Finding Business with Scott Channell Transistor (https://transistor.fm) https://feeds.transistor.fm/finding-business-with-scott-channell Talk about the art and science of business development: Stories and details to earn new clients or accounts, gain a competitive advantage and find your success. Scott Channell 44528cf1-6b6d-5faf-89a0-51518b8d8dbf yes en Fri, 14 Aug 2026 11:06:08 -0400 Fri, 14 Aug 2026 11:07:12 -0400 https://podcast.scottchannell.com/ https://img.transistorcdn.com/FA3C1NSOWsusXqdBsZIfBEBoQUkokXdfuIrvKLuPs5Q/rs:fill:0:0:1/w:1400/h:1400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9zaG93/LzQ4NjUyLzE3MDg1/NjM2NTctYXJ0d29y/ay5qcGc.jpg Finding Business with Scott Channell https://podcast.scottchannell.com/ episodic Scott Channell Talk about the art and science of business development: Stories and details to earn new clients or accounts, gain a competitive advantage and find your success. Talk about the art and science of business development: Stories and details to earn new clients or accounts, gain a competitive advantage and find your success.. Business development, lead generation, B2B sales, business to business selling Scott Channell scott@scottchannell.com No No More activity will not fix a bad list 30 30 More activity will not fix a bad list full f7f31332-4a57-4206-973f-7ee2a6d53c98 https://share.transistor.fm/s/368eefc4 When the numbers are down, the reflex is to do more. More dials. More emails. Longer hours. Effort is honest and it is the one lever you always control.

The problem is what a week of prospecting actually teaches you. Some calls went nowhere. A few went somewhere. Whether that was your opener or the luck of reaching someone who already had the problem, you cannot say. And when useful feedback does arrive, it arrives months later, after your list changed, your script changed and two competitors made moves.

So you reach for the one thing you can count. Activity is visible. Activity is measurable. Whether it connects to a result is a separate question, and it rarely gets asked.

This episode covers the standard I held myself to when I was setting appointments, and why the judgment that matters happens before the activity does.

Full transcript: https://scottchannell.com/sales-activity-does-not-fix-results/

]]> When the numbers are down, the reflex is to do more. More dials. More emails. Longer hours. Effort is honest and it is the one lever you always control.

The problem is what a week of prospecting actually teaches you. Some calls went nowhere. A few went somewhere. Whether that was your opener or the luck of reaching someone who already had the problem, you cannot say. And when useful feedback does arrive, it arrives months later, after your list changed, your script changed and two competitors made moves.

So you reach for the one thing you can count. Activity is visible. Activity is measurable. Whether it connects to a result is a separate question, and it rarely gets asked.

This episode covers the standard I held myself to when I was setting appointments, and why the judgment that matters happens before the activity does.

Full transcript: https://scottchannell.com/sales-activity-does-not-fix-results/

]]> Fri, 14 Aug 2026 11:06:07 -0400 Scott Channell Scott Channell 314 When the numbers are down, the reflex is to do more. More dials. More emails. Longer hours. Effort is honest and it is the one lever you always control.

The problem is what a week of prospecting actually teaches you. Some calls went nowhere. A few went somewhere. Whether that was your opener or the luck of reaching someone who already had the problem, you cannot say. And when useful feedback does arrive, it arrives months later, after your list changed, your script changed and two competitors made moves.

So you reach for the one thing you can count. Activity is visible. Activity is measurable. Whether it connects to a result is a separate question, and it rarely gets asked.

This episode covers the standard I held myself to when I was setting appointments, and why the judgment that matters happens before the activity does.

Full transcript: https://scottchannell.com/sales-activity-does-not-fix-results/

]]> sales activity, make more dials No Discovery calls, sales visitors & sales catalysts 29 29 Discovery calls, sales visitors & sales catalysts full e08f95eb-e77e-4ad6-b8b8-af4a1fa8d7c7 https://share.transistor.fm/s/dde0bd56 You cannot really plan a first meeting. It depends on what they say, where they take it, what comes up. So you go in, read the room and adapt.

Adapting is right. Adapting toward nothing is the problem.

In this episode: why discovery calls default to comfort when no end state is defined, the one question to answer before you walk in, and the three things a first meeting can actually be built to achieve. Credibility. Decision criteria. Alignment. The Sales Visitor walks in hoping it goes well. The Sales Catalyst walks in knowing what has to happen by the time it ends. Same meeting. Same buyer. Two different destinations.

Full transcript: https://scottchannell.com/discovery-calls-sales-visitors-sales-catalysts/

Finding Business is hosted by Scott Channell, author of Sell the Meeting and seven other books. More at https://scottchannell.com 

]]> You cannot really plan a first meeting. It depends on what they say, where they take it, what comes up. So you go in, read the room and adapt.

Adapting is right. Adapting toward nothing is the problem.

In this episode: why discovery calls default to comfort when no end state is defined, the one question to answer before you walk in, and the three things a first meeting can actually be built to achieve. Credibility. Decision criteria. Alignment. The Sales Visitor walks in hoping it goes well. The Sales Catalyst walks in knowing what has to happen by the time it ends. Same meeting. Same buyer. Two different destinations.

Full transcript: https://scottchannell.com/discovery-calls-sales-visitors-sales-catalysts/

Finding Business is hosted by Scott Channell, author of Sell the Meeting and seven other books. More at https://scottchannell.com 

]]> Fri, 31 Jul 2026 09:38:58 -0400 Scott Channell Scott Channell 308 You cannot really plan a first meeting. It depends on what they say, where they take it, what comes up. So you go in, read the room and adapt.

Adapting is right. Adapting toward nothing is the problem.

In this episode: why discovery calls default to comfort when no end state is defined, the one question to answer before you walk in, and the three things a first meeting can actually be built to achieve. Credibility. Decision criteria. Alignment. The Sales Visitor walks in hoping it goes well. The Sales Catalyst walks in knowing what has to happen by the time it ends. Same meeting. Same buyer. Two different destinations.

Full transcript: https://scottchannell.com/discovery-calls-sales-visitors-sales-catalysts/

Finding Business is hosted by Scott Channell, author of Sell the Meeting and seven other books. More at https://scottchannell.com 

]]> Business development, lead generation, B2B sales, business to business selling No Disqualify ruthlessly: the rule vs. preference problem in sales 28 28 Disqualify ruthlessly: the rule vs. preference problem in sales full d0898c14-393d-46f5-951f-4c53991ce97e https://share.transistor.fm/s/de0d4f69 A rule you break under pressure isn't a rule. It's a preference, and preferences don't survive contact with a thin pipeline.

In this episode of Finding Business, Scott Channell breaks down why most sales reps think discipline means staying strong in the moment, and why that's backwards. The real skill is deciding your qualification standards before the pressure ever shows up, not while a warm prospect is on the phone.

Find the full episode transcript on at scottchannell.com.

]]> A rule you break under pressure isn't a rule. It's a preference, and preferences don't survive contact with a thin pipeline.

In this episode of Finding Business, Scott Channell breaks down why most sales reps think discipline means staying strong in the moment, and why that's backwards. The real skill is deciding your qualification standards before the pressure ever shows up, not while a warm prospect is on the phone.

Find the full episode transcript on at scottchannell.com.

]]> Wed, 22 Jul 2026 08:14:56 -0400 Scott Channell Scott Channell 287 A rule you break under pressure isn't a rule. It's a preference, and preferences don't survive contact with a thin pipeline.

In this episode of Finding Business, Scott Channell breaks down why most sales reps think discipline means staying strong in the moment, and why that's backwards. The real skill is deciding your qualification standards before the pressure ever shows up, not while a warm prospect is on the phone.

Find the full episode transcript on at scottchannell.com.

]]> Business development, lead generation, B2B sales, business to business selling No Sales systems beat a superskill 27 27 Sales systems beat a superskill full 48245fb3-a896-4231-baa2-155e2b461f3d https://share.transistor.fm/s/878ecc62 Most reps think one great skill — closing, prospecting, whatever — is enough to win. It's not. This episode breaks down the Sales Decision Machine: the five components (Standards, Preparation, Feedback Loop, Testing Discipline, Attention Protection) that multiply together to create real sales advantage — and why neglecting even one drags the other four down with it.

Full transcript and show notes here: ScottChannell.com/salessystems

]]> Most reps think one great skill — closing, prospecting, whatever — is enough to win. It's not. This episode breaks down the Sales Decision Machine: the five components (Standards, Preparation, Feedback Loop, Testing Discipline, Attention Protection) that multiply together to create real sales advantage — and why neglecting even one drags the other four down with it.

Full transcript and show notes here: ScottChannell.com/salessystems

]]> Tue, 21 Jul 2026 11:51:50 -0400 Scott Channell Scott Channell 389 Most reps think one great skill — closing, prospecting, whatever — is enough to win. It's not. This episode breaks down the Sales Decision Machine: the five components (Standards, Preparation, Feedback Loop, Testing Discipline, Attention Protection) that multiply together to create real sales advantage — and why neglecting even one drags the other four down with it.

Full transcript and show notes here: ScottChannell.com/salessystems

]]> Business development, lead generation, B2B sales, business to business selling No Are you busy, or are you productive? 26 26 Are you busy, or are you productive? full 7c503cb1-c06b-4a44-965b-9020e9b0ad95 https://share.transistor.fm/s/14c8ebd9 You won’t win a race by revving your engine the loudest while the car is in neutral. The noise is impressive, the fuel is burning, but the finish line isn't getting any closer. Sales productivity isn't about how much motion you create. It's about the quality of your outcome.

]]> You won’t win a race by revving your engine the loudest while the car is in neutral. The noise is impressive, the fuel is burning, but the finish line isn't getting any closer. Sales productivity isn't about how much motion you create. It's about the quality of your outcome.

]]> Sun, 29 Mar 2026 18:22:12 -0400 Scott Channell Scott Channell 199 You won’t win a race by revving your engine the loudest while the car is in neutral. The noise is impressive, the fuel is burning, but the finish line isn't getting any closer. Sales productivity isn't about how much motion you create. It's about the quality of your outcome.

]]> sales productivity, sales process No When giving up is the ultimate sales advantage 25 25 When giving up is the ultimate sales advantage full 7090465c-20e6-4168-a452-79adaf138612 https://share.transistor.fm/s/d8928533 The biggest threat to your commission check is not the word "No." It’s a "Maybe."

Many sales reps believe that "No" is the enemy. You’ve been told to fight for every scrap, to never give up, and to keep "nurturing" every lead until they buy or die.

That advice could be exactly why reps that are capable of earning more, much more, are stuck in the middle of the pack.

]]> The biggest threat to your commission check is not the word "No." It’s a "Maybe."

Many sales reps believe that "No" is the enemy. You’ve been told to fight for every scrap, to never give up, and to keep "nurturing" every lead until they buy or die.

That advice could be exactly why reps that are capable of earning more, much more, are stuck in the middle of the pack.

]]> Mon, 23 Mar 2026 14:33:55 -0400 Scott Channell Scott Channell 435 The biggest threat to your commission check is not the word "No." It’s a "Maybe."

Many sales reps believe that "No" is the enemy. You’ve been told to fight for every scrap, to never give up, and to keep "nurturing" every lead until they buy or die.

That advice could be exactly why reps that are capable of earning more, much more, are stuck in the middle of the pack.

]]> sales pipeline, saying no in sales No Top 10% sales pros vs all the rest: The uncomfortable differences 24 24 Top 10% sales pros vs all the rest: The uncomfortable differences full a70c16bc-acaf-4792-8ffd-12f8f671ba63 https://share.transistor.fm/s/21b38213  Most salespeople believe the difference between top performers and everyone else is talent, Personality, effort. That is comforting to many, but it's also very wrong. If the difference was effort, then the hard workers would automatically win, but that's not what actually happens.  The uncomfortable truth is this, the biggest difference between top performers and everyone else is how they think about the game they're playing. 

]]>  Most salespeople believe the difference between top performers and everyone else is talent, Personality, effort. That is comforting to many, but it's also very wrong. If the difference was effort, then the hard workers would automatically win, but that's not what actually happens.  The uncomfortable truth is this, the biggest difference between top performers and everyone else is how they think about the game they're playing. 

]]> Thu, 12 Mar 2026 14:45:15 -0400 Scott Channell Scott Channell 612  Most salespeople believe the difference between top performers and everyone else is talent, Personality, effort. That is comforting to many, but it's also very wrong. If the difference was effort, then the hard workers would automatically win, but that's not what actually happens.  The uncomfortable truth is this, the biggest difference between top performers and everyone else is how they think about the game they're playing. 

]]> sales pros, elite sales performance No First 30 seconds: A cold call openers autopsy 23 23 First 30 seconds: A cold call openers autopsy full f642fd72-15b0-4880-b564-22c0bdaac5b4 https://share.transistor.fm/s/5a10fcf1  You can be the best at what you do. You can save your prospect millions, and they'll still hang up on you in 10 seconds. Why? Because you lost the battle in the first three seconds of the call.

]]>  You can be the best at what you do. You can save your prospect millions, and they'll still hang up on you in 10 seconds. Why? Because you lost the battle in the first three seconds of the call.

]]> Tue, 25 Nov 2025 17:04:30 -0500 Scott Channell Scott Channell 326  You can be the best at what you do. You can save your prospect millions, and they'll still hang up on you in 10 seconds. Why? Because you lost the battle in the first three seconds of the call.

]]> Best cold call openers, cold call script, Sales scripts, b2b appointment setting, lead generation and appointment setting, b2b cold call, sales credibility, sales call opening, best cold call opening lines, cold call openers No Fixed vs growth sales mindset 22 22 Fixed vs growth sales mindset full ec7ba5e4-d862-4cdf-a816-f823827304b5 https://share.transistor.fm/s/c20957ca This episode is about having a fixed verse growth sales mindset. And I wanna ask you a question. Are you really sure that some of your sales goals are too hard? We tend to put tasks into yes or no piles. And when it comes to our goals, we often have an additional category, and that category is what I call the too hard pile. So we treat this like a no and we tend to throw things that we think are too hard into the no pile. But this episode seeks to answer the question"Are things in your too hard pile really too hard?" And, what does that cost you. 

]]> This episode is about having a fixed verse growth sales mindset. And I wanna ask you a question. Are you really sure that some of your sales goals are too hard? We tend to put tasks into yes or no piles. And when it comes to our goals, we often have an additional category, and that category is what I call the too hard pile. So we treat this like a no and we tend to throw things that we think are too hard into the no pile. But this episode seeks to answer the question"Are things in your too hard pile really too hard?" And, what does that cost you. 

]]> Mon, 24 Nov 2025 15:08:02 -0500 Scott Channell Scott Channell 678 This episode is about having a fixed verse growth sales mindset. And I wanna ask you a question. Are you really sure that some of your sales goals are too hard? We tend to put tasks into yes or no piles. And when it comes to our goals, we often have an additional category, and that category is what I call the too hard pile. So we treat this like a no and we tend to throw things that we think are too hard into the no pile. But this episode seeks to answer the question"Are things in your too hard pile really too hard?" And, what does that cost you. 

]]> sales motivation, business development success No Are you working a process or chasing randomness? (21) 21 21 Are you working a process or chasing randomness? (21) full 2fa519ea-aa19-4075-bba2-41338ecb70c5 https://share.transistor.fm/s/a2a7f85b Imagine a slider with working a process on one end and chasing randomness on the other. Where would you be on that slider?  If you are working a true sales process you have a system with steps that have been crafted to perfection and work. Chasing randomness is too many good ideas and a lot of activity that converts to too few wins. Listen and decide where you are on the scale?

]]> Imagine a slider with working a process on one end and chasing randomness on the other. Where would you be on that slider?  If you are working a true sales process you have a system with steps that have been crafted to perfection and work. Chasing randomness is too many good ideas and a lot of activity that converts to too few wins. Listen and decide where you are on the scale?

]]> Wed, 13 Aug 2025 16:23:01 -0400 Scott Channell Scott Channell 502 Imagine a slider with working a process on one end and chasing randomness on the other. Where would you be on that slider?  If you are working a true sales process you have a system with steps that have been crafted to perfection and work. Chasing randomness is too many good ideas and a lot of activity that converts to too few wins. Listen and decide where you are on the scale?

]]> Business development, lead generation, B2B sales, business to business selling No Six more unfair business growth strategies (20) 20 20 Six more unfair business growth strategies (20) full 07f7961f-d60b-4a65-8186-9c652d5c9cab https://share.transistor.fm/s/ecd72f4d Six unfair marketing strategies that provide a competitive advantage.  Business is not fair. The people who win aren't necessarily the ones with the best product, the lowest price, or the most talent. Learn six marketing leverage points. 

]]> Six unfair marketing strategies that provide a competitive advantage.  Business is not fair. The people who win aren't necessarily the ones with the best product, the lowest price, or the most talent. Learn six marketing leverage points. 

]]> Tue, 12 Aug 2025 16:32:55 -0400 Scott Channell Scott Channell 431 Six unfair marketing strategies that provide a competitive advantage.  Business is not fair. The people who win aren't necessarily the ones with the best product, the lowest price, or the most talent. Learn six marketing leverage points. 

]]> Business development, lead generation, B2B sales, business to business selling No Three unfair business growth strategies (19) 19 19 Three unfair business growth strategies (19) full ca19d4d1-88a0-4f3d-b3e3-326cafe20890 https://share.transistor.fm/s/dbe4f837 Three most powerful unfair business growth strategies for experts, trainers and professional service providers. 

]]> Three most powerful unfair business growth strategies for experts, trainers and professional service providers. 

]]> Fri, 08 Aug 2025 10:30:39 -0400 Scott Channell Scott Channell 472 Three most powerful unfair business growth strategies for experts, trainers and professional service providers. 

]]> Business development, lead generation, B2B sales, business to business selling No Increase sales closing by improving your sales system (18) 18 18 Increase sales closing by improving your sales system (18) full 92b8e663-908d-4642-8796-8324c7e71816 https://share.transistor.fm/s/c0ce3610 W. Edwards Deming, the famous business theorist, industrial engineer and management consultant famously said “Every sales system is perfectly designed to get the results it gets.” Well, actually he said most of that, I just added the sales part.  But his quote, Every  system is perfectly designed to get the results it gets.” carries a truth for sales professionals. Your current sales results—whether strong, mediocre, or weak—are a direct outcome of the system you've built. If you want to improve your results, you must improve your system. 

]]> W. Edwards Deming, the famous business theorist, industrial engineer and management consultant famously said “Every sales system is perfectly designed to get the results it gets.” Well, actually he said most of that, I just added the sales part.  But his quote, Every  system is perfectly designed to get the results it gets.” carries a truth for sales professionals. Your current sales results—whether strong, mediocre, or weak—are a direct outcome of the system you've built. If you want to improve your results, you must improve your system. 

]]> Tue, 18 Feb 2025 13:41:17 -0500 Scott Channell Scott Channell 284 W. Edwards Deming, the famous business theorist, industrial engineer and management consultant famously said “Every sales system is perfectly designed to get the results it gets.” Well, actually he said most of that, I just added the sales part.  But his quote, Every  system is perfectly designed to get the results it gets.” carries a truth for sales professionals. Your current sales results—whether strong, mediocre, or weak—are a direct outcome of the system you've built. If you want to improve your results, you must improve your system. 

]]> increase sales closing, improve sales system, sales system, sales results No "I'm not interested" sales objection really means... (17) 17 17 "I'm not interested" sales objection really means... (17) full cd2475ae-2634-4ee0-8796-03475ecd907d https://share.transistor.fm/s/7b2dc8a6 What does the I"m not interested sales objection really mean?

]]> What does the I"m not interested sales objection really mean?

]]> Mon, 03 Feb 2025 18:42:36 -0500 Scott Channell Scott Channell 102 What does the I"m not interested sales objection really mean?

]]> I"m not interested sales objection, respond to I'm not interested, overcome I'm not interested No Two fears every sales rep should have (16) 16 16 Two fears every sales rep should have (16) full 2460babd-680b-480c-b68f-1667c152a2c4 https://share.transistor.fm/s/35ce92fd If you are a sales rep or sales manager, you should be terrified of two things.
 
 1. Failure:
 2. Success without knowing why.
 
 FAILURE isn’t just about missing sales goals – it is about not understanding the root cause. You can’t solve a problem if you don’t recognize it. Seek feedback from those that are successful, invite criticism and constructive input and make the necessary changes. Change. 
 
 SUCCESS WITHOUT KNOWING WHY is a ticking time bomb. If you don’t know why you are closing deals, you won’t know how to maintain it, repeat it, scale it or teach it  to others. 

]]> If you are a sales rep or sales manager, you should be terrified of two things.
 
 1. Failure:
 2. Success without knowing why.
 
 FAILURE isn’t just about missing sales goals – it is about not understanding the root cause. You can’t solve a problem if you don’t recognize it. Seek feedback from those that are successful, invite criticism and constructive input and make the necessary changes. Change. 
 
 SUCCESS WITHOUT KNOWING WHY is a ticking time bomb. If you don’t know why you are closing deals, you won’t know how to maintain it, repeat it, scale it or teach it  to others. 

]]> Sun, 02 Feb 2025 18:43:43 -0500 Scott Channell Scott Channell 152 If you are a sales rep or sales manager, you should be terrified of two things.
 
 1. Failure:
 2. Success without knowing why.
 
 FAILURE isn’t just about missing sales goals – it is about not understanding the root cause. You can’t solve a problem if you don’t recognize it. Seek feedback from those that are successful, invite criticism and constructive input and make the necessary changes. Change. 
 
 SUCCESS WITHOUT KNOWING WHY is a ticking time bomb. If you don’t know why you are closing deals, you won’t know how to maintain it, repeat it, scale it or teach it  to others. 

]]> Fear success in sales, fears of sales people, sales fears, fear of sales success No Bullseye B2B lists turn your cold calling scripts into gold (15) 15 15 Bullseye B2B lists turn your cold calling scripts into gold (15) full a9bc6e1d-0556-4fd8-b2af-27596596b175 https://share.transistor.fm/s/3e17c695  The more time you invest in building your outreach list, the easier it is to get a reply. You cannot sell much to people unlikely to need you. Bad lists equal wasted time in lots of it.  Over the years, working with B2B outreach teams have revealed  a common clear pattern.

My most common go to method to build a bullseye list: Read article here. 

]]>  The more time you invest in building your outreach list, the easier it is to get a reply. You cannot sell much to people unlikely to need you. Bad lists equal wasted time in lots of it.  Over the years, working with B2B outreach teams have revealed  a common clear pattern.

My most common go to method to build a bullseye list: Read article here. 

]]> Mon, 16 Dec 2024 19:37:06 -0500 Scott Channell Scott Channell 183  The more time you invest in building your outreach list, the easier it is to get a reply. You cannot sell much to people unlikely to need you. Bad lists equal wasted time in lots of it.  Over the years, working with B2B outreach teams have revealed  a common clear pattern.

My most common go to method to build a bullseye list: Read article here. 

]]> B2B lists, cold calling lists No Selling B2B--the one inch rule: the "stop short" B2B sales representative (14) 14 14 Selling B2B--the one inch rule: the "stop short" B2B sales representative (14) full 699be0ea-3f66-4901-9292-24cd2e302779 https://share.transistor.fm/s/891b97b8 Today, we discuss the one-inch rule of selling.

Very simply, don’t let distractions, overconfidence, lack of confidence or a fear of rejection cause you to stumble in the final moments. That last inch of effort often determines whether you’ll walk away with a signed deal or zilch.

In competitive B2B sales, your top competitors prepare meticulously, persist relentlessly, execute flawlessly, and expect you to be sloppy. Disappoint them.

If you don’t fully prepare and stick your landing, you will not be winning deals against top competitors. You will be rolling in the dirt for the leftovers with all the other stop shorts. 

]]> Today, we discuss the one-inch rule of selling.

Very simply, don’t let distractions, overconfidence, lack of confidence or a fear of rejection cause you to stumble in the final moments. That last inch of effort often determines whether you’ll walk away with a signed deal or zilch.

In competitive B2B sales, your top competitors prepare meticulously, persist relentlessly, execute flawlessly, and expect you to be sloppy. Disappoint them.

If you don’t fully prepare and stick your landing, you will not be winning deals against top competitors. You will be rolling in the dirt for the leftovers with all the other stop shorts. 

]]> Sun, 15 Dec 2024 05:00:00 -0500 Scott Channell Scott Channell 312 Today, we discuss the one-inch rule of selling.

Very simply, don’t let distractions, overconfidence, lack of confidence or a fear of rejection cause you to stumble in the final moments. That last inch of effort often determines whether you’ll walk away with a signed deal or zilch.

In competitive B2B sales, your top competitors prepare meticulously, persist relentlessly, execute flawlessly, and expect you to be sloppy. Disappoint them.

If you don’t fully prepare and stick your landing, you will not be winning deals against top competitors. You will be rolling in the dirt for the leftovers with all the other stop shorts. 

]]> B2b selling, b2b sales representative No Sales process steps: When to break the rules. (13) 13 13 Sales process steps: When to break the rules. (13) full 0fc984e2-c487-490b-968f-8a03090cc03a https://share.transistor.fm/s/630773d8 Your sales process is like a well-paved road to sales success. It’s designed to guide you and your team toward your ultimate destination: closing new accounts. Without that road, you’re just wandering aimlessly, relying on randomness to get your next new account. Balance discipline and flexibility for top sales performance. 

]]> Your sales process is like a well-paved road to sales success. It’s designed to guide you and your team toward your ultimate destination: closing new accounts. Without that road, you’re just wandering aimlessly, relying on randomness to get your next new account. Balance discipline and flexibility for top sales performance. 

]]> Tue, 03 Dec 2024 17:29:44 -0500 Scott Channell Scott Channell 144 Your sales process is like a well-paved road to sales success. It’s designed to guide you and your team toward your ultimate destination: closing new accounts. Without that road, you’re just wandering aimlessly, relying on randomness to get your next new account. Balance discipline and flexibility for top sales performance. 

]]> sales process, sales process steps, sales process stages, sales procedures. No Ban five words to boost sales team pipeline progress (12) 12 12 Ban five words to boost sales team pipeline progress (12) full 443c7450-e6f3-4a05-81c6-ec511a52cdc2 https://share.transistor.fm/s/38126dfe Ya but, interested, I’m different, good meeting and proposal. Words and phrases commonly used by sales teams. But do they help or hurt? If you are managing a sales team, it could be inside or outside sales, B2B, B2C, doesn’t matter. In order to guide your team performance to maximum potential, I’d like to suggest that you ban certain words and phrases from your sales discussions.

]]> Ya but, interested, I’m different, good meeting and proposal. Words and phrases commonly used by sales teams. But do they help or hurt? If you are managing a sales team, it could be inside or outside sales, B2B, B2C, doesn’t matter. In order to guide your team performance to maximum potential, I’d like to suggest that you ban certain words and phrases from your sales discussions.

]]> Sun, 01 Dec 2024 07:00:00 -0500 Scott Channell Scott Channell 340 Ya but, interested, I’m different, good meeting and proposal. Words and phrases commonly used by sales teams. But do they help or hurt? If you are managing a sales team, it could be inside or outside sales, B2B, B2C, doesn’t matter. In order to guide your team performance to maximum potential, I’d like to suggest that you ban certain words and phrases from your sales discussions.

]]> sales pipeline, sales team, sales outcomes, sales productivity, sales growth, sales pipeline progress No 50 Shades of not interested. A sales rebuttal objection strategy. (11) 11 11 50 Shades of not interested. A sales rebuttal objection strategy. (11) full 1a8c4528-345a-4e03-b8db-968619a52b89 https://share.transistor.fm/s/5c652aab When your prospect says, “not interested,” the least likely reality of this blow off is that your decision-maker is actually, “not interested.” We will discuss what they really mean, and how to respond in this episode.

]]> When your prospect says, “not interested,” the least likely reality of this blow off is that your decision-maker is actually, “not interested.” We will discuss what they really mean, and how to respond in this episode.

]]> Mon, 25 Nov 2024 17:34:09 -0500 Scott Channell Scott Channell 274 When your prospect says, “not interested,” the least likely reality of this blow off is that your decision-maker is actually, “not interested.” We will discuss what they really mean, and how to respond in this episode.

]]> not interested sales objectin rebuttal strategy, not interested sales rebuttal examples, not interested sales rebuttal sample response, how to respond to I'm not interested. No Start boosting 2025 sales: Decide what to stop. 10 10 Start boosting 2025 sales: Decide what to stop. full 27518b0c-f20a-4de4-ab14-8dd7f8d5b2fa https://share.transistor.fm/s/20e8ccc6 If you’re determined to grow your sales in 2025, there’s a decision you must make—and it’s not about what you’ll do. It’s about what you’ll stop doing. 

]]> If you’re determined to grow your sales in 2025, there’s a decision you must make—and it’s not about what you’ll do. It’s about what you’ll stop doing. 

]]> Fri, 22 Nov 2024 16:41:20 -0500 Scott Channell Scott Channell 260 If you’re determined to grow your sales in 2025, there’s a decision you must make—and it’s not about what you’ll do. It’s about what you’ll stop doing. 

]]> increase 2025 sales performance, sales boost, 2025 sales strategy, 2025 sales wins No B2B appointment setting - worst advice ever (09) 9 9 B2B appointment setting - worst advice ever (09) full 4392bcaa-223e-41a0-b7dc-4250ad6d1ecc https://share.transistor.fm/s/1fa1956f Should you research a company before B2B cold calling for a sales appointment or discovery call? Most sales reps and sales managers would say, of course. But on this episode I’ll offer a contrarian opinion and say that is the worst advice ever in b2b appointment setting land. I'll tell you why.

]]> Should you research a company before B2B cold calling for a sales appointment or discovery call? Most sales reps and sales managers would say, of course. But on this episode I’ll offer a contrarian opinion and say that is the worst advice ever in b2b appointment setting land. I'll tell you why.

]]> Thu, 14 Nov 2024 16:48:06 -0500 Scott Channell Scott Channell 310 Should you research a company before B2B cold calling for a sales appointment or discovery call? Most sales reps and sales managers would say, of course. But on this episode I’ll offer a contrarian opinion and say that is the worst advice ever in b2b appointment setting land. I'll tell you why.

]]> B2B appointment setting, B2B lead generation, business to business prospecting No How much sincerity must be faked to earn trust? (08) 8 8 How much sincerity must be faked to earn trust? (08) full 34896465-5da1-417c-a5ae-718cc4066c15 https://share.transistor.fm/s/d443d211 How much sincerity must you fake to earn trust? That is the topic of today’s podcast. 

Do you know your biggest challenge as a sales rep, vendor or service provider? Your prospects don’t trust you.

It’s not lousy lists or the lack of good sales script or the economy or your need for a gimmick, hack or shortcut to success, that is your biggest problem, it is that your prospects don’t trust you. 

]]> How much sincerity must you fake to earn trust? That is the topic of today’s podcast. 

Do you know your biggest challenge as a sales rep, vendor or service provider? Your prospects don’t trust you.

It’s not lousy lists or the lack of good sales script or the economy or your need for a gimmick, hack or shortcut to success, that is your biggest problem, it is that your prospects don’t trust you. 

]]> Sun, 27 Oct 2024 05:00:00 -0400 Scott Channell Scott Channell 294 How much sincerity must you fake to earn trust? That is the topic of today’s podcast. 

Do you know your biggest challenge as a sales rep, vendor or service provider? Your prospects don’t trust you.

It’s not lousy lists or the lack of good sales script or the economy or your need for a gimmick, hack or shortcut to success, that is your biggest problem, it is that your prospects don’t trust you. 

]]> faking sincerity to earn trust, trust formula sales, framework for trust in sales, sales trust equation No Why do salesreps resist change? (07) 7 7 Why do salesreps resist change? (07) full 041bb5a2-1572-466d-8617-3e5592ed44ca https://share.transistor.fm/s/661a7620 People love to think about change—deciding to change, preparing to change—but when it comes to actually changing? Ahh, not so much. The most powerful force on earth is people’s ability to rationalize why they don’t have to change. We’ll explore how this resistance to change holds you back, how Kanter’s Law applies to every shift you want to make, and more. 

]]> People love to think about change—deciding to change, preparing to change—but when it comes to actually changing? Ahh, not so much. The most powerful force on earth is people’s ability to rationalize why they don’t have to change. We’ll explore how this resistance to change holds you back, how Kanter’s Law applies to every shift you want to make, and more. 

]]> Sun, 20 Oct 2024 05:00:00 -0400 Scott Channell Scott Channell 259 People love to think about change—deciding to change, preparing to change—but when it comes to actually changing? Ahh, not so much. The most powerful force on earth is people’s ability to rationalize why they don’t have to change. We’ll explore how this resistance to change holds you back, how Kanter’s Law applies to every shift you want to make, and more. 

]]> why do sales reps resist change, resistance to change, reasons for resistance to change No Define target audiences: How tight target market profiles BOOM your business (06) 6 6 Define target audiences: How tight target market profiles BOOM your business (06) full bac150f6-95fb-4f76-9342-1ab5175faed7 https://share.transistor.fm/s/67cd597c Defining target audiences. When it comes to business development, some decisions impact the bottom line more than others. And some mistakes, if you make them, hurt your ability to grow more than other mistakes will. Todays episode discusses an example of just how much difference properly defining and prioritizing target audiences can mean for your revenue growth. 

]]> Defining target audiences. When it comes to business development, some decisions impact the bottom line more than others. And some mistakes, if you make them, hurt your ability to grow more than other mistakes will. Todays episode discusses an example of just how much difference properly defining and prioritizing target audiences can mean for your revenue growth. 

]]> Sun, 13 Oct 2024 05:00:00 -0400 Scott Channell Scott Channell 267 Defining target audiences. When it comes to business development, some decisions impact the bottom line more than others. And some mistakes, if you make them, hurt your ability to grow more than other mistakes will. Todays episode discusses an example of just how much difference properly defining and prioritizing target audiences can mean for your revenue growth. 

]]> target audiences, target market, target audience examples, define target audiences, define target market No B2B Cold Outreach: Seek to Activate, Not Implant (05) 5 5 B2B Cold Outreach: Seek to Activate, Not Implant (05) full 65d6aa8b-12b7-4ab1-93d9-a64a105d7919 https://share.transistor.fm/s/dd5acddb You want to stack the odds in your favor? Cold outreach should feel like shooting fish in a barrel, and that barrel should be drained with the fish line at the bottom. That's the advantage you get when your messaging seeks to activate existing needs, rather than trying to implant new ones. 
If you're trying to implant an idea or convince with your calls and emails, you are stacking the odds against you. 

]]> You want to stack the odds in your favor? Cold outreach should feel like shooting fish in a barrel, and that barrel should be drained with the fish line at the bottom. That's the advantage you get when your messaging seeks to activate existing needs, rather than trying to implant new ones. 
If you're trying to implant an idea or convince with your calls and emails, you are stacking the odds against you. 

]]> Sun, 06 Oct 2024 05:00:00 -0400 Scott Channell Scott Channell 284 You want to stack the odds in your favor? Cold outreach should feel like shooting fish in a barrel, and that barrel should be drained with the fish line at the bottom. That's the advantage you get when your messaging seeks to activate existing needs, rather than trying to implant new ones. 
If you're trying to implant an idea or convince with your calls and emails, you are stacking the odds against you. 

]]> B2b cold outreach, b2b telemarketing, B2B advertising, B2B cold outreach strategy and example No Failure leads to success (04) 4 4 Failure leads to success (04) full f334e95a-f5d0-46a1-ac31-101e978f70c8 https://share.transistor.fm/s/c89c6016 Failure is often a prerequisite for success. If you do not embrace failure as part of your success journey, never learn from it, or seek to avoid it, you will never reach your full potential. If you are in sales, you will  be doomed to order taker status. Never learning the craft of sales, with no chance of ever being a top producer. 

]]> Failure is often a prerequisite for success. If you do not embrace failure as part of your success journey, never learn from it, or seek to avoid it, you will never reach your full potential. If you are in sales, you will  be doomed to order taker status. Never learning the craft of sales, with no chance of ever being a top producer. 

]]> Tue, 01 Oct 2024 13:56:05 -0400 Scott Channell Scott Channell 297 Failure is often a prerequisite for success. If you do not embrace failure as part of your success journey, never learn from it, or seek to avoid it, you will never reach your full potential. If you are in sales, you will  be doomed to order taker status. Never learning the craft of sales, with no chance of ever being a top producer. 

]]> Failure the prerequisite to success, failure leads to success example, success and failiure in life No Balance reach, frequency and impact for new business results (03) 3 3 Balance reach, frequency and impact for new business results (03) full bb9c0bdc-6b96-4704-b156-64ddb191c90f https://share.transistor.fm/s/2b58b59b Balancing touching the right targets with your messaging, frequently enough and with a message that resonates. This episode discusses balancing reach, frequency and impact to maximize marketing results. These advertising metrics are key to your new business success, offline or online. Examples discussed.

]]> Balancing touching the right targets with your messaging, frequently enough and with a message that resonates. This episode discusses balancing reach, frequency and impact to maximize marketing results. These advertising metrics are key to your new business success, offline or online. Examples discussed.

]]> Mon, 30 Sep 2024 14:57:33 -0400 Scott Channell Scott Channell 344 Balancing touching the right targets with your messaging, frequently enough and with a message that resonates. This episode discusses balancing reach, frequency and impact to maximize marketing results. These advertising metrics are key to your new business success, offline or online. Examples discussed.

]]> Reach frequency and impact, advertising metrics, reach frequency and impact examples, strategy, media planning No Transformative sales management (02) 2 2 Transformative sales management (02) full 8f586c66-97bc-49c5-b3d3-af3bb49e0826 https://share.transistor.fm/s/972f02d1 The topic today is about something always present when sales teams vacuum up new business and leap-frog over competition.  The element is superior sales management, true sales leadership that turns the huddled masses, average producers and raw untapped talent into competition busting lead generation and sales closing machines. 

]]> The topic today is about something always present when sales teams vacuum up new business and leap-frog over competition.  The element is superior sales management, true sales leadership that turns the huddled masses, average producers and raw untapped talent into competition busting lead generation and sales closing machines. 

]]> Wed, 11 Sep 2024 20:13:37 -0400 Scott Channell Scott Channell 308 The topic today is about something always present when sales teams vacuum up new business and leap-frog over competition.  The element is superior sales management, true sales leadership that turns the huddled masses, average producers and raw untapped talent into competition busting lead generation and sales closing machines. 

]]> sales and account management, sales management system, sales pipeline management No Sales fundamentals build a solid foundation for growth (01) 1 1 Sales fundamentals build a solid foundation for growth (01) full 4c0ef1d5-2f05-4d40-80f4-41aa1deb35c7 https://podcast.scottchannell.com/sales-fundamentals Rock solid sales fundamentals build a solid foundation upon which you build to find more ideal clients and accounts. You can't build a winning sales or marketing program on a foundation of sand. When your fundamentals are not solid, you lose ideal accounts to less deserving competitiors. 

]]> Rock solid sales fundamentals build a solid foundation upon which you build to find more ideal clients and accounts. You can't build a winning sales or marketing program on a foundation of sand. When your fundamentals are not solid, you lose ideal accounts to less deserving competitiors. 

]]> Tue, 30 Jul 2024 17:45:16 -0400 Scott Channell Scott Channell 283 Rock solid sales fundamentals build a solid foundation upon which you build to find more ideal clients and accounts. You can't build a winning sales or marketing program on a foundation of sand. When your fundamentals are not solid, you lose ideal accounts to less deserving competitiors. 

]]> sales fundamentals, basic selling skills, No