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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
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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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Mike Williams - Cell 801-635-7773

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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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Have you ever looked around the sales floor, watched a top performer, and thought, "I need to do exactly what they are doing"? You try to copy their jokes, their cadence, or their spreadsheet obsession, only to find it feels clunky and awkward. On this week’s episode, Scott and Mike discuss why trying to be someone else is the fastest way to set off a prospect's "BS alarm."

Instead of imitation, the duo argues for adaptation. The goal isn't to become the person next to you; it's to identify your own unique "Superpower"—a mix of self-awareness and feedback—and lean into it. Whether you are a "spreadsheet person" or a "storyteller," your success comes from consistency and authenticity, not mimicry.

Key Takeaways:

• The Danger of Imitation: While it is good to want to improve, trying to change your fundamental personality to match a peer usually fails because it lacks genuineness.
• Defining Your Superpower: Your superpower is often identified through external feedback—what do people thank you for doing well? It requires the self-awareness to separate your daily "whirlwind" tasks from your core strengths.
• The "Friends" Theory of Sales: You can't sell to Joey the same way you sell to Chandler. A great sales rep reads the room and adapts their delivery without changing their core process.

• Scott’s 4-Step Guide to Authentic Sales:
  1. Stay in your lane: Don't get distracted by how others sell.
  2. Play to your superpower: Know what you are best at and maximize it.
  3. Adapt without imitating: Learn from mentors, but put their tactics into your own voice.
  4. Consistency always wins: Once you find a process that fits your style, stick to it.

Listener Challenge: Mike leaves us on a cliffhanger this week: If self-awareness and strength are superpowers, what is the opposite of a superpower? Listen in and drop your answer in the comments!

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It’s that time of year. You’re waiting for management to spin the "Bingo Wheel" and drop a new, terrifying number on your desk. "Congratulations, you grew 15% last year... now we need 25%." Panic sets in.

This week on "The Selling Podcast," Mike and Scott reveal why waiting for your quota to build a plan is a rookie mistake. They argue that you must create your sales plan before you receive your quota. Why? Because data gives you leverage. If you know your numbers better than your manager does, you turn a mandate into a negotiation.

We break down the 3 effective ways to create a quota-based sales plan that puts you in the driver's seat:

1. Start with a Data-Driven Breakdown: Don't look at the scary big number. Mike explains how to slice the data by product, time, and customer. Understand exactly where your growth came from last year so you know if a 20% increase is a pipe dream or a layup.
2. Territory & Segment Prioritization (Assign Quotas to Clients): This is the secret sauce. You can't control corporate, but you can control your territory. We discuss "monetizing" your accounts by mentally assigning them their own quotas. We also introduce the "2x4 Method" (selling 2 products to 4 accounts, or vice versa) to visualize exactly where the new revenue will come from.
3. Build a Pipeline That Matches the Strategy: A goal without a pipeline is just a wish (or a pipedream). We discuss how to ensure your pipeline math actually supports the new number, factoring in close rates and "sandbagging" buffers.

Plus, we have a candid (and hilarious) conversation about "Sandbagging"—the sales rep’s secret weapon. Is it ethical? Does every manager know you’re doing it? (Spoiler: Yes, and they’re doing it too).

Tune in to stop fearing "The Number" and start building a plan that makes hitting quota a mathematical certainty.

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Are you unknowingly undermining your own success? Sales veterans Mike and Scott dive into the pitfalls of self-sabotage—those unintentional actions and thought processes that kill momentum and prevent reps from hitting their goals. They argue that when struggling, many sellers abandon their plan and resort to unproductive, random activities (like Scott’s failed postcard kick) instead of focusing on consistent, effective steps.

The solution isn't motivation; it's actionable strategy. Mike and Scott lay out three core principles to stop the cycle of self-sabotage and build repeatable success:

1. Replace Outcome Thinking with Process Thinking: Stop chasing the overwhelming quota number. Instead, focus on the daily process—the quality, frequency, and objective of your calls and tasks. The quota, they assure, will be the result of a focused process. Scott uses the "Parking Lot Money" concept to illustrate focusing on immediate, revenue-generating actions.
2. Confront, Don't Avoid, High-Friction Actions: Nothing grows without resistance. Mike and Scott challenge listeners to stop waiting for the "magical bear" or the "dish fairy" to handle the difficult tasks. Procrastination is self-sabotage. They introduce the concept of the "Two-Minute Start Drill"—committing to just two minutes of work on a difficult task—and using hard deadlines and scheduling to ensure confrontations (both conversational and task-based) happen head-on.
3. Remove the Guesswork (Create a Framework): Just like a reliable McDonald's burger, your sales process should be consistent and predictable. Remove emotional guesswork by establishing a repeatable sales framework. Share this structure with clients to manage expectations and let them "plan the battle" with you, leading to trust and a smoother path to closing. This consistency, they note, is only enhanced by leveraging tools like AI to expedite repeatable tasks while increasing the time available for value delivery.

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Have you been in the same sales territory for so long that you think you know everything? This week on "The Selling Podcast," Mike and Scott (and Bob A. Ganoosh, the technical guy) tackle a critical issue for seasoned reps: how to maintain genuine curiosity when calling on the same accounts for years. They argue that assuming you have all the answers is a fatal mistake that kills deals.

They break down three essential, actionable strategies to refresh your mindset, deepen your customer relationships, and keep your pipeline flowing:

1. Approach Every Meeting Like It's Your First: Forget what you think you know. Go in with humility and genuine curiosity, asking open-ended questions (the power questions like "how" and "why") to get to the root of your customer's current situation. Scott shares a humorous story about his standardized first date approach to highlight controlling the "controllables" while maintaining focus on the person.
2. Keep Learning Outside Your Lane: To connect with a broader range of customers, you need more than just deep product knowledge. Mike and Scott advocate for expanding your interests outside your industry (like welding or pet grooming) to gain crossover knowledge and depth. The rule: The more you understand their reality, the better you can serve it.
3. Reflect After Every Call (Deconstruct the Meeting): Don't let your brain forget crucial details! Take two minutes immediately after every meeting to deconstruct the conversation. Ask yourself: What did I learn? What do I still not know? and most critically, What should I ask the customer next time? This reflection process forces planning, provides continuity for the customer, and helps build evidence of success.

Tune in to discover how injecting genuine curiosity can revitalize your sales approach and transform long-term client relationships.

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Mike Williams - Cell 801-635-7773

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Do you ever sabotage your own sales momentum before you even pick up the phone? This week on "The Selling Podcast," Mike and Scott tackle the pervasive enemy of every sales rep: self-doubt. They argue that doubt (the "D" in FUD) isn't just a tactic you use on competitors; it's a "terrible disease" that kills momentum and plagues even the most experienced sellers, often showing up as the feeling of "I'm not good enough."

Mike and Scott break down the mental game of sales and provide four foundational strategies to replace uncertainty with unwavering confidence (not arrogance!).

1. Build Confidence Through Clarity: Stop worrying about the outcome and start by simply clarifying your objectives for the day or the call. A clear, simple plan removes ambiguity and eliminates doubt.
2. Replace Doubt with Evidence of Prior Success: Fight the negative internal monologue by focusing on minor accomplishments—even as simple as getting out of bed. The key is finding something that worked and building on it. Don't be afraid to pull from past successes to give yourself and the customer evidence that their decision is sound.
3. Don't Chase Metrics—Coach the Process: Escape the "chasing the quota" trap, which leads to doubt and burnout. Instead, focus on the artfulness and process of sales—the fundamental blocking and tackling you can control. Results, they argue, will follow the process, not the quota.
4. Lead with Certainty (Not Arrogance): Mike defines confidence as "knowing that I can do it," and arrogance as "saying I can do it better than you." Learn to internalize the certainty that you have an objective and a valuable solution, using techniques like the "make your bed" speech philosophy to set a positive precedent for the day.

Tune in to learn how to conquer the "what ifs" and ensure your mindset is your strongest sales asset.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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