The Sales Tax People Podcast

The Sales Tax People

Sales tax has been breaking businesses since before the internet existed. The Sales Tax People have been fixing that since 1992. With 35,000+ projects completed, $100.5 million in sales tax saved, and experience across 13,000+ states and jurisdictions, we've seen it all — and we talk about it every week. The Sales Tax People Podcast is your front-row seat to real conversations with the people who live and breathe sales tax. Danny Wright, Jason Parr, and Paul Johnson go roundtable on new legislation, industry know-how, and the kind of stories that only come from three decades in the trenches. Plus, we sit down with business owners and entrepreneurs to hear their journeys — and the moments where getting sales tax right changed everything. No textbooks. No panic. Just the people who've done this 35,000 times, breaking it down for you.

Episodes

  1. 15h ago

    "Your Tax Engine Doesn't Know It's Wrong."

    Is Your Sales Tax "Solved"—Or Are You Just One Audit Away From Finding Out It's Not? In this episode of The Sales Tax People Podcast, Paul and Ryan break down exactly what to look for when choosing a sales tax solution—why matching platform complexity to your business matters, how misconfigured tax engines silently create massive exposure, and why collaboration with a true sales tax professional is the single most important investment you can make. Plus, they recap their epic golf outing at Sand Hollow Resort (birdie on eighteen to beat the course! 🏌️). 📌 Questions We Answer in This Episode: • What should I look for in a sales tax software or service provider? • How do I know if my sales tax system is too simple—or too complex—for my business? • What happens if my tax engine was never set up correctly? • Why is "set it and forget it" dangerous for sales tax compliance? • How do remote employees create new sales tax obligations? • What's the difference between front-end tax collection and back-end filing accuracy? • How often should I review my sales tax setup? • What is use tax and why does it matter? 🔗 Related Resources: 📖 What Is Nexus? 📖 What Is Economic Nexus? 📖 Over-Collecting or Under-Collecting Sales Tax: The Risks 📖 The Complete Guide to Sales Tax Management in 2026 📖 What Triggers a Sales Tax Audit? 📖 How to Prepare for a Sales Tax Audit 📖 Sales Tax Voluntary Disclosure Agreements 🎧 Related Episode: Sales Tax Peace of Mind Doesn't Happen by Accident 💼 See how Coburn's Supply Company reduced a $1M+ tax liability to just over $100K with the right sales tax partner. 💼 See how Acima achieved compliance across 240+ jurisdictions during their $1.65B acquisition. 📋 Learn more about our Sales Tax Management Services — 6,000+ clients, 30+ years of experience, accuracy guaranteed, no long-term contracts. 🚀 Ready to find out if your sales tax setup is actually working? 👉 Book a Demo for more customized help 👉 Find us on LinkedIn #SalesTax #SalesTaxCompliance #Nexus #EcommerceTax #SalesTaxSoftware #TaxCompliance #SmallBusinessTax #SalesTaxAudit #UseTax #TheSalesTaxPeople

    26 min

  2. May 22

    Ignoring Sales Tax Notices From the State? It Could Cost You!

    Got a tax notice from the state — should you ignore it or respond immediately? In this episode, we break down exactly what to do when your business receives a sales tax notice from the state — from whether it's safe to ignore that first letter, to the real-world consequences of prolonged non-response (think: bank levies, frozen assets, and auditors showing up at your door). You'll learn how to be strategic about what information you share, why collaboration with experts beats going it alone, and the critical questions to ask before you ever respond. 📚 Related Resources: What Triggers a Sales Tax Audit? Understanding Your Risk FactorsHow to Prepare for a Sales Tax AuditDo I Need to Collect Sales Tax? A Complete Guide for BusinessesWhat Is Nexus?Sales Tax Liability for Small Business🎧 Related Episode: The Correspondence Spoke: Don't Ghost the State — "We always let people know no matter how accurate and how perfect your filings might be, you're still going to get notices from the state. So, you just don't want to ignore those." – Jason Parr📖 Client Stories: See how Coburn's Supply Company reduced a $1M+ sales tax liability to just over $100K through expert audit defense.Learn how Acima achieved compliance across 240+ jurisdictions and supported a $1.65B acquisition.💼 Need help with Sales Tax Management? With 30+ years of experience and 6,000+ clients served, The Sales Tax People guarantee accuracy, on-time filings, and audit protection — no long-term contracts required. 🗓️ Got a state tax notice sitting on your desk right now? Don't respond alone. Book a Demo for more customized help — let us be your first second opinion. Find us on LinkedIn

    17 min

  3. May 20

    GET REAL About Life and Sales Tax

    Sales tax compliance isn't just a box to check — it's the biggest margin killer most businesses don't see coming. In this episode, Danny Wright and Jason Parr get real about life, perspective, gratitude, and why understanding your sales tax responsibility after the 2018 Wayfair decision is absolutely critical for every business selling in the US and Canada. We break down the three foundational questions every company needs to answer: where you sell (nexus), what you sell (taxability), and how you sell — and why ignoring notices, liability, or your compliance obligations can wipe out years of profit overnight. But this episode goes deeper than tax. We talk about the power of the stories we tell ourselves, reframing adversity with gratitude, and why real human connection — not bots, not AI agents — is what drives meaningful business relationships and company culture. 🔑 Key Takeaways: 📌 Sales tax compliance after Wayfair: Tax is now based on where your customer is located, not where your business operates 📌 The three questions: Where you sell, what you sell, and how you sell determine your responsibility 📌 Ignoring sales tax = margin destruction: Penalty, interest, and lost profitability add up fast 📌 Peace of mind is the ultimate win: Whether you need action or just confirmation, a conversation changes everything 📌 Company culture matters: How you treat your people internally flows directly to how clients are served 📌 Be your first second opinion: No issue is too big or too small to bring to a trusted sales tax advisor 💬 Quotes from This Episode: "Anytime he runs into a mishap like that, he says, yes, and thank you. It flips a switch in his brain to just remember, yeah, you got an hour delay, but you're going to get where you're going." — [04:24] "Where you sell, what you sell, and how you sell essentially helps you understand what your responsibility is… Nobody wants to show up in an audit and have underpayments or exposure or an assessment." — [16:42] "Has anyone ever benefited from ignoring sales tax notices? No, they haven't… That liability will accrue in a hurry and you will regret ignoring it. That peace of mind is always gonna be the win." — [25:25] 🔗 Connect With Us Ready for your first second opinion on sales tax compliance? Reach out to The Sales Tax People — real people helping real businesses find peace of mind with sales tax. #SalesTaxCompliance #SalesTax #WayfairDecision #Nexus #SalesTaxPeople #BusinessCompliance #SmallBusinessTax #Taxability #SalesTaxAudit #PeaceOfMind #BusinessGrowth #Entrepreneurship #CompanyCulture #Gratitude #Perspective

    28 min

  4. May 7

    Debunking Sales Tax Myths | Sales Tax Expert Roundtable

    Think you don't owe sales tax because you're not based in that state — but what if you're wrong? In this episode of The Sales Tax People podcast, Danny Wright, Jason Parr, and Paul Johnson bust the most dangerous sales tax myths that cost businesses real money — from nexus misunderstandings and service taxability blind spots to B2B collection gaps and drop shipping traps. You'll learn the simple "Where, What, and How" framework to evaluate your sales tax responsibility and why ignoring it can become a massive margin killer with compounding penalties and interest. 📌 Questions we answer in this episode: Do I owe sales tax in states where I don't have a physical office or employees? Are services like web design, SEO, and SaaS taxable for sales tax purposes? Does selling B2B or wholesale exempt me from collecting sales tax? Do third-party contractors or 1099 reps create sales tax nexus for my business? If I sell on Amazon or Walmart, do I still need to worry about sales tax collection? What happens if I've been selling without collecting sales tax I should have been? How do drop shipping arrangements affect my sales tax liability? Be sure to give us a follow on LinkedIn to be in the know on what we're up to! And, as always, if you've got any questions don't hesitate to reach out!

    14 min

  5. Apr 14

    Time to Break Up with Your CPA? Sales Tax Consulting Explained

    Is your business sitting on a hidden sales tax liability? In this episode, Danny Wright and Paul J dive deep into the most complex sales tax consulting scenarios they encounter daily — from construction industry taxability nightmares in Texas to software licensing and SaaS taxation across multiple states. They break down why a one-size-fits-all approach to sales tax compliance can cost your company millions. 🔍 What You'll Learn in This Episode: 📌 Why construction companies face some of the most complex sales tax challenges — and how even state auditors get the rules wrong on lump sum vs. time and materials contracts 📌 The hidden complexity of software licensing and SaaS taxation, including use-based sourcing and multi-state rate determination that most businesses overlook 📌 How Voluntary Disclosure Agreements (VDAs) actually work — and when a state might deny your VDA application altogether 📌 Why historical registration might be a smarter alternative to a VDA depending on your exposure period, filing frequency, and penalty waiver likelihood 📌 The dangers of relying on CPAs, fractional CFOs, or outsourced providers who lack specialized sales tax expertise — and how simple mistakes create million-dollar-plus liabilities 📌 A layered risk analysis approach that goes beyond standard nexus studies to evaluate state-by-state risk, penalty forgiveness probability, and cost-benefit of different remediation paths 📌 Why rapidly growing businesses need to address sales tax proactively before hockey-stick revenue creates an unexpected compliance crisis 💬 Key Takeaway: "The complexity surrounding construction in the state of Texas when it comes to lump sum versus time materials, it gets really robust and gets really complicated. Even for auditors... we end up educating a lot of auditors on their own legislation in their home state." — Paul J 🤝 Whether you're a business owner, CPA, fractional CFO, or financial advisor, a free sales tax consultation can uncover blind spots you didn't know existed — and provide an actionable game plan to protect your business. 📞 Ready to uncover your sales tax blind spots? Reach out to The Sales Tax People for a free consultation — no sales pitch, just expert guidance from professionals with decades of experience.

    22 min

  6. Apr 10

    Think Your Sales Tax Software Has you Covered? Get Another Opinion!

    In this episode, Danny, Parr, and Paul break down real-world horror stories from this week's client calls: 😳Businesses unknowingly collecting hundreds of thousands in sales tax without remitting it to the right states 😱Filing $0 returns because of disconnected systems 😨Trusting advisors who were operating outside their expertise  You'll learn why automated tools like Avalara and Shopify Tax require proper setup and ongoing oversight, why VDAs won't always save you when tax has been collected but not remitted, and how a simple 30-minute conversation can uncover blind spots that 95%+ of businesses don't even know they have. 📌 Questions We Answer in This Episode: What happens if I collect sales tax in multiple states but only remit it to my home state? Can a Voluntary Disclosure Agreement (VDA) protect me if I collected tax but didn't remit it? Why is my Avalara account filing $0 returns after I switched to Shopify Tax? Is my CPA qualified to handle multi-state sales tax compliance? How often should I review my sales tax filing footprint and registrations? What are the risks of the "set it and forget it" approach to sales tax tools? How do I know if my product tax codes are set up correctly in Avalara or Shopify Tax? What does a sales tax diagnostic checkup actually look like? 💬 Featured Quotes: "You believe that you had a system in place and that you were handling it and reporting it properly and managing compliance because that's the world that you live in now. Post-Wayfair. But it wasn't being handled correctly at all." – Jason Parr "Find where compliance meets a practical approach for your company... Everybody else could benefit from a 30-minute conversation with an expert." – Danny Wright 🗓️ Ready to uncover your blind spots before they become six- or seven-figure problems?

    34 min

  7. Apr 1

    Fractional CMO Leadership & Marketing Strategy with David Mink

    From Small-Town New Mexico to Building a Marketing Agency In this episode, we sit down with David Mink to explore his incredible entrepreneurial journey — from growing up in small-town Moriarty, New Mexico, to building Avalanche Media and ultimately joining the Ampleo family. David shares how his military family upbringing instilled adaptability, resilience, and a sink-or-swim mentality that shaped his path as an entrepreneur and marketing leader. As David puts it: "Every retainer and kind of ongoing plan ends up looking different, but it's always custom built with the leadership on that side of the table using tried and true frameworks that help us put together something that people can really be confident in and have a lot of success." We talk: ♟️Strategic marketing philosophy 🧐 Approaching every client with curiosity 🙈 Blind spot assessments before taking on projects 👑 The power of fractional CMO leadership 🧠 Generative engine optimization (GEO) He warns: "If you don't do that, you're leaving it up to all of these AIs to grab sentiment. And if they're grabbing it from what your customers are saying about you and those customers are disgruntled or angry or what your competitors are saying about you, you start to understand how mixed up that story can be." 📌 Who This Episode Is For: Business owners and CEOs exploring fractional CMO services, marketing leaders looking to optimize their strategy and execution, entrepreneurs building scalable marketing teams, and anyone interested in how AI is reshaping brand visibility and sentiment online. If you're looking for more help in sales tax, it's time to schedule your What's NexT Call.

    47 min

  8. Mar 24

    Is Your Current CPA Firm Costing You Millions in Sales Tax Liability?

    Is Your CPA Firm Costing You Millions in Sales Tax Liability You Don't Even Know About? In this episode, our sales tax consulting experts break down real client stories that reveal how businesses unknowingly accumulate massive seven-figure sales tax exposure — and the proven strategies used to save them close to $1 million in M&A deals, eliminate unnecessary automation costs, and navigate voluntary disclosure agreements. Whether you're selling online, preparing to sell your business, or just trying to understand your multi-state sales tax responsibilities after Wayfair, this conversation will change how you think about compliance. 🔑 Questions we answer in this episode: Where do I actually have sales tax nexus, and how did Wayfair change my responsibilities?What is a voluntary disclosure agreement (VDA) and how can it limit my historical tax liability?Is my tax calculation software actually costing me more than it's saving me?What happens if sales tax was collected but never remitted to the state?How do I make sure sales tax doesn't blow up my M&A deal at the last minute?Why doesn't my CPA or accounting firm handle multi-state sales tax correctly?What are the three critical qualifiers every business needs to evaluate for sales tax compliance?How do I know if I'm paying for zero-dollar transaction calculations I don't need?Should I register prospectively or address my historical liability first?What does "set it and forget it" really cost when it comes to sales tax automation?📞 Ready to find out what your sales tax exposure really looks like? Schedule your free What's Next call today and let our sales tax consulting team give you the clarity and confidence you need to move forward. Don't wait for a state letter or an M&A surprise — let's talk now. 👉 [Schedule Your What's Next Call]

    42 min

  9. Mar 19

    Ceretax CEO Mike Sanders on Building a Better Sales Tax Solution | Full Interview

    Ceretax CEO Mike Sanders shares the complete story behind building an enterprise indirect tax software platform designed to solve the most complex sales tax challenges in the market. From serial entrepreneurship to assembling an all-star team, Mike reveals how Ceretax was built from the ground up to compete with legacy incumbents like Avalara and Vertex — with better technology, superior support, and lower cost. --- 📌 **KEY TOPICS COVERED:** ✅ Enterprise indirect tax software architecture & technical differentiation ✅ Proprietary GIS geospatial system with rooftop-level tax boundary precision ✅ Fish-to-pond-to-ocean market entry strategy for complex tax verticals ✅ Competing with Avalara and Vertex on technology, service, and price ✅ AI integration roadmap for tax calculation and efficiency analysis ✅ Startup challenges: VC market shifts, pivots, and headcount reductions ✅ Customer success philosophy vs. documentation-and-disappear models ✅ Microservices architecture enabling scalable AI and partner integrations ✅ Platform-first model empowering SIs, VARs, and CPA partners ✅ Upmarket expansion path from mid-market to SAP/Oracle enterprise clients --- If you're wondering what is your next step in regards to sales tax compliance, give us a call.

    1h 14m

  10. Mar 12

    Are You Making These Costly Sales Tax Mistakes When Buying for Resale?

    Are You Making These Costly Sales Tax Mistakes When Buying for Resale? 🚨 In this episode, we break down the critical sales tax compliance rules every retailer and reseller needs to know — from properly using resale certificates and self-assessing use tax on inventory pulled for internal use, to navigating state-specific pitfalls when you've erroneously paid tax on purchases. You'll also learn why post-Wayfair economic nexus means you can no longer ignore tax obligations in states where your customers are located, and how to protect your business from double taxation, penalties, and audit exposure. Listen on Spotify: https://open.spotify.com/show/4bsM3uPRFgW6Vkpsfom53r?si=912ca2780b3f419a Listen on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-sales-tax-people-podcast/id1881711222 Watch on YouTube: https://youtu.be/Vn3O0XqkMo8 📞 Ready to get your sales tax compliance right before it costs you? Schedule your What's Next call today and let our experienced team give you the clarity and confidence you need. ⏱️ Timestamps: 00:00 – Introduction: The correct way to buy inventory tax-free 00:30 – How resale certificates work and why states only want to tax the end consumer 02:05 – Use tax obligations when you pull resale inventory for personal or business use 03:45 – Which jurisdiction gets the use tax: where you are vs. where the item is shipped 04:48 – What constitutes "use"? State-specific deep water (Texas temporary storage provisions) 07:26 – What happens when a vendor refuses to accept your resale certificate 09:35 – Can you credit erroneously paid tax on your state return? (Texas vs. most states) 12:19 – NEVER label reimbursed tax costs as "tax" on customer invoices — here's why 13:54 – When tax becomes your cost of doing business and eats into margins 15:18 – Post-Wayfair reality: Nexus is based on where your customers are, not where you operate 17:47 – California's unique credit line item for tax paid on resale purchases 20:01 – Why the answer is always "it depends on the state" 21:40 – Why resale certificates and exemption claims are low-hanging fruit in audits #SalesTax #SalesTaxCompliance #ResaleCertificate #UseTax #EconomicNexus #Wayfair #SmallBusinessTax #SalesTaxAudit #TaxCompliance #Ecommerce #RetailTax

    24 min

  11. Mar 2

    The Responsible Party Rule: Are All Sales Tax Auditors Snakes?

    Why do states require a Social Security Number when you register for sales tax? It’s one of the most common questions we hear. In this episode, we unpack what’s really behind the “responsible party” requirement, and why it matters more than you might think. As your business grows and your nexus footprint expands, states want to know who is ultimately accountable for collecting and remitting sales tax. That’s where Social Security numbers, ITINs, passports, and other identifying information come into play. Ahh, the joys of being on the hook for remitting sales tax to the state.  In this conversation, we cover: Why states require a Social Security Number (or alternative ID)What it means to be a “responsible party”How economic nexus changed the game post-WayfairWhy registration is required before collecting taxWhat auditors are actually looking forHow to handle audit requests without overexposing your businessThe difference between being friendly and being friends with an auditorWe also talk about the real risk: sales tax never dies. If tax is collected and not remitted, someone will be held accountable. And auditors will make sure of that! Nevertheless, if you're proactive and compliant, your risk is minimal. The key is understanding your responsibility and building the right process from the start. At The Sales Tax People, we believe in real conversations, real expertise, and real support. Because when you understand your role, you can confidently protect your business and focus on growth. Simplify your sales taxes. Protect your business. Start with nexus. Want clarity on your next step? Let’s talk.  Listen on Spotify: https://open.spotify.com/episode/7Muus2Q5EjrPEXR3108pe1?si=03135aa70a344947 Listen on Apple Podacsts: https://podcasts.apple.com/us/podcast/the-sales-tax-people-podcast/id1881711222 Watch on YouTube: https://youtu.be/OkIPH77PAHs

    19 min
  • 11 Episodes

About

Sales tax has been breaking businesses since before the internet existed. The Sales Tax People have been fixing that since 1992. With 35,000+ projects completed, $100.5 million in sales tax saved, and experience across 13,000+ states and jurisdictions, we've seen it all — and we talk about it every week. The Sales Tax People Podcast is your front-row seat to real conversations with the people who live and breathe sales tax. Danny Wright, Jason Parr, and Paul Johnson go roundtable on new legislation, industry know-how, and the kind of stories that only come from three decades in the trenches. Plus, we sit down with business owners and entrepreneurs to hear their journeys — and the moments where getting sales tax right changed everything. No textbooks. No panic. Just the people who've done this 35,000 times, breaking it down for you.

Information

  • Creator
    The Sales Tax People
  • Years Active
    2K
  • Episodes
    11
  • Rating
    Clean
  • Copyright
    © 2026 The Sales Tax People Podcast
  • Show Website
    The Sales Tax People Podcast