Most people think sales is all about getting deals and hitting targets. That mindset misses a much bigger opportunity.

The fact is: even the best salesperson won’t win every deal, that’s just the nature of the game.

But what if you could lose the deal and still win the relationship? What if you could deliver value even when someone chooses not to work with you?

When we shift from chasing transactions to building trust, we gain something far more lasting. Because long after the deal is off the table, the relationship can still be intact, and still be meaningful.

Relationships don’t grow through pressure tactics or perfect pitches. They grow through curiosity, humility, and a willingness to show up as a human, not just a salesperson.

How do we make that shift? What are recruiters and sales leaders getting wrong in their approach?

In this episode, we’re joined by Casey Jacox, speaker, coach, sales and leadership expert, and author of WIN the RELATIONSHIP – Not the DEAL.

Casey shares how to rethink your entire approach to sales and why recruiters, hiring managers, and business leaders can get better results when they focus on connection over conversion.

Guest Bio

Casey Jacox is a speaker, coach, sales and leadership expert, and the author of “WIN the RELATIONSHIP – Not the DEAL.” Throughout his career, adversity has been his strength. At Kforce, Casey held the top national sales position for ten consecutive years before becoming President of Client Strategy and Partnerships. In March 2019, Casey left Kforce as the all-time leading salesperson to author his debut non-fiction book. With over 100 organic Amazon reviews, it’s reshaping how teams build customer relationships and internal cultures. Drawing on lessons from my college quarterback days, he embraces adversity and leads Winning The Relationship, LLC, where he offers executive sales leadership and coaching. Casey also hosts The Quarterback DadCast, sharing stories and wisdom on fatherhood and leadership. To learn more, visit https://www.caseyjacox.com/. 

About Your Host

Vince Holt is the founder and CEO of Management Recruiters of Mercer Island. With 35+ years industry experience, he is the only MRINetwork team member to win CSAM of the Year, Person of the Year and Lifetime Achievement Awards. In addition to spending time with his wife, children and grandchildren, Vince has raced motorcycles for over 50 years, winning 5 National Championships.

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