Winning at Selling Podcast : Episode #455

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” PlumSee 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.

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Winning at Selling Podcast : Episode #454

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” PlumSee 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.

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Winning at Selling Podcast : Episode #453

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” PlumSee 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.

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    Who would you like to contact you?

Get in The Door Podcast: Episode #452

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” PlumSee 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.

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Get in The Door Podcast: Episode #451

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” PlumSee 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.

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Get in The Door Podcast: Episode #450

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” PlumSee 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.

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Get in The Door Podcast: Episode #449

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

Ah, the company pitch! The chance for the salesperson to tell the prospect how wonderful their company is, whether they want to hear it or not. With that in mind, does your company pitch positively affect the client or does it turn them away?

So clear the mechanism as Scott and I discuss Your Company Pitch and much more on episode 449 of the Get in the Door Podcast.

Golden Nugget:

“When men speak ill of thee, live so as nobody may believe them.” ― Plato

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:

-Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-Bill – Video: The Curse of the Experienced Salesperson – https://www.youtube.com/watch?v=VkF6OLvDk14
-In memory of Thomas Winninger (https://www.winninger.com/)
-Funeral: https://youtu.be/a3X_4fQTt3M

-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.

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Get in The Door Podcast: Episode #448

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

The last step in hiring salespeople is the onboarding process.  Screening, interviewing, and selecting the best candidate can be wasted when integrating a new salesperson into a company culture, if setting the expectation, creating accountability, and enforcing consequences are need established from day one.

So, open your mind and get into the present as Bill and I discuss Successful Onboarding and much more on episode 448 of the Get in the Door Podcast.

Golden Nugget:

“Compare yourself with who you were yesterday, not with who someone else is today” Jordan Peterson “12 Rules for Life”

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:

-Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-Bill – Video: 2-Minute Selling Tip #24 Quit Fooling Yourself  https://www.youtube.com/watch?v=LBBKq8F73Ag
-In memory of Thomas Winninger (https://www.winninger.com/)
-Funeral: https://youtu.be/a3X_4fQTt3M

-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.

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Get in The Door Podcast: Episode #447

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

We all know that product knowledge is important. After all, we don’t want to go into an appointment and not know what we are talking about. But the most accomplished salespeople go beyond knowing about their product to knowing about the industry. In this way they can bring new and valuable information to their customers.

Listen for answers to these important questions as Scott and I discuss Becoming an Industry Expert and much more on episode 447 of the Get in the Door Podcast.

Golden Nugget:

“One of the penalties of refusing to participate in politics is that you end up being governed by your inferiors.” –― Plato

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:

-Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-Bill – Video: 2-Minute Selling Tip #17 Do Something https://www.youtube.com/watch?v=gqbq8ZgDtEU
-Scott – My Boss Told Me I Should Go – oh joy!
-In memory of Thomas Winninger (https://www.winninger.com/)
Obituary: Thomas Winninger

-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.

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Get in The Door Podcast: Episode #446

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

The Covid lockdown has changed the way we do business. Many of our methods for staying in contact with our customers have gone by the wayside. We are a full year into the problem and waiting for it to go away is a losing strategy. It’s time to develop new approaches and processes for building our customer relationships.

So try not to get your knickers in a knot as I discuss Customer Contact During Lockdown with special guest, Peter Beaumont. That and much more on episode 446 of the Get in the Door Podcast.

Golden Nugget:

“You don’t hire for skills, you hire for attitude. You can always teach skills.” ― Simon Sinek

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:

-Book: Psycho-Cybernetics by Dr. Maxwell Maltz
-GUEST: Peter M. Beaumont – https://www.linkedin.com/in/pmbeaumont/
-Bill: 2 Minute Selling Tips #14 Avoid Me? https://www.youtube.com/watch?v=ULxo-XZxK58
-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.

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