Season 1 | Episode 27: Networking, Negotiation, and the Human Side of Sales

Show Notes:

In this episode, Heather Parsons sits down with Mike Muhlfelder to unpack the art and science of sales leadership. Together, they explore how asking the right questions can transform conversations into conversions, the evolving role of AI in the sales cycle, and why human connection remains irreplaceable. Mike draws insightful parallels between sales and manufacturing, emphasizing the importance of qualified leads, profitability, and process efficiency. The conversation also dives into networking strategies and the power of understanding business cases to drive sustainable growth.

Bio

Born in Boston and even though the accent isn't there, his passion for the city and sports team is undeniable. Mike has spent his life living within 90 minutes of the city. Mike is a career sales professional with 16 years as an Individual Contributor and more than 20 in sales leadership roles. His experience spans pre-revenue tech companies to the largest tech companies in the world.

He operates Calm Ocean Sales, a VPSales as a Service offering to help SaaS and emerging market companies overcome go-to-market challenges and scale revenue. His focus is on building and optimizing sales processes to drive predictable growth as both a contract sales leader and through his exclusive Go2Market Lab—a hands-on "Executive in Residence" model that delivers real, in-the-trenches expertise. 

Mike's approach blends deep sales expertise with a focus on human connection.

To connect with our guest, click on the links below:

https://www.calmoceansales.com/

https://www.linkedin.com/in/mikemuhlfelder/

Connect with me:

https://www.linkedin.com/in/heather-parsons-cfo/

https://heatherparsons.com/links

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