Finding Business with Scott Channell
Scott Channell
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Are you busy, or are you productive?
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…
When giving up is the ultimate sales advantage
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…
Top 10% sales pros vs all the rest: The uncomfortable differences
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,…
First 30 seconds: A cold call openers autopsy
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.
Fixed vs growth sales mindset
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…
Are you working a process or chasing randomness? (21)
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…
Six more unfair business growth strategies (20)
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…
Three unfair business growth strategies (19)
Three most powerful unfair business growth strategies for experts, trainers and professional service providers.
Increase sales closing by improving your sales system (18)
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…
"I'm not interested" sales objection really means... (17)
What does the I"m not interested sales objection really mean?
Two fears every sales rep should have (16)
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…
Bullseye B2B lists turn your cold calling scripts into gold (15)
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…
Selling B2B--the one inch rule: the "stop short" B2B sales representative (14)
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…
Sales process steps: When to break the rules. (13)
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…
Ban five words to boost sales team pipeline progress (12)
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…
50 Shades of not interested. A sales rebuttal objection strategy. (11)
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…
Start boosting 2025 sales: Decide what to stop.
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.
B2B appointment setting - worst advice ever (09)
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…
How much sincerity must be faked to earn trust? (08)
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…
Why do salesreps resist change? (07)
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…
Frequently Asked Questions
Finding Business with Scott Channell has published 26 episodes since July 2024, covering topics in Business, Entrepreneurship.
Finding Business with Scott Channell is currently highly active with new episodes weekly. Average episode length is 4m.
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