The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople. HOW TO CREATE THE TIPPING POINT FOR YOUR DEALS TO CLOSE
Jan 12, 2026
Discover the secrets to structuring a successful sales methodology from a veteran with 40 years of experience. Hear fascinating stories about innovative selling from horse manure to sound systems. Learn how to leverage Malcolm Gladwell's Tipping Point to scale your deals by connecting with influencers. Explore the critical balance between having a solid sales process and measurable outcomes. Fred shares insights on common mistakes salespeople make and emphasizes the importance of longevity in building a reliable pipeline.
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Horse Manure Hustle
- Fred sold a pile of horse manure as a child and earned money by finding a buyer.
- That early hustle taught him ingenuity: outsource the work and capture the reward.
Turning Used Gear Into Commission
- Fred brokered a 50% commission sale of a club's old sound system to a radio station.
- He organized the transaction and captured value while the owner avoided hassle.
Guide Buyers To Their Own Conclusions
- Fred can't convince people but can help them discover conclusions through a sequential process.
- Guiding prospects to their own conclusions increases chances they choose your solution.
