In this episode of Remote First Innovators, host Jake Gump sits down with Brian K. McNeill, sales coach, keynote speaker, and author of nine books including Timid Entrepreneurs Have Skinny Kids and Mastering Sales Language.

With over 30 years of experience teaching entrepreneurs how to sell without pitching, Brian breaks down why traditional sales tactics no longer work — especially in a remote-first world. This conversation dives deep into storytelling over pitching, why being “likable” isn’t enough, and how sales today is really about helping people move forward with confidence.

From mastering virtual presence on Zoom to understanding why people actually say yes, Brian shares practical frameworks, mindset shifts, and language changes that help sales leaders, founders, and remote teams sell more effectively — without pressure, manipulation, or gimmicks.

If you’re building trust, selling services remotely, or leading distributed teams, this episode will fundamentally change how you think about sales.

⏱️ TIMESTAMPS

00:00 – Welcome to Remote First Innovators

00:27 – Introducing Brian K. McNeill

01:22 – Selling without pitching

01:50 – The shift from in-person to remote selling

02:56 – Scaling impact through virtual workshops

03:38 – Why remote selling increased reach and revenue

04:48 – Building trust fast on Zoom

05:25 – Letting prospects realize what they don’t know

06:41 – Why people don’t buy (even when they like you)

07:53 – Time and money as buying motivators

08:35 – Daily habits that elevate sales performance

09:46 – Champions practice before the game

10:46 – The four questions that reveal sales clarity

11:52 – Why elevator pitches fail

13:32 – Storytelling instead of pitching

14:23 – Defining who should buy from you

15:23 – What you call your clients reveals your business

16:49 – Identifying the real problem you solve

17:11 – Turning agreement into momentum

18:58 – Introducing yourself as the solution

21:46 – Why benefits matter more than features

23:14 – “Lucky them” mindset in sales

25:22 – How to avoid sounding pitchy

26:26 – Giving value before asking

28:27 – Why offering help is not selfish

29:17 – Why “know, like, trust” is incomplete

31:31 – The danger of being too likable

32:26 – Asking for business confidently

33:46 – The psychology of asking

35:42 – “Will you give us a try?”

37:08 – Eliminating negative sales thoughts

38:27 – High-probability vs low-probability selling

40:16 – Why logic must support the yes

42:33 – Letting clients articulate the value

44:12 – Failing forward and building systems

46:17 – Systems outperform personality

48:29 – No pitches, no deals — only offers

49:40 – Mastering sales language

52:04 – Helping vs selling

54:08 – Mentors and lifelong learning

56:23 – Where to find Brian

58:16 – Final advice for entrepreneurs

59:02 – Subscribe, rate & share

🎧 CALL TO ACTION

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