In Episode 246 of The Business Development Podcast, Kelly sits down with renowned sales educator Josh Braun to dismantle outdated selling tactics and replace them with something far more human — sorting, not selling. Josh shares how the best salespeople detach from the outcome, ask smarter questions, and guide prospects to discover the truth for themselves, building trust every step of the way. From his early days as a teacher to shaping sales teams at top tech firms, Josh’s approach proves you don’t need pressure or pushiness to win real business.

If you’re tired of forced pitches and awkward closing lines, this conversation will challenge everything you thought you knew about selling. Learn how to poke the bear, uncover genuine problems, and decide who’s truly worth your time — all while staying true to yourself and your customer. This episode is a masterclass in authentic, outcome-free selling you’ll want to revisit again and again.