Most teams move fast, thinking more speed means more sales. But in the rush, they lose the big deals: the ones that actually grow the business.

In this episode of Founder Talk, I sit down with Howard Fisher, founder of Hantarra, to talk about why the best sales strategy isn’t about more calls, more pressure, or more speed. Rather it’s about slowing down. Howard shares how founders can rethink growth by focusing on process, patience, and profit instead of constant hustle.

We dive into the dangers of rushing deals, the real reason most companies don’t understand sales, and how slowing down can actually accelerate your results. From aligning marketing, sales, and operations into one “business development ecosystem,” to using AI the right way, Howard breaks down what it takes to build a sales culture that lasts.

You’ll learn:

✅ Why “slowing down to speed up” is the key to sustainable sales

✅ The biggest mistake founders make when scaling their teams

✅ How to fix broken sales processes that kill profit

✅ Why most business owners misunderstand sales

✅ How to build a growth system that actually works

If you’ve been searching “how to scale sales,” “why my sales team isn’t closing,” or “how to fix broken sales systems,” this episode will shift the way you think about growth.

Connect with Howard Fisher

Guest LinkedIn: linkedin.com/in/howardfisherchicago

Guest Website: https://salesxceleration.bullseyelocations.com/salesxceleration/advisors/howard-fisher/33796644

If you are a B2B company that wants to build your own in-house content team instead of outsourcing your content to a marketing agency, we may be a fit for you! Everything you see in our podcast and content is a result of a scrappy, nimble, internal content team along with an AI-powered content systems and process. Check out pricing and services here: ⁠https://impaxs.com⁠

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Timecodes

00:00 Introduction and Guest Welcome

00:27 The Art of Selling: 'Sell Me This Pen'

02:30 Qualifying Potential Buyers

04:19 Celebrating Mini Wins in Sales

07:15 Challenges in Sales and Business Growth

11:22 Understanding Sales Misconceptions

13:56 The Business Development Ecosystem

25:05 The Importance of Go-To-Market Strategy

29:59 The Evolution of Sales

37:47 The Impact of Content on Sales Conversations

38:28 Changes in Sales Dynamics Post-COVID

39:18 The Debate: In-Person vs. Video Meetings

40:15 The Shift in Entertainment Budgets

41:09 The Effectiveness of Cold Calling

42:21 Building a Business Development Ecosystem

44:46 The Importance of Networking

49:04 Measuring Marketing Success

56:14 The Role of AI in Sales

01:06:32 Navigating Sales Metrics and Proposals

01:08:08 The Power of Open-Ended Questions

01:08:51 Handling Objections and Pricing Negotiations

01:18:48 Transitioning from Law to Sales

01:21:24 Building a Business and Networking

01:33:57 Leveraging Assessments and Adding Value

01:35:25 Conclusion and Contact Information