Margaret Henney and Bryan Neale are back from summer and getting into one of the most overlooked sales skills: knowing when to stop talking. They discuss talk-to-listen ratios, active listening, and how curiosity and intentional pauses can lead to better discovery conversations.

Our summer kickoff catch-up episode: why the only real failure is never starting. Margaret and Bryan talk about fear, perfectionism, motivation in sales, and why you can’t wait to “feel ready” before taking action. Sometimes all it takes is one move to create momentum, then the rest follows.

What do you do when a couple of sales reps drive most of the revenue and the rest of the team struggles to keep up? Bryan and Margaret break down how underperformance becomes comfortable, why excuses spread, and what sales managers must do to reset standards. If you want to close the performance gap, it starts with action, accountability, and a willingness to try something different.

This week, Bryan and Margaret share their biggest sales icks. They explore how low self-awareness and certain types of sales cultures can encourage disingenuous behaviors, and why authentic connection, real listening, and focusing on what actually matters to the prospect make all the difference.

In this episode of Sales Unscripted, Bryan and Margaret break down the marketing and sales dynamic during product launches and why marketing often acts as the sales coach. They discuss how the strongest launches are driven by research, empathy, humility, and real market feedback, not overconfidence or defensiveness. The tone marketing sets ultimately shapes how sales shows up and brings the product to market.

We’re back in action on Sales Unscripted, and is it still okay to say Happy New Year? In this episode, we talk about hitting the reset button, setting goals around habits instead of outcomes, and working backwards to focus on what you can control every day. Tune in to learn how to stay on track all year long.