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Selling isn’t heart surgery. Yet so many salespeople act like it is. They overthink, overcomplicate, and overwhelm themselves—and in the process, they stall deals that could have moved forward.

On a recent episode of The Sales Hunter Podcast, I sat down with Brad Pearse of Simplified Selling to break down why salespeople make things harder than they need to be, and what it looks like to strip sales back to the basics.

1. Why We Overcomplicate Sales

Salespeople, by nature, want to get it right. But that perfectionist mindset can be a trap. Brad shared that many reps—himself included—overthink every move, trying to get it “just right.” The result? Confusion, frustration, and missed opportunities.

At its core, sales really comes down to three things:

Identify the problem your client is trying to solve.Know who you’re talking to—the person or company with that problem.Help them reach the outcome they’re looking for.

Everything else is noise.

2. Start with the Right Question

One of the simplest (but most powerful) discovery questions Brad asks is:

“Why did you reach out?”

That one word—why—opens the door to understanding the client’s true challenges, needs, and motivations. Yet many salespeople hesitate to ask because they fear the answer might put them on the spot.

Brad’s advice? Ditch the fear and lead with curiosity. Treat discovery calls the same way you’d treat meeting a new person—you ask questions to get to know them. Sales is no different.

3. The Discovery Call: Stop Selling, Start Listening

Too many reps see discovery calls as their chance to pitch. Brad flips that around. A strong discovery call should feel conversational, not like a sales script.

Here are the keys he outlined:

Mindset of curiosity—show up to learn, not to sell.Do your homework—research the company and their industry.Uncover pain points—why they reached out, what they’re struggling with, and what transformation they want.

The goal isn’t to close in that first meeting. The goal is to earn a second one.

4. Why the Presentation Belongs Later

Salespeople often rush into presentations. “We’ve been in business 65 years, we have three offices, and here’s our cool building…” Sound familiar?

Brad recommends saving the presentation for the second call. Use the first conversation to listen, then return with recommendations tailored to what the client actually cares about.

And here’s a pro move: before ending the discovery call, ask, “When I come back with recommendations, what specifically would you like me to address?” That way, the prospect helps shape the agenda—and is already bought into the next step.

5. SMB vs. Enterprise: Lessons to Swap

Brad has worked both in SMB and enterprise sales. Each has strengths the other can borrow:

SMB reps should think more strategically, aligning solutions with big-picture company goals.Enterprise reps should adopt SMB discipline, focusing on consistent prospecting activity instead of getting lost in unstructured time.

Both sides can sharpen their edge by adopting what the other does best.

6. Where Sales Is Headed

With buyers now doing up to 80% of their research before ever speaking to a rep, the sales process is shifting. Reps can no longer rely on “show and tell.” Instead, they need to:

Lead with insights. Share knowledge the buyer doesn’t already have.Add value first. Demonstrate expertise before pushing product.Build a personal brand. In today’s digital-first world, platforms like LinkedIn matter more than ever.7. LinkedIn: From Resume to Resource

Too many salespeople treat LinkedIn like a digital resume. Brad argues it should be a resource page—a place that shows prospects how you can help solve their problems.

His LinkedIn must-haves for sales reps:

Profile as a resource. Position yourself as an expert, not a job-seeker.Sales Navigator. One of the most underused tools, it surfaces buying signals and drives warm introductions.Daily use. Tools don’t work if they’re not part of your routine. Leadership must set expectations and build LinkedIn into the sales process.8. The Future of Selling Is Simple

At the end of the day, simplified selling is about this: help people solve problems. The tools may evolve, the platforms may shift, but the foundation stays the same.

Sales isn’t about perfection. It’s about curiosity, clarity, and consistency. Strip away the clutter, focus on the basics, and you’ll find selling is far less complicated than most make it out to be.

About the Guest:

Brad Pearse helps B2B sales teams accelerate pipeline with LinkedIn. He’s the Founder and CEO of Simplified Sales.