The Selling Podcast

This episode of The Selling Podcast features hosts Scott and Mike as they discuss the critical mid-year ritual of analyzing your sales pipeline to set the foundation for next year’s success. The Mid-Year Pipeline Audit To ensure consistent growth, the hosts argue that you should always be planning at least two quarters ahead. They recommend a structured approach to auditing your current business:...

This episode of The Selling Podcast features guest Jerry Gregory, a high-performing healthcare sales professional and multi-time President’s Club winner, discussing the discipline required to maintain a customer-centric approach. Core Principles of Customer-Centric Sales Servant Leadership : Success is not about the individual salesperson, but about serving the client (physicians, administrators,...

Just like a rocket consumes the majority of its fuel in the first minute of flight to break gravity, building momentum in sales requires significant, upfront energy. Once established, however, that momentum acts like a flywheel, making every subsequent action—from prospecting to closing—easier and more efficient. Three Strategies to Sustain Sales Momentum 1. Get Out of Your Head: Overanalyzing rej...

Are you struggling to fill your pipeline? Many sales professionals are hesitant to ask for referrals because they fear it comes across as self-serving or uncomfortable. In this episode of The Selling Podcast , Scott and Mike break down the three most effective strategies to turn satisfied customers into your best advocates, proving that asking for referrals doesn't have to be forced—it just requir...

In this week's episode of The Selling Podcast , we dive deep into the extraordinary life and career of JB Fetzer , a man who's seen and done it all. From humble beginnings as a ninth-grade dropout to becoming a top-tier sales strategist and a powerful voice in the entertainment industry, JB's story is one of relentless pursuit and unfiltered truth. Inside this Episode, You'll Discover: The Militar...

Scott and Mike tackle a fundamental hurdle in sales: Why do reps need to ask questions? Scott initially challenges the process, suggesting a rep could just hand a prospect a list of answers. But Mike explains how genuinely curious questions can guide customers polite to their own conclusions—helping them see potential "gaps" in their current business that might be keeping them from their ideal sit...

Unlocking Peak Performance: Zack Lutz on Failure, Fundamentals, and the Road to the MLB What does it take to make it to the pinnacle of professional baseball, and more importantly, how do you sustain success once you arrive? On this week's high-octane episode of The Selling Podcast , we’re pulling back the curtain on the world of elite sports with professional baseball player and performance coach...

Visit Jason here at AfterTheLead.com In this episode of The Selling Podcast , hosts Scott and Mike dive into the often-dreaded world of Customer Relationship Management (CRM) systems. They welcome Jason Kramer , founder and CEO of Cultivize and self-proclaimed "CRM Whisperer," to discuss why CRMs are often despised by sales teams and how to transform them from an administrative burden into a power...

Have you ever turned down an invitation from a customer or colleague, only to realize later that they stopped asking you to events altogether? In this episode of The Selling Podcast , hosts Scott and Mike tackle the difficult art of saying "no" without burning bridges. Using a simple, four-step formula, they discuss how to decline requests and invitations confidently while ensuring you remain on t...

In this episode of The Selling Podcast , we dive into the world of leadership development with Val Ries, executive coach and author of Chief Inspiration Officer at Executive Muse . Val breaks down her core frameworks for building thriving, motivated teams, starting with a quiz that holds up a mirror to your own leadership style. We explore the balance between encouragement and high standards, the...

In this episode of The Selling Podcast , Scott and Mike tackle the human tendency to avoid difficult tasks and waste time under the guise of "productivity." Whether it’s wandering through a sporting goods store to avoid a tough sales call or spending hours "tweaking" an AI bot, avoidance is a self-defense mechanism that can derail a sales career. The hosts provide four actionable strategies to sto...

In this episode of The Selling Podcast , we sit down with Russ Ferguson , a seasoned sales leader with over 40 years of experience spanning from "stamp lickers" (mailing machines) to complex medical devices. Russ shares his evolution from a young graduate seeking "easy money" to a veteran who understands that true success is built on integrity, soft skills, and helping others. Key Episode Highligh...

"If you don't take care of yourself, you can't help other people." In this high-energy conversation, Jon Cheney returns to the podcast to discuss his latest project, Moon Command , a game built entirely through the power of Generative AI. Jon challenges the traditional business dogma of "always charge for your time," arguing instead that in the modern economy, attention is the ultimate currency. K...

In this episode of The Selling Podcast, Jon Cheney , CEO and Chief AI Officer of GenAIPI , explains how he leveraged AI and veteran sales skills to build a million-dollar business in just six months with a $400 startup cost. The conversation explores the revolutionary concept of "vibe coding"—using natural language to develop production-ready software via platforms like Replit without writing a si...

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...

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 procrastin...

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 I...

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 articulat...

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" t...

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...

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 jour...

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 . S...

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 y...

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...

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...