Improv for Sales: "F* Your Good Idea" & The Power of Callbacks w/ Kevin Hubschmann

Episode notes

Episode Summary Is your sales pitch a rehearsed monologue or a collaborative improv scene? In this episode of Thoughts on Selling , Lee Levitt sits down with Kevin Hubschmann , former enterprise rep turned comedian and founder of Laugh.Events . We dig into the fascinating parallels between stand-up comedy and enterprise sales. Kevin shares his story of balancing daytime sales calls with nighttime open mics, realizing that skills like Presence , Timing , and Curiosity are missing from modern playbooks. From the improv rule of "Yes, And..." to using "Callbacks" to close deals, Kevin breaks down why humor isn't just about jokes—it’s the ultimate signal of shared understanding. Memorable Quotes: "F your good idea. In improv and sales, the goal isn’t to deliver your rehearsed pitch—it’s to respond to the moment."* — Kevin Hubschmann "Laughter isn't just a reaction; it's a sign of shared understanding." "Most sales calls fail because reps talk too much. Mastering silence is the first step to earning trust." 3 Actionable Takeaways for Leaders: The "Callback" Technique: In comedy, a callback connects the end of the set to a joke from the start. In sales, this is a superpower.