Pivot Like a Pro: What to Do When the Sales Call Goes Sideways w/Emily Yepes

In this episode of Building Your Sales Engine, Mark McGraw sits down with Emily Yepes to explore the tension between sales theory and real-world execution. They dive into four core concepts—upfront contracts, pricing, demos, and decision-making—and reveal how the best salespeople adapt when things don’t go by the book.

Whether you’re navigating internal power dynamics or figuring out how to tailor your message to an analytical buyer, this episode is a masterclass in pivoting with purpose.

Topics covered:

• The difference between breaking the rules and earning the right to break them

• When and how to discuss pricing early in the sales cycle

• Making demos conversational and customer-centric

• How to sell when the decision maker isn’t in the room

Listen in to sharpen your instincts and elevate your ability to respond in the moment.

🔗 Download exclusive sales resources at: buildingyoursalesengine.com/giveaway

Mentioned in This Episode:

https://www.BuildingYourSalesEngine.com/follow
https://www.Sandler.com
https://www.BuildingYourSalesEngine.com/sandler
https://www.BuildingYourSalesEngine.com/33
https://linktr.ee/buildingyoursalesengine
https://www.linkedin.com/in/emily-yepes-90734620/