Winning at Selling Podcast : Episode #607

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.

Could 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.

.Golden Nugget: 

“Risk comes from not knowing what you’re doing.” Warren Buffett

Your Hosts:

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

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

Mentions: 

– Current Book – The Psychology of Money by Morgan Housel
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

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Winning at Selling Podcast : Episode #605

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.

I 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.

.Golden Nugget: 

“The difference between great people and everyone else – is that great people create their lives actively, while everyone else is created by their lives, passively waiting to see where life takes them next. The difference between the two is living fully and just existing.” – ― Michael E. Gerber, The E-myth Revisited

Your Hosts:

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

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

Mentions: 

– Current Book – The Psychology of Money by Morgan Housel
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

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Winning at Selling Podcast : Episode #598

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.

Most 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.

.Golden Nugget:

“Life is like a ten-speed bike. Most of us have gears we never use.” Charles Schulz

Your Hosts:

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

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

Mentions: 
– Current Book: Go Giver – Bob Burg
– Pipedrive – Top Podcasts – WINNING AT SELLING #2!
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

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Winning at Selling Podcast : Episode #589

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 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.

Golden Nugget:

“None of us can change our yesterdays, but all of us can change our tomorrows.” Colin Powell

Your Hosts:

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

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

Mentions: 
– Current Book: SPIN Selling by Neil Rackham (Starting Ep. 582)
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

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    Who would you like to contact you?

Winning at Selling Podcast : Episode #578

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.

Is 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.

Golden Nugget:

“You must look within for value, but must look beyond for perspective.” – Denis Waitley

Your Hosts:

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

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

Mentions: 
Guest Paul Omodt – CLICK HERE for more information 
-Current Book: How to Win Friends and Influence People by Dale Carnegie
– NEXT Book: SPIN Selling by Neil Rackham
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

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    Who would you like to contact you?

Winning at Selling Podcast : Episode #574

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.

Some 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.

Golden Nugget:

“The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.” -Vince Lombardi

Your Hosts:

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

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

Mentions: 
– Current Book: How to Win Friends and Influence People by Dale Carnegie
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

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.

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    Who would you like to contact you?

Winning at Selling Podcast : Episode #572

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 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 Winning at Selling podcast as Scott and I welcome Dave Cornell founder of Cultivate Courage.

Golden Nugget:

We are more often frightened than hurt; and we suffer more from imagination than from reality.” — Seneca

Your Hosts:

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

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

Mentions: 
– Current Book: How to Win Friends and Influence People by Dale Carnegie
– Dave Cornell – Book – Cultivate Courage (Link to Amazon)
– Dave Cornell – Online Course: Special Discount for your listeners with $50 off use “WINNINGATSELLING as coupon code at checkout”
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

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.

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Winning at Selling Podcast : Episode #562

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.

Sales 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 dare. But this might show weakness and hurt our career. Perhaps we can try to get our coaching from podcasts but we all know those can be spotty at best! So, what should we do?

Maybe we should consider investing in ourselves, so listen up as Scott and I discuss, Do I Need a Sales Coach? And other stimulating topics on episode 562 of the Winning at Selling Podcast.

Golden Nugget:

“Remember, today is the tomorrow you worried about yesterday.” – Dale Carnegie

Your Hosts:

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

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

Mentions: 
– Current Book: What Great Salespeople Do by Michael Bosworth and Ben Zolden
– Next Book: How to Win Friends and Influence People by Dale Carnegie
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.

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.

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    Who would you like to contact you?

Winning at Selling Podcast : Episode #550

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.

Your 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 flavor of idiot is being discussed anyhow?

If you want to learn how to avoid these conversation traps, tune in as Scott, and I discuss What if they bring up POLITICS? and other important topics on episode 550 of the Winning at Selling Podcast.

Golden Nugget:

“Politics is the art of looking for trouble, finding it everywhere, diagnosing it incorrectly and applying the wrong remedies.”  – Groucho Marx

Your Hosts:

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

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

Mentions: 
– Current Book: What Great Salespeople Do by Michael Bosworth and Ben Zolden
– Bill – Blog – Communicate by Listening https://www.reachdev.com/communicate-by-listening/

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.

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Winning at Selling Podcast : Episode #539

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.

Outstanding 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 aboutyou don’t know what you are talking about.

So, let’s talk about it.  And today ‘it’ is Listening – as Bill and I welcome award winning listener and speaker Dr. Manny Steil to discuss Effective Listening on episode 539 of the Winning at Selling Podcast.

Golden Nugget:

“I never learned anything while I was talking.” Larry King

Your Hosts:

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

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

Mentions: 
– Current Book – Theory of Accountability by Steve Silverstein
– Dr. Manny Steil – Book: Listening Leaders
– Bill – Video: 2-minute Selling Tips – The Best Questions https://www.youtube.com/watch?v=25gwN-TRZKM&list=PLW6QtzyH9r6dDKQB3GpEXIMmQHVEEdY79&index=29

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.

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  • Please enter your Zip Code.
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