Episode #13
Ep. 119 - Sales Has Changed: Why Most Outbound Is Broken and What Actually Works Now, with Pareto Law
In the latest episode of The Payments Shed Podcast , Grant Evans and Justin Hanna are joined by Mesha Wright, Sales Director at Pareto Law , for something a little different, stepping away from payments infrastructure to explore the thing that underpins the growth of almost every business in the industry: sales. Mesha brings a front-row view of how sales teams and talent are evolving across the UK and US. They explore the differences between the two markets, from culture and intensity to the balance between quality and quantity, and what genuinely separates high-performing salespeople and teams from the rest. The conversation then turns to why traditional outbound is struggling . Buyers are more informed, harder to reach and exposed to more sales messages than ever before, yet many businesses are still relying on the same tactics they used a decade ago. Mesha explains what has changed, why simply increasing activity isn't necessarily the answer, and what salespeople need to deliver in that crucial first interaction to actually earn someone's attention. They also get into what it will take to stand out in 2027 . From personalisation and personal brand to creativity and relevance, Mesha shares what she's seeing from the strongest candidates and salespeople in the market, alongside the outreach approaches that are still genuinely cutting through. For those looking to break into sales, Mesha explains what Pareto looks for when hiring and developing people with little or no previous experience, what candidates can do before they even apply, and the mistakes that can quickly take someone out of the running. They also discuss how leaders identify genuine potential, develop high performers and create environments where their best people actually want to stay. The conversation also tackles the experience of women in sales . Mesha shares her own perspective on the challenges she's encountered, where the industry has made progress and where gaps remain, as well as what businesses and male colleagues can do to better support and empower women building careers in sales. Plus, Mesha steps up for The Payments Shed's legendary Shelf of Shame to nominate one sales trend or tactic she'd happily banish forever. *** The Payments Shed Podcast is sponsored by Cyclops. Cyclops helps payments companies offer crypto acceptance, stablecoin settlement and payouts through one unified infrastructure platform. Find out more: https://cyclops.finance/ *** The Payments Shed Podcast is sponsored by Salesloft. Salesloft uses agentic AI to turn buyer, conversation, deal and forecast data into clear actions that help revenue teams sell smarter. Find out more: https://www.salesloft.com *** The Payments Shed Podcast is sponsored by Mastercard Open Finance. Mastercard Open Finance enables businesses to use consumer-permissioned financial data to create more connected and personalised financial experiences. Find out more: https://www.mastercard.com/global/en/business/open-finance.html *** The Payments Shed Podcast is partnered with PCN. PCN is a global boutique recruitment agency connecting leading talent and businesses across fintech, cybersecurity, SaaS, e-commerce and Salesforce. Find out more: https://teampcn.com/ *** Disclaimer: Views expressed are those of The Payments Shed Podcast hosts and guests, not their respective employers. Nothing discussed constitutes investment, legal, tax or financial advice.
