Winning at Selling Podcast : Episode #541

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.

Often 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, and I discuss Validation or Vindication and other interesting ideas on episode 541 of the Winning at Selling Podcast.

Golden Nugget:

“Whatever Your Mind Can Conceive and Believe, It Can Achieve.” – 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” 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
– Bill – Trustworthy Profession Surveyhttps://blog.hubspot.com/sales/salespeople-perception-problem

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 #540

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.

According 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 will be as honest as possible as Scott and I discuss Being Trustworthy and other interesting ideas on episode 540 of the Winning at Selling Podcast.

Golden Nugget:

“Well done is better than well said.” Benjamin Franklin

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
– Bill – Trustworthy Profession Surveyhttps://blog.hubspot.com/sales/salespeople-perception-problem

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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    Who would you like to contact you?

Winning at Selling Podcast : Episode #538

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.

You 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 making those impressions on others.

So put on some business attire and comb your hair as Scott and I discuss First Impressions and other interesting ideas on episode 538 of the Winning at Selling Podcast.

Golden Nugget:

“Compare yourself to who you were yesterday, not to who someone else is today” – Jordan Peterson

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
– Bill – Video: It’s Always On https://www.youtube.com/watch?v=6mAPgI_PEDo&list=PLW6QtzyH9r6dDKQB3GpEXIMmQHVEEdY79&index=12

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.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
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    Who would you like to contact you?

Winning at Selling Podcast : Episode #537

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 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 others.

Stay tuned as Bill and I discuss Renegotiate or Reframe – Trading with price and other fascinating topics on episode 537 of the Winning at Selling Podcast.

Golden Nugget:

“People don’t care how much you know until they know how much you care.” Theodore Roosevelt

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
– Bill – Blog: Pain of Discipline or Pain of Regret https://www.reachdev.com/pain-of-discipline-or-pain-of-regret/

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 #536

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.

Each 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 results in extraordinary results.

Put on your running shoes and pop in those earbuds as Scott and I welcome marathoner and development expert, Scott Welle to episode 536 of the Winning at Selling Podcast.

Golden Nugget:

“If you’re not making progress, you don’t know your numbers”  – Scott Welle. p65 “Outperform the Norm.”

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: 
– Next Book – Theory of Accountability by Steve Silverstein
– Scott Welle – Amazon Page
– Scott Welle – Website
– Bill – Blog: Pain of Discipline or Pain of Regret https://www.reachdev.com/pain-of-discipline-or-pain-of-regret/

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.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Winning at Selling Podcast : Episode #535

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.

Self-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 the Winning at Selling Podcast

Golden Nugget:

“If you can keep your head when all about you. Are losing theirs and blaming it on you, If you can trust yourself when all men doubt you, But make allowance for their doubting too. From IF by Rudyard Kipling (Complete text)

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: 
– Next Book – Theory of Accountability by Steve Silverstein
– Current Book  – How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
– Bill – Blog: Pain of Discipline or Pain of Regret https://www.reachdev.com/pain-of-discipline-or-pain-of-regret/

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.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Winning at Selling Podcast : Episode #534

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.

How 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 Welcome Sam Silverstein author of The Theory of Accountability to episode 534 of the Winning at Selling Podcast.

Golden Nugget:

“How wonderful it is that nobody needs to wait a single moment to start improving the world.” – Anne Frank

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 Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
– Sam – free personal accountability assessment available here: AmIAccountable.com and free Values Worksheet tool here: valuesworksheet.com
– Bill – Blog: Pain of Discipline or Pain of Regret https://www.reachdev.com/pain-of-discipline-or-pain-of-regret/

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.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Winning at Selling Podcast : Episode #533

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.

Setting 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 discuss Setting Goals and Hitting Quotas and other great ideas on episode 533 of the Winning at Selling Podcast.

Golden Nugget:

“Enjoyment appears at the boundary between boredom and anxiety when the challenges are just balanced with the persons capacity to act.” – Mihaly Csikszentmihalyi, Author of Flow

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 Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
– Bill – Blog: Pain of Discipline or Pain of Regret https://www.reachdev.com/pain-of-discipline-or-pain-of-regret/

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.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?

Winning at Selling Podcast : Episode #532

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.

What 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 check!

If this feels familiar to you, it’s time to zone in as Scott and I discuss Getting to a Decision and other great ideas on episode 532 of the Winning at Selling Podcast.

Golden Nugget:

“Both poverty and riches are the offspring of thought.” ― 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” PlumSee my LinkedIn profile and send me an invite
Visit my website: https://www.mnsales.com

Mentions: 
– Current Book  – How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
– Bill
 – Blog: Build the Need with Strategic Questioning https://www.reachdev.com/build-need-strategic-questioning/

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.

Podcast Form / Offer Interest Form

  • Please enter your Zip Code.
  • Please enter your Country
    Who would you like to contact you?