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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 management

All Episodes

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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30:52

BUILDING, EXPANDING AND MAINTAINING YOUR NETWORK: THE...

The Selling Podcast ·

2025/02/05

Send us a text This episode emphasizes the important role of networking in professional and personal growth. It also shows that building a strong network can provide invaluable support, open doors to new opportunities, and help you navigate challenges in your career and personal life. The episode introduces the "BEAM" framework for effective networking: Build:Focus on Quality over Quantity: Prioritize building genuine relationships with individuals who share your interests and values.Ask Powe...

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30:45

Reclaiming Lost Leads: Strategies for Re-Engagement

The Selling Podcast ·

2025/01/29

Send us a textThis podcast episode addresses the common challenge of losing leads in sales and provides a practical framework for re-engaging with those who have fallen through the cracks.The episode acknowledges the emotional hurdle of feeling shame or guilt for losing a lead. It emphasizes the importance of overcoming these feelings and acknowledging that mistakes happen. The key is to learn from the experience and implement strategies to prevent future losses.The podcast highlights the imp...

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30:21

Hyper-Personalization in Sales: The Future of Selling

The Selling Podcast ·

2025/01/22

Send us a textThis podcast episode explores the power of hyper-personalization in modern sales. It emphasizes that truly effective sales strategies go beyond generic pitches and focus on deeply understanding individual customer needs.The podcast highlights the importance of asking insightful discovery questions to uncover unique pain points and identify specific opportunities. It emphasizes that hyper-personalized solutions can only be developed through a thorough understanding of the custome...

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31:11

YOU ARE NOT AN ARTIST: THE POWER OF PROCESS IN SALES

The Selling Podcast ·

2025/01/15

Send us a textThis podcast episode challenges the notion of sales as an artistic endeavor where every interaction is a unique masterpiece. Instead, it emphasizes the importance of a structured sales process for consistent success.The podcast argues that viewing sales as an art form can lead to inconsistency and unpredictability. Without a defined process, sales interactions can become haphazard and lack a clear direction. This can result in missed opportunities and decreased efficiency.In con...

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34:37

NICK CANNON LOYALTY THROUGH COMMUNICATION NOT...

The Selling Podcast ·

2025/01/08

Send us a textNick Cannon shares how to create loyalty with customers. One of the keys to customer loyalty is communication. Too many times we think that loyalty comes when there is a gift, contribution or some remarkable event. The key to customer loyalty is simple... communicate consistently. Authenticity ensure that you are being yourself. This includes standing up for yourself and not being afraid to express your needs to the client as well. The key to sales that that it works not on...

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30:08

SALESPEOPLE... DITCH NEW YEARS RESOLUTIONS

The Selling Podcast ·

2025/01/01

Send us a textThis podcast episode challenges the traditional notion of making New Year's resolutions in sales. It argues that these resolutions are often vague, unrealistic, and ultimately ineffective.The podcast outlines three key reasons why sales professionals should AVOID setting traditional New Year's resolutions:Vague and Unrealistic: Many New Year's resolutions are overly broad and lack specific, measurable, achievable, relevant, and time-bound (SMART) goals. This lack of clarity ofte...

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32:26

DON'T GET YOUR SALES TINSEL TANGLED

The Selling Podcast ·

2024/12/25

Send us a textMike and Scott wish you all a Merry Christmas!Naughty and Nice List of SalesNaughty ListPushyNo ServiceDon't Understand Me at All (Don't allow me to talk)Nice ListAllow Me to DecideTreat Me Like a Person (Respect and ensure I understand)Meet/Address All My NeedsThere are several Christmas buying behaviors that we should look for and how they work in our industries:Last minute rush - Too many times we work towards buying on a deadline even though nobody likes buying under pressio...

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33:02

A SALES LESSON FROM GENERAL GEORGE PATTON

The Selling Podcast ·

2024/12/18

Send us a textGeorge S. Patton (1885–1945) was a legendary U.S. Army general known for his bold leadership during World War II. He was tough, passionate, and had a knack for winning battles. Patton grew up in California, went to West Point, and had a lifelong love for military strategy. He became a tank expert before tanks were even widely used in war.During World War I he helped create the Army’s tank corps and showed courage and creativity on the battlefield. And then during World War II, P...

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30:37

MYTH OF MANAGEMENT AS A SALEPERSON'S SALVATION

The Selling Podcast ·

2024/12/11

Send us a textThis podcast challenges the common notion that moving into management is the ultimate career goal for sales professionals. While it may seem like an attractive option, it's essential to weigh the pros and cons carefully.The podcast explores the potential benefits of management, such as reduced stress, increased control, and the opportunity to influence a larger team. However, it also highlights the drawbacks, including the loss of autonomy, the inability to directly impact sales...

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35:36

TIME HACKS FOR SALES PROFESSIONALS TO HELP CRUSH THE...

The Selling Podcast ·

2024/12/04

Send us a textThis podcast tackles one of the biggest challenges in sales: managing your time effectively. With so much to juggle, it’s easy to feel overwhelmed, but the truth is, that mastering your time can be a game-changer for your productivity and success. The key? Prioritize what matters, plan your day intentionally, and let technology do the heavy lifting where it can. Here’s how:1. Prioritize Your ActionsIdentify What Drives Results: Focus on activities that directly boost your revenu...

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27:11

FIND THE "GAP" AND BOOST YOUR SALES

The Selling Podcast ·

2024/11/27

Send us a textThis episode takes a close look at something every salesperson should have in their toolkit: gap analysis. It's not as complicated as it sounds—it's about finding those hidden opportunities in the accounts you're already working with. By understanding where your clients are now and where they could be, you can uncover ways to help them (and boost your sales in the process).The secret sauce? Asking better questions. Not just the "check-the-box" kind, but the ones that really get ...

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39:49

CLOSING THE MOST COMPLEX SALES

The Selling Podcast ·

2024/11/20

Send us a textThis podcast dives deep into the intricacies of landing complex medical sales, a challenging endeavor that requires a unique blend of strategic thinking, technical expertise, and relationship-building skills. Chris and JJ, seasoned professionals in the field, share their insights and experiences on how to navigate this complex landscape.The podcast highlights the importance of understanding the intricate dynamics of the sales process. This includes comprehending the decision-mak...

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297 results

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