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.

We are all a combination of strengths and weaknesses. Our strengths allow us to get tasks done quickly with a feeling of competence while our weaknesses can cause us frustration, procrastination and consternation. The question is, what do we do about this conundrum and how do improve our performance?

Let’s start by pulling out your strength assessment as Scott and I welcome our guest, Rebecca Gebhardt to episode 566 of the Winning at Selling Podcast.

Golden Nugget:

“I believe that the biggest problem that humanity faces is an ego sensitivity to finding out whether one is right or wrong and identifying what one’s strengths and weaknesses are.” — Ray Dalio, Author of Principles.

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: How to Win Friends and Influence People by Dale Carnegie
– Free Leadership Succession Assessment from Rebecca.  – CLICK 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.

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.

Conversations have a sequence with different directions. General questions at the beginning and detailed ones near the end. Based on the information acquired the duration and outcome of the conversation will vary. During this time, are you having a discussion or a dialogue with another person?  What is the difference?

Are you ready to get into it as Bill and I discuss Creating the Course of a Conversation and other interesting topics on episode 565 of the Winning at Selling Podcast.

Golden Nugget:

“Don’t believe everything you hear, even in your own mind.” Daniel Amen, M.D., Neuroscientist

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: 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.

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.

Networking can be a great way to meet new prospects, but many salespeople find it intimidating, frustrating or without value. If that’s the case for you, perhaps you don’t know how or where to do it correctly.

So let’s get focused on making small talk as Scott and I discuss, Get the Most Out of Networking and other stimulating topics on episode 564 of the Winning at Selling Podcast.

Golden Nugget:

“My Golden Rule of Networking is simple: Don’t keep score.” — Harvey Mackay

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: 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.

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:

“Living at risk is jumping off the cliff and building your wings on the way down.” Ray Bradbury, Author

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: How to Win Friends and Influence People by Dale Carnegie
– Connect with John Christensen of Charthouse at https://www.fishphilosophy.com
– 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.

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.

Stress is caused when you don’t feel in control of your life, your normal routine is disrupted, you don’t feel productive, and you have no idea when the recovery from the disruption will appear. Resilience is a choice based on being prepared, adaptable and optimistic. How can you prepare? What is holding you back from adapting? What can you control? How can you maintain an optimistic outlook?

Let’s review those questions and more as Bill, and I discuss Mastering Resilience and other fascinating topics on episode 561 of the Winning at Selling Podcast.

Golden Nugget:

“If I miss a day of practice, I know it. If I miss two days of practice, my manager knows it. If I miss three days of practice my audience knows it.” Andre Previn, pianist

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: 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.

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 percentage of leaders in your career would you work for again?  The typical response is less than 27% or “none of them!”  And then there are those memorable leaders who have inspired us and moved us to want to work with them again. They leave footprints of success we can all learn from.

What makes these leaders memorable?  Find out as Scott and I meet with Sales Leadership Expert, Floyd Carlson on episode 560 of the Winning at Selling Podcast.

Golden Nugget:

“Growth and comfort do not coexist.” -Ginni Rometty, former CEO of IBM

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: What Great Salespeople Do by Michael Bosworth and Ben Zolden
– Click here for Floyd Carlson’s page of resources
– 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.

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 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.

Learn how to create valuable experiences when engaging and converting prospects to customers, as Bill, and I discuss Stop Focusing on the Customer Funnel and other great topics on episode 559 of the Winning at Selling Podcast.

Golden Nugget:

“Change is the law of Life. And those who look only to the past or present are certain to miss the future.” John F. Kennedy

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: What Great Salespeople Do by Michael Bosworth and Ben Zolden
-HBR Article: https://hbr.org/2023/03/sales-teams-need-to-stop-focusing-on-the-customer-funnel
– 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.

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.

In 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 get the contract signed, to get the check.  But is there a way to do so without being such an unmitigated jerk?

Well, pull out that set of steak knives you won in that last sales contest as Scott and I discuss the Secrets to Closing the Sale and other innovative issues on episode 558 of the Winning at Selling Podcast.

Golden Nugget:

“If we can share our story with someone who responds with empathy and understanding, shame can’t survive.” ― Brené Brown, Author

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: What Great Salespeople Do by Michael Bosworth and Ben Zolden
– Bill – Seven Deadly Sins of Selling presentation for the first 4 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.

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 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 improved P&L, as Bill, and I welcome our Guest: Anne Schoolcraft to discuss Getting a GRIP on Sales on episode 557 of the Winning at Selling Podcast.

Golden Nugget:

“Believe and act as if it were impossible to fail.” Charles Kettering (inventor)

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: What Great Salespeople Do by Michael Bosworth and Ben Zolden
– Special Guest – Anne Schoolcraft – CLICK HERE to Email Anne
– Learn more about Anne – CLICK HERE for her EOS personal page
– Bill – Seven Deadly Sins of Selling presentation for the first 4 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.