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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

26:20

Jan 2022 - Dealing with Failure

WINNING AT SELLING ·

2022/01/06

When was the last time you failed? When I was asked that question by my first sales manager, they followed with, “If it wasn’t recently, you not trying hard enough.” What is failure? How does it affect us and how can we manage the remorse and regret? Stay tuned as Bill and I discuss failure; along with the statement, “whatever you do, don’t screw this up” and other ideas on episode 493 of the Winning at Selling Podcast.

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30:21

Jan 2022 - Staying Motivated

WINNING AT SELLING ·

2021/12/30

Some days I just don’t feel like making calls, writing a proposal, or meeting with that difficult client. But despite how I feel I still need to get these things done. How then do I stay motivated, especially when I must do a task that I don’t particularly enjoy? One of my mentors tells me to, “Get a new feeling!” But just how do I do that? Well, I hope you can stay focused long enough to discover how Scott and I are Staying Motivated and other great ideas on episode 492 of the Winning at Selling

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33:46

Dec 2021 - Guest: Mareo McCracken

WINNING AT SELLING ·

2021/12/23

As the adage goes, leaders are readers. And Heraclitus says, “you can never step in the same river twice.” My point is, the market is ever changing and you don’t have to create all the solutions yourself. Sometimes, someone has already figured it out. If I still have your interest and curiosity, stay tuned as Bill and I welcome our Guest: Mareo McCracken as we discuss his book and other ideas on episode 491 of the Winning at Selling Podcast.

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32:12

Dec 2021 - Questions from Listeners

WINNING AT SELLING ·

2021/12/17

The selling profession is complex and challenging. The benefit is that each day is different, the challenge is that we don’t always know how to deal with the fresh set of issues. Sometimes we can get these questions answered by our co-workers or sales managers but sometimes we have to bump it up to the pros. So listen for an answer to your question as Scott and I wrangle with Questions from Listeners and other great ideas on episode 490 of the Winning at Selling Podcast.

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29:56

Dec 2021 - Converting Quotes to Commitments

WINNING AT SELLING ·

2021/12/08

All sales conversations have creator. Sometimes it’s the salesperson trying to start one, others, include prospects raising their hand and initializing it. When prospects start the conversation, are you prepared to leverage the opportunity and convert the conversation to a commitment? If you want to close more sales from conversations you don’t start, tune in as Bill and I discuss Converting Quotes to Commitments and other great ideas on episode 489 of the Winning at Selling Podcast.

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27:49

Dec 2021 - Choose Your Words Carefully

WINNING AT SELLING ·

2021/12/03

What we say and how we say it can affect both our meaning and our client’s reactions to it. There a big difference to the statements: “Let’s eat, Grandma!” and “Let’s eat Grandma!” But if you don’t think through what you want to say, you may not be communicating correctly. So let’s see if Scott and I can communicate correctly as we discuss how to Choose Your Words Carefully and other great ideas on episode 488 of the Winning at Selling Podcast.

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27:28

Nov 2021 - 5 Behaviors of Achievement

WINNING AT SELLING ·

2021/11/25

What are the greatest contributors of success? I will stress your behavior has the greatest impact on your results. When we improve our behaviors, the outcome improves. We welcome your feedback as Bill and I discuss 5 (or maybe 10) Behaviors of Achievement and other great ideas on episode 487 of the Winning at Selling Podcast.

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37:33

Nov 2021 - Sales Jui-Jitsu

WINNING AT SELLING ·

2021/11/19

Is there any way that selling is similar to martial arts? The moves, the countermoves, strategies and tactics. It’s an interesting idea and one that has been played out by our guests. But you will have to determine if it’s a meaningful analogy and one that will help you sell more effectively So, put on your workout clothes and slip in those headphones as Scott and I Welcome Elliot Bayev and Daniel Moskowitz authors of Sales Jiu-Jitsu to episode 486 of the Winning at Selling Podcast.

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36:26

Nov 2021 - Should You Be in Sales?

WINNING AT SELLING ·

2021/11/11

I’ve heard it a thousand times: “She’s a great talker, she should be in sales!” But is that really true? Is being a good talker an indicator of a successful salesperson, or are there other traits you should be looking for? Are you frustrated with you own level of success and not sure if selling is “your thing”? Well, break out those muff style headphones so you can really focus as Scott and I discuss Should You Be in Sales? and other great ideas on episode 485 of the Winning at Selling Podcast.

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31:35

Nov 2021 - How to Project Confidence

WINNING AT SELLING ·

2021/11/04

If you don’t buy it, how can you expect others to. Evidence of your behavior is found in your beliefs. Knowing is not doing and doing what you know is a demonstration of commitment. Commitment breeds confidence. Zoom in and tune the world out as Bill and I are discuss How to Project Confidence and other great ideas on episode 484 of the Winning at Selling Podcast.

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37:06

Nov 2021 - Top 5 Ways to Screw Up Your Sale

WINNING AT SELLING ·

2021/10/30

When I messed up my Dad used to tell me that I had just “shot myself in the foot”. But then he was a military man. Some of his more colorful aphorisms might slip out later in the show so stay tuned. In any event we have all been our own worst enemy on a sales call and done or said something that caused us to lose the deal. To minimize this problem, listen for behaviors you should avoid as Scott and I discuss the Top 5 Ways to Screw Up Your Sale and other great ideas on episode 483 of the Winning at

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29:24

Oct 2021 - Guest: Kristen Taraszewski - The...

WINNING AT SELLING ·

2021/10/21

Good or bad. Technology is here to stay. The impact on the role of a salespeople will be determined by how company leadership uses it. It could create greater barriers for customers, we have all experienced that, or aid in the development of selling skills. Probably not as common. How can technology through gamification and microlearning contribute to our ever presence and existing greatness? Close your laptops, unmute yourself and tune in as Bill and I are joined by our Guest: Kristen

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31:35

Oct 2021 - Are You Too Money Motivated?

WINNING AT SELLING ·

2021/10/14

A common myth and reputation of salespeople is they are motivated by money, and they don’t care where is comes from. This is simply not true. More money will solve a lot of problems, however, success from a different type of motivation can bring more joy than money. Hold on to your wallets, as Bill and I discuss - Are You Too Money Motivated? and other great ideas on episode 481 of the Winning at Selling Podcast.

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32:02

Oct 2021 - Dealing with Difficult People

WINNING AT SELLING ·

2021/10/07

In business you try to be polite, thoughtful, and agreeable; knowing that it’s important to get along with people and build a respectful relationship. But no matter how hard you try, sometimes you run into people that are just plain difficult to deal with. It could be your boss, a co-worker or even a customer. So, what do you do? How can you build that relationship without being a doormat? Well, listen close, pilgrim, as Scott and I discuss, Dealing with Difficult People and other important issues

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36:44

Oct 2021 - Answering Listener Questions

WINNING AT SELLING ·

2021/09/30

Selling can be a challenging profession. Customers make difficult demands and so does your boss. Sales cycles can be long and confusing and all of us deal with the feast or famine of being on commission. Wouldn’t it be nice if you had someone to turn to who could help you over those rough spots? Well, now you do! So, listen closely as Scott and I Answer Listener Questions and discuss other important issues on episode 479 of the Winning at Selling Podcast.

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37:18

Sept 2021 - Guest Victor Antonio

WINNING AT SELLING ·

2021/09/23

How can we increase revenue from existing accounts? We’ve talked about referrals, and increasing the price, however, we may have left out some important techniques and strategies. Which is why we are joined today with another special guest, Victor Antonio. Join us as, Bill and I and Victor Antonio discuss Mastering the Upsell and other great ideas on episode 478 of the Winning at Selling Podcast.

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33:15

Sept 2021 - Managing Conflict

WINNING AT SELLING ·

2021/09/17

Having a conversation with someone that disagrees with you could be the beginning of a difficult situation. At the same time, it could be a relationship builder. I know that is hard to believe, which is why Bill and I have dedicated a complete episode to Managing Conflict and other great ideas on episode 477 of the Winning at Selling Podcast.

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33:58

Sept 2021 - Referrals

WINNING AT SELLING ·

2021/09/09

The very first step in any selling process is to find someone to tell about your product or service. Cold calling is fine and has an important place in sales, but it can be frustrating and usually has a low contact and acceptance rate. You can do much better if you can get a referral, if someone you already know advises you to talk to one of their contacts. So put down that cold call list as Scott and I discuss After Sales Issues - Referrals and other great ideas on episode 476 of the Winning at

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33:50

Sept 2021 - Implementation

WINNING AT SELLING ·

2021/09/02

You won the deal, now it’s time to execute on the agreement. Implementation and onboarding come with matching all the clients’ problems with your solutions. Is it possible for there to be misunderstanding and change orders? Does this sound familiar? If so, stay tuned, as Bill and I discuss – After Sales Issues – Implementation and other great ideas on episode 475 of the Winning at Selling Podcast

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36:44

Aug 2021 – Guest: Rob Jolles

WINNING AT SELLING ·

2021/08/29

What do you fear? In the words of our guest, “There is another fear that is a stumbling block for us all. What’s more, it is a far more personally destructive fear. I’m referring to the fear of change.” Do you fear change? Well, you are about to find out as Scott and I welcome Author and Sales Expert Rob Jolles to episode 474 of the Winning at Selling Podcast.

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