Hollywood has made clear their opinion of sales professionals. From the hard driver on Glengarry Glen Ross to the dishonest philanderers of Tin Men to the spastic incompetence of Tommy Boy. People can’t help but be influenced by these depictions. But we must also recognize the part actual salespeople play in swaying opinion. Each time a salesperson acts dishonestly, he or she contributes to the negative persona of our profession.

Here’s a chance to check your integrity as Scott and I welcome sales and leadership expert, Steve Keating to discuss Ethics in Selling on Episode 651 of the Winning at Selling podcast.

We’ve all experienced the hiring process—whether as the candidate or the future supervisor. It’s a pivotal time when every piece of information and observation can significantly shape both parties' futures. Today, we’re diving into one of the most crucial elements of building a successful sales team: hiring the right salesperson.

For business owners, sales managers, and recruiters alike, finding the perfect fit can mean the difference between growth, stagnation, or even misery. So, let’s explore a step-by-step hiring process designed to set everyone up for success as Bill and I discuss The Hiring Process and other baffling beliefs on episode 650 of the Winning at Selling Podcast.

So here we are again – a NEW YEAR. And that gives us a feeling of a new start. Perhaps you already joined a gym or set a goal to lose a few pounds. Although the January 1st date is an artificial opportunity, there’s nothing wrong with using it as a time to renew ourselves. As a sales professional there are plenty of good habits that you need to be successful – are you ready to get going?

So HAPPY NEW YEAR – now get to work as Scott and I discuss, 5 Ways to Jump Start the New Year and other incredible items on Episode 649 of the Winning at Selling podcast.

We create fresh starts at different times of the year.  For some, it’s January 1st, for others it may be the day after Labor Day.  Regardless of when, a plan and process with passion are all necessary.

Whether you're mapping out your career goals, focusing on personal growth, or chasing that fitness milestone, stay tuned as we explore common setbacks, the power of accountability, and how to stay motivated and resilient when challenged.   Get ready to take your goal-setting game to the next level as Bill and I welcome sales expert Frank Gustafson to prepare for the new year by discussing, Goal Setting - and othervenerable valuables on episode 648 of the Winning at Selling Podcast.

If, as a salesperson, you find yourself trying to push a prospect into making a decision, you may be wasting your time. Perhaps you should consider that the person you hope to have as a customer has their own planned agenda. And if you try to force your agenda on them, you may lose the opportunity to move forward.

So prepare to get customer centric as Scott and I discuss, How to Leverage the Buyer’s Journey and other fascinating factoids on Episode 647 of the Winning at Selling podcast.

What is the goal of the first meaningful conversation with a prospect?  I often ask this question and the answer I hear the most is – I need to educate them on my products, my company and myself.  Really?  That’s the goal?  I say there are other topics more important to discuss.

Stick around, take some notes and be open minded, as Bill and I investigate - Educate Them on What? and other delectable delicacies on episode 646 of the Winning at Selling Podcast.

Selling and compassion. Do these two concepts really fit together? Should a sales manager be a compassionate leader and do they even have that capacity? These are interesting and difficult questions.

If you want to find the answers, stay tuned as Scott and I welcome Dr. Andrea Hollingsworth award winning author to discuss, Can Compassion Fuel Sales Success? on Episode 645 of the Winning at Selling podcast.

Covey stresses to begin with the end in mind.  Does that apply to sales calls with prospects?  You betcha. What is your plan for the first time you meet?  Did you receive the outcome you wanted?  What could you have done differently?  What did you learn, what would you change?  What would you not say?  What did you forget to say?

If you like these questions and are curious about adopting this strategy, don’t change the dial as Bill and I investigate Debriefing the Sales Call and other reliable realities on episode 644 of the Winning at Selling Podcast.

We’ve all been told that people buy from people they like. So, many salespeople spend a lot of time developing a “likeable” personality. This can mean that when a customer tells them NO, they can take it as a personal rejection.

Well, put away that crying towel as Scott and I discuss What to Do When You Get a No and other quisling questions on Episode 643 of the Winning at Selling podcast.

In a post-pandemic world where people are seeking life/work balance while experiencing a "new normal," feelings of emotional labor can arise in the workplace. This can lead to symptoms of anxiety, fatigue, stress and more.  If you want to learn how to reduce or eliminate these symptoms - through the power of perspective and emotional grit…

Stay tuned - as Bill and I welcome our guest, Jennifer Fernjack to discuss Ways to Address Emotional Labor in the Workplace Through Science on episode 642 of the Winning at Selling Podcast.