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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.

🎧 Subscribe to The Sales Pulse Podcast for real sales skills, not scripts.
📩 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.

Support the show

🔁 Key takeaways: buyer pacing styles, real-life sales stumbles, and how timing builds trust.
💛 Love the podcast? Support it for just $3/month: [Insert Your Buzzsprout Support Link]
📲 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/

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How Calm Becomes the Operating System for Sales Teams

Description:

Most sales teams don’t struggle because they lack effort.
They struggle because they lack regulation.

In this follow-up episode of The Sales Pulse Podcast, Marla Koupal expands Tuesday’s conversation on calm as a personal sales skill—and shows why calm is the operating system for high-functioning sales teams.

You’ll learn why sales teams don’t copy strategies first—they copy emotional states. And how a leader’s urgency, anxiety, or steadiness quietly sets the ceiling for sales maturity, decision-making, and buyer trust.

This episode explores:

• Why most sales breakdowns are self-regulation problems, not motivation problems
• How leadership urgency creates rushed conversations and scripted selling
• What happens when calm (or chaos) becomes the ambient condition of your sales culture
• Why teams cannot outperform a leader’s tolerance for uncertainty
• How calm leadership lowers buyer resistance before conversations even begin

If you lead a sales team—or plan to—this episode will change how you think about performance, pressure, and results.

🎧 Listen to Tuesday’s episode first for the full framework on calm as self-leadership, then come back to this conversation for the team-level application.

Call to Action (Soft, Direct):
If this episode sharpened how you think about selling, subscribe to The Sales Pulse Podcast on YouTube, Apple Podcasts, or Spotify. And if you’re noticing this exact breakdown inside your sales conversations or team dynamics book a call with Marla...see what is possible..."https://successwithmarla.com/book-a-conversation-with-marla"

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.

Support the show

🔁 Key takeaways: buyer pacing styles, real-life sales stumbles, and how timing builds trust.
💛 Love the podcast? Support it for just $3/month: [Insert Your Buzzsprout Support Link]
📲 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/

Send us a text

How Calm Sets the Standard for Sales Leaders

Selling doesn’t improve when you talk louder.
It improves when you become steadier.

In this episode of The Sales Pulse Podcast, Marla Koupal explores why calm is not a personality trait — it’s a sales skill.

Most sales struggles aren’t effort problems.
They’re self-regulation problems.

When a seller loses calm, curiosity collapses. Listening narrows. Urgency sneaks in. And buyers feel it before they ever evaluate the offer.

This conversation breaks down:

• Why calm expands perception in sales conversations
• How pressure weakens judgment and listening
• What happens internally when buyers hesitate
• Why confidence doesn’t close sales — regulation does
• How unsettled energy signals risk to buyers
• The difference between managing the conversation and regulating yourself

Calm is your ability to stay present when outcomes are unclear.
It’s the capacity to tolerate uncertainty without filling space, forcing resolution, or over-explaining.

If your sales conversations feel rushed, awkward, or draining, this episode gives you a new standard to measure your effectiveness — not by urgency, but by steadiness.

🎯 This episode focuses on self-leadership in selling.

#SalesLeadership #SalesSkills #CalmInSales
#SalesPsychology #EmotionalIntelligence #SalesConversations
#BuyerDecisionMaking #SelfRegulation #SalesFluency
#TheSalesPulsePodcast

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.

Support the show

🔁 Key takeaways: buyer pacing styles, real-life sales stumbles, and how timing builds trust.
💛 Love the podcast? Support it for just $3/month: [Insert Your Buzzsprout Support Link]
📲 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/