x

75% of people globally want unbiased news (Pew Research) but are concerned they're not getting that.

Get balanced coverage with Symby. See how stories are covered across diverse outlets and spot when one side covers a story the other skips.

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

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...

en-us

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'...

en-us

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...

en-us

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...

en-us

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 ...

en-us

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...

en-us

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...

en-us

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...

en-us

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 ...

en-us

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,...

en-us

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...

en-us

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 ...

en-us

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...

en-us

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...

en-us

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 ...

en-us

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...

en-us

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...

en-us

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...

en-us

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 ...

en-us

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 ...

en-us

295 results

Similar Podcasts

TaxTalent.com The Golden Rule Podcast

Adam Golden

TaxTalent.com Podcast

Tony Santiago

Handelsblatt Crime - spannende Streitfälle der deutschen Wirtschaft

Ina Karabasz, Solveig Gode, Sönke Iwersen

Deffner und Zschäpitz – Der Wirtschafts-Talk von WELT

WELT

Black Box - La scatola nera della finanza

Guido Brera e Gian Luca Comandini -...