The Selling Podcast

Mike Williams and Scott Schlofman
  • 5.0 (25)
  • Careers
  • Updated Weekly

Feeling stuck in a sales slump? Pipeline looking thinner than a supermodel on a juice cleanse? Want to grow your business faster than a startup funded by a lottery winner? Then buckle up, buttercup, because "The Selling Podcast" is your new obsession! Join your seasoned (slightly graying but still very spry) sales pros, Mike and Scott, who collectively boast over 50 years of crushing quotas (and racking up enough airline and hotel points to live perpetually in a suite). They're not just here to drop wisdom; they're here to deliver a potent mix of "deep-ish thoughts and some truly mediocre advice" (their words, not ours... mostly) on everything from closing monster deals to navigating the wild ride of life. Every week, prepare for unfiltered stories, battle-tested philosophies, hard-earned insights, and enough random tangents to keep you laughing – and learning! They even drag in some special guests (who usually offer the really deep insights, just between us) to elevate the conversation even further. Whether you're a seasoned sales manager, a hungry rep grinding for commission, or just someone who wants to understand the human element of persuasion, Mike and Scott cut through the fluff with their signature blend of sharp sales strategies and hilarious banter. Stop wishing for more sales, start getting them! Hit subscribe, join the conversation, and let Mike and Scott help you sell better, live better, and most of all... enjoy all of it!

  1. 6d ago

    Why Your Current Sales Title is Holding You Back: From Sculptor to Sistine Chapel

    Feeling creatively stuck in your current role? Join Scott and the (self-proclaimed) "heartless" Mike on this week’s episode of The Selling Podcast as they dive into an unlikely masterclass on professional evolution: the life of Michelangelo. Forget everything you think you know about the Renaissance master. Mike, who admits he usually remains emotionally detached from art, shares why Michelangelo’s work—specifically the gut-wrenching Pietà—finally broke through his pragmatism. This episode isn’t a stuffy art history lecture. It’s a high-energy discussion on why defining yourself by a single, limiting label is the fastest way to kill your sales career. Michelangelo didn’t see himself as a painter; he was a sculptor, through and through. Yet, when the Pope "assigned" him the four-year, neck-breaking task of painting the Sistine Chapel, he didn't quit. He adapted. He committed. And he created one of the most defining masterpieces in human history as a "side hustle." Scott and Mike use this historical pivot to challenge salespeople everywhere. Are you limiting your potential by calling yourself "just a hunter," "a closer," or "a brochure-pusher"? In this episode, you’ll discover: Why Your Title is a Trap: How self-limiting labels become self-fulfilling prophecies that stunt your professional growth.The "Sistine Chapel" Syndrome: Why you must be willing to take on assignments outside your wheelhouse to discover your true genius.Transferable Genius: How Scott went from door-to-door orthopedic sales to international consulting and financial planning by recognizing his adaptable skill set.Evolution, Not Abandonment: The crucial difference between pivoting your skillset (like a sculptor learning to paint) and making a completely random career jump (like a sculptor becoming a fly fisherman).The Long Game: How to view your career as a continual Renaissance, where your best work may not happen until the "second half."Whether you’re a sales newbie or a seasoned vet feeling bored, this episode of The Selling Podcast will light a fire under your professional stagnation. Tune in to learn how to channel your inner Renaissance man and realize that, like Michelangelo, your current skillset doesn’t have to define your future masterpiece. Don't take yourself too seriously, keep your eyes open for opportunities everywhere, and stop being a "stupid Raphael"—listen now!

  2. Sep 23

    What Your Hands Are Saying When You're Selling

    In this episode of "The Selling Podcast," hosts Scott and Mike tackle the 90% of communication that isn't verbal: body language and hand gestures during sales presentations. Prompted by Scott's recent broken hand and subsequent awareness of his own gestures, the duo explores the critical nuances of non-verbal communication in sales. They contrast high-energy, large gestures used in public speaking with the smaller, controlled, and deliberate movements required for sales presentations to build trust and confidence. The episode provides a practical breakdown of specific hand gestures and body language habits, including: The power of open palms: Signifying openness and honesty.Fidgeting as a crutch: Why clicking pens, swiveling in chairs, or twirling objects signals confusion and lack of confidence.The aggression of pointing: Why you should never point directly at a customer, and what to do instead.The importance of stillness: How to control your body while listening to demonstrate engagement.Mirroring vs. Matching Energy: How to read the room and reflect the customer's vibe without mimicking their anxiety.Ultimately, the hosts encourage sales professionals to videotape themselves to identify distracting habits and practice delivering their message under the constraint of controlled, deliberate movement.

  3. Sep 16

    The Three Deadly Sins of Professional Selling

    In this episode of "The Selling Podcast," hosts Scott and Mike dive deep into the foundational behaviors that separate true sales professionals from the amateurs. Moving beyond simple tactics, they identify three critical mistakes that a professional salesperson should never make. The discussion covers: Talking more than you listen: Drawing parallels to the medical field, they argue that "prescription without diagnosis is malpractice." Salespeople must act as diagnosticians, asking broad questions and narrowing down to root causes before presenting solutions.Lying, exaggerating, or hiding problems: Scott and Mike emphasize that honesty regarding product limitations builds long-term trust and protects reputation, which is far more valuable than a single commission check.Chasing unwilling prospects: The hosts discuss the futility of "splashing around the lake trying to catch one fish." They distinguish between desperation and persistence, advising sales professionals to accept "no" gracefully and focus their energy on engaged buyers.

  4. Sep 7

    Integrity: The Missing Ingredient in Sales Perceptions

    In this episode of "The Selling Podcast," hosts Mike and Scott engage in a deep philosophical discussion about the role of integrity in life and professional sales. Following up on previous conversations regarding trust and manipulation, they establish integrity as the necessary precursor and base for successful selling. The hosts explore defining integrity not just as a moral compass, but as "integer"—being whole, incorporated, and aligned in your intentions and actions, even when no one is watching. While acknowledging the unfortunate stigma that sales is an untrustworthy profession, they argue that top-performing professionals view integrity as non-negotiable. Mike and Scott introduce the "Integrity vs. Skill" matrix, asserting that while integrity without skill is admirable but ineffective, skill without integrity is merely manipulation. They also share personal anecdotes about tactical errors in judgment, the challenge of fluctuating moral compasses under pressure, and how they screen for integrity during the hiring process. Ultimately, they advocate for adopting a "fiduciary" mindset—placing the client's best interest first—as the future of the sales profession.

  5. Sep 2

    Why You Can't "Build" Trust (And What To Do Instead)

    In this episode of "The Selling Podcast," hosts Scott and Mike engage in a philosophical debate regarding the nature of trust. Kicking off with some lighthearted banter and statistics showing men are slightly more trusting than women, they dive deep into whether trust is an inherent "on/off" switch or something that is incrementally earned over time. Scott argues that trust is a default setting—an on/off switch that exists until violated. He contends that you don't "build" trust; you only maintain it or lose it. Conversely, Mike views trust as incremental, built by stringing together successful experiences, much like adding fibers to a rope or verifying a rock-climbing knot. The hosts use real-world examples from extreme sports, marriage, and sales interactions to explore the roles of intent, confidence, and history in restoring trust after it has been broken.

  6. Aug 26

    "More Work" Cure for Burnout: Why Vacations Aren't Enough

    In this episode of "The Selling Podcast," Scott and Mike tackle the pervasive issue of burnout in sales. They define burnout not just as tiredness, but as deep emotional, physical, and mental exhaustion where the simplest tasks feel overwhelming. Challenging conventional wisdom, the hosts argue that simply taking a vacation is not the answer, as it often leads to returning to an unmanageable pile of work. They also dismiss "mindless" vegging out on the couch as unfulfilling. Instead, Scott and Mike propose that the antidote to burnout is meaningful, productive work—specifically in the realms of service and family. Mike provides a rapid-fire list of 10 practical strategies to recognize, avoid, and recover from burnout, including separating self-worth from sales quotas, creating meaningful recovery time with loved ones, blocking off personal time, and continuing to learn new skills (like AI or magic tricks) to stay mentally sharp.

  7. Aug 19

    Why Sales Management Is Not Sales: The Final Sales Discovery Episode

    This episode of The Selling Podcast concludes the five-part series on sales discovery by examining why sales management is not sales and what it truly takes to make the transition. Two Different Skill Sets and PhilosophiesSales professionals and sales managers perform completely different roles; great sales reps do not automatically translate into great managers, much like elite athletes rarely make the most successful coaches.A salesperson focuses on selling products and developing accounts, whereas a sales manager focuses on developing high-performing people and multiplying the success of their team.Why Salespeople Want to Move into ManagementMany sales reps seek management tracks because they assume it will provide a simpler life, more money, and a ladder to climb since individual territories have limited upward mobility.Stephen Covey’s insight highlights the danger of spending a career climbing the wrong corporate ladder if management does not align with a person's true strengths and motivations.The Reality of Sales ManagementAs a sales manager, your success is judged by everyone else's performance rather than your own, giving you only indirect control over the daily results.High-performing managers must resist the urge to jump in and close deals for their reps, focusing instead on mentorship, analytics, and shaping individual talent rather than creating miniature clones of themselves.Finding the Right PathIf your motivation is to make money, control your time, and thrive as an individual contributor, you should stay in sales and focus on selling better and faster.If your deepest satisfaction comes from coaching, mentoring, and watching others succeed on stage, sales management is the proper path to pursue. SEO Tagssales management, sales career, sales discovery, selling podcast, sales coaching, sales leadership, individual contributor, sales mentor, career transition, sales training

  8. Aug 12

    How Do You Actually Leave Sales? The Truth About Career Transitions

    This episode of The Selling Podcast dives into the often-overlooked conclusion of the sales career path by exploring how you actually leave sales and manage career transitions. The "Grass is Always Greener" TrapSales reps frequently look at peers and assume their jobs are easier, faster, or better.This constant comparison is a natural human tendency driven by the search for a path of least resistance.Running Away vs. Running TowardsWhen considering a move, it is critical to evaluate whether you are running away from a temporary slump or running towards a strategic, well-planned opportunity.Blaming the company entirely for performance issues is a common reaction, but true career growth requires separating emotional burnout from actual business viability.Leaving the Right WayBridges should never be burned when exiting a role, as the business world is small and former rivals or colleagues can unexpectedly end up on the same team later.Maintaining professional connections and assuming positive intent ensures that your departure leaves a minimal wake and keeps future doors open.Treating Your Territory Like a BusinessSalespeople operate as entrepreneurs managing their own territories, requiring a lifecycle of starting, building, and executing a thoughtful exit strategy rather than quitting out of frustration.Ultimately, once you build a foundation in sales, you are always selling something, regardless of what career evolution comes next. SEO Tagssales career, leaving sales, sales transition, sales management, grass is greener, sales territory management, sales entrepreneurship, career change, sales networking, selling podcast

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5
out of 5
25 Ratings

About

Feeling stuck in a sales slump? Pipeline looking thinner than a supermodel on a juice cleanse? Want to grow your business faster than a startup funded by a lottery winner? Then buckle up, buttercup, because "The Selling Podcast" is your new obsession! Join your seasoned (slightly graying but still very spry) sales pros, Mike and Scott, who collectively boast over 50 years of crushing quotas (and racking up enough airline and hotel points to live perpetually in a suite). They're not just here to drop wisdom; they're here to deliver a potent mix of "deep-ish thoughts and some truly mediocre advice" (their words, not ours... mostly) on everything from closing monster deals to navigating the wild ride of life. Every week, prepare for unfiltered stories, battle-tested philosophies, hard-earned insights, and enough random tangents to keep you laughing – and learning! They even drag in some special guests (who usually offer the really deep insights, just between us) to elevate the conversation even further. Whether you're a seasoned sales manager, a hungry rep grinding for commission, or just someone who wants to understand the human element of persuasion, Mike and Scott cut through the fluff with their signature blend of sharp sales strategies and hilarious banter. Stop wishing for more sales, start getting them! Hit subscribe, join the conversation, and let Mike and Scott help you sell better, live better, and most of all... enjoy all of it!

Information

  • Creator
    Mike Williams and Scott Schlofman
  • Years Active
    2020 - 2026
  • Episodes
    318
  • Rating
    Clean
  • Copyright
    © 2026 Mike Williams and Scott Schlofman
  • Show Website
    The Selling Podcast