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The Selling PodcastAuthor: Mike Williams and Scott Schlofman
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! Language: en-us Genres: Business, Careers, Management Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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The Selling Podcast: The Raccoon Method, Platinum Hours, and Gap Selling - Jeff Padilla
Episode 190
Wednesday, 14 January, 2026
Send us a textOn this week’s episode, Scott and Mike are joined by one of their "four actual listeners," Jeffrey Padilla, Director of Sales at Rainier Surgical. Jeff shares his journey from a desk-bound bracing coordinator to running the sales department, proving that hate for paperwork can be a powerful motivator.The trio dives deep into the philosophy of sales leadership. Jeff explains why he stopped giving his reps the answers and started asking "Why?" to build critical thinking. They discuss the concept of "Platinum Hours" —the preparation time outside of 8-5 that separates top performers from the rest—and why willingness to do the work in the dark is the #1 trait he looks for in new hires.Finally, the group debates whether Cold Calling is truly dead (spoiler: it’s not, but walking in blind is) and Jeff breaks down his "Raccoon" sales style: digging deep to solve problems and being relentlessly reliable. He caps off the episode with a masterclass on Gap Selling, explaining how to move customers from their painful Current State to their desired Future State.Key Takeaways:The "Why" Management Style: Don’t just give reps the answers. Force them to walk through their logic. It creates autonomy and confidence.Platinum Hours: Success isn't just about what you do when the customer answers the phone (Golden Hours); it's about the prep work you do when they don't (Platinum Hours).Cold Calling 2.0: Walking in blind is dead. Walking in with research, understanding the business problems, and having a hypothesis is very much alive.Gap Selling: You aren't selling a product; you are bridging the gap between where the customer hurts now and where they want to be.The Raccoon Analogy: Be a problem solver. Sometimes you have to dig through the mess to find the solution.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
