Learn sales from the dean of sales training----Steve Schiffman---40 years of experience each week, tips and techniques you never knew or forgot. Increase your sales today.Who is Steve Schiffman. Nearly 40 years ago Steve Schiffman got a job selling for a magazine. He found out in the first week that no one called HIM, no one wanted to buy and without appointments he would fail. He began by tape recording every cold call that he made and listened to them. He discovered the same objections resulted each time. He learned to turn objections around quickly and started teaching these techniques to o
What is your CRM actually doing for you?
Is it helping you close more business—or just helping you feel busy?
In this episode, Steve Schiffman challenges one of the biggest assumptions in sales today. Just because your CRM is full doesn’t mean your pipeline is healthy.
Many sales professionals rely on activity, notes, and surface-level information to define a “qualified” prospect. But real qualification goes much deeper. It’s not about what you’ve collected—it’s about what’s moving forward.
You’ll hear a simple but powerful shift that can change how you manage your pipeline immediately:
If there’s no next step scheduled, it’s not a real opportunity.
In this episode, you’ll learn:
How to rethink what a qualified prospect really is
Why information alone won’t improve your closing rate
The role your CRM should actually play in your sales process
How to ensure every meeting leads to a clear next step
Why stalled deals become lost deals over time
This is a practical, no-nonsense conversation focused on one outcome—helping you move opportunities forward and close more business.
Download the accompanying handout to reinforce these ideas and put them into action right away.
Listen now and take control of your pipeline, one real next step at a time.
21 Apr 2026
Going Backwards to Success in Sales
Looking Backwards To Succeed Forward
Most salespeople are so focused on what's ahead that they never stop to look at what's behind them — and that's exactly why they keep getting the same results year after year.
In this episode of Master Mind of Sales, Steve Schiffman — sales trainer to nearly 900 companies over his legendary career — delivers a deceptively simple truth: if you want to change your numbers, you first have to understand them. And that means looking backwards.
Steve challenges you to open your diary, pull up your records, and ask yourself an uncomfortable question: How many people did you actually see last year? The year before? Three years ago? If the number looks about the same, you haven't been growing — you've been repeating. And no amount of wishful thinking changes that. Not even the commission bump you've been celebrating. (Spoiler: that's inflation, not performance.)
The good news? There are only three levers you can pull to increase your sales, and once you know your real numbers, you'll know exactly which one to reach for.
Your number one competitor isn't the company down the street. It's the status quo — and this episode is your first step toward beating it.
Visit my website at https://steveschiffman.com/ to grab the handout we created from this podcast. I'm sure you will love it.
14 Apr 2026
When is a Prospect Really a Prospect?
When does a prospect actually become a real prospect?
In this episode, Steve Schiffman challenges one of the biggest misconceptions in sales, the idea that gathering information or logging activity in a CRM automatically moves a deal forward. It doesn’t.
A true prospect isn’t someone you researched online or had a nice conversation with. A real prospect is someone you’ve met with and, more importantly, someone who has agreed to a defined next step.
This episode breaks down:
• The difference between surface-level information and meaningful insight
• The three critical questions every salesperson must answer before moving forward
• Why “I’ll follow up in two weeks” quietly kills deals
• How to use each step in the sales process to intentionally advance toward a close
• The hidden danger of letting a sale drag beyond its natural cycle
The takeaway is simple but powerful: every conversation should lead somewhere. If it doesn’t, it’s not a prospect, it’s just activity.
Listen in and rethink how you define, qualify, and move your opportunities forward.
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