The Disciplined Seller: Mastering B2B Sales Fundamentals

What Is a Disciplined Seller? A disciplined seller is a B2B sales professional who achieves consistent results through systematic execution of sales fundamentals rather than relying on charisma or luck. According to John Golden, Chief Strategy and Marketing Officer at Pipeliner CRM, disciplined sellers focus on preparation, mental resilience, and repeatable processes to build trust and drive performance.

“Disciplined sellers grow revenue by consistent prep, better questions, and tight follow-through.”

What does it take to succeed in modern B2B sales? In this episode of The B2B Revenue Executive Experience, John Golden, Chief Strategy & Marketing Officer at Pipeliner CRM and bestselling author of How to Win at Social Selling, breaks down what it truly means to be a disciplined seller, someone who thrives not by luck or charisma, but through consistent execution of the fundamentals.

Discover the sales principles that drive trust, resilience, and performance. From value-based selling and sales prospecting training to AI coaching tools and communication skills frameworks, this conversation blends old-school mastery with modern strategies for success in 2030 and beyond.

What You'll Learn:

Why sales still struggles with professional perception, and how structured education is changing that
The power of preparation and mastering fundamentals, even for veteran salespeople
How to maintain mental health in a profession built on rejection, ghosting, and variable income
The balance between authenticity and professionalism in building buyer trust
Why curiosity and business acumen are now essential sales skills
How AI is transforming sales roles by 2030, shifting focus to creativity and problem-solving

John Golden is the Chief Strategy and Marketing Officer at Pipeliner CRM, with over a decade of experience at the forefront of AI-driven sales technology. His journey spans from technical writing in Dublin to Silicon Valley sales and marketing, including leadership roles at Salesforce ecosystem companies. John is also a bestselling author of "Winning the Battle for Sales" and "How to Win at Social Selling," and the executive editor of SalesPop, where he's conducted over 1,500 interviews with industry leaders.

GUESTS: John Golden, Chief Strategy and Marketing Officer at Pipeliner CRM

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Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare

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