The Selling Podcast – Details, episodes & analysis

This episode of The Selling Podcast features a masterclass in leadership and career longevity with medical device sales veteran and business owner Tony Schneider. With over 26 years of experience—spanning from his roots as a commercial pilot to leading a top-tier distributorship—Tony shares the "secret sauce" that kept him at the top of the leaderboard and how he successfully transitioned from a high-performing rep to a servant-leader manager.

• The Pilot’s Pivot: How a single, jarring conversation with a colleague changed Tony’s life path from aviation to a 20+ year career in medical sales.
• The "Servant" Mindset: Why Tony views sales not as "selling," but as a professional commitment to serving and consulting for others.
• Hiring for Character over Credentials: Why Tony stopped requiring four-year degrees and started looking for "like-minded individuals" who possess the innate gift of service.
• The AI Interview Trap: A cautionary tale about the dangers of remote hiring and how some candidates are using AI tools to "game" the interview process.
• Managing People, Not Processes: Insights into why the hardest part of management is managing personalities—and how to identify and utilize the unique gifts of every team member.
• The "Father Figure" Leadership Style: Tony’s philosophy on building a business as a "family," where constructive criticism is given with the heart of a mentor.

This week, we tackle the silent killer of sales productivity: Analysis Paralysis. As the old saying goes, "Nothing happens until something is sold," yet many sales reps find themselves stuck in the "basement office," over-strategizing while their prospects move on to competitors.

Scott and "Old Dude" break down why we get stuck in the parking lot, the difference between preparation and procrastination, and how to build the "Ready, Fire, Aim" mindset required to actually close deals.

• The 70% Rule: Why a "bad plan" violently executed today is better than a perfect plan that never launches.
• The Fish Hatchery Strategy: How to contain "collateral damage" by testing your pitch in small, safe ponds (like friends, family, or mentors) before hitting the big stage.
• The Imposter Syndrome Trap: Overcoming the "White Coat Syndrome" and realizing that most prospects aren't looking for perfection—they’re looking for action.
• Measuring Activity vs. Preparation: Why your CRM should reflect how many times you "dipped your toe in the water," not how many hours you spent researching.
• The 5-Minute Rule: If a sales action (an email, a follow-up, a quick intro) takes less than five minutes, do it immediately.

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Zach Kauflin joins the show and shares his sales journey. You will leave this episode feeling fired up and ready to make the most of your career.

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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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You will want to skip this episode if you are not interested in the most famous, most successful, most fun, and most painful to step on toy in the world; Legos. We talk about all things Lego with Alex Nunes. Check out his YouTube Channel by clicking here.

There are many passions that drive people. How is your side hustle interacting with your day job?

• What does it take to attract others to your hobby?
• How does someone start with YouTube and build an audience?
• Don't be afraid to push what you are doing.
• How do you find a balance between everything you have in life?
• What are you passionate about and how are you enjoying life every day?

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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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Barbara Kay shares her insights on how to handle customers when they are in a highly agitated emotional state. There are some things to do:

1. Remain calm by putting yourself in a good mental place. Take a long, deep breath.
2. Don't become robotic and deliver a script.
3. Listen with empathy - listen to the frustration of the customer and try to help.
4. Don't be afraid to mirror the client's emotions while maintaining your composure.

"I completely understand your frustration" and then land on it. Don't say anything and let it sink in. Then, pivot with the word 'and' to prove the next point.

You can't cause an inflamed brain to calm down through reason or pressure. You are just going to make it more inflamed.

You can find more about Barbara and what she coaches at BarbaraKayCoaching.com

Join in our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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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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Fred Mady shares pitfalls of seasoned reps. How do you keep improving and ensure that you are not falling into the trap of time and becoming complacent. Here are some ways to get out of the rut or keep climbing the mountain when you have made it to the top:

• Get rid of your narrow vision - Blow open the closed doors that you closed. Thinking something is out of play is a huge downfall. When you were starting, you didn't care and spoke to everyone because you have narrowed your vision. This is not being niche, but this is believing your own false stories.
• Know thy self - Can you take your persona and move it along to find the right opportunities? You need to trust your system you have created but don't close doors that could be open.

Find 40 leads in 20 minutes:

• Create a map board with all customers on the first column. Then on the top row, highlight your products. Put a check if you have that business with a simple "use or not use" question. The blanks highlight opportunities.
• Put a number on these blank areas and come up with how much you can increase your business this year.

Top 25

• Build 5 steps to gain the business on those top 25 accounts.
• Then focus on the number to build your annual performance. 

Keep being the top rep time and time again! There are ways to get the explosive growth you once had. 

Join our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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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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Jason Cutter shares his tips on why sales is not a profession. Check out his book, "Selling with Authentic Persuasion." Here are the topics that we covered in this episode:

• Why sales is not a profession
• Authenticity is key

Cutter Consulting Group is a great website that shares many items that we did not cover in this podcast.

Pick up your copy of his book or check out his podcast through his website https://www.cutterconsultinggroup.com/

Reach out to us to join the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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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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Mike and Scott discuss what drives them crazy in sales. 

It comes down to two main points:

1. Do what you say you are going to do and
2. Follow up!

If that is too broad, here some details...

• Get back to your customer in a timely manner. 
• Don't talk too much about yourself.
• See everyone in the room.
• Don't follow up on a question that is not relevant.
• Be honest with people.
• Only make a mess big enough for you to clean up!
• Stay in your lane and don't go outside your expertise.

In short, don't be lazy!

Don't feel like sending an email?... Trust us, we know that "you were going to do that!" 
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.om

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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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Jaron Erickson creates tech selling ninjas! If you, or someone you know is looking to get into tech sales and doesn't know where to begin... then Jaron will teach you in the Sales Dojo.

Jaron's program provides education for people looking to get into the tech sales. His 4 week course has a high placement rate and at the end, you will have the Dojo backing you. 

Jaron shares his experience and how he began the concept. He also shares what he can create with his students.

Reach out to us and join our conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

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

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Greg Daines challenges all of our beliefs. Prospects pushing on our pitch, product or service is a good thing. There are some keys for client retention. One of those key drivers is measured result. Here are some other things discussed:

• The number one factor in customer turn is "the way we sell." Start with the result (the why) before you ever get to the 'what'.
• Giving a free trial might reduce barrier to entrance but likely has an opposite result on gaining new clients.
• How are you selling? If you are talking about your or your business, you are doing it wrong. Get the prospect talking about themself. Build a "results story" and not a sales pitch.
• Focus on the results and allow that to drive the story.
• Are you qualifying your prospects the right way? Are you asking these prospects if they are willing to change in the way that they need to drive results?

Find out more about Greg at Total Customer Strategy.

How has Greg's research changed what you will be doing? We want to hear from you.

Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

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