In this dynamic episode of the Germinate Podcast, Joe Sampson welcomes seasoned sales leader Brian Kreifels. Brian shares how he maintains confidence in sales, drawing parallels with overcoming the “after-crash” mentality in racing. They emphasize the power of building momentum—compounding small wins instead of swinging for home runs. Brian dives into his engineering-to-sales story, noting how problem-solving and competitiveness led him into a long-term career in technical/ag sales, particularly in agriculture.

They discuss essential aspects of a successful sales approach:- The competitive spirit and internal drive that’s hard to teach.- Strategic meeting preparation with scenario mapping.- Maximizing CRM as a “brag board,” stressing data discipline, usage and executive buy-in.- The evolving sales tech stack—AI’s role in analytics, meeting recordings, and future intelligent workflows.- And at the heart of it all: the power of real human relationships and connections.📌 Key Takeaways- Momentum wins sales: Build confidence through consistent small wins.- Competitiveness matters: Look for it in hiring—it fuels reps through long hours and tough cycles.- Structure your meetings: Clear agendas, goals, and scenario planning lead to productive engagements.- CRM is your ally: With robust data and consistent use, it becomes your reputation and operational hub.- AI is a tool, not a threat: It boosts analytics, prep time, and CRM insights—people still matter.- Relationships over Tech: Authentic connections and referrals (thanks, Jason Nugent!) remain irreplaceable.