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.

Too often salespeople position their products and services as commodities.  Leading with price, discounting value, and selling out their reputation.  This is all done before the prospect answers one question.  The marketplace has change.  Have you?!

If you are in sales leadership, gather your team and turn up the volume as Bill and I discuss Staging Experiences with our special guest Joe Pine. That and much more on episode 460 of the Winning at Selling Podcast.

Golden Nugget:

The more advocates you have, the fewer ads you have to buy.” – (Dharmesh Shah, HotSpot)

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: Let’s Get Real or Let’s Not Play
-Special Guest: Joe Pine

Joe Pine: Website/Retreat – https://strategichorizons.com/learn-and-engage/public-events/certification/
Joe Pine: Online Program – https://www.onstagetraining.com/

-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

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.

Between us, Scott and I have over 60 years of experience in selling and 50 years training others to sell. Needless to say, when we offer to tell you our most important selling ideas, you might want to pay attention!

So, get out your notepads and sharpen your pencils as Scott and I discuss Our Top Tips for Selling More and other great ideas on episode 459 of the Winning at Selling Podcast.

Golden Nugget:

“Whoever authors your story authorizes your actions.” – Sam Keen

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: Let’s Get Real or Let’s Not Play
-Bill – The Low Hanging Fruit is Gone! 10 Powerful Selling Tips http://reachdev.com/the-low-hanging-fruit-is-gone-10-powerful-selling-tips/

-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

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.

So, your sale just ended up with procurement, right? Well that doesn’t mean the end of the deal, or the end of profitability. A purchasing agent can be a daunting foe, or a great ally. It all depends on how you handle them and how you help them “get it right”.

Don’t let that purchasing agent get you down. Instead, get empowered as Scott and I discuss The Challenge of Procurement and much more on episode 457 of the Winning at Selling Podcast.

Golden Nugget:

“Knowing is not enough; we must apply. Willing is not enough; we must do.” -Goethe

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: Psycho-Cybernetics by Dr. Maxwell Maltz
-Next Book: Let’s Get Real or Let’s Not Play
-Bill – Video: 2 minute Selling Tip #21 Change the Value Proposition https://www.youtube.com/watch?v=pf8QqmlDURc

-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

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.

The interaction of sales is a unique setting because often you are trying to motivate yourself, your team and prospects. Motivation means to “move emotionally.” To achieve maximum motivation and productivity for you and others, it’s important to consider and engage the different types of motivation.

Get prepared to be moved emotionally as Bill and I discuss What is your Motivation? That and much more on episode 456 of the Winning at Selling Podcast.

Golden Nugget:

“Action may not always bring happiness, but there is no happiness without action. ”
― William James

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: Psycho-Cybernetics by Dr. Maxwell Maltz
-Next Book: Let’s Get Real or Let’s Not Play
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

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.

A career as a sales professional is peppered with constant decisions in behaviors and responses.  Answers can contradict themselves on the same topic.  Making the source questionable.  Today we have the authority of sales process, sales management, and contributors to achieving sales goals.

Be prepared for a sales transformation as Bill and I discuss Sales Management That Works with author, Harvard professor, and sales management expert, Frank Cespedes. That and much more on episode 455 of the Winning at Selling Podcast.

Golden Nugget:

“The harder the conflict, the more glorious the triumph.” – Thomas Paine

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: Psycho-Cybernetics by Dr. Maxwell Maltz
-Next Book: Let’s Get Real or Let’s Not Play
-Next week’s Special Guest Frank Cespedes, (https://frankcespedes.com/) author of Sales Management That Works

-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

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.

Well, Bill, thanks for putting this proposal together. It looks really good, but I need to think about it for a bit. I’ll give you a call in a couple of weeks – OK? But it’s NOT OK, is it? It sucks because you can feel the sale slipping away into an endless series of calls, delays and put offs. But what can you do about it now? The customer just took over the sale!

So shake of those negative feelings as Scott and I discuss Dealing with Customers Who Delay and much more on episode 454 of the Winning at Selling Podcast.

Golden Nugget:

“If you don’t have time to do it right, when will you have time to do it over?” John Wooden.

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: Psycho-Cybernetics by Dr. Maxwell Maltz
-Next Book: Let’s Get Real or Let’s Not Play
-Bill – Article: When Prospects Hesitate – http://reachdev.com/when-prospects-hesitate/
-Next week’s Special Guest Frank Cespedes, (https://frankcespedes.com/) author of Sales Management That Works

-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

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.

It’s been said, “Change is inevitable.” And if you’ve been in sales the past few years, you know that to be true. The customer’s buying process has changed and so must the way that we sell.

So buckle up you buckaroos as Scott and I discuss How is sales changing? and much more on episode 453 of the Winning at Selling Podcast.

Golden Nugget:

“A man who dares to waste one hour of time has not discovered the value of life.”― Charles Darwin, The Life & Letters of Charles Darwin

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:

-Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-Bill – Video: Having Better Client Conversations https://www.youtube.com/watch?v=aRPfjha-7Vs
-Scott: I’m a First Responder to a No Soliciting sign (BLOG)

-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

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.

AND WE’RE BACK! – Scott “Professor Plum” Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

It has been said; the riches are in the niches. How would you describe your niche?  List three attributes of your perfect fit prospect. Each salesperson runs their own company and everyone sells against time.  How can you run efficiently and effectively, to close the most amount of business, at the highest commission possible, with the least amount of time invested?

Open up your genealogy journal as Bill and I discuss, What is a Perfect Fit? and much more on episode 452 of the Get in the Door Podcast.

Golden Nugget:

“Whether you think you can or you think you can’t, you’re right.” -Henry Ford

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:

-Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-Scott: Dead Sea or Sea of Galilee (blog)

-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

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.

AND WE’RE BACK! – Scott “Professor Plum” Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

So, you think you want to be a sales person? But do you have what it takes? And can you overcome some of the challenges that have thwarted others who thought they wanted a career in sales as well?

“So think big, think positive and never show any sign of weakness” as Scott and I discuss Should You Be in Sales? and much more on episode 451 of the Get in the Door Podcast.

Golden Nugget:

“I cannot teach anybody anything. I can only make them think”
― Socrates

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:

-Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-Bill: 2-Minute Selling Tip #27 By the Numbers https://www.youtube.com/watch?v=PYfaFgeED54
-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

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.

AND WE’RE BACK! – Scott “Professor Plum” Plum of the Minnesota Sales Institute & Bill Hellkamp of REACH Development Systems

There is a strong wave of technology infiltrating the sales roles.  Both in being more efficient in our daily behavior and by the prospect in limiting the interaction with a salesperson.  This direction will not go away; however, we can use technology to improve and increase our results and overall success in our role of selling.

Bill and Scott know better than to go at it alone on this topic, so we asked an expert guest: Kitty Hart to join us to discuss, Technology, Friend or Foe: and much more on episode 450 of the Get in the Door Podcast.

Golden Nugget:

“Let’s go invent tomorrow instead of worrying about what happened yesterday.” – Steve Jobs

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:

-Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-Kitty Hart – Find My Friction

-Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE

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