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Feeling stuck in a sales slump? Pipeline looking thinner than a supermodel on a juice cleanse? Want to grow your business faster than a startup funded by a lottery winner? Then buckle up, buttercup, because "The Selling Podcast" is your new obsession!
Join your seasoned (slightly graying but still very spry) sales pros, Mike and Scott, who collectively boast over 50 years of crushing quotas (and racking up enough airline and hotel points to live perpetually in a suite). They're not just here to drop wisdom; they're here to deliver a potent mix of "deep-ish thoughts and some truly mediocre advice" (their words, not ours... mostly) on everything from closing monster deals to navigating the wild ride of life.
Every week, prepare for unfiltered stories, battle-tested philosophies, hard-earned insights, and enough random tangents to keep you laughing – and learning! They even drag in some special guests (who usually offer the really deep insights, just between us) to elevate the conversation even further.
Whether you're a seasoned sales manager, a hungry rep grinding for commission, or just someone who wants to understand the human element of persuasion, Mike and Scott cut through the fluff with their signature blend of sharp sales strategies and hilarious banter.
Stop wishing for more sales, start getting them! Hit subscribe, join the conversation, and let Mike and Scott help you sell better, live better, and most of all... enjoy all of it!
282 Episodes
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Send us a text Ever feel like a sales call was a total waste of time? This week on "The Selling Podcast," Mike and Scott reveal the antidote: a powerful framework built on just four essential questions that turn every conversation into a strategic advantage. They introduce the "Strategic Flight Plan," a simple yet powerful methodology that ensures every sales call is intentional and directly tied to your quota. You'll learn to ask: "Why are we stopping here?" to avoid the easy but pointless m...
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, you’ll learn how to: Add Value, Not Just Nudges: Discover how to share industry insights, client ...
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-makers and a powerful way to build genuine human connection in a digital world. They even explain why...
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 responsibility. With this perspective, we explore the concept of work/life integration, a more rea...
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 dive deep into three core principles: They Own Their Pipeline Like a CEO: Elite reps don't sit b...
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 to help them revisit and distill the most impactful moments from past episodes. It was a blast to ...
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 reveals a simple yet powerful tactic: instead of giving a vague timeframe like "it'll be ready in a ...
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 reveals his battle-tested tips and tricks for guiding people through the change process. He shares ...
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 episode, we tackle this emotional rollercoaster head-on, providing a crucial framework for not just su...
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 unrealistic aspirations that live only in your head. While creativity and big thinking are great, a pi...
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 narrative and want practical strategies to regain control of their time. The UnsexyBusinessmen founder...
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 starting a business; he gives away the essential information for free! He pulls back the curtain on how ...
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, unfiltered journey of how he built a seemingly "unsexy" janitorial business from the ground up, dri...
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 ultimately, close more sales. We dive into three common pitfalls and how to avoid them, ensuring yo...
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 of his absolute key takeaways: the vital importance of having an outcomes-based mindset. He empha...
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 – understanding your prospects, their needs, and the market. Eddie and Brandon reveal how RepPrep.io is re...
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 company. Aaron dives deep into the strategic thinking behind his significant career transition, ope...
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 expensive." Mike and Scott explain why this often isn't about the actual dollar amount, but about pe...
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 previous discussion on mental toughness, we explore how understanding and leveraging behavioral asse...
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 and beyond. Together, we draw direct parallels between the mental fortitude required in professi...
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