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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

31:23

Aug 2021 – Follow Up

WINNING AT SELLING ·

2021/08/19

We demonstrate value and commitment in our follow-up of emails, proposals and when the prospect goes silent. We can still maintain control in the conversation and win the sale based on our actions. If you have experienced any of these situations, stay tuned, as Bill and I discuss – After Sales Issues – Follow Up and other great ideas on episode 473 of the Winning at Selling Podcast.

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35:33

Aug 2021 – Closing the Sale

WINNING AT SELLING ·

2021/08/12

Just about every salesperson has heard this Alec Baldwin clip from the movie Glengarry, Glenn Ross. But is the hard close really the way to go in sales and is successful selling all about the close as some sales gurus would have you believe? Well, I guarantee you that Scott and I will have some strong opinions as we discuss Sales Process Part 10 – Closing the Deal and other great ideas on episode 472 of the Winning at Selling Podcast.

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31:54

Aug 2021 – Presenting Your Solution

WINNING AT SELLING ·

2021/08/05

7 Tips to winning clients, 15 tips for great proposals, How to present proposals in 15 steps (with pictures). There is no shortage of tips of presenting proposals but are they effective. Remember, proposals don’t sell, people do! Thanks for joining us today, as Bill and I discuss – Step 9 in the sales process – presenting your solution, and other great ideas on episode 471 of the Winning at Selling Podcast.

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36:50

Aug 2021 – Uncovering Budget

WINNING AT SELLING ·

2021/07/29

Studies have shown that many sales professionals are hesitant to talk about price with their client. And when the client final brings it up, the salesperson lacks the confidence to be credible. So, hold on to your wallets as Scott and I discuss Sales Process Part 8 – Budget and other great ideas on episode 470 of the Winning at Selling Podcast.

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33:36

July 2021 – Decision Making Process

WINNING AT SELLING ·

2021/07/22

What goes into the process of making decisions? How do people decide? Often it is the criteria, the context and the contrast. Do you know the process your prospect goes through in making decisions? Join Bill and I as we discuss the decision-making process and other great ideas on episode 469 of the Winning at Selling Podcast.

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45:50

July 2021 – Special Guest: Anthony Iannarino

WINNING AT SELLING ·

2021/07/15

What is the difference between working smarter vs, harder? Do you want to be efficient or effective? How is value determined? How hard should you pressure the prospect to close the sale? Bill and I are pleased, lucky, blessed, however you want to express a strong sincere appreciation to welcome Anthony Iannarino to our show today to discuss sales in today’s marketplace and other great ideas on episode 468 of the Winning at Selling Podcast.

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36:44

July 2021 – Questioning Techniques

WINNING AT SELLING ·

2021/07/07

We’ve all heard it before, people buy emotionally and justify it intellectually. And we need to remember, if we jump too quick to emotional triggers and the prospect gets defensive. Customers do not make decisions on Needs. They make decisions on Problems. Even more important, when changing a person’s behavior, consequences are more influential than value. Put on some comfortable shoe as Bill and I take you around the block, one more time as we discuss Sales Process Part 6 - Questioning

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41:36

July 2021 - Negotiating Closure with Michael Gregory

WINNING AT SELLING ·

2021/07/01

Think back to the last time you negotiated with a customer. How did it go? Were you disappointed with the results? Did you feel like the customer won, and you lost? Or did you feel like you got the better side of the deal? Could you have done better, and is there a way that both, you and the client, would be satisfied with the final contract? Scott and I are pleased to welcome Michael Gregory to discuss these important questions about negotiating closure and other great ideas on episode 466 of the

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30:01

June 2021 - Sales Process - Setting Expectations

WINNING AT SELLING ·

2021/06/24

Have you ever been in a client meeting and had to stop because the prospect ran out of time? Bummer, right? How about those meetings where you and the prospect can’t seem to get on the same page and you leave feeling confused? Double bummer! Many salespeople have disappointing meetings because they don’t take the time to set expectations with the prospect at the beginning of the meeting. So get on the edge of your seat as Scott and I discuss Sales Process Part 5 – Setting Expectations and other

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30:37

June 2021 - Sales Process - Creating Rapport

WINNING AT SELLING ·

2021/06/19

We all know, as a salesperson, we ask more questions than deliver statements, but do we know the answers are truthful? Some say the first step in the sales process defines the relationship and the mutual exchange of information. So, gather around as we as Bill and I discuss Sales Process Part 4 -Creating Trust and Rapport. That and much more on episode 464 of the Winning at Selling Podcast

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27:09

June 2021 - Sales Process - Prospecting

WINNING AT SELLING ·

2021/06/16

In coaching and training salespeople I often ask them what they dislike most about their job. The #1 answer: Cold Calling or prospecting. I will be the first to admit that it can be hard and frustrating work. But if you don’t learn to do it well, you will never succeed as a salesperson. So pull out that list of prospects as Scott and I discuss Sales Process Part 3 - Prospecting and other great ideas on episode 463 of the Winning at Selling Podcast.

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28:46

June 2021 - Sales Process - Qualifying

WINNING AT SELLING ·

2021/06/03

When a client initiates the conversation or reacts with interest and curiosity to something we initiated, we are in the qualifying phase. During this time, we move together to discuss value and demonstrate trust in a meaningful conversation between the salesperson and the prospect. If you feel strung along and misled, this one’s for you - as Bill and I discuss Sales Process Part 2 - Qualifying. That and much more on episode 460 of the Winning at Selling Podcast.

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36:05

May 2021 - Sales Process - Strategy

WINNING AT SELLING ·

2021/05/27

Before you create a contact list, attempt to prospect, or go to an appointment you may want to take a few hours to make sure you are contacting the right people and talking to them about the things that matter. Many salespeople don’t do this and waste time and resources going after prospects that can’t or won’t buy from them. So let’s learn why it doesn’t pay to “round up the usual suspects” as Scott and I discuss Sales Process Part 1 - Strategy and other great ideas on episode 461 of the Winning at

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41:49

May 2021 - Staging Experiences - Guest: Joe Pine

WINNING AT SELLING ·

2021/05/19

Too often salespeople position their products and services as commodities. Leading with price, discounting value, and selling out their reputation. This is all done before the prospect answers one question. The marketplace has change. Have you?! If you are in sales leadership, gather your team and turn up the volume as Bill and I discuss Delivering on the Customer Experience with our special guest Joe Pine. That and much more on episode 460 of the Winning at Selling Podcast. Topic 1:

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35:21

May 2021 - Top Tips for Selling More

WINNING AT SELLING ·

2021/05/13

Between us, Scott and I have over 60 years of experience in selling and 50 years training others to sell. Needless to say, when we offer to tell you our most important selling ideas, you might want to pay attention! So, get out your notepads and sharpen your pencils as Scott and I discuss Our Top Tips for Selling More and other great ideas on episode 459 of the Winning at Selling Podcast.

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36:54

May 2021 - Sales Compensation Plans

WINNING AT SELLING ·

2021/05/06

Compensation is the reward for work and risk. Sales leadership has a standing goal of rewarding the behavior you want to instill and inspire. And strategy will determine the greatest profit margin and market domination. How can we align strategy, compensation, and revenue projections? Look into the archives and retrieve that business plan and let’s update the strategy, compensation and relaunch our products and services as Bill and I discuss Sales Compensation Plans That and much more on episode

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33:12

May 2021 - The Challenge of Procurement

WINNING AT SELLING ·

2021/04/29

So, your sale just ended up with procurement, right? Well that doesn’t mean the end of the deal, or the end of profitability. A purchasing agent can be a daunting foe, or a great ally. It all depends on how you handle them and how you help them “get it right”. Don’t let that purchasing agent get you down. Instead, get empowered as Scott and I discuss The Challenge of Procurement and much more on episode 457 of the Winning at Selling Podcast.

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34:31

What is your Motivation?

WINNING AT SELLING ·

2021/04/23

The interaction of sales is a unique setting because often you are trying to motivate yourself, your team and prospects. Motivation means to “move emotionally.” To achieve maximum motivation and productivity for you and others, it’s important to consider and engage the different types of motivation. Get prepared to be moved emotionally as Bill and I discuss What is your Motivation? That and much more on episode 456 of the Winning at Selling Podcast.

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50:57

Apr 2021 - Sales Management That Works - Guest: Frank...

WINNING AT SELLING ·

2021/04/14

A career as a sales professional is peppered with constant decisions in behaviors and responses. Answers can contradict themselves on the same topic. Making the source questionable. Today we have the authority of sales process, sales management, and contributors to achieving sales goals. Be prepared for a sales transformation as Bill and I discuss Sales Management That Works with author, Harvard professor, and sales management expert, Frank Cespedes. That and much more on episode 455 of the

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30:42

Apr 2021- Dealing with Customers Who Delay

WINNING AT SELLING ·

2021/04/08

Well, Bill, thanks for putting this proposal together. It looks really good, but I need to think about it for a bit. I’ll give you a call in a couple of weeks – OK? But it’s NOT OK, is it? It sucks because you can feel the sale slipping away into an endless series of calls, delays and put offs. But what can you do about it now? The customer just took over the sale! So shake of those negative feelings as Scott and I discuss Dealing with Customers Who Delay and much more on episode 454 of the Winning

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