Brett Carnali is the VP of Sales and Marketing at Stone Door Group, a DevOps and hybrid cloud consultancy. After shifting from the military to the music business with his wife, he spent years managing tours and building a booking agency. When live events paused during COVID, he moved into tech, quickly building multi-million-dollar pipelines and leading sales teams. With over 20 years of experience across media and enterprise services, Brett brings a service-first mindset to sales—rooted in empathy, clear messaging, and a focus on what actually drives revenue.
Here’s a glimpse of what you’ll learn:
- [04:30] What it means to lead with genuine care in sales conversations
- [08:00] How Brett applies empathy to move prospects through the funnel
- [12:45] Why being “detached from the outcome” is key to authentic selling
- [17:00] The role of sales technique—asking for the close and handling objections
- [21:10] Aligning marketing to sales with clear messaging and intent
- [26:50] How vision feeds business growth—and why it needs structure
- [36:30] Using quarterly planning to balance creativity and execution
- [42:00] Reverse engineering as a tool for reaching big-picture goals
In this episode…
In this episode of the Tailwind Marketing Podcast, Carlos Corredor speaks with Brett Carnali, VP of Sales and Marketing at Stone Door Group, about what most salespeople miss: empathy. They dig into why detaching from the outcome leads to better deals, how overthinking your funnel kills momentum, and why simple, honest messaging beats clever campaigns. They also talk about vision, team focus, and how to lead without burning out your team or losing direction.
Resources mentioned in this episode:
Quotable Moments:
- “People buy from people they like. It’s not about the pitch—it’s about trust.”
- “Regardless of whether they buy or not, I’m going to provide the best service.”
- “The vision is the fun part. But you have to work backwards to make it real.”
- “Marketing sometimes gets so creative it loses the message. You have to keep it clear.”
- “We call them rocks. Set the goal for the quarter and get it done—don’t change the play mid-game.”
Action Steps:
- Lead with Empathy: approach each interaction with the goal of serving, not just selling.
- Detach from the Outcome: reset your mindset before each call. Add value without forcing the next step.
- Clarify the Close: know exactly what you’re guiding the conversation toward—whether a meeting, quote, or next session.
- Simplify Messaging: keep your offer and value crystal clear from the first touchpoint.
- Use Quarterly Planning: focus on executing one clear goal per quarter, then evaluate and evolve.
- Reverse Engineer the Vision: start from what you want to build, then map what’s needed to get there.
Sponsor for this episode…
This episode is brought to you by Condor Digital Marketing.
Condor is an ROI-driven digital marketing agency built by entrepreneurs for entrepreneurs.
Our expert team helps clients identify and execute initiatives focused on business growth. We aim to democratize digital marketing with proven strategies and measurements that guarantee a return on investment by leveraging innovative technologies and the support of our Latin American office.
We provide strategic digital marketing advice, website development, content generation, SEO, performance marketing, social media marketing, CRM and email automation, web analytics and BI reporting, video production, and staffing services.
To learn more about our execution of ROI-focused marketing, reach out to us at Condoragency.com or email us at hello@condoragency.com.
