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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

43:26

Apr 2021 – How is Sales Changing?

WINNING AT SELLING ·

2021/04/01

It’s been said, “Change is inevitable.” And if you’ve been in sales the past few years, you know that to be true. The customer’s buying process has changed and so must the way that we sell. So buckle up you buckaroos as Scott and I discuss How is sales changing? and much more on episode 453 of the Winning at Selling Podcast.

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30:24

Mar 2021 - What is a Perfect Fit Prospect

WINNING AT SELLING ·

2021/03/26

It has been said; the riches are in the niches. How would you describe your niche? List three attributes of your perfect fit prospect. Each salesperson runs their own company and everyone sells against time. How can you run efficiently and effectively, to close the most amount of business, at the highest commission possible, with the least amount of time invested? Open up your genealogy journal as Bill and I discuss, What is a Perfect Fit? and much more on episode 452 of the Get in the Door

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32:41

Mar 2021 - Should You Be in Sales?

WINNING AT SELLING ·

2021/03/19

So, you think you want to be a sales person? But do you have what it takes? And can you overcome some of the challenges that have thwarted others who thought they wanted a career in sales as well? “So think big, think positive and never show any sign of weakness” as Scott and I discuss Should You Be in Sales? and much more on episode 451 of the Get in the Door Podcast.

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33:12

Mar 2021 - Technology, Friend or Foe with Kitty Hart

WINNING AT SELLING ·

2021/03/11

There is a strong wave of technology infiltrating the sales roles. Both in being more efficient in our daily behavior and by the prospect in limiting the interaction with a salesperson. This direction will not go away; however, we can use technology to improve and increase our results and overall success in our role of selling. Bill and Scott know better than to go at it alone on this topic, so we asked an expert guest: Kitty Hart to join us to discuss, Technology, Friend or Foe: and much more on

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27:21

Mar 2021 - Your Company Pitch

WINNING AT SELLING ·

2021/03/04

Ah, the company pitch! The chance for the salesperson to tell the prospect how wonderful their company is, whether they want to hear it or not. With that in mind, does your company pitch positively affect the client or does it turn them away? So clear the mechanism as Scott and I discuss Your Company Pitch and much more on episode 449 of the Get in the Door Podcast.

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33:31

Mar 2021 - Successful Onboarding

WINNING AT SELLING ·

2021/02/25

The last step in hiring salespeople is the onboarding process. Screening, interviewing, and selecting the best candidate can be wasted when integrating a new salesperson into a company culture, if setting the expectation, creating accountability, and enforcing consequences are need established from day one. So, open your mind and get into the present as Bill and I discuss Successful Onboarding and much more on episode 448 of the Get in the Door Podcast.

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34:27

Feb 2021 – Becoming an Industry Expert

WINNING AT SELLING ·

2021/02/18

We all know that product knowledge is important. After all, we don’t want to go into an appointment and not know what we are talking about. But the most accomplished salespeople go beyond knowing about their product to knowing about the industry. In this way they can bring new and valuable information to their customers. Listen for answers to these important questions as Scott and I discuss Becoming an Industry Expert and much more on episode 447 of the Get in the Door Podcast.

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35:03

Feb 2021 - Customer Contact During Lockdown - Guest:...

WINNING AT SELLING ·

2021/02/14

The Covid lockdown has changed the way we do business. Many of our methods for staying in contact with our customers have gone by the wayside. We are a full year into the problem and waiting for it to go away is a losing strategy. It’s time to develop new approaches and processes for building our customer relationships. So try not to get your knickers in a knot as I discuss Customer Contact During Lockdown with special guest, Peter Beaumont. That and much more on episode 446 of the Get in the Door

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26:59

Feb 2021 - Stop Helping People

WINNING AT SELLING ·

2021/02/04

Which is better? Give something to someone – or teach them how to find it themselves? There is a parable about a fish in this question. And why does this story upset and enable prospects. So, grab your fishing rod and tackle box as Bill and I discuss Stop Helping People and much more on episode 445 of the Get in the Door Podcast.

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37:03

Feb 2021 - LinkedIn - Your 24/7 Sales Tool

WINNING AT SELLING ·

2021/01/28

Social media is a juggernaut in the personal and business landscapes. Twitter, Facebook, Instagram and numerous others are a part of most people’s everyday lives. But as a purely business platform, none of these are as important as LinkedIn. Chances are you have a LinkedIn account, but are you using it as well as you could. Does it present you in the most advantageous way and is it creating new business for you as it should? Listen for answers to these important questions as Scott and Bill welcome

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29:05

Jan 2021 - Creating a Strong Value Proposition

WINNING AT SELLING ·

2021/01/21

What makes you different and better? Different does not mean better. It just means, not the same as. Could be better. Could be worst. Why should someone buy from You, and buy Now? So open your mind up to wonder and imagination as Bill and I discuss Creating a Strong Value Proposition and much more on episode 443 of the Get in the Door Podcast.

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31:33

Jan 2021 - Personal Branding

WINNING AT SELLING ·

2021/01/15

Who are you and what do you stand for? What is the exceptional and important value that you bring to the marketplace? The sales model is changing, and customers are looking for more from their relationships with a company and its representatives. More depth and more trust. Can you give that to them? So, put on your marketing caps as Scott and I discuss Personal Branding and much more on episode 442 of the Get in the Door Podcast.

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38:56

Jan 2021 - Building Rapport with Prospects

WINNING AT SELLING ·

2021/01/07

Often I ask salespeople what is the most important step in the sales process. I usually hear multiple answers. My answer is the first step. Without it nothing else happens. Gather around the campfire as Bill and I discuss Building Rapport with Prospects and much more on episode 441 of the Get in the Door Podcast.

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30:13

Jan 2021 - Staying Mentally Strong

WINNING AT SELLING ·

2021/01/02

It’s tough out there, you know. Client’s won’t take my calls and when I do get hold of someone I can’t get the appointment. Sales are slow because of the lockdown and I don’t know if I can hang on. The weather is terrible too and when it gets like this my leg hurts… Well I don’t need to go on, because you’ve heard it all before. What you can do to combat these feelings by Staying Mentally Strong is what Scott and I discuss, that and much more on episode 440 of the Get in the Door Podcast.

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41:26

Dec 2020 - Why the Brain Buys

WINNING AT SELLING ·

2020/12/25

Ever scratch your head and ask yourself, why did I do that OR what was I thinking? Well, it’s quite possible, you were not thinking, rather acting out of existence and the subconscious. These are legit reasons; however, they may not hold up in court or in a conversation with your sales manager. We are so lucky to have a neuroscientist with us today to discuss the brain, why it follows and how you can make it work for you. So put your phone on silent, grab a notebook and pen and take notes as Bill

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38:36

Dec 2020 – Handling the BIG Objections

WINNING AT SELLING ·

2020/12/17

The sale is moving forward nicely. You’ve had some great discovery sessions and have put together a solid proposal. Now as you are discussing the details you hit a snag. One of the key influencers raises an objection. How do you deal with it? What answer do you give? Handling key objections should be a part of your preparation as you move toward the close of a sale. So put on your helmets and tighten your chinstraps as Scott and Bill discuss Handling the BIG Objections and much more on episode 438

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47:00

Dec 2020 - Goal Setting

WINNING AT SELLING ·

2020/12/10

For most of us, 2020 will go down as a year of adaptation. Some goals were met, others abandon. Without options, we feel helpless, which leads to hopeless. A terrible state. Based on your current outcomes, what goals will you commit to next year, next week or even tomorrow? Let’s start a wish list of the areas in your life you want to transform, as Bill and I discuss Goal Setting and much more on episode 437 of the Get in the Door Podcast.

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34:34

Dec 2020 - Quickly Creating Rapport (Customer)

WINNING AT SELLING ·

2020/12/03

When I ask salespeople why their customers change vendors the number one answer I get is price. But when you look at B to B surveys the reality is much different. One survey I saw showed that only 15% left because of dissatisfaction with the product or price. The REAL number one answer – 67% of customers leave because they don’t feel valued by the vendor. How do we fix this? Well one way is to develop better relationships with our customers. So fasten your seatbelts, it’s going to be a bumpy night

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32:56

Nov 2020 - Defining Objectives

WINNING AT SELLING ·

2020/11/28

There is a difference between can and will. Some salespeople can close, but don’t. There is also a difference between can, will and should. Salespeople that can and will sell, should sell what to whom? Defining the ‘what’ and ‘whom’ is the start of defining your objectives. In the words of Zig Ziglar, get out your talking pad as Bill and 'The Professor' discuss Defining Objectives and much more on episode 435 of the Get in the Door Podcast.

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33:36

Nov 2020 - How You Sell: Keys to Professional Behavior

WINNING AT SELLING ·

2020/11/19

So, you call yourself a sales professional! And that might be true, in that you get paid to do what you do. But are you at the top of your game or are you satisfied to play at an amateur level. We know that professional athlete’s practice and exercise so that on game day they can be the very best, the most elite of those who play the sport. Shouldn’t we strive for that level of competence in our sales careers? So light your torches and pull up your tights as Scott and Bill discuss on How You Sell –

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286 results

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