Latest Billhellkamp Podcast Episodes
Nov 2023- 7 Ways to Demotivate Your Sales Team
WINNING AT SELLING - November 05, 2023 14:59 - 35 minutes ★★★★★ - 106 ratingsEverywhere 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 t...
Oct 2023 - Special Guest - Mike Weinberg
WINNING AT SELLING - October 26, 2023 13:56 - 39 minutes ★★★★★ - 106 ratingsDo 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 a...
Oct 2023 - Creating the Big MO (Momentum)
WINNING AT SELLING - October 20, 2023 16:39 - 34 minutes ★★★★★ - 106 ratingsThere 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 force...
Oct 2023 - Overcoming the Need for Social Approval
WINNING AT SELLING - October 11, 2023 13:30 - 34 minutes ★★★★★ - 106 ratingsEmotionally 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 s...
Oct 2023 - Steve Keating - How to Move from Sales Rep to Trusted Advisor
WINNING AT SELLING - October 04, 2023 20:42 - 31 minutes ★★★★★ - 106 ratingsAccording 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 rep...
Oct 2023 - Signs Salespeople are Leaving
WINNING AT SELLING - September 28, 2023 15:38 - 30 minutes ★★★★★ - 106 ratingsIt 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...
Sept 2023 - How to Become a Sales GOAT
WINNING AT SELLING - September 22, 2023 22:04 - 27 minutes ★★★★★ - 106 ratingsI 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 cand...
Sept 2023 - Special Guest - Tom Guetzke : The Winner’s Attitude
WINNING AT SELLING - September 14, 2023 14:32 - 28 minutes ★★★★★ - 106 ratingsA 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 af...
Sept 2023 - Sales Lessons from Great Competitors
WINNING AT SELLING - September 06, 2023 21:07 - 28 minutes ★★★★★ - 106 ratingsAre 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 Sa...
Sept 2023 - Top 6 Sales Challenges (ChatGPT)
WINNING AT SELLING - August 31, 2023 14:53 - 33 minutes ★★★★★ - 106 ratingsAI 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 ex...
Aug 2023 - Special Guest Paul Omodt - People and The Stories They Sell
WINNING AT SELLING - August 24, 2023 14:35 - 30 minutes ★★★★★ - 106 ratingsIs 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...
Aug 2023 - Are You Ready for Sales Training?
WINNING AT SELLING - August 17, 2023 13:38 - 34 minutes ★★★★★ - 106 ratingsTiming 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, interrup...
Aug 2023 - Dangerous Lessons
WINNING AT SELLING - August 10, 2023 20:16 - 31 minutes ★★★★★ - 106 ratingsWhat 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 le...
Aug 2023 - John Baker - The Asking Formula
WINNING AT SELLING - August 03, 2023 21:27 - 30 minutes ★★★★★ - 106 ratingsHow 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 ...
July 2023 - Take Control of Your Own Development
WINNING AT SELLING - July 28, 2023 14:16 - 30 minutes ★★★★★ - 106 ratingsSome 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 speci...
July 2023 - DiSC Selling
WINNING AT SELLING - July 19, 2023 21:33 - 31 minutes ★★★★★ - 106 ratingsHow 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 ...
July 2023 - Guest: Dave Cornell – Dealing with Fear
WINNING AT SELLING - July 12, 2023 18:48 - 27 minutes ★★★★★ - 106 ratingsThere 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...
July 2023 - Uncovering Motivation
WINNING AT SELLING - July 06, 2023 13:39 - 29 minutes ★★★★★ - 106 ratingsWhat 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 57...
July 2023 - Should I Stay or Should I Go?
WINNING AT SELLING - June 28, 2023 20:13 - 35 minutes ★★★★★ - 106 ratingsAre 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 ...
June 2023 - Special Guest Nan Gesche
WINNING AT SELLING - June 20, 2023 22:16 - 30 minutes ★★★★★ - 106 ratingsCreating 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 s...
June 2023 - The Mindset of a Sales Professional
WINNING AT SELLING - June 16, 2023 18:35 - 30 minutes ★★★★★ - 106 ratingsAchieving 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 M...
June 2023 - 6 Pitching Techniques to Use When Budgets Are Tight
WINNING AT SELLING - June 09, 2023 14:04 - 26 minutes ★★★★★ - 106 ratingsPersuasion 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, cu...
June 2023 - Special Guest: Rebecca Gebhardt
WINNING AT SELLING - June 01, 2023 17:55 - 34 minutes ★★★★★ - 106 ratingsWe 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 perform...
May 2023 – Creating the Course of a Conversation
WINNING AT SELLING - May 25, 2023 19:21 - 29 minutes ★★★★★ - 106 ratingsConversations 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? ...
May 2023 – Get the Most Out of Networking
WINNING AT SELLING - May 19, 2023 17:14 - 38 minutes ★★★★★ - 106 ratingsNetworking 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...
May 2023 – Special Guest John Christensen from FISH!
WINNING AT SELLING - May 11, 2023 14:39 - 30 minutes ★★★★★ - 106 ratingsPeter 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 optio...
May 2023 – Do I Need a Sales Coach?
WINNING AT SELLING - May 05, 2023 20:36 - 34 minutes ★★★★★ - 106 ratingsSales is a difficult and often lonely business. Despite all of those meetings, lunches and golf dates each salesperson, at the end of the day or week or month, is left alone with their quota and their commission check. If we didn’t do so good, we can turn to our sales manager for help, if we da...
May 2023 – Mastering Resilience
WINNING AT SELLING - April 27, 2023 15:15 - 34 minutes ★★★★★ - 106 ratingsStress is caused when you don’t feel in control of your life, your normal routine is disrupted, you don’t feel productive, and you have no idea when the recovery from the disruption will appear. Resilience is a choice based on being prepared, adaptable and optimistic. How can you prepare? What ...
Apr 2023 – Special Guest Floyd Carlson
WINNING AT SELLING - April 21, 2023 21:24 - 29 minutes ★★★★★ - 106 ratingsWhat percentage of leaders in your career would you work for again? The typical response is less than 27% or “none of them!" And then there are those memorable leaders who have inspired us and moved us to want to work with them again. They leave footprints of success we can all learn from. ...
Apr 2023 – Stop Focusing on the Customer Funnel
WINNING AT SELLING - April 14, 2023 16:38 - 31 minutes ★★★★★ - 106 ratingsOften when salespeople concentrate on the sales process versus the customer experience, they increase customer dissatisfaction. People love to buy, they hate to be sold. How you communicate and deliver value in today's marketplace is based on the customer's experience when making a purchase. ...
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