Latest Billhellkamp Podcast Episodes
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. ...
Apr 2023 – Secrets to Closing the Sale
WINNING AT SELLING - April 06, 2023 14:38 - 33 minutes ★★★★★ - 106 ratingsIn Glengarry Glen Ross, sales motivator, Blake, tells the sales team to “ABC – Always Be Closing. It’s close or hit the bricks.” And he represents what many people envision when they think of salespeople. But in his own belligerent way he is correct. At some point we need to close the deal, to ...
Apr 2023 – Special Guest Anne Schoolcraft
WINNING AT SELLING - March 30, 2023 16:48 - 31 minutes ★★★★★ - 106 ratingsYour mobile phone has an operating system. Your automobile runs on multiple circuits making up the operating system. Our belief system makes up our personal operating system. AND your sales role and business runs on an operating system. Learn how your operating systems can contribute to an im...
Mar 2023 – Key Sales Challenges for 2023
WINNING AT SELLING - March 22, 2023 21:03 - 35 minutes ★★★★★ - 106 ratingsWe are almost to the end of the first quarter of the new year. For many sales professionals it has been a difficult start. Our economy is exhibiting record inflation and in an effort to quell it, the FED has raised interest rates from 0 in January, 2022 to almost 5% today. Gas prices almost dou...
Mar 2023 - Managing Your Time
WINNING AT SELLING - March 17, 2023 15:05 - 32 minutes ★★★★★ - 106 ratingsEvery day you trade your time for better results and a better life. No two people make the same Time Trades, as everyone is different. Beginning with intention and ending with action will determine your results, your life, and define your reputation. Thank you for investing your time, as Bi...
Mar 2023 - Guest: Corky Hall – Aligning Sales with the Brand
WINNING AT SELLING - March 10, 2023 13:26 - 32 minutes ★★★★★ - 106 ratingsWhat has the biggest influence on your decision to purchase an item? Is it the price, availability, scarcity, or the brand? If it’s the brand, how can salespeople be effective - or are they really needed? No, this is not a doomsday warning, but it may help you stay alive as Bill and I we...
Mar 2023 - Revenue vs. Expenses
WINNING AT SELLING - March 03, 2023 18:24 - 34 minutes ★★★★★ - 106 ratingsSome business leaders and financial professionals make decisions based on fear versus opportunity. If these opportunities are ignored, the chance of increased revenue is lost, because the focus is on fear. You cannot increase revenue by cutting expenses. Listen up, as Bill, and I discuss Rev...
Feb 2023 - Revenue vs. Expenses
WINNING AT SELLING - March 03, 2023 18:24 - 34 minutes ★★★★★ - 106 ratingsSome business leaders and financial professionals make decisions based on fear versus opportunity. If these opportunities are ignored, the chance of increased revenue is lost, because the focus is on fear. You cannot increase revenue by cutting expenses. Listen up, as Bill, and I discuss Rev...
Feb 2023 - What is Your Client Worth?
WINNING AT SELLING - February 23, 2023 14:20 - 39 minutes ★★★★★ - 106 ratingsRevenue is a big factor in understanding customer value, but it isn’t the only measure. There are a number of other issues that must be examined. By looking at a customer critically we can ascertain their true value to the organization and determine the level of service they should receive. ...
Feb 2023 - Special Guest Danita Bye
WINNING AT SELLING - February 16, 2023 21:22 - 34 minutes ★★★★★ - 106 ratingsDid you make a list of New Year’s Resolutions? Is it difficult to stick to multiple resolutions. It’s easy to get fired up about a grand idea for the first 30 to 60 days of the year. Then, run out of steam. Perhaps your good intentions fade into the background as you get caught up on a To Do Lis...
Feb 2023- What if they bring up POLITICS?
WINNING AT SELLING - February 10, 2023 14:28 - 27 minutes ★★★★★ - 106 ratingsYour initial interview is going along well when all of a sudden the prospect says something like, “Can you believe what those idiots in Washington just did?” What do you do? Do you agree with them or - do you disagree? Or do you just keep your mouth shut and hope she moves on? And exactly what...
Feb 2023 - Your Relationship with Money
WINNING AT SELLING - February 03, 2023 18:58 - 30 minutes ★★★★★ - 106 ratingsMoney is a tool and resource to managing your life and career and your success, in either, is based on how well you behave with it. Is it skill, luck, guilt, or greed. Open up your purses and wallets, as Bill, and I discuss Your Relationship with Money and other interesting ideas on episode 5...
Jan 2023 – Special Guest Wendy Weiss
WINNING AT SELLING - January 27, 2023 19:05 - 33 minutes ★★★★★ - 106 ratings“Sales is a contact sport.” We have all heard that before. I like the saying, “If you can take a call, you can make a call.” Sales is also a proactive game, with prospecting being the start of the sales conversation. Listen up as we discuss how to start more conversations as Scott, and I welco...
Jan 2023 – Leading Effective Sales Meetings
WINNING AT SELLING - January 22, 2023 16:10 - 30 minutes ★★★★★ - 106 ratingsSales meetings are a weekly scheduled activity. Leading the sales team by maintaining bilateral communication, sharing scorecards while receiving market changes, conveying company direction; and delivering coaching, training and performance goals. So, what does an effective sales meeting look l...
Jan 2023 – Goals or Priorities
WINNING AT SELLING - January 13, 2023 12:51 - 39 minutes ★★★★★ - 106 ratingsIt’s the beginning of a new year and we naturally consider how last year has gone and what we want to happen in the year to come. But what can we do so that there is a positive change and how can we make this year better than the last? If these questions resonate with you, pull out your “To Do...
Jan 2023 – Questions from Our Listeners
WINNING AT SELLING - January 06, 2023 20:22 - 38 minutes ★★★★★ - 106 ratingsKnowledge has timing and sometimes it’s out of step. We may have heard the answer in the past but didn’t know the question until now. Now that the answer has been forgotten. Are you in a philosophical state of mind? Stay tuned to hear the questions and answers -together - as Bill, and I answer...
Jan 2023 - Elon Musk’s Productivity Recommendations
WINNING AT SELLING - December 30, 2022 13:40 - 34 minutes ★★★★★ - 106 ratingsHow can I get my work done when there are so many meetings – and most of them are just a waste of time! If you find this to be a challenge at your company, you are not alone. Recently one of the world’s most successful entrepreneurs sent a memo to his employees on just his frustrating topic and ...
Dec 2022 - Getting out of a Slump
WINNING AT SELLING - December 22, 2022 12:52 - 32 minutes ★★★★★ - 106 ratingsEver have a bad day turn into a bad month. Sometimes we fall into a rut and it seems nothing is working, the leads are all bad and the quotes stop turning into purchase orders. We take emotional risks without getting a good return on our time, effort and operating expenses. How do we turn it ar...
Dec 2022 - Special Guest: Brent Widman
WINNING AT SELLING - December 16, 2022 13:07 - 32 minutes ★★★★★ - 106 ratingsWhat attributes separate the common salesperson from a truly successful sales professional? Is it being a “good talker” as we so frequently hear? Or is it the courage to call on anyone at any organization? Is it some kind of “superpower” that they have, or could it be something simpler than that...
Dec 2022 - Validation or Vindication
WINNING AT SELLING - December 07, 2022 16:48 - 26 minutes ★★★★★ - 106 ratingsOften unconscious human behavior is grounded in a need for validation or vindication from others. We have a desire for approval of current behavior or a yearning of clemency for past discretions. Both can limit your progress and development. Remember: you are in the circle of trust, as Bill, ...
Dec 2022 - Being Trustworthy
WINNING AT SELLING - December 01, 2022 14:14 - 30 minutes ★★★★★ - 106 ratingsAccording to a Hubspot survey conducted in 2016 only 3% of respondents believe that salespeople are “trustworthy”! Only 3% - that’s pretty low. But it’s not my fault is it? Or your? Well, perhaps it is. Because we are all responsible for how our profession is perceived by our customers. So we ...
Nov 2022 - Special Guest Manny Steil
WINNING AT SELLING - November 28, 2022 15:29 - 29 minutes ★★★★★ - 106 ratingsOutstanding leaders are outstanding listeners. And when you are in sales, you’re a leader. As we interact with prospects, clients, customers and colleagues’ successful relationships start with listening. And if you don’t listen to know what they are talking about – you don’t know what you are ta...
Nov 2022 - First Impressions
WINNING AT SELLING - November 16, 2022 19:04 - 32 minutes ★★★★★ - 106 ratingsYou never get a second chance to make a first impression – or so the saying goes. If that’s true, then we should have a better understanding of how people judge us and how they determine if we are the type of person with whom they want to do business. Likewise, we should understand when we start...
Nov 2022 - Renegotiate or Reframe
WINNING AT SELLING - November 10, 2022 16:30 - 33 minutes ★★★★★ - 106 ratingsThe market is constantly changing. New companies are being launched. Seasoned businesses are merging; while others are closing their doors because they are no longer relevant. As we start to focus on a new year, now may be a good time to revisit your value proposition and how to present it to ot...
Nov 2022 - Scott Welle
WINNING AT SELLING - November 04, 2022 14:55 - 34 minutes ★★★★★ - 106 ratingsEach of us gets 24 hours in a day and 7 days each week. So how is it that some people get SO much more done than others? Is it luck, planning, smarts or something else? Scott and I are excited to welcome one of those people who get a lot done and he is going to help us learn how daily execution ...
Oct 2022 - Self Reflection
WINNING AT SELLING - October 27, 2022 12:44 - 35 minutes ★★★★★ - 106 ratingsSelf-awareness is the instigator of beliefs, thoughts, attitudes, and actions. People judge us by our behaviors. We judge ourselves by our intentions. Let’s take an inward journey as Bill and I discuss Self Reflection – 5 Question to ask yourself and other fascinating topics on episode 535 of...
Oct 2022 - Guest Sam Silverstein
WINNING AT SELLING - October 20, 2022 18:46 - 28 minutes ★★★★★ - 106 ratingsHow do you feel about accountability? How can accountability produce better results for me and my organization? Does being threatened make people more creative or less creative? What is the difference between responsibility and accountability? Learn the answers to these questions as Bill and I...
Oct 2022 - Setting Goals and Hitting Quotas
WINNING AT SELLING - October 16, 2022 17:15 - 30 minutes ★★★★★ - 106 ratingsSetting goals is crucial to success. But the truth is that many people don’t set goals and if they do, they seldom write them down. Are you a goal setter or could the lack of goal setting be keeping you from getting that big commission check? Let’s analyze our success process as Scott and I di...
Oct 2022 - Getting to a Decision
WINNING AT SELLING - October 07, 2022 20:09 - 35 minutes ★★★★★ - 106 ratingsWhat do you do when the prospect hesitates, when they start coming up with objections to the deal? Do you have a plan? Is there still a play to be made? And why did this have to happen? I thought it was all going so well, and now the deal is going down the drain – along with my hefty commission ...
Oct 2022 - Active Listening
WINNING AT SELLING - September 29, 2022 13:19 - 30 minutes ★★★★★ - 106 ratingsWhat is the most important step in the sales process? Some say the first one. Others respond with the Interview step. Seasoned salespeople reply with ‘the close.’ All of these are important, but without active listening you will not make a difference in someone’s life by selling them your best ...
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