{"podcast":{"title":"The Printerviews","slug":"the-printerviews-6578351","podcast_index_feed_id":6578351,"rss_url":"https://app.kajabi.com/podcasts/2147584732/feed","website_url":"https://members.theonlineprintcoach.com/podcasts/the-printerviews","image_url":"https://kajabi-storefronts-production.kajabi-cdn.com/kajabi-storefronts-production/file-uploads/site/179305/podcasts/db3b3-65c1-d114-57d5-ba47c562c8_WhatsApp_Image_2023-08-03_at_09.52.48.jpeg","author":"Colin Sinclair McDermott","episode_count":62,"summary":"Real conversations with real people from all aspects of the printing industry sharing experiences, challenges and plenty of useful knowledge to get you thinking differently about your business.","last_synced_at":"2026-07-27T12:21:39.485098+00:00","page_url":"https://stenobird.com/podcast/the-printerviews-6578351"},"episode":{"title":"Episode 6. Emily Yepes from Sandler Training","slug":"episode-6-emily-yepes-from-sandler-training","published_at":"2026-02-09T14:00:00+00:00","page_url":"https://stenobird.com/podcast/the-printerviews-6578351/episode-6-emily-yepes-from-sandler-training","show_page_url":"https://stenobird.com/podcast/the-printerviews-6578351","url":"https://members.theonlineprintcoach.com/podcasts/the-printerviews/episodes/2149160300","audio_url":"https://app.kajabi.com/podcasts/medias/2149160300.mp3","summary":"In this special edition of The Printerviews, Colin Sinclair McDermott hits the Road to the Rockies to catch up with Emily Yepes from Sandler Training .   Emily brings a wealth of experience from the print world, having spent years selling print advertising before moving into sales training and leadership development.  Her organisation specialises in helping businesses that cannot sell by price alone, particularly within the print and packaging sectors .   This conversation sets the stage for her upcoming appearance at DSCOOP in Denver, focusing on how to evolve sales strategies in a rapidly shifting market .   The discussion looks into the psychology of sales, specifically tackling the universal dread of prospecting . Emily explains that while many salespeople feel like a pest, success comes from running toward the problem and taking action despite the fear .   They also explore the 'freedom within a framework' approach to sales scripts and the vital role of technology .   Looking ahead to 2026, Emily highlights why every sales organisation needs to focus on specific AI use cases like call recording to provide clarity and relief for business leaders .   Key Takeaways   Strong sales teams require a leadership team that believes in a growth mindset     Mid-to-premium printers must sell on value because they will always lose on price     Prospecting is the single most important responsibility for new business development     You must address prospecting through the three lenses of attitude, behaviour, and technique     You do not have to like prospecting, but you must do it to create new results     Rejection of a sales conversation is never a personal rejection of you &nbs…","meta_description":"In this special edition of The Printerviews, Colin Sinclair McDermott hits the Road to the Rockies to catch up with Emily Yepes from Sandler Training . &n…","key_points":[],"chapters":[],"topics":[],"duration_seconds":1461,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/the-printerviews-6578351/episodes/episode-6-emily-yepes-from-sandler-training/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/the-printerviews-6578351/episode-6-emily-yepes-from-sandler-training.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}