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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

28:43

The Follow-Up Framework: How to Master Sales...

The Selling Podcast ·

2025/06/25

Send us a text In 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 yo...

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22:06

Unlock Peak Sales: Damien Cooke's Masterclass in...

The Selling Podcast ·

2025/06/18

Send us a text Get 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 empha...

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34:07

Prep to Win: Inside RepPrep.ai's Blueprint for...

The Selling Podcast ·

2025/06/11

Send us a text In this crucial episode of "The Selling Podcast," Mike and Scott sit down with Eddie Dix and Brandon Hoover, the visionary co-founders of RepPrep.ai. For anyone in medical sales, or frankly, any sales professional serious about meticulous preparation, this conversation is a game-changer! We've often stressed the absolute necessity of doing your homework before a sales call – understanding your prospects, their needs, and the market. Eddie and Brandon reveal how RepPrep.io is re...

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32:08

What Makes a Top Seller? Aaron Lewis Reveals His...

The Selling Podcast ·

2025/06/04

Send us a text Get 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, ope...

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31:52

Master the Comeback: Overcoming Objections with...

The Selling Podcast ·

2025/05/28

Send us a text In 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 pe...

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52:26

Playing to Win in Sales: The Mental Edge Beyond Just...

The Selling Podcast ·

2025/05/21

Send us a text Unleashing 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 asse...

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38:36

Sales Intangibles: Building Mental Toughness to...

The Selling Podcast ·

2025/05/15

Send us a text In 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 professi...

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31:11

Fueling Sales Success: How Passion Drives Trust,...

The Selling Podcast ·

2025/05/08

Send us a text In this energizing episode of "The Selling Podcast," Mike and Scott delve into the often-underestimated superpower of passion in the world of sales. We explore how genuine enthusiasm for what you sell can be a game-changer, influencing trust, resilience, and ultimately, your success. We break down four key ways passion fuels sales excellence: Passion Instantly Increases Trust: We discuss how genuine excitement about your product or service is contagious and immediately builds r...

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31:48

Kindly Closing with Gentle Pressure: Driving Sales...

The Selling Podcast ·

2025/04/30

Send us a text In this insightful episode of "The Selling Podcast," Mike and Scott explore the delicate balance of being both kind and demanding in the sales process. We delve into effective techniques that allow you to be respectful and customer-centric while still driving towards a timely close. We break down five key strategies to achieve this artful balance: Friendly Framing: We discuss how to set the stage for a demanding element by first establishing a positive and friendly rapport. By ...

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26:01

Stop Losing Deals: Addressing the Top 3 Sales Blunders

The Selling Podcast ·

2025/04/23

Send us a text In this crucial episode of "The Selling Podcast," Mike and Scott tackle three of the most pervasive and damaging mistakes that sales representatives consistently make, hindering their success and costing them deals. Understanding and rectifying these errors is fundamental to elevating your sales performance. We break down these critical pitfalls: Talking Too Much, Listening Too Little: We dissect the common tendency of sales reps to dominate the conversation with product featur...

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32:26

The Consistency Trap: Why Your Routine Might Be...

The Selling Podcast ·

2025/04/16

Send us a text In this thought-provoking episode of "The Selling Podcast," Mike and Scott challenge the conventional wisdom that consistency is always key in sales. We argue that while predictability can be beneficial, blind adherence to routine can stifle growth and lead to stagnation, especially if that consistency is "consistently good" but not great, or worse, consistently underperforming. We dissect five critical reasons why sales professionals need to break free from rigid consistency t...

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37:55

The Power of AI in Sales with PJ Howland

The Selling Podcast ·

2025/04/11

Send us a text In this forward-looking episode of The Selling Podcast, we ask PJ Howland to dive into how Artificial Intelligence is shaking up the sales world. Not in some far-off future, but right now. He answers the big questions on every salesperson’s mind: How do I actually use AI to make my job easier and more effective? Instead of riding the hype wave, we focus on real, practical ways to bring AI into your daily sales routine. You’ll get insight into three powerful areas that can make ...

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27:05

Relationship-Driven Sales: 3 Steps to Outmaneuver...

The Selling Podcast ·

2025/04/02

Send us a text In this power-packed episode of "The Selling Podcast," Mike and Scott dissect the critical strategies needed to not just compete, but dominate in today's cutthroat sales environment. We move beyond basic sales tactics and delve into the psychological and strategic advantages that separate top performers from the rest. We break down three core pillars of competitive dominance: Controlling the Conversation: This isn't about being pushy or aggressive; it's about guiding the narrat...

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33:36

SALES INTERSECTION OF SEO, CONTENT AND AI - PJ HOWLAND

The Selling Podcast ·

2025/03/26

Send us a text This podcast episode features PJ Howland, a search consultant, who highlights the crucial role of sales in driving business growth in today's digital landscape. PJ's expertise lies at the intersection of SEO, content creation, and AI, and he shares his insights on how these elements can be leveraged to maximize sales potential. PJ also shares his personal story of being let go from a job and how this event became his "personal liberation day," ultimately leading him to unlock h...

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32:13

STOP LOSING THE SALE IN 3 SECONDS

The Selling Podcast ·

2025/03/19

Send us a text Stop losing sales within the first 3 seconds. This podcast episode focuses on the critical first impression in sales, emphasizing that you can lose a potential sale within the first three seconds of interaction if you don't connect authentically. The core message is that genuine interest in the person you're speaking with is paramount. The episode highlights that sales interactions should be centered on the prospect, not on your pitch. This requires a shift in focus from ...

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33:14

ESCAPE THE PROCRASTINATION LOOP - WHEN SELLING

The Selling Podcast ·

2025/03/12

Send us a text This podcast episode tackles the common productivity killer: procrastination. It acknowledges that sales professionals often find themselves trapped in a cycle of delaying important tasks, ultimately hindering their success. The episode provides actionable steps to recognize and break free from this loop. The core message emphasizes the importance of intentional action and accountability. The podcast outlines three key strategies for overcoming procrastination and maximizing pr...

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29:48

REFRESH AND RESET IN SALES - GET OUT OF YOUR OWN HEAD

The Selling Podcast ·

2025/03/05

Send us a text This podcast episode focuses on the often-overlooked aspect of sales performance: mental and physical well-being. It argues that sales professionals frequently become their own biggest obstacles, hindered by stress, burnout, and negative thought patterns. The episode provides practical strategies for overcoming these self-imposed limitations. The core message centers on the importance of intentional breaks and mental resets. When feeling overwhelmed or stuck, the podcast recomm...

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28:23

OVERCOME COMMON SALES OBJECTIONS - EASY STEPS FOR...

The Selling Podcast ·

2025/02/26

Send us a text This podcast episode tackles the inevitable challenge every sales professional faces: overcoming objections. It underscores that objections aren't roadblocks, but rather opportunities to deepen understanding and build stronger relationships. The episode focuses on five common objections – price, need, trust, competition, and timing – and provides a structured approach to addressing them effectively. The core message revolves around preparation and a systematic response. It emph...

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32:03

THREE SALES TRICKS USING MICROSOFT OUTLOOK

The Selling Podcast ·

2025/02/19

Send us a text In this episode, we dive into how Microsoft Outlook can become your secret weapon for boosting sales. It’s not just an email tool—it’s a productivity powerhouse that can help you work smarter, close deals faster, and stay on top of your game. We’ll break down three game-changing Outlook strategies: Effortless Email Templates – Stop rewriting the same messages over and over! We’ll show you how to create and save templates for common sales emails—whether it’s cold outreach, follo...

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29:13

CUT THROUGH THE SALES NOISE OF 2025 - HOW TO SELL MORE!

The Selling Podcast ·

2025/02/12

Send us a text This podcast episode explores the challenges of cutting through the noise in today's saturated sales landscape. In an era of information overload, generic sales pitches are no longer effective. The key to success lies in hyper-personalization, specificity, and a multi-channel approach. The podcast emphasizes the importance of deep discovery and insightful questioning to understand the unique needs and challenges of each prospect. By focusing on specific pain points and tailorin...

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309 results

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