Finding Business with Scott Channell

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.

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.

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.

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.

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.

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?

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.

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

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.

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

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.