Sales as Service

Sales as Service is the podcast for consultants, agency owners, and service-based founders who want to grow their businesses without feeling awkward about sales. If you've ever thought, "I hate selling," or wondered how to get more clients, this show is for you. We make sales simple and approachable with practical advice on topics like: Creating opportunities instead of waiting for referrals Building relationships through outreach that doesn't feel pushy Developing the habits and systems that create a steady pipeline Growing your business with confidence, consistency, and integrity This isn't about pressure tactics, bro marketing, or convincing people to buy. It's about serving, solving problems, and building genuine relationships that lead to sustainable business growth. Listen in to discover how a simple shift in perspective can create a lasting change in your business.

Sales as Service is a business podcast hosted by Tamara Smith, with 66 episodes on record and a Required Pod Score of 80.

Tamara Smith hosts Sales as Service, a business show with 66 episodes published.

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  Episode #65

  Small, Imperfect Action: How to Stop Procrastinating on Sales with Robin Emdon

  Sep 23, 202643 minS3

  When it comes to sales and business development, most of us know what we should be doing. Reach out. Follow up. Ask for the referral. Start the conversation. But knowing what to do and actually doing it are two very different things. In this episode, I'm talking with Robin J. Emdon, creator of GetResultsology, about why capable, motivated business owners still procrastinate on the work that matters. We look at procrastination through the lens of sales, including why we'll suddenly decide the website needs our immediate attention when there are outreach calls to make. Robin shares how accountability can help close the gap between knowing and doing, why big goals can sometimes create more resistance, and how taking small, imperfect action can help us build momentum instead. In this episode, we get into: Why procrastination isn't always a discipline or motivation problem What makes sales outreach particularly easy to avoid Why accountability works differently than simply knowing what you should do How Robin's "island hopping" approach makes big projects easier to start Why small, imperfect action can be more effective than waiting until you have the whole plan figured out Find the complete show notes here: https://studiothree49.com/podcast/ Sales as Service Challenge — Start Now! Pick one sales or business development task you've been avoiding — the follow-up, the outreach, the referral ask, whatever keeps getting pushed to next week. Then make the next step almost ridiculously small. Not "do my outreach." Send one message. Not "follow up with my pipeline." Follow up with one person. Not "build a referral strategy." Ask one happy client if someone comes to mind who could use your help. Then add Robin's accountability piece. Tell one person exactly what you're going to do and when you're going to do it. And do it before you have time to make it bigger. You don't need the perfect system before you start. You need one small, imperfect action that creates enough momentum for the next one. Links & Resources: Learn more about Get Resultsology: https://getresultsology.com/ Connect with Robin on LinkedIn: https://www.linkedin.com/in/robinjemdon/ and Instagram: https://www.instagram.com/robinjemdon/ Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes . Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call . Connect with Tam on LinkedIn . Produced by KNWN Media . Executive Producer: Jess Milanes.

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  Episode #64

  Progress Over Perfection: Building the Skills to Sell with Chaz Horn

  Sep 16, 202645 minS3

  What if being good at sales has less to do with personality and more to do with practice? Chaz Horn didn't start his career as a natural salesperson. In his first commission-only sales job, he went months without making a sale. Then a mentor helped him change what he believed was possible, gave him a process to follow, and challenged him to practice it. Within 45 days, Chaz had become the number-three salesperson out of a team of 119. That experience eventually shaped the way he now teaches sales to B2B founders and teams. In this episode, Chaz and I talk about what actually makes someone better at sales. We get into his TTABS framework—tactic, technique, attitude, behavior, and strategy—but we also spend a lot of time on something even more fundamental: taking action before you feel completely ready, learning from what happens, and treating sales as a way to help someone move toward a goal rather than convincing them to buy something. In this episode, we talk about: Why salespeople are developed, not born How belief in yourself and what you sell affects the entire sales conversation Chaz's TTABS framework for diagnosing where a sales process is breaking down Why execution—not access to more information—is often the real challenge How to use LinkedIn conversations, content, and your existing network without jumping straight into a pitch Why rejected prospects can become one of your best sources of sales feedback How founders can turn what works for them into a repeatable process a sales team can actually follow Find the complete show notes here: https://studiothree49.com/podcast/ Sales as Service Challenge — Start Now! Before your next sales or prospecting conversation, take a minute to notice the thought you're bringing into it. Are you worried about sounding salesy? Feeling like you need to prove your value? Already thinking about whether they'll say yes? I do this exercise myself because when I get too focused on serving, solving, or proving I can help, I can end up talking too much and oversharing—the exact behavior I'm trying to avoid. Write down that thought, then ask yourself: If I believe this, how am I likely to show up? Replace it with a simpler reminder: My job is to show up, ask good questions, listen, and help this person make the best decision for themselves and their business—whether that's me, someone else, or something else entirely. Take that mindset into the conversation and notice what changes. Links & Resources: Learn more about Chaz Horn: https://chazhorn.com Connect with Chaz on LinkedIn: https://www.linkedin.com/in/chaz-horn and YouTube: https://youtube.com/@chazhorn547 Download the B2B Blueprint to Predictable Sales: https://chazhorn.com/the-b2b-blueprint-to-predictable-sales Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes . Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call . Connect with Tam on LinkedIn . Produced by KNWN Media . Executive Producer: Jess Milanes.

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  Episode #63

  Collect the Cash: Four Keys to Getting Paid with Dee Bowden

  Sep 9, 202632 minS3

  You made the sale. You delivered the work. Now comes the part a lot of business owners would rather avoid: asking to be paid. In this episode of Sales as Service, I'm talking with Dee Bowden, founder of Collect the Cash and a revenue recovery expert who has recovered more than $100 million over the course of her career. Dee makes the case that accounts receivable isn't simply a back-office function. It's part of sales, customer service, and the overall client relationship. We talk about why unpaid invoices usually have a story behind them, how to investigate what actually happened without immediately assuming the worst, and why the confidence required to collect your money is built the same way sales confidence is: through practice, coaching, and repetition. In this episode, we get into: - Why the sale isn't complete until the money is actually in the bank - Dee's Four Keys to Collect the Cash: problem solving, customer service, gratitude, and relationship building - The common administrative issues hiding behind unpaid invoices - Why asking to be paid doesn't have to feel confrontational - How to build the confidence to have uncomfortable money conversations and keep the client relationship intact Sales as Service Challenge — Start Now! Pick one invoice or one client who's gone quiet on payment. Don't assume the worst. Reach out and ask what happened. Maybe your contact changed. Maybe something got lost in a system update. Listen for the real story, thank them for their business, and write down what you learn so you're better prepared the next time it happens. Dee's work is a good reminder that the follow-through is part of the sale, not separate from it. Links & Resources: - Learn more about Collect the Cash: https://collectthecash.biz/ - Connect with Dee on LinkedIn: https://www.linkedin.com/in/deebowden Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes . Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call . Connect with Tam on LinkedIn . Produced by KNWN Media . Executive Producer: Jess Milanes.

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  Episode #62

  Connect, Engage, Pre-Offer, Sell: How to Turn Connections Into Clients with Hailey Rowe

  Sep 2, 202629 minS3

  If your marketing feels like a never-ending demand to post more, follow trends, and figure out the latest algorithm, Hailey Rowe has a different approach. The marketing and sales coach teaches a four-step client attraction framework designed to move people from stranger to client without making social media the center of your business. In this episode of Sales as Service , Hailey and I talk about why marketing and sales work better together, what it actually means to proactively meet new people each week, and why the sales conversation should feel like an invitation rather than a push. We also dig into handling objections with curiosity, turning word of mouth into a more intentional referral strategy, and knowing when to stick with a marketing strategy instead of abandoning it for the next shiny object. In this episode, we talk about: Hailey’s four steps of client attraction: Connect, Engage, Pre-Offer, and Sell Why visibility doesn’t have to mean constantly posting or following social media trends How to approach sales objections with questions and curiosity instead of canned responses How service businesses can turn word-of-mouth referrals into a repeatable strategy Why you should improve what’s already showing signs of working before adding another marketing tactic Find the complete show notes here →https://studiothree49.com/podcast/ Sales as Service Challenge — Start Now! Look at the people you’ve connected with recently—on LinkedIn, in your inbox, at a networking event, wherever—and pick one. Don’t pitch them. Don’t tell them what you do. Ask a genuine question about what they’re working on, what they’re trying to solve, or where they’re getting stuck. Then actually listen to the answer. Because connecting with someone is only the first step. Engaging them in a real conversation is step two—and it’s the one most of us skip. Your job this week isn’t to make the sale. It’s simply to start the conversation. Links & Resources: Learn more about Hailey Rowe. Find Hailey on Instagram and Facebook. Connect with Hailey on LinkedIn. Listen to the Health Coach Nation Podcast. Get the 4 Steps to Client Attraction without Social Media Overwhelm. Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes . Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call . Connect with Tam on LinkedIn . Produced by KNWN Media . Executive Producer: Jess Milanes.

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  Episode #61

  Be Known for More Than What You Sell: How Personal Stories Build Trust with Nuria Garcia

  Aug 26, 202625 minS3

  You can have years of experience, deliver great work, and still be one of the best-kept secrets in your industry. Because expertise alone doesn't make you visible - and it doesn't automatically give people a reason to remember you. In this episode of Sales as Service , I'm talking with personal branding strategist Nuria Garcia about how service-based founders can use their own experiences and stories to stand out in a crowded market. We talk about why we tend to overlook the most interesting parts of our own stories, how to connect personal experiences back to your expertise, and why that becomes even more important as AI makes information easier for anyone to generate. We also get into the piece that often gets missed: visibility isn't business development until you use it to start conversations. In this episode, we talk about: Why doing great work isn't enough if people don't know what makes you different How to uncover stories and experiences you've probably been taking for granted Why your story becomes more valuable as AI-generated content becomes more common The difference between being visible and actually building trust How to turn engagement into business development by being the first person to say hello Find the complete show notes here →https://studiothree49.com/podcast/ Sales as Service Challenge — Start Now! Set a timer for 15-20 minutes and write down everything that comes to mind about the experiences that have shaped how you work, think, or serve your clients. Don't edit. Don't filter. Don't decide yet whether something is interesting enough to share. Just write. Then go back through what you have and find one moment you can connect directly to a business lesson, perspective, or outcome. It doesn't have to be dramatic. It just needs to be true. Share that story this week in whatever way feels right-a LinkedIn post, an email, a message to a client, or a conversation with someone in your network. The story you take for granted may be the one that helps someone understand why they want to work with you. Links & Resources: Find Nuria on Instagram Connect with Nuria on LinkedIn Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations. Your next client - calculate what it takes . Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call . Connect with Tam on LinkedIn . Produced by KNWN Media . Executive Producer: Jess Milanes.

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