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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

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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30:05

"IT'S ME, NOT YOU" and other lies we tell...

The Selling Podcast ·

2024/11/13

Send us a textIn this episode, we dive into a topic that doesn’t get enough airtime: breaking up with clients. Yes, client breakups are a thing—and spoiler alert—they can be just as awkward as a middle school breakup. The key is handling it with the right mix of grace, strategy, and maybe a dash of humor (but only if your client can handle it).Sometimes, it’s not you or them—it’s life. Business mergers, acquisitions, or sudden left turns in strategy can mean a breakup is inevitable. When that...

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30:08

YOU ARE IN SALES - EVERYTHING YOU LIKE WAS SOLD TO YOU!

The Selling Podcast ·

2024/11/06

Send us a textThis podcast challenges the traditional perception of sales as a manipulative or pushy profession. It argues that sales is an integral part of human interaction and is present in every aspect of our lives.Everything we love, need, and want has been sold to us in some way. From the products we purchase to the ideas we embrace, there's always a persuasive element at play. This doesn't mean deception or manipulation, but rather the art of effective communication and persuasion.The ...

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30:23

THINK GLOBALLY AND ACT LOCALLY - CONVERSATIONS IN THE...

The Selling Podcast ·

2024/10/30

Send us a textThinking Globally, Acting Locally: A Sales PerspectiveThis podcast delves into the importance of striking a balance between global thinking and local action in the world of sales. While globalization has interconnected markets and created opportunities for businesses to expand their reach, it's equally crucial to understand and cater to the nuances of local markets.The podcast highlights the following key points:1. Understand Global Trends:Stay Informed: Keep abreast of global e...

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33:05

GRATITUDE IN SALES - IT DRIVES ACTUAL BUSINESS

The Selling Podcast ·

2024/10/23

Send us a textThis podcast episode explores the transformative impact of gratitude in sales. It highlights five key areas where gratitude can significantly enhance your sales performance:Fosters Trust: When you approach your interactions with genuine gratitude, you demonstrate that you value the opportunity and respect the client's time. This builds trust and establishes a strong foundation for future interactions.Cultivates Loyalty: Clients who feel valued and appreciated are more likely to ...

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31:09

ADAPT TO CHANGE

The Selling Podcast ·

2024/10/16

Send us a textThe Selling Podcast explores the critical importance of adaptability in the ever-evolving world of sales. It emphasizes that successful sales professionals must be willing to embrace change and continuously learn and adapt their strategies to stay ahead of the curve.The podcast outlines five key strategies for adapting to change in sales:Maintain a Growth Mindset: Cultivate a genuine eagerness to learn and develop your skills, regardless of your experience level. Stay curious, s...

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33:46

REPUTATION VS BRANDING - BUILD YOUR OWN BRAND

The Selling Podcast ·

2024/10/09

Send us a textThis podcast delves into the importance of building a strong personal brand in sales. It differentiates between: Reputation - which is often shaped by hearsay and beyond a sales rep's control vsBrand - which is a proactive approach to crafting a narrative.The podcast outlines eight key steps to create and develop a personal brand:Identify Your Value Proposition: Understand your unique strengths and what sets you apart. This will form the foundation of your brand. Consider your e...

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31:47

JUST MOVE... IT IS NOT THE MVP - GET GOING

The Selling Podcast ·

2024/10/02

Send us a textThis podcast episode addresses the common challenge of getting stuck in the "analysis paralysis" phase when developing new products or ideas. While creating a Minimal Viable Product (MVP) is a valuable step, it's often not enough. The key lies in taking the crucial next step: "just moving" and starting the implementation process.The episode highlights the tendency to overthink and procrastinate, allowing valuable time to slip away. It emphasizes that the most important factor is...

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28:49

UNSOLICITED ADVICE IN SALES... IT NEVER WORKS!

The Selling Podcast ·

2024/09/25

Send us a textThis podcast explores the common mistake of offering unsolicited advice in sales. It highlights that while well-intentioned, unrequested advice is often met with resistance and can even backfire. When a sales professional provides advice without first gaining the buyer's interest or permission, it can be perceived as condescending or presumptuous.The podcast emphasizes that the key to effective sales lies in drawing the buyer into the conversation and encouraging them to ask que...

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309 results

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