Sales can feel scary. But it doesn’t have to be.
Wesleyne Whittaker, the founder of Transformed Sales, started out as a chemist. She solved problems by figuring out why plastic parts broke. But she wanted more people interaction, so she stepped into sales. From there, she discovered her true passion—helping sales teams and entrepreneurs grow.
Today, she teaches people how to fix their broken sales processes and turn them into strong, repeatable systems. In a recent conversation with Curt Anderson and John LaRoy, Wesleyne shared her best advice for those starting their sales journey.
Let’s break it down into easy, helpful lessons.
Know Your Niche: You Can’t Sell to Everyone
Wesleyne says, “If you sell to everyone, you sell to no one.” That means you need to be laser-focused on who you help and how you help them. Instead of trying to reach every customer, focus on one small group. This makes you the expert in that area.
She calls this the “riches are in the niches” strategy. When you focus on a small group, you become the go-to person for that market. People think of you first. That’s the goal—to become the name they trust.
Think Persona, Not Position
Many people make the mistake of targeting job titles like CEO or Director. But Wesleyne teaches that it’s smarter to target the persona—the person who has the problem you can solve.
This person may not have the budget, but they can become your internal champion. They believe in you and bring others into the conversation. They can help convince decision-makers to take the next step. Build relationships with these people—they’ll talk about your work even on airplane rides!
Create Content That Teaches
Wesleyne doesn’t use pushy sales tactics on social media. Instead, she shares helpful content on LinkedIn. Her posts teach real strategies. And people notice.
One person told her, “Your content is so authentic.” After a simple call, he asked for sales training—without being asked!
Her advice? Post to educate. Share solutions to your audience’s problems. That’s how you stay top-of-mind and build trust.
Speak Their Language
When selling, match how your buyer likes to communicate. Some people want emails. Others want short videos. Some want no help at all—they prefer to order on their own. Wesleyne says to map your sales process to their buying journey.
Ask yourself:
- How does my customer like to buy?
- Do they want help or to do it themselves?
- What information do they need?
This customer-first mindset helps you sell without being pushy.
Book Sales Time on Your Calendar
You schedule meetings, lunch, and haircuts. So why not sales?
Wesleyne encourages everyone to block time on their calendar for sales. Reach out. Share content. Follow up. The key is consistency. Even 10 minutes a day can make a big difference.
Learn to Say No
Not every deal is a good deal.
Wesleyne once worked with a sales team that resisted every new idea. She realized they weren’t open to change. So she told the company: don’t waste your money.
She only works with people who are ready to grow. That’s part of her brand promise—to only help when she sees a real chance for transformation.
Get Creative with Outreach
Want to stand out? Try something different.
Send a book with a sticky note on a key page. Share a custom t-shirt based on something the person mentioned in a podcast. One time, someone even mailed one shoe with a note: “I got my foot in the door!”
These small, thoughtful acts go a long way. They show you’re listening—and that you care.
Final Sales Tips from Wesleyne
- Don’t be afraid to teach. Your best clients will want your help, not do it all themselves.
- Aim for a 33% close rate. 100% is too safe. Less than 30%? You may need to tighten your process.
- Always focus on solving problems. When you help others win, you win too.
Sales isn’t about pressure—it’s about connection, value, and trust. And thanks to Wesleyne’s guidance, now you can make it simple, focused, and fun.