Outrunning the Bear and Winning in Sales
"You don't have to outrun the bear, just your friend." That playful analogy sets the tone for Rob Durant's journey from a reluctant salesperson to a sales educator and podcasting powerhouse. Rob is a teacher at heart and didn't initially plan on becoming a sales professional. But his unique take on service-led selling and his ability to communicate those lessons have made him a trusted voice in the world of sales education. It was really just a logical step for him to turn to live broadcasts and podcasting. This blog post unpacks Durant's insights, showing small business owners and marketing managers how podcasting can fuel both personal growth and business development.
Customer Service is Sales—With One Extra Step
Rob Durant realized that excellent customer service and effective sales share almost the same DNA. Both require asking questions to identify root causes and offering viable solutions.
The next step was realizing the thing that separates great salespeople from the rest. They ask for the sale. Many customer service professionals, Durant explains, don't offer a solution simply because they themselves wouldn't pay for it. That's not just a missed opportunity. He considers that as a disservice to the customer. After all, they’re asking for a solution.
Key Takeaway: If you're helping someone solve a problem, you owe it to them to offer the solution even if it comes at a cost.
From Disney to Dial Tone: A Sales Journey
Trained by The Walt Disney Company in the art of customer service, Rob found himself unexpectedly thrust into a sales role after returning to Boston. Despite initial resistance, he leaned on his customer service skills and quickly uncovered a truth: being slightly better than the next person can be the difference between surviving and thriving in sales.
The Podcasting Pivot: Building a Brand, Not Just a Show
Durant's digital transformation began when he and his peers were granted early access to LinkedIn Live. They launched a show called "The Digital Download," focusing on social selling. They hated the annoying “pitch-slap” that was becoming all too common. Rob and his friends felt comfortable with and found success in the connect-and-connect method.
This venture organically led to Sales TV Live, a show designed for sales professionals eager to do more than close deals. These weekly broadcasts are now integrated into the Institute of Sales Professionals (ISP) learning platform.
Golden Nugget: You’re not just launching a podcast. You’re building a brand.
Why Podcasting Works (Even When You’re Not Watching)
Durant highlights one of the unique things about podcasting in accessibility. It’s one of the few ways that people can engage while multitasking. Unlike video or traditional media, podcasting fits into busy lives. That’s partially to the “on demand” nature. You can listen to the podcast when you want to…not just when it’s broadcast live. It’s also easier to ask someone to be a guest on a podcast than it is to cold pitch them. Podcasting creates a warm entry point and builds meaningful, two-way relationships.
Business Impact: Networking, Teaching, and Visibility
Here’s how podcasting impacted Durant’s career:
Speaking engagements, like Higher Ed PodCon
Partnership opportunities, including with the ISP
Business visibility through digital channels
Authentic connections that turn into long-term relationships
One Podcast Episode > 50 Cold Calls
Would you rather spend an hour cold calling or recording a podcast episode that lives online forever, establishing your authority? Durant and his peers opt for the latter—because it works.
Lessons for Aspiring Podcasters
Durant leaves us with actionable advice:
Start messy: Your first 15 episodes are your practice ground.
Focus on your guest: Make the episode about them, not you.
Prep matters: Know your guest, know your audience.
Stay curious: Ask questions that go beyond the surface.
Don’t Let “Saturation” Stop You
Worried there are already too many podcasts? Durant disagrees. The podcasting space isn’t oversaturated; it’s underutilized. The real shift is happening away from traditional media toward niche, on-demand content. Your unique voice is your brand differentiator.