Drink Coffee, Make Friends (That's What Salespeople Do)

Thom Coats
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Level up your sales game with our podcast! Join us for engaging discussions on sales techniques, interviews with industry leaders, and updates from Middle Tennessee State University's Center for Professional Selling. Tune in each week to learn from experienced hosts and guests, and be part of our vibrant sales community, Subscribe now on major platforms!

  1. 29 СЕНТ.

    Why Product Demos Matter More Than Ever

    In a world full of options, prospects aren’t just looking for features—they’re looking for solutions. That’s why a well-executed product demo isn’t just a sales tool; it’s a moment of clarity. A great demo helps the prospect ·         Visualize how the product fits into their workflow ·         Understand how it solves a specific pain point ·         See the path from problem to solution—from goal to achievement It’s not about showing off every bell and whistle. It’s about telling a story where the prospect is the hero—and your product is the guide. I’ve seen this firsthand. When I sold Oce Engineering equipment, I’d open the machine and show how the paper fed straight through—unlike other models where it zigzagged. That simple visual made a huge impact. Fewer paper jams meant less downtime, especially when dealing with 40" wide rolls. That demo didn’t just show a feature—it solved a real problem. Later, selling software solutions for a Microsoft VAR, I’d grab a whiteboard and sketch out the flow of the solution. Seeing the process laid out helped prospects connect the dots. It wasn’t just about the software—it was about how it fit into their world. If you’re in sales, product, or customer success, remember: the best demos don’t just inform—they inspire action. What’s your favorite demo tip or story? Let’s share and learn from each other. #SalesTips #ProductDemo #CustomerSuccess #StorytellingInSales #B2BMarketing

    15 мин.

  2. 11 СЕНТ.

    Meet Our Partners - Novatech

    Meet Lief Andresen, Market Leader with Novatech. Novatech is a wonderful partner who sponsors the Novatech Sales Competition for the Advanced Selling class.

    6 мин.

  3. 8 СЕНТ.

    Meet Our Partners - Brad O'Neil

    Partner interview with Brad O'Neil

    4 мин.

  4. 3 СЕНТ.

    Fall Drink Coffee, Make Friends '25 Podcast Series!

    Welcome Back to Business, Fall Drink Coffee, Make Friends '25Podcast Series! Get ready for a season packed with energy, insight, andinnovation—straight from the heart of MTSU! We’re beyond excited to launch another round ofconversations that connect classroom learning with real-world experience. Thisfall, we’re bringing you 13 dynamic episodes co-hosted by ThomCoats, Director of the Center for Professional Selling and the one andonly Mark Roberts, the unmistakable voice of MTSU and Director ofthe Dale Carnegie program. Mark’s passion for professional development andstudent success makes every episode a must-listen. But that’s just the beginning. This season, we’re shaking things up with threebrand-new formats designed to bring you even closer to the action: Corporate Partner InterviewsHear directly from our visiting industry leaders about what’s happening in thefield, what skills they value most, and how students can stand out in today’scompetitive landscape. On-the-Street Style InterviewsWe’re going live from our events to capture spontaneous, unscriptedconversations with students and partners. You’ll hear what’s being learned,shared, and discovered—in real time. Graduating Student SpotlightsHosted by Macee Vincent, you’ll meet the next generation of sales professionals.These episodes dive into their journeys, lessons learned, and what they’reexcited about as they step into the professional world. Whether you're a student, educator, industry partner, orlifelong learner, this series is built to inform, inspire, and connect.It’s more than a podcast—it’s a front-row seat to the future of saleseducation. Subscribe, share, and let us know which episode you're mostexcited to hear! #MTSU #Fall25 #PodcastSeries #SalesProfession #DaleCarnegie#ProfessionalDevelopment #StudentVoices #CorporatePartners #NextGenSales#RealWorldLearning

    15 мин.

  5. 30.10.2024

    Student-Athletes and Sales

    The sound is off; I didn't have Mark with me, and he's the tech guy. In this episode we chat about why athletes make great salespeople and why sometimes they don't

    41 мин.

  6. 23.10.2024

    Should You Drink at Business Events? Here’s What to Consider

    Should You Drink at Business Events? Here’s What to Consider When attending business events, the decision to drink (or not) can impact how you're perceived and perform. Here are the top three reasons to drink at business events, the top three reasons to abstain, and three tips to ensure you maintain a professional image if you do decide to have a drink. Understanding the pros and cons can help you make the right call for your career.

    18 мин.

  7. 16.10.2024

    From Leads to Referrals: Sales Success Blueprint

    "From Leads to Referrals: Sales Success Blueprint" dives deep into the critical differences between leads and referrals, offering actionable strategies to boost your sales success. Whether you're a sales professional looking to enhance your lead generation techniques or a business owner aiming to convert leads into valuable referrals, this podcast covers it all. Tune in to discover proven methods for building stronger client relationships, mastering sales funnels, and creating a referral-based sales pipeline that drives consistent growth. Ideal for anyone in sales, marketing, or business development.

    15 мин.

  8. 09.10.2024

    Mastering LinkedIn: Using AI and Tech Tools to Become a Center of Influence

    Take back your day from tech and use it to do more.

    18 мин.
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Level up your sales game with our podcast! Join us for engaging discussions on sales techniques, interviews with industry leaders, and updates from Middle Tennessee State University's Center for Professional Selling. Tune in each week to learn from experienced hosts and guests, and be part of our vibrant sales community, Subscribe now on major platforms!

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