Drink Coffee, Make Friends (That's What Salespeople Do)

In a world full of options, prospects aren’t just looking for features—they’re looking for solutions. That’s why a well-executed product demo isn’t just a sales tool; it’s a moment of clarity.A great demo helps the prospect·         Visualize how the product fits into their workflow·         Understand how it solves a specific pain point·         See the path from problem to solution—from goal to achievementIt’s not about showing off every bell and whistle. It’s about telling a story where the prospect is the hero—and your product is the guide.I’ve seen this firsthand.When I sold Oce Engineering equipment, I’d open the machine and show how the paper fed straight through—unlike other models where it zigzagged. That simple visual made a huge impact. Fewer paper jams meant less downtime, especially when dealing with 40" wide rolls. That demo didn’t just show a feature—it solved a real problem.Later, selling software solutions for a Microsoft VAR, I’d grab a whiteboard and sketch out the flow of the solution. Seeing the process laid out helped prospects connect the dots. It wasn’t just about the software—it was about how it fit into their world.If you’re in sales, product, or customer success, remember: the best demos don’t just inform—they inspire action.What’s your favorite demo tip or story? Let’s share and learn from each other.#SalesTips #ProductDemo #CustomerSuccess #StorytellingInSales #B2BMarketing

Meet Lief Andresen, Market Leader with Novatech. Novatech is a wonderful partner who sponsors the Novatech Sales Competition for the Advanced Selling class.

Partner interview with Brad O'Neil

Welcome Back to Business, Fall Drink Coffee, Make Friends '25Podcast Series!Get ready for a season packed with energy, insight, andinnovation—straight from the heart of MTSU!We’re beyond excited to launch another round ofconversations that connect classroom learning with real-world experience. Thisfall, we’re bringing you 13 dynamic episodes co-hosted by ThomCoats, Director of the Center for Professional Selling and the one andonly Mark Roberts, the unmistakable voice of MTSU and Director ofthe Dale Carnegie program. Mark’s passion for professional development andstudent success makes every episode a must-listen.But that’s just the beginning.This season, we’re shaking things up with threebrand-new formats designed to bring you even closer to the action:Corporate Partner InterviewsHear directly from our visiting industry leaders about what’s happening in thefield, what skills they value most, and how students can stand out in today’scompetitive landscape.On-the-Street Style InterviewsWe’re going live from our events to capture spontaneous, unscriptedconversations with students and partners. You’ll hear what’s being learned,shared, and discovered—in real time.Graduating Student SpotlightsHosted by Macee Vincent, you’ll meet the next generation of sales professionals.These episodes dive into their journeys, lessons learned, and what they’reexcited about as they step into the professional world.Whether you're a student, educator, industry partner, orlifelong learner, this series is built to inform, inspire, and connect.It’s more than a podcast—it’s a front-row seat to the future of saleseducation.Subscribe, share, and let us know which episode you're mostexcited to hear!#MTSU #Fall25 #PodcastSeries #SalesProfession #DaleCarnegie#ProfessionalDevelopment #StudentVoices #CorporatePartners #NextGenSales#RealWorldLearning

In the digital era, your LinkedIn profile is more than just a page; it's your storefront to the main street of business opportunities! Join us for an enlightening episode as we uncover the immense potential of LinkedIn and how it can be a game-changing platform for your professional success. We'll delve into why every ambitious professional should harness the power of LinkedIn. From expanding your network to showcasing your expertise, this platform offers many benefits that can propel your career to new heights. Our expert hosts will walk you through the "LinkedIn Builder Checklist" - a comprehensive guide designed to help you optimize your profile and present yourself in the best light possible. Learn valuable tips on crafting an impactful headline, compelling summary, and showcasing accomplishments. (Click here to complete the LinkedIn Builder Checklist.) Discover how to leverage LinkedIn as a dynamic networking tool and build meaningful connections with industry leaders, potential clients, and like-minded professionals. Unlock the secrets to engaging content creation and learn how to position yourself as a thought leader in your field. Whether you're a recent graduate stepping into the professional world or a seasoned sales expert seeking to broaden your horizons, this episode is packed with actionable insights that will elevate your LinkedIn presence and open doors to exciting opportunities.

Are you ready to conquer the infamous question, "What do you do?" in under 60 seconds and leave a lasting impression? Join us for an episode brimming with practical tips and techniques to craft an engaging and intriguing pitch that captivates your audience! In the world of sales, mastering the art of a compelling pitch is a game-changer. Whether you're at a networking event, social gathering, or a business meeting, your ability to concisely and interestingly describe what you do can open doors to exciting opportunities. Our expert hosts will walk you through the step-by-step process of developing your pitch, highlighting your unique value proposition, and making a memorable impact. Learn from successful sales professionals as they share their personal pitch stories and the do's and don'ts of pitching.

Pour yourself a cup of inspiration as we embark on an exciting journey of self-discovery and personal branding in our second episode! Before any professional salesperson can make an indelible impact on others, they must first understand who they are and identify their unique superpower. Join us as we craft a compelling brand story that will set you apart from the crowd and leave a lasting impression on your audience. In this episode, our expert hosts will guide you through unraveling your authentic self, discovering your strengths, and identifying what makes you stand out in the competitive sales landscape.

Brew a cup of ambition and get ready to unlock the secrets of the Sales Mindset in our first episode! In this power-packed session, we'll introduce you to the transformative world of sales and establish a fundamental principle: everyone sells! Whether you're in a traditional sales role or not, the Sales Mindset is a game-changer for achieving personal and professional success.

The sound is off; I didn't have Mark with me, and he's the tech guy. In this episode we chat about why athletes make great salespeople and why sometimes they don't

Should You Drink at Business Events? Here’s What to Consider When attending business events, the decision to drink (or not) can impact how you're perceived and perform. Here are the top three reasons to drink at business events, the top three reasons to abstain, and three tips to ensure you maintain a professional image if you do decide to have a drink. Understanding the pros and cons can help you make the right call for your career.

"From Leads to Referrals: Sales Success Blueprint" dives deep into the critical differences between leads and referrals, offering actionable strategies to boost your sales success. Whether you're a sales professional looking to enhance your lead generation techniques or a business owner aiming to convert leads into valuable referrals, this podcast covers it all. Tune in to discover proven methods for building stronger client relationships, mastering sales funnels, and creating a referral-based sales pipeline that drives consistent growth. Ideal for anyone in sales, marketing, or business development.

Take back your day from tech and use it to do more.

During this episode, Mark and I give a few tips on how you can become a LinkedIn COI (center of influence)

Mark and I review the book, Never Split the Difference

Are you a student at MTSU looking to build a successful career in sales? The MTSU Society for Professional Selling offers an incredible opportunity to kickstart your journey in the world of professional selling. Here’s why joining this dynamic organization can be a game-changer for your future.

Everyone needs a coach. During this episode, we discuss ways to find a mentor and why it is worth your time.

I had a great conversation with one of our Center for Professional Selling corporate partners, Luke Hilko. He is an intelligent guy and an excellent partner for our program. SILO is focused on growing a fantastic company and looking to the future by investing in student success here at MTSU. I hope you enjoyed the chat as much as I did.

During this episode, we introduce you to two outstanding programs. First the Dale Carniege Program and then the Center for Professional Selling.

Galen Longo, the director at MTSU TSBDC, joined us in a great conversation about why we feel that all small business owners are salespeople. What is the MTSU TSBDC? Here's your answer: The Tennessee Small Business Development Centers network, hosted by Middle Tennessee State University in Murfreesboro, TN, is an accredited member of the National Association of Small Business Development Centers and funded in part through a cooperative agreement with the U.S. Small Business Administration, participating universities and community colleges, and regional support partners. The sound is a little off. We'll correct that next time. Thanks

In the dynamic world of professional networking and job interviews, having a polished elevator pitch is essential for making a memorable impression and standing out from the crowd. However, crafting a compelling pitch can be daunting without the right framework. We explore using the STAR interview method during the podcast as a powerful model for telling your story with impact and clarity.   What is the STAR Interview Method? The STAR interview method is a structured approach to answering behavioral interview questions by providing specific examples of past experiences. It stands for Situation, Task, Action, and Result, and it's widely used by recruiters and hiring managers to evaluate candidates' skills, competencies, and fit for the role.