Finding Business with Scott Channell

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

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 neces

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 f

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 discussi

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.