Talk about the art and science of business development: Stories and details to earn new clients or accounts, gain a competitive advantage and find your success.
More hours of experience won't make you a top sales producer. Hours spent the same way just reinforce the same habits. This episode covers what top performers do instead: find one weakness, fix it and move to the next.
Full transcript and show notes: https://scottchannell.com/more-hours-top-sales-producer/
14 Aug 2026
More activity will not fix a bad list
When the numbers are down, the reflex is to do more. More dials. More emails. Longer hours. Effort is honest and it is the one lever you always control.
The problem is what a week of prospecting actually teaches you. Some calls went nowhere. A few went somewhere. Whether that was your opener or the luck of reaching someone who already had the problem, you cannot say. And when useful feedback does arrive, it arrives months later, after your list changed, your script changed and two competitors made moves.
So you reach for the one thing you can count. Activity is visible. Activity is measurable. Whether it connects to a result is a separate question, and it rarely gets asked.
This episode covers the standard I held myself to when I was setting appointments, and why the judgment that matters happens before the activity does.
Full transcript: https://scottchannell.com/sales-activity-does-not-fix-results/
31 Jul 2026
Discovery calls, sales visitors & sales catalysts
You cannot really plan a first meeting. It depends on what they say, where they take it, what comes up. So you go in, read the room and adapt.
Adapting is right. Adapting toward nothing is the problem.
In this episode: why discovery calls default to comfort when no end state is defined, the one question to answer before you walk in, and the three things a first meeting can actually be built to achieve. Credibility. Decision criteria. Alignment. The Sales Visitor walks in hoping it goes well. The Sales Catalyst walks in knowing what has to happen by the time it ends. Same meeting. Same buyer. Two different destinations.
Full transcript: https://scottchannell.com/discovery-calls-sales-visitors-sales-catalysts/ (https://scottchannell.com/discovery-calls-sales-visitors-sales-catalysts/)
Finding Business is hosted by Scott Channell, author of Sell the Meeting and seven other books. More at https://scottchannell.com (https://scottchannell.com/)
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