Sales Reframed
Sales Reframed is a podcast from Ivey Executive Education that redefines sales as a core life skill. We unpack how elite performers across fields (from athletes and artists to entrepreneurs and surgeons) apply powerful sales principles to achieve extraordinary results, even if they’ve never had a traditional sales role.
Sales Reframed | The CALM Framework: How To Handle Objections And Win Commitment
Objections aren’t rejection — they’re signals that a buyer is engaged and thinking seriously about a decision. The CALM framework (Catch, Acknowledge, Loop, Move Forward) helps sellers stay composed, respond with curiosity instead of defensiveness, and guide conversations toward genuine commitment.
Sales Reframed | The GPS Blueprint: Build a Pitch That Lands
You can have real value to offer and still lose the room if your message doesn’t land. Eric Janssen explores what separates pitches that sound ‘fine’ from pitches that actually make people lean in – and say ‘yes’.
Sales Reframed | Why Great Sellers Diagnose First (And How You Can Too)
What if the most powerful move in sales isn’t having the perfect pitch, but asking questions that unlock what your customer actually needs?
Sales Reframed | How to Turn Cold Calls Into Warmer, More Authentic Connections
In this episode, host Eric Janssen explores how meaningful relationships and career-defining opportunities often begin long before the first “yes.”
Sales Reframed | Unlock Your Hidden Value with Superpowers and Superpassions
In this episode, Eric Janssen brings together positioning legend April Dunford, Rob Ironside, Executive Director at League of Innovators (LOI), and Ivey Alumna Payton Beckett to explore the ultimate sales challenge: selling yourself.
Sales Reframed | The Resilience Engine: A Hidden Upside of Rejection
Featuring Survivor winner Erika Casupanan, 29029 co-founder Marc Hodulich, and psychologist Dr. Meg Jay, we explore the four elements that make some people unstoppable.
