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What happens when a nurse interrupts a product manager in the middle of a training session to tell them they are wrong? apparently, a 25-year career in sales leadership begins. On this episode, Scott and Mike welcome Barton Schmitz, VP of Strategic Accounts at CAPSA (and Mike’s former boss), to discuss the transition from clinical care to high-stakes sales.

Barton drops a masterclass on the fundamental difference between "servicing" a customer (pointing them to the bread aisle) and selling to a customer (walking them there and finding out why they need the bread). He shares his "Steering Wheel Sticky Note" hack for accountability, explains why a "No" at the closing table is actually a failure of process, and breaks down how to use your manager to clear internal roadblocks—including creative deal-structuring like "split terms."

Key Takeaways:

• The Definition of Selling: Barton defines selling simply as "getting people to do something they normally would not do." If they were going to do it anyway, you are just an order taker.
• The "Bread" Analogy: Don't just point to the aisle. Walk the customer there, ask questions, and uncover the need. That is the difference between service and sales.
• The Steering Wheel Hack: Before every call, write your specific goal (PO, commitment, next step) on a sticky note and put it on your steering wheel. When you get back to the car, that note is your immediate accountability mirror.
• Pipeline vs. Tasks: A sales process is a tool to move a customer at a controlled rate. If you aren't moving them forward, you are just completing tasks.
• Leveraging Leadership: Don't suffer in silence. Use your manager to clear operational roadblocks or to approve creative financial structures (like split terms) to save a deal.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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We have all been there: You are handed a project, you feel out of your depth, and you are convinced everyone else knows exactly what they are doing. On this week’s episode, Scott and Mike tackle Imposter Syndrome head-on, using a disastrous DIY plumbing story involving an angle grinder and a shower handle as the perfect metaphor for professional growth.

The duo discusses why being an "expert" doesn't mean knowing everything—it means knowing who to ask and being willing to figure it out. They break down the "7 Red Lines" theory, Scott introduces his concept of the "Working Wheel" regarding willingness to change, and they offer three practical steps to get out of your own head and start trusting your own expertise.

Key Takeaways:

• The "Expert" Trap: Referencing the viral "The Expert" YouTube sketch, the hosts discuss how sales reps are often asked to do the impossible (like drawing transparent red lines). True expertise isn't magic; it's creativity under pressure.
• Scott's 3 Steps to Beat Imposter Syndrome:
  1. Stack Your Wins: Write down your successes. When you see them on paper, it is harder to convince yourself you are a fraud.
  2. Progress vs. Perfection: Stop comparing your internal struggles to someone else’s external highlights. You are not the worst salesperson ever; you are just learning.
  3. Collaborate to Validate: Talk to other pros. You will quickly realize they aren't "superhuman"—they just have different experiences (or a blowtorch and lubricating oil).
• The Working Wheel: Career longevity comes down to a willingness to try new things. If you stop trying, the wheel stops turning.
• Curiosity > Intelligence: You don't have to be the smartest person in the room. You just have to be the most curious and the most prepared.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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On this "take two" episode (after a technical mishap lost the first recording), Scott and Mike welcome back Jeff Cutter, founder of WIITT Selling (What Is Important To Them). Jeff breaks down the fundamental flaw in most sales processes: the obsession with our decks, our products, and our preparation, while completely ignoring the customer's narrative.

Jeff shares how this mindset shift started early—selling his neighbors not on a mowed lawn, but on the freedom to ride their bikes on the weekend. The trio discusses why sales reps often get stuck at the "context level" (activities, features, specs) and fail to reach the "emotional level" where decisions are actually made.

Key Takeaways:

• Define WIITT: It stands for What Is Important To Them. If you don't know the specific problem and the emotion attached to it, you are just guessing.
• The "Context" Trap: Most CRMs are filled with "activities" (sent email, had meeting), but lack intelligence on the actual problem. You need to move from "What are you doing?" to "How does this problem make you feel?"
• Co-Author the Story: Don't hijack the conversation with your own pitch. Use mirroring and emotional labeling to stay in the customer's story until you uncover the root cause.
• The Jeep Theory: Citing Clotaire Rapaille, Jeff explains that customers often lie (unintentionally) about what they want (e.g., safety), when they truly buy based on a deeper emotional code (e.g., freedom/open road).

Guest Resources: Check out Jeff’s free guide, "Stop Guessing, Take Control of Your CRM Intelligence" at wiittselling.com.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach