More hours won’t make you a top sales producer
Welcome to the Finding Business podcast. Five minutes that will help you learn something new about attracting ideal clients and accounts. I’m your host, Scott Channell. For more about this show, episodes, and services offered, go to Scott Channell — with two t’s, two n’s, and two l’s — dot com. Now, on to the […]
More activity will not fix a bad list
Welcome to the Finding Business podcast. Five minutes that will help you learn something new about attracting ideal clients and accounts. I’m your host, Scott Channell. For more about this show, episodes, and services offered, go to Scott Channell — with two t’s, two n’s, and two l’s — dot com. Now, on to the […]
Discovery calls, sales visitors & sales catalysts
Most advice about discovery calls comes down to one instruction: read the room and adapt. That advice is not wrong. It is just incomplete. Adapting is a skill, but adapting requires a destination, and most first meetings do not have one. Welcome to the Finding Business podcast. Five minutes that will help you learn something […]
Disqualify ruthlessly: the rule vs. preference problem in sales
Every sales rep says they have standards. Then a slow month hits, a decent-but-not-quite-right prospect seems interested, and that standard quietly gets set aside. Just this once. In this episode of Finding Business, I break down why a rule that bends under pressure was never a rule to begin with, and what it actually takes […]
Sales systems beat a superskill
Most reps think one great skill is enough — a tight close, a strong opener, relentless prospecting. It isn’t. In this episode of Finding Business, Scott breaks down why a single superskill can’t outrun a rep running a full system, and points to the five components of what he calls the Sales Decision Machine — […]
Working a sales process vs chasing randomness
Today’s question for you is simple but costly if you are not honest with yourself. The question is … Are you working a process… or chasing randomness? What follows is the recording and transcript of a Finding Business podcast episode. Listen here or wherever you get your podcasts. This question is for sales professionals, team […]
Jim Champy author interview discusses “Outsmart” book
Jim Champy Outsmart!: How to Do What Your Competitors Can’t Show Summary: This interview and book is about consistently outsmarting the competition in an environment where even the best strategies rarely prevail. It’s about companies that have accelerated to the leading edge of business practice and stayed there, year after year. And it’s from the […]
Tomima Edmark interview – Topsy Tail inventor
Tomima Edmark – New Invention? Perspectives on Reaping Maximum Profits and Protecting Your Idea in a Topsy Tail World Show Summary: Wouldn”t you love to turn a bad hair day into a business that made you wealthy? Well Tomima Edmark did just that. She had always struggled with styling her long locks so she invented […]
Mark Eppler, author interview – “The Wright Way” book.
The Wright Way: 7 Problem-Solving Principles from the Wright Brothers That Can Make Your Business Soar. Show Summary: If you want to build a winning business organization and beat your competition to the goal, there are lessons galore in this interview and book. The obvious exhaustive research that went into this book reflects the authors […]
Gary Harpst author interview: Six Disciplines for Excellence book
Gary Harpst: Six Disciplines for Excellence: Building Small Businesses That Learn, Lead and Last Show Summary: Six Disciplines for Excellence is a long-term fitness program, not a fad diet. This interview and the book provides six fundamental business principles that are specifically designed to help small businesses move beyond momentary success to achieve and sustain […]