From wedding‑venue discovery calls to six‑a‑side soccer tactics, agency founder Sam Dunning unpacks the mindsets, warning signals, and daily resets that keep him centred while scaling Breaking B2B. He and Jolie explore why a fat pipeline beats hard‑sell pressure, how styes shout “slow down,” and what two kids and one loyal pup can teach a revenue leader about presence. Key Takeaways
• A full pipeline sets you free because it lets you show up calm and human
• Discovery is a two-way conversation built on mutual respect
• Burnout speaks through your body long before your mind catches up
• Kids and dogs are everyday teachers in presence and leadership
• Movement clears the fog when your brain feels overworked
• Creating daily routines builds leverage and protects your energy Timestamps
00:00 – Intro: chip‑on‑shoulder & “the game” mindset
03:59 – Laid‑back sales posture & pipeline philosophy
05:22 – Discovery call before demo (wedding‑venue example)
06:35 – Detaching from outcome & filling the funnel
09:11 – Sales‑call framework & mutual respect red flags
11:01 – Freight‑train insight: Greece holiday panic & lost house key
15:06 – Burnout’s voice: styes, stress and agency exit
21:06 – Invisible hustle costs: late‑night U.S. calls
24:33 – Delegating to protect mental health
30:22 – Leadership lessons from a 5‑year‑old & 7‑month‑old
34:06 – Pup‑powered intuition & match‑making story
39:57 – Reset ritual: gym, football, walks
43:16 – Where to find Sam
44:14 – Closing thoughts Links
Learn more about Sam Dunning
Learn more about Jolie Shapiro
Learn more about Revenue Mind

Play the Long Game | Sam Dunning, Founder & Host of Breaking B2B