---
title: Do ‘Insight-Led Selling’ with Dr. Stephen Timme and Melody Astley
description: Dr. Stephen Timme and Melody Astley show you how to connect with and sell to top executives at the biggest companies in the world on The Sales Podcast.
image: https://thesaleswhisperer.com/hubfs/_Podcast_Images/timme_astley_sales_podcast_516.png
---
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Jul 15, 2021
# Do ‘Insight-Led Selling’ with Dr. Stephen Timme and Melody Astley
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Adopt an executive mindset to grow your sales
***[\[ LISTEN ON APPLE PODCASTS OR SPOTIFY \]](https://thesaleswhisperer.com/podcast-guests)***
## [Sales Tips](https://thesaleswhisperer.com/) you'll learn today on **[The Sales Podcast](https://www.thesaleswhisperer.com/podcast)**...
- Interviewed over a dozen executives from major corporations
- Tell me something I don't know
- Hit on topics that are [top of my mind](https://thesaleswhisperer.com/blog/ian-rowland-mind-reading-sales)
- Executives don't know everything since they are so inwardly-focused
- Do your homework
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLiWYeZcKJt8zwuXGtbp35CP7adl7rYE1wChlvSAOAKEMNyXAqkU4OaIkqJoMl28zL2IN%2F2v895EQD3wJM%2B4HXV18NmgAGD6uC6bUio8%2F5BaiRWhoZldH7mIULVy1zYexXdWweLTVUXcT2w45pjZbqW7MMaWI0h9TGTkm5SFJsxxgHkyBWWU2CoWOZI74oNAcfMNj10sBfO&webInteractiveContentId=178194433547&portalId=443614)
> Bring me something fresh from the outside—something I don't know." ~Steve Clancey, CIO, Georgia Pacific
- Show up with genuine curiosity, i.e., [The New ABCs of Selling](https://thesaleswhisperer.com/blog/abc-selling)
- Earn the right to ask questions
- How to get to the heart of the matter quickly
- Selling is a team sport
- Professional selling is a [process](https://thesaleswhisperer.com/process-before-login)
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLITCYNhFYgz%2BzizW4va8krurjddwS5wqbbe3YH31Zn6cqwgtU5HTRMoDjNS79bwPcgHMpVrljVHAhpmDccNsGnSBakKMLSZiu0bjeQQO9w7KXsafF9Q1ZlKItBdbV4TUTa0CVRbodofkFMaOhpza79A4O7KSVPstTj8GzPCql8I59BbplZNN%2Bv2FmaGNZ3lyGi8A5dmwFgvEBX2zHXuickv&webInteractiveContentId=184500196010&portalId=443614)
- This is scalable
- [Credibility](https://thesaleswhisperer.com/blog/i-believe/) and [confidence](https://thesaleswhisperer.com/blog/be-confident-like-the-stupid-ones) happen fast
- Give to get with Bog Burg...
[](https://thesaleswhisperer.com/blog/bob-burg-professional-persuasion)
- Share articles, etc. to show you know what they're up to
- Buyers are well-informed now
- When there are more stakeholders and turnover, it's easier to get your foot in the door
- We're in a SaaS-based economy
- Buyers have more options and flexibility to look around
- Clients have asked them for a book
## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast
- [Follow FinListics on X](https://twitter.com/finlistics)
- [Follow FinListics on LinkedIn](https://www.linkedin.com/company/finlistics-solutions/)
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLK8vLsBNjCTMV8Df7MMFb1jZQlVxL7EvpGUcROQySdx%2BkZSiN32KlxaNlm%2FNKl1PHM4v%2B3A0KihNmwdD8R8yrhgQ51VyW9bddzsHx8JmCxyqjVE6aRqMRGw4MiWA8hFrDeiWTOG0Wf86vXn38HvH%2FZr4nBAtpg16tKFC%2Fs0eVlCQfo79JUL2fVcKcmzmakBkd5IH9OPbps8VbC01qIek4wqBQ%3D%3D&webInteractiveContentId=190434884110&portalId=443614)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/dr-cindy-mcgovern)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Every Job is a Sales Job, Dr. Cindy McGovern](https://thesaleswhisperer.com/blog/dr-cindy-mcgovern)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Mar 14, 2025
Don't Sell. Invite Them To Buy. Click here to download the episode.
[Read more](https://thesaleswhisperer.com/blog/dr-cindy-mcgovern)
[](https://thesaleswhisperer.com/blog/software-entrepreneur-justin-lofton-on-the-sales-podcast-175)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Justin Lofton, SyncSumo Software Developer, Salesman, & Entrepreneur](https://thesaleswhisperer.com/blog/software-entrepreneur-justin-lofton-on-the-sales-podcast-175)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jan 29, 2016
Learn To Launch, Grow, and Sell a Successful Software Company With SoCal Entrepreneur, Justin...
[Read more](https://thesaleswhisperer.com/blog/software-entrepreneur-justin-lofton-on-the-sales-podcast-175)
[](https://thesaleswhisperer.com/blog/steve-thompson)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [How To Help The Buyer Own The Deal To Make The Sale: Steve Thompson](https://thesaleswhisperer.com/blog/steve-thompson)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Sep 07, 2019
Remind Your Customers How Good You Are
[Read more](https://thesaleswhisperer.com/blog/steve-thompson)
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