Most sales teams obsess over motivation—better offers, bigger discounts, flashier pitches. But consumer psychologist Matt Sucha reveals the real problem: hidden psychological barriers.

When a European bank offered free travel insurance, uptake was nearly zero. Why? Customers feared hidden charges and questioned legitimacy. Once these specific concerns were addressed, conversions soared 167%.

The lesson? Stop pushing harder. Start removing friction.
Sucha’s research shows 90-95% of decisions happen subconsciously. A telecom company proved this by reframing one question—instead of “Which accessories do you want?” they asked “Which ones don’t you want?” Sales jumped 32%.

His SURF method teaches you to surface barriers, understand subconscious drivers, reframe choices, and focus messaging. Get his book The Hidden Yes risk-free at The Hidden Yes .

Visit us on Apple Podcast. You can also find SalesPOP! On all major podcast stations.

Rebel Health Alliance founder John Goldman joins the podcast to challenge everything we accept about getting older. His personal transformation—from exhausted and declining in his 40s to thriving through data-driven care—sparked a mission to revolutionize healthcare access.

The traditional system is broken. Fragmented specialists, rushed appointments, and insurance barriers leave most people settling for suboptimal health. Goldman discovered that comprehensive testing combined with coordinated expert teams created breakthrough results—but this concierge model remained out of reach for average people.

Enter the solution: virtual platforms connecting patients with multidisciplinary teams. AI handles administrative work while preserving crucial human relationships. Telehealth enables frequent touchpoints. Advanced diagnostics inform personalized plans.

This episode unpacks how technology is democratizing elite-level health optimization. Discover why genetic testing, body composition analysis, and team-based care aren’t luxuries anymore—they’re the future of proactive wellness.

Visit us on Apple Podcast. You can also find SalesPOP! On all major podcast stations.

Most consulting engagements end the same way: a polished deliverable, a final invoice, and clients wondering why nothing actually changed. Tim Beattie, CEO of Stellafai, calls this the fundamental flaw of traditional consulting.

In this episode, Beattie reveals why output-driven contracts create misaligned incentives that hurt both consultants and clients. When you’re paid for deliverables rather than results, there’s little motivation to ensure lasting transformation.

The solution? Shift to outcome-based models where success is measured by capability transfer, not document delivery. Beattie shares practical strategies, including subscription consulting, asynchronous coaching through video tools, and leveraging AI to amplify human expertise.

Drawing from his experience as Global Head of Product at Red Hat, Beattie demonstrates how enabling clients—rather than just serving them—builds deeper partnerships and more sustainable revenue. The message is clear: consultants who focus on measurable business outcomes will dominate the next decade.

Visit us on Apple Podcast. You can also find SalesPOP! On all major podcast stations.

Most entrepreneurs overcomplicate personal branding. Here’s what actually matters, according to international business mentor Katrena Friel.

Start With Your Story

You’re sitting on valuable insights and don’t even know it. Your challenges, solutions, and lessons learned? Someone’s searching for that exact roadmap right now. Document your journey—wins and failures both count.

Combat Imposter Syndrome Practically

Self-doubt never fully disappears. Build confidence through small actions: publish that post, record that video, launch that program. Perfection kills progress. Authenticity builds trust.

Your Field of Excellence Exists

Can’t identify your unique value? List your key experiences and ask colleagues what they see as your standout strengths. The patterns that emerge? That’s your zone of genius.

Monetize Smartly, Not Desperately

Develop multiple income streams—speaking, coaching, consulting, digital products—but don’t launch everything simultaneously. Build one solid offering, gather testimonials, then expand based on real audience demand.

Navigate AI Without Losing Your Soul

AI handles repetitive tasks. You handle authentic connection. In 2026’s oversaturated content landscape, being genuinely human is your competitive advantage. Use technology to amplify your message, not replace your voice.

The Commitment Required

Real expertise takes time, consistency, and humility. Show up when motivation fades. Invest in learning when you’d rather relax. Welcome feedback that challenges you. That’s the unglamorous path to lasting success.

Visit us on Apple Podcast. You can also find SalesPOP! On all major podcast stations.

Dive into the evolving blend of AI and storytelling with insights from David J. Ebner, founder of Content Workshop. In this episode, host John Golden uncovers how AI can boost marketing efficiency without diluting emotion. The core message: storytelling remains about human connection; AI serves as a tool to automate research, drafts, and data analysis while humans craft the narrative arc, tone, and brand voice. Learn to design a human-led workflow where AI handles grunt work, and keep a flexible tech stack to avoid vendor lock-in. Build a proprietary knowledge base to feed AI and protect IP. Finally, treat AI as a junior collaborator—coach it with iterative feedback to sustain authenticity and trust in your B2B tech storytelling.

Visit us on Apple Podcast. You can also find SalesPOP! On all major podcast stations.

Technical skill gets you the promotion, but interpersonal mastery keeps you there. In a recent Sales POP! episode, Rich Birke (JAMS) explains that leadership is defined by the ability to bridge “the trust gap.” Most leaders fail because they treat conflict as a crisis rather than a tool for innovation. To lead effectively, you must balance radical empathy with strategic assertiveness. Berk’s “Pathways” approach prioritizes early intervention—resolving friction before it becomes a legal or HR disaster. By fostering a culture of psychological safety, you transform destructive tension into constructive debate. Stop managing tasks and start mastering the human element to drive lasting organizational success.

Visit us on Apple Podcast. You can also find SalesPOP! On all major podcast stations.

Is AI coming for your job, or is it coming to save it? In this episode, Antony Baker (CEO of 15) joins John Golden to dismantle the “replacement” narrative. They explore why the most successful firms use AI to make experts 10% better, not 100% redundant. By automating the “drudge work” of email and scheduling, leaders can finally refocus on high-stakes strategy and human connection.

Key takeaway: AI doesn’t replace talent; it scales it. Don’t miss these ethical integration strategies for 2025.

Visit us on Apple Podcast. You can also find SalesPOP! On all major podcast stations.

Traditional airport snowplows are “paperweights” in summer—until now. Marc Manning, CEO of Kodiak Technologies, reveals a groundbreaking 2025 innovation: zero-emission snow-removal vehicles that serve as mobile power plants. Using V2G technology, these industrial EVs store energy and sell it back to the grid, accelerating ROI for airports.

Engineered with partner Roush, these plows offer 60% lower ownership costs and qualify for ZEV and FAA grants. From “ectoplasm green” branding to massive torque breakthroughs, learn how Kodiak is redefining energy resilience and sustainable airport operations. Catch the Expert Inside episode for actionable insights on the future of heavy-duty electrification.

Visit us on Apple Podcast. You can also find SalesPOP! On all major podcast stations.