
Why Sales Is Misunderstood—and How to Turn It into Your Competitive Advantage
Why Sales Is Misunderstood—and How to Turn It into Your Competitive Advantage Sales isn’t a dirty word—it’s your business’s lifeline. In a recent episode of the Scale Smart Grow Fast podcast, Harley Green sat down with Beth McClary-Wolford, a Fractional Sales Leader and founder of Superpower Strategies, who debunked common sales myths and offered real-world strategies to transform your sales team into confident, high-performing professionals. Preferred listening on the go? Catch the full podcast episode on Spotify and Apple Podcasts. From Fortune 500 to Small Biz Impact Beth’s background spans 30+ years in Fortune 100 and 500 companies. But her passion lies in helping small and mid-sized businesses—where she says the sales needle can have the biggest impact on local economies. Everyone Sells—Even If They Deny It One of Beth’s core messages? Everyone is in sales, whether they realize it or not. Yet, the profession has suffered from a decline in authenticity and professionalism, largely due to over-reliance on digital, transactional methods. Sales, at its core, is about solving problems and building trust. “People don’t buy on price—they buy on emotion and value,” Beth emphasized. Shift the Focus: It’s Not What You Do—It’s What You Do FOR Them Sales teams often struggle to communicate value. Beth encourages leaders to reframe conversations around the client’s “so what.” What’s in it for them? That’s where the magic happens. Know Your Metrics, Know Your Impact Beth breaks down why understanding your lead conversion metrics—and nurturing those leads over time—is crucial. She recommends at least 18 meaningful touchpoints to stay top-of-mind. This isn’t about spamming; it’s about strategic, value-based persistence. When Should Founders Let Go of Sales? Beth advises founders to stay involved in sales early on because it’s the fastest way to validate your value prop. But eventually, a structured process, accountability, and consistent coaching are