Robert Lock went from corporate sales leadership to running supply chain during COVID—then used that “between lanes” moment to launch his own firm, Buffalo Mountain Sales Strategies . In this episode, he and Brett dig into how GenX escapees can win clients by going local-first and relationship-heavy , not enterprise-style transactional. You’ll Learn 💡 How to build a referral engine from scratch : → Daily LinkedIn connects with a simple, honest message → Wait 24 hours → Invite to a virtual coffee → Leave every chat with 2–3 new intros 💡 Why owner conversations are precious —and how to uncover real problems instead of pitching surface ones. 💡 How to package your offer with paid discovery + 90-day sprints instead of scary year-long scopes. 💡 Why going local first builds faster trust (and how that expands nationally). 💡 How adding exit-planning expertise creates credibility and future opportunities. Guest Robert Lock — Founder, Buffalo Mountain Sales Strategies | Advisor with Sales Acceleration | Based in Denver, CO Connect on LinkedIn: https://www.linkedin.com/in/lockrobert/ Keywords GenX • Corporate Escape • Solo Consulting • Fractional Leadership • SMB Sales • Discovery Calls • Networking • Sales Acceleration • Denver
