It’s that time of year again. In this episode of "The Selling Podcast," Scott and Mike dive into the realities of the fourth quarter and what sales reps need to do to not only close out the year strong but, more importantly, set themselves up for immediate success in the coming year. Mike provides a necessary dose of reality, arguing that much of your current Q4 success was determined by the work you did in the previous nine months. If your pipeline is light today, it’s a sign that your past prospecting slipped. To fix this and ensure a dominant start to next year, Mike outlines a crucial five-point checklist: blocking off sacred prospecting time during "golden hours," batching administrative tasks to stay focused on selling, prioritizing accounts with high economic impact (80/20 rule), always locking in the confirmed next step, and planning tomorrow’s schedule tonight. Think of this episode as your mom telling you to "eat your vegetables"—it's the universal, consistent discipline that every top-tier sales professional must follow. Start building your future Q1 quota today by listening athttps://thesellingpodcast.com/!

Stop asking "What’s your budget?" and start qualifying like a pro. In this episode of "The Selling Podcast," Scott and Mike break down a high-impact five-point qualification checklist designed for the "pre-presentation" phase of the sales process. Mike reluctantly shares his top three points, while Scott enthusiastically fills in the gaps on the final two. Together, they discuss why you must identify the authority on the "signature trail," ensure executive alignment with corporate initiatives, and drive the initial cost of inaction using real numbers. They also dive deep into why "velocity" (maintaining forward momentum) is crucial for big deals and how to navigate fiscal management by focusing on budget allocations for initiatives rather than asking for specific dollar amounts. Tune in to elevate your sales game and stop wasting time on unqualified leads athttps://thesellingpodcast.com/.

sales qualification, sales checklist, pre-presentation, decision maker, corporate alignment, cost of inaction, sales velocity, budget allocation, sales tips, B2B sales, sales process, The Selling Podcast

Are your sales calls resulting in closed deals, or are you just going through the motions? In this episode of "The Selling Podcast," hosts Scott and Mike break down the ultimate pre-call routine that separates average sales reps from top performers. Drawing an amusing parallel to professional golfers following a strict pre-shot checklist, Mike reveals the four fundamental self-reflective questions every salesperson must answer before stepping into an account: Why are we stopping here? Who are we seeing? What are we going to ask? And why is that information critical? Complete with practical insights, humorous analogies (including an accidental detour to a horse track!), and a sharp focus on avoiding lazy questions, this episode is a masterclass in sales preparation. Tune in and elevate your sales strategy today athttps://thesellingpodcast.com/!

pre-call routine, sales preparation, sales strategy, B2B sales, sales training, closing deals, sales coaching, prospecting tips, sales techniques, sales mindset, The Selling Podcast