Sales Reframed

Ivey Executive Education
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Whether you realize it or not, you’re already selling. Every pitch, negotiation, and tough conversation is sales in disguise. Entrepreneur-turned-educator Eric Janssen takes you inside the minds of elite performers across disciplines to reveal how sales principles drive extraordinary results, even for people who've never held a "sales" role. From surgeons to artists to startup founders, one thing's for sure: You'll never see sales the same way again. Sales Reframed is produced in partnership with Ivey Executive Education. Follow Eric (@ewrjanssen) on LinkedIn or on Instagram. Follow Ivey Executive Education (@iveyexeced) on LinkedIn or on Instagram.

الحلقات

  1. The Resilience Engine: The Hidden Upside of Rejection

    الحلقة ١

    The Resilience Engine: The Hidden Upside of Rejection

    What if the secret to success isn't avoiding failure, but actively seeking it out?  In this debut episode of Sales Reframed, host Eric Janssen takes his students skydiving to prove a point: resilience isn't something you're born with, it's something you build.  Featuring Survivor winner Erika Casupanan, ultra-marathon founder Marc Hodulich, and psychologist Dr. Meg Jay, we explore the four elements that make some people unstoppable—and how your twenties are the perfect time to start building them.

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  2. Unlock Your Hidden Value with Superpowers and Superpassions

    الحلقة ٢

    Unlock Your Hidden Value with Superpowers and Superpassions

    What’s the most important sale you’ll ever make? It’s not a product, or a service — it’s you. When Payton Beckett landed her dream job at MLSE, it wasn’t luck, it was the result of knowing how to sell herself. In this episode, Eric Janssen brings together positioning legend April Dunford, Rob Ironside, Executive Director at League of Innovators (LOI), and Payton to explore the ultimate sales challenge: selling yourself. Together, they unpack how to turn what makes you different into what makes you desirable, and how to communicate that value so clearly that the right opportunities can’t help but say yes.

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  3. How to Turn Cold Calls Into Warmer, More Authentic Connections

    الحلقة ٣

    How to Turn Cold Calls Into Warmer, More Authentic Connections

    Tyler Hilton’s career began with a cold call… just not the kind you’d expect. When the musician and actor phoned a radio station hoping to sing and win free concert tickets, he wasn’t trying to get discovered. But that nerve-wracking call ended up changing everything and launched his career. In this episode of Sales Reframed, host Eric Janssen explores how meaningful relationships and career-defining opportunities often begin long before the first “yes.”

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  4. Why Great Sellers Diagnose First (And How You Can Too)

    الحلقة ٤

    Why Great Sellers Diagnose First (And How You Can Too)

    A diagnosis can change everything… but not just in a hospital. What if the most powerful move in sales isn’t having the perfect pitch, but asking questions that unlock what your customer actually needs? This episode of Sales Reframed opens with a true story from Eric Janssen’s time as a CRO, where a few simple questions helped him avoid partnering with… the Fyre Festival. (Yes, that Fyre Festival.) From there, the conversation moves into a place you might not expect to find sales lessons: the world of medicine.

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  5. The GPS Blueprint: Build a Pitch That Lands

    الحلقة ٥

    The GPS Blueprint: Build a Pitch That Lands

    In 2013, Jamie Siminoff walked into Shark Tank with a product called Doorbot. The numbers were impressive. The opportunity was huge. And the Sharks still said no. A few years later, Doorbot became Ring… and Amazon bought it for $1B.  So what changed? Not the product. The pitch.  It’s a moment every entrepreneur, job-seeker, and seller eventually hits: you can have real value to offer and still lose the room if your message doesn’t land.

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  6. The CALM Framework: How To Handle Objections And Win Commitment

    الحلقة ٦

    The CALM Framework: How To Handle Objections And Win Commitment

    Objections show up everywhere. In investor pitches, enterprise deals, retail partnerships, hiring conversations – any moment where commitment is on the line. Objections often aren’t the moment a deal dies. They’re opportunities to reframe, negotiate, and collaboratively move toward real commitment. In many cases, they’re the moment the conversation actually gets interesting.

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  7. Who Should You Sell To? The Truth About Customer Fit and 'Sales Debt'

    الحلقة ٧

    Who Should You Sell To? The Truth About Customer Fit and 'Sales Debt'

    Most companies don’t struggle because they can’t sell. They struggle because they sell to the wrong customers. When you truly understand your customer, everything gets easier: who to pursue, what to say in your pitch, and when to walk away.  Because most companies don’t starve from lack of opportunity. They drown from lack of focus. And focus starts with knowing exactly who you should be selling to.

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  8. Sell With Story: The Storytelling Systems Great Sellers Use

    الحلقة ٨

    Sell With Story: The Storytelling Systems Great Sellers Use

    In Episode 08 of Sales Reframed, host Eric Janssen breaks down the storytelling systems great sellers use to earn attention, cut through skepticism, and make their message land. You’ll hear from Kellogg Sales Institute Executive Director Craig Wortmann, who built the “Story Matrix” framework that helps individuals organize and draw from stories on demand. From Eric Silverberg and Eli Gladstone, Co-Founders of Speaker Labs, where they teach professionals how to wrap ideas in a story to cut through skepticism and make messages stick. And from Miri Rodriguez, Microsoft alumna, CEO of Empressa.ai, and author of Brand Storytelling, who explains why your origin story may be your most powerful differentiator.

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  9. The Future of Sales: How to Stay Irreplaceable in the Age of AI

    الحلقة ٩

    The Future of Sales: How to Stay Irreplaceable in the Age of AI

    Every technological shift creates two reactions: fear of displacement, or opportunity for differentiation. AI is no different. In this episode, Kyle Norton, CRO of Owner.com, shares what becoming a radically AI-native actually looks like inside a fast-growing revenue team and how automation can eliminate low-value work so humans can focus where judgment matters most. Then you’ll hear from Asad Zaman, CEO of Sales Talent Agency, tackles the career question many are quietly asking: if traditional Sales Development Representative (SDR) and Business Development Representative (BDR) roles compress, how does the next generation of sales professionals build experience and climb the ladder? And finally, bestselling author Daniel Pink reminds us that while AI may change the tools, the core of persuasion still rests on human judgment, resilience, and the ability to truly understand another person.

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  • ٩ حلقة

حول

Whether you realize it or not, you’re already selling. Every pitch, negotiation, and tough conversation is sales in disguise. Entrepreneur-turned-educator Eric Janssen takes you inside the minds of elite performers across disciplines to reveal how sales principles drive extraordinary results, even for people who've never held a "sales" role. From surgeons to artists to startup founders, one thing's for sure: You'll never see sales the same way again. Sales Reframed is produced in partnership with Ivey Executive Education. Follow Eric (@ewrjanssen) on LinkedIn or on Instagram. Follow Ivey Executive Education (@iveyexeced) on LinkedIn or on Instagram.

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    Ivey Executive Education
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    © 2026 Ivey Executive Education

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