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Sales teams rarely fall apart because of bad strategy, weak motivation, or lack of product knowledge. More often, sales chaos starts quietly — at the leadership level.

In this episode of The Sales Pulse Podcast, sales conversation architect Marla Koupal breaks down how a leader’s internal regulation — or lack of it — directly shapes team behavior, buyer experience, and sales outcomes.

When sales results wobble, leaders often respond with urgency disguised as support: more check-ins, more direction, more pressure. But urgency narrows thinking. It shuts down curiosity. And it quietly trains sellers to rush conversations instead of building real connection with buyers.

You’ll learn:

• Why calm is not a personality trait — it’s a leadership discipline
• How emotional contagion creates sales pressure without anyone saying a word
• Why sellers mirror a leader’s tolerance (or intolerance) for uncertainty
• How urgency shows up as “help” — and why it actually damages sales conversations
• The difference between managing results and setting conditions for results

If you lead a sales team — or influence other sellers — this episode will help you see why buyer resistance often starts long before price, timing, or objections ever appear.

Calm leadership doesn’t remove pressure for results.
It contains pressure — so sales conversations can mature instead of collapse.

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📩 If this episode reflects what’s happening on your team, connect now for a conversation with Marla no pitch, just clarity on possible new directions. successwithmarla.com

Welcome to The Sales Pulse Podcast, where selling isn’t a performance,,,it’s a conversation. I’m Marla Koupal, your Sales Fluency Guide. After decades in sales, here’s the truth: the close isn’t where the sale happens—it’s where the buyer lands after a strong beginning. We’ll focus more on how you open the conversation and connect with how your buyer thinks so that closing never feels like a wrestling match.

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🔁 Key takeaways: buyer pacing styles, real-life sales stumbles, and how timing builds trust.
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📲 Connect: https://successwithmarla.com | https://www.facebook.com/marla.koupal | https://www.linkedin.com/in/marla-m-koupal-sales-and-ai-fluency-skills-facilitator-125372126/