Past the Pitch Podcast

Why Satisfied Customers Still Leave | Alice Heiman | Past the Pitch Revisited

2.4K views · 2w ago · 10:39

A satisfied customer isn't necessarily a loyal customer. And sometimes, doing everything you've promised still isn't enough to keep them coming back. In this episode of Past the Pitch: Revisited, we return to Anna Frazzetto's conversation with sales expert Alice Heiman and explore three lessons about customer loyalty, building genuine relationships and avoiding costly sales mistakes.

Topics: Why Satisfied Customers Still Leave · Three Lessons Worth Revisiting · The Secret to Unforgettable Customer Experiences · Why Satisfaction Isn't Enough · Delivering What You Promise · Going Beyond Customer Expectations

How to Stay Focused When Everything Keeps Changing | Hagen Wenzek | Past the Pitch Revisited

5.2K views · 1mo ago · 11:25

Guest: Hagen Wenzek

When everything around you keeps changing, it’s easy to get distracted by the next opportunity, the next problem or the next big idea. In this episode of Past the Pitch: Revisited, we go back to Anna Frazzetto’s conversation with Hagen Wenzek and pull out three lessons that still stand up today.

Topics: Ignore the Noise · Three Ideas Worth Revisiting · Why We Get Distracted · The Aircraft Carrier Strategy · A Good Idea Isn’t Enough · Hagen’s Innovation Story

Why Sales and Marketing Alignment Never Lasts | Weekly Meetings & Accountability | Episode 6

5K views · 2mo ago · 8:54

What you’ll learn: How to build a weekly operating rhythm that turns sales and marketing alignment into consistent action. New processes often launch with energy and enthusiasm, then gradually disappear because nobody establishes the cadence needed to keep them moving.

Are You Sending Prospects Mixed Messages? | Ownership, Outreach & Buyer Trust | Episode 5

4.2K views · 2mo ago · 8:41

What you’ll learn: How sales and marketing can coordinate outreach, clarify ownership and prevent conflicting messages from damaging buyer trust. In Episode 5 of this six-part Past the Pitch special, Anna Frazzetto and Leslie Vickrey explore how unclear ownership creates internal collisions, and why the buyer often notices the confusion first.

Why More Sales Activity Won’t Fix Poor Conversion | Coaching & Performance | Episode 4

2K views · 2mo ago · 8:42

What you’ll learn: How sales leaders can improve performance by coaching the right behaviours instead of increasing pressure. When sales results fall, the instinct is often to demand more calls, more outreach and more activity. But if the real problem is weak discovery, poor follow-up or unclear next steps, additional pressure will not solve it.

Why Your CRM Is Hurting Sales | Data, Forecasting & Conversion | Episode 3

1.9K views · 2mo ago · 8:05

What you’ll learn: How to simplify your CRM, improve data quality and create sales stages that support better coaching, forecasting and conversion. If your CRM feels like punishment, your salespeople will enter the minimum information—and weak data leads to poor targeting, unreliable forecasts and missed opportunities.

Why Sales Ignores Marketing Leads | Handoffs, Follow-Up & Revenue Alignment | Episode. 2

1.6K views · 2mo ago · 8:22

What you’ll learn: How sales and marketing can improve lead handoffs with clearer triggers, faster follow-up and better feedback. Why do marketing leads often disappear once they are passed to sales? In Episode 2 of this six-part Past the Pitch special, Anna Frazzetto and Leslie Vickrey explore where the handoff between sales and marketing breaks down, and how to fix it.

Why Sales and Marketing Disagree on Leads | ICP, Qualification & Revenue Alignment | Episode 1

1.8K views · 2mo ago · 22:00

Guest: Leslie Vickrey

Sales and marketing may use the same terminology, but that does not always mean they agree on what it means. What you’ll learn: How sales and marketing can create shared definitions for ideal clients, qualified leads, handoffs and revenue outcomes.

You’re the Problem & the Solution | Why Great Leaders Change Before They Blame | S04E10

5.3K views · 3mo ago · 30:40

What you’ll learn: Why personal accountability matters, how to respond when your usual approach stops working, and why choosing the right boss can shape your career more than choosing the right company. What happens when hard work is no longer producing results?

Same Job, Different Operating System Part 2 | Gen Z, AI & the Future of Sales | S04E08

5K views · 3mo ago · 20:39

Guest: Adrian Sanchez

Sales is changing fast, but the future is not just about AI. It is about knowing how to adapt. In this episode of Past the Pitch, Anna Frazzetto continues her conversation with Adrian Sanchez and Dilan Swami on how two people can do the same job in very different ways.

Topics: The art of following up · Building professional trust · Gen Z in the workplace · Managing stress and capacity · Future of sales and AI · Lightning round and closing

Same Job, Different Operating System (Part 1) | Tech, Trust & Modern Sales | S04E07

6K views · 4mo ago · 20:48

Guest: Adrian Sanchez

Two people can do the same job, chase the same goals and still approach work in completely different ways. In this episode of Past the Pitch, Anna Frazzetto sits down with Adrian Sanchez and Dilan Swarmi to explore how two people can do the same sales role in very different ways.

Topics: Professional backgrounds · Technology in the workplace · Sales and client outreach · Generational style in sales

Luxury Beyond the Product | Client Trust, Experience & Value-Led Sales | S04E06

5.3K views · 4mo ago · 32:20

Guest: Isabella Giuffra

What can B2B sales professionals learn from luxury retail? In this episode of Past the Pitch, Anna Frazzetto sits down with Isabella Giuffra, a client advisor in luxury retail, to explore how trust, experience and long-term relationships shape high-value sales.

Topics: Luxury retail fundamentals · Career passion and origins · The importance of education · Client hunting and retention · Managing client relationships · Storytelling and value

No Failure, Just Feedback | Career Growth, STEM Talent & Energy Transition | S04E05

14K views · 4mo ago · 30:51

Guest: Pearl Chu

Learn how fear of failure, feedback and curiosity can shape a stronger, more adaptable career. In this episode of Past the Pitch, Anna Frazzetto is joined by Pearl Chu, Director of Technical Domains and University Relations at SLB.

Topics: Origin story and early career · Overcoming failure and fear · Energy industry perspectives · Diversity and talent development · Navigating corporate culture · Advice for the younger self

Purpose Beyond Placements | Recruiting, Feedback & Human-First Sales | S04E04

5.5K views · 5mo ago · 23:48

Guests: Purpose Beyond Placements, Adam Conrad

Anna Frazzetto sits down with Adam Conrad, founder of Great Recruiters, for a practical conversation on recruiting, feedback, sales, leadership and why human connection still matters in a technology-driven industry. Adam shares the story behind Great Recruiters, including the early idea he almost walked away from, the moment that helped him see why recruiters needed reviews, and why real-time feedback can make such a difference to individual recruiters and company culture.

Topics: Meet Adam Conrad · Why recruiting holds on to people for a lifetime · The business decision Adam almost didn’t make · The moment that sparked Great Recruiters · Trusting your gut and avoiding regret · Why intentional silence matters in sales