The Selling Podcast

Hosted by Mike Williams and Scott Schlofman

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302

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Jun 2026

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About the show

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!

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60 recent

June 10, 202629 min

From High School Dropout to Six-Figure Closer: The Unfiltered Journey of JB Fetzer

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.

June 3, 202630 min

Finding the Balance: Creating "Clarity and Doubt" with Your Sales Questions

Scott and Mike tackle a fundamental hurdle in sales: Why do reps need to ask questions?Scott initially challenges the process, suggesting a rep could just hand a prospect a list of answers. But Mike explains how genuinely curious questions can guide customers polite to their own conclusions—helping them see potential "gaps" in their current business that might be keeping them from their ideal situation.The hosts delve into the delicate balance. Questions that are "too strong" or "poignant" can trigger a prospect's "BS meter" or appear manipulative, causing them to check out immediately. Mike emphasizes that effective question-asking should be politeness, not malicious, and framed from the customer's perspective (not the sales rep's need for a commission).The final goal: politely creating clarity and doubt in a prospect's mind—without changing their whole business model—by uncovering gaps from their viewpoint.

May 27, 202631 min

The Golden Formula: What Business Can Learn from a Pro Athlete’s Attitude & Effort

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.

May 20, 202632 min

Four-Letter CRM? Turn the Dreaded Tool into your Secret Sales Weapon with CRM Whisperer Jason Kramer

Visit Jason here at AfterTheLead.comIn this episode of The Selling Podcast, hosts Scott and Mike dive into the often-dreaded world of Customer Relationship Management (CRM) systems. They welcome Jason Kramer, founder and CEO of Cultivize and self-proclaimed "CRM Whisperer," to discuss why CRMs are often despised by sales teams and how to transform them from an administrative burden into a powerful tool for driving revenue.Why CRMs are Often HatedJason begins by explaining that the negativity surrounding CRMs stems from a lack of process and proper training. Many salespeople view them merely as tools for data entry rather than aids to make their jobs easier. Companies often hire salespeople and expect them to naturally know how to use these complex tools without providing a clear playbook or defining the necessary processes.Common CRM Mistakes and the Importance of NurturingA major hurdle for sales reps is the failure to follow up effectively. Salespeople get busy and postpone following up with leads who aren't ready to buy immediately, causing potential deals to fall through the cracks.Jason emphasizes the critical importance of "nurturing" leads, which he defines not as bombarding them with weekly emails, but as educating them. By providing valuable resources (like relevant articles or insights) that help solve their problems, you build rapport and educate them to make better decisions when they are ready to buy. Studies show that 63% of leads who enter the funnel will eventually buy if properly nurtured.Practical Advice for Sales RepsBlock Time on Your Calendar: The "I don't have time" excuse is common. Jason and the hosts strongly advise allocating rigid time blocks on your calendar specifically for Business Development. Treating CRM updates as part of business development makes it less likely to be pushed aside.Define Your Process: Take a step back and literally write down the steps in your ideal sales cycle. This defines the standard activities that need to happen at each stage.Utilize "Lead Scoring": Most CRMs track prospect activity (website visits, email opens, etc.). Leveraging lead scoring allows sales reps to prioritize leads who are actively showing interest, telling you who to call today.The 15-Minute Rule: When responding to new inbound leads, speed is everything. Statistically, waiting more than 15 minutes to reach out can cause you to lose the deal to a competitor who responds faster. If you cannot call immediately, utilize automated auto-responder emails to set expectations and maintain the conversation.The Role of AI in the Future of CRMThe conversation concludes with insights into how AI is impacting CRM usage. AI tools can analyze transcripts of calls and meetings to identify pain points, detect tonality, and provide actionable highlights. Furthermore, AI can help salespeople articulate follow-up communications more clearly and effectively by analyzing the customer’s concerns and suggesting the best language to overcome them.

May 13, 202633 min

Say No and Still Get Invited Back

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.

May 6, 202634 min

Hiring and Retention Secrets: What Employees Really "Crave" with Val Reis

In this episode of The Selling Podcast, we dive into the world of leadership development with Val Ries, executive coach and author of Chief Inspiration Officer at Executive Muse. Val breaks down her core frameworks for building thriving, motivated teams, starting with a quiz that holds up a mirror to your own leadership style. We explore the balance between encouragement and high standards, the psychological needs of employees, and how to bounce back from difficult interactions.Key Episode Highlights:1. The Three Hats of LeadershipVal’s assessment categorizes leaders into three main archetypes:The Encouraging Cheerleader (The Cheerleader): Approachable, supportive, and great at boosting morale during tough times.The Intentionally Passive Leader (The Space Giver): Steps back to let employees "swim" (and potentially fail), fostering autonomy and trust.The High Standards Leader (The Challenger): Communicates clear expectations, pushes for excellence, and challenges the team to improve. The Goal: A balance of all three (33% each). Leaders often lean too heavily on one, which can create imbalances in team dynamic and productivity.2. Leading When Your Job Is on the LineVal addresses the immense pressure young or new leaders face to produce numbers. The constant worry about job security often causes leaders to show up as terse, irritable, or micromaging, which stifles the team. The Fix:Refinement and Mindset: Leaders must first "inspire themselves." If you don’t hit goals, what are you making that mean about you ("I’m not good enough")?Self-Reflection: Identify the core emotion you are leading from (fear, worry) and reframe it. A calmer, more confident leader brings out the best in others.3. Getting Out of "The Cave""The Cave" is Val's metaphor for getting stuck in a negative, defensive, or unproductive mental state following a trigger (like a lost sale or harsh criticism). The C.A.V.E. Acronym:Criticism (external/internal)AssumptionsVictim Mindset ("I’m not good enough")Enclosed Patterns (behavioral retreats: shutting down, second-guessing) The Takeaway: It’s not if you get into the cave, but how long you stay. The book provides specific exercises to identify when you are in the cave and how to get out quickly.4. What Employees "Crave" From YouVal explains that employees rarely just want to be "left alone." They crave a psychological foundation to thrive. The C.R.A.V.E. Acronym:Connection & CommunityReliability (a boss they can count on)Appreciation (feeling recognized for their work and value)Value (meaningful work, understanding the "why")Effective Communication (proactive and respectful)

April 29, 202631 min

Stop Stalling: 4 Ways Sales Pros Can Beat Procrastination Today

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.

April 22, 202635 min

The M.A.S.T.E.R. Traits: How Russ Ferguson Defines Sales Excellence

In this episode of The Selling Podcast, we sit down with Russ Ferguson, a seasoned sales leader with over 40 years of experience spanning from "stamp lickers" (mailing machines) to complex medical devices. Russ shares his evolution from a young graduate seeking "easy money" to a veteran who understands that true success is built on integrity, soft skills, and helping others.Key Episode Highlights:The "Soft Skill" Master Traits: Russ identifies the core DNA of a successful sales professional using the acronym M.A.S.T.E.R.:MotivatedAbility to thinkSelf-starterTeachable/CoachableEthicalResourceful/ReliableEmulation vs. Plagiarism: How to "plagiarize with pride" by taking successful techniques from mentors and adapting them into your own authentic voice.The "Help Me/Teach Me" Approach: A powerful tactic for building rapport with experts (like doctors or engineers). By positioning yourself as a student, you lower their guard and turn the sales process into a collaborative problem-solving session.Money is the Shadow: Russ explains that if you lead with integrity and focus on helping the customer, money will naturally follow you like a shadow.Navigating the OTE (On Target Earnings): Practical advice for mid-career professionals on discussing compensation, understanding the "Hunter vs. Farmer" dynamic, and why you must ask what percentage of the team is actually hitting their numbers.

April 15, 2026Episode 20140 min

The AI Speedrun: Future of AI-Driven Creativity with Jon Cheney

"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.

April 8, 202637 min

How to Build and Sell a Million-Dollar AI Business in a Weekend with Jon Cheney

In this episode of The Selling Podcast, Jon Cheney, CEO and Chief AI Officer of GenAIPI, explains how he leveraged AI and veteran sales skills to build a million-dollar business in just six months with a $400 startup cost. The conversation explores the revolutionary concept of "vibe coding"—using natural language to develop production-ready software via platforms like Replit without writing a single line of code. Cheney breaks down how AI is leveling the playing field for entrepreneurs by closing traditional knowledge gaps in law, medicine, and engineering. Key highlights include the importance of selling a product before it’s built, using AI as an "interviewer" to sharpen business conviction, and why the "post-work world" narrative is a threat to human agency. This episode is a masterclass in compressing the entrepreneurial timeline and using AI as a force multiplier for sales-driven growth.