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.

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.

• 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.

Hiring is a gamble, but you don't have to play with blinders on. This week, we welcome back Tim Germann, Chief Commercial Officer at Carterra, to pull back the curtain on how he builds world-class commercial teams. Tim breaks down his "Three Pillars" for identifying top talent: a documented history of success, a relentless work ethic verified by deep-dive references, and the ability to articulate every career transition with ownership rather than excuses.

We explore the "Razor’s Edge" of the interview—finding that rare individual who is infinitely confident in their past results but appropriately humble about the challenges ahead. Tim also shares a powerful lesson on self-awareness and social anxiety in leadership, and why even a "corporate flame-out" can be the germination point for a future superstar. If you are a hiring manager looking to lower your risk or a candidate looking to stand out, this masterclass in interviewing is for you.

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How do you value something?
In this episode, we discuss how to value something. Mike changes Scott's mind on "buyer's remorse" and we walk away with an important conclusion on how to value products and services...

SPOILER ALERT - Value is individual and maximized scenarios don't exist outside of an auction environment.

How do you value something:
1a. How much will someone pay for something?
1b. How much is the next person willing to pay?
2. What are you willing to sell for?

Defining seller's regret as it relates to points 1 & 2 listed above:
1. Feeling that someone was willing to have paid more.
2. You didn't get the value you wanted in the transaction.

Point #1 is typically greed driven.
Point #2 is rare because we are often able to walk away if our value isn't there.

Let us know what you think and join the conversation:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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EPISODE 3

This is the last in a 3 part series that will outline some very basic principles for sales representatives, sales managers, and sales executives.

Scott and Mike share examples and stories to illustrate key principles for each role and identify common traps to avoid.

In this episode, they discuss the principles of:

1. Sharing your vision
2. Empower and power
3. Communicate effectively
4. Relationship management

There are infographics to download available on the website!

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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William Shakespeare once wrote, “Let thee embrace me, sour adversity, for wise men say it is the wisest course”

Or, as the military puts it...“Embrace the suck”

There are two choices when faced with a challenge. Shrink and complain or rise above the circumstance.

How we react to difficult (OK... nearly impossible right now) circumstances will define our future as sales professionals and individuals. The two distinct options to how we react to challenges are:

• Act and use the adversity to create a better, stronger, and more resilient you
• React to the experience and complain about it to everyone you know

Whichever way you choose, learn from the experience.

Remember, delivering bad news can deepen a relationship. Any news is better than no news! And don’t be afraid to be transparent. Honesty wins the battle in the long run. And most importantly, be positive! Even if the news is bad.

Here are five suggestions to help get you through the most difficult times and embrace "the suck":

1. Surround yourself with the right people. People who quit, or complain under pressure will bring you down.
2. Change your paradigm. Silence the voice of doubt. Excuses are unacceptable. Resolve not to capitulate.
3. Empower yourself. Own your physical, mental, and emotional powers. Own your attitude, your drive, your performance and your results. Don’t blame others.
4. Get incremental. Obstacles are manageable in small bites. Celebrate the small victories.
5. Fly the plane! Don’t get focused on the “little green light”!

Make proactive decisions in advance of the event! Accept that failure and success are the results of decisions made along the way. The choice is yours.

Go to thesellingpodcast.com and download a pdf of the five things to help you "embrace the suck"!

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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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Have you been leveraged in a sales conversation? The leverage that comes with being a top-notch product or service in a competitive market. Sometimes, we find ourselves caught in the crossfire of price battles, or worse, used as pawns in another rep's game. Today, we'll navigate these tricky situations with grace, transparency, and maybe even a dash of strategic sass.

Part 1: Price Battle Royale - Keeping Calm When You're the Prize

Imagine this: you're the latest tech marvel, and two sales giants are duking it out over your exclusivity. Your price tag becomes a bargaining chip, tossed back and forth like a metaphorical beach ball. It's tempting to get fired up, to feel like you're just an object in their game. But hold on! Remember your value. You're not just a price tag, you're a solution, an innovation, a game-changer.

Staying Grounded:

• Know your worth: Before any negotiation, have a clear understanding of your product's true value proposition. What problems does it solve? What makes it unique? Quantify your impact, and don't let anyone lowball you.
• Set boundaries: It's okay to say no to fire sales or predatory tactics. Don't be afraid to walk away from a deal that undervalues you or compromises your integrity.
• Communicate strategically: Be transparent about your value, but avoid getting drawn into emotional arguments. Stick to facts, data, and the positive impact you bring to the table.

Part 2: Playing the Transparency Game - When Comparing Deals is the Name of the Game

Okay, let's be honest, sometimes we all shop around. We compare features, services, and yes, even prices. And if another rep throws you a tempting offer, it's natural to leverage that information to negotiate a better deal with your current provider. But how do you do it without burning bridges or looking like a disloyal jerk?

Transparency with a Twist:

• Open communication: Be upfront with your current rep about your research. Explain that you're committed to them, but you need to ensure you're getting the best value.
• Focus on value, not just price: Don't just play the price game. Highlight the specific features or services that the competitor offers that you find attractive. This opens the door for your rep to counter with their own unique value proposition.
• Win-win solutions: Approach the conversation as a chance to collaborate, not compete. See if there's room for your current provider to match or even improve the competitor's offer. Remember, a happy,long-term partnership benefits everyone.

Being used as leverage in sales can be tricky, but by staying grounded in your value, communicating strategically, and embracing transparency, you can navigate these situations with confidence and integrity. Remember, you're not just a product, you're a valuable asset. So, leverage your worth wisely, and never lose sight of what truly makes you a game-changer in the marketplace.

Bonus Tip: Don't be afraid to inject some humor or lightheartedness into the conversation. A little disarming honesty can go a long way in building trust and fostering productive negotiations.

Now go forth, leverage your awesomeness, and close those deals with a smile!

What are we missing on this list? Reach out to us and let us know.
Scott Schlofman

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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