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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

31:44

May 2022 - Advice Not Given

WINNING AT SELLING ·

2022/05/26

Learning happens! This is a small deviation from the common t-shirt. We are influenced by education, experiences and most importantly – debriefing an engagement with others. Combined, Bill and I have over 75 years of multiple encounters. All have delivered an outcome and we have some advice for you. Gather around as Bill and I discuss Advice Not Given and other important ideas on episode 513 of the Winning at Selling Podcast.

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31:02

May 2022 - Special Guest Dale Merrill

WINNING AT SELLING ·

2022/05/19

Every salesperson thinks they’re different. Yet to clients, they often don’t stand out at all, leading to average sales rates of 17% globally. So what are we doing wrong? Join Scott and me as we look for answers to that question with our special guest, Dale Merrill co-author of Strikingly Different Selling on episode 512 of the Winning at Selling Podcast.

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33:45

May 2022 - Special Guest AmyK Hutchens

WINNING AT SELLING ·

2022/05/12

Life is fulfilled by the engaging conversations we have and the actions we take. The results generate life’s experiences. Some brilliant. Some not so much. How can we have better outcomes – and more of them? Join Bill and I as we discuss “Aligning Brilliance” with our special guest, AmyK Hutchens on episode 511 of the Winning at Selling Podcast.

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28:34

May 2022 - The Trouble with Tomorrow (Procrastination)

WINNING AT SELLING ·

2022/05/05

Tomorrow, tomorrow, I love you tomorrow. You’re only a day away! Annie was optimistic about tomorrow, but with that attitude she won’t get much done today. In reality, tomorrow was designed for procrastinators and never actually comes. So listen TODAY as Scott and I discuss The Trouble with Tomorrow and other great ideas on episode 510 of the Winning at Selling Podcast.

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29:25

May 2022 - Call Planning

WINNING AT SELLING ·

2022/04/27

What is the most important part of making calls? How much research should we do? What is the goal of the call? That’s just the beginning of our topic today on call planning. Remember, if they are not hanging up on you, you are not making enough new calls - As Bill and I discuss Call Planning and other important ideas on episode 509 of the Winning at Selling Podcast.

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36:29

April 2022 - Guest: Anthony Iannarino

WINNING AT SELLING ·

2022/04/20

Who knows more about your product or service? You or the prospect? Who know more about the decision-making process or criteria? You or the prospect? Who knows more and when is the question Bill and I will discuss with our special guest, Anthony Iannarino and his JUST released book: Elite Sales Strategies: A guide to being OneUp, Creating Value, and Becoming Truly Consultative on episode 508 of the Winning at Selling Podcast.

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40:14

Apr 2022 - The Art and Value of Following Up

WINNING AT SELLING ·

2022/04/14

If your plan for following up with that new prospect is “Hey I just called to check in and see what you were thinking.” You need a new plan! Following up is essential to closing the sale but you must have a process that works. So listen up as Scott and I discuss The Art and Value of Following Up and other great ideas on episode 507 of the Winning at Selling Podcast.

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32:30

Apr 2022 - Fear of Change

WINNING AT SELLING ·

2022/04/07

Ever hear “for every action there is a reaction?” March 2020 introduced a tremendous change in our daily routine and now we are experiencing the outcome of those decisions. Change is inevitable however, growth is optional. How to you feel about change? Don’t change the channel and stay tuned, as Bill and I discuss the Fear of Change and other important ideas on episode 506 of the Winning at Selling Podcast.

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32:04

Apr 2022 - Breaking Out of a Slump

WINNING AT SELLING ·

2022/03/30

If you’ve been in sales for any length of time, you’ve experienced a sales slump. It seems that no matter what you do, you just can’t get anything to close or maybe you can’t even get a sales process opened! So, what do you do? You listen closely to this podcast as Scott and I discuss Breaking Out of a Slump and other great ideas on episode 505 of the Winning at Selling Podcast.

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37:11

Mar 2022 - Difference Between Sales and Marketing

WINNING AT SELLING ·

2022/03/24

How would you define the difference between sales and marketing? Yes, both generate top line revenue. But how can you leverage and maximize the return of time, money, and talent on both to generate even more revenue. This could be a debate or a discussion, as Bill and I discuss the Difference between Sales and Marketing and other important ideas on episode 504 of the Winning at Selling Podcast.

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34:11

Mar 2022 - Sales Compensation Plans

WINNING AT SELLING ·

2022/03/17

Any worthwhile salesperson loves to win the deal. In many cases that is their major motivation. However, they are also greatly motivated by getting paid for the work and effort it took to get that deal closed. But commission structures, territories and base pay are all considerations regarding how much we see in our paycheck. Sales Managers and sales professionals should all pay close attention as Scott and I discuss Sales Compensation Plans and other great ideas on episode 503 of the Winning at

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32:07

Mar 2022 - Special Guest Kristen Brown on Energy Sells

WINNING AT SELLING ·

2022/03/11

Ever find yourself having a goal, the talent and ability to achieve it, but can’t find the energy to execute. During this episode you will assess and activate your seven Sales Success Energy Centers so you can engage more powerfully with the tasks and people you work with every day. Stay tuned to learn fast action steps to uplevel your energy when you need it most as Bill and I welcome our guest, Kristen Brown as she shows us how Energy Sells and other important ideas on episode 502 of the Winning

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29:44

Mar 2022 - Sales Strategy

WINNING AT SELLING ·

2022/03/02

What is your strategy for making more sales this year than you did last year? If you don’t have a well thought out plan, you probably won’t hit your goals. With a good strategy you will make more effective phone calls, have better discovery appointments and ultimately close more deals – deals that will get you more referrals. But as it has been said, if you don’t have a plan, you are planning to fail! So, if you don’t want to fail, let Scott and I share some thoughts on Sales Strategy and other

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36:39

Feb 2022 - Guest: Ben Utecht on Culture

WINNING AT SELLING ·

2022/02/24

“Culture eats strategy for breakfast” is a famous quote from legendary management consultant and writer Peter Drucker. To be clear he didn't mean that strategy was unimportant – rather that a powerful and empowering culture was a surer route to organizational success Please stand for the national anthem as Bill and I welcome our special guest, Baltimore Colts, Super Bowl Champion, Ben Utecht to discuss Culture and Leadership and other important ideas on episode 500 of the Winning at Selling

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32:45

Feb 2022 - Practicing Forgiveness

WINNING AT SELLING ·

2022/02/17

Have you ever held a grudge? Did your life improve because it? I’m guessing not so much. Granting forgiveness is a freeing endeavor. This includes some of our failures and mistakes. If you tune us out – I forgive you as Bill and I discuss the Practicing Forgiveness and other important ideas on episode 499 of the Winning at Selling Podcast.

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37:03

Feb 2022 - Steve Keating – Training Sales Leaders

WINNING AT SELLING ·

2022/02/09

We see it often, sales leaders that send their team to training, but are too busy? – important? – delusional? To get themselves trained. Our guest today contends that Sales Leadership training would increase the impact of sales training by a factor of 10. So hang onto your hats as Scott I discuss Training Sales Leaders with our guest, Steve Keating, episode 498 of the Winning at Selling Podcast.

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34:15

Feb 2022 - The Power of Beliefs

WINNING AT SELLING ·

2022/02/04

The experiences we encountered as children defined our reality. This reality created our belief system. Today these beliefs are still real, however, they may no longer be true. There lies the rub. What is true and what is our new reality? Let’s get real - as Bill and I discuss The Power of Beliefs and other important ideas on episode 497 of the Winning at Selling Podcast.

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31:31

Jan 2022 - Overcoming Fear

WINNING AT SELLING ·

2022/01/27

FEAR - it can stop us from achieving and make us feel miserable. It seems that almost all of us must face it at one time or another – but we don’t know if we will win or if fear will overtake us. Can we conquer it? Or will it defeat us? Well, don’t panic, because Scott and I have some great tips on Overcoming Fear and other great ideas on episode 496 of the Winning at Selling Podcast.

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29:49

Jan 2022 - Importance of Specialized Knowledge

WINNING AT SELLING ·

2022/01/20

What is the difference between Information, Knowledge and Wisdom? How important is good judgement on a daily basis? What makes you more successful than others? What has the greatest influence in the purchasing process? If you are interested in hearing more… Stay tuned as Bill and I discuss the Importance of Specialized Knowledge and other cool ideas on episode 495 of the Winning at Selling Podcast.

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27:05

Jan 2022 - Predictions, Resolutions and the Year Ahead

WINNING AT SELLING ·

2022/01/13

Welcome, welcome! Look closely into my crystal ball and I will predict your future. HaHaHaHa! Or maybe not? But 2022 is upon us and we thought it would be a good time to look forward into the new year. So, pull out your tarot cards and Ouija Boards to see if you can predict what Scott and I have to say about Predictions, Resolutions and the Year Ahead and other great ideas on episode 494 of the Winning at Selling Podcast.

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