The Selling Podcast

Send us a text 99% of what you get about closing is REALLY bad. There are ancient tactics that keep circulating and bad practices must be abolished! James Muir shares his expertise on sales. Find out more about what he shares at his website PureMuir.com .   Are you listening to "practitioners in sales" or intellectuals that are digging up old information that is not relevant or applicable. Selling...

Send us a text Damien Cooke finishes the conversation about leadership and management. They are two different things and should be treated as such. A good manager will not make a good leader and visa versa. Here is what we discuss in this week's episode: Great leaders do the following: Recognize different styles of selling and leadership. Redirect learning and conversations in a way that connect w...

Send us a text Damien Cooke is back with us talking about leadership. What is leadership in sales? Leadership is not doing something for someone that he/she should do for themselves. So how do you define servant leadership? Supporting your team and removing obstacles Put people in areas to succeed. It is putting your self-interest behind others. There is some natural skill to be a leader because y...

Send us a text Pete Lisicky talks about transferable skills in sales. He has a Wikipedia page https://en.wikipedia.org/wiki/Peter_Lisicky ! Pete had a successful career playing basketball in Europe and then came back to the States and is a financial advisor. For Scott, Pete has been an awesome colleague at Baird . It is about time we learn what Scott does for a profession and who he works for! In...

Send us a text Mike promises that this is not just "fluff" and that there are actionable things to take away. Work to build your own empire. What is the vision that you are trying to build everyday? Are you driven by tasks or pulled to a goal? - How are you living your life and actions everyday? Riding a bike is hard when you are looking at the front wheel. It isn't until you look at the destinati...

Send us a text Donald Kelly shares more about his book. He is The Sales Evangelist and his podcast is awesome. If you are looking for more sales podcasts or to improve your skills, reach out to https://thesalesevangelist.com/ How are you utilizing social media? Are you tagging people? If not, why not? Donald shares the ways in which he is effectively using social media to drive his business. The b...

Send us a text Again we are honored to have Donald Kelly join our program. He is The Sales Evangelist and his podcast is awesome. If you are looking for more sales podcasts or to improve your skills, reach out to https://thesalesevangelist.com/ The book " Sell It Like a Mango " is out! Click on the link to go pick it up on Amazon. What are the skills you need to stand out? Donald does an amazing j...

Send us a text It has been said that nothing happens until something gets sold, and for every sales representative success story, there was an entrepreneur that started the process years before. Today we have the chance to talk with two (of three) brothers that made their idea come to life and keep selling and selling...  Wayne & Jonny Lifshitz (and their absent brother Bryan ) changed the way...

Send us a text It has been said that nothing happens until something gets sold, and for every sales representative success story, there was an entrepreneur that started the process years before. Today we have the chance to talk with two (of three) brothers that made their idea come to life and keep selling and selling...  Wayne & Jonny Lifshitz (and their absent brother Bryan ) changed the way...

Send us a text Mike Crotta joins us for more sales and baseball analogies (and makes fun of Scott for his lack of baseball movie experience). Our discussions range from finding the right "strike zone" to the "goldfish mentality" to preparation and planning. Mike brings his unique perspective as a former MLB pitcher and professional athlete and makes the connection between his experience in a sport...

Send us a text Hybrid Selling - Keeping yourself relevant in the future. Look at the new challenges and stop getting away with doing the minimum for the customer. There is so much more that need to be done to meet the expectations of the customer. Hybrid Selling Framework E - Essentials (basic foundations - collaborative selling) V - Virtual Selling (video, social selling, and AI) O - Opportunity...

Send us a text This week we are just quoting information from Harvard Business Reviews. Sales reps are constantly pushing for the end of the month, quarter and year. As we come to the end of Q1, are you thinking about scrapping your plan? If you are, you are not alone... but don't because it is a terrible idea! What do you do when you are not meeting your metrics? Here are some simple solutions: R...

Send us a text Ken Lundin joins us agin for part two. The focus of this conversation is the question, "so that..." The greatest sales people are those who: Bring in the right experts Link what is being stated to why it is important to the prospect You likely have the best widget but understanding the pain point and then helping the client/prospect relate how this widget eliminates that pain is cru...

Send us a text Validation is finally here! We speak process and how to sell in a successful and consistent way. It is only done through a solid process. Ken Lundin heads up Ken Lundin and Associates (click on name for the website.) They focus on helping the sales process of organization improve efficiency and total sales. In this episode we cover various topics. Some of those include: Who are you...

Send us a text Carl Dispoto is one of the greatest sales manager that we know. It is not just theoretical conversation but Carl is actively practicing in his field of expertise. One of the highlights that we have enjoyed are the STEW questions. We know that we should ask open ended questions when we are selling.  ALL OPEN ENDED QUESTIONS ARE NOT CREATED EQUALLY. Carl shares some of the questions t...

Send us a text Logan Hunter   built Sleep Tight and the Forever Tuck in less than one year. How did this all come together so quickly?: Setting the prototype and the proper questionnaire When starting a business venture... don't run out of money. Budget for more than you think you will need (about 4 times as much.) Advertising when something is completely different. Everyone passes the Mom test bu...

Send us a text Logan Hunter shares how he has built his business. He left the comfort of his job to start something new. In less than a year he has formed and started Sleep Tight and the Forever Tuck. How did this all come together and how what are the initial steps?: The idea is simple but has not been done. Logan shares how it all came about. The fear was someone copying what he is doing and he...

Send us a text Mike and Scott discuss that resolutions are different than quotas. Resolutions are personal and could be used but don't wait until the New Year. Here are some tips we have about resolutions : If you find something that needs to be changed, do so immediately ! This will only make you a better person. Personal improvement is a must and a time to reflect about improvements should be ma...

Send us a text Jill Guarino shares how to transition from an outside industry into sales. In this episode, we discuss the following with Jill: Sales learning curve defined What skills can be transferable? Understanding your strengths and find the right support in the areas where you might be deficient.  How to leverage past experience to be customer-centric Scott shares how he wasted so much time...

Send us a text If you have not listened to the first episode, please go back and get caught up on who we are speaking with. Guy Hollingsworth is an amazing person. His insights and life lessons are outstanding. His push to ensure you are moving in the right direction (education, life or career) is crucial. In this episode we discuss the following: How to travel? - Our sales travel is not multiple...

Send us a text  Colonel, Doctor, Professor, Master Guy Hollingsworth One of those podcasts that get you moving. We start out of the gates with one of Mikes's favorite sayings that are from Guy... "suck it up and deal with it!"  Here are some of the key takeaways from this week's episode: When you choose the wrong person, how do you know when to let them go? How do you let that person go? - Hint -...

Send us a text Damien Cooke continues his brilliant as he shares about sales. He opens up about his website and what you will find at Signet Coaching & Development . This is a great blend of entertainment and education. Here are some of this weeks key take-aways: How to hire the right people Failure to make the right hire will have a huge impact on your team How do you interview correctly Moti...

Send us a text Damien Cooke shares why sales people are often into the weirdest hobbies. Do strange hobbies make great sales people or do great sales people find strange hobbies? I was thrilled to hear that I was not alone and that my craziness is common. This is a great episode as we discuss sales with a great sales leader. In this episode we discuss: Approaching sales in a methodical manner. Get...

Send us a text Four Keys to Growing Your Business Scalability Profitability Marketability Sustainability Why are we talking about growing your business on The Selling Podcast? Every salesperson is running his/her individual business. How you structure your business of sales is up to you. You must drive the results. Whether you are selling socks or software, machinery or medicine, you must ensure t...

Send us a text Four key steps to start a new business: Scalability Marketability Profitability SUSTAINABILITY For the next four weeks will will analyze the 4 aspects to starting a business. SUSTAINABILITY How long can you keep all the plates spinning? I am always amazing when someone is  juggling. The hand eye coordination to keep everything moving in an organized manner when it appears to be chao...