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PODCAST

WINNING AT SELLING

Scott Plum and Bill Hellkamp

Welcome to the Winning at Selling Podcast. Your hosts Bill Hellkamp and Scott "Professor Plum." This podcast is dedicated to the overall success in the sales channel. From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome. This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and

business management

All Episodes

29:17

Mar 2024 - Special Guest Seth Johnson - Selling in Sync

WINNING AT SELLING ·

2024/03/11

What is the difference between sales and marketing? Where does one stop and the other start? Who has the most influence on the decision? Who goes first? I feel like this discussion will be like debating which military branch is most important. You don’t have to participate, but if you are curious enough to learn more, stay tuned as Bill, and I welcome marketing expert Seth Johnson to discuss Selling in Sync - How sales and marketing can unite to generate more leads and close more deals on episode

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32:31

Mar 2024 - The Entrepreneurial Salesperson

WINNING AT SELLING ·

2024/02/29

I heard someone say that they treated their sales territory as if it were their own business. It seemed to make sense to me so I thought Scott and I should discuss the pros and cons of thinking like an entrepreneur. So be ready to take control as Scott and I venture into a capitalist discussion about The Entrepreneurial Salesperson on Episode 605 of the Winning at Selling podcast.

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32:02

Feb 2024 - Referrals: Asking, Giving and Receiving

WINNING AT SELLING ·

2024/02/22

The most successful salespeople will admit the best leads they receive are from referrals. Referrals serve as evidence of a “transfer of trust.” What have we shared about building trust in a sales conversation. It’s the only way you receive honest answers. When the TIMING is right and TRUST is high, you increase your chances of converting a lead to a commitment. So, think about who you’d like to refer this episode to - as Bill, and I discuss Referrals: Asking, Giving and Receiving and other

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31:36

Feb 2024 – Special Guest Mark Hunter (The Sales Hunter)

WINNING AT SELLING ·

2024/02/14

Some believe that a salesperson is born, not made, while other believe a salesperson is made and not born? Leaving us with the question, are some people psychologically predisposed to be better at selling? Or can anyone, with the proper training and motivation become a high performing sales professional? It’s an interesting question that deserves to be explored. So, take off your tinfoil caps as Scott and I welcome author and sales leader, Mark Hunter: The Sales Hunter to Episode 603 of the Winning

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36:11

Feb 2024 – Keeping a Positive Attitude When Sales are...

WINNING AT SELLING ·

2024/02/10

Sales is an emotional career. We trade our time and hope our wager turns into a winning hand. But not everything is within our control. The marketplace is changing, the economy is in flex. While we need to keep our head up while moving forward. That may not be as easy as said. If you want to learn how to manage the changing time, stay tuned as Bill, and I discuss Keeping a Positive Attitude When Sales are Down and other uplifting topics on episode 602 of the Winning at Selling Podcast.

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30:35

Feb 2024 - Work Habits of Top Sales People

WINNING AT SELLING ·

2024/02/03

John Maxwell says that “The key to your success is found in your daily routine.” The highest paid and most successful salespeople have developed routines that get them focused on the most crucial tasks to drive their sales. You can change your level of success by developing better work habits. So, pull out your Day Timer as Scott and I discuss Work Habits of Top Sales People and other helpful ideas on Episode 601 of the Winning at Selling podcast.

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36:04

Jan 2024 - Special Guest Joe Schmit

WINNING AT SELLING ·

2024/01/25

As the adage goes – the separation is in the preparation. Add other famous quotes like – Professionals don’t practice on prospects – throw in a sports analogy - and I think you will uncover the theme of today’s show. So, suit up as Bill, and I welcome speaker, author and sportscaster, Joe Schmit to discuss How Sports Professionals Practice on episode 600 of the Winning at Selling Podcast.

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33:07

Jan 2024 - Maintaining Your Profit Margin

WINNING AT SELLING ·

2024/01/22

Is any sale a good sale or should the salesperson be concerned about profitability? Do you get paid on raw sales amounts or are you compensated on the profitability of the final numbers? Can salespeople be trusted to negotiate the final contract or do the immediate dollar signs get in their eyes. Well, hold on to your wallets as Scott and I discuss Maintaining Your Profit Margin and other valuable lessons on Episode 599 of the Winning at Selling podcast.

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29:40

Jan 2024 - Unseating the Incumbent

WINNING AT SELLING ·

2024/01/13

Most of the time your prospect is someone else’s client or customer. You may have a better product or service. You may even have a better price. However, it is going to take more than that to convince your prospect to be your next sale. If you want to change minds, hearts and souls - listen up - as Bill, and I discuss Unseating the Incumbent and other fascinating topics on episode 598 of the Winning at Selling Podcast.

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34:17

Jan 2024 - Special Guest Eric Harkins

WINNING AT SELLING ·

2024/01/04

Do you dread the idea of Monday mornings? You know the start to another miserable week at your job. Seldom is the problem the job, instead it’s the people we work with and work for. It has been said that people don’t quit a company, they quit bad managers. If you are experiencing these feelings hold on just a little longer as Scott and I welcome best-selling author and speaker Eric Harkins to discuss Do You Have the Right Leaders in Place for 2024? on Episode 597 of the Winning at Selling

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35:13

Jan 2024 - When Good Sales Calls Go Bad

WINNING AT SELLING ·

2023/12/30

Ever ask yourself how you won or lost the sale, as you walk back to your car? As you debrief, what did you concentrate on and want to repeat – or regret and refine before applying again? What can you control, how can you better prepare and how do you increase your chance of making more sales in less time? If these are questions you ask yourself everyday – today is your day as Bill, and I consider When Good Sales Calls Go Bad on episode 596 of the Winning at Selling Podcast.

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32:10

Dec 2023 - Winning a Competitive Sale

WINNING AT SELLING ·

2023/12/26

Son of a nutcracker! The prospect just told me that they are looking at a couple of other vendors for this deal! I hate it when that happens! I know our product is good but what can I do to win this sale? What you can do my apoplectic sales professional, is take some notes as Scott and I discuss Winning a Competitive Sale and other challenging topics on episode 595 of the Winning at Selling podcast.

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32:37

Dec 2023 - Susan Scott – Fierce Conversations

WINNING AT SELLING ·

2023/12/14

Sales is fundamentally an extended conversation with prospects, suppliers, providers, clients, customers, and colleagues. What gets talked about, how it gets talked about, and who is invited to the conversation will determine what will happen or won't. If you want to have better conversation with yourself and others, stay tuned as Bill, and I welcome our guest Susan Scott author of Fierce Conversations & Fierce Leadership to episode 594 of the Winning at Selling Podcast.

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34:28

Dec 2023 - Get Ready for 2024

WINNING AT SELLING ·

2023/12/07

It’s coming, in the very near future. It’s just around the corner. You can’t run and you can’t hide. It will be upon you before you know it. That’s right – the new year – 2024 is less than a month away. How will you prepare? Well, a good start would be to listen as Scott and I discuss Get Ready for 2024 and other forward-looking topics on episode 593 of the Winning at Selling podcast.

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31:18

Dec 2023 - How to Sell New Products

WINNING AT SELLING ·

2023/11/30

Seasoned salespeople will adhere to a sales process. A system with a predictable outcome. But does that work when selling newly launched products. Think about it. What objections and stalls do you hear when selling a new product or service? If I’ve created a new interest in selling newly launched products, turn up the volume, as Bill, and I discuss How to Sell New Products and other interesting ideas on episode 592 of the Winning at Selling Podcast.

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35:17

Nov 2023 - Special Guest Kelli Schutrop

WINNING AT SELLING ·

2023/11/23

As sales professionals we know that if we can be seen as a trusted expert rather than a peddler, we will attract more clients, develop stronger relationships and maintain a better profit margin. The question is, how do we elevate ourselves to that level of proficiency? Fortunately for all of us our guest, Kelli Schutrop is an expert in this approach, so listen closely as we discuss Thought Leadership Activation on episode 591 of the Winning at Selling podcast.

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31:23

Nov 2023 - Questions from Listeners

WINNING AT SELLING ·

2023/11/16

While Professor Plum and I do our best to be clear about how to win at selling, sometimes we can muddy the waters as we debate about the most effective way to get the job done. We can be so confusing, that our listeners feel the need to write in and ask us to clarify what we or our guests have said. So, if you’ve been befuddled by our banter, listen in as Scott and I field Questions from Listeners and other baffling topics on episode 590 of the Winning at Selling podcast.

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29:31

Nov 2023 - Avoiding Disappointment

WINNING AT SELLING ·

2023/11/09

As sales professionals and leaders, most of us have overcome the overwhelming feeling of rejection and disappointment. We risk our emotions every day on a quest to seek validation, please others and serve when there is an opportunity. Does this sound familiar? Just a reminder, this is safe space as Bill, and I discuss Avoiding Disappointment and other cool concepts on episode 589 of the Winning at Selling Podcast.

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35:26

Nov 2023- 7 Ways to Demotivate Your Sales Team

WINNING AT SELLING ·

2023/11/05

Everywhere you look there are “hiring” signs. I talk to colleagues and clients, and they tell me how hard it is to find capable sales professionals. Yet, more often than not, when I start consulting with a new client, I find that they are consciously or unconsciously, doing everything they can to annoy the heck out of the salespeople that they already have! So, wipe away those crocodile tears as Scott and I investigate 7 Ways to Demotivate Your Sales Team and other uplifting topics on episode 588

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39:48

Oct 2023 - Special Guest - Mike Weinberg

WINNING AT SELLING ·

2023/10/26

Do you remember your first sales manager? What did they do that worked and what lessons did you learn from their mistakes. Too often sales managers are created for the wrong reasons and lead the sales teams into unsuccessful territory. But that won’t happen to you because you are listening and learning. So, get out your talking pad as Bill, and I welcome author and selling expert Mike Weinberg to discuss The Key to Success as a First Time Sales Manager on episode 587 of the Winning at Selling

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286 results

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