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Sales Lead Dog PodcastAuthor: Christopher Smith
Unless you are the lead dog, your view never changes. On the Sales Lead Dog podcast, CRM technology and sales process expert Christopher Smith talks with exceptional sales leaders that have separated themselves from the rest and achieved a sales leadership role in their organization. Hear what they did to become the alpha, lead their pack, and how they leverage CRM technology to drive sales for their organization. If your goal is to rise higher in your sales career or you currently are the alpha, this podcast gives you useful insight on how the best-of-the-best achieve success with their team and CRM technology. Language: en Genres: Business, Careers, Management Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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Why Most First Sales Meetings Fail (And How to Fix Them) | Lee Salz
Episode 171
Monday, 9 February, 2026
Most sales opportunities aren’t lost at the end; they’re lost in the very first meeting. In this episode of Sales Lead Dog, Chris sits down with sales strategist and bestselling author Lee Salz, creator of The First Meeting Differentiator, to unpack why traditional “discovery calls” are broken and what top-performing sales professionals do instead. Lee explains why salespeople rely too heavily on logic, features, and self-focused questions… while buyers leave meetings feeling like they got no value. The result? Ghosting, stalled deals, poor qualification, and wasted pipeline time. You’ll learn how to turn your first meeting into a consultative, value-driven conversation that builds emotional engagement, qualifies opportunities early, and creates clear next steps. If you’re in B2B sales, sales leadership, or building a structured sales process, this episode is a masterclass in modern selling, qualification, and sales psychology. 🔍 What You’ll Learn in This Episode Why “discovery meetings” actually hurt your sales How to provide meaningful value in the first conversation The emotional side of selling (and why logic doesn’t close deals) How to qualify opportunities early and stop wasting time The difference between an Ideal Client Profile and a Target Client Profile How to eliminate ghosting with one simple process change Why most sales problems start at the first meeting, not the close 🎧 About Lee Salz Lee Salz is a sales strategist, consultant, keynote speaker, and bestselling author of The First Meeting Differentiator. He helps sales organizations improve first conversations, onboarding, qualification, and buyer engagement. 🔹 Lee Salz on LinkedIn: https://www.linkedin.com/in/leesalz/ 🌐 Book Website: THE FIRST MEETING DIFFERENTIATOR - Download First Chapter! 🔗 Sales Lead Dog & Resources 🎙️ All Sales Lead Dog Episodes Sales Podcast - Sales Lead Dog - Empellor CRM 🚀 CRM Shouldn’t Suck CRM Self-Assessment Tool | Fix Your CRM with Empellor 💼 Empellor CRM Empellor CRM: 19 Years of CRM Consulting & Implementation 👍 Like this video if you found it valuable 📩 Subscribe for weekly sales leadership & founder insights 💬 Comment below: What’s the biggest mistake you see in first sales meetings?
