HeyJaredFinding Business with Scott Channell
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.
- Indexed episodes, last 90 days
- 4
- Latest publication
- Aug 14, 2026
- Audience
- Checking…
- Earliest in this view
- Jul 21, 2026
Latest episodes
More activity will not fix a bad list (opens the original)
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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 ma
Discovery calls, sales visitors & sales catalysts (opens the original)
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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
Disqualify ruthlessly: the rule vs. preference problem in sales (opens the original)
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A rule you break under pressure isn't a rule. It's a preference, and preferences don't survive contact with a thin pipeline. In this episode of Finding Business, Scott Channell breaks down why most sales reps think discipline means staying strong in the moment, and why that's backwards. The real skill is deciding your qualification standards before the pressure ever shows up, not while a warm prospect is on the phone. Find the full episode transcript on at scottchannell.com .
Sales systems beat a superskill (opens the original)
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Most reps think one great skill — closing, prospecting, whatever — is enough to win. It's not. This episode breaks down the Sales Decision Machine: the five components (Standards, Preparation, Feedback Loop, Testing Discipline, Attention Protection) that multiply together to create real sales advantage — and why neglecting even one drags the other four down with it. Full transcript and show notes here: ScottChannell.com/salessystems
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