The Selling Podcast

Are your sales calls resulting in closed deals, or are you just going through the motions? In this episode of "The Selling Podcast," hosts Scott and Mike break down the ultimate pre-call routine that separates average sales reps from top performers. Drawing an amusing parallel to professional golfers following a strict pre-shot checklist, Mike reveals the four fundamental self-reflective questions...

Join us for a fun conversation about sharks and life lessons! Leah, a ten-year-old shark enthusiast, joins us today, bringing a youthful perspective and a love for these majestic creatures. We kick off with a light-hearted banter about her age and the unique reason for her appearance on the podcast: to help lower our average listener age! Shark Stories and Insights Leah shares her fascination with...

Friction kills deals before price ever does. Scott and Enigo Montoya break down how to make selling feel so easy that customers actually want to buy—and why common sales process mistakes can quietly cost you revenue. What starts with a painfully relatable checkout experience turns into a practical conversation about the hidden blockers that make buyers walk away. From endless paperwork and overcom...

In this episode of "The Selling Podcast," hosts Scott and Mike (joined by a "special guest" playfully introduced as Enigo Montoya) sit down with Steven Staines, the Director of Sales Development at Pinnacle West Medical. The central theme of the episode revolves around a provocative statement: Sales isn't "hard." While the hosts acknowledge that sales can be complex, complicated, and exhausting, t...

Feeling creatively stuck in your current role? Join Scott and the (self-proclaimed) "heartless" Mike on this week’s episode of The Selling Podcast as they dive into an unlikely masterclass on professional evolution: the life of Michelangelo. Forget everything you think you know about the Renaissance master. Mike, who admits he usually remains emotionally detached from art, shares why Michelangelo’...

In this episode of "The Selling Podcast," hosts Scott and Mike tackle the 90% of communication that isn't verbal: body language and hand gestures during sales presentations. Prompted by Scott's recent broken hand and subsequent awareness of his own gestures, the duo explores the critical nuances of non-verbal communication in sales. They contrast high-energy, large gestures used in public speaking...

In this episode of "The Selling Podcast," hosts Scott and Mike dive deep into the foundational behaviors that separate true sales professionals from the amateurs. Moving beyond simple tactics, they identify three critical mistakes that a professional salesperson should never make. The discussion covers: Talking more than you listen: Drawing parallels to the medical field, they argue that "prescrip...

In this episode of "The Selling Podcast," hosts Mike and Scott engage in a deep philosophical discussion about the role of integrity in life and professional sales. Following up on previous conversations regarding trust and manipulation, they establish integrity as the necessary precursor and base for successful selling. The hosts explore defining integrity not just as a moral compass, but as "int...

In this episode of "The Selling Podcast," hosts Scott and Mike engage in a philosophical debate regarding the nature of trust. Kicking off with some lighthearted banter and statistics showing men are slightly more trusting than women, they dive deep into whether trust is an inherent "on/off" switch or something that is incrementally earned over time. Scott argues that trust is a default setting—an...

In this episode of "The Selling Podcast," Scott and Mike tackle the pervasive issue of burnout in sales. They define burnout not just as tiredness, but as deep emotional, physical, and mental exhaustion where the simplest tasks feel overwhelming. Challenging conventional wisdom, the hosts argue that simply taking a vacation is not the answer, as it often leads to returning to an unmanageable pile...

This episode of The Selling Podcast concludes the five-part series on sales discovery by examining why sales management is not sales and what it truly takes to make the transition. Two Different Skill Sets and Philosophies Sales professionals and sales managers perform completely different roles; great sales reps do not automatically translate into great managers, much like elite athletes rarely m...

This episode of The Selling Podcast dives into the often-overlooked conclusion of the sales career path by exploring how you actually leave sales and manage career transitions. The "Grass is Always Greener" Trap Sales reps frequently look at peers and assume their jobs are easier, faster, or better. This constant comparison is a natural human tendency driven by the search for a path of least resis...

This episode of The Selling Podcast continues the five-part series on sales discovery by tackling a practical, foundational question for newcomers and career switchers: How do you actually break into sales? Summer Sales as a Testing Ground The hosts explore the role of high-difficulty entry-level positions, such as summer door-to-door sales: Low Barrier to Entry : These roles often hire almost any...

This episode of The Selling Podcast continues the five-part series on sales discovery by exploring a fundamental question: Why in the world would anyone choose sales as a career? Why People Fall Into Sales The hosts discuss how most people don't actively map out a linear career path to sales; rather, they naturally fall into it out of necessity or everyday human interaction. The Power of Human Nat...

This episode of The Selling Podcast kicks off a five-part series on sales discovery by tackling a foundational question: What is sales, and how does it differ from persuasion, buying, or simply pitching an idea? Defining Sales vs. Persuasion The hosts debate the core nature of sales and where persuasion fits into the process: Scott's Definition : Sales is fundamentally about helping solve a proble...

This episode of The Selling Podcast features hosts Scott and Mike as they discuss the critical, often misunderstood art of follow-up timing and the importance of maintaining trust in client relationships. The Three Speeds of Follow-Up The hosts outline three distinct speeds of communication that help maintain momentum without crossing the line into desperation or pressure: Immediate Response (The...

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...