Finding Business with Scott Channell

When the numbers are down, the reflex is to do more. More dials. More emails. Longer hours. Effort is honest and it is the one lever you always control.The problem is what a week of prospecting actually teaches you. Some calls went nowhere. A few went somewhere. Whether that was your opener or the luck of reaching someone who already had the problem, you cannot say. And when useful feedback does arrive, it arrives months later, after your list changed, your script changed and two competitors made moves.So you reach for the one thing you can count. Activity is visible. Activity is measurable. Whether it connects to a result is a separate question, and it rarely gets asked.This episode covers the standard I held myself to when I was setting appointments, and why the judgment that matters happens before the activity does.Full transcript: https://scottchannell.com/sales-activity-does-not-fix-results/

A rule you break under pressure isn't a rule. It's a preference, and preferences don't survive contact with a thin pipeline.In this episode of Finding Business, Scott Channell breaks down why most sales reps think discipline means staying strong in the moment, and why that's backwards. The real skill is deciding your qualification standards before the pressure ever shows up, not while a warm prospect is on the phone.Find the full episode transcript on at scottchannell.com.

If you are a sales rep or sales manager, you should be terrified of two things. 1. Failure: 2. Success without knowing why. FAILURE isn’t just about missing sales goals – it is about not understanding the root cause. You can’t solve a problem if you don’t recognize it. Seek feedback from those that are successful, invite criticism and constructive input and make the necessary changes. Change. SUCCESS WITHOUT KNOWING WHY is a ticking time bomb. If you don’t know why you are closing deals, you won’t know how to maintain it, repeat it, scale it or teach it to others.

Today, we discuss the one-inch rule of selling.Very simply, don’t let distractions, overconfidence, lack of confidence or a fear of rejection cause you to stumble in the final moments. That last inch of effort often determines whether you’ll walk away with a signed deal or zilch.In competitive B2B sales, your top competitors prepare meticulously, persist relentlessly, execute flawlessly, and expect you to be sloppy. Disappoint them.If you don’t fully prepare and stick your landing, you will not be winning deals against top competitors. You will be rolling in the dirt for the leftovers with all the other stop shorts.

Ya but, interested, I’m different, good meeting and proposal. Words and phrases commonly used by sales teams. But do they help or hurt? If you are managing a sales team, it could be inside or outside sales, B2B, B2C, doesn’t matter. In order to guide your team performance to maximum potential, I’d like to suggest that you ban certain words and phrases from your sales discussions.

If you’re determined to grow your sales in 2025, there’s a decision you must make—and it’s not about what you’ll do. It’s about what you’ll stop doing.

How much sincerity must you fake to earn trust? That is the topic of today’s podcast. Do you know your biggest challenge as a sales rep, vendor or service provider? Your prospects don’t trust you.It’s not lousy lists or the lack of good sales script or the economy or your need for a gimmick, hack or shortcut to success, that is your biggest problem, it is that your prospects don’t trust you.

Defining target audiences. When it comes to business development, some decisions impact the bottom line more than others. And some mistakes, if you make them, hurt your ability to grow more than other mistakes will. Todays episode discusses an example of just how much difference properly defining and prioritizing target audiences can mean for your revenue growth.