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PODCAST

The Selling Podcast

Mike Williams and Scott Schlofman

Feeling stuck in a sales slump? Pipeline looking thinner than a supermodel on a juice cleanse? Want to grow your business faster than a startup funded by a lottery winner? Then buckle up, buttercup, because "The Selling Podcast" is your new obsession!Join your seasoned (slightly graying but still very spry) sales pros, Mike and Scott, who collectively boast over 50 years of crushing quotas (and racking up enough airline and hotel points to live perpetually in a suite). They"re not just here to drop

business careers

All Episodes

37:41

Career Change Confidence: Why Sales Skills Work...

The Selling Podcast ·

2025/11/12

Send us a text The only constant in sales is change, but what happens when the change is your entire career landscape? This week on "The Selling Podcast," Mike and Scott welcome back strategic expert Jim Hanlon to tackle the crucial topic of "Life After ______"—the transition following a career move, whether you quit or were let go. Jim shares candid insights into the emotional and strategic challenges of moving on from a company. He stresses that while moving is hard, having clarity is essen...

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32:30

Stop Wasting Time: The CEO Mindset for Maximum...

The Selling Podcast ·

2025/11/05

Send us a text Are you managing your business or truly leading it? This week on "The Selling Podcast," Mike and Scott welcome strategic expert Jim Hanlon to discuss a powerful, often overlooked truth: the best CEOs are often the best CE-'NO's. Jim breaks down the mindset required to run your business with laser-like focus. He explains that great leadership often requires the courage to say "no" to distractions and opportunities that, while tempting, don't align with your core mission. The cen...

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30:10

For Tim Germann, "It's all about the horses!"

The Selling Podcast ·

2025/10/29

Send us a text Think a deal is dead? Think again! This week on "The Selling Podcast," Mike and Scott welcome legendary long-time selling champion Tim Germann to share his game-changing philosophy: no sale is ever too far gone. Tim reveals the counterintuitive phrase that has saved countless deals when a client says they’re moving in another direction: "And that is exactly why you should stay with us." He breaks down why this phrase instantly catches prospects off guard, buys you crucial ...

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38:46

Side Hustle to CEO: Justin Kress's Blueprint for...

The Selling Podcast ·

2025/10/22

Send us a text Ever wondered what it really takes to turn a great idea into a profitable business—all while keeping your day job? This week on "The Selling Podcast," Mike and Scott are thrilled to host Justin Kress from Justinhomecare! Justin is here to share the blueprint for building a thriving business from absolutely nothing. Justin dives into his compelling personal story, detailing the journey from having a brilliant idea to successfully transforming his side hustle into a full-fledged,...

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30:11

Sales Avoidance Cured: How to Reach Out When You...

The Selling Podcast ·

2025/10/15

Send us a text We've all been there: staring at the phone, dreading the next cold email, and suddenly the urge to organize your sock drawer is overwhelming. This week on "The Selling Podcast," Mike and Scott tackle the universal sales struggle: how to reach out when you really don't want to. They dive straight into the psychology of sales avoidance, breaking down the seven major traps to avoid. Stop waiting for motivation, quit apologizing, and delete that novel-length message! Mike and Scott...

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30:23

Stop Talking About the Weather: The Framework for...

The Selling Podcast ·

2025/10/08

Send us a text Are your conversations in networking events and client meetings leading straight to dead ends? This week on "The Selling Podcast," Mike and Scott tackle a critical skill that separates master networkers from awkward noodlers: the difference between "Nothing" and "Great" conversation starters. Mike and Scott break down the safe, lazy phrases that kill rapport (yes, we’re looking at you, "How's the weather?" and "Busy day?"). They reveal why these are just statements about facts ...

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28:54

You're Fired: The 12 Signs It's Time to Fire a Client

The Selling Podcast ·

2025/10/01

Send us a text It’s the conversation every sales professional avoids, but the one you desperately need to hear. This week on "The Selling Podcast," Mike and Scott pull no punches on a critical question: when is it time to fire a client? They reveal that holding on to a bad customer can be more damaging than letting them go, costing you not just revenue, but your time, your team's morale, and your business's future. In this episode, we break down 12 unmistakable red flags that signal a toxic r...

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27:57

Stop Wasting Time: The 4 Questions That Link Every...

The Selling Podcast ·

2025/09/24

Send us a text Ever feel like a sales call was a total waste of time? This week on "The Selling Podcast," Mike and Scott reveal the antidote: a powerful framework built on just four essential questions that turn every conversation into a strategic advantage. They introduce the "Strategic Flight Plan," a simple yet powerful methodology that ensures every sales call is intentional and directly tied to your quota. You'll learn to ask: "Why are we stopping here?" to avoid the easy but pointless m...

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26:22

Stop "Just Checking In": The Sales Follow-Up That...

The Selling Podcast ·

2025/09/17

Send us a text Are your "just checking in" emails getting you ghosted? This week, Mike and Scott get straight to the point on one of the biggest deal-killing mistakes in sales. They reveal why this common phrase is a total waste of time and introduce the Golden Rule of Follow-Up—a framework that transforms your outreach from an annoyance into a valuable part of the sales process. In this episode, you’ll learn how to: Add Value, Not Just Nudges: Discover how to share industry insights, client ...

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32:46

Stop Wasting Time: The Cold Calling Debate Every...

The Selling Podcast ·

2025/09/10

Send us a text Is cold calling dead? It's the most controversial question in sales, and this week on "The Selling Podcast," Mike and Scott tackle the debate head-on. In a classic showdown of old-school grit versus new-school tech, they lay out the powerful case for and against the cold call. On one side, they argue that cold calling is far from dead, serving as a direct, fast path to decision-makers and a powerful way to build genuine human connection in a digital world. They even explain why...

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28:16

Your Guide to Work/Life Integration: Stop Balancing,...

The Selling Podcast ·

2025/09/03

Send us a text Is the elusive "work/life balance" a myth? This week on "The Selling Podcast," Mike and I get real about a topic that plagues every ambitious professional. We argue that true balance is impossible and that the real key to success lies in a radical reframe: work/life is a trade-off, not a balance. Mike lays out a powerful truth: work is an obligation, but family is a non-negotiable responsibility. With this perspective, we explore the concept of work/life integration, a more rea...

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29:20

Master Your Quota: 3 Habits That Separate Elite Sales...

The Selling Podcast ·

2025/08/27

Send us a text Ever wonder what separates the good sales reps from the truly great ones—the ones who consistently meet and exceed their quota, quarter after quarter? This week on "The Selling Podcast," Mike and Scott pull back the curtain on the top three things elite sales professionals do to achieve consistent success. No guests, no fluff, just actionable wisdom you can implement immediately. We dive deep into three core principles: They Own Their Pipeline Like a CEO: Elite reps don't sit b...

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14:13

Our 5-Year Retrospective: AI Personalities &...

The Selling Podcast ·

2025/08/20

Send us a text On "The Selling Podcast" we're celebrating our 5-year anniversary! To mark the occasion, Mike and Scott take an unforgettable look back at half a decade of hard-won sales wisdom, funny banter, and unforgettable guests. But this isn't your typical retrospective. In a first for the show, Mike and Scott get a little help from the future, using AI personalities generated by NotebookLM to help them revisit and distill the most impactful moments from past episodes. It was a blast to ...

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31:37

The Expectation Game: How to Win Clients & Avoid...

The Selling Podcast ·

2025/08/13

Send us a text How many times has a deal gone sour because of a simple miscommunication about expectations? This week on "The Selling Podcast," Mike and Scott welcome Pete Howland to break down the critical skill of setting and managing client expectations. This isn't just about good manners; it's about building trust, avoiding disappointment, and ensuring a fantastic customer experience. Pete reveals a simple yet powerful tactic: instead of giving a vague timeframe like "it'll be ready in a ...

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29:24

Change Agent: How to Sell New Ideas & Win with Ryan...

The Selling Podcast ·

2025/08/06

Send us a text Ever 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 ...

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32:53

Beyond the Loss: Mastering the Emotions of Losing a...

The Selling Podcast ·

2025/07/30

Send us a text It'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 su...

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28:33

Pipeline vs. Pipedream: The Secret to Realistic Sales...

The Selling Podcast ·

2025/07/23

Send us a text Ever 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 pi...

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34:07

Entrepreneurial Secrets: How to Create Time to Scale...

The Selling Podcast ·

2025/07/16

Send us a text Ever 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 founder...

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28:54

From Zero to Sale: Launching Your Business with Aaron...

The Selling Podcast ·

2025/07/09

Send us a text Ready 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 ...

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36:49

Startup Secrets: Aaron Skinner's Playbook for...

The Selling Podcast ·

2025/07/02

Send us a text Ever 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, dri...

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309 results

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