Sales as Service

Tamara Smith
  • 5.0 (4)
  • Marketing

Sales as Service is the podcast for consultants, agency owners, and service-based founders who want to grow their businesses without feeling awkward about sales. If you've ever thought, "I hate selling," or wondered how to get more clients, this show is for you. We make sales simple and approachable with practical advice on topics like: Creating opportunities instead of waiting for referralsBuilding relationships through outreach that doesn't feel pushyDeveloping the habits and systems that create a steady pipelineGrowing your business with confidence, consistency, and integrityThis isn't about pressure tactics, bro marketing, or convincing people to buy. It's about serving, solving problems, and building genuine relationships that lead to sustainable business growth. Listen in to discover how a simple shift in perspective can create a lasting change in your business.

  1. 4d ago

    How to Become the First Referral with Kay McKenzie

    Most businesses that struggle to attract the right clients don't actually have a business problem — they have a message that's doing the opposite of what they think it is.  In this episode of Sales as Service, Tam sits down with Kay McKenzie, founder of Women in Alignment, to explore how positioning, messaging, and relationship building work together to create steady business growth. Rather than chasing algorithms or trying to sound more impressive, Kay explains why the strongest brands are the ones people immediately recognize, remember, and confidently recommend. Together, they unpack why women founders often hesitate to put themselves forward, how perfectionism quietly weakens sales efforts, and why referrals aren't passive at all—they're the result of consistently investing in people long before anyone is ready to buy. The conversation also explores how AI fits into relationship-driven businesses and why authentic human connection is becoming even more valuable as technology evolves. In this episode you'll learn: Why weak messaging focuses on you instead of your audienceHow positioning helps the right clients recognize you immediatelyWhy referrals are earned through consistent relationship buildingHow perfectionism keeps many founders from becoming visibleWhy trust is built through consistency across every customer touchpoint Find the complete show notes here →https://studiothree49.com/podcast/ Sales as Service Challenge — Start Now! Choose five people already in your network. People you've already built some level of relationship with. Spend the next week intentionally reconnecting. Send a quick check-in message. Comment thoughtfully on something they've shared. Make an introduction. Celebrate a win. Offer help without expecting anything in return. The goal isn't to generate a sale. The goal is to become someone who stays top of mind by consistently showing up. As Kay says, "Your network is good when you're good to your network." Relationships grow through consistent investment—not occasional outreach. Links & Resources: Learn more about Women in AlignmentConnect with Kay on Facebook and LinkedInJoin the Women in Alignment Facebook Group. Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes. Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call.  Connect with Tam on LinkedIn.  Produced by KNWN Media. Executive Producer: Jess Milanes.

    How to Become the First Referral with Kay McKenzie

  2. Jul 29

    Persuasion Without Pressure: How to Build Trust Before You Sell with Danny Bobrow

    Persuasion has a reputation problem.  For many founders and service professionals, it brings to mind pressure tactics, scripted sales pitches, and convincing someone to say yes. Danny Bobrow sees it differently. In this episode, Danny shares the framework behind the Persuasion Blueprint, a practical approach built around three principles: signaling care, earning trust, and collaborating with the person in front of you. Rather than teaching people how to become more persuasive for their own benefit, Danny explains how better communication helps buyers feel understood, confident, and empowered to make the right decision. Together, we explore why so many sales conversations stall after a promising start, how to avoid "expert override," and why listening may be the most overlooked sales skill of all. Whether you're having conversations in person, over Zoom, in your DMs, or through email, this episode will challenge the way you think about persuasion—and show you how to make every conversation feel more human. In this episode, you'll learn: Why persuasion is an act of service—not manipulation.Danny's three pillars of persuasive communication: signaling care, earning trust, and collaboration.The "10-second rule" for creating an immediate sense of care and connection.How "expert override" quietly sabotages sales conversations.Why listening is one of the greatest gifts you can give another person—and how it changes the way people experience working with you.Find the complete show notes here →https://studiothree49.com/podcast/ Sales as Service Challenge — Start Now! Do a listening audit on one recent sales conversation. If you're already recording your discovery calls, pull up your most recent conversation. If not, think back to one you remember clearly. Ask yourself three questions: Did you signal care within the first 10 seconds, or did you jump straight into your agenda?Were there moments where you slipped into explaining your solution before fully understanding the problem?Did the conversation feel collaborative—or did it feel like you were presenting while the other person simply listened?The goal isn't to get better at selling everyone. It's to get better at serving the people you're uniquely equipped to help when there's a genuine fit. And the only way to do that is through consistent, intentional practice. Links & Resources: Learn more about Danny Bobrow. Access your Persuasion Score. Connect with Danny on LinkedIn and Facebook. Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes. Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call.  Connect with Tam on LinkedIn.  Produced by KNWN Media. Executive Producer: Jess Milanes.

    Persuasion Without Pressure: How to Build Trust Before You Sell with Danny Bobrow

  3. Jul 22

    [RE-RELEASE] Sales vs Marketing: Why You Need Both for Growth with Shannon Kinney

    Most small business owners wrestle with the same question: is it a sales problem or a marketing problem? I recently recorded our very first Sales as Service LIVE office hours - and Shannon Kinney, Founder & CEO of Dream Local Digital, joined me to dig into exactly that. Shannon brings more than 30 years of leadership experience building scalable digital strategies for brands like LinkedIn, Google, eBay, and Microsoft. Since founding Dream Local Digital in 2009, she’s helped thousands of small businesses and media companies develop marketing strategies designed to grow and scale. This episode is the full replay of that live conversation. We talk about why sales and marketing aren’t interchangeable, how to tell which one is holding your business back, and the practical systems that help the two work together - so you’re not stuck waiting on referrals or random inbound leads. If you’ve ever asked yourself, “Do I need more leads, or do I just need to get better at closing the ones I have?” - this conversation will give you a clear way to answer that. Key Takeaways The simple way to know if you have a sales problem or a marketing problem - and why the fix is rarely “do more of everything”Why marketing generates attention, but sales is what turns that attention into revenueThe risks of relying only on referrals and inbound interest (and how to break the waiting game)Practical first steps to build consistency without a full sales and marketing teamThe small, repeatable actions that keep your pipeline full month after monthSales as Service Challenge — Join Now! This week, run a quick 30-day audit to find out if you’re facing a marketing gap or a sales gap: Look back at the past 30 days:How many new leads or opportunities came in?Where did those leads come from?Of those leads, how many converted into paying clients?Diagnose the gap:Low new leads? That’s a marketing problem. Time to revisit your audience, offer, or messaging.Lots of leads, low conversions? That’s a sales problem. Focus on follow-up, qualification, and guiding prospects to a decision.Stuck waiting on referrals or the occasional inbound? That’s not a growth strategy. Make space for intentional, proactive outreach. Run this audit monthly and use what you find to focus your efforts where it matters most. Share your audit results or next step with the hashtag #SalesAsService so I can cheer you on. Links & Resources Join us for the next SAS LIVE Office Hours Event!Check out the LinkedIn Lead Generator to learn how to turn simple daily actions into real conversations with potential clients. Grab your free 5-Minute Sales Audit for a quick scan to show what’s working, what’s not—and one thing you can improve right away.Learn more about Shannon:Dream Local DigitalLinkedInTam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes. Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call.  Connect with Tam on LinkedIn.  Produced by KNWN Media. Executive Producer: Jess Milanes.

    [RE-RELEASE] Sales vs Marketing: Why You Need Both for Growth with Shannon Kinney

  4. Jul 15

    [RE-RELEASE] Stop Selling to Everyone: Build a Brand that Filters for Fit with Jamie Cox

    You don’t need more leads - you need the right ones.  In this episode, I sat down with Jamie Cox, a Nashville-based brand and marketing strategist who helps B2B service providers get off the content hamster wheel by getting crystal clear on who they serve - and just as importantly, who they don’t. Jamie’s approach to brand strategy isn’t about logos or color palettes. It’s about making your brand a filter. One that calls in the work you actually want to do and creates enough of a point of view to repel the rest. Because when your brand is built to be felt - not just seen - it naturally supports your sales process. If you’ve ever found yourself spiraling over your messaging or stuck trying to “do it all” on social, this is a conversation you don’t want to miss. Key Takeaways Why brand clarity isn’t just about visuals - it’s the foundation of a sales strategy that attracts the right people and repels the wrong onesHow to define your not-for list to get clearer on your actual nicheThe referral engine that clarity creates - and how to make it easier for people to talk about your work in rooms you're not inA simple mindset shift that makes visibility feel more like connection and less like performanceThe rhythms and systems that help solopreneurs stay consistent—even when client work takes overSaS Challenge — Join Now! This week, let’s focus on filtering for fit - so your brand can do more of the heavy lifting in your sales process. Pick one platform where you want to build a more consistent presence—whether it’s LinkedIn, your email list, or your website.Set a timer for 30 minutes. Jot down 3 characteristics of your best-fit clients - and 3 warning signs that someone’s not for you.Publish one piece of content this week that speaks directly to the client you want more of.Share with the hashtag #SalesAsService, so I can cheer you on. Links & Resources: Join us for the next SAS LIVE Office Hours Event!Check out the LinkedIn Lead Generator to learn how to turn simple daily actions into real conversations with potential clients. Download the VIP Power Hour free guide.Learn more about Jamie: jamiercox.com; newsletter.jamiercox.com; linkedin.com/in/jamiercox13Resources mentioned in this episode: Jamie’s Brand Clarity Lab: jamiercox.com/brand-clarity-lab Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes. Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call.  Connect with Tam on LinkedIn.  Produced by KNWN Media. Executive Producer: Jess Milanes.

    [RE-RELEASE] Stop Selling to Everyone: Build a Brand that Filters for Fit with Jamie Cox

  5. Jul 8

    [RE-RELEASE] Turning Conversations into Clients with Nelson Dickson

    In this episode, I talk with Nelson Dickson, founder of C3 Creations, about the power of relationships in sales. Nelson shares how he built his marketing brokerage by focusing on genuine connections rather than transactions. As a self-described introvert, he changed his approach to networking by asking "How can I help?" instead of "What can I get?" Key takeaways: 60-70% of Nelson's business comes from referralsShift your mindset from collecting business cards to making real connectionsGive more value than you gainBe authentic - people can spot "quota breath" from a mile awayDon't be afraid to stand out (like wearing silly Christmas suits!)Nelson also recommends consistent content posting and doing a yearly "relationship audit" to strengthen connections that matter. This week's challenge: Take 15 minutes to reconnect with one contact - no pitch, no agenda, just genuine connection. Want to connect with Nelson? Find him on LinkedIn or visit c3creations.com. Your next client - calculate what it takes. Simply sales with the VIP Power Hour - download the FREE guide. Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call.  Have an episode idea? DM me on LinkedIn and let me know! Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes. Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call.  Connect with Tam on LinkedIn.  Produced by KNWN Media. Executive Producer: Jess Milanes.

    [RE-RELEASE] Turning Conversations into Clients with Nelson Dickson

  6. Jul 1

    [RE-RELEASE] Your Process Problem Is a Sales Problem - Here’s How to Fix It with Devin Lee

    In this episode, I talk with Devin Lee, systems strategist and the Founder behind helping overwhelmed business owners create custom processes that simplify operations. Devin specializes in transforming chaos into clarity, enabling businesses to scale efficiently without hitting plateaus. She shares her expertise in streamlining workflows, automating tasks, and implementing effective delegation strategies to enhance client experience and boost revenue. Devin dives into her journey from professional organizing and virtual assisting to becoming a sought-after business management expert, explaining why efficient systems are essential for growth. She also highlights common inefficiencies in service-based businesses, the critical role of first impressions in sales, and the importance of automating client onboarding to create lasting positive experiences. Key takeaways: Effective systems are foundational to scaling a business without burnout.Overly manual processes can harm sales, client relationships, and retention.Automating routine tasks and delegating effectively frees up creative space for strategic growth.Business owners often become bottlenecks by holding onto tasks rather than empowering their teams.Regularly mapping out processes helps identify inefficiencies and areas for improvement.Sales as Service Challenge - Join In!  This week’s Sales as Service Challenge is to do a 15-minute Process Audit in your business. Here’s how to do it:  Choose one core process - this could be client onboarding, scheduling sales calls, or delivering your service. Write down every single step in that process. (You’re likely doing more than you realize!) Identify: - What can be automated? - What can be delegated? - What do you actually need to own? Streamlining even one process can save you time, create a better client experience, and remove unnecessary friction from your sales cycle. Take the challenge and let me know how it goes - DM me on LinkedIn or Instagram! #SASChallenge Want to connect with Devin? Visit her website at DevinLee.com, where you can subscribe to her highly recommended newsletter, or find her on LinkedIn to explore more insights into systematizing your business for sustainable growth. Resources Mentioned in this week’s episode: Airtable Relationship Management Template: https://devinlee6.gumroad.com/l/relationship-database-auto Airtable (Recommended Tool): https://www.airtable.com Zapier (Automation Tool): https://zapier.com Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes. Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call.  Connect with Tam on LinkedIn.  Produced by KNWN Media. Executive Producer: Jess Milanes.

    [RE-RELEASE] Your Process Problem Is a Sales Problem - Here’s How to Fix It with Devin Lee

  7. Jun 24

    [RE-RELEASE] Nobody’s Born a Closer: Why Sales Is a Skill and Not a Superpower with Joshua Schulman

    Too many founders hold back from selling because they think they’re just not cut out for it. But today’s guest, Joshua Schulman, is here to challenge that belief.  As a communication coach with a background in public speaking, acting, and even poker, Joshua helps entrepreneurs ditch the “natural salesperson” myth—and replace it with real, repeatable skill. In this episode, we dig into why performance, not personality, drives sales confidence. Whether you're leading discovery calls, pitching investors, or just trying to get through outreach without freezing, Joshua shares practical ways to rehearse your way to clarity—and even enjoy the process. Here’s what we cover: Why being “bad at sales” is just a lack of practice—not a fixed identityHow to gamify key moments in your sales process to reduce pressureWhat acting, chess, and poker teach us about handling objections and staying presentThe Sales Process Flow method that helps founders ditch guessworkOne challenge you can take this week to build communication muscle memorySales as Service Challenge — Start Now! Pick one moment in your sales process—and rehearse it. That’s it. Just one. It could be:  — How you open a discovery call  — The way you introduce your offer  — Or how you handle a common objection Write it down. Say it out loud. Try it a few different ways. Play with tone, pacing, and delivery. The goal isn’t to memorize—it’s to practice being present, so you feel more confident and less reactive in the moment. Links & Resources: Learn more about Schulman Communications Interactive (SCi)Connect with Joshua on LinkedInJoin us for the next SAS LIVE Office Hours Event!Check out the LinkedIn Lead Generator to learn how to turn simple daily actions into real conversations with potential clients. Grab your 5-Minute Sales Audit for a quick scan to show what’s working, what’s not—and one thing you can improve right away.Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes. Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call.  Connect with Tam on LinkedIn.  Produced by KNWN Media. Executive Producer: Jess Milanes.

    [RE-RELEASE] Nobody’s Born a Closer: Why Sales Is a Skill and Not a Superpower with Joshua Schulman

  8. Jun 17

    [RE-RELEASE] Selling Without Selling: Leveraging Podcast Guesting & LinkedIn Engagement for Business Growth with Elizabeth Howell

    In this re-release episode, I talk with Elizabeth Howell, owner of Howell Media, about the power of organic marketing for small business owners and solopreneurs. Elizabeth shares how she helps entrepreneurs fight marketing indecision by focusing on just two powerful strategies: LinkedIn and podcast guesting. As someone with extensive media experience, she discovered this combination gives the biggest return on time investment without requiring a massive budget. Key takeaways: Combine podcast guesting with LinkedIn to maximize your marketing ROIOne podcast appearance can generate multiple content pieces across platformsMake marketing fun by leaning into formats that energize youReal results: one guest generated $50,000 in coaching sales from a single podcastComments on LinkedIn can drive more growth than daily postingElizabeth also shares her "Goals + Actions" exercise for creating LinkedIn content, where you map client goals against what they need to know, giving you endless content ideas. This week's challenge: Create five LinkedIn post ideas using Elizabeth's goals + actions exercise. Want to connect with Elizabeth? Find her on LinkedIn: https://www.linkedin.com/in/euh24/ Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes. Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call.  Connect with Tam on LinkedIn.  Produced by KNWN Media. Executive Producer: Jess Milanes.

    [RE-RELEASE] Selling Without Selling: Leveraging Podcast Guesting & LinkedIn Engagement for Business Growth with Elizabeth Howell
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5
out of 5
4 Ratings

About

Sales as Service is the podcast for consultants, agency owners, and service-based founders who want to grow their businesses without feeling awkward about sales. If you've ever thought, "I hate selling," or wondered how to get more clients, this show is for you. We make sales simple and approachable with practical advice on topics like: Creating opportunities instead of waiting for referralsBuilding relationships through outreach that doesn't feel pushyDeveloping the habits and systems that create a steady pipelineGrowing your business with confidence, consistency, and integrityThis isn't about pressure tactics, bro marketing, or convincing people to buy. It's about serving, solving problems, and building genuine relationships that lead to sustainable business growth. Listen in to discover how a simple shift in perspective can create a lasting change in your business.

Information

  • Creator
    Tamara Smith
  • Years Active
    2025 - 2026
  • Episodes
    59
  • Rating
    Explicit
  • Copyright
    © 2026 Sales as Service
  • Show Website
    Sales as Service