Sorting Not Selling with Josh Braun

Sorting Not Selling with Josh Braun

In Episode 246 of The Business Development Podcast, Kelly sits down with renowned sales educator Josh Braun to dismantle outdated selling tactics and replace them with something far more human — sorting, not selling. Josh shares how the best salespeople detach from the outcome, ask smarter questions, and guide prospects to discover the truth for themselves, building trust every step of the way. From his early days as a teacher to shaping sales teams at top tech firms, Josh’s approach proves you don’t need pressure or pushiness to win real business.

If you’re tired of forced pitches and awkward closing lines, this conversation will challenge everything you thought you knew about selling. Learn how to poke the bear, uncover genuine problems, and decide who’s truly worth your time — all while staying true to yourself and your customer. This episode is a masterclass in authentic, outcome-free selling you’ll want to revisit again and again.

Mentioned in this episode:

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Buy a Company and Build an Empire with Jamie Crozier

Buy a Company and Build an Empire with Jamie Crozier

In Episode 319 of The Business Development Podcast, Kelly Kennedy sits down with Jamie Crozier, an entrepreneur who did something most people only dream about. He bought the company he once worked for...

25 Feb 1h

Success Lives in the Moment Before You Go Over the Edge with Jemia & Tim Zagiel

Success Lives in the Moment Before You Go Over the Edge with Jemia & Tim Zagiel

In Episode 318 of The Business Development Podcast, Kelly Kennedy sits down with Jemia and Tim Zagiel, Co-Founders of Pacific Ropes, to explore what it truly means to build a business in an environmen...

22 Feb 1h 19min

I Showed Up Every Week for 3 Years and Learned This

I Showed Up Every Week for 3 Years and Learned This

Episode 317 is a three year anniversary reflection on what it actually takes to build something that lasts. Kelly shares how impossible 300 plus episodes felt at the beginning, how the early days were...

18 Feb 38min

Reinventing Mining Through Electric Rail with Aaron Lambert

Reinventing Mining Through Electric Rail with Aaron Lambert

Episode 316 of The Business Development Podcast features Aaron Lambert, mining technology innovator and founder of RIINO, a company developing a modular electric rail haulage system designed to transf...

15 Feb 55min

Canada’s Live Music Boom Is Ready to Explode With Erin Benjamin

Canada’s Live Music Boom Is Ready to Explode With Erin Benjamin

Episode 315 dives into a conversation Canada needs to be having right now. Erin Benjamin, President and CEO of the Canadian Live Music Association, breaks down why live music is one of the most powerf...

11 Feb 1h 6min

How AMII Helps Businesses Adapt to AI with Adam Danyleyko

How AMII Helps Businesses Adapt to AI with Adam Danyleyko

Episode 314 features Adam Danyleyko from AMII (the Alberta Machine Intelligence Institute) breaking down what AMII actually does and how they help organizations move from AI curiosity to real adoption...

8 Feb 1h 1min

Only Book What You’re Willing to Own

Only Book What You’re Willing to Own

In episode 313, Kelly shares a hard lesson from a time he tried to “help” a client by booking a series of account management meetings he was not going to attend. The introductions were easy because th...

4 Feb 22min

Is Status Quo an Option with Gordon Sheppard

Is Status Quo an Option with Gordon Sheppard

Episode 312 of The Business Development Podcast features a practical and candid conversation with Gordon Sheppard, CEO of Executive Wins, about what really holds teams and organizations back from grow...

1 Feb 1h 11min

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