The Selling Podcast

Send us a text This podcast episode features PJ Howland, a search consultant, who highlights the crucial role of sales in driving business growth in today's digital landscape. PJ's expertise lies at the intersection of SEO, content creation, and AI, and he shares his insights on how these elements can be leveraged to maximize sales potential. PJ also shares his personal story of being let go from...

Send us a text Stop losing sales within the first 3 seconds.  This podcast episode focuses on the critical first impression in sales, emphasizing that you can lose a potential sale within the first three seconds of interaction if you don't connect authentically. The core message is that genuine interest in the person you're speaking with is paramount. The episode highlights that sales interactions...

Send us a text This podcast episode tackles the common productivity killer: procrastination. It acknowledges that sales professionals often find themselves trapped in a cycle of delaying important tasks, ultimately hindering their success. The episode provides actionable steps to recognize and break free from this loop. The core message emphasizes the importance of intentional action and accountab...

Send us a text This podcast episode focuses on the often-overlooked aspect of sales performance: mental and physical well-being. It argues that sales professionals frequently become their own biggest obstacles, hindered by stress, burnout, and negative thought patterns. The episode provides practical strategies for overcoming these self-imposed limitations. The core message centers on the importan...

Send us a text This episode is all about something every sales rep deals with: objections. Instead of seeing them as roadblocks, the episode encourages us to view objections as chances to better understand our prospects and build stronger relationships. It focuses on five common objections — price, need, trust, competition, and timing — and walks through a clear, step-by-step approach for handling...

Send us a text In this episode, we dive into how Microsoft Outlook can become your secret weapon for boosting sales. It’s not just an email tool—it’s a productivity powerhouse that can help you work smarter, close deals faster, and stay on top of your game. We’ll break down three game-changing Outlook strategies: Effortless Email Templates – Stop rewriting the same messages over and over! We’ll sh...

Send us a text In today’s crowded sales landscape, standing out is tougher than ever. Generic pitches? They’re dead on arrival. If you want to break through the noise and truly connect with prospects, you need a smarter approach—one that’s hyper-personalized, highly specific, and strategically multi-channel. In this episode, we unpack the key strategies for sales success in 2025: Personalization T...

Send us a text This episode emphasizes the important role of networking in professional and personal growth. It also shows that building a strong network can provide invaluable support, open doors to new opportunities, and help you navigate challenges in your career and personal life. The episode introduces the "BEAM" framework for effective networking: Build: Focus on Quality over Quantity: Prior...

Send us a text In this episode, we tackle a challenge every sales professional faces at some point—losing leads. It’s frustrating when promising prospects slip through the cracks, but the good news is that there’s a practical way to reconnect and turn things around. We start by addressing the emotional side of it. Losing a lead can feel discouraging, even embarrassing. It’s easy to beat yourself u...

Send us a text This podcast episode explores the power of hyper-personalization in modern sales. It emphasizes that truly effective sales strategies go beyond generic pitches and focus on deeply understanding individual customer needs. The podcast highlights the importance of asking insightful discovery questions to uncover unique pain points and identify specific opportunities. It emphasizes that...

Send us a text This podcast episode challenges the notion of sales as an artistic endeavor where every interaction is a unique masterpiece. Instead, it emphasizes the importance of a structured sales process for consistent success. The podcast argues that viewing sales as an art form can lead to inconsistency and unpredictability. Without a defined process, sales interactions can become haphazard...

Send us a text Nick Cannon shares how to create loyalty with customers. One of the keys to customer loyalty is communication. Too many times we think that loyalty comes when there is a gift, contribution or some remarkable event. The key to customer loyalty is simple... communicate consistently.  Authenticity ensure that you are being yourself. This includes standing up for yourself and not being...

Send us a text This podcast episode challenges the traditional notion of making New Year's resolutions in sales. It argues that these resolutions are often vague, unrealistic, and ultimately ineffective. The podcast outlines three key reasons why sales professionals should AVOID setting traditional New Year's resolutions: Vague and Unrealistic: Many New Year's resolutions are overly broad and lack...

Send us a text Mike and Scott wish you all a Merry Christmas! Naughty and Nice List of Sales Naughty List Pushy No Service Don't Understand Me at All (Don't allow me to talk) Nice List Allow Me to Decide Treat Me Like a Person (Respect and ensure I understand) Meet/Address All My Needs There are several Christmas buying behaviors that we should look for and how they work in our industries: Last mi...

Send us a text George S. Patton (1885–1945) was a legendary U.S. Army general known for his bold leadership during World War II. He was tough, passionate, and had a knack for winning battles. Patton grew up in California, went to West Point, and had a lifelong love for military strategy. He became a tank expert before tanks were even widely used in war. During World War I he helped create the Army...

Send us a text This podcast challenges the common notion that moving into management is the ultimate career goal for sales professionals. While it may seem like an attractive option, it's essential to weigh the pros and cons carefully. The podcast explores the potential benefits of management, such as reduced stress, increased control, and the opportunity to influence a larger team. However, it al...

Send us a text This podcast tackles one of the biggest challenges in sales: managing your time effectively. With so much to juggle, it’s easy to feel overwhelmed, but the truth is, that mastering your time can be a game-changer for your productivity and success. The key? Prioritize what matters, plan your day intentionally, and let technology do the heavy lifting where it can. Here’s how: 1. Prior...

Send us a text This episode takes a close look at something every salesperson should have in their toolkit: gap analysis . It's not as complicated as it sounds—it's about finding those hidden opportunities in the accounts you're already working with. By understanding where your clients are now and where they could be, you can uncover ways to help them (and boost your sales in the process). The sec...

Send us a text This podcast dives deep into the intricacies of landing complex medical sales, a challenging endeavor that requires a unique blend of strategic thinking, technical expertise, and relationship-building skills. Chris and JJ, seasoned professionals in the field, share their insights and experiences on how to navigate this complex landscape. The podcast highlights the importance of unde...

Send us a text In this episode, we dive into a topic that doesn’t get enough airtime: breaking up with clients. Yes, client breakups are a thing—and spoiler alert—they can be just as awkward as a middle school breakup. The key is handling it with the right mix of grace, strategy, and maybe a dash of humor (but only if your client can handle it). Sometimes, it’s not you or them—it’s life. Business...

Send us a text This podcast challenges the traditional perception of sales as a manipulative or pushy profession. It argues that sales is an integral part of human interaction and is present in every aspect of our lives. Everything we love, need, and want has been sold to us in some way. From the products we purchase to the ideas we embrace, there's always a persuasive element at play. This doesn'...

Send us a text Thinking Globally, Acting Locally: A Sales Perspective This podcast delves into the importance of striking a balance between global thinking and local action in the world of sales. While globalization has interconnected markets and created opportunities for businesses to expand their reach, it's equally crucial to understand and cater to the nuances of local markets. The podcast hig...

Send us a text This podcast episode explores the transformative impact of gratitude in sales. It highlights five key areas where gratitude can significantly enhance your sales performance: Fosters Trust: When you approach your interactions with genuine gratitude, you demonstrate that you value the opportunity and respect the client's time. This builds trust and establishes a strong foundation for...

Send us a text The Selling Podcast explores the critical importance of adaptability in the ever-evolving world of sales. It emphasizes that successful sales professionals must be willing to embrace change and continuously learn and adapt their strategies to stay ahead of the curve. The podcast outlines five key strategies for adapting to change in sales: Maintain a Growth Mindset: Cultivate a genu...

Send us a text This podcast delves into the importance of building a strong personal brand in sales. It differentiates between: Reputation - which is often shaped by hearsay and beyond a sales rep's control vs Brand - which is a proactive approach to crafting a narrative. The podcast outlines eight key steps to create and develop a personal brand: Identify Your Value Proposition: Understand your u...