The Selling Podcast

Just like a rocket consumes the majority of its fuel in the first minute of flight to break gravity, building momentum in sales requires significant, upfront energy. Once established, however, that momentum acts like a flywheel, making every subsequent action—from prospecting to closing—easier and more efficient.Three Strategies to Sustain Sales Momentum1. Get Out of Your Head: Overanalyzing rejection and worrying about the "what ifs" is a primary momentum killer. To stay out of your own way, focus exclusively on objective, controllable activities—such as the number of calls made, emails sent, or discovery meetings booked—rather than obsessing over the immediate outcome of a single interaction.2. Never Neglect Your Pipeline: A common trap is pausing pipeline-building activities when you are experiencing a "win streak" because you are too busy finalizing paperwork. This is a recipe for a future lull. Professional sales reps recognize that they must "tend both ends of the stick"—celebrating current successes while simultaneously planting the seeds for future business to ensure sustainability.3. Adopt a "Goldfish Mindset": Whether you suffer a bad day or a crushing loss, avoid letting negative experiences compound. Instead of ruminating on what went wrong, ask: What happened? What did I learn? What am I going to do next? By maintaining a short memory and focusing on the next task, you prevent a single bad day from turning into a bad month or quarter.Key Takeaways for Sales ProfessionalsNormalize the Highs and Lows: Sales is a long game. Do not let one "best day ever" lead to overconfidence, nor let one bad experience derail your entire week. Stay consistent with your daily routines.The Best Time to Dig a Well is Before You’re Thirsty: Never wait until your pipeline is empty to start prospecting. Consistent effort in building your future opportunities ensures that when one deal closes, another is ready to take its place.Maintain Balanced Confidence: To succeed in sales, you need enough self-confidence to bounce back from rejection without becoming arrogant. This internal drive is what keeps you moving forward, even after setbacks.SEO Tagssales momentum, sales pipeline, sales success, sales mindset, prospecting, sales strategy, sales routine, overcoming rejection, sales growth, the selling podcast, sales performance, lead generation, sales professional, sales psychology

In this week's episode of The Selling Podcast, we dive deep into the extraordinary life and career of JB Fetzer, a man who's seen and done it all. From humble beginnings as a ninth-grade dropout to becoming a top-tier sales strategist and a powerful voice in the entertainment industry, JB's story is one of relentless pursuit and unfiltered truth.Inside this Episode, You'll Discover:The Military Mindset: How JB's time in the US Army shaped his character, discipline, and ultimately, his approach to sales success.The High-Stakes World of Sales: JB shares stories from his time in the auto, stereo, RV, and furniture industries, highlighting the fundamentals and hard work that led him to consistent success.Mastering Your Mindset: JB explores the pervasive nature of self-defeating attitudes in sales and provides actionable advice on how to build a resilient and positive mindset for enduring success.Life on the Road: Get a unique look behind the scenes of the entertainment industry, with JB sharing gripping tales of his time as a road manager for legendary bands like Korn, Twisted Sister, and Disturbed.Leading with Purpose: Discover JB's passion for mentorship, particularly for veterans, through his Americans Invest in American Initiative, and his commitment to building a better future through purposeful work.JB Fetzer's Blueprint for Success: Key TakeawaysAuthenticity is Paramount: JB's unfiltered and honest approach is a breath of fresh air in an industry often plagued by gimmicks and manipulation.Listening is Everything: The importance of active listening and genuine connection as the cornerstones of impactful sales interactions.Give Obediently Daily: JB's unique philosophy of service, both to his clients and his community, is a powerful reminder of the true meaning of success.Your Name is Your Number: A clever branding hack from a true sales veteran!A Fist and Thumb Trick: A simple yet profound exercise to help you regain control of your thoughts and unlock your potential.About JB FetzerJB Fetzer is a serial entrepreneur, sales strategist, and author of the forthcoming book, "A Fist and Thumb Trick: A Guide to Regaining Your Potential." With a diverse and impactful career spanning decades, JB's mission is to help individuals and organizations unlock their potential and achieve their goals through hard work, authenticity, and a commitment to service.Don't miss this opportunity to learn from a true industry icon. Tune in now to The Selling Podcast and get ready to be inspired by the raw and powerful journey of JB Fetzer.SEO Keywordssales podcast, JB Fetzer, sales strategist, sales success, sales mindset, sales motivation, sales tips, sales training, sales professional, entrepreneurship, leadership, personal development, motivation, inspiration, military veteran, army veteran, Korn, Twisted Sister, Disturbed, music industry, entertainment industry, road manager, Americans Invest in American Initiative, mentor, Fist and Thumb Trick, Regaining Your Potential.

Unlocking Peak Performance: Zack Lutz on Failure, Fundamentals, and the Road to the MLBWhat does it take to make it to the pinnacle of professional baseball, and more importantly, how do you sustain success once you arrive? On this week's high-octane episode of The Selling Podcast, we’re pulling back the curtain on the world of elite sports with professional baseball player and performance coach, Zach Lutz.A former standout for the New York Mets and a product of Alvernia University’s famed Division III program, Zach brings a wealth of knowledge that transcends the diamond. From the gritty fundamentals to the razor-sharp mental capacity required to compete at the highest level, Zach breaks down the winning processes that every listener can apply to their own professional career.In this deep dive, we explore:The Mental Reset: A pro player only has 20 seconds to recover from failure. Discover the proven techniques to "flush it" and approach your next pitch—or sales call—with a clean slate.Simplifying the Complex: Why gimmicks fail, and why a relentless focus on core fundamentals and repetition is the single biggest predictor of long-term greatness.Grit Over Talent: The incredible journey of navigating double-digit strikeout streaks and multiple career-threatening injuries (including eight screws in his foot!) and turning a setback into a legendary comeback.Expectation vs. Honesty: Setting a development plan for sustained success, whether you're a parent, a baseball coach, or a sales manager.Stop chasing gimmicks and start mastering your attitude and effort. Join us for a powerful masterclass on resilience, dedication, and the remarkable power of staying simple.Zach Lutz is Ready. Lutz Go.

Have you ever turned down an invitation from a customer or colleague, only to realize later that they stopped asking you to events altogether? In this episode of The Selling Podcast, hosts Scott and Mike tackle the difficult art of saying "no" without burning bridges. Using a simple, four-step formula, they discuss how to decline requests and invitations confidently while ensuring you remain on the guest list for future opportunities.The "Golden Formula" for Saying NoScott outlines a definitive process to decline an invitation gracefully while maintaining future warmth:Meet with Appreciation: No matter the invitation, always start with sincere, heartfelt gratitude. Thank the person for thinking of you and acknowledge the effort they made to extend the offer.Give a Clear Answer Early: Avoid bury the "no" in the middle of a paragraph or conversation. Do not waffle, use "maybes," or say you will "try" if you already know you cannot make it. stringing people along prevents them from inviting others and damages trust.Provide Short Reasoning: While you should almost always provide a reason (unless the request is illegal or unethical), keep it brief. Avoid "dissertation" or "TED Talk" answers. A simple, honest sentence is usually sufficient. Crucially, never lie or invent excuses, as this will eventually damage trust.Future Warmth: Separate the rejection of the event from the rejection of the person. Close by expressing a genuine desire to connect in the future to keep the door open.Mike’s Tweak: The Follow-UpMike adds a critical fifth step to the formula to maximize your chances of a reinvitation: The Follow-Up Note.A day or two after the event took place, send a quick message asking how it went. For example: "How was the dinner Friday night? I thought about you guys and hope you had fun." This shows continued interest and reinforces that you value the relationship, even if you couldn't attend that specific event.Key Takeaways & NuancesThe Power of Confidence: When saying no, be confident. If you sound hesitant, a customer may sense a "chink in the armor" and try to pressure you into changing your mind. Do not sound guilty for having other commitments.Handling Unethical/Illegal Requests: If a customer asks for something illegal, immoral, or unethical, the formula changes. There is no need for appreciation or future warmth regarding that specific request. A confident, definitive "no" is required immediately.Turning Down Activities You Dislike: If you are invited to an activity you genuinely do not enjoy (e.g., poker night), use appreciation, a clear no, and then politely state that the activity isn't your thing. Offer an alternative activity you do enjoy to steer future invitations toward things you will accept.Don't "Ghost": One of the biggest mistakes is sitting on a request because you really want to go but know you probably can't. Procrastinating only frustrates the inviter. Reply confidently as soon as you know your status.

In this episode of The Selling Podcast, Scott and Mike tackle the human tendency to avoid difficult tasks and waste time under the guise of "productivity." Whether it’s wandering through a sporting goods store to avoid a tough sales call or spending hours "tweaking" an AI bot, avoidance is a self-defense mechanism that can derail a sales career. The hosts provide four actionable strategies to stop stalling and start generating revenue.Key Episode Highlights:The Avoidance Trap: Why we hide behind emails, social media, and "research" to delay uncomfortable or challenging work.Anticipation vs. Reality: Mike shares a lesson from his father: the anticipation of a task (like doing dishes or mowing the lawn) is always worse than the actual event. Once you start, it’s rarely as bad as you feared.Hard Work vs. Challenging Work: A mindset shift. While roofing in 115°F heat is "hard," sales is "challenging and complicated"—a distinction that makes the work feel more manageable.Four Ways to Cut the Time Wasting1. Front-Load the Uncomfortable"Eat the broccoli" first thing in the morning. By tackling the most daunting, urgent, or unpleasant tasks (like compliance paperwork or cold calls) at the start of your day, you clear your mental queue and set a productive tone for the remaining hours.2. Apply the Revenue Generation FilterAsk yourself: "Is what I am doing right now contributing to revenue?" * Delegate: Can someone else do this?Batch: Group meaningless administrative tasks together and knock them out all at once.Drop: If it doesn't add value or drive revenue, stop doing it.3. Time-Box Your DistractionsYou will never eliminate distractions, so manage them.Utilize "Dead Time": Use your commute for mandatory training audio or hands-free messaging.Schedule Routine Tasks: Set a specific 30-minute block for non-critical emails rather than letting them interrupt your high-value work throughout the day.4. Track and Measure AccomplishmentsFocus on objective numbers. When performance is measured, it improves. Highlighting your daily wins—no matter how small—builds the momentum needed to tackle larger goals.

"If you don't take care of yourself, you can't help other people."In this high-energy conversation, Jon Cheney returns to the podcast to discuss his latest project, Moon Command, a game built entirely through the power of Generative AI. Jon challenges the traditional business dogma of "always charge for your time," arguing instead that in the modern economy, attention is the ultimate currency. Key highlights include:AI as an Equalizer: How Jon used tools like Replit to build apps and games without writing a single line of manual code.The GaryVee Strategy: A deep dive into Day Trading Attention and why "giving it all away" leads to massive inbound success.The "5 Priorities" Hierarchy: A radical approach to management where the job is ranked 5th, behind self, family, beliefs, and hobbies.The Flow State: How music and kayaking fuel professional "sprints" and why you don't have to do everything all at once.AI Game Development, Moon Command, Jon Cheney, Replit, Generative AI, Gary Vaynerchuk, Business Philosophy, Personal Productivity, Flow State, Time Management, Entrepreneurship, Giving Value, SEO Strategy, Software Development, Work-Life Balance, Digital Marketing.

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.In this episode, we discuss: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 bridge the gap between the classroom and the closing room. We are joined by BJ Allen, Professor of Marketing and Sales at Brigham Young University (BYU). BJ isn't just a theorist; he’s an expert in the "Silicone Slopes" tech scene, a researcher, and a mentor to the next generation of sales superstars.We dive deep into the evolution of sales—from the "old school" days of Xerox and IBM to the modern "SaaS Machine." BJ explains why sales is no longer just "artistry" or "fluffy" talk—it’s a data-driven process where the best learners always become the best earners.In this episode, we discuss:The "Spin" Revolution: Why the Spin Selling methodology changed the game by proving sales is a repeatable process.The "Frenemy" Relationship: How marketing and sales are finally aligning through Account-Based Marketing (ABM).LinkedIn as Your Personal Website: Why 90% of B2B buyers vet you online before they ever take your call—and how to brand yourself as a content expert, not just a "President’s Club" winner.The Power of Micro-Testing: Why you should A/B test your subject lines and intros like a scientist to see what actually moves the needle.AI and the Authenticity Gap: Why the rise of automation is actually a "golden ticket" for salespeople who double down on human, personalized interactions.

Send us a textEver wondered what it really takes to turn a great idea into a profitable business—all while keeping your day job? This week on "The Selling Podcast," Mike and Scott are thrilled to host Justin Kress from Justinhomecare! Justin is here to share the blueprint for building a thriving business from absolutely nothing.Justin dives into his compelling personal story, detailing the journey from having a brilliant idea to successfully transforming his side hustle into a full-fledged, growing business. He reveals the practical strategies he uses to keep pushing his dream forward without sacrificing the stability of his current job.The core of this conversation centers on two essential steps for any entrepreneur: finding your niche and then providing the perfect solution. Justin breaks down his process for identifying an underserved market within home health, creating a specialized service, and delivering value that sets him apart.Tune in for an inspiring and actionable episode that proves you don't need to quit your job or secure massive funding to start building your business success today.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textEver 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.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textIn this episode, we're not just talking about closing deals – we're diving into the art of creating partnerships that make everyone feel like a winner. Say goodbye to the old-school win-lose mentality, because in sales, it's all about embracing the undeniable truth: win-win is the only way to go.We'll break down why those win-lose strategies often lead to lose-lose situations. No one aims for failure, but chasing short-term victories at the expense of long-term value can seriously backfire.So, how do you escape this trap and unlock the magic of win-win? It's all about focusing on what truly matters. By setting clear priorities and understanding your customer's needs, you pave the way for a journey that ends happily for everyone involved.Tune in to discover:Why win-win isn't just a nice idea – it's strategically essential for building lasting relationships and ensuring repeat business.How to shift your mindset from chasing short-term wins to cultivating long-term partnerships.Practical tips for identifying mutual priorities and crafting solutions that benefit both you and your customer.The secret to navigating negotiations and striking win-win deals that leave everyone on top.Remember, a sale isn't a zero-sum game. Embrace the win-win approach, and get ready to watch your sales soar to new heights, creating a harmony of success for both you and your customers.Reach out to us and let us know.Scott SchlofmanMike Williams#winwin #sales #podcast #customerfirst #relationships #successSupport the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textWe were recently asked by a listener to give real and tactical solutions for sales. Mike and I broke this down for sales representatives and sales managers.How do you organize your territory?Which accounts should you call on first?How do you outline emails vs calls?Who do you contact more... influencer or decision maker?Scott has been making calls in the field and Mike give real coaching on what he can do to improve. Listen to this episode and see if you have any additions or suggestions that you would make. What is working well for you? Please reach out to us at www.TheSellingPodcast.comSupport the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textIn this episode, the guys discuss coaching, determination, competitiveness, and how they impact the world of the sales rep.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach