Why Face-to-Face Selling Still Wins with Wendy Petty, WorkFusion

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The Unexpected Lever

Vivun

47 episodes

1 week ago

The secret sauce to your sales success? It’s what happens before the sale. It’s the planning, the strategy, the leadership. And it’s more than demo automation. It’s the thoughtful work that connects people, processes, and performance. If you want strong revenue, high retention, and shorter sales cycles, the pre-work—centered around the human—still makes the dream work. But you already know that. The Unexpected Lever is your partner in growing revenue by doing what great sales leaders do best. Combining vision with execution. Brought to you by Vivun, this show highlights the people and peers behind the brands who understand what it takes to build and lead high-performing sales teams. You’re not just preparing for the sale—you’re unlocking potential. Join us as we share stories of sales leaders who make a difference, their challenges, their wins, and the human connections that drive results, one solution at a time.

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Marketing

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Why Face-to-Face Selling Still Wins with Wendy Petty, WorkFusion

The Unexpected Lever

6 minutes

1 week ago

Why Face-to-Face Selling Still Wins with Wendy Petty, WorkFusion

Why do so many sellers miss the mark in enterprise deals without realizing it?

In this episode, Jarod Greene talks with Wendy Petty, CRO at WorkFusion, about the lost skill that still drives the biggest wins in sales: meeting face-to-face.

Wendy explains why sellers who rely on video calls are often leaving trust, nuance, and real connection on the table. She makes the case that younger reps, shaped by Zoom culture, need coaching to develop the in-person skills that build long-term connections. Her approach? Show up, in person, and lead by example.

In this episode, you’ll learn:

Why face-to-face meetings close more – Selling is still about people
How leaders can reset team habits – Start by modeling the behavior yourself
What field selling unlocks – Faster trust, stronger signals, and more seats at the table

Things to listen for:

(00:00) Introduction

(00:18) Why remote sellers lose enterprise deals

(02:05) Common excuses reps use to stay home

(03:34) What video calls miss about real selling

(04:10) The social skill every seller needs today