WINNING AT SELLING
357 episodes - English - Latest episode: 12 days ago - ★★★★★ - 106 ratingsWelcome 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 projecting a positive attitude.
Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.
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Episodes
Apr 2024 - Personal Sales Strategy
April 13, 2024 17:46 - 32 minutes - 26.7 MBHaving no plan is really a plan to fail. But by thinking through our goals we can develop the detailed steps we must accomplish in order to attain that big objective. As the saying goes, “How do you eat an elephant? One bite at a time.” And as a sales professional you will need to analyze, determine and plan out those “bites”. So grab a knife and fork as Scott and I dig into the steps for creating a Personal Sales Strategy on Episode 611 of the Winning at Selling podcast.
Apr 2024 - Who are They Working For?
April 07, 2024 14:18 - 32 minutes - 26.7 MBWe all have different goals and priorities. Measured on different benchmarks. Fueled by different motivations. Have you ever met someone and wondered what their motivation is for doing what they do? What’s in it for them? We present our solutions to prospects with a WIIFM approach, but how about when someone is selling to us. Let’s flip the script as Bill, and I investigate, Who are They Working For?- on episode 610 of the Winning at Selling Podcast.
Apr 2024 -Special Guest Jimmy Z
March 28, 2024 17:41 - 35 minutes - 27.9 MBDr. Dennis Waitley once said, “You must look within for value, but must look beyond for perspective.” Our customers are looking for value, but to gain their perspective we need to look at the issues from their point of view. Only then can we make a sale that delivers that value. So, get ready to look at the world in a different way as Scott and I welcome author and sales expert Jimmy Z to discuss Shift Your Sales Perspective on Episode 609 of the Winning at Selling podcast.
Mar 2024 - Memorable Moments
March 23, 2024 15:51 - 37 minutes - 29.6 MBDo we learn more from successes or failures? Regret can be a wonderful teacher if we let it. How do with treat regret? Success can validate us, but failure keeps us in the game – if we get back up. Do you want to stay in the game and do better in the future? Don’t regret skipping this episode as Bill, and I reminisce about Memorable Moments - sales lessons learned the hard way on episode 608 of the Winning at Selling Podcast.
FISHcast - Wake Up to How you Show Up
March 23, 2024 14:46Thank you for joining us on the inaugural episode of The Joy Café, where we discuss important issues that change our lives by applying the four practices of the FISH! Philosophy. Subscribe and stay tuned for more episodes on transforming cultures and special guests that lead others to greater results.
Mar 2024 - 5 Ways You Are Hurting Your Sales
March 14, 2024 16:07 - 32 minutes - 25.8 MBCould it be that the key reasons that a salesperson loses a deal is through self-inflicted wounds? Is it possible that the mistakes they make when interacting with a prospect are the very things that cause the sale to be lost or “put on hold”? Get ready for what might be a painful self-examination as Scott and I dive into the topic 5 Ways You Are Hurting Your Sales and other radical ideas on Episode 607 of the Winning at Selling podcast.
Mar 2024 - Special Guest Seth Johnson - Selling in Sync
March 11, 2024 13:09 - 29 minutes - 23.2 MBWhat 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 ...
Mar 2024 - The Entrepreneurial Salesperson
February 29, 2024 19:45 - 32 minutes - 24 MBI 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.
Feb 2024 - Referrals: Asking, Giving and Receiving
February 22, 2024 17:37 - 32 minutes - 23.6 MBThe 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 ...
Feb 2024 – Special Guest Mark Hunter (The Sales Hunter)
February 14, 2024 23:04 - 31 minutes - 21.6 MBSome 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 th...
Feb 2024 – Keeping a Positive Attitude When Sales are Down
February 10, 2024 15:21 - 36 minutes - 27.4 MBSales 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.
Feb 2024 - Work Habits of Top Sales People
February 03, 2024 19:33 - 30 minutes - 23.5 MBJohn 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.
Jan 2024 - Special Guest Joe Schmit
January 25, 2024 15:11 - 36 minutes - 29.6 MBAs 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.
Jan 2024 - Maintaining Your Profit Margin
January 22, 2024 17:37 - 33 minutes - 25.8 MBIs 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.
Jan 2024 - Unseating the Incumbent
January 13, 2024 15:53 - 29 minutes - 22.7 MBMost 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.
Jan 2024 - Special Guest Eric Harkins
January 04, 2024 16:12 - 34 minutes - 26.6 MBDo 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 ...
Jan 2024 - When Good Sales Calls Go Bad
December 30, 2023 18:32 - 35 minutes - 27.9 MBEver 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.
Dec 2023 - Winning a Competitive Sale
December 26, 2023 13:46 - 32 minutes - 25 MBSon 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.
Dec 2023 - Susan Scott – Fierce Conversations
December 14, 2023 15:03 - 32 minutes - 24.2 MBSales 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.
Dec 2023 - Get Ready for 2024
December 07, 2023 22:15 - 34 minutes - 28 MBIt’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.
Dec 2023 - How to Sell New Products
November 30, 2023 16:19 - 31 minutes - 26.6 MBSeasoned 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.
Nov 2023 - Special Guest Kelli Schutrop
November 23, 2023 17:22 - 35 minutes - 26.8 MBAs 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.
Nov 2023 - Questions from Listeners
November 16, 2023 22:18 - 31 minutes - 26.4 MBWhile 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.
Nov 2023 - Avoiding Disappointment
November 09, 2023 17:44 - 29 minutes - 25 MBAs 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.
Nov 2023- 7 Ways to Demotivate Your Sales Team
November 05, 2023 14:59 - 35 minutes - 30 MBEverywhere 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 e...
Oct 2023 - Special Guest - Mike Weinberg
October 26, 2023 13:56 - 39 minutes - 33.9 MBDo 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 a...
Oct 2023 - Creating the Big MO (Momentum)
October 20, 2023 16:39 - 34 minutes - 31 MBThere are forces in nature. Invisible forces that act upon all physical objects and beings. Some of these forces can be destructive or restrictive such as friction or gravity. And others can be constructive or multiplying such as focus and repetition. Today we want to consider one of these forces and determine if we can use it to be more successful. So, lace up your running shoes as Scott and I investigate Creating the Big MO and other mesmerizing concepts on episode 586 of the Winning at ...
Oct 2023 - Overcoming the Need for Social Approval
October 11, 2023 13:30 - 34 minutes - 28.7 MBEmotionally risking is a typical bet salespeople make every day. Not risking is the surest way of losing. How can you increase your chances of winning? How can you reframe your mindset to overcome the conceptual barriers that limit your results? Learn how to conquer the greatest weakness salespeople experience as Bill, and I discuss Overcoming the Need for Social Approval and other deep thoughts on episode 585 of the Winning at Selling Podcast.
Oct 2023 - Steve Keating - How to Move from Sales Rep to Trusted Advisor
October 04, 2023 20:42 - 31 minutes - 25.6 MBAccording to the US Bureau of Labor Statistics there a 13,183,250 people listing their job title as sales or selling. They have a mean annual wage of $50,370 (and that is really mean!) and if you are in the 90th percentile, the average wage is $94,040. That tells us that there a lot of sales reps out there who are basically starving to death because they don’t know how to differentiate themselves from the pack. So, if you want to move into that top 10%, listen up as Scott and I welcome our...
Oct 2023 - Signs Salespeople are Leaving
September 28, 2023 15:38 - 30 minutes - 26.1 MBIt has been said people do not leave companies, they leave bad managers. What are the signs your sales team is considering other options - outside of the company? And I'm not talking about new clients through prospecting. I'm referring to salespeople looking for other companies to sell for. As a sales manager what do you look for in these circumstances and as a salesperson are you tipping your hand. Stay right where you are as Bill, and I discuss Signs Salespeople are Leaving and other ...
Sept 2023 - How to Become a Sales GOAT
September 22, 2023 22:04 - 27 minutes - 23.7 MBI imagine that most of our listeners are pretty good at selling. I would even wager that most of you are in that vaunted Top 20 Percent that make most of the sales for your company. Perhaps that gives you a little swagger at the awards convention. But really, that is a pretty small pool of candidates. How about being the best in the industry, the best in your city or even one of the best sales professionals in the whole country! Now that would be something. Be ready to have your greatnes...
Sept 2023 - Special Guest - Tom Guetzke : The Winner’s Attitude
September 14, 2023 14:32 - 28 minutes - 22.9 MBA new study of 1 million people revealed that a positive attitude makes you dramatically more successful! Those who are happy at work are more committed to their organization, rise to positions of leadership, achieve higher sales, and suffer fewer health problems. Happiness should not be an afterthought for selling. It should be an essential goal – entwined with critical selling skills as the key to individual and organizational success! When you build an environment focused on nurture...
Sept 2023 - Sales Lessons from Great Competitors
September 06, 2023 21:07 - 28 minutes - 25 MBAre great salespeople similar to great athletes? They certainly have a desire to win and for many, sales can be more lucrative than sports. But it’s not easy to be the best and it’s not something for the weak of heart or the lazy of character. So, lace up your cleats as Scott and I examine Sales Lessons from Great Competitors and other fascinating info on episode 580 of the Winning at Selling podcast.
Sept 2023 - Top 6 Sales Challenges (ChatGPT)
August 31, 2023 14:53 - 33 minutes - 27.8 MBAI is becoming more popular and confusing. What is real and what is the output of a formula? But we cannot ignore this movement. Let’s see what ChatGPT responds with when asked for the Top Challenges Salespeople experience in the marketplace. Standby for real advice with over 82 years of experience – before AI, as Bill and I explore, Top 6 Sales Challenges According to ChatGPT and other nifty ideas on episode 579 of the Winning at Selling Podcast.
Aug 2023 - Special Guest Paul Omodt - People and The Stories They Sell
August 24, 2023 14:35 - 30 minutes - 24.9 MBIs there a difference between a "sales situation" and a "crisis situation"? Do they both require strategic crisis communication techniques? Chances are, you haven't often thought of a sales call and a crisis communication the same way but you might after this podcast! Fortunately, we’re not in a crisis mode because Scott and I are welcoming crisis communication expert Paul Omodt to discuss People and The Stories They Sell on episode 578 of the Winning at Selling podcast
Aug 2023 - Are You Ready for Sales Training?
August 17, 2023 13:38 - 34 minutes - 29.4 MBTiming is everything. This saying also applies to sales training. Often leadership gets excited about increasing sales quickly, but not developing the areas that support the sales process, messaging, marketing, and overall effectiveness. What frustrates salespeople, prolongs results, interrupts the customer journey, all at the expense of loss opportunities, which cannot be calculated? Interested in creating a foundation to maximize your sales activities? Stay tuned as Bill and I explo...
Aug 2023 - Dangerous Lessons
August 10, 2023 20:16 - 31 minutes - 27.1 MBWhat you believe about yourself and your ability to succeed resides deep down in your psyche. It is the accumulation of your personal experiences and also what you have been taught by family, teachers, coaches and other important influencers in your life. But experience can teach us the wrong lessons and many of the aphorisms drilled into us in our youth might keep us from achieving the success we desire. It's time to examine what you think you know as Scott and I discuss Dangerous Lessons...
Aug 2023 - John Baker - The Asking Formula
August 03, 2023 21:27 - 30 minutes - 26 MBHow many times during the day – in a sales call, prospecting for new clients, conducting a presentation, or leading a meeting – is it vital for you to ask for something you want to achieve your goals? Yet many of us don’t…we don't ask for what we want. Rather, we sabotage ourselves through bad communications habits that act as roadblocks to achieving our goals. Asking is a simple skill, but it is not easy to master and there is no exaggerating its benefit. Stay tuned as Bill and I welco...
July 2023 - Take Control of Your Own Development
July 28, 2023 14:16 - 30 minutes - 24.4 MBSome employees are fortunate to have their organizations provide a comprehensive and ongoing development program in which they can participate. But for many salespeople and those of you who are solopreneurs, these is no comprehensive program. So, what do you do? If your smart, you’ll pay special attention as Scott and I discuss Take Control of Your Own Development on episode 574 of the Winning at Selling podcast.
July 2023 - DiSC Selling
July 19, 2023 21:33 - 31 minutes - 26.7 MBHow are decisions really made? We know people love to buy but hate to be sold. With every decision there is a criteria, process, and motivation, and a person involved. What else do we need to know? What are their priorities, beliefs, preferences and in what situations do they thrive, and others they want to cry. Let’s gather around and talk about how we can approach everyone differently and still achieve the same goal as Bill and I discuss DiSC Selling on episode 573 of the Winning at Sell...
July 2023 - Guest: Dave Cornell – Dealing with Fear
July 12, 2023 18:48 - 27 minutes - 24.4 MBThere are many issues which cause us to be fearful. Darkness, loud sounds, heights and closed in spaces can all cause this feeling. In sales we might suffer from a fear of rejection or failure or crazy enough, success. I doubt if anyone is completely fearless and could have survived past the age of 12. Fear and caution are very good at keeping us alive. But an over abundance of caution can keep us locked in to mediocrity. So get out from under your bed and tune in to episode 572 of the Wi...
July 2023 - Uncovering Motivation
July 06, 2023 13:39 - 29 minutes - 25.4 MBWhat do you concentrate on during the day? What do you dwell on? What is your motivation? We all have an internal operating system built on a set of beliefs and powered by our true motivation. Let's get motivated and get into alignment as Bill and I consider Uncovering Motivation on episode 571 of the Winning at Selling Podcast.
July 2023 - Should I Stay or Should I Go?
June 28, 2023 20:13 - 35 minutes - 29.1 MBAre you unhappy with your company or your sales position? Do you feel that there are better opportunities out there for the taking? Is your company not treating you right? You are not alone in these feelings. Many sales professionals wonder what they should do. So examine with Scott and I if you’re in a good or bad position as we discuss Should I Stay or Should I Go? and other cool stuff on episode 570 of the Winning at Selling Podcast.
June 2023 - Special Guest Nan Gesche
June 20, 2023 22:16 - 30 minutes - 24.7 MBCreating influential conversations is the goal of every salesperson. The outcome is a collaboration between the prospect and salesperson, agreeing on the exchange of value for a price. Sometimes salespeople need to negotiate to create and define what’s most valuable in the exchange. Let’s spend some time together and crack the collaboration code as Bill and I welcome Nan Gesche to episode 569 of the Winning at Selling Podcast.
June 2023 - The Mindset of a Sales Professional
June 16, 2023 18:35 - 30 minutes - 25.1 MBAchieving and maintaining the right mindset is crucial to your success in sales. It gets you up before you can get down and sustains you when the process gets hard. But what is the right mindset and how can I get myself to that position? So “clear the mechanism” as Scott and I discuss The Mindset of a Sales Professional and other interesting tidbits on episode 568 of the Winning at Selling Podcast.
June 2023 - 6 Pitching Techniques to Use When Budgets Are Tight
June 09, 2023 14:04 - 26 minutes - 22.5 MBPersuasion and influence is not always a prepared presentation, it’s an overall process — a process of learning about your criteria, audience, building their trust, and building a case that addresses their interests. Today, we will address six techniques you can apply to persuade a prospect, customer or client to invest their funds when budgets are tight. In the words of Zig Ziglar, get out your talking pad - as Bill and I discuss 6 Pitching Techniques to Use When Budgets Are Tight and o...
June 2023 - Special Guest: Rebecca Gebhardt
June 01, 2023 17:55 - 34 minutes - 27.9 MBWe are all a combination of strengths and weaknesses. Our strengths allow us to get tasks done quickly with a feeling of competence while our weaknesses can cause us frustration, procrastination and consternation. The question is, what do we do about this conundrum and how do improve our performance? Let’s start by pulling out your strength assessment as Scott and I welcome our guest, Rebecca Gebhardt to episode 566 of the Winning at Selling Podcast.
May 2023 – Creating the Course of a Conversation
May 25, 2023 19:21 - 29 minutes - 24.8 MBConversations have a sequence with different directions. General questions at the beginning and detailed ones near the end. Based on the information acquired the duration and outcome of the conversation will vary. During this time, are you having a discussion or a dialogue with another person? What is the difference? Are you ready to get into it as Bill and I discuss Creating the Course of a Conversation and other interesting topics on episode 565 of the Winning at Selling Podcast.
May 2023 – Get the Most Out of Networking
May 19, 2023 17:14 - 38 minutes - 31.9 MBNetworking can be a great way to meet new prospects, but many salespeople find it intimidating, frustrating or without value. If that’s the case for you, perhaps you don’t know how or where to do it correctly. So let’s get focused on making small talk as Scott and I discuss, Get the Most Out of Networking and other stimulating topics on episode 564 of the Winning at Selling Podcast.
May 2023 – Special Guest John Christensen from FISH!
May 11, 2023 14:39 - 30 minutes - 25.2 MBPeter Drucker once said – “Culture eats strategy for lunch.” The common topics of blogs and podcasts are often focused on retention, recruiting, and defining the overall culture. “I heard a quote, “Culture is defined by what leadership is willing to tolerate.” Are you ready to create some options of transforming your culture, or do you want to settle for the same old status quo? Don’t change the channel, as Bill and I welcome John Christensen, film maker and founder of the FiSH! phi...