the philosophy behind Tam Smith's work as founder of Studio Three 49. As a Sales Growth Strategist, she helps service founders build relationship-first sales systems through focused 1–3 day intensives — so they can stop relying solely on referrals, no cold pitching required. With 15+ years in sales leadership, Tam believes sales is an act of service. It's about what you give, not what you get. And when you serve well, the results always follow. When she's not working with clients, you'll likely find her rock climbing or mapping out her next adventure with her Supermutt, Ila, in Durham, NC.

49 min

Sales as Service

Minisode: Your Problem Isn’t the Algorithm

Initiate, Don’t Wait: The Mindset Behind Sustainable Growth with Kirstin Brenders

Eliminate Random Acts: The Discipline Behind Sustainable Growth with Laura Patterson

Stop Waiting. Start Initiating: Building Predictable Pipeline Through Relationships with Bryan Coble

Facts Tell. Stories Sell: How Founders Attract Aligned, Ready-to-Buy Clients with Kendall Cherry

Permission to Sell: Breaking the Hidden Patterns That Block Women from Consistent Revenue with Dr. Nadia Brown

Prepare, Don’t Repair: The Hidden Work Behind Sustainable Sales with Brooke M. Dukes

From Persuasion to Partnership: Winning High-Value Clients Without Pressure with Travis Pomposello

Trailer

Trailer: Sales as Service with Tam Smith

Ratings & Reviews

Great Tool for Sales Averse 🤪

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Sales as Service

Episodes

Minisode: Your Problem Isn’t the Algorithm

Initiate, Don’t Wait: The Mindset Behind Sustainable Growth with Kirstin Brenders

Eliminate Random Acts: The Discipline Behind Sustainable Growth with Laura Patterson

Stop Waiting. Start Initiating: Building Predictable Pipeline Through Relationships with Bryan Coble

Facts Tell. Stories Sell: How Founders Attract Aligned, Ready-to-Buy Clients with Kendall Cherry

Permission to Sell: Breaking the Hidden Patterns That Block Women from Consistent Revenue with Dr. Nadia Brown

Prepare, Don’t Repair: The Hidden Work Behind Sustainable Sales with Brooke M. Dukes

From Persuasion to Partnership: Winning High-Value Clients Without Pressure with Travis Pomposello

Trailer

Ratings & Reviews

About

Information