{"podcast":{"title":"Truth, Lies and Work","slug":"truth-lies-and-work-5599780","podcast_index_feed_id":5599780,"rss_url":"https://feeds.megaphone.fm/HS8013840693","website_url":"https://truthliesandwork.com/episodes/","image_url":"https://megaphone.imgix.net/podcasts/65125ba2-4fd3-11ed-b6b9-d7032cc8f9f3/image/649cd21b3d2628500736e44084762d44.png?ixlib=rails-4.3.1&max-w=3000&max-h=3000&fit=crop&auto=format,compress","author":"Leanne & Al Elliott","episode_count":323,"summary":"Truth, Lies & Work is the UK's #1 Management Podcast. Brought to you by the HubSpot Podcast Network, this award-winning podcast is where behavioural science meets workplace culture. Hosted by Chartered Occupational Psychologist Leanne Elliott and business owner Al Elliott, the show has reached #2 in the UK Business Podcast Charts and consistently ranks as a Top 10 trending business podcast globally. With a unique blend of evidence-based insight and lived experience, Leanne and Al simplify the science of people and culture to help leaders attract, engage, and retain great talent. Episodes drop twice a week. Tuesdays feature a global people and culture news round-up, a hot take from an emerging or established voice, and the world-famous Workplace Surgery—where Leanne answers real listener questions with practical advice. Thursdays dive deeper with expert guests from across the business and psychology worlds, sharing fresh perspectives and actionable strategies. Whether you're scaling a startup or leading a large team, Truth, Lies & Work delivers the tools, thinking, and inspiration to build thriving, toxic-free workplaces that prioritise well-being and drive sustainable growth. Also…","last_synced_at":"2026-07-17T02:17:44.798737+00:00","page_url":"https://stenobird.com/podcast/truth-lies-and-work-5599780"},"episode":{"title":"297. Why Everything You Know About Sales Is Wrong, with Thomas Waites","slug":"297-why-everything-you-know-about-sales-is-wrong-with-thomas-waites","published_at":"2026-04-30T18:32:00+00:00","page_url":"https://stenobird.com/podcast/truth-lies-and-work-5599780/297-why-everything-you-know-about-sales-is-wrong-with-thomas-waites","show_page_url":"https://stenobird.com/podcast/truth-lies-and-work-5599780","url":"https://traffic.megaphone.fm/HS5343448602.mp3?updated=1777632610","audio_url":"https://traffic.megaphone.fm/HS5343448602.mp3?updated=1777632610","summary":"Welcome back to Truth, Lies & Work, the award-winning workplace podcast where behavioral science meets workplace culture. Part of the HubSpot Podcast Network, the audio destination for business professionals. If you’re a founder who has built something brilliant but finds the idea of 'selling' it a little bit icky, this episode is for you. Today, we’re joined by Thomas Waites, a fractional Chief Revenue Officer and startup advisor who has scaled multiple companies from seed stage to successful acquisition. Thomas takes a refreshingly contrarian view of sales. He argues that the very traits many founders think disqualify them from sales—honesty, empathy, and a hatred for pushiness—are actually their greatest competitive advantages. 🔥 What we cover in this episode: The \"Rainmaker\" Reimagined: Why a Chief Revenue Officer (CRO) is about more than just closing deals—it’s about owning the entire customer revenue journey. The Tattoo Bet: The incredible story of how a team culture of \"tattoo bets\" led Thomas to ink a bull on his shoulder after closing a massive deal with 40,000 Warner Brothers employees. Sales for STEM Founders: How highly analytical, introverted founders can become world-class at sales by treating it like an engineering problem. The 75/25 Rule: Why the best salespeople speak only 25% of the time and how \"negative reverse selling\" can turn a 'no' into a 'yes' by simply respecting the prospect's boundaries. Building Your Sales Team: Why your first hire should NOT be a VP of Sales or a CRO, and the specific progression founders should follow to scale their revenue. 🧠 Key Takeaways Honesty is a Competitive Advantage: Most prospects expect to be lied to. When you are transparent about what your product can’t do, you build instant, unshakeable trust. Sell to Emotio…","meta_description":"Welcome back to Truth, Lies & Work, the award-winning workplace podcast where behavioral science meets workplace culture. Part of the HubSpot Podcast Netw…","key_points":[],"chapters":[],"topics":[],"duration_seconds":3144,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/truth-lies-and-work-5599780/episodes/297-why-everything-you-know-about-sales-is-wrong-with-thomas-waites/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/truth-lies-and-work-5599780/297-why-everything-you-know-about-sales-is-wrong-with-thomas-waites.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}