In this episode of Leading Below the Surface, LaTonya Wilkins sits down with sales strategist Kelly Hoppesch to unpack the art of selling yourself without feeling fake, pushy, or “salesy.” Whether you’re a CEO, a coach, or simply navigating your career, sales is a skill we all need, even if we don’t think of ourselves as salespeople.
Episode Summary
Kelly shares her insights on empathy in sales, how to build authentic influence, and why selling is really about connection and clarity, not scripts and pressure. You’ll walk away with actionable ways to position yourself, your ideas, and your value; all in a way that feels natural and aligned.
Guest Bio
Kelly Hoppesch is a seasoned sales strategist, specializing in the HR Tech space. She’s held revenue leadership roles at powerhouse brands like LinkedIn, CareerBuilder, and Glassdoor, but her true passion lies in the messy, high-stakes world of startups. In 2021, she founded KH LLC, a consulting firm built to help tech founders unlock revenue and scale smarter, faster, and with purpose.
Kelly believes revenue problems aren’t just about numbers — they’re rooted in people, operations, and execution. Through her work, she helps founders uncover the real heartbeat of their business, rewiring what’s broken so they can move forward with clarity and confidence.
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Podcast Summary Transcript:
(Times are approximate and based on topic flow — not exact transcript markers)
00:00 – Introduction and welcome
- LaTonya introduces the theme of selling without selling out
- Why this topic matters for everyone, not just sales pros
03:00 – Kelly’s background and passion for sales
- From corporate sales leadership to startup consulting
- What she’s learned about revenue from different environments
07:15 – Why empathy is the secret sales advantage
- How empathy changes the conversation
- Why pushy sales approaches fail in the long run
12:00 – Selling yourself without being “salesy”
- Reframing sales as connection and problem-solving
- Identifying your unique value without overselling
18:30 – Common mistakes people make in self-promotion
- The trap of overexplaining or underselling
- How to strike the right balance
23:15 – Practical strategies for selling in any role
- Techniques you can use even if “sales” isn’t in your title
- Building confidence and clarity in your pitch
28:00 – Closing thoughts and takeaways
- Kelly’s advice for anyone struggling to put themselves out there
- How to practice selling in a way that feels authentic