Steve Schiffman's MasterMind Sales

What is your CRM actually doing for you?

Is it helping you close more business—or just helping you feel busy?

In this episode, Steve Schiffman challenges one of the biggest assumptions in sales today. Just because your CRM is full doesn’t mean your pipeline is healthy.

Many sales professionals rely on activity, notes, and surface-level information to define a “qualified” prospect. But real qualification goes much deeper. It’s not about what you’ve collected—it’s about what’s moving forward.

You’ll hear a simple but powerful shift that can change how you manage your pipeline immediately:
If there’s no next step scheduled, it’s not a real opportunity.

In this episode, you’ll learn:

How to rethink what a qualified prospect really is
Why information alone won’t improve your closing rate
The role your CRM should actually play in your sales process
How to ensure every meeting leads to a clear next step
Why stalled deals become lost deals over time

This is a practical, no-nonsense conversation focused on one outcome—helping you move opportunities forward and close more business.

Download the accompanying handout to reinforce these ideas and put them into action right away.

Listen now and take control of your pipeline, one real next step at a time.

Looking Backwards To Succeed Forward

Most salespeople are so focused on what's ahead that they never stop to look at what's behind them — and that's exactly why they keep getting the same results year after year.

In this episode of Master Mind of Sales, Steve Schiffman — sales trainer to nearly 900 companies over his legendary career — delivers a deceptively simple truth: if you want to change your numbers, you first have to understand them. And that means looking backwards.

Steve challenges you to open your diary, pull up your records, and ask yourself an uncomfortable question: How many people did you actually see last year? The year before? Three years ago? If the number looks about the same, you haven't been growing — you've been repeating. And no amount of wishful thinking changes that. Not even the commission bump you've been celebrating. (Spoiler: that's inflation, not performance.)

The good news? There are only three levers you can pull to increase your sales, and once you know your real numbers, you'll know exactly which one to reach for.

Your number one competitor isn't the company down the street. It's the status quo — and this episode is your first step toward beating it.

Visit my website at https://steveschiffman.com/ to grab the handout we created from this podcast. I'm sure you will love it.

When does a prospect actually become a real prospect?

In this episode, Steve Schiffman challenges one of the biggest misconceptions in sales, the idea that gathering information or logging activity in a CRM automatically moves a deal forward. It doesn’t.

A true prospect isn’t someone you researched online or had a nice conversation with. A real prospect is someone you’ve met with and, more importantly, someone who has agreed to a defined next step.

This episode breaks down:
• The difference between surface-level information and meaningful insight
• The three critical questions every salesperson must answer before moving forward
• Why “I’ll follow up in two weeks” quietly kills deals
• How to use each step in the sales process to intentionally advance toward a close
• The hidden danger of letting a sale drag beyond its natural cycle

The takeaway is simple but powerful: every conversation should lead somewhere. If it doesn’t, it’s not a prospect, it’s just activity.

Listen in and rethink how you define, qualify, and move your opportunities forward.

Are you in a sales slump—or did it actually start months ago?

In this episode, Steve Schiffman breaks down a powerful truth that many sales professionals miss: sales slowdowns don’t happen overnight. They show up later, often at the end of your sales cycle.

What you did—or didn’t do—weeks ago is what you’re experiencing today.

No calls.
No new conversations.
No follow-ups.

It may not feel like a problem in the moment, but the impact shows up when your pipeline suddenly feels empty and the pressure starts to build.

This episode is a reminder that prospecting isn’t optional—it’s everything.

You’ll learn:

Why sales slumps are delayed, not immediate
How daily actions directly impact future results
The connection between prospecting and pipeline health
Simple steps you can take today to rebuild momentum

The solution isn’t complicated. It starts with one action.

Make one call.
Start one conversation.
Set one next step.

If this message feels a little too familiar, you’re not alone—and you’re not stuck.

Take action today. Your future pipeline is counting on it.

Getting to the Next Step in Sales

Let me ask you something—when you walk into a first sales meeting, do you know exactly what your objective is?

Most salespeople don’t.

They think the goal is to present, to impress, or even to close. But that’s not it. The real objective of the first meeting is simple: get to the second step.

That’s it.

If you start thinking about sales as a series of steps, everything becomes clearer. The goal of the first step is to earn the next meeting. The goal of the second step is to move to the third. And eventually, those steps lead you to the close.

In this episode, I walk you through how to approach that first meeting the right way—so you’re not guessing, hoping, or just “winging it.”

You’ll learn:

• Why your only objective in the first meeting is to secure the next one
• How to structure your sales process so it actually works
• The key questions you should be asking: what are they doing, why are they doing it that way, and who’s making the decision
• Why trying to sell too early actually hurts your chances
• How to use the next meeting as a powerful trial close
• Why preparation, note-taking, and clear next steps make all the difference

Here’s the bottom line: your job isn’t to push a product. Your job is to help people do what they do—better. When you focus on that, everything else starts to fall into place.

👉 To take this further, head over to our website and download the guide for the next steps so you can start applying these concepts immediately.

🎧 Listen to the full episode and start taking control of your sales process—one step at a time.

And if you’re looking to improve your results, reach out to me directly. I’d be happy to help you and your team sell more effectively.

What actually makes a sales professional successful… and why do so many struggle to stay consistent?

In this fast-paced conversation, Steve Schiffman breaks down one of the most overlooked truths in sales… it’s not about tricks, talent, or chasing the next “new” strategy.

It’s about consistency.

Not the exciting kind. Not the flashy kind. The kind that shows up every single day… making the calls, managing the pipeline, and doing the work most people avoid.

Steve and Tom Jarrett walk through what separates average performers from those who consistently hit their numbers. It starts with understanding your process… knowing how to move a prospect from first contact to close… and having a clear handle on your territory so you know exactly what it takes to reach your goals.

You’ll hear why so many salespeople struggle with pipeline management… how relying too heavily on inbound leads can leave you without control… and why prospecting still matters more than most want to admit.

They also tackle one of the biggest mistakes in sales conversations… focusing on features instead of benefits. When you only have a few seconds to earn attention, what you say matters. The most effective professionals know how to communicate value quickly and clearly… and they practice it every day.

Another key takeaway… sales isn’t one big moment at the end. It’s a series of small “yes” decisions along the way. From getting someone to stay on the phone… to agreeing to a meeting… to continuing the conversation… each step is its own sale.

And here’s the reality most people ignore…

You’re interrupting someone’s day.

They’re not thinking about you.

Which means your ability to earn attention, create interest, and move to the next step is what determines your success.

This episode is a practical reminder that strong sales performance doesn’t come from shortcuts. It comes from discipline, clarity, and doing the right things consistently… even when they feel repetitive.

Should you be looking to sharpen your sales approach, build a stronger pipeline, or improve your ability to turn conversations into real opportunities… this is a conversation worth listening to.

👉 Connect with Steve Schiffman to explore one-on-one sales training or bring this kind of practical, real-world insight to your next event or team training.

Are your sales unfolding the way you hoped they would… or have you been telling yourself, “Things will pick up soon”?
I have seen this pattern for decades. Talented, capable professionals doing all the right things on the surface… yet feeling that quiet frustration when the numbers do not reflect the effort.
That tension is exactly why I recorded Episode 1 of my revived podcast, 'Steve Schiffman's Mastermind Sales'.
It's a Fast 10 Minutes...
Not to deliver motivation.
Not to offer theory.
But to invite an honest moment of self assessment that most people avoid.
Are you truly making the sales you expected to make?
Sales challenges rarely come from dramatic mistakes. More often, they grow from subtle habits, small hesitations, and assumptions we stop questioning. Left unchecked, those patterns quietly shape results.
This episode is a direct conversation about recognizing those patterns and regaining control over your outcomes.
Should you work in sales, lead a team, or simply want to sharpen your approach, this is the right place to start.
🎧 Episode 114 of Steve Schiffman’s Mastermind Sales
“Are You Making the Sales You Had Hoped You’d Make?”
https://lnkd.in/g3-G9nJE
I think you will find the question important.

Find out what two words you need to know when it comes to sales. 

When it comes to selling, you need to plan and be prepared! Check out my latest podcast on how to maintain control through planning!

Interested in learning more about my sales training services? Go to steveschiffman.com.

In my latest podcast, I talk about Winston Churchill and why I admire  home so much! Find out how I can help you by going to  SteveSchiffman.com.