Sell By Being Human

Alex Smith
  • 5.0 (17)
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This is where human connection and sales meet. You may be someone whose success depends on influence, negotiation, and your ability to create change, but you may reject aggressive sales tactics. Maybe you feel stuck in corporate "autopilot," knowing your best asset is your genuine personality, but you struggle to use it to get what you want. Then this channel is for you. It will teach you how to close the gap between wanting to be ethical and feeling pressured to sell aggressively. You’ll also learn actionable strategies for translating emotional intelligence into high-trust results. Join Alex and top guests, including NY Times bestsellers, keynote speakers, and global founders, as they prove that being truly human is the ultimate sales advantage.

  1. Why Professionalism Is Ruining Your Sales

    APR 22

    Why Professionalism Is Ruining Your Sales

    In sales, they always say: stay professional and never rock the boat, right? But think about it. Who do buyers actually remember? The professional who checks all the boxes or the real human with smiles, energy, and personality? In this episode of Sell by Being Human, host Alex Smith sits down with April Palmer, Account Executive at Duckbill, adjunct professor at VCU, and self-described "hot mess boss," to explore why showing up as your authentic self is not just good for your soul, it is good for sales. April's path started in unexpected places. From selling mistletoe door to door as a kid to closing multi-million dollar enterprise deals, she has learned that the real secret to sales is not better scripts or sharper rebuttals. It is genuine human connection. With 20,000 "weirdos" following her late-night LinkedIn chaos, April has proof that people buy from real people, not robots or talking heads. In this conversation, you will hear why she tells prospects not to buy from her, how a ruptured Achilles led to 12 job offers, and why the platinum rule beats the golden rule every time. She also shares her dad's most annoying and effective question, what hula hoops and cheesecake taught her about prospecting, and why showing up looking like a "cotton candy machine that turned into a human" is actually a calculated strategy. If you have ever felt pressure to dim your personality at work, wondered if you could be "too much" for corporate America, or suspected that vanilla ice cream is not your flavor, this conversation offers a different way forward. Key Takeaways Why "professionalism" is often just fear in beige clothingHow being authentically you attracts the right buyers and repels the wrong onesThe platinum rule: Treat others the way they want to be treatedWhy "help me understand" is the most powerful phrase in salesHow to know when to tell a prospect not to buy from youThe importance of systems and transparency in building trustWhy calculated risks (like wearing a hot pink suit to a tech conference) pay offHow being vulnerable creates safety for buyers to open upThe art of connecting people and why introductions reveal how you really feel In This Episode: [00:00] Introduction to April Palmer [01:29] April's legendary outreach email [04:34] What "sell by being human" means to April [05:26] Why rebuttals give her the "ick" [07:58] The platinum rule vs. the golden rule [08:56] Growing up in the Bible Belt without TV [11:06] The seven-layer man: April's dad and the art of asking why [14:33] "Help me understand" and the power of shutting up [16:43] Professionalism is fear masquerading as beige [19:21] Being pistachio in a sea of vanilla [23:28] Surfing as a metaphor for life and sales [24:48] Posting about sexual assault and the connections it created [26:48] Getting fired while injured and the 12 offers that followed [29:45] Transparency in the sales process: Project plans and aligned expectations [32:28] Why April tells people not to buy from her [34:00] Hula hoops, cheesecake, and standing out [37:30] Fear in sales: Disappointing clients and handing off deals [42:43] Chaos with a purpose: The strategy behind the unhinged [47:37] How being yourself invites buyers to drop their armor [49:33] The story that's so April: How introductions reveal everything [52:53] Where to find April Notable Quotes [05:11] “When I hear sales tactics from someone else, I get the ick so hard that even if I love the thing, I hesitate to buy from them.” — April[06:17] “ If you’re super curious about someone’s needs, you don’t have to have a rebuttal; you just figure out if you’re the right solution for them.”— April[08:18] ” I go by the platinum rule: treat others the way they want to be treated.— April[11:44] ” I learned it’s okay to keep asking questions until you figure out what’s actually behind what people are asking you to do.”— April[18:20] ” In a sea of vanilla ice cream, people on LinkedIn be pistachio.”[21:40] “People come to me and buy from me because they love the energy I bring and know I’ll tell them the truth.” — April[28:50] “ I don’t want to sell you a lie about who I am. I could convince you I’m somebody else, but wouldn’t that be a horrible bait and switch?” — April[38:32] “I have a lot of anxiety around not providing the sales experience I want to give to other people.” — April[40:20] ”What happens if I build this level of trust and then I hand it over to a team and they don’t care about the customer as much as I do? That keeps me up at night.”— April Our Guest April Palmer is an Account Executive at Duckbill, where she helps companies fix their AWS bills by making them "smaller and less horrifying." She is also an adjunct professor at VCU, teaching students how to network and land jobs. With a career spanning founder roles, VP of Sales positions, and enterprise sales, April has made a name for herself by showing up exactly as she is in hot pink suits, bedazzled boots, and unfiltered honesty. She believes in making revenue strategy feel like a group chat gone slightly off the rails, teaching business like it is 2 AM and everyone is a little loopy. Find her on LinkedIn as "Hot Mess Boss," where 20,000 weirdos follow her late-night chaos. Resources and LinksSell by Being Human Link April Palmer LinkedInInstagramDuckbill Alex Smith WebsiteLinkedIn

    49 min
  2. Why Great Salespeople Focus on Decisions, Not Deals

    APR 8

    Why Great Salespeople Focus on Decisions, Not Deals

    When was the last time a salesperson helped you make a truly confident decision? In this episode of the Sell by Being Human podcast, Alex Smith sits down with Mark Kosoglow, Chief Revenue Officer at Deutsche Bank and former CRO at Catalyst Software, to talk about what selling actually looks like when you strip away the scripts. From selling shoes as a teenager to helping scale Outreach to $250M, Mark’s journey is anything but typical, but his core idea has stayed the same: great salespeople help others make confident decisions. They get into what that looks like in practice. Mark shares why letting passion lead often creates better conversations than trying to sound polished, how his early experience with consultative selling shaped the way he works today, and why honesty and vulnerability matter more than most people think, especially when you’re asking teams or customers to embrace change. They also dive into storytelling, the role of metaphors in making ideas stick, and the problems that come from unclear expectations. Throughout the conversation, Mark makes a strong case for being yourself, not as a slogan, but as a real advantage in both sales and leadership. If you’ve ever felt like selling forces you to be someone you’re not, this episode will change how you approach every conversation. Key Takeaways Help people make confident decisions, not just hit numbersLet passion show instead of hiding behind professionalismTreat “no” as a step that moves you closer to yesFocus on understanding the problem before offering solutionsBuild trust by being transparent about intentions and mistakesGive direction, but avoid control to unlock creativityAct, learn, and adjust instead of over-planningPrioritize clarity and ask questions instead of assuming In This Episode: [00:00] Mark’s core motivation for selling [01:00] Welcome & introduction to Mark Kosoglow[02:05] Dan Pink’s To Sell Is Human and personal connections[05:05] What “sell by being human” means to Mark[06:03] Helping people make confident decisions (the 2-out-of-3 rule)[08:15] Early days: Selling shoes at The Athlete’s Foot & learning consultative selling[11:45] Telemarketing lessons and embracing “no”[14:21] Leading through change and the weight of asking people to shift how they work[16:05] Balancing control with freedom and creativity[18:46] Admitting failures and iterating quickly (self-sourcing example)[22:28] Revenue Kickoff reflections and the power of in-person connection[25:32] Using metaphors and storytelling (the Boeing story)[29:38] What Mark looks for in a CEO/leader above him[33:29] Clear communication and avoiding misinterpretation[36:08] Lessons for his kids[39:06] Signature question: What makes Mark totally Mark?[40:36] Where to find Mark[40:59] Closing Notable Quotes [05:11] “Let your passion overcome your professionalism.” — Mark Kosoglow[05:55] “My personal motivation and the motivation I like my sales teams to have is to help people make confident decisions.” — Mark Kosoglow[10:32] “People love learning about their problem enough to understand why you’re suggesting a solution, and then they’re super confident in making the decision of that solution.” — Mark Kosoglow[12:27] “The faster they say no, the more I can move on to the next call that could say yes.” — Mark Kosoglow[36:42] “Who you are is who you are, and it’s probably pretty awesome” — Mark Kosoglow[24:27] “ I just really want to have fun and I want to work hard and I want to kick ass and win. And I don’t think that I have to be an a*****e to do that.” — Mark Kosoglow[36:54] “Work ethic is like a trump card for success.” — Mark Kosoglow[38:22] “Expectations are the number one thing that kill parent-child relationships.” — Mark Kosoglow Our Guest Mark Kosoglow is Chief Revenue Officer at Deutsche Bank and a seasoned sales leader with decades of experience scaling revenue organizations. Previously, as CRO at Outreach, he helped scale the company to $250 million in revenue. Mark's career began at a shoe store called The Athlete's Foot, where he learned consultative selling at 16 years old, a philosophy that has shaped his leadership style ever since. Known for his storytelling, metaphors, and unconventional communication style, Mark believes that great sales leadership comes down to trust, transparency, and helping people make confident decisions. Resources and LinksSell by Being Human Link Mark Kosoglow LinkedIn Alex Smith WebsiteLinkedIn

    39 min
  3. Selling Without Scripts, Pressure, or Manipulation

    MAR 25

    Selling Without Scripts, Pressure, or Manipulation

    Did you know the idea of closing might be the single worst thing to ever happen to sales? In this episode of Sell by Being Human, host Alex Smith sits down with Steve Heroux, founder of The Sales Collective, author of The Sales Contrarian, and former #1 Cutco salesperson in the country, to dismantle everything you thought you knew about selling. Steve’s journey started exactly where you might expect. He was a quiet kid who didn’t speak for the first 17 years of his life, needed to buy $1,600 worth of textbooks, and took the only job that would hire him, selling knives door to door. What happened next defied every sales script, every closing technique, and every “proven methodology” his training threw at him. With raw honesty and zero filter, think Larry David in the sales world, Steve explains why the desperate need to be liked is killing your deals, why assessments matter more than tactics, and how he went from ripping up his training script on his first demo to becoming the national sales leader, all by treating people like humans. You’ll also hear about his Million Veteran Mission, why Bob Ross is a better sales teacher than any guru, and the one mindset shift that separates the top 14% of performers from everyone else. If you’ve ever felt icky about sales, struggled with pricing conversations, or wondered why the “proven techniques” don’t feel right, this conversation is your permission slip to do it differently. Key Takeaways Why “closing” is unnecessary when selling is done wellHow detachment from outcomes improves trust and resultsThe real reason most sales scripts failWhy the need to be liked is one of the biggest sales blockersHow authenticity outperforms pressure and persuasionWhy sales training without self-awareness doesn’t workThe difference between selling hope and creating changeWhy mastery in sales is a long-term practice, not a quick fix In This Episode: [00:00] Why “closing” is the worst thing in sales [00:46] Meet Steve Heroux [02:46] What "Sell by Being Human" means to Steve [04:53] Steve’s view of success in sales then vs now [08:11] The first demo that changed everything [09:28] Why Steve ripped up the script and never looked back [11:45] Simple themes: Authenticity, detachment, and loving what you sell [13:22] Shohei Ohtani and the power of process over outcomes [15:22] Teachers who shaped Steve's approach [16:09] What Bob Ross teaches us about sales [18:54] Sales Collective Today [19:34] Always Be Connecting: The new ABCs [20:14] Why frameworks fail without mindset [21:08] Discovering Sales DNA and the will to sell [23:06] The will to sell and the need to be liked [27:35] Fear of Failure Is Really Fear of Judgment (Daniel Pink Story) [30:33] The "hope dealers" and why quick fixes don't work [33:56] Why Steve doesn't prospect (and what he does instead) [34:57] The Million Veteran Mission [37:29] Legacy, impact, and what really matters [39:08] Why human-centered sales training is rare [43:17] Steve's Larry David moments [45:05] Where to find Steve Notable Quotes [00:00] “The single worst thing to ever happen to humanity is closing.” — Steve[03:08] “ There's a reason, right, that salespeople are hated. There's a reason that salespeople don't even want to call themselves what their vocation is.”— Steve[04:01] ”The three least trusted professions on the planet: Salesperson, Politician, Attorney.— Steve[07:39] ”Success to me was like someone actually another human talking to me.”— Steve[09:06] “If you do a good job, people will ask you what the next step is.” — Steve[12:23] “You have to detach from outcomes or you’ll never be satisfied.” — Steve[16:05] “ It's not what you teach, it's how you teach.” — Steve[17:52] “There are no bad students, only bad teachers.” — Steve[23:16] “The need to be liked will destroy your ability to sell.” — Steve[27:10] ” The second you stop giving a crap what strangers think about you, that's when you'll start to live.”— Steve Our Guest Steve Heroux is the founder of The Sales Collective, author of The Sales Contrarian, and a sales leader who spent 14 years at Aflac after starting his career as the #1 Cutco salesperson in the country. He's on a mission to elevate the sales profession through authenticity, human connection, and evidence-based assessment. His Million Veteran Mission aims to train one million veterans in sales for free. Resources and LinksSell by Being Human Link Steve Heroux The Sales CollectiveLinkedInMillion Veteran MissionBook: The Sales Contrarian Alex Smith WebsiteLinkedIn

    42 min
  4. The Psychology Behind Heart-Led Sales

    MAR 11

    The Psychology Behind Heart-Led Sales

    What if I told you you’re struggling in sales because you’ve been approaching it the wrong way? In this episode of the Sell by Being Human podcast, Alex Smith sits down with sales coach and entrepreneur Natasha Hemmingway to flip the script on everything you think you know about selling. Her message is simple but powerful. Sales is serving. And hustle? It might actually be pushing your dream clients away. Natasha shares how growing up with a servant leader mom shaped her philosophy of heart over hustle, and why mindset, not strategy, is usually what holds entrepreneurs back. They unpack fear of rejection, fear of pricing too high, burnout, and the sneaky subconscious patterns that sabotage growth. You’ll also hear her practical fear-to-faith framework, why most entrepreneurs are undercharging, and how being crystal clear in conversations builds trust fast. If you want to grow your business without feeling pushy, awkward, or salesy, this conversation will change how you show up and how you close. Key Takeaways Why hustle energy can secretly sabotage your sales The “Fear to Faith” cycle that breaks limiting beliefs How your subconscious affects pricing, confidence, and closing Why most entrepreneurs are undercharging The truth about “not all money being good money” How to qualify clients with clarity and integrity Why connection always beats persuasion In This Episode: [00:00] Introduction & guest welcome[01:04] Personal connection & authenticity in sales[03:17] Natasha’s take on Sell by Being Human[05:06] Mindset and self-relationship in sales[06:14] Role models: Servant leadership & early influences[09:14] Sales beyond traditional roles[11:01] Defining hustle (and why it backfires)[13:31] Balancing hustle and heart: Client challenges[14:35] Strategy vs. mindset in sales success[18:38] Practicing what you preach: Natasha’s own journey[19:41] Faith, surrender, and decision-making[21:13] Qualifying clients & setting boundaries[22:03] Authenticity and invitation in sales calls[26:13] Sales as a universal skill[27:12] Sales in family & daily life[29:43] Mindset, fear, and the subconscious[30:20] Breaking through fear: The fear-to-faith cycle[36:13] Pricing, value, and worth in sales[38:06] What makes Natasha... Natasha[40:10] Family support & self-care[42:02] Where to find Natasha[42:19] Closing & gratitude Notable Quotes [01:49] "At the end of the day, we aren't what we do; we are who we are" — Natasha[03:24] “Selling with heart, not hustle, is selling by being human." — Natasha[03:48] "I always say sales equals serving; you are serving a person." — Natasha[12:01] "Hustle can lead to burnout, and hustle can actually push people away from you." — Natasha[34:12] "If you don’t ask, you don’t know, and if somebody says no, what do you lose? Nothing." — Natasha[36:36] "General rule of thumb for most entrepreneurs: you are not charging enough. Period." — Natasha[39:09] “No matter the time or day, I’m always going to be there; I show up for people.” — Natasha Our Guest Natasha Hemmingway is a sales coach, consultant, and pricing profitability expert helping entrepreneurs and corporate sales teams grow revenue without sacrificing authenticity. Her philosophy Heart, Not Hustle empowers professionals to sell with integrity, confidence, and sustainable strategy.

    44 min
  5. Connecting with Impact - Amos Balongo, Keyote Speaker, Author

    FEB 18

    Connecting with Impact - Amos Balongo, Keyote Speaker, Author

    Summary: Today I bring on executive communications coach Amos Balongo, who shares insights on the importance of human connection in sales. I'm always interested when people come from completely different cultures to sell themselves and what they do. They are corced to learn how to see people as individuals and Amos will share how to do that in your own life. It seems unlikely that a boy from Africa that knew no English could go on to being a successful keynote speaker and executive consultant but Amos will explain how he used sales and human connection to do it. Amos discusses his journey from Africa to becoming a keynote speaker, emphasizing the need for authenticity, understanding audience needs, and the power of storytelling.He highlights the significance of personal growth, the impact of philanthropy, and the necessity of building trust with clients. The conversation concludes with a rethinking of sales as a service rather than a transaction, encouraging listeners to focus on improving others' lives. Key Moments: 02:13 The Essence of Selling by Being Human 06:00 Amos's Journey: From Africa to Keynote Speaker 11:50 Understanding People: The Key to Connection 17:50 The Art of Speaking: Motivating and Inspiring Audiences 23:48 Storytelling as a Tool for Connection 29:44 Finding the Right Fit: Coaching and Client Relationships 35:19 Disruption and Growth: Personal Development Insights 38:29 Final Thoughts on Sales and Human Connection Connect with Amos LinkedIN Connect with Us! LinkedIN:Website:

    43 min
  6. The Art of "Wellbeing Sale" - Marc MacDougall, Product Designer, Clarity First Consulting

    FEB 4

    The Art of "Wellbeing Sale" - Marc MacDougall, Product Designer, Clarity First Consulting

    Summary: This episode I speak with Mark McDougall, a web designer and developer, about the importance of human connection in sales as a product designer. In Mark's line of work. he has to connect to business owners, marketers, and entrepeneurs on ways to make their websites more effective. Notice I didn't say, he has to tell people their baby looks ugly? We talk about how empathy and understanding client needs are crucial for successful selling, especially for solopreneurs. He shares tips on how he consults with people to understand their motivations for their websites. Mark shares his journey from corporate life to freelancing, emphasizing the lessons learned through experience. The conversation also covers effective cold emailing strategies, the significance of crafting engaging subject lines, and the value of vulnerability in sales interactions. You'll also learn Mark's funny but logical metaphor on how strawberries apply to understanding concepts of value. Mark provides insights into managing sales conversations and offers advice for those starting their own businesses, highlighting the need to embrace the unique aspects of one's personality in the sales process. Takeaways Empathy is essential for effective selling. Understanding client motivations leads to better sales outcomes. Cultural background can influence sales techniques. Trial and error is a key part of learning sales. Cold emailing should focus on genuine interest in the recipient. Crafting personalized subject lines increases email open rates. Building rapport is crucial in sales conversations. Vulnerability can foster deeper connections with clients. Sales is about mutual value exchange, not just transactions. Being comfortable with awkwardness can enhance sales interactions. Key Moments: 00:00 Introduction to Human-Centric Selling 02:58 The Importance of Empathy in Sales 06:09 Cultural Shifts and Personal Background 09:00 Lessons from Corporate Experience 11:59 The Shift to Solopreneurship 15:10 Understanding Client Needs 17:41 Cold Email Strategies 21:00 Crafting Engaging Subject Lines 24:08 Creating a Human Connection 26:59 Managing Sales Conversations 29:54 Being Vulnerable in Sales 32:51 Advice for Solopreneurs 35:55 Embracing the Weirdness in Sales 38:38 Conclusion and Resources Connect with Marc, and learn about strawberries and value LinkedINWhy selling is like strawberries Connect with Us! LinkedIN:Website:

    43 min
  7. Effortless Experiences: Redefining Customer Loyalty - Rich DeLisi, Author, Lead Research Analyst - Glia

    JAN 7

    Effortless Experiences: Redefining Customer Loyalty - Rich DeLisi, Author, Lead Research Analyst - Glia

    Summary: I'm kicking off 2026 with a conversation with Rick DeLisi, a thought leader in customer service and AI. Rick co-authored "Digital Customer Service: Transforming Customer Experience for An On-Screen World and is a leading researcher on providing world class customer experiences. If you have ever had to contact any company for a customer service issue - you know what it feels like to get poor customer service versus good customer service. The problem is that most if not all of those companies you've worked with will call themselves "customer centric". This conversation explores what it means to sell customer service through the lens of being human. We explore the evolving landscape of customer interactions, emphasizing the importance of human connection, the psychology behind customer loyalty, and the role of AI in creating effortless experiences. Rick shares insights from his research, highlighting the need for companies to understand their customers' emotions and the significance of reducing effort in service interactions. We also delve into the balance between efficiency and empathy, the future of customer service, and practical examples of how companies can enhance their customer experience. If you want to understand the pysychology of a customer at a deep level, this episode is for you! Sound bites "People don't mind being wowed." "You don't need a person for that." "It's about knowing which is which." Key Moments: 00:00 Introduction to Human Connection in Sales 03:03 The Psychology of Customer Interactions 05:50 Understanding Customer Loyalty and Experience 09:13 Effortless Customer Service: The Key to Loyalty 11:54 The Role of AI in Customer Interactions 15:02 Seamless Transitions Between Digital and Human Support 18:00 The Importance of Context in Customer Service 20:56 Surprising Insights from Customer Research 25:17 Harnessing AI for Enhanced Customer Interactions 28:34 The Future of Customer Service: A 2026 Vision 30:52 Balancing Efficiency and Empathy in Customer Service 35:58 Real-Life Customer Experience: Lessons Learned 41:48 Understanding Customer Needs: The Key to Retention Connect with Rick LinkedIN Connect with Us! LinkedIN:Website:

    48 min
  8. Learning A Wealth About Connection By Throwing Cocktail Parties - Eric Melchor, Channel Marketing Manager, founder Bucharest Cocktail Parties

    11/05/2025

    Learning A Wealth About Connection By Throwing Cocktail Parties - Eric Melchor, Channel Marketing Manager, founder Bucharest Cocktail Parties

    Summary: What can you learn about sales and connections from a guy on a mission to connect housands of people via cocktail parties? Today I bring on Eric Melchor, a channel manager at Honeywell, and a Texan at heart living in Bucharest. Those two things may not go together but Eric followed his wife to Europe and he's connected hundreds of people over conversations at local cocktail parties. We explore the significance of human connection in sales, the power of storytelling, and the importance of authenticity in building trust. Eric shares his unique approach to networking through cocktail parties, emphasizing the value of personal connections over traditional networking methods. The conversation highlights the role of icebreakers in fostering meaningful conversations and offers practical strategies for engaging with others, both online and in person. I'm a big believer in people buying into the human side of you and Eric gives you tools to do this yourself through the way he connects one time guests. Key Moments: 00:00 Introduction to Human Connection in Sales 03:08 The Power of Storytelling in Sales 06:06 Personal Background and Influences 08:59 Creating Comfortable Environments for Connection 11:59 The Cocktail Party Concept 15:07 Unexpected Outcomes from Networking Events 18:01 Building Relationships Beyond Job Titles 21:02 Curating Connections for Events 23:47 Practical Tips for Strengthening Connections 27:09 Conclusion and Final Thoughts Connect with Eric LinkedINHeading to Bucharest? Reach out to Eric for a Cocktail Party Connect with Us! LinkedIN: Website:

    29 min
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About

This is where human connection and sales meet. You may be someone whose success depends on influence, negotiation, and your ability to create change, but you may reject aggressive sales tactics. Maybe you feel stuck in corporate "autopilot," knowing your best asset is your genuine personality, but you struggle to use it to get what you want. Then this channel is for you. It will teach you how to close the gap between wanting to be ethical and feeling pressured to sell aggressively. You’ll also learn actionable strategies for translating emotional intelligence into high-trust results. Join Alex and top guests, including NY Times bestsellers, keynote speakers, and global founders, as they prove that being truly human is the ultimate sales advantage.

Information

  • Creator
    Alex Smith
  • Years Active
    2020 - 2026
  • Episodes
    158
  • Rating
    Explicit
  • Copyright
    © Copyright 2026 Alex Smith
  • Show Website
    Sell By Being Human

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