Send us a textThis podcast delves into the importance of building a strong personal brand in sales. It differentiates between: Reputation - which is often shaped by hearsay and beyond a sales rep's control vsBrand - which is a proactive approach to crafting a narrative.The podcast outlines eight key steps to create and develop a personal brand:Identify Your Value Proposition: Understand your unique strengths and what sets you apart. This will form the foundation of your brand. Consider your expertise, experience, and the value you bring to clients. Craft Your Message: Focus on your target audience and create an authentic message that resonates with them. Develop a clear mission statement that reflects your values, goals, and the unique value you offer.Establish Your Online Presence: Actively manage your online presence to control the narrative and communicate your brand effectively. Create a professional website, maintain an active social media presence, and contribute to industry forums and blogs.Build Your Network: Surround yourself with like-minded individuals who can support and promote your brand. Engage with the community both online and offline by attending industry events, joining professional organizations, and participating in networking groups.Demonstrate Expertise: Showcase your knowledge and skills through positive interactions, content creation, and thought leadership. Share your insights through blog posts, articles, webinars, or speaking engagements.Build Trust: Develop strong relationships by showing empathy, understanding your clients' needs, and delivering on your promises. Be transparent, honest, and reliable in your interactions.Keep Learning: Seek feedback, learn from your experiences, and continuously strive to improve your skills and knowledge. Attend industry conferences, take courses, and stay up-to-date on the latest trends and best practices.Leverage Testimonials: Collect and share positive testimonials from satisfied clients to reinforce your brand and reputation. Encourage clients to provide feedback and share their experiences with others.By following these steps, sales professionals can create a powerful personal brand that sets them apart, builds trust with clients, and drives long-term success. Remember, building a personal brand is an ongoing process that requires consistent effort and dedication.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast episode addresses the common challenge of getting stuck in the "analysis paralysis" phase when developing new products or ideas. While creating a Minimal Viable Product (MVP) is a valuable step, it's often not enough. The key lies in taking the crucial next step: "just moving" and starting the implementation process.The episode highlights the tendency to overthink and procrastinate, allowing valuable time to slip away. It emphasizes that the most important factor is to simply begin and take action. By starting the process, even with an imperfect product or idea, you can gather valuable feedback, iterate, and refine your approach over time.The podcast delves into the psychological reasons why people often get stuck in analysis paralysis. Fear of failure, perfectionism, and the desire for certainty can all contribute to this mindset. The episode emphasizes that it's important to recognize these limiting beliefs and challenge them.Furthermore, the podcast discusses the concept of "good enough." It highlights that striving for perfection can be counterproductive, as it can lead to endless revisions and delays. Instead, the episode encourages listeners to focus on creating a product or idea that is "good enough" to get started.The podcast also provides practical tips for overcoming analysis paralysis. These include setting deadlines, breaking down tasks into smaller, more manageable steps, and seeking feedback from others. By taking these actions, listeners can break free from their own limitations and move forward with their projects.This podcast emphasizes the importance of taking action and overcoming analysis paralysis. By simply "just moving" and starting the implementation process, individuals can turn their ideas into reality and achieve their goals.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast explores the common mistake of offering unsolicited advice in sales. It highlights that while well-intentioned, unrequested advice is often met with resistance and can even backfire. When a sales professional provides advice without first gaining the buyer's interest or permission, it can be perceived as condescending or presumptuous.The podcast emphasizes that the key to effective sales lies in drawing the buyer into the conversation and encouraging them to ask questions. By positioning yourself as an expert advisor, you can create a sense of curiosity and intrigue, prompting the buyer to seek your guidance.To achieve this, the podcast suggests two strategies:Frame the Conversation: Use your personality and humor to engage the buyer and create a comfortable atmosphere. Clearly communicate your intentions and let them know that you are offering valuable insights.Ask Deficit Questions: Pose questions that highlight the buyer's knowledge gaps or challenges. This approach encourages them to take ownership of the conversation and seek your expertise.By adopting these strategies, sales professionals can avoid the pitfalls of unsolicited advice and effectively guide buyers towards making informed decisions.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast explores the topic of motivation, with co-hosts Mike and Scott debating the primary drivers behind human behavior. Mike initially proposes pleasure and pain as the main motivators, suggesting that we are naturally drawn to activities that bring us joy and avoid those that cause discomfort.However, Scott challenges this perspective, arguing that fear and greed are the underlying forces that shape our actions. He defines greed as pursuing our own self-interest, and explains that while we may be motivated by the desire for pleasure, it's ultimately driven by a selfish desire for personal gain.Scott further elaborates that fear plays a significant role in our decision-making. We may avoid certain actions or make choices based on fear of negative consequences, such as embarrassment, disapproval, or financial loss.The podcast concludes by highlighting how both fear and greed can influence our behavior in the realm of sales. Sales professionals may be motivated by the greed of achieving financial success and personal recognition, while also being driven by fear of failure or rejection.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast offers valuable advice for sales professionals on how to avoid common pitfalls when interacting with buyers. It highlights three key strategies:Control the Conversation: While it's important to avoid dominating the conversation, maintaining control is essential. By asking thoughtful questions and guiding the discussion, sales reps can steer buyers towards their needs and demonstrate expertise. This approach helps to establish trust and credibility.Avoid Price-Based Competition: Focusing solely on price can lead to a dangerous game of one-upmanship with competitors. Instead, emphasize the value and unique benefits your product or service offers. By highlighting the differentiation and competitive advantage, you can position yourself as the preferred choice, even if your pricing is slightly higher.Walk Away from Unprofitable Deals: It's important to recognize when a deal is not mutually beneficial. While maintaining a pipeline of potential customers is crucial, wasting time on buyers who are not interested or ready to commit can be detrimental. By walking away from unprofitable deals, sales reps can focus their efforts on opportunities that align with their goals and objectives.By implementing these strategies, sales professionals can effectively navigate buyer tactics, avoid common pitfalls, and increase their chances of closing successful deals.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast delves into the essential role of sales reports in driving performance and gaining valuable insights into customer behavior. It underscores how effective sales reps leverage these reports to identify trends, uncover seasonal fluctuations, pinpoint high-performing products, and spot potential areas of growth or decline.The podcast encourages listeners to familiarize themselves with their sales reports and explore the insights they can offer. It emphasizes that different individuals may draw varying conclusions from the same data, underscoring the importance of careful analysis and interpretation. The podcast also advises aligning your data analysis with management's perspective to ensure a shared understanding of key performance indicators.Beyond identifying trends, Scott and Mike highlight the value of incorporating relationship details into data analysis. By considering factors such as customer loyalty, engagement, and purchase history, sales reps can gain a more nuanced understanding of their performance and identify opportunities for improvement. This can involve tailoring sales strategies to specific customer segments, strengthening existing relationships, and addressing potential concerns proactively.Furthermore, they discuss the importance of using sales reports to measure the effectiveness of different sales strategies and tactics. By tracking metrics such as conversion rates, average deal size, and customer acquisition costs, sales reps can identify what works well and what needs to be adjusted. This data-driven approach can help optimize sales efforts and maximize results.This week's episode emphasizes that sales reports are a valuable tool for understanding customer behavior, identifying trends, and driving performance. By effectively analyzing and leveraging sales data, sales reps can make more informed decisions, optimize their strategies, and ultimately achieve greater success.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textIn the world of sales, fear, uncertainty, and doubt (FUD) can be a formidable opponent. These emotions, often lurking beneath the surface, can erode confidence, hinder performance, and ultimately limit success. This podcast explores the nature of FUD and provides actionable strategies to overcome its challenges.Fear: The Silent SaboteurFear, a universal human emotion, can manifest in various forms within the sales context. From the fear of rejection to the fear of failure, these anxieties can paralyze salespeople, preventing them from reaching their full potential. To conquer fear, it's essential to:Identify and Challenge Irrational Fears: Recognize the difference between healthy caution and debilitating fear. Challenge negative thoughts and replace them with positive affirmations.Develop a Growth Mindset: Embrace challenges as opportunities for learning and growth. Understand that setbacks are temporary and that persistence is key.Practice Visualization: Imagine successful outcomes and visualize yourself overcoming obstacles. This can boost confidence and reduce anxiety.Uncertainty: Navigating the UnknownUncertainty is an inherent part of the sales process. From market fluctuations to unpredictable customer behavior, salespeople often face situations where the outcome is unknown. To navigate uncertainty effectively:Seek Guidance and Mentorship: Connect with experienced salespeople or mentors who can offer advice and support. Their insights can provide valuable perspectives and help you make informed decisions.Break Down Goals into Smaller Steps: Large, overwhelming goals can contribute to uncertainty. Break them down into smaller, more manageable tasks to create a sense of progress and reduce anxiety.Embrace Continuous Learning: Stay updated on industry trends, product knowledge, and sales techniques. Continuous learning can equip you with the tools to adapt to changing circumstances.Doubt: The Internal CriticDoubt can be a self-fulfilling prophecy, undermining confidence and hindering performance. To overcome doubt:Set Measurable Objectives: Clearly defined goals provide a sense of direction and help you track progress. Celebrate achievements, no matter how small, to build confidence.Prioritize Mental Health: Take care of your physical and mental well-being. Adequate sleep, exercise, and stress management techniques can improve resilience and reduce doubt.Seek Support and Accountability: Connect with colleagues or a support group to share experiences and receive encouragement. Accountability can help you stay motivated and overcome self-doubt.Conquering FUD requires a combination of self-awareness, resilience, and proactive strategies. By addressing fear, uncertainty, and doubt head-on, salespeople can unlock their full potential, build stronger relationships with customers, and achieve lasting success. Remember, overcoming FUD is a journey, not a destination. With persistence and the right mindset, you can transform challenges into opportunities for growth and fulfillment.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis podcast focuses on the common challenge faced by sales reps at the end of the year: meeting their sales quotas. The episode outlines a step-by-step approach to effectively prepare for this crucial period.Define Your Goals: Clearly outline the specific sales targets you need to achieve by the end of the year.Break It Down: Divide your overall goal into smaller, more manageable milestones to track progress.Create an Action Plan: Develop a detailed plan outlining the necessary steps and timelines to reach your goals.Seek Feedback: Share your plan with a manager or peer to get valuable insights and suggestions.Prioritize Time: Block out dedicated time on your calendar to focus on your end-of-year sales activities.Find an Accountability Partner: Partner with a colleague to provide mutual support and motivation.Avoid Unethical Practices: The podcast strongly discourages the practice of sandbagging or pulling forward orders, as these tactics can have negative long-term consequences.By following these steps, sales reps can increase their chances of successfully meeting their end-of-year quotas and achieving their professional goals.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis episode provides a practical guide for transforming sales ideas into tangible results. The podcast emphasizes three core steps to propel your idea from conception to implementation.Invest Time Strategically: The first step involves dedicating focused time to brainstorm and develop your sales concept. It's essential to carve out dedicated periods for idea generation and subsequent action planning.Make a Full Commitment: Once an idea is solidified, complete commitment is crucial. This means dedicating resources, energy, and focus to the project without hesitation.Build Momentum with Early Clients: To accelerate growth, the podcast recommends identifying and securing a target of 20 initial clients. This early customer base provides valuable feedback, revenue, and momentum for future expansion.The episode also acknowledges the psychological challenges often associated with new ventures. It emphasizes the importance of overcoming fear and discomfort to drive progress. Building a supportive network, including mentors and managers, is highlighted as essential for navigating challenges and maintaining motivation.By following these steps and cultivating a growth mindset, you are encouraged to turn your sales ideas into successful realities.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThe Importance of Sales Preparation Starts with PreparationIn this podcast, we discuss a startling truth: most sales reps (including us at times) go into interactions with potential customers unprepared. It’s crucial for sales representatives to distinguish between just being ready to respond and actually understanding the customer's needs. True preparation means knowing what the customer wants, not just pushing our solution on them.We know there’s always a risk of over-preparing for someone who might not be that interested, but this podcast suggests that it’s better to be over-prepared than caught off guard. For cold calls, we need to gather information bit by bit and not overwhelm the prospect with too much information right away. If we’re short on time, setting up a follow-up meeting is key.The podcast wraps up by emphasizing the need to engage prospects with thoughtful questions and not rush into offering solutions. By focusing on the customer and being ready for any situation, we can greatly improve our chances of success and stand out from the competition.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textCommon Negative Behaviors in Tough TimesAvoidance and DisengagementIgnoring the Situation: Sometimes salespeople pretend there’s no problem, hoping it’ll just go away on its own. This is a form of denial.Shutting Down: They might withdraw emotionally and physically, becoming less engaged and responsive at work.Counterproductive Coping MechanismsBeing Overly Enthusiastic (Fake): To hide their struggles, some salespeople might act overly friendly and enthusiastic, which can seem insincere.Negative Emotions: Feelings like frustration, anger, sadness, or despair can take over. If left unchecked, these emotions can cloud judgment and hinder problem-solving.Other Negative BehaviorsProcrastination: Putting off tasks or decisions because of fear of failure or feeling overwhelmed.Blaming Others: Pointing fingers at colleagues, managers, or customers for setbacks.Perfectionism: Setting unrealistically high standards and getting paralyzed by the fear of making mistakes.Often driven by fear, insecurity, or a lack of resilience, these behaviors can seriously impact a salesperson's performance and job satisfaction.Want to dive into some strategies for building resilience and overcoming these negative behaviors? Contact us for a private coaching spot.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textWe share another some of our favorite moments. Two episodes stand out:Veronica Romney shares how to best market yourself and Mike talks about how to create your own story.Ever feel lost in the crowd? This episode is for you! We'll break down why marketing yourself is crucial and guide you on crafting a story with an ending you write.Why You Need to Be Your Biggest Promoter:Standing Out in a Noisy World: The competition is fierce, online and off. Learn how to effectively communicate your value and make a lasting impression.Building Your Dream Career (or Side Hustle): Nobody knows your potential like you! Discover how marketing yourself attracts the right opportunities.Crafting Your Story: Don't Wait to Be the HeroTaking Control of the Narrative: Life doesn't come with a script. We'll show you how to identify your passions and goals, then translate them into a compelling story.Writing Your Ending: Don't settle for someone else's happily ever after. Learn how to define what success means for you and craft a conclusion that feels true.This episode will ignite your inner marketer and empower you to write your story, your way. Tune in and take charge!Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textIn this week's episode, we review some of our greatest hits. The focus this week is on:Targeting (Prospecting vs Poaching) - Where are you finding people? There is definately a right way and a wrong way in sales to gain business.Communicating (Persistent vs Nuisance) - How often should you communicate with clients or prospects? It is crucial to get the timing correct.Closing - James Muir highlights the 7 Deadly Sins in sales. Some of these we are doing wrong. There is a better way to close to improve the experience for everyone.There are more top hits from some of our favorite guests. Join us next week for more top hits.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textYou might not think that you are in sales. You might also try to distance yourself from sales. However, you are in sales... get over it and embrace it!You are in sales if:You speak to a client or prospectYou are trying to push your pointThere will be very few times when you are not in sales. Embrace the fact that you are in sales and understand the topics and tactics of sales.Why does sales get a bad reputation? Negotiation - most people don't like to negotiate. One of the reasons is that in a negotiation, you typcially don't get everything that you want. You will likely have to compromise on something. Needing another example? - Most of your friends will enjoy the same things that you like. We don't typically hang out with people that don't have similar interests. To hang out with them, we have to give up too much. Most people don't want to give up or compromise. This compromise gives sales a bad reputation.There is a better way to sell than an old fashioned negotiation. Sales is about enhancing the client/prospects way of life. There is a better way to sell that is current. You are not in the old way of sales and that is okay. You are in the new way of sales. Now get out and sell!Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textFred Copestake is a best-selling author, podcaster, instructor, thought leader, sales leader, strategist, and a great friend! He joins us today for the third time to talk about Ethical Selling (coincidentally the title of his new book) and the keys to achieving great customer outcomes.Fred is able to focus on tactics that everyone practices or teaches and make them applicable in every sales call scenario. He teaches "implementation" on top of "instruction".Contact Fred on LinkedIn or through this website: Fred CopestakeScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textOn this week's episode, we discuss the biggest failures in communication. These are the highlights that we looked at in this weeks episode. Which do you think in the biggest communication failure?Don't stop talkingCondecendingCode JibberishFidgetingOthers not listeningDont care / Lack of relevanceChoose wrong timeLack of specificitySpeaking above level of listenerEmbarrased and don't understandOut of these listed here, which do you feel is the biggest communication failure in sales?Who is the winner? Reach out and let us know which one is the biggest failure in communication.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textThis episode dives into the difference between ambition and work ethic.The Difference Between Ambition and Work EthicBlind Ambition vs. Focused Ambition: We all have dreams, but true ambition translates those dreams into actionable goals. Blind ambition is simply wishful thinking, while focused ambition fuels the drive to achieve.Work Ethic Defined: This is the embodiment of "getting things done" - putting in the consistent effort to see tasks through to completion.Why They Both Matter in SalesAmbition Without Work Ethic is a Recipe for Stalemate: Chasing grand ideas without the dedication to make them reality leads nowhere.Work Ethic Without Ambition Lacks Direction: You can be a busy bee, but without focused goals, your efforts might not contribute to meaningful sales growth.The Ideal SalespersonThe sweet spot lies in having both ambition and work ethic. However, when building your team:Consider This: Would you rather hire someone with ambition who you can teach work ethic, or someone with work ethic you'd need to inspire ambition in?Arguments for Hiring Ambition:Coachable individuals with a hunger for success can be molded into high performers with the right training.Their inherent drive can create a positive and competitive energy within the sales team.Arguments for Hiring Work Ethic:A strong work ethic is a foundational skill. They'll be reliable and see tasks through, even when the going gets tough.They can provide a solid base to build ambition on top of, potentially leading to long-term success.The TakeawayBoth ambition and work ethic are crucial for success in sales. The ideal candidate will possess a healthy balance of both. However, the best path for your team might depend on your company culture and investment in coaching and development.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textZach 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.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textBrad Lee is a good friend, insightful leader, humble human, and successful CEO. He started his career carrying a bag and his sales success combined with his business savvy gives him a powerful perspective on what success looks like and what it takes to find it!During these conversations, we shared old memories, stories, and a few laughs that can help you find success in your career.You can reach Brad at Clarus Leadership Partners and tap into his network.As always, reach out to Scott or Mike with your questions, suggestions, or any feedback you may have. Join the conversation!Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textBrad Lee is a good friend, insightful leader, humble human, and successful CEO. He started his career carrying a bag and his sales success combined with his business savvy gives him a powerful perspective on what success looks like and what it takes to find it!During these conversations, we shared old memories, stories, and a few laughs that can help you find success in your career.You can reach Brad at Clarus Leadership Partners and tap into his network.As always, reach out to Scott or Mike with your questions, suggestions, or any feedback you may have. Join the conversation!Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach