Shows
The Selling PodcastChange Agent: How to Sell New Ideas & Win with Ryan BlairSend us a textEver feel like you're pitching to a brick wall? This week on "The Selling Podcast," Mike and Scott sit down with Ryan Blair, a dynamic change consultant, to tackle one of the toughest challenges in sales: getting people to embrace change. We all know change is hard—for us, and for our prospects—and Ryan provides the blueprint for making it happen.In this insightful episode, Ryan reveals his battle-tested tips and tricks for guiding people through the change process. He shares how to quickly and accurately identify the pers...2025-08-0629 minThe Selling PodcastBeyond the Loss: Mastering the Emotions of Losing a Top ClientSend us a textIt's the call every sales professional dreads: losing a top account. This week on "The Selling Podcast," Mike and Scott get raw and real about a painful truth in the sales world. They reveal that no matter how experienced you are, the sting of losing a major client never truly goes away. The same cycle of emotions—shock, anger, and self-doubt—happens every single time.In this episode, we tackle this emotional rollercoaster head-on, providing a crucial framework for not just surviving, but thriving after a major loss. We explore the init...2025-07-3032 minThe Selling PodcastPipeline vs. Pipedream: The Secret to Realistic Sales GrowthSend us a textEver find yourself dreaming big about your sales goals, but those dreams feel more like a fantasy than a plan? This week on "The Selling Podcast," Mike and Scott tackle a crucial distinction that separates successful sales pros from those perpetually chasing rainbows: the difference between a pipeline and a pipedream.We dive into what makes a pipedream – those exciting, often unrealistic aspirations that live only in your head. While creativity and big thinking are great, a pipedream, by definition, isn't written down, isn't grounded in reality, an...2025-07-2328 minThe Selling PodcastEntrepreneurial Secrets: How to Create Time to Scale Your Business (Feat. UnsexyBusinessmen.com)Send us a textEver feel like there aren't enough hours in the day to truly build the business of your dreams? This week on "The Selling Podcast," Mike and Scott are joined by an incredible trio: Aaron Skinner, Alex Skinner, and PJ Howland, the brilliant minds behind UnsexyBusinessmen.com!This episode is a goldmine for aspiring and current entrepreneurs who are tired of the hustle culture narrative and want practical strategies to regain control of their time. The UnsexyBusinessmen founders reveal their unique philosophy on utilizing...2025-07-1634 minThe Selling PodcastFrom Zero to Sale: Launching Your Business with Aaron Skinner (unsexybusinessmen.com)Send us a textReady to ditch the dream and actually start that business you've been thinking about? This week on "The Selling Podcast," Mike and Scott are joined by the incredibly generous Aaron Skinner, the mastermind behind unsexybusinessmen.com! If you've ever felt overwhelmed by the first steps of entrepreneurship, this episode is your personal blueprint.Aaron doesn't just talk about starting a business; he gives away the essential information for free! He pulls back the curtain on how to get started and drive your venture to success...2025-07-0928 minThe Selling PodcastStartup Secrets: Aaron Skinner's Playbook for Launching & Scaling Any BusinessSend us a textEver dreamt of starting your own business, but feel overwhelmed by where to begin? Or maybe you're already in the trenches, navigating the inevitable growing pains? This week on "The Selling Podcast," Mike and Scott cut through the noise and get real with Aaron Skinner, the mastermind behind unsexybusinessmen.com!Aaron isn't just talking theory; he's lived it. He shares the raw, unfiltered journey of how he built a seemingly "unsexy" janitorial business from the ground up, driving it to remarkable success and eventually a profitable exit...2025-07-0236 minThe Selling PodcastThe Follow-Up Framework: How to Master Sales Follow-Up Without Being AnnoyingSend us a textIn this essential episode of "The Selling Podcast," your hosts Mike and Scott tackle a critical yet often mishandled aspect of sales: the framework of effective follow-up. We've all been there – a great initial conversation, but then the follow-up falls flat, or worse, pushes the prospect away. This week, we break down how to master your follow-up strategy to keep deals alive and ultimately, close more sales.We dive into three common pitfalls and how to avoid them, ensuring your follow-up is always impactful and professional:Don't Ac...2025-06-2528 minThe Selling PodcastUnlock Peak Sales: Damien Cooke's Masterclass in Leadership & Revenue-Driving ActivitiesSend us a textGet ready for another electrifying episode of "The Selling Podcast" as Mike and Scott welcome back a true show legend: Damien Cooke! Known for his unparalleled expertise in leadership and sales, Damien dives deep into the core tactics that drive peak performance within sales teams. This isn't just about managing; it's about leading your way to exceptional results.Damien shares one of his absolute key takeaways: the vital importance of having an outcomes-based mindset. He emphasizes that true success comes from focusing relentlessly on the...2025-06-1822 minThe Selling PodcastWhat Makes a Top Seller? Aaron Lewis Reveals His High-Performance Sales BlueprintSend us a textGet ready for an electrifying episode of "The Selling Podcast" as your hosts, Mike and Scott, sit down with an absolute sales legend: Aaron Lewis! In a candid and incredibly insightful conversation, Aaron pulls back the curtain on his remarkable career journey, from being a 6-time Presidents Club winner at Salesforce to embarking on an exciting new role at a rapidly growing young company.Aaron dives deep into the strategic thinking behind his significant career transition, openly discussing why he made the move and how he navigated the complexities...2025-06-0432 minThe Selling PodcastMaster the Comeback: Overcoming Objections with ConfidenceSend us a textIn this essential episode of "The Selling Podcast," Mike and Scott dive deep into the art of transforming common sales objections from roadblocks into stepping stones. They break down three of the most frequent objections sales reps face, providing you with battle-tested responses that not only neutralize the concern but also advance the sale:The Price/Cost Objection: "It's too expensive." Mike and Scott explain why this often isn't about the actual dollar amount, but about perceived value. They'll teach you how to reframe the conversation, instantly increasing trust2025-05-2831 minThe Selling PodcastPlaying to Win in Sales: The Mental Edge Beyond Just Having FunSend us a textUnleashing Sales Potential: The Behavioral Edge with Mike Crotta & Geoff Miller (Part 2)In this powerful follow-up episode of "The Selling Podcast," we once again welcome insights from former professional baseball player Mike Crotta and Geoff Miller, author of "Intangibles," as we delve deeper into the psychological and behavioral aspects of sales success. Building upon our previous discussion on mental toughness, we explore how understanding and leveraging behavioral assessments can unlock untapped potential and drive winning performance in sales teams.Mike and Geoff share their expertise on how to identify...2025-05-2152 minThe Selling PodcastSales Intangibles: Building Mental Toughness to Dominate Your Market (with Mike Crotta & Geoff Miller)Send us a textIn this powerful episode of "The Selling Podcast," Mike and Scott dive deep into the critical role of mental toughness in achieving sales success. We're thrilled to welcome two exceptional guests: Mike Crotta, a former professional baseball player with the Pittsburgh Pirates, and Geoff Miller, the acclaimed author of "Intangibles," a book that breaks down the mental game in baseball and beyond. Together, we draw direct parallels between the mental fortitude required in professional sports and the resilience needed to thrive in the demanding world of sales.Mike shares his firsthand...2025-05-1538 minThe Selling PodcastFEAR AND GREED ARE THE MOTIVATORS OF LIFE AND SALESSend us a textThis podcast explores the topic of motivation, with co-hosts Mike and Scott debating the primary drivers behind human behavior. Mike initially proposes pleasure and pain as the main motivators, suggesting that we are naturally drawn to activities that bring us joy and avoid those that cause discomfort.However, Scott challenges this perspective, arguing that fear and greed are the underlying forces that shape our actions. He defines greed as pursuing our own self-interest, and explains that while we may be motivated by the desire for pleasure, it's...2024-09-1833 minThe Selling PodcastUNLOCKING THE POWER OF SALES REPORTSSend us a textThis podcast delves into the essential role of sales reports in driving performance and gaining valuable insights into customer behavior. It underscores how effective sales reps leverage these reports to identify trends, uncover seasonal fluctuations, pinpoint high-performing products, and spot potential areas of growth or decline.The podcast encourages listeners to familiarize themselves with their sales reports and explore the insights they can offer. It emphasizes that different individuals may draw varying conclusions from the same data, underscoring the importance of careful analysis and interpretation. The podcast also advises aligning your...2024-09-0425 min
The Selling PodcastPEOPLE, PERFORMANCE, AND PODCASTING WITH JUSTIN ASHBYSend us a textJustin Ashby serves as the Vice President of Marketing at Alysio, and also assumes the role of host for the "Great Day in Sales" Podcast. Besides that, he is a lot of fun! His insights, knowledge, and experience can't hold a candle to his sarcasm and humor!In our interview, we delve into two primary subjects:Alysio aims to redefine the concept of exceptional sales practices. As sales reps, we find ourselves neglecting to monitor the appropriate leading indicators. Alysio introduced a...2024-02-1438 minThe Selling PodcastNO SALES PIPELINE NEEDED - EXCUSES THAT WON'T WORK!Send us a textMike tries to convince Scott that no pipeline is needed. This episode has a small role play and brings out the excuses we have all used or wanted to use when it comes to creating a pipeline.Feeling overwhelmed by the idea of a sales pipeline? You're not alone! This episode tackles common excuses like "I'm already swamped" and "more clients = stress," revealing the hidden potential that pipelines hold.While it's true that growth can bring challenges, we'll bust the myths and show how a...2024-02-0732 minThe Selling PodcastCONFESSIONS OF A CLOSER: FASTEST WAY TO GET THE SALE YES - NOT WHAT YOU THINKSend us a textSkip the Pitches and Sprint to "Yes" with This Podcast Hack!Feeling like your requests land with a resounding "no" more often than a "heck yeah"? Buckle up, friend, because this episode is about to turn your "ask to task" ratio upside down. Forget the traditional sales song and dance – we're ditching the ditch and taking a shortcut straight to the "yes."Turns out, people are actually more likely to help when you simply ask. But hold your horses, eager beavers! Just throwing out your as...2024-01-3131 minThe Selling PodcastSALES SLUMP - GET OUT OF YOUR WAY!Send us a textBust Your Sales Slump: 5 Steps to Reignite Your FireHitting a sales wall? Feeling defeated after a new territory, crushing quota pressure, or losing a big client? You're not alone. Even top performers face slumps, but the good news is, you can bounce back stronger than ever. In this episode, we'll dissect the common causes of sales slumps and equip you with five actionable steps to reignite your fire and crush your goals.Step 1: Expand Your Prospect Pool:First things first, you need leads! Diversify your outreach, explore...2024-01-2432 minThe Selling PodcastWIN-WIN CONTINUED... IT IS NOT COMPROMISE!Send us a textMike and Scott, the dynamic duo of sales, dive into the world of "Win-Win Strategies," proving that closing deals doesn't have to be a cutthroat competition. Mike's point is that if you don't maximize the sales, then it is a compromise. Scott's focus is that as long as the compromise is favorable for the party, then it is a win. We ended up changing the "win-win" verbiage to "both needs were met".Buckle up for some banter as they tackle these key points:1. Win-Win? Why settle for a...2024-01-1736 minThe Selling PodcastMASTERING THE WIN-WIN APPROACH IN SALES | TRANSFORMING FROM PUSHY TO PURPOSEFULSend us a textIn this episode, we're not just talking about closing deals – we're diving into the art of creating partnerships that make everyone feel like a winner. Say goodbye to the old-school win-lose mentality, because in sales, it's all about embracing the undeniable truth: win-win is the only way to go.We'll break down why those win-lose strategies often lead to lose-lose situations. No one aims for failure, but chasing short-term victories at the expense of long-term value can seriously backfire.So, how do you escape this trap and unlock the ma...2024-01-1032 minThe Selling PodcastTHE TRIBE CALLED AWESOME: BUILDING A COMMUNITY OF CUSTOMERS WHO CRAVE YOUR STUFFSend us a textFinding Your Tribe and Loving the Sales HustleHave you ever felt like you're casting your sales net into a vast ocean, hoping to snag some random fish? This podcast episode is about throwing on your scuba gear and diving deep into a vibrant coral reef – a niche teeming with your ideal customers.We're talking about finding your people. That passionate, engaged group who not only needs your product, but also clicks with your vibe. Because let's face it, when you sell to folks you genuinely enjoy, wo...2024-01-0335 minThe Selling PodcastSELLING FROM THE CLIENTS VIEWSend us a textYou might feel that your sales pitch and process is good. However, what does it sound like from the prospect or client's point of view. Flip your script to ensure you are targeting exactly what the customer is looking for and wanting. Sell how they would like to be sold and not how you like selling. What pushes client engagements?Let's focus on when we are pushing the sale as finding the customer versus the customer coming to us. Here is the more complicated scenario of us taking our product to...2023-12-2039 minThe Selling Podcast3 CLEAR SIGNS THAT SALES IS NOT FOR YOU.Send us a textEveryone says that they want to help people. But there must be more than that. Helping people is not a distinguishing feature nor a competitive advantage. Coming into sales will have many different paths. However, there are 3 indicators that sales might not be the right profession for you.You don't get excited for the opportunities of that day.Always feel like you are on an island.Start second-guessing managementEach one of these will likely creep into your life. It is okay if these come into your thoughts but if you...2023-12-1330 minThe Selling PodcastASK THE PERFECT SALES QUESTIONSend us a textWhen asking the perfect question, it is crucial to be sincere. Here are some steps:Understand Your End Result - There are two pain points that are likely to discover. 1) What is the buyer getting that they don't want? or 2) What are they getting that they don't want?Don't Interrogate - Unfortunately, there is where the "art of sales" comes into play. The is likely something that can't be taught but it can be learned. This will likely come with several steps that create misses and you have...2023-12-0637 minThe Selling PodcastTRANSFER OWNERSHIP IS CRUCIAL FOR REFERRALSSend us a textREFERRALS COME FROM THOSE WHO PAY. THE PERSON PAYING FEELS OWNERSHIP AND ARE WANTING OTHERS TO HAVE WHAT THEY NOW OWN.When we give product of services for free, there is not a sense of ownership. Without a sense of ownership, then there are not referrals.For a sale to happen, there must be a transfer of ownership. Along with this transfer of ownership comes a transfer of value. When we don't transfer value, then there is no real transfer of ownership.Why is it important for...2023-11-2931 minThe Selling PodcastGRATITUDE IN SALES - BENEFITS AND ACTIONS!Send us a text6 Beneficial Effects for Showing GratitudeDecreases Cortisol LevelWarm and Fuzzy or Pleasure SensorConnecting with OthersRewire the Brain - Mindfulness Improves Reslience Removes the Blues - Negative FeelingHumility is the underlying piece in gratitude. We understand the positive results from showing gratitude but unfortunately we do not do express gratitude nearly enough. It will take focus and persistence. When you show actual gratitude, then you will be able to receive these listed benefits.Gratitude will change your perspective and awareness of who you are and who you wan...2023-11-2233 minThe Selling Podcast5 WAYS TO START OUT 2024Send us a textWhat are the actions that you can take to start out 2024 in the best way?TechnologyPersonalize ItData Decision MakingThink ValueLook at Industry Technology - Leverage AI for projects that are repetitive. There is still space for personalization with artificial intelligence. Personalize It - One size does not work anymore. The client/prospect now has unique needs. With the ability to self-serve, the current sales reps are needing to customize in order to sell in this environment.Data Decision Making...2023-11-1533 minThe Selling Podcast4 ELEMENTS OF SALES - ONLY REASONS PEOPLE BUYSend us a textScott's theory is that people buy stuff to help save themselves time. Mike not only proves Scott wrong but expounds on other reasons people buy. This is one of the greatest breakdowns of why people buy. How will this help you in sales? Ensure that you know which of the E's of sales your customer is focused on. Don't try and sell something that they are not needing.These are the FOUR E's of Sales:Efficiency - Saving a client time Effectiveness - Purchasing cannot only be fast, bu...2023-11-0830 minThe Selling PodcastANTICIPATION IS OFTEN GREATER THAN THE EVENTSend us a textAnticipation is too often more fearful than the event. Many times we are dreading the event far more than the stress of the actual event. Don't let the fear, anxiety and secondary fear stall you from moving ahead!Here are some things to help with the anxiety:Prepare for the event.Find a way to be comfortable with not knowing certain things. Put a finish line on how much you will study. Count backwards by 100 by threes. This stops your brain from spiraling.Understand the complexity of the situationPut something o...2023-11-0130 minThe Selling PodcastNO QUOTA, NO JOB...Send us a textIn sales, having a quota is like having a golden ticket to job security. Take Scott's example for instance. His boss once said, "Everyone's got a quota in sales, except Scott, 'cause, well, he's got no job."So, embracing your quota is basically embracing your job in sales. Here's the lowdown on how quotas come to life:Ground-Up Approach: Management looks into your territory, figures out what's cooking, and tailors a quota based on the potential for sealing the deal.Top-Down Equal Weight: Bosses...2023-10-2531 minThe Selling PodcastDON'T SELL ALONE... BUILD OFF OF OTHERS SALES SUCCESSSend us a textStanding on the shoulders of giants. How are you utilizing successful people before you to ensure you are becoming better by using their help?Too many times we feel that we want to do everything ourselves. The pride and ego inside of who we are pushes us to do it alone. However, it is when we utilize the teachings of those around us to improve who we are.You are a beneficiary of everything that has happened before you. Be grateful and humble when you are selling because you...2023-10-1819 minThe Selling PodcastWHEN CUSTOMERS ARE WRONGSend us a textWhen are customers wrong? We have been taught that the customer is always right but here are some items when customers might be wrong. Here are the ways the customer might be wrong. It is when the customer asks for something that is:IllegalImmoralUnethicalUnreasonable Besides violating a hard stop, there are some other times when the customer might be wrong. When the customer:Might be short sightedDoesn't have all the inside informationBest self-interest is not involvedWhen you have the customer's best interest at heart, you might find that y...2023-10-1124 minThe Selling PodcastQUICK SELLING FOR A MOMENTUM BOOSTSend us a textQuick sales here are not sales in desperation. These fast sales are just to pick up momentum. If you haven't sold anything and need a quick sale, try these things:Apologize to sale you messed up on and ask to try againReview your target list - usually some follow up you have forgotten.Ask clients for referralsAsk manager for ideas and then follow through. Usually doesn’t work because you know your business best but the perspective if okay. Don’t try and create something new. No new process, marketing strategy or innov...2023-10-0423 minThe Selling PodcastNOT SELLING?... CHECK THESE THINGS!Send us a textWhen you are not selling, there are several things that you can look at to ensure that you continue to sell. Here are a list of several things that you should try before you give up. Check these when sales are not good...Get out of your own head... breathe!Talking too much.Don't have a conviction of your product.Not discovering client't true issueNot providing space for buyer to choose to purchase.Not asking for the sale (rarely hitting the list)Product knowledge (not hitting the list)What a...2023-09-2730 minThe Selling PodcastFORBIDDEN PHRASES IN SALES - THEY ARE NOW OKAY!Send us a textThere are several words that we have been taught that should not be used in sales. However, there are times when certain words may be used. Mike insists that all words are okay to use in sales as long as they are a profanity, vulgar, dishonest or mean. On the other hand, Scott sees that there are times when certain words or forbidden phrases may be used. Here is the list of the words/phrases that are okay to say in sales:NoI don't knowWe are going to have to s...2023-09-2026 minThe Selling PodcastDARKNESS OF SALES COMMUNICATION... BE ACTIVELY COMMUNICATINGSend us a textMike and Scott discuss 3 things about ACTIVELY COMMUNICATING. There are items that will help improve your sales. Here is Scott's list to help you communicate more effectively with your clients.Here are the three items to work on with your prospects and clients:Typically, no news is good news. However, to a client, no news feels like no action. Call even to say there is nothing happening. Plan out the communication or it gets missed. Don’t be afraid to schedule random check-ins. If the client is waiting, don't try and...2023-09-1330 minThe Selling PodcastSTOP THESE 3 SALES ACTIONS IMMEDIATELYSend us a textMike and Scott discuss 3 actions to stop doing immediately in sales.Stop settling for being average - Too often in sales we get content on how things are going. Keep pushing yourself forward. Look at your sales and activities, then adjust the downtime and make is more productive. Stop focusing on your agenda - Analyze why you want to make the sale. Are you doing it because you are needing it or it is going to push you forward? Or, is your focus on how the client can benefit. The order to l...2023-08-3031 minThe Selling PodcastTRY IT... YOU MIGHT LIKE IT - SALES IS A GREAT PROFESSIONSend us a textMike shares the story of him going skydiving for the first time. While most people typically jump tandem for the first time, Mike just jumped out with minimal training and rough equipment. As you start sales, you will be provided with so much more than what Mike got his first time skydiving. However, one thing is the same. The moment that you decide to do it, you just need to take that first step and make it happen.When you make that first jump here are some things you w...2023-08-0929 minThe Selling PodcastDEMONIZING THE COMPETITIONSend us a textWhile there are certain ways you can work with your competition, there is something that you should absolutely never do... don't demonize the competition.Mike feels that this is strong verbiage but Scott insists that there are some things that should never be done. Don't be mean or rude to the competition. With so many mergers, people changing jobs for a competitor or a number of other situations, there are great ways to handle your competition and there are some things you should never do:ALWAYSPlay fair...2023-06-2130 min
The Selling PodcastIT RUNS IN THE FAMILY - ZACK AND JOSH WILLIAMSSend us a textZack Williams (President of Cannon Sales) and Josh Williams (President of My Park Supply) join us to discuss being President of their respective companies. In today's episode we discuss:Work Life Balance (or the lack thereof)Starting in sales to owning the companyCompetitive nature starts youngLearning a solid work ethic from their dadDifferent management stylesUnfortunately we lost Zack's last 3 minutes of audio and he was not able to play the game with us but Josh's contributions carried us through to the end.Let us know what you do...2023-06-1425 min
The Selling PodcastSTARTING A BUSINESS WITH MIKE BEANSend us a textMike Bean is an Athletic Trainer at Notre Dame and the inventor of the TayCo ankle brace. You can find out more about the brace by using this link (click here).How do you find the right business and need to get started? Mike highlights what he did to get TayCo started. Here are some of his steps:Found a need and high use.Uses resources to build the prototype.Connections were used to prove concept and prototypes.Allowed someone to come in and help drive the process beyond his...2023-06-0727 min
The Selling PodcastJASON LEVASSEUR TEACHES A MONKEY TO SELL - IT IS PROVEN!Send us a textJason LeVasseur joins the podcast today. Jason was Scott's sales leader after he left Mike to work in Florida. Scott learned so much from working with Jason and many of those things are broken down.The Sales Professional is an honorable position. How are you training your sales reps?Compassion vs EmpassionDissect territory analyticsExpectations are clearly defined and understoodBe friends with those you manage and hold tough conversationsJason shares his insights on how to train and motivate sales reps.Join in on the conversation:Mike...2023-05-3137 minThe Selling PodcastTOP 5 TRAITS TO BECOMING A SUCCESSFUL SALES REPSend us a textSUCCESSFUL SALES REP TOP 5 TRAITSScott's poem below of the best time to reach you.Mike's Top 5 Traits for Sales Rep ListGet out of Bed - Work EthicGenuine CuriosityDiscipline and FocusRep is Fully AccountablePlanScott's Top 5 Traits for Sales Rep ListUltimate DesireSee Whole PictureComfortable Starting OverBe a Tinker-erPlan or ProcessMike and Scott started with the same #5 item that is beginning with a plan or sales process. Being a Tinker-er and a Genuine Curiosity is a key trait...2023-05-0332 min
The Selling PodcastSTRONG BELIEFS WEAKLY HELD - DAVID WEISSSend us a textDavid Weiss is the Chief Revenue Officer at The Sales Collective.The Sales Collective will help you review your sales process.In this episode, we discuss:The Break-Up email and how it is used effectively.Transactional - the person who works the hardest wins.Where will AI fit in sales? What questions are you asking and why are you asking them?How are you looking at the sale?Can you bring unique insight to sales or will you Reach out to David and the Sales Collective. Join in...2023-04-2631 minThe Selling PodcastACCEPTING MEDIOCRITY KILLS SALES TEAMSSend us a textSend us an email and let us know your industry and how long you have been in that industry. What actions do you take to break out of mediocrity - Mike@TheSellingPodcast.com or Scott@TheSellingPodcast.comToday we discuss what mediocrity looks like and how to not be a mediocre sales rep. What are you doing to stand out above the crowd and ahead of other people. Here are some things that you can do to be an all-star:Strive for excellence - don't be comfortable being mediocre.Don't w...2023-04-1927 min
The Selling PodcastSTART SELLING THEN OWN THE COMPANY - ZACK WILLIAMSSend us a textZack Williams is the President at Cannon Sales. Zack started at the company in the warehouse and worked his way into sales and now (along with his wife) stands as the company's President. What is your vision like? How do you know when to push forward in your career or when should you take some time, not climb the corporate ladder, and just learn?If you could look back at when you first started, what would you do differently now that you are running the company?Gain the e...2023-03-0135 minThe Selling PodcastDEALING WITH TERRIBLE BOSSESSend us a textThere are some ways to deal with horrible bosses. Here are our tips:Scott's TipsDon't be intimidated.Suck it up and do it.MIke's TipsEstablish clearly defined and understood work requirements.Return and report on progressDetermine their objectivesSell you boss - Sell the boss your ideas and methodologyWhat tips do you have that we are missing?Reach out and join the conversation:Mike@TheSellingPodcast.comScott@TheSellingPodcast.comScott SchlofmanMike Williams...2023-02-1530 minThe Selling PodcastTOP TIPS FOR NEW SALES REPSSend us a textIf you were going to do it all over again, what do you wish you would have known? Mike decided to put out a spontaneous topic to help new sales reps shorten their learning curve. Are you an experienced sales rep? Send us your thoughts!Mike's Top 4 TipsGet a coach or a mentorTime management - work with structureSeek professional and personal developmentBe persistentScott's Top 4 TipsCreate an area bookDevelop your marketing plan - put it on auto driveAsk for referrals - if you don't have prospects...2023-02-0132 min
The Selling PodcastSALES IS NOT A PROFESSION - JASON CUTTERSend us a textJason Cutter shares his tips on why sales is not a profession. Check out his book, "Selling with Authentic Persuasion." Here are the topics that we covered in this episode:Why sales is not a professionAuthenticity is keyCutter Consulting Group is a great website that shares many items that we did not cover in this podcast. Pick up your copy of his book or check out his podcast through his website https://www.cutterconsultinggroup.com/Reach out to us to join the conversation:Mike@TheSellingPodcast...2022-11-3034 min
The Selling PodcastSELLING WITH AUTHENTIC PERSUASION - JASON CUTTERSend us a textJason Cutter shares his tips on "Selling with Authentic Persuasion." Cutter Consulting Group is a great website that shares many items that we did not cover in this podcast. Here are the topics that we covered in this episode:How to be a "quarter breaker" and not an "order taker"What is the difference between persuasion and convincing?When to give time for customer to think vs avoid nervous stalling?Defining "find 'em, fleece 'em, and forget 'em"When to pass and not pause after a question?How does someone drive t...2022-11-2333 minThe Selling Podcast4 AND 5 ATTRIBUTES THAT MAKES A SUCCESSFUL PERSONSend us a textMike suggests that there are 4 (and now 5) attributes that make a successful sales person and person in general. Mike shares about charity and empathy. Here are the 5 attributes:IntegrityCuriosityHumilityCharityEmpathyHow are we defining Charity vs Empathy? - It is not giving anything away for free. It is understanding WHY an organization or an individual is doing something. You will have charity or empathy if you can understand their emotional concerns. Being charity/empathy is creating the win/win situation.Charity - Concern for...2022-11-0931 minThe Selling Podcast2ND ATTRIBUTE OF A SUCCESSFUL SALES PERSON - CURIOSITYSend us a textMike suggests that there are 4 (maybe 5) attributes that make a successful sales person and person in general. Today we speak about curiosity. Here are the 5 attributes:IntegrityCuriosityHumilityCharityEmpathyHow do we define curiosity? Try this... In your next sales presentation don't say 'I' in your sales conversation. What are the questions to ask and not to ask?Which attributes are we missing?Mike@TheSellingPodcast.comScott@TheSellingPodcast.comScott SchlofmanMike Williams - Cell 801-635-7...2022-10-2730 minThe Selling Podcast1ST ATTRIBUTE OF A SUCCESSFUL SALES PERSON - INTEGRITYSend us a textMike suggests that there are 4 (maybe 5) attributes that make a successful sales person and person in general. Today we speak about integrity. Here are the 5 attributes:IntegrityCuriosityHumilityCharityEmpathyHow do we define integrity?Integrity is being complete. We must be a complete person. Telling a lie is a piece of integrity but not the whole thing. When you tell a lie, it is just a piece of you that is arrant. When you are able to be a whole person (self worth, honesty, well rounded and completeness), then you will b...2022-10-1931 min
The Selling PodcastRETURN SHOPPING CARTS! - PET PEEVES IN SALESSend us a textMike and Scott discuss what drives them crazy in sales. It comes down to two main points:Do what you say you are going to do andFollow up!If that is too broad, here some details...Get back to your customer in a timely manner. Don't talk too much about yourself.See everyone in the room.Don't follow up on a question that is not relevant.Be honest with people.Only make a mess big enough for you to clean up!Stay in your lane and don't go ou...2022-09-1429 min
The Selling PodcastHARD WORK + DETERMINATION + PASSION = NOMATIC WITH JON RICHARDSSend us a textNOMATIC'S Co-Founder, Jon Richards, joins the podcast and impresses with his story.How did he begin?...NOMATIC started with a very successful Kickstarter campaign with wallets. However, that was not the beginning. Jon shares his story with Scrubbing Cans and his entrepreneurial focus. How does a business starter begin? Jon shares his incredible story.Key items in the conversation:When you have an idea - you don't have to quit your day job.Get others to rally around your cause.Come with your MVP (minimally viable...2022-09-0730 min
The Selling PodcastPROFESSIONAL BASKETBALL TO FINANCIAL ADVISING - SKILLS ARE TRANSFERABLESend us a textPete Lisicky talks about transferable skills in sales. He has a Wikipedia page https://en.wikipedia.org/wiki/Peter_Lisicky!Pete had a successful career playing basketball in Europe and then came back to the States and is a financial advisor. For Scott, Pete has been an awesome colleague at Baird. It is about time we learn what Scott does for a profession and who he works for!In this episode, we learn how Pete was successful in shifting careers and the steps that he took to get there. 2022-04-2038 minThe Selling PodcastCHOOSE YOUR OWN ENDING IN SALES AND LIFESend us a textMike promises that this is not just "fluff" and that there are actionable things to take away.Work to build your own empire. What is the vision that you are trying to build everyday?Are you driven by tasks or pulled to a goal? - How are you living your life and actions everyday?Riding a bike is hard when you are looking at the front wheel. It isn't until you look at the destination that you find your balance.Write your goal and allow it to drive what you do. It...2022-04-1337 min
The Selling PodcastTHE SALES EVANGELIST - PRIORITIZE AND TAGSend us a textDonald Kelly shares more about his book. He is The Sales Evangelist and his podcast is awesome. If you are looking for more sales podcasts or to improve your skills, reach out to https://thesalesevangelist.com/How are you utilizing social media? Are you tagging people? If not, why not?Donald shares the ways in which he is effectively using social media to drive his business.The book "Sell It Like a Mango" is out! Click on the link to go pick it up on Amazon. What...2022-04-0629 min
The Selling PodcastSELL IT LIKE A MANGO - DONALD KELLY THE SALES EVANGELISTSend us a textAgain we are honored to have Donald Kelly join our program. He is The Sales Evangelist and his podcast is awesome. If you are looking for more sales podcasts or to improve your skills, reach out to https://thesalesevangelist.com/The book "Sell It Like a Mango" is out! Click on the link to go pick it up on Amazon. What are the skills you need to stand out? Donald does an amazing job explaining how to drive sales.In this episode we highlight #danielthebarber (there is no affiliate...2022-03-3025 min
The Selling PodcastMIKE CROTTA TALKS ABOUT BASEBALL, BASEBALL MOVIES, AND SALESSend us a textMike Crotta joins us for more sales and baseball analogies (and makes fun of Scott for his lack of baseball movie experience).Our discussions range from finding the right "strike zone" to the "goldfish mentality" to preparation and planning. Mike brings his unique perspective as a former MLB pitcher and professional athlete and makes the connection between his experience in a sport where failure is the norm and selling in the world today. Great stories about beginning the right way, staying coachable, becoming an expert, and reaching the top.2022-03-0943 min
The Selling PodcastHYBRID SELLING - FRED COPESTAKESend us a textHybrid Selling - Keeping yourself relevant in the future. Look at the new challenges and stop getting away with doing the minimum for the customer. There is so much more that need to be done to meet the expectations of the customer.Hybrid Selling FrameworkE - Essentials (basic foundations - collaborative selling)V - Virtual Selling (video, social selling, and AI)O - Opportunity Management (understanding information of the sale)L - Leading Customer (guiding through the sales process in the way...2022-03-0232 minThe Selling PodcastSALES EXECUTION - DON'T GIVE UP ON YOUR PLAN!Send us a textThis week we are just quoting information from Harvard Business Reviews.Sales reps are constantly pushing for the end of the month, quarter and year. As we come to the end of Q1, are you thinking about scrapping your plan? If you are, you are not alone... but don't because it is a terrible idea!What do you do when you are not meeting your metrics? Here are some simple solutions:Read this article - 4 Ways to Be More Effective at ExecutionGo back with your plan to your...2022-02-2334 minThe Selling PodcastRESOLUTIONS... NO PLACE IN SALESSend us a textMike and Scott discuss that resolutions are different than quotas. Resolutions are personal and could be used but don't wait until the New Year. Here are some tips we have about resolutions:If you find something that needs to be changed, do so immediately! This will only make you a better person.Personal improvement is a must and a time to reflect about improvements should be made regularly. Have an accountability partner to help measure progress on the change.Lead and Lag measures are o...2022-01-1228 min
The Selling PodcastTRANSITIONING INTO SALES - JOURNEY OF JILL GUARINOSend us a textJill Guarino shares how to transition from an outside industry into sales. In this episode, we discuss the following with Jill:Sales learning curve definedWhat skills can be transferable?Understanding your strengths and find the right support in the areas where you might be deficient. How to leverage past experience to be customer-centricScott shares how he wasted so much time in sales. Sales is never about convincing anyone. Sales is about caring and providing the customer.Reach out to us and join the conversation:Mike@TheSellingPodcast.com2022-01-0529 minThe Selling PodcastSALES, LEADERSHIP AND COACHING - DAMIEN COOKESend us a textDamien Cooke shares why sales people are often into the weirdest hobbies.Do strange hobbies make great sales people or do great sales people find strange hobbies? I was thrilled to hear that I was not alone and that my craziness is common.This is a great episode as we discuss sales with a great sales leader. In this episode we discuss:Approaching sales in a methodical manner.Get to the client's inner-circleHow to interview correctly (what not to say)This is both highly entertaining and informative...2021-12-0825 minThe Selling PodcastBUILDING A BUSINESS - MARKETING... CONCLUDING THE SERIESSend us a textFour Keys to Growing Your BusinessScalabilityProfitabilityMarketabilitySustainabilityWhy are we talking about growing your business on The Selling Podcast? Every salesperson is running his/her individual business. How you structure your business of sales is up to you. You must drive the results. Whether you are selling socks or software, machinery or medicine, you must ensure these 4 items are met.Marketability includes:Who is your product going to reach? Are you offering the right product to the right person/people?Are you conveying the right message? Does what...2021-12-0136 minThe Selling PodcastSOLO SALES WITH JOSH WILLIAMSSend us a textHow do entrepreneurs sell and service as a solo team? We are joined by (with if you would like) Josh Williams to discuss selling and growing your business. He does it all... from contracts, to finishing work, to communications, and to selling. In this episode we discuss:How to sell with a non-sellers mentalityBuying a business and starting from scratchHow to use family as proper motivationAllowing the centrifugal force drive more businessProper follow-up without being pushyGet in touch with us to join the conversationMike@TheSellingPodcast.com2021-10-2035 min
The Selling PodcastATTITUDE & EFFORT ARE EVERYTHING WITH MIKE CROTTASend us a textWe continue our conversation with former Major League Baseball player, Mike Crotta about pitching in the MLB and how it relates to sales. This is a fun episode with some key takeaways. When you get past the laughs, there are some items to work out.A reset is crucial after something goes wrong.Pull yourself mentally out of the situationPerfect your craft in a controlled environmentDon't change your best pitch in the middle of the gameTrust in the system. Defeat happens, but when you practice, you...2021-10-0631 min
The Selling PodcastFOCUS ON THE MOMENT WITH MIKE CROTTASend us a textFormer professional baseball pitcher, Mike Crotta shares his thoughts on getting ready for the game and how it relates to sales with us. After almost 15 years of Major League Baseball and playing around the world, Mike brings a fascinating outlook and perspective on controlling what you can and not dwelling on what has happened in the past.How are you handling your professional sales career? Are you putting in the effort that the professional athletes put in or are you short-changing the game plan?In this episode...2021-09-2926 min
The Selling PodcastIF IT'S NOT AWKWARD, IT'S NOT COMFORTABLE - WITH RYAN FERGUSONSend us a textRyan Ferguson is a long-time personal friend and friend of the show. His success as a sales rep led to another successful venture in sales management. Ryan is a master at being true to himself. He knows what has made him successful and he sticks to it. You will hear his "oh shucks" demeanor sprinkled throughout this podcast. This is his amazing style that is naturally part of his persona and he leans into it beautifully.Some of the points shared in this podcast:Finding the right mentorBe in the...2021-09-2234 min
The Selling PodcastFISH KISS - An entrepreneurial love story!Send us a textWhat do you get when you mix three guys, a vision, and a ton of belief in themselves? Fish Kiss is a unique business that combines a fun and unusual sensation with a "spa" experience. An idea brought over from Thailand, these young men created a business. How they created the business was the real focus. They maxed out credit cards and were fully focused on making this work. There was no turning back!Sales should be this way. We are creating our own businesses and the determination to succeed is o...2021-09-0826 min
The Selling PodcastFIGHT OR FLIGHT IN SALES - WITH KIM GACSOSend us a textKim Gacso demonstrated perfectly people's motivation. In just a few words, she knew what would be a trigger for Scott and pushed the button. What gets you passionate about sales? Your values will help drive your authentic self. Too often in sales we get lost. This might be focus, during a presentation or what we are doing. Knowing who you are and what you stand for helps to drive away some of the fight or flight and give back clarity.Kim shares how to:Take a deep breath and why...2021-09-0133 min
The Selling PodcastSTORY TELLING IN SALES - WITH TY BENNETTSend us a textStorytelling is crucial in sales and Ty Bennett (click link for his AMAZING podcast) is a master! He explains how, when, and why to share a story. If you want to connect and bring people into what you are doing, tell them a story! Ty says that personal stories are the best stories.When are the times to use a story:OpeningClosingIntroducingValidatingOvercoming ObjectionsTechniques to Tell a Story:Don't just tell a story but RE-LIVE a story.Create curiosity! Pro-tip, you need to ask a focused question:"...2021-08-2530 min
The Selling PodcastTIENE QUE CALLE BIEN... SELLING WITH RAINIER VIEGOSend us a textTiene que calle bien... in other words, they need to like you! (Not an exact translation but the meaning is there.) How do you get people to like you?Look the part - personal appearance (including smells) is important for first impressions.Listen - we talk about this all the time but everyone gets nervous during a first meeting. Most people talk too much when they are nervous.Humor - people who laugh bring down their guard and are more likely to open up.Rainier Viego is a friend of the...2021-08-0431 minThe Selling PodcastLEMONADE STANDS, FISH SPAS, AND MIKE'S RANTSend us a textA brief (and scary) glimpse inside Mike's mind this week gives us three topics:Lemonade Stand with Venmo - Imagine buying lemonade from some neighborhood kid without any cash or coin. These neighborhood kids had changed their business model and are meeting customers where they needed to be. Mike was able to pay these kids with Venmo. The moral of the story...eliminate the excuses, be confident, and continue to move with the times.Fish Kiss - A company in Provo, UT a very unique spa where small f...2021-07-2834 min
The Selling PodcastSALES LEADERSHIP WITH SCOTT HICKS... CREATING GRACE IN THE WORKPLACESend us a textScott Hicks joins the Selling Podcast this week to discuss Sales Leadership. Here are some of the key take-aways...90's Management Process = Activity vs productivity and the focus of the 90's management style is to manage the process. How many 'x' are you doing this week? Current Management Process = What are you creating? The focus is to build something and there are many ways to get there. The 90's was about activities and not focused on the productivity. Lead and Lag measures are critical. With that stated, there is a...2021-07-2130 minThe Selling Podcast$7.25 FINAL SELLING OFFER... VALUE PUT ON WHAT WE SELLSend us a textHow do you value something?In this episode, we discuss how to value something. Mike changes Scott's mind on "buyer's remorse" and we walk away with an important conclusion on how to value products and services... SPOILER ALERT - Value is individual and maximized scenarios don't exist outside of an auction environment.How do you value something:1a. How much will someone pay for something?1b. How much is the next person willing to pay?2. What are you willing to sell...2021-07-1431 min
The Selling PodcastBECOME A TOP INDUSTRY SELLER - WITH JENNIFER SEENO TUCKERSend us a textFrom teacher to top agent, Jennifer Seeno Tucker shares her ideas about what it takes to reach the top of the real estate industry. In this episode, we discuss sales aspects like:Diving into the niche - Focus on one zip codeReverse engineering your numbers with "block timing"Work and life integration in sales - Holistic LifestyleClosing sales at the end of the monthForcing "time off selling" for personal health - take a break!Environments of sales reps that are ultra-competitiveSurrounding yourself with good people on a sales teamJennifer has...2021-06-3031 minThe Selling PodcastWANTS VS NEED... SELLING THE FUTURE NOW!Send us a textWe take another run at selling wants versus needs. What we came to understand are the following points:Easiest selling is when someone desperately needs something now.The further you get from the need now, the incrementally harder it is to sell.Bringing in the future immediacy would drastically increase sales.Several listeners have shared their thoughts and we have responded. Please reach out to us and get in the conversation.Mike@thesellingpodcast.comScott@thesellingpodcast.comShortage and scarcity creates interest as human beings. When...2021-06-2333 minThe Selling PodcastSELLING WANTS NOT NEEDS... ENSURING HIGHEST VALUESend us a textRational vs Irrational buying is an interesting idea. What is rational purchasing vs irrational purchasing? Here are our thoughts... that are highly debated in this episode:Rational buying - paying for something that will provide the net result of more time.Irrational buying - purchasing something off of emotion only.Nutnfancy spoke about "Two Kinds of Cool" in this link. First is performance and the second is emotional. We agree to some extent. Rational purchases typically are trading for "time back" because time is the only thing we can't buy and...2021-06-1637 minThe Selling PodcastCOUCHES AND WEDDING RINGS - THEORY OF SELLING TIMESend us a textWe want to hear from you! Please reach out to us and let us know you thoughts on this topic:Mike@thesellingpodcast.comScott@thesellingpodcast.comSelling Time Theory:Time is the only thing that you can't purchase. Because our tendency is to want what we can't have, we try to purchase things that get us closer to the unobtainable desire.Every rational purchase we make, we are trying to buy more time. There are several examples in the podcast that highlight this point and a few that...2021-06-0230 min
The Selling PodcastTHE BRAND DOCTOR HOLDS A THERAPY SESSION - WITH HENRY KAMINSKI JRSend us a textYou might have an all-star product but lack the confidence in the feel and the product never goes anywhere. Henry Kaminski Jr teaches us how to brand and create a market presence. He is the founder and CEO of Unique Designz and the host of The Brand Doctor Podcast. Why are clients or prospects not buying into you or your product? Henry answers these questions and we do it in a unique way. He helps us market out side hustle. Here is what we cover on setting up our brand:2021-05-2637 min
The Selling PodcastSALES DEVELOPMENT PROGRAM - WELCOME TO THE NEW WAVE WITH DAVID DULANYSend us a textFounder and CEO of Tenbound joins us for an episode of enlightenment. David Dulany shares insights on how to create a great sales development process. His book, "The Sales Development Framework" can be purchased on Amazon. You can learn more about his process and consulting services by going to https://www.daviddulany.com/.Here is what we discuss (and quickly realize that we are WAY OVER our heads) with David:Technology's trend-setting culture continues to lead the way.Companies trying to work a new culture, then...2021-05-1933 min
The Selling PodcastSELLING WITH (PERSONAL) STYLE - Part 2 with HEATHER WILLIAMSSend us a textAre you and your team using the "personality" style when selling? You need to be!Do you want to reach two to three times more people? Use personality selling and understand how to create an advantage. Typically, we like to sell to people who are most like us. And we are missing 50-75% of the potential audience. Learn how personality selling can help you understand the best way to sell to all your potential customers.Heather Williams from Strategic Dynamics shares her expertise and helps you manage...2021-05-0530 min
The Selling PodcastSELLING WITH (PERSONAL) STYLE with HEATHER WILLIAMSSend us a textCan fast can you pick up on personalities when someone answers the phone? When you read an email, can you pick up on personality styles?In sales, you need to understand personality types and personal styles. Never assume that your customers will have the same buying styles! If you do, you are likely to brush off the conversation as, "that person was rude" or "they didn't seem interested."Also, stop selling just to people who are like you. You can increase your market size by...2021-04-2836 min
The Selling PodcastYOUR FAILING AT REFERRALS... DO IT BETTER! - WITH JAMES MUIRSend us a textWe all agree that referrals are the best way to find customers. Statistically, you are not getting as many referrals as you should be receiving. Why are we not getting that many referrals is we know that they are so good?How do you get more without coming off desperate or "sales-y?" James Muir at www.puremuir.com explains all about referrals. He is the author of the #1 selling book, The Perfect Close. In this episode we discuss:Define your target market by two categoriesDemographics - Commonalities of s...2021-04-1429 minThe Selling PodcastCLAIMING WHAT IS YOURS OR JUST BEING GREEDYSend us a textAre you giving too much in your selling? There are several extremes to this conversation. A friend who was a doctor said that he would never just take a look at someone or give an opinion outside of the office. He stated that he had worked too hard for the expertise and tossing it around casually, diminished the price. Providing a "freemium" (premium product at a price that is free) product offering is important. Buyers want to see your expertise.When is your freemium product too much? In this episode, Scott...2021-03-1028 minThe Selling PodcastACTIVE LISTENING... WHAT DO YOU HEAR ACCOUNTS SAY?Send us a textGloria St Martin Lowry is the President of HPWP Group (High Performance Work Place). Along with building teams and leadership skills, HPWP Group also teaches people the art of active listening.This episode is all about fixing Scott and his non-listening ways. Gloria demonstrates her patience and Mike finally gets help to try and teach Scott how to listen. Will it work?Sales is about listening not just to customer's words but also the tone and mindset. In this episode, we share several key thoughts on how to be...2021-03-0436 minThe Selling PodcastSALES TIMING TACTICS... TAKE TWOSend us a textPart Two of Selling Time Management Unfortunately, you saw some bad habits outlined in last episode. We spoke for 10 minutes about not showing up late for an interview or meeting. (We will blame that on Scott!) Here is the overview of this episode:Squirrel syndrome (easily distracted by things not important but urgent)Walk out of a meeting if it is not relevant to youSelling under pressure makes you unfamiliar to accounts and doesn't workNot all meetings need to be 1 hourHow to break the infinity loop at your desk!S...2021-02-1723 minThe Selling PodcastTHE SELLING PODCAST SEASON 2Send us a textWe thank you as the listener for joining our journey. We are having so much fun each week and are grateful for you as a listener to providing us that support. In this week's episode, we reflect on Season 1 of The Selling Podcast and set the tone for Season 2.Season 1 shout-outs in this podcast include:Donald Kelly (The Sales Evangelist)James MuirVince HanRay FujikawaVeronica RomneyJeff ReganLarry Long JrGreg and NJ PesciPhil EverhartFred CopestakeMobile Coach, ZoomInfo, Gong and much more...Season 2 will include more sales theory and we will...2021-01-1326 min
The Selling PodcastOvercoming the Challenge of ChangeSend us a textChange happens! And this time change is happening close to home for Scott.Circumstances and situations make it the right time for Scott to change careers (but don't worry, he is still on board for this podcast!). He is leaving a fantastic medical sales and consulting career to become a personal finance advisor.In this episode, we discuss changes and how overcome the challenges associated with it. We also address questions like:How has your career advanced and where is it taking you?Is you career aligned with...2021-01-0731 min
The Selling PodcastFORECASTING WITH SMARTFOX TECHSend us a textPhil Everhart, Founder and President of SmartFox Technologies, graciously answers our questions about the importance of forecasting and how to do it correctly. With COVID-19 taking over in 2020 and budgets tightened, it is critical for companies, managers, and representatives to forecast accurately and effectively. SmartFox Technology is a business forecast management (BFM) application that is built to work in the Salesforce™ environment. And the purpose is to provide a BFM that helps company leaders predict future revenue base on rules (not emotional guesses), past events, objective representative input, and man...2020-12-1634 min
The Selling PodcastTHE "NEW" SALES MODEL?Send us a textCalling all sales pros! Weigh in on this topic and win a guest-spot on the podcast!We are looking for your input and doing something different on this podcast. This episode features a discussion about the challenges and opportunities found in the new selling model. Listen and then go to TheSellingPodcast and share you insights with us. Or even better, email us directly (mike@thesellingpodcast.com and scott@thesellingpodcast.com)! You may be invited to be a guest on an upcoming episode!Here are the struggles we...2020-12-0931 minThe Selling PodcastTHE RISE OF THE PROACTIVE SELLERSend us a textScott tries to convince Mike that "Solution Selling" is outdated because of the information revolution. Reps and Sales Managers spend all their time putting out fires and don't make time to strategize. When we can understand all the needs and provide solutions for some clients, we will be a proactive seller of the future. Scott's theory is "people are smart enough to know what they need and sales people get in the way. The way of sales needs to be providing smooth transitions and filling in any knowledge...2020-12-0227 minThe Selling PodcastDEATH OF PRODUCT AND SOLUTION SELLINGSend us a textScott tries to convince Mike that "Solution Selling" is outdated because of the information revolution. Because of all the information available, most customers already know what product will best fit their solution. Marketing plays a larger role and we will discuss that more next episode. This week Scott tries to convince Mike that playing matchmaker for the client and best solution is the way of the past. Scott's theory is "people are smart enough to know what they need and sales people get in the way. The way...2020-11-2528 minThe Selling PodcastREAL SALES MANAGEMENT PROBLEMS - SALES COUNSELINGSend us a textWe were recently asked by a listener to give real and tactical solutions for sales. Mike and I broke this down for sales representatives and sales managers.1:1 weekly meetings are sacred time with employees and employers and should be treated as such... especially during the COVID time. Here are our top 3 things to discuss after your employee has turned the time to you:Pipeline Management - How are accounts progressing?Pre-call Routine - Efficacy vs results.Remove Obstacles - One of your main focuses should be removing obstacles so your...2020-11-1832 minThe Selling PodcastREAL REP SELLING SOLUTIONS - SALES COUNSELINGSend us a textWe were recently asked by a listener to give real and tactical solutions for sales. Mike and I broke this down for sales representatives and sales managers.How do you organize your territory?Which accounts should you call on first?How do you outline emails vs calls?Who do you contact more... influencer or decision maker?Scott has been making calls in the field and Mike give real coaching on what he can do to improve. Listen to this episode and see if you have any additions or suggestions...2020-11-1139 minThe Selling PodcastPART TWO - PESCI BROTHERS TEACH HOW TO WORK THE ROOM!Send us a textThis episode is one of our personal favorites! NJ and Greg Pesci share insights on how to break through your own fear, how to overcome the imposter syndrome, and how to learn from past experiences.Join our continued discussion on the importance of sales, perseverance, and priorities in business.NJ and Greg share insights they learned with over 30+ years of successful careers in the C-Suite world.https://www.pescisports.comIt's Never Just A Game podcast2020-08-2627 minThe Selling PodcastNJ & GREG PESCI - PART ONE - WORKING THE ROOM!Send us a textWhat a GREAT episode! Full of tips, insights, lessons, and wisdom! All delivered in a relaxed and entertaining way!Join us with an engaging discussion with NJ and Greg Pesci as we discuss the importance of knowing how to "work a room" and the significance of relationships, trust, understanding your customers, and overcoming challenges.Both NJ and Greg bring insights developed over 30+ years of wildly successful careers to the podcast. They share their combined wisdom and experience with us in this...2020-08-1926 minThe Selling PodcastWHY SALES?... WHY NOT!Send us a textIt all begins here! Mike and Scott's first episode. This is a quick listen the breaks down some entry reasons for sales and why we chose this profession. Sure, the episode might be rocky and clunky but this is our entry into podcasting. After this recorded episode, we decided to take a run at podcasting and putting ourselves out there. Thank you for coming along and joining our journey as we speak to some amazing people about sales and share many stories. Please reach out with any comments or q...2020-05-0716 min