The Sales Advantage Podcast

Hosted by Dawn Grooters

Business

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Episodes

192

Latest episode

Aug 2026

Language

EN-US

About the show

Tired of sacrificing your sanity from sales advice that doesn’t match the reality of today’s buyers? Wondering what makes a retailer profitable, how wholesale brands stay relevant, or how sales reps build strong, lasting business relationships in a changing market? The Sales Advantage Podcast: Smart Sales for Reps, Wholesalers, and Retailers is where those answers begin. No fluff. No generic sales scripts. No “just work harder” nonsense.

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September 8, 2026Episode 19314 min

Your Customer Doesn't Need Another “Just Checking In” Email

We’ve all sent it: “Just checking in to see if you need anything.” There is a time and place for a simple check-in, but if that is the only reason your customers hear from you, it may be time to rethink your sales follow-up. In this episode of The Sales Advantage Podcast, we talk about how sales reps can create more valuable customer communication, write better sales emails, and turn routine follow-up into meaningful sales conversations. As retailers head into busy Q4 selling, they don’t need more emails creating more work. They need sales reps who understand their business, remember previous conversations, identify opportunities, make relevant product recommendations, and make it easier to buy. You’ll learn how to use customer notes, sales history, promotions, product availability, and your CRM to create personalized follow-up that gives retailers a reason to respond. We’ll also talk about why a CRM should do more than store customer information. It should help you have better conversations and keep sales opportunities moving forward. Plus, I’m giving you a simple challenge: search your sent folder for “just checking in” and see what you discover. The goal isn’t to send more emails. The goal is to become more valuable every time you connect. Listen now and discover how better sales follow-up can help you build stronger retailer relationships, create more meaningful customer conversations, and ultimately win more business. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠ Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Spotify ⁠⁠⁠⁠⁠⁠⁠⁠⁠ to The Sales Advantage Podcast 🎧

September 1, 2026Episode 19215 min

What If You Couldn't Get In Your Car For 30 Days?

What if I told you to park your car for 30 days and keep selling? Could you do it? I know that question might make some field sales reps uncomfortable. And I get it because I love face-to-face selling too. I believe relationships matter, and there are absolutely times when getting in the car and visiting a customer is the right move. But over the years, I've learned that your car should be one of your sales tools, not your entire sales strategy. In this episode, I challenge you to think about what would happen if you had to sell without relying on your windshield time. Would you know exactly which customers to call? Could you confidently have a sales conversation over the phone? Would your CRM tell you who needs follow-up? And could you still create opportunities without physically walking into a store? I also share a simple one-day challenge you can try this September: park the car, pick up the phone, and intentionally focus on meaningful customer conversations. This isn't about field sales versus inside sales. It's about giving yourself more ways to reach your customers and knowing when to use the right tool at the right time. And honestly, that's what I want for sales reps. I want you to have options. Because life happens. Whether it's car trouble, family needs, an unexpected situation, or simply a season when you can't be on the road as much, you shouldn't have to stop selling just because you can't drive to your customers. I'd love to hear from you: Have you ever had a season when you couldn't get on the road the way you normally do? What was the biggest challenge you experienced trying to stay connected with your customers? Share your experience in the comments. I really want to hear what you've experienced. 👉 Visit https://www.brokenvesselsales.com to learn more about Broken Vessel Sales Solutions and how I help sales reps build smarter, more flexible sales strategies. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠ Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Spotify ⁠⁠⁠⁠⁠⁠⁠⁠⁠ to The Sales Advantage Podcast 🎧

August 25, 2026Episode 19111 min

The Cost Of Staying The Same

The Most Expensive Sales Decision You Can Make Is Doing Nothing. What is it really costing you to keep selling the way you've always sold? The answer may be far more than you realize. In this final episode of our four-part mindset shift series on The Sales Advantage Podcast, Dawn Grooters challenges sales reps to consider the hidden cost of staying the same. While learning a new way to sell requires effort, the cost of not changing often goes unnoticed until another year has passed. If you're still relying on memory, scattered notes, inconsistent follow-up, and spending hours behind the windshield, this episode will help you see what those habits may be costing you in missed sales, lost customer relationships, unnecessary stress, and burnout. In this episode, you'll learn: Why the cost of staying the same is often greater than the cost of change How forgotten follow-up quietly leads to missed sales opportunities The impact of excessive windshield time on customer coverage and productivity Why scattered notes and disorganization keep sales reps feeling overwhelmed How customers slowly slip away when communication isn't consistent Why building systems and not working harder, is the key to long-term sales growth How one sales rep increased her sales by 50% year over year after changing the way she worked with Hybrid Sales Advantage® If you've been thinking, "I know something needs to change, but I'll wait until next year," this episode is your reminder that waiting also has a cost. 🚀 Enrollment Is Now Open for Hybrid Sales Advantage® If you're ready to: Get organized with a customized CRM set up by our team Reconnect with customers you've unintentionally missed Build consistent follow-up habits Reach more customers without simply driving more miles Create a repeatable Hybrid Sales system that helps you make more money Now is the time. Enrollment for Hybrid Sales Advantage® is open only through August 28 and then closes for the remainder of the year. 👉 Learn more and enroll today: https://www.brokenvesselsales.com/hybridsalesadvantage The future of your sales won't be determined by what you've done in the past. It will be determined by the decision you make today. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠ Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Spotify ⁠⁠⁠⁠⁠⁠⁠⁠⁠ to The Sales Advantage Podcast 🎧

August 18, 2026Episode 1909 min

Why Good Sales Reps Still Feel Like They're Always Behind

It's Not Because You're Bad at Sales. It's Because You're Trying to Remember What No Human Can. Do you ever end the day feeling like you're forgetting something? A customer you meant to call back. A follow-up you forgot to send. An order you needed to check on. A conversation you know happened, but can't remember the details. If so, you're not alone. In this episode of The Sales Advantage Podcast, Dawn Grooters shares why so many hardworking, relationship-focused sales reps feel overwhelmed, disorganized, and like they're constantly playing catch-up. The problem isn't that you're a bad salesperson—it's that you're trying to manage hundreds of customer relationships using your memory instead of a system. You'll discover: Why even the best sales reps feel like they're always behind The hidden cost of managing customer relationships with memory alone Why organization creates confidence, consistency, and more sales The difference between relying on software and building a repeatable sales system How customer follow-up, CRM organization, and Hybrid Sales work together to help you reach more customers A real success story of a sales rep who transformed her business, increasing sales by 50% year over year after implementing the Hybrid Sales Advantage® system If you're tired of wondering who you forgot to call, feeling overwhelmed by your territory, or knowing you need a better way to manage your customers, this episode is for you. 🚀 Enrollment Is Now Open for Hybrid Sales Advantage® If you're ready to stop selling from memory, get organized, reconnect with the customers you've been missing, and build a repeatable sales system that helps you make more money, now is the time to act. Inside Hybrid Sales Advantage®, you'll learn how to: Build a customized sales system designed for your territory Get a personalized CRM set up by our team Connect with more customers without working more hours Create consistent follow-up habits that lead to more orders Blend inside sales and field sales into one proven Hybrid Sales strategy Enrollment is only open through August 28 and then closes for the rest of the year. 👉 Learn more and enroll today: https://www.brokenvesselsales.com/hybridsalesadvantage Because you don't need to become a better salesperson. You need a better system. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠ Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Spotify ⁠⁠⁠⁠⁠⁠⁠⁠⁠ to The Sales Advantage Podcast 🎧

August 11, 2026Episode 18910 min

You've Been Rewarded For The Wrong Things

What If Everything We've Measured in Sales Is Missing What Actually Grows Sales? For years, sales success has been measured by miles driven, appointments completed, nights spent in hotels, and hours on the road. But what if those aren't the metrics that actually grow your business anymore? In this episode of The Sales Advantage Podcast, Dawn Grooters challenges one of the biggest mindset shifts facing today's sales professionals. As customer buying habits continue to evolve, it's time to stop measuring activity and start measuring what truly drives sales: customer coverage, meaningful conversations, consistent follow-up, and exceptional customer experiences. In this episode, you'll discover: Why the traditional measures of sales success are no longer enough The hidden difference between being busy and being productive How customer coverage impacts sales growth Why meaningful conversations matter more than miles driven The power of consistent follow-up in building long-term customer relationships How to shift your focus from activity to impact Why today's top sales reps are measuring success differently If you've ever felt like you're working harder than ever but not seeing the results you want, this episode will challenge your thinking and help you rethink what success in sales really looks like. 🎯 Free Live Masterclass Ready to discover the five mindset shifts that today's top-performing sales reps are making to win more business? Join Dawn for her free live masterclass: The 5 Shifts Every Sales Rep Must Make to Win More Business You'll learn how to reach more customers, strengthen relationships, build a repeatable sales system, and grow your business without simply working more hours. 👉 Register today at: https://www.brokenvesselsales.com Because the future of sales doesn't belong to the rep who stays the busiest. It belongs to the rep who is willing to think differently, build stronger relationships, and measure what truly matters. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Spotify⁠⁠⁠⁠⁠⁠⁠⁠⁠ to The Sales Advantage Podcast 🎧

August 4, 2026Episode 18812 min

The Sales Strategy That's Quietly Costing You Thousands

The Biggest Threat to Your Sales Isn't Your Competition. It's Invisibility. What if the biggest reason you're losing sales has nothing to do with your competitors? In this episode of The Sales Advantage Podcast, Dawn Grooters challenges one of the biggest assumptions in sales today: that competitors are your greatest threat. The truth is, most customers don't stop buying, they simply stop thinking about you. As sales reps get busy traveling, attending appointments, and managing growing territories, it's easy for customers to quietly slip through the cracks. Missed follow-up, inconsistent communication, and a lack of visibility can cost thousands of dollars in missed sales opportunities each year. In this episode, you'll discover: Why invisibility is costing sales reps more than the competition How customers quietly drift away without either of you realizing it The hidden cost of inconsistent follow-up Why being busy isn't the same as reaching your customers Three practical ways to become top of mind again How consistent customer communication builds trust, loyalty, and long-term sales If you've ever wondered why customers who once ordered regularly have gone quiet, this episode will challenge your thinking and help you build a more intentional strategy for staying connected. 🎯 Free Live Masterclass If this episode makes you rethink the way you're selling, don't miss Dawn's free live Masterclass: The 5 Shifts Every Sales Rep Must Make to Win More Business Learn the mindset shifts and proven strategies today's top-performing sales reps are using to reach more customers, build stronger relationships, and grow sales without simply working more hours. Register now at: https://www.brokenvesselsales.com/5-shifts-masterclass Because the biggest threat to your sales isn't your competition. It's becoming invisible to the customers who already wanted to buy from you. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠ Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Spotify ⁠⁠⁠⁠⁠⁠⁠⁠⁠ to The Sales Advantage Podcast 🎧

July 28, 2026Episode 18710 min

Should You Get In The Car Or Pick Up The Phone?

Are you spending your time where it creates the greatest impact? In this episode of The Sales Advantage Podcast, we tackle one of the biggest decisions every sales rep faces: Should you get in the car and visit a customer, or pick up the phone and call them? For decades, sales reps have been taught that more miles equal more sales. But in today's world, the most successful sales professionals understand that the goal isn't simply to see more customers, it's to reach more customers. In this episode, you'll learn: How top sales reps decide where to spend their time Why customer segmentation changes everything The difference between opportunity and geography How to identify true revenue-producing activities The powerful Windshield Math Exercise and what it reveals about your territory When an in-person visit creates the most value When a phone call is more effective than a face-to-face appointment How Hybrid Sales helps you reach more customers while saving time and reducing stress You'll also discover why many sales reps are leaving opportunities on the table by relying too heavily on old habits instead of creating a strategic customer-contact plan. If you've ever wondered whether your calendar is helping you grow sales, or simply keeping you busy, this episode will help you rethink how you use your most valuable asset: your time. 👉 Learn how to build a smarter customer coverage strategy inside Hybrid Sales Advantage®: https://www.brokenvesselsales.com/hybridsalesadvantage Because the goal isn't to see more customers. The goal is to reach more customers. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠ Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Spotify ⁠⁠⁠⁠⁠⁠⁠⁠⁠ to The Sales Advantage Podcast 🎧

July 21, 2026Episode 1869 min

What To Do When The Sale Takes Longer Than You Expected

Sales cycles are getting longer, customers are making fewer impulse decisions, and many sales reps are wondering the same thing: How do you stay engaged when the customer isn't buying yet? In this episode of The Sales Advantage Podcast, we tackle one of the biggest challenges in modern sales: staying visible, adding value, and maintaining momentum when a sale takes longer than expected. You'll learn: Why sales cycles are longer than they used to be How to avoid becoming discouraged when customers delay decisions The danger of disappearing when a customer doesn't buy right away Why burning bridges can cost you future opportunities The difference between building trust and creating pressure Practical ways to add value while waiting for the sale How to play the long game and strengthen customer relationships Whether you're working with retailers, wholesale buyers, key accounts, or prospective customers, this episode will help you stay focused on what you can control while building trust that leads to future sales. You'll also discover why some of your biggest opportunities may still be ahead of you and how consistent follow-up can create results months or even years later. 👉 Learn how to build a repeatable follow-up system, stay connected with more customers, and create a smarter sales process inside Hybrid Sales Advantage®: https://www.brokenvesselsales.com/hybridsalesadvantage Because the customer who doesn't buy today may become your best customer next year. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠ Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Spotify ⁠⁠⁠⁠⁠⁠⁠⁠⁠ to The Sales Advantage Podcast 🎧

July 14, 2026Episode 18510 min

Should You Ever Stop Calling A Customer?

Have you ever stopped calling a customer because you assumed they weren't interested anymore? Maybe they stopped ordering. Maybe they stopped returning calls. Maybe they simply went quiet. But what if that "dead account" isn't actually dead? In this episode of The Sales Advantage Podcast, we explore one of the most common mistakes sales reps make: giving up on customers too soon. You'll learn how to tell the difference between a customer who is truly gone and one who is simply waiting for the right timing, the right buyer, or the right conversation. We discuss: When it makes sense to pause outreach When you should continue nurturing the relationship How ownership changes create new opportunities Why buyer changes can reopen doors you thought were closed How store direction, product mix, and customer priorities evolve over time The importance of customer lifecycle management Why some of your best future customers may be sitting in your dormant account list right now You'll also learn practical ways to review inactive accounts, uncover hidden opportunities, and reconnect with customers who may have simply fallen through the cracks. If you've ever wondered whether it's time to stop calling a customer, this episode will help you make smarter decisions, build stronger relationships, and capture sales opportunities that others miss. 👉 Learn how to reconnect dormant accounts, build a follow-up system, and stay organized with Hybrid Sales Advantage® : https://www.brokenvesselsales.com/hybridsalesadvantage Just because they didn't order doesn't mean they stopped being a customer. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠ Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Spotify ⁠⁠⁠⁠⁠⁠⁠⁠⁠ to The Sales Advantage Podcast 🎧

July 7, 2026Episode 1849 min

The Mid-Year Territory Checkup

Is your territory really the problem, or do you simply need a better plan? In this episode of The Sales Advantage Podcast, we hit the pause button at the halfway point of the year and walk through a practical mid-year territory review that can help you uncover hidden opportunities, identify what's working, and make simple adjustments that create momentum for Q3 and Q4. Many sales reps assume they need more customers, a bigger territory, or better market conditions to grow sales. But often, the biggest opportunities are already sitting inside the territory they have today. In this episode, you'll learn: How to evaluate the first half of your sales year Which customers are growing and why How to identify customers who have quietly gone dormant The importance of measuring customer contact and activity Quick-win exercises to uncover hidden sales opportunities How to build a simple 90-day Q3 action plan Why consistency and customer coverage matter more than ever You'll also discover why most sales reps have more opportunity in their current territory than they realize, and how small adjustments can create significant results. If you're feeling behind, overwhelmed, or unsure where to focus next, this episode will help you reset, refocus, and move forward with confidence. 👉 Learn more about Hybrid Sales Advantage® and how to build a smarter territory strategy: https://www.brokenvesselsales.com/hybridsalesadvantage Before you ask for more customers, make sure you're maximizing the ones you already have. Don't forget to subscribe on ⁠⁠⁠⁠⁠⁠⁠⁠ Apple ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Spotify ⁠⁠⁠⁠⁠⁠⁠⁠⁠ to The Sales Advantage Podcast 🎧