In this episode of Thoughts on Selling, I sit down with Kevin Hubschmann, a former enterprise software rep turned comedian and founder of Laugh.Events — a company literally delivering “Laughter as a Service.”

We dig into the parallels between improv, comedy, and enterprise sales, exploring how humor, presence, and curiosity can transform the way we connect with customers. Kevin shares his story of balancing daytime sales calls with nighttime comedy clubs, and how the two worlds collided to shape his philosophy on sales as performance and connection.

Key themes:

• Listening > Talking. Kevin breaks down why most sales calls fail because reps talk too much — and how mastering silence is the first step to earning trust

• F your good idea. (Yes, really.) In improv and in sales, the goal isn’t to deliver your rehearsed pitch — it’s to respond to what’s actually happening in the moment

• Yes, And… We explore how collaboration — not control — drives great sales conversations

• Callbacks in sales. Borrowed from stand-up comedy, callbacks create instant connection by recalling earlier details — proving you were listening and care

• Deliberate practice builds instinct. Sales mastery, like comedy, comes from reps — not scripts

• Laughter builds trust. Humor isn’t about cracking jokes. It’s a sign of shared understanding — the customer’s way of saying, “I get you”

We also talk about how curiosity creates genuine human connections — the kind that earn referrals and deepen relationships. From field sales to front-stage comedy, Kevin shows how the same skills that make people laugh also make people buy.

🎧 Tune in and learn how the best salespeople stay in the moment and create powerful connections

#ThoughtsOnSelling #SalesEnablement #Storytelling #AuthenticSelling #ImprovInSales #LaughterAsAService