Chris Walcher, Vice President of Sales at Cedar Financial and author of "Corporate Casual," champions a refreshingly human sales approach. In his podcast with Joe Fontana, Chris explained how authenticity helps build true connections, breaking free from the rigid, impersonal scripts that dominate traditional sales.
The Power of Being Human
Chris urges sales professionals to show up as themselves: “In sales, people like working with people. Buyers like working with human beings of sellers.” He challenges the status quo, stressing that genuine connection—not just numbers—leads to lasting client relationships.
Lessons from the Field
Drawing on his experience coaching a women’s soccer team, Chris explains that understanding each individual’s personality and adapting to their needs results in better team—and sales—outcomes. Personalization breeds trust, a lesson Dextego has embedded in its AI technology, which customizes learning, feedback, and coaching to each salesperson’s style and strengths.
Failing Forward
Chris encourages salespeople to “fail forwards, fail often, fail daily"—using each failure as a stepping stone to refining their unique selling style. Dextego reinforces this growth mindset by providing safe environments to practice, receive targeted feedback, and iterate continuously, helping sellers develop their own authentic voice while learning from setbacks.
How Dextego Powers Authentic Sales
Dextego’s AI coaching platform operationalizes the human-centric methods Chris Walcher champions. Instead of forcing reps into cookie-cutter molds, Dextego delivers:
- Personalized training modules that respect and build on individual selling styles
- Real-time, scenario-based practice and feedback to sharpen skills in a supportive way
- Continuous encouragement to experiment, adapt, and “fail forward” without fear
- Insights that prompt self-reflection, ensuring authenticity and connection remain at the heart of every seller’s journey
Conclusion
Chris Walcher’s insights—and Dextego’s technology—remind us that the future of sales isn’t robotic or impersonal; it’s deeply human. By embracing authenticity and leveraging platforms like Dextego to reinforce this value, salespeople build relationships that drive loyalty and real results.
Watch full episode here.
