Sales Unfiltered a Foxglove Fastcast

Foxglove
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SalesUnfiltered is a fastcast by Foxglove, trusted sales advisors to B2B startups and scaleups. We’ve led and coached sales teams from seed stage to global scale and in this series, we’re sharing the plays that actually work. We wish someone shared these with us earlier in our careers - we hope it helps! Hosted by Stacey Sivak and Or Nussbächer, each short episode breaks down real tactics in pricing, discovery, qualification, objection handling, and more.

Episodes

  1. 10/16/2025

    Managing Up on Strategic Deals

    Everybody wants in on the BIG Deal, especially management. And while it can feel like too many cooks in the kitchen, shared ownership done right actually reduces stress. It builds trust, surfaces risks early, and gives you the best shot at maximizing the opportunity. The trick is to take control and manage up so you are spending less time internally vs working on making the deal happen with your client.

    2 min

  2. 09/29/2025

    Sales Unfiltered Fastcast: Episode 5 - Objection Handling

    How sales people handle objections greatly influences if they win or lose. In this power-packed fastcast, Stacey and Or break down how to spot the *real* objection, respond with confidence, and move the deal forward without sounding salesy. What you’ll learn: - The difference between spoken vs. silent objections (and how to surface the silent ones) - A simple flow to clarify, validate, and resolve pushback - Language that keeps authority + warmth so you’re firm, not defensive Try this today: - Write down your top 5 recurring objections and the *question* you’ll ask to clarify each. - Practice your follow-up: “Totally fair, can you say more about that? Why is that?"

    6 min

  3. 09/22/2025

    Win the room in 5 minutes!

    💥 If getting the meeting was hard, earning their attention is harder. 💥 Before they even join, buyers are asking: Why should we listen to you? The first five minutes make or break it. Take a note from the storytellers we all love. Comedians open with a great joke. Bands open with a hit. TV shows use a cold open so you don’t change the channel. Your meeting needs the same discipline. In this Sales Unfiltered episode, Or Nussbächer (Ran) and I show how to earn attention fast and set up better outcomes (faster decisions, higher win rates). Why the first five matter: They set the frame. Credibility is judged fast, attention peaks early, and overload loses the room. 💫 Lead with a clear, specific outcome or challenge that speaks to their pain and makes them want to hear what’s next.

    5 min

  4. 09/15/2025

    Sales Unfiltered Fastcast: Espisode 3- Game Face

    People only remember ~10% of a presentation. Let’s 10× that!💫 Make it relevant. Tell a tight story. What you say matters and how you say it matters just as much.👉 That’s a high bar: be the expert, be engaging, and keep them awake through a topic that may be more sleep-inducing than melatonin. No wonder we get nervous before a pitch. 😱 In this episode of Sales Unfiltered "Game Face", Or Nussbächer and Stacey Sivak share a few simple moves that help us land the message and keep our cool when it counts. 😎 👍 If this episode helps, like it and subscribe for more unfiltered sales tactics.📤 Share it with your team:Drop this into Slack: “Worth 5 minutes before your next pitch: Make a great impression”

    5 min

  5. 09/08/2025

    Tips for Negotiating Price

    We are ALL in sales and even if you don’t carry a quota, you sell or persuade. Your ideas. Your work. Your time. We hope these pricing tips will help you. In this episode of Sales Unfiltered, Stacey and Or break down five field-tested rules for running the pricing stage with confidence.What you’ll learn (fast):- Keep pricing simple (so buyers actually say yes)- Justify your assumptions & scope (and make them bulletproof)- Frame price in terms of value (outcomes vs line items)- Don’t discount - cope by adjusting scope instead- Deliver pricing with clarity and confidenceWho it’s for: AEs, founders, SEs, CSMs, RevOps AND anyone who ever has to talk about money with a customer.Try these in your next call:“Here’s the investment to achieve the outcomes we aligned on.”“If we need to hit that budget, we can reduce scope, here are the trade-offs.”“To keep this simple, I recommend the following path: best fit for value and speed.”👍 If this episode helps, like it and subscribe for more unfiltered sales tactics.📤 Share it with your team:Drop this into Slack: “Worth 20 minutes: Five pricing rules that make deals cleaner and faster.”

    6 min

  6. 09/02/2025

    Sales Unfiltered Fastcast: Espisode 1 - Lead Qualification

    Stop chasing “ghosts.” Start qualifying like a pro.In this fast, practical episode of the Sales Unfiltered Fastcast, Stacey and Or break down why reps pursue unqualified leads and exactly how to fix it. You’ll learn: - The 3 traps: optimism bias, busy work, commitment bias - How to use your ICP to filter fast - Qualifying the company vs. the buyer - you need both - Proving real pain - not “nice to have” - Budget & stakes: aligning value, not just price - Compelling events that drive urgency - and how to test them - Polite, confident ways to disqualify early Copy-and-use checklist - 5 questions: - Company fit ICP match? - Power: is the buyer a true mobilizer? - Pain: clear business problem + impact? - Priority: compelling event and timeline? - Budget alignment: value vs cost, path to funds? Qualifying prompts to try: - “What happens if this waits a quarter?” - “Who else would veto this and why?” - “What metric moves if we solve this?” - “What’s been tried already and what changed?” - “How will you justify this internally?”

    6 min
  • 6 Episodes

About

SalesUnfiltered is a fastcast by Foxglove, trusted sales advisors to B2B startups and scaleups. We’ve led and coached sales teams from seed stage to global scale and in this series, we’re sharing the plays that actually work. We wish someone shared these with us earlier in our careers - we hope it helps! Hosted by Stacey Sivak and Or Nussbächer, each short episode breaks down real tactics in pricing, discovery, qualification, objection handling, and more.

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