In this episode, Stef Luck and Michael Poucher get real about a question every sales pro faces: is success about nailing the process… or building the human connection? Spoiler: it’s both.From discovery calls that actually feel like conversations to being ready when a “quick chat” turns into a seven-person demo, Stef and Michael unpack how to balance a clear sales framework with the kind of trust credit unions require. They share when to ditch the deck, how to pivot without losing credibility, and why adapting to the buyer’s rhythm beats forcing yours - every time.You’ll hear:- Why consistent process = clarity for you (and forecasting for your company) -How misaligned “playbooks” break trust—and how to fix it- Practical ways to read the room and match communication styles- Prep tips to pivot fast when meetings don’t go as planned- A simple challenge to spot whether your last win came from strategy, connection, or bothSubscribe, share with a colleague, and keep the conversation going inside the Sales Unmuted community - because the real work starts after the pitch.

Ver todos los episodios