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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 surviving, but thriving after a major loss. We explore the initial feelings of shock or denial and the inevitable spiral into anger or blame—whether directed at a colleague, the client, or yourself. Mike and Scott share a critical "don't": do not get angry at someone's decision to move on. They explain why recognizing this as a business decision, not a personal attack, is the first step toward a healthy recovery.

We then address the dangerous feelings of self-doubt that creep in, making you question your own abilities. But most importantly, we equip you with a plan for what not to do next. We’ll show you why you should never panic and frantically call your other clients to offer unnecessary discounts just to keep them. We share a powerful mantra: "Don't let panic poison your position." Instead of creating unneeded commotion, learn how to keep the situation isolated and contain the emotional fallout.

Ultimately, this episode is a guide to getting back to business. Mike and Scott emphasize the importance of managing your own emotions, avoiding stressing out everyone around you, and immediately focusing back on your pipeline. The key to recovering from a major loss isn't dwelling on the past, but channeling that energy into the future and getting back to the business of winning.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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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 pipedream, by definition, isn't written down, isn't grounded in reality, and often leads to disappointment rather than achievement.

Then, we introduce the power of the pipeline – your tangible, realistic, and written blueprint for the future of your business. Mike and Scott break down why your pipeline isn't just a list of opportunities; it's a living document that controls the future of your business. They emphasize that if you dread certain aspects of your work, you have the power to curate your pipeline to avoid those very things, ensuring you're building a future you're excited about.

Discover how a truly solid, well-defined pipeline directly translates into increased confidence and greater fluidity in your sales process. When your goals are clearly articulated and genuinely achievable, you'll approach every interaction with more conviction and adaptability.

Tune in as Mike and Scott share their signature blend of hard-hitting sales wisdom and engaging banter, helping you ditch the pipedreams and start building a robust, realistic, and profitable pipeline that empowers you to control your destiny in sales.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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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 founders reveal their unique philosophy on utilizing the correct resources to effectively give you the time to create, build, and run your own business.

They dive into:

• Identifying and leveraging overlooked resources that free up your most valuable asset: time.
• How to streamline operations to focus on growth, not just daily tasks.
• The critical balance between working in your business and working on your business.
• Real-world insights from their own experiences in building and managing ventures, including the story of Aaron's successful janitorial business exit that proves "unsexy" can be incredibly profitable.

If you're looking for honest, actionable advice on how to stop trading hours for dollars and start building a truly sustainable and thriving enterprise, Aaron, Alex, and PJ bring the goods. Mike and Scott ensure the conversation is packed with their signature humor and sharp questions, making complex business principles accessible and engaging.

Tune in to discover how to strategically reclaim your time and put it to work building the business you've always envisioned.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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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 to get started and drive your venture to success, sharing the exact knowledge and practical steps you need to take action today. Forget expensive courses or confusing jargon – Aaron’s philosophy, mirrored on his unsexybusinessmen.com website, is all about providing clear, actionable guidance to get you going.

He shares the real-world story of how he built and successfully sold his own janitorial business, proving that you don't need a "sexy" idea to achieve monumental success and a profitable exit. Aaron's journey highlights the power of fundamental business principles, grit, and smart execution.

Tune in for an unfiltered conversation packed with insights on:

• The absolute essentials for new entrepreneurs.
• Why free, actionable information is often the best way to kickstart your business.
• The unvarnished truths of building a service-based business from the ground up.
• Lessons learned from selling a successful venture.

Mike and Scott bring their signature blend of humor and hard-hitting sales wisdom as they dive into the nitty-gritty of entrepreneurship with Aaron Skinner. If you're ready to stop dreaming and start doing, this episode is your first (and best!) step.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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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, driving it to remarkable success and eventually a profitable exit. Forget the glamorous startup stories for a moment – Aaron brings practical, actionable insights from the world where grit meets strategy.

In this episode, Aaron walks us through everything needed to start and successfully run a business, drawing directly from his own triumphs and challenges. He'll share:

• The initial steps to take when launching a new venture.
• Common growing pains to anticipate and overcome.
• Strategies for driving consistent success in any industry.
• The ultimate rewards of building something from scratch, including what it takes to achieve a successful exit.

If you're looking for honest, no-nonsense advice on entrepreneurship, sales, and scaling a business – even one that might not seem "sexy" on the surface – this episode is your blueprint. Join Mike and Scott for their signature blend of sharp insights and engaging banter as they extract the wisdom of a true business builder.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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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 your follow-up is always impactful and professional:

1. Don't Act Overly Grateful or Apologetic: We discuss why expressing excessive gratitude or apologies in your follow-up can inadvertently undermine your position and value. Mike and Scott explain how to convey appreciation and professionalism without appearing desperate or weak, maintaining a strong, confident posture that reflects your expertise.
2. Don't Go Into Sales Mode Too Fast: The biggest mistake? Immediately launching into another pitch. We emphasize the importance of pacing your follow-up. Learn how to nurture the relationship, provide value, and build continued rapport before pushing for the next step or reiterating your offering. This approach keeps the conversation relational and prevents you from becoming just another sales rep.
3. Keep It Relational: At its core, effective follow-up is about building and maintaining a genuine connection. Mike and Scott share tactics for keeping your communication human, relevant, and focused on the prospect's needs and context, rather than just your agenda. Discover how to provide helpful insights, share relevant content, or simply check in thoughtfully to demonstrate ongoing value and interest.

This episode provides a clear, actionable framework for sales professionals to refine their follow-up techniques, ensuring every touchpoint builds momentum, reinforces value, and moves the sales process forward with grace and effectiveness.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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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 emphasizes that true success comes from focusing relentlessly on the specific activities that directly drive revenue, cutting through the noise of busywork to prioritize what truly moves the needle.

But it's not just for managers. Damien passionately argues that sales reps can and should take an active role in team leadership, regardless of their title. He outlines the essential qualities of an effective leader in a sales context: the profound ability to listen intently, to observe behaviors and patterns that others miss, and to cultivate humility as a foundational strength. Damien reveals how a great leader possesses a clear vision – not just of where the team is, but where each individual and the group as a whole can get to.

Tune in for a powerful conversation packed with actionable leadership tactics, strategic insights, and the signature engaging banter from Mike and Scott. Discover how Damien Cooke's principles can help you lead yourself, your team, and your sales career to unprecedented heights.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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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 revolutionizing this process, providing medical sales reps with the cutting-edge information and insights they need to walk into any conversation fully equipped and confident.

They discuss the common pitfalls of inadequate preparation and how their platform empowers reps to:

• Quickly access critical medical industry data and insights.
• Understand physician and facility needs before the meeting.
• Identify key talking points and potential objections.
• Tailor their sales pitches with precision and relevance.

Discover how RepPrep.io helps sales professionals move beyond generic pitches to truly personalize their message to a client's specific issues, just as we've advocated in previous episodes. Eddie and Brandon explain how their solution helps reps cut through the selling noise by focusing on specifics, ensuring that every interaction is impactful and value-driven. This conversation underscores how vital specialized preparation is for dominating the competition and ultimately closing more deals in the complex medical sales landscape.

Tune in to learn how RepPrep.ai embodies the spirit of doing the proper work, enabling sales teams to be more efficient, effective, and consistently prepared for success.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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