In this episode of The Future of Selling Podcast, host Rick Smith sits down with Shannon Schaul, founder and principal of SKS Advisory, to explore how sales has fundamentally changed since the pandemic, and what leaders must do to adapt.

Shannon brings a unique perspective from years of building go-to-market strategies for growth-stage, mission-driven companies. From empathy-driven selling to the rise of hybrid sales skills, this conversation covers it all.

• What’s different about selling in 2025
• Why empathy and small talk are essential, not optional
• The outdated sales mindsets that no longer work
• Why your team must use their voice
• The problem with most sales training, and how to fix it
• How to invest in people the right way
• And why "hitting pause" might be the most powerful leadership move you can make

Whether you're a CRO, sales leader, or individual contributor, this episode is packed with practical insights to help you lead with purpose and perform at a higher level.

Connect with Shannon Schaul:  https://www.linkedin.com/in/shannonschaul/

Connect with Rick Smith:  https://www.linkedin.com/in/rick-smith-094b29b/
Check out Conquer: https://conquer.io/