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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

00:43:28

The Servant-Leader: Tony Schneider on High-Stakes...

The Selling Podcast ·

2026/04/01

This episode of The Selling Podcast features a masterclass in leadership and career longevity with medical device sales veteran and business owner Tony Schneider. With over 26 years of experience—spanning from his roots as a commercial pilot to leading a top-tier distributorship—Tony shares the "secret sauce" that kept him at the top of the leaderboard and how he successfully transitioned from a high-performing rep to a servant-leader manager.In this episode, we discuss:The Pilot’s Pivot: How a

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00:31:24

Nothing Happens Until Something is Sold: Breaking the...

The Selling Podcast ·

2026/03/25

This week, we tackle the silent killer of sales productivity: Analysis Paralysis. As the old saying goes, "Nothing happens until something is sold," yet many sales reps find themselves stuck in the "basement office," over-strategizing while their prospects move on to competitors.Scott and "Old Dude" break down why we get stuck in the parking lot, the difference between preparation and procrastination, and how to build the "Ready, Fire, Aim" mindset required to actually close deals.In this episode,

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00:33:37

The Science of Selling: Why Systems Beat Goals Every...

The Selling Podcast ·

2026/03/18

This week, we bridge the gap between the classroom and the closing room. We are joined by BJ Allen, Professor of Marketing and Sales at Brigham Young University (BYU). BJ isn't just a theorist; he’s an expert in the "Silicone Slopes" tech scene, a researcher, and a mentor to the next generation of sales superstars.We dive deep into the evolution of sales—from the "old school" days of Xerox and IBM to the modern "SaaS Machine." BJ explains why sales is no longer just "artistry" or "fluffy" talk—it’s

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00:39:24

Beyond the Resume: Tim Germann’s 3 Pillars for...

The Selling Podcast ·

2026/03/11

Hiring is a gamble, but you don't have to play with blinders on. This week, we welcome back Tim Germann, Chief Commercial Officer at Carterra, to pull back the curtain on how he builds world-class commercial teams. Tim breaks down his "Three Pillars" for identifying top talent: a documented history of success, a relentless work ethic verified by deep-dive references, and the ability to articulate every career transition with ownership rather than excuses.We explore the "Razor’s Edge" of the

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30:32

Stop Guessing, Start Advising: Why Deals Break in the...

The Selling Podcast ·

2026/02/18

Send a text If you've ever blamed a lost deal on "bad timing" or "Mercury in retrograde," this episode is your wake-up call. We welcome back Jeffrey Cutter to discuss his new book, Deal Breakers. Through the story of the protagonist Morgan, Jeff illustrates the profound shift from being a "product pusher" to a "trusted advisor." We explore the "Aha!" moments that every veteran sales rep has faced: the realization that customers aren't looking for the most innovative technology—they're looking...

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31:22

Why Companies Are Afraid to Call You a "Salesperson"

The Selling Podcast ·

2026/02/13

Send a text Why do companies go to such great lengths to avoid the word "Sales"? In this episode, Scott and Mike pull back the curtain on the "emotional baggage" attached to the sales profession. From the stigma of the "snake oil salesman" to the internal friction that revenue generation causes within a company, we explore why sales has become a dirty word—and why it shouldn't be. We break down the Sales Spectrum, helping you identify where you fall between being a "facilitator" and a "persua...

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34:30

Be Brief, Be Bright, Be Gone: Mastering the Art of...

The Selling Podcast ·

2026/02/04

Send us a text Have you ever read back your own notes and had absolutely no idea what you were trying to say? You aren’t alone. In fact, studies show that nearly 95% of us work with someone who talks too much, and a staggering 86% of project failures are attributed to ineffective communication. On this episode of The Selling Podcast, Scott and Mike tackle the plague of the "meeting that should have been an email" and the sales pitch that never ends. Join the conversation as the duo breaks dow...

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33:35

What is Sales? - Getting People to Do What They Don't...

The Selling Podcast ·

2026/01/28

Send us a text Is sales an art form or a rigorous science? In this episode, Scott and Mike welcome back Barton Schmitz, VP of Strategic Accounts at CAPSA, to settle the debate. The conversation begins with a surprising revelation: Barton prefers driving in absolute silence to foster strategic thinking—a stark contrast to the noise of the daily grind. Barton shares the philosophy he developed while turning around the culture at Sunrise Medical, defining sales simply as "getting people to do so...

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31:18

Why You Keep Hiring the Wrong Sales Reps (And How to...

The Selling Podcast ·

2026/01/21

Send us a text Jeff "Raccoon Man" Padilla returns to the show to set the record straight. The episode kicks off with a hilarious listener review from Jeff's nine-year-old daughter, asking why Scott and Mike are "tasting feet" instead of "tasting defeat." Once the laughter subsides, the trio tackles the most expensive and risky challenge in sales leadership: Hiring. Jeff breaks down why "Ability" trumps "Knowledge" and "Skills" every time. The group debates the pros and cons of hiring fresh co...

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37:18

The Selling Podcast: The Raccoon Method, Platinum...

The Selling Podcast ·

2026/01/14

Send us a text On this week’s episode, Scott and Mike are joined by one of their "four actual listeners," Jeffrey Padilla, Director of Sales at Rainier Surgical. Jeff shares his journey from a desk-bound bracing coordinator to running the sales department, proving that hate for paperwork can be a powerful motivator. The trio dives deep into the philosophy of sales leadership. Jeff explains why he stopped giving his reps the answers and started asking "Why?" to build critical thinking. They di...

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35:05

Service vs. Selling: Why You Are Just an Order Taker...

The Selling Podcast ·

2026/01/07

Send us a text What happens when a nurse interrupts a product manager in the middle of a training session to tell them they are wrong? apparently, a 25-year career in sales leadership begins. On this episode, Scott and Mike welcome Barton Schmitz, VP of Strategic Accounts at CAPSA (and Mike’s former boss), to discuss the transition from clinical care to high-stakes sales. Barton drops a masterclass on the fundamental difference between "servicing" a customer (pointing them to the bread aisle)...

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27:56

3 Ways to Kill Imposter Syndrome Before It Kills Your...

The Selling Podcast ·

2025/12/31

Send us a text We have all been there: You are handed a project, you feel out of your depth, and you are convinced everyone else knows exactly what they are doing. On this week’s episode, Scott and Mike tackle Imposter Syndrome head-on, using a disastrous DIY plumbing story involving an angle grinder and a shower handle as the perfect metaphor for professional growth. The duo discusses why being an "expert" doesn't mean knowing everything—it means knowing who to ask and being willing to figur...

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34:48

Mastering WIITT Selling: Why Your "Great Meeting"...

The Selling Podcast ·

2025/12/24

Send us a text On this "take two" episode (after a technical mishap lost the first recording), Scott and Mike welcome back Jeff Cutter, founder of WIITT Selling (What Is Important To Them). Jeff breaks down the fundamental flaw in most sales processes: the obsession with our decks, our products, and our preparation, while completely ignoring the customer's narrative. Jeff shares how this mindset shift started early—selling his neighbors not on a mowed lawn, but on the freedom to ride their bi...

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34:04

Unlock Your Sales Superpower: 4 Steps to Stop Faking...

The Selling Podcast ·

2025/12/17

Send us a text Have you ever looked around the sales floor, watched a top performer, and thought, "I need to do exactly what they are doing"? You try to copy their jokes, their cadence, or their spreadsheet obsession, only to find it feels clunky and awkward. On this week’s episode, Scott and Mike discuss why trying to be someone else is the fastest way to set off a prospect's "BS alarm." Instead of imitation, the duo argues for adaptation. The goal isn't to become the person next to you; it'...

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32:36

Quota Panic? The 3-Step Plan to Beat Your Number...

The Selling Podcast ·

2025/12/10

Send us a text It’s that time of year. You’re waiting for management to spin the "Bingo Wheel" and drop a new, terrifying number on your desk. "Congratulations, you grew 15% last year... now we need 25%." Panic sets in. This week on "The Selling Podcast," Mike and Scott reveal why waiting for your quota to build a plan is a rookie mistake. They argue that you must create your sales plan before you receive your quota. Why? Because data gives you leverage. If you know your numbers better than y...

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32:19

Stop Sabotaging Your Sales: The 3 Rules to Beat...

The Selling Podcast ·

2025/12/03

Send us a text Are you unknowingly undermining your own success? Sales veterans Mike and Scott dive into the pitfalls of self-sabotage—those unintentional actions and thought processes that kill momentum and prevent reps from hitting their goals. They argue that when struggling, many sellers abandon their plan and resort to unproductive, random activities (like Scott’s failed postcard kick) instead of focusing on consistent, effective steps. The solution isn't motivation; it's actionable stra...

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31:28

The Only 3 Ways to Keep Learning Outside Your Lane...

The Selling Podcast ·

2025/11/26

Send us a text Have you been in the same sales territory for so long that you think you know everything? This week on "The Selling Podcast," Mike and Scott (and Bob A. Ganoosh, the technical guy) tackle a critical issue for seasoned reps: how to maintain genuine curiosity when calling on the same accounts for years. They argue that assuming you have all the answers is a fatal mistake that kills deals. They break down three essential, actionable strategies to refresh your mindset, deepen your ...

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32:44

Kill the Quota Killer: 4 Strategies to Eliminate...

The Selling Podcast ·

2025/11/19

Send us a text Do you ever sabotage your own sales momentum before you even pick up the phone? This week on "The Selling Podcast," Mike and Scott tackle the pervasive enemy of every sales rep: self-doubt. They argue that doubt (the "D" in FUD) isn't just a tactic you use on competitors; it's a "terrible disease" that kills momentum and plagues even the most experienced sellers, often showing up as the feeling of "I'm not good enough." Mike and Scott break down the mental game of sales and pro...

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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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307 results

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