Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

Do you want to sell more? Of course you do! That’s why you listen to this podcast. The question is, do you sell scientifically? That’s a pretty good question and I’m not sure if I could answer yes to it. But this episode’s guest will be able to help us find an answer and a better way to sell.

So, put on your white lab coat as Scott and I discuss Selling More with Science with author and sales trainer, David Hoffeld on episode 524 of the Winning at Selling Podcast.

Grateful for our Sponsors:

AJ Imholte 

BizzyWeb

Golden Nugget:

“There is one quality which one must possess to win, and that is definiteness of purpose, the knowledge of what one wants, and a burning desire to possess it.”
– Napoleon Hill

Your Hosts:

Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions: 
– Next Book  – How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
– David Hoffeld – Science of Selling Podcast
– David Hoffeld – Website
– David Hoffeld – Book – Sell More with Science
– David Hoffeld – Optimist Club presentation
– Bill – 2-Minute Selling Tip #8 How to Get More Done
– Scott –  Everything DiSC Assessment
– Scott –  You are Not Being Tested

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

That’s not Fair – is a common reaction when you don’t get your way. You react, thinking the incident is closed; and the time and experience has no future value. But are there ways to make the outcome better than just fair? I say yes.

Learn the valuable lessons learned through undesired outcomes, as Bill and I discuss That’s Not Fair on episode 523 of the Winning at Selling Podcast.

Grateful for our Sponsors:

AJ Imholte 

BizzyWeb

Golden Nugget:

“Nothing is fair in this world. You might as well get that straight right now”
― Sue Monk Kidd, The Secret Life of Bees

Your Hosts:

Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions: 
– Next Book  – How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
– Bill – 2-Minute Selling Tip #8 How to Get More Done
– Scott –  Everything DiSC Assessment
– Scott –  You are Not Being Tested

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

Salespeople are busy! Contacting, prospecting, networking, appointments, creating proposals, following up and hopefully closing a deal will keep the best salespeople busy for 40, 50 or even 60 hours each week. But is all of that time productive and could we get just as much done in less time if we were better organized and efficient?

So, if you can find the time, and more importantly, if you can’t, join Scott and me as we discuss Maximizing Your Day on episode 522 of the Winning at Selling Podcast.

Grateful for our Sponsors:

AJ Imholte 

BizzyWeb

Golden Nugget:

“What are you pretending not to know?” – Susan Scott, Author of Fierce Conversations.

Your Hosts:

Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions: 
– Next Book  – How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
– Bill – 2-Minute Selling Tip #8 How to Get More Done
– Scott –  Everything DiSC Assessment

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

Many people start their selling careers by accident, believing it to be a way to make a little money until they get a “real” job, only to find that it’s an exciting and rewarding profession. Once you have determined to dedicate your life to selling, you find out that it is also complex and challenging. That’s when the real learning begins.

If you have discovered that you don’t know everything about selling, join Scott and I as we answer Questions from Our Listeners on episode 520 of the Winning at Selling Podcast.

Grateful for our Sponsors:

AJ Imholte 

BizzyWeb

Golden Nugget:

“For it is in giving that we receive.” Saint Francis of Assisi

Your Hosts:

Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions: 
– Current Book – The Success Principles by Jack Canfield
– Next Book  – How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
– Scott –  Everything DiSC Assessment
– Scott –  Interviewed on “Poised for Exit” podcast
– Bill – 2 Minute Selling Tip #24 : Quit Fooling Yourself
– Bill – Blog: Strengthening Client Relationships

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

Everything that has a beginning has an ending.  Sometimes you pick the timing, sometimes someone else makes the decision. This axiom goes for your home, job, car and people you meet on life’s journey.  Keep in mind, you always have options.  The question is, “What’s the best option?”

Let’s explore all of life’s options as Bill and I discuss The Great Resignation on episode 519 of the Winning at Selling Podcast.

Grateful for our Sponsors:

AJ Imholte 

BizzyWeb

Golden Nugget:

“Too many people spend money they haven’t earned, to buy things they don’t want, to impress people they don’t like.” Will Rogers

Your Hosts:

Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions: 
– Current Book – The Success Principles by Jack Canfield
– Scott –  Everything DiSC Assessment
– Scott – BLOG: Reversing the Great Resignation
– Bill – 2 Minute Selling Tip #24 : Quit Fooling Yourself
– Bill – Blog: Strengthening Client Relationships

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

There is no doubt that the quality and value of your product or service is of paramount importance to you customers and prospects. But the quality of the salesperson is highly important as well. As a matter of fact, many customers buy into the salesperson FIRST – then into the product. With that in mind it may be a good idea to promote yourself in the marketplace as much as you market your service.

So if you want to increase your industry presence, pay close attention as Scott and I welcome our guest, Beau Nordby to discuss How to Market Yourself and other great ideas on episode 518 of the Winning at Selling Podcast.

Grateful for our Sponsors:

AJ Imholte 

BizzyWeb

Golden Nugget:

“Don’t confuse schooling with education. I didn’t go to Harvard, but the people that work for me did!“ – Elon Musk

Your Hosts:

Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions: 
– Current Book – The Success Principles by Jack Canfield
– Pipedrive Ranks WINNING AT SELLING #2
– Beau: Marketing Messages Online Course: https://strongmarketingmessages.com
– Beau: OrangeBall Creative Website: https://orangeballcreative.com
– The Go-Giver: https://www.amazon.com/Go-Giver-Little-Story-Powerful-Business/dp/0241976278/
– Scott –  Everything DiSC Assessment
– Scott – BLOG: Reversing the Great Resignation
– Bill – 2 Minute Selling Tip #24 : Quit Fooling Yourself
– Bill – Blog: Strengthening Client Relationships

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

Salespeople set the buying criteria when they first approach the prospect. “I can save you money!” “We’re different on how we help companies, like yours.” Or, “We do the same, but for cheaper.”  Does this approach create interest and curiosity – or turn the prospect off?

If I piqued your interest and curiosity, stay tuned as Bill and I discuss Same, Different or Better on episode 517 of the Winning at Selling Podcast.

Grateful for our Sponsors:

AJ Imholte 

BizzyWeb

Golden Nugget:

“There is more hunger for love and appreciation in this world than for bread.” St. Mother Teresa

Your Hosts:

Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions: 
– Current Book – The Success Principles by Jack Canfield
– Pipedrive Ranks WINNING AT SELLING #2
– Scott –  Everything DiSC Assessment
– Scott – BLOG: Reversing the Great Resignation
– Bill – 2 Minute Selling Tip #24 : Quit Fooling Yourself
– Bill – Blog: Strengthening Client Relationships

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

When a prospect or customer agrees to meet with you, agrees to give you 30 or 45 minutes of their time, what is it that they expect to get from this investment? We do know that 2/3 of the buying journey is done on-line, so it isn’t basic product knowledge that the prospect is looking for

And based on surveys, the top 5 words that are used to describe salespeople are: Pushy, Untrustworthy, Annoying, Time, and Greedy! Apparently, salespeople aren’t making a very good impression at those appointment.

So be prepared to take some notes as Scott and I discuss Bringing Value to the Appointment and other great ideas on episode 516 of the Winning at Selling Podcast.

Grateful for our Sponsors:

AJ Imholte 

BizzyWeb

Golden Nugget:

“Personal relationships are the fertile soil from which all advancement, all success, all achievement in real life grows.”  -Ben Stein

Your Hosts:

Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions: 
– Current Book – The Success Principles by Jack Canfield
– Pipedrive Ranks WINNING AT SELLING #2
– Scott –  Everything DiSC Assessment
– Bill –Blog: Strengthening Client Relationships

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

As salespeople interaction with prospects, market relevance, is constantly being tested. The profession of sales and sales leadership is continuously evolving and if you are not practicing the most current trends – you will struggle with great frustration.

Mark this episode as “Saved” as Bill and I welcome guests Dave Meyer and Trygve Olsen to episode 515 of the Winning at Selling Podcast.

Grateful for our Sponsors:

AJ Imholte 

BizzyWeb

Golden Nugget:

“I’d rather regret the things I’ve done than regret the things I haven’t done.” -Lucille Ball

Your Hosts:

Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions: 
– Current Book – The Success Principles by Jack Canfield
–  Visit BizzyWeb Blog
– Scott –  Everything DiSC Assessment
– Bill –Blog: Strengthening Client Relationships

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

Have you ever slammed down the phone after speaking with an unreasonable customer and wished you could be rid of them forever? Perhaps you could! Not every customer is of value to your company and you might want to consider firing them.

So let’s reflect on our worst customers as Scott and I discuss Should I Fire My Client? and other great ideas on episode 514 of the Winning at Selling Podcast.

Grateful for our Sponsors:
AJ Imholte 

BizzyWeb

Golden Nugget:

“99% of all success in life is following up.”  -Kent Healy

Your Hosts:

Bill Hellkamp – See my LinkedIn profile and send me an invite
Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions: 
– Current Book – The Success Principles by Jack Canfield
– Scott –  Everything DiSC Assessment
– Bill –Blog: Strengthening Client Relationships

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.