The Deep Dive

Frederik Kehler
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Welcome to The Deep Dive, the podcast that unpacks the art and science of B2B sales. Each episode dives deep into proven strategies, powerful frameworks, and actionable insights that help you navigate the complexities of modern sales. Whether you’re closing high-stakes deals, building strong client relationships, or refining your approach, The Deep Dive is your go-to resource for leveling up your sales game. Perfect for sales professionals in SaaS, climate solutions, digital platforms, and beyond — join us to master the skills that drive real results.

  1. 09/17/2025

    Fanatical Prospecting

    In this episode of The Deep Dive we break down Jeb Blount’s Fanatical Prospecting. The book makes a clear case: waiting for inbound leads is a recipe for failure, and disciplined prospecting is the true driver of sales success. We explore the Universal Law of Need, the dangers of the feast or famine cycle, and why time blocking prospecting must be non-negotiable. You will also hear how to apply the 3x3 Rule to keep your pipeline strong and steady. Tune in to learn how consistent prospecting gives you control over your future in sales.

    25 min

  2. 09/10/2025

    The Natural Laws of Selling

    In this episode of The Deep Dive we unpack Daniel Jacobs’ The Natural Laws of Selling. The book argues that old-school, aggressive tactics fall flat in today’s B2B world where complex, trust-driven decisions dominate. We explore principles like the law that force creates resistance and the reality that people buy for their reasons, not yours. True sales professionalism comes from curiosity, empathy, and solving problems not pushing an agenda. Listen in to learn how trust and timeless laws can guide sustainable success in modern sales.

    31 min

  3. 09/03/2025

    Addicted To The Process

    In this episode of The Deep Dive we explore Addicted to the Process by Scott Leese. Too many salespeople tie their self-worth to outcomes they cannot control, like closed deals or slashed budgets, which creates a destructive boom and bust cycle. Leese shows a better path: focus on the controllables. The calls, the emails, the demos, the proposals. By falling in love with the process you build consistency, discipline, and long-term success. Listen in to learn how to measure what matters, celebrate the work, and win by committing to the daily grind.

    34 min

  4. 08/27/2025

    Start with No

    In this episode of The Deep Dive, we challenge everything you thought you knew about negotiation by breaking down Jim Camp's groundbreaking book, Start with No. Forget the pressure to always get to "yes." You'll learn the counterintuitive principles of Camp's "Decision-Based Negotiation," including why you must start with "no," define your mission and purpose from the other side's perspective, and approach every conversation with a "blank slate" free of assumptions. Whether you're in B2B sales, enterprise consulting, or closing a major SaaS deal, this episode will show you how to shed the neediness, ask better questions, and focus on your own behavior to close stronger, more valuable deals.

    25 min

  5. 08/20/2025

    Say It With Charts

    In this episode of The Deep Dive, we unpack Say It with Charts by Gene Zelazny, the timeless guide to communicating complex ideas with clarity and impact through visuals. Whether you're pitching in SaaS, presenting ESG data to enterprise clients, or leading internal strategy meetings, this episode teaches you how to turn numbers into narratives. We explore the do’s and don’ts of charts, how to choose the right visual for your message, and how great storytelling through data can win deals and drive decisions.

    14 min

  6. 07/23/2025

    Persuasion

    In this episode of The Deep Dive, we explore Pre-Suasion by Robert Cialdini, a powerful look at how influence begins before the conversation even starts. You'll learn how to set the stage for agreement, capture attention in the right way, and shape the context that drives decision-making. Whether you're in SaaS sales, consulting, or sustainability, these lessons will help you earn trust and guide outcomes more effectively by mastering the moments that come before the pitch.

    14 min

  7. 07/16/2025

    Mastering The First Minute - Clear Communication That Closes Deals

    In this episode of The Deep Dive, we break down The First Minute by Chris Fenning A game-changing book about how to start business conversations that actually get results. Whether you’re in SaaS, sustainability, or consulting, this episode will teach you how to open every meeting, email, or pitch with clarity, confidence, and direction. We explore Fenning’s simple but powerful framework for structuring your message in three steps: Purpose, Context, and Ask. You'll learn how to stop rambling, hook your audience in seconds, and make every word count—especially in the fast-paced world of B2B sales.

    14 min

  8. 07/09/2025

    The Happy Sales System

    In this episode of The Deep Dive, we explore The Happy Sales System by Sean Dudayev—a refreshing take on sales that ditches high-pressure tactics in favor of calm confidence, clarity, and connection. Designed for salespeople who want to succeed without selling their soul, this system walks you through a process built around empathy, qualification, and trust.

    9 min
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About

Welcome to The Deep Dive, the podcast that unpacks the art and science of B2B sales. Each episode dives deep into proven strategies, powerful frameworks, and actionable insights that help you navigate the complexities of modern sales. Whether you’re closing high-stakes deals, building strong client relationships, or refining your approach, The Deep Dive is your go-to resource for leveling up your sales game. Perfect for sales professionals in SaaS, climate solutions, digital platforms, and beyond — join us to master the skills that drive real results.

Information

  • Creator
    Frederik Kehler
  • Years Active
    2024 - 2025
  • Episodes
    29
  • Rating
    Clean
  • Copyright
    © Frederik Kehler
  • Show Website
    The Deep Dive