Shrinking the Sales Prevention Department (w/Jamie Irvine)
Fri Jan 30 2026
Jamie Irvine returns to The Unsure Entrepreneur Podcast for a wide-ranging conversation on sales, focus, and the hidden systems that quietly kill growth. With more than 25 years in the heavy-duty parts and trucking industry, and operating several business of his own, Jamie brings a unique view on how businesses actually win and lose revenue.
On his popular podcast The Heavy Duty Parts Report, Jamie and his guests discuss tips, tools, and technology that help heavy-duty parts manufacturers and distributors. In our conversation, Jamie explains why trucking is the backbone of the economy, noting that most grocery stores hold only three days of inventory and that if trucks stopped rolling, “within a few days people start dying.” That reality makes the industry an early warning system for broader economic trouble. He also shares why layoffs among drivers and mechanics signal deeper issues in Canada’s economy.
The discussion then turns to what Jamie calls the “sales prevention department” — the internal friction that makes it harder for customers to buy. He argues every company has one, and the goal is to shrink it. From delayed follow-ups to confused roles, small breakdowns cost real money.
Jamie offers clear advice on separating business development from account management, focusing on strengths, and designing sales teams that actually work. He also shares a practical closing technique that replaces pressure with silence and insight. As Jamie puts it, “The best pressure you can put on a buyer is silence.” The episode is packed with usable lessons for entrepreneurs at any stage.
Resources:Check out Jamie's podcast The Heavy Duty Parts ReportVisit Jamie on LinkedInVisit Heavy Duty Parts Consulting Corporation
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Jamie Irvine returns to The Unsure Entrepreneur Podcast for a wide-ranging conversation on sales, focus, and the hidden systems that quietly kill growth. With more than 25 years in the heavy-duty parts and trucking industry, and operating several business of his own, Jamie brings a unique view on how businesses actually win and lose revenue. On his popular podcast The Heavy Duty Parts Report, Jamie and his guests discuss tips, tools, and technology that help heavy-duty parts manufacturers and distributors. In our conversation, Jamie explains why trucking is the backbone of the economy, noting that most grocery stores hold only three days of inventory and that if trucks stopped rolling, “within a few days people start dying.” That reality makes the industry an early warning system for broader economic trouble. He also shares why layoffs among drivers and mechanics signal deeper issues in Canada’s economy. The discussion then turns to what Jamie calls the “sales prevention department” — the internal friction that makes it harder for customers to buy. He argues every company has one, and the goal is to shrink it. From delayed follow-ups to confused roles, small breakdowns cost real money. Jamie offers clear advice on separating business development from account management, focusing on strengths, and designing sales teams that actually work. He also shares a practical closing technique that replaces pressure with silence and insight. As Jamie puts it, “The best pressure you can put on a buyer is silence.” The episode is packed with usable lessons for entrepreneurs at any stage. Resources:Check out Jamie's podcast The Heavy Duty Parts ReportVisit Jamie on LinkedInVisit Heavy Duty Parts Consulting Corporation