The Selling Podcast

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,...

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-make...

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...

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...

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 t...

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 rev...

Send us a text Ever feel like you're pitching to a brick wall? This week on "The Selling Podcast," Mike and Scott sit down with Ryan Blair , a dynamic change consultant, to tackle one of the toughest challenges in sales: getting people to embrace change. We all know change is hard—for us, and for our prospects—and Ryan provides the blueprint for making it happen. In this insightful episode, Ryan r...

Send us a text It's the call every sales professional dreads: losing a top account. This week on "The Selling Podcast," Mike and Scott get raw and real about a painful truth in the sales world. They reveal that no matter how experienced you are, the sting of losing a major client never truly goes away. The same cycle of emotions—shock, anger, and self-doubt—happens every single time. In this episo...

Send us a text Ever find yourself dreaming big about your sales goals, but those dreams feel more like a fantasy than a plan? This week on "The Selling Podcast," Mike and Scott tackle a crucial distinction that separates successful sales pros from those perpetually chasing rainbows: the difference between a pipeline and a pipedream . We dive into what makes a pipedream – those exciting, often unre...

Send us a text Ever feel like there aren't enough hours in the day to truly build the business of your dreams? This week on "The Selling Podcast," Mike and Scott are joined by an incredible trio: Aaron Skinner, Alex Skinner, and PJ Howland , the brilliant minds behind UnsexyBusinessmen.com ! This episode is a goldmine for aspiring and current entrepreneurs who are tired of the hustle culture narra...

Send us a text Ready to ditch the dream and actually start that business you've been thinking about? This week on "The Selling Podcast," Mike and Scott are joined by the incredibly generous Aaron Skinner , the mastermind behind unsexybusinessmen.com ! If you've ever felt overwhelmed by the first steps of entrepreneurship, this episode is your personal blueprint. Aaron doesn't just talk about start...

Send us a text Ever dreamt of starting your own business, but feel overwhelmed by where to begin? Or maybe you're already in the trenches, navigating the inevitable growing pains? This week on "The Selling Podcast," Mike and Scott cut through the noise and get real with Aaron Skinner , the mastermind behind unsexybusinessmen.com ! Aaron isn't just talking theory; he's lived it. He shares the raw,...

Send us a text In this essential episode of "The Selling Podcast," your hosts Mike and Scott tackle a critical yet often mishandled aspect of sales: the framework of effective follow-up . We've all been there – a great initial conversation, but then the follow-up falls flat, or worse, pushes the prospect away. This week, we break down how to master your follow-up strategy to keep deals alive and u...

Send us a text Get ready for another electrifying episode of "The Selling Podcast" as Mike and Scott welcome back a true show legend: Damien Cooke! Known for his unparalleled expertise in leadership and sales, Damien dives deep into the core tactics that drive peak performance within sales teams. This isn't just about managing; it's about leading your way to exceptional results. Damien shares one...

Send us a text In this crucial episode of "The Selling Podcast," Mike and Scott sit down with Eddie Dix and Brandon Hoover , the visionary co-founders of RepPrep.ai . For anyone in medical sales, or frankly, any sales professional serious about meticulous preparation, this conversation is a game-changer! We've often stressed the absolute necessity of doing your homework before a sales call – under...

Send us a text Get ready for an electrifying episode of "The Selling Podcast" as your hosts, Mike and Scott, sit down with an absolute sales legend: Aaron Lewis ! In a candid and incredibly insightful conversation, Aaron pulls back the curtain on his remarkable career journey, from being a 6-time Presidents Club winner at Salesforce to embarking on an exciting new role at a rapidly growing young c...

Send us a text In this essential episode of "The Selling Podcast," Mike and Scott dive deep into the art of transforming common sales objections from roadblocks into stepping stones. They break down three of the most frequent objections sales reps face, providing you with battle-tested responses that not only neutralize the concern but also advance the sale: The Price/Cost Objection: "It's too exp...

Send us a text Unleashing Sales Potential: The Behavioral Edge with Mike Crotta & Geoff Miller (Part 2) In this powerful follow-up episode of "The Selling Podcast," we once again welcome insights from former professional baseball player Mike Crotta and Geoff Miller, author of "Intangibles," as we delve deeper into the psychological and behavioral aspects of sales success. Building upon our pre...

Send us a text In this powerful episode of "The Selling Podcast," Mike and Scott dive deep into the critical role of mental toughness in achieving sales success. We're thrilled to welcome two exceptional guests: Mike Crotta, a former professional baseball player with the Pittsburgh Pirates, and Geoff Miller, the acclaimed author of "Intangibles," a book that breaks down the mental game in baseball...

Send us a text In this energizing episode of "The Selling Podcast," Mike and Scott delve into the often-underestimated superpower of passion in the world of sales. We explore how genuine enthusiasm for what you sell can be a game-changer, influencing trust, resilience, and ultimately, your success. We break down four key ways passion fuels sales excellence: Passion Instantly Increases Trust: We di...

Send us a text In this insightful episode of The Selling Podcast , Mike and Scott dive into a powerful topic: how to be both kind and assertive in the sales process. It’s a delicate balance; being customer-centric while still driving toward a timely close. And this episode is packed with practical strategies to help you master it! We break down five proven techniques to help you close with confide...

Send us a text Let’s face it, every sales rep, no matter how experienced, falls into bad habits from time to time. In this critical episode, Mike and Scott unpack three of the most common and most damaging mistakes that quietly derail opportunities and slow down your sales success. These aren’t just theoretical. These are the real-world errors we hear about in coaching calls, ride-alongs, and deal...

Send us a text In this thought-provoking episode of "The Selling Podcast," Mike and Scott challenge the conventional wisdom that consistency is always key in sales. We argue that while predictability can be beneficial, blind adherence to routine can stifle growth and lead to stagnation, especially if that consistency is "consistently good" but not great, or worse, consistently underperforming. We...

Send us a text In this forward-thinking episode of "The Selling Podcast," Mike and Scott explore the transformative power of Artificial Intelligence (AI) in revolutionizing sales strategies. They tackle the burning questions sales professionals have about integrating AI into their workflows, moving beyond the hype and into practical application. They delve into three crucial aspects of maximizing...

Send us a text In this power-packed episode of "The Selling Podcast," Mike and Scott dissect the critical strategies needed to not just compete, but dominate in today's cutthroat sales environment. We move beyond basic sales tactics and delve into the psychological and strategic advantages that separate top performers from the rest. We break down three core pillars of competitive dominance: Contro...