Confidence in Sales
From Funk to Momentum
In this episode of the Germinate Podcast, host Joe Sampson sits down with seasoned sales executive Brian Kreifels for a high-impact conversation around confidence, competitiveness, and the evolving landscape of modern sales. From real-life racing analogies to the do’s and don’ts of CRM usage, this episode is a masterclass in navigating the ups and downs of a sales career—especially for professionals in technical and agricultural markets.
The Confidence Crisis—and How to Bounce Back
Joe kicks off the conversation by sharing a story he heard from Dale Earnhardt Jr. about a motocross rider who lost his edge after a crash. It reminded him of the psychological challenges salespeople face—those funks where confidence dips, and self-doubt creeps in.
Brian responds with an astute observation: sales, like sports, is an emotional game. “You’re not going to win every time,” he says. “But the key is to learn from it and keep moving.” He underscores the importance of reflection and support networks—leaning on mentors and teammates to dissect a lost deal and extract lessons.
Singles Win Ballgames
One of the most resonant themes from the episode is that sales isn’t about hitting home runs—it's about hitting consistent singles.
“You’ve just got to make contact,” Joe emphasizes. Brian agrees, pointing out that building momentum through small wins creates the psychological space for confidence to return.
This mindset shift is critical for new and veteran sellers alike. Instead of chasing perfection, chase progress.
From Engineer to Sales Leader
Brian’s journey into sales wasn’t traditional. Originally trained as an engineer, he pivoted into sales after discovering his passion for solving customer problems. His engineering mindset—focused on problem-solving and data—gave him an edge in the technical sales world.
It’s a perfect reminder that great salespeople come from diverse backgrounds. What they all share, Brian says, is competitiveness. Whether you were captain of the debate team or a starting quarterback, that inner fire often translates directly to success in the sales world.
Meeting Culture: From Chaos to Clarity
Joe and Brian dive into the current state of business meetings, a landscape often bloated by inefficiencies. Both agree that post-COVID, the pendulum swung too far into meeting overload.
Brian’s solution? “Every meeting needs a purpose, an agenda, and a clear goal,” he says. He recommends scenario planning—anticipating multiple customer responses and mapping potential follow-ups—to keep meetings strategic and results-driven.
CRM: From Big Brother to Brag Board
Few things make salespeople cringe more than CRM systems. But Brian flips the narrative.
“This isn’t Big Brother—it’s your brag board,” he tells his team. He recounts how his organization rebuilt their CRM from the ground up, aligning the platform with real sales goals and making it a central source of truth for customer activity, pipeline health, and forecast accuracy.
CRM only works, he insists, when sales teams buy in and leaders actually use the data to make decisions—without redundantly asking for updates already entered into the system.
Embracing AI—Cautiously
The conversation rounds out with a look toward the future: artificial intelligence. Brian acknowledges that his team is just beginning to dip their toes into AI for data analysis and report parsing.
“If you’re afraid AI is going to take your job, you should reassess the value you bring,” he says pointedly. Rather than fear it, he suggests embracing AI as a force multiplier—one that lets sellers focus on high-value human interactions while machines handle the grunt work.
Final Word: It’s About People
While tools, systems, and strategies are all crucial, the heart of this episode is simple: people matter. The connection between Joe and Brian was made through a mutual friend, Jason Nugent, and it serves as a reminder that relationships—genuine, personal ones—still drive business.
As Joe says in closing, “The power of people brought us together. And that bond? That lasts a lifetime.”
