The Selling Podcast

Send us a text Scott tries to convince Mike that "Solution Selling" is outdated because of the information revolution. Reps and Sales Managers spend all their time putting out fires and don't make time to strategize. When we can understand all the needs and provide solutions for some clients, we will be a proactive seller of the future. Scott's theory is "people are smart enough to know what they...

Send us a text Scott tries to convince Mike that "Solution Selling" is outdated because of the information revolution. Because of all the information available, most customers already know what product will best fit their solution. Marketing plays a larger role and we will discuss that more next episode. This week Scott tries to convince Mike that playing matchmaker for the client and best solutio...

Send us a text We were recently asked by a listener to give real and tactical solutions for sales. Mike and I broke this down for sales representatives and sales managers. 1:1 weekly meetings are sacred time with employees and employers and should be treated as such... especially during the COVID time. Here are our top 3 things to discuss after your employee has turned the time to you: Pipeline Ma...

Send us a text We were recently asked by a listener to give real and tactical solutions for sales. Mike and I broke this down for sales representatives and sales managers. How do you organize your territory? Which accounts should you call on first? How do you outline emails vs calls? Who do you contact more... influencer or decision maker? Scott has been making calls in the field and Mike give rea...

Send us a text Targeting is always started but rarely completed in sales. Most reps, managers and executives know where they should go and who they should visit. However, they miss several key pieces. We cover these areas in this episode of the series: Safe Spaces - Who are you practicing on? Champions - Who will help you keep the deal alive? Industry - How do you work within the general market la...

Send us a text Relationship mapping inside a territory is critical to expediting sales. When constructing a relationship map, include the following: Area Relationship Map (inside the territory) Who does business with who? Why do they do business with certain people? Who are the key voices in your industry? Prospect Relationship Map (inside the account) Who is the decision maker? What is the intern...

Send us a text Don't be stuck in a rut of sales when you feel very busy but not making sales! This episode and series will outline how to make an actual difference in your number! Key learnings in this episode: Account prioritization A, B, C, and D accounts Mapping out the accounts Downtime management  Setting account expectations Respect the Hustle and Hate the Hassle Support the show Scott Schlo...

Send us a text If we put the enthusiasm, insight, and wisdom of Larry Long Jr into a pill we could change the world! And it would only take one dose! WOW. What a great time interviewing Larry and swapping ideas. He will most certainly be making a return appearance on the podcast! In this episode, Larry shares his experience with topics like: The right hire for your company The importance of honest...

Send us a text Customer Experiences are visits when you bring customers to your office to see what you are doing. These visits push forward relationships and work wonders to build trust.  Jeff Regan has been creating and hosting Customer Education visits for many years. He has brought hundreds and hundreds of customers through to show them facilities where he has worked. In this episode, Jeff brea...

Send us a text Support the show Scott Schlofman Mike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a text Vince Han , Founder & CEO of MobileCoach and other high tech ventures, joins us in this episode to explain how ChatBots can be used as a tool to improve performance for sales teams, how dieting and sales are similar, and what entrepreneurs and sales representatives have in common. Vince shares practical advice about repetitive tasks, time, artificial intelligence, CRM use, and u...

Send us a text EPISODE 3 This is the last in a 3 part series that will outline some very basic principles for sales representatives, sales managers, and sales executives. Scott and Mike share examples and stories to illustrate key principles for each role and identify common traps to avoid. In this episode, they discuss the principles of: Sharing your vision Empower and power Communicate effective...

Send us a text EPISODE 2 This is the second in a 3 part series that will outline some very basic principles for sales representatives, sales managers, and sales executives. Scott and Mike share examples and stories to illustrate key principles for each role and identify common traps to avoid. In this episode, they discuss the principles of: Knowing your role Surrounding yourself with greatness Dem...

Send us a text EPISODE 1 This is the first in a 3 part series that will outline some very basic principles for sales representatives, sales managers, and sales executives. Scott and Mike share examples and stories to illustrate key principles for each role and identify common traps to avoid. In this episode, they discuss the principles of: Doing the necessary homework Listening with purpose and in...

Send us a text This episode is one of our personal favorites ! NJ and Greg Pesci share insights on how to break through your own fear, how to overcome the imposter syndrome, and how to learn from past experiences. Join our continued discussion on the importance of sales, perseverance, and priorities in business. NJ and Greg share insights they learned with over 30+ years of successful careers in t...

Send us a text What a GREAT episode! Full of tips, insights, lessons, and wisdom! All delivered in a relaxed and entertaining way! Join us with an engaging discussion with NJ and Greg Pesci as we discuss the importance of knowing how to "work a room" and the significance of relationships, trust, understanding your customers, and overcoming challenges. Both NJ and Greg bring insights developed over...

Send us a text William Shakespeare once wrote, “ Let thee embrace me, sour adversity, for wise men say it is the wisest course ”  Or, as the military puts it...“ Embrace the suck ”  There are two choices when faced with a challenge. Shrink and complain or rise above the circumstance.  How we react to difficult (OK... nearly impossible right now) circumstances will define our future as sales profes...

Send us a text With over 2.5 million downloads , Donald Kelly has taken what he learned from the hustle in Jamaica and built his worldwide podcast empire! Now he helps sales professionals and entrepreneurs find more prospects, build stronger value, and close more deals every day with his insight and humor. In addition to training sales professionals in workshops, online courses, and keynote presen...

Send us a text In this episode, Mike and Scott discuss staying on track during a presentation, how to avoid a catastrophic derailment, and different ways to tell you if you are on track or off the rails. If you know (and your customer) where you are going in a sales pitch, you will be able to steer and pivot in different ways to drive a successful pitch and action.  If you have done your homework...

Send us a text Alex outlines how to use a personal brand in your selling. By posting regularly and engaging with your social media, you will drive your personal brand and that will translate into more sales. Alex shares how he does this and personal story as to the impact of your personal brand in sales. Founder of Growth IQ and MySalesAgency ,  Alex has joined Amazon Web Service AWS as an Enterpr...

Send us a text FREE OFFER TO TSP LISTENERS Veronica would like to offer your listeners 1 month of FREE core connection coaching. Click the following link to redeem your free offer :  https://www.yourmodernbrand.com/core-connection-coaching-free-30-days You finally get to meet someone in person for the first time. You have been wanting to meet this influential person and before you speak, a flurry...

Send us a text Blake Gibbons loves a challenge! He is constantly pushing himself to new limits and shares experiences with us during this episode. Blake is a consistent quota over-achiever with some of the biggest venues of sales. Blake provides insight into various environments such as: Medical sales (with various size companies) Technology sales  Start-up sales We discuss his ideas and beliefs o...

Send us a text Selling is all about listening, understanding, and THEN explaining. Too many sales professionals haven’t learned the art of listening and try to shortcut the process. When you don't listen properly to your customer, you can’t know their problems which means you can't sell your solution. In this episode, we explore ways to actively listen to your clients and only then explore the ste...

Send us a text John's expertise about leading sales teams shines in this episode. He has a proven career in medical sales, door to door sales and the booming tech sales. In the heart of Silicone Slopes, John shares stories to emphasize the following: Hiring passionate sales reps (how to do it correctly) Understanding your audience... put money towards it! Culture is not the drinks, beanbags or vid...

Send us a text Our first guest! With over 45 years of sales in companies like Mitek, Breg and Orthofix, Ray Fujikawa breaks down some of the sales basics. Ray's passion and motivation are electric and drive every listener to excel in sales. Some of the key points discussed in this episode are: What makes a good salesperson: Desire Drive Ability to Learn (be coached and taught) Ability to develop p...