Halfway through the year and your growth goals feel out of reach? Before you dump more money into lead generation, you may need to take a hard look at your sales process. In this episode of Outbound on Air, Ben Smith and Kristen Lopez break down what to do when results stall, how to pinpoint the real problems, and why your sales team... or even you... might be sending the wrong message.

We cover how to:

• Set realistic forecasts and track the right KPIs

• Avoid the trap of sending agreements too soon

• Use discovery calls to uncover what prospects truly value

• Evaluate if you have the right person in the sales seat

• Align your process to match today’s buyer expectations

If you’re ready to close more deals with the leads you already have, this episode will show you exactly where to start. Tune in and take back control of your sales performance today.

In this episode of Outbound On Air, Kristen and Ben dive into what it really takes to set your sales team up for success—not with flashy buzzwords like "culture," but by crafting an environment where they can thrive. They share stories from the trenches, unpack the difference between micromanaging and coaching, and explore how sales and ops can stop butting heads and start rowing in the same direction. Whether you're a business owner, a sales manager, or just someone trying to figure out what the heck to do with your sales team, this episode gives you the real talk (and actionable ideas) you need.

📌 Topics include:

• Why "culture" is overrated and "environment" is everything
• Management styles that motivate (and the ones that don’t)
• Bridging the gap between sales and operations
• What a great one-on-one really looks like
• Why clear goals matter more than you think

Subscribe and get looped into more no-fluff conversations about building better outbound.

In this episode, Ben and Kristen unpack one of the most overlooked foundations of successful outbound sales: clear, intentional messaging and a dialed-in ideal client profile. If you've ever felt like your outreach just isn’t landing—or you’re attracting the wrong types of clients—this episode is your roadmap to getting it right.

🎯 Topics include:

• How to actually define your ideal customer (not just say “accidental landlord”)

• Aligning your operations and sales promises

• Using customer feedback to refine your messaging

• Why your postcard didn’t work—and how to fix it

• Tiered service models for different client types

• And yes... why ChatGPT won’t save your sales strategy (without the right input)

Whether you’re new to outbound or refining your process, this episode is packed with real talk, practical insights, and a few spicy rants.