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Are your "just checking in" emails getting you ghosted? This week, Mike and Scott get straight to the point on one of the biggest deal-killing mistakes in sales. They reveal why this common phrase is a total waste of time and introduce the Golden Rule of Follow-Up—a framework that transforms your outreach from an annoyance into a valuable part of the sales process.

In this episode, you’ll learn how to:

• Add Value, Not Just Nudges: Discover how to share industry insights, client success stories, or helpful resources that make your prospect smarter, not just annoyed.
• Move the Process Forward, Relentlessly: Get the exact questions to ask and next steps to set that keep the momentum going, even when they're busy.
• Make Every Touchpoint Personal: Learn how to use company wins, promotions, or their specific needs to create a genuine connection that makes you impossible to ignore.

Mike and Scott provide concrete, ready-to-use phone call openers and email templates that are designed to teach something new, remind them of their goals, or simply make their decision easier. Tune in to ditch the check-in and start building a follow-up process that closes deals.

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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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Is cold calling dead? It's the most controversial question in sales, and this week on "The Selling Podcast," Mike and Scott tackle the debate head-on. In a classic showdown of old-school grit versus new-school tech, they lay out the powerful case for and against the cold call.

On one side, they argue that cold calling is far from dead, serving as a direct, fast path to decision-makers and a powerful way to build genuine human connection in a digital world. They even explain why, in industries like medical and B2B services, the phone still reigns supreme and is an essential "boot camp" for building a new rep's pipeline and resilience.

On the other side, they don't shy away from the harsh realities. They dissect the frustrations of navigating gatekeepers and voicemail graveyards, the low ROI compared to highly targeted social selling, and how the modern buyer's behavior has made cold calls feel like an interruption. They also confront the real issue of burnout and morale that constant rejection can cause.

This episode is a balanced, no-BS look at both sides of the argument. Mike and Scott's signature banter will have you laughing as you re-evaluate your own prospecting strategy and decide for yourself if cold calling is a vital tool or a relic of the past.

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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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Is the elusive "work/life balance" a myth? This week on "The Selling Podcast," Mike and I get real about a topic that plagues every ambitious professional. We argue that true balance is impossible and that the real key to success lies in a radical reframe: work/life is a trade-off, not a balance.

Mike lays out a powerful truth: work is an obligation, but family is a non-negotiable responsibility. With this perspective, we explore the concept of work/life integration, a more realistic and effective approach. We challenge you to stop trying to fit your family life into your work schedule and, instead, strategically find how to fit your career into your family life—the second most important thing into the first.

This episode is packed with candid insights and practical advice on how to navigate this trade-off with intentionality. We share our own struggles and successes in creating a life where you can be a top-performing professional without sacrificing what truly matters.

Tune in to learn how to change your mindset, make the right choices, and create a sustainable model for success in every area of your life.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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