Quality Isn't What You Say It Is, It's What They Experience:

Why Product Relevance, Honest Feedback, and Knowing Your Audience Determine Sales, Retention, and Trust

In this episode of Been There, Sold That, Brianna Henley and Phil Whitebloom explore a topic that businesses have at times been known to try to talk their way around: product and service quality.

While strong sales techniques, compelling messaging, and efficient processes all matter, Phil and Brianna unpack why none of them can overcome a product or service that does not truly deliver on its promise. They discuss how quality is relative, how selling the right product to the wrong audience leads to poor experiences, and why misaligned expectations quietly erode retention, trust, and credibility. Drawing on real-world examples from consumer buying behavior, online reviews, and decades of B2B experience, Brianna and Phil explain why feedback is not something to fear, but something to actively seek out. From user groups and direct customer conversations to listening closely to salespeople who are closest to the customer, they outline how smart companies stay relevant as markets and buyer expectations change.

If your sales team is doing "everything right" but results still feel inconsistent, Phil and Brianna share why the issue may not be sales execution at all, but product relevance, audience fit, and the feedback loops that support both.

Brianna Hendley, Founder of Achievant Coaching| bhendley@achievantcoaching.com | www.achievantcoaching.com

Phil Whitebloom, Founder of Been There Consulting Services | phil@beentherecs.com | www.beentherecs.com

Phil's book - Handling Objections: Clues For Closing The Sale is available at Amazon

Everyone wants better results - the real challenge is knowing when to act and what to act on.

In this episode of Been There, Sold That, Brianna Henley and Phil Whitebloom talk about why waiting often feels like the safest option in business, and why it rarely delivers the outcome leaders are hoping for. Problems in leadership, operations, growth, and revenue do not resolve themselves simply because time passes.

Business improvement comes from clear, intentional action.

We explore why capable, experienced business owners and leaders hesitate, how delay shows up across different areas of a company, and how waiting can quietly become a default approach instead of a deliberate decision. More importantly, we discuss what taking action actually looks like in the real world, without hype, theory, or motivational noise.

If you've ever found yourself thinking, "Let's give it a little more time," this conversation will help you decide whether time is truly your ally or just another way to avoid making a necessary move.

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We'd also love to hear from you.
If there's a topic you'd like us to cover, a question you want answered, or a comment on something we've already discussed, reach out and let us know. This podcast is built on real conversations, real experience, and real results.

Brianna Hendley, Founder of Achievant Coaching| bhendley@achievantcoaching.com | www.achievantcoaching.com

Phil Whitebloom, Founder of Been There Consulting Services | phil@beentherecs.com | www.beentherecs.com

Phil's book - Handling Objections: Clues For Closing The Sale is available at Amazon

Every salesperson and every business hits a slump.
The real problem is not the slump. It is what you do next.

In this episode of Been There, Sold That, Phil Whitebloom and Brianna Hendley talk about how tobreak out of a sales slump by changing behavior, energy, and mindset, and how making the process fun can reignite momentum faster than grinding harder ever will.

They share real stories from decades in sales and recruiting, including call blitzes, creative contests, personal challenges, and unconventional outreach ideas that actually worked. The common thread is simple. When activity drops, follow-up slows down, and confidence dips, the answer is not to retreat. It is to reengage with purpose and creativity.

This episode covers:

• Why sales slumps happen to everyone
• How reduced activity quietly makes slumps worse
• Turning prospecting and follow-up into a game
• Creating personal and team challenges that drive action
• Using creativity to reenergize outreach and conversations
• Why momentum builds confidence faster than motivation

The takeaway is clear.
Do not wait until you hit the bottom of the slide. Take action early, have fun with it, and let momentum do the heavy lifting.

If you found value in this episode, please follow the Been There, Sold That podcast, like the episode, and share it with someone who could use a reset.

We would love to hear from you.
Have a story, feedback, or a topic you want us to cover?

Visit https://beentheresoldthat.com and reach out. We read every message and we respond.

Until next time,
Good selling.

Brianna Hendley, Founder of Achievant Coaching| bhendley@achievantcoaching.com | www.achievantcoaching.com

Phil Whitebloom, Founder of Been There Consulting Services | phil@beentherecs.com | www.beentherecs.com

Phil's book - Handling Objections: Clues For Closing The Sale is available at Amazon

Money is one of the most emotional topics in business and one of the most avoided.

In this episode of Been There, Sold That, Phil Whitebloom and Brianna Hendley have an honest, real-world conversation about business finances, budgeting, and decision-making from the perspective of people who have lived it.

They talk about what happens when expenses quietly grow, investments stop producing results, software subscriptions pile up, and revenue looks strong on paper while cash flow tells a different story. They also explore why some businesses generate millions in revenue and still struggle financially, while others remain stable by being intentional and disciplined.

This episode covers:

• Why ignoring financial reality never makes it go away
• The difference between revenue, profit, and cash flow
• How risk tolerance and personality affect financial decisions
• When to bring in the right "who," such as a fractional CFO or strategic partner
• Why awareness and action reduce anxiety and build confidence
• How a healthy pipeline protects financial decisions

This is not about spreadsheets or accounting jargon.
It is about awareness, ownership, and taking action before small problems become crises.

Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan with Dr. Benjamin Hardy

If you found value in this episode, please follow the Been There, Sold That podcast, like the episode, and share it with someone who could benefit from the conversation.

We would love to hear from you.
Have a topic you want us to cover or feedback to share?

Visit beentheresoldthat.com and reach out. We read every message and we respond.

Why Holiday Pressure Creates the Perfect Window for Big Sales Wins

When the calendar tightens, vacations stack up, and the number of real selling days drops fast, something interesting happens: buyers make decisions, deals accelerate, and opportunities open that weren't available all year long.

In this episode, Phil Whitebloom and Brianna Hendley break down exactly how to capitalize on the urgency of the season. Whether it's the holidays, the end of a fiscal period, or simply a compressed window to hit big goals, this conversation shows you how to turn pressure into profit.

You'll learn:

• Why compressed timelines force clarity and action
• How to approach existing clients during high-pressure periods to unlock immediate revenue
• What inventory, tax timing, and fiscal deadlines mean for your sales strategy
• How to clean up your pipeline so you're focusing on real, closable opportunities
• Why planning now impacts results 90 days from now
• How to set meetings for the new year before the rush hits
• The leadership moves that turn urgency into team motivation instead of holiday stress

Phil and Brianna share practical, real-world tactics for both sales professionals and business owners—including how to show up for your clients, guide them through their priorities, and help them close their year (or quarter) strong.

If you want to sell smarter, close faster, and make the most of the moments when buyers are ready to move, this episode will show you how to win when the clock is ticking.

Brianna Hendley, Founder of Achievant Coaching| bhendley@achievantcoaching.com | www.achievantcoaching.com

Phil Whitebloom, Founder of Been There Consulting Services | phil@beentherecs.com | www.beentherecs.com

Phil's book - Handling Objections: Clues For Closing The Sale is available at Amazon

Phil

• Brianna Hendley, Founder of Achievant Coaching| bhendley@achievantcoaching.com | www.achievantcoaching.com
  
  Phil Whitebloom, Founder of Been There Consulting Services | phil@beentherecs.com | www.beentherecs.com

  Phil's book - Handling Objections: Clues For Closing The Sale is available at Amazon

In this special episode of Been There Sold That, co-host Brianna Hendley flips the script and interviews her longtime partner — sales coach, author, and BeenThere Consulting founder Phil Whitebloom. Hear how Phil's career started the Monday after college, selling dictation machines in Milwaukee, and evolved into leading national sales teams, generating more than $1.5 billion in revenue, and coaching businesses to immediate results.

Phil shares the real-world lessons that shaped his philosophy on sales, leadership, and life — from brutal early training programs to the turning points that built his resilience and tactical mindset.

🎧 Listen now to uncover what drives one of America's most trusted sales coaches — and take away the insights that could change how you sell, lead, and succeed

Brianna Hendley, Founder of Achievant Coaching| bhendley@achievantcoaching.com | www.achievantcoaching.com

Phil Whitebloom, Founder of Been There Consulting Services | phil@beentherecs.com | www.beentherecs.com

Phil's book - Handling Objections: Clues For Closing The Sale is available at Amazon

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Most businesses fight in crowded markets when the real money sits in overlooked niches. In this episode, Phil Whitebloom and Brianna Hendley show you how to spot under-served segments, validate demand, and turn them into consistent revenue. You will hear how Brianna leveraged a long career in the government sector to spin up a recruiting and consulting arm under her coaching company, why you should pressure test any new niche before jumping, and how to use AI to map targets, refine offers, and plan outreach. The conversation draws on Scott Belsky's The Messy Middle, focusing on practical moves you can make inside the real day-to-day grind.

You will learn:
• How to define a micro-niche and check real demand
• What to prepare before shifting focus so you do not dilute your core business
• A simple process for turning networking and old contacts into first wins
• How to use AI as a thinking partner for market research and execution

Grab the free worksheet "From Overlooked to Overbooked" at BeenThereSoldThat.com to apply the steps right away. Questions or topic requests are welcome. Connect with the hosts at BeenThereSoldThat.com.

Brianna Hendley, Founder of Achievant Coaching| bhendley@achievantcoaching.com | www.achievantcoaching.com

Phil Whitebloom, Founder of Been There Consulting Services | phil@beentherecs.com | www.beentherecs.com

Phil's book - Handling Objections: Clues For Closing The Sale is available at Amazon

Keywords: sales tips, business growth, overlooked niches, overbooked, Scott Belsky, messy middle, recruiting, government sector, business coaching, leadership coaching, AI, market research, business strategy, niche identification, consulting services.