The Modern Seller’s Edge: Virtual Presence, Prospecting Mastery, and Becoming the Expert | Unfinished Business with David Sliman

In this episode of Unfinished Business, host David Sliman sits down with Ryan Dohrn — award‑winning sales trainer, consultant to more than 30,000 sales professionals worldwide, and a driving force behind more than $1 billion in influenced revenue. With three decades of experience across media, advertising, and digital sales, Ryan brings a rare combination of old‑school fundamentals and modern‑day adaptability. From the rise of virtual selling to the collapse of long relationship cycles, Ryan breaks down what has changed, what hasn’t, and what elite sellers do differently. What starts as a conversation about webcam etiquette quickly becomes a deep dive into sales psychology, prospecting discipline, creativity, and the mindset required to thrive in today’s accelerated buying environment. Episode Highlights: Virtual Selling: Your Webcam Is Your First Impression: Ryan’s viral COVID‑era training, “How Not to Be a Webcam Zombie,” reshaped how professionals show up online.  The Buying Cycle Has Completely Flipped: Gone are the days of six‑month relationship building. Ryan breaks down how speed, proof, and credibility drive early‑stage decisions and why sellers must show up as experts, not interrogators.  Preparation = Power: Research isn’t optional. Coming in with insight positions you as a trusted advisor. Guest Contact Information: Guest: Ryan Dohrn; Sales Trainer, Consultant, Speaker  LinkedIn / Socials: Connect with Ryan Dohrn on LinkedIn to learn more “Selling is a bit of a performance… you need to be organized, well‑rehearsed, prepared.”  — Ryan Dohrn   #UnfinishedBusiness #SalesLeadership #ModernSelling #Prospecting #VirtualSales #SalesTraining #Mindset