Welcome to the Winning at Selling Podcast. Your hosts Bill Hellkamp and Scott “Professor Plum.”
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.
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.
Grateful for our Sponsors:
AJ Imholte
BizzyWeb
Episodes
2022
April 5th – #453 How is Sales Changing?
April 12th – #454 Dealing with Customers Who Delay
April 19th – #455 Special Guest Frank Cespedes
April 26th – #456 What’s Your Motivation?
May 3rd – #457 The Challenge of Procurement
May 10th – #458 Sales Compensation
May 17th – #459 Top Sales Tips
May 24th – #460 Special Guest Joe Pine
May 31st – #461 Defining Sales Strategy
June 7th – #462 Qualifying
June 14th – #463 Prospecting
June 21st – #464 Creating Rapport
June 21st – #465 Setting Expectations
July 5th – #466 Special Guest Micheal Gregory
July 12th – #467 Questioning Techniques
July 19th – #468 Special Guest Anthony Iannarino
July 26th – #469 Decision Making Process
Aug 2nd – #470 Uncovering Budget
Aug 9th – #471 Presenting Your Solution
Aug 16th – #472 Closing the Sale
Aug 23rd – #473 Follow-up
Aug 30th – #474 Special Guest Rob Jolles
Sept 6th – #475 Implementation
Sept 13th – #476 Referrals
Sept 20th – #477 Managing Conflict
Sept 27th – #478 Special Guest Victor Antonio
Oct 4th – #479 Answering Listener Questions
Oct 11th – #480 Dealing with Difficult People
Oct 18th – #481 Are you too Money Motivated?
Oct 25th – #482 Guest: Kristen Taraszewski – The Gamification of Training
Nov 1st – #483 5 Ways to Screw up your Sale
Nov 8th – #484 How To Project Confidence
Nov 15th – #485 Should You be in Sales?
Nov 22nd – #486 Sales Jui Jitsu
Nov 22nd – #487 5 Behaviors of Achievement
Dec 6th – #488 Choose Your Words Carefully
Dec 13th – #489 Converting Quotes to Commitments
Dec 20th – #490 Questions from Listeners
Dec 27th – #491 Guest Mareo McCracken
Jan 3rd – #492 Staying Motivated
Jan 10th – #493 Dealing with Failure
Jan 17th – #494 Predictions, Resolutions and the Year Ahead
Jan 24th – #495 Importance of Specialized Knowledge
Jan 31st – #496 Overcoming Fear
Feb 7th – #497 The Power of Beliefs
Feb 14th – #498 Special Guest: Steve Keating – Training Sales Leaders
Feb 21st – #499 Practicing Forgiveness
Feb 28th – #500 Special Guest: Ben Utecht on Culture
Mar 7th – #501 Sales Strategy
Mar 14th – #502 Special Guest: Kristen Brown on Energy Sells
Mar 21st – #503 Sales Compensation Plans
Mar 28th – #504 Difference Between Sales and Marketing
Apr 4th – #505 Breaking Out of a Slump
Apr 11th – #506 Fear of Success
Apr 18th – #507 The Art and Value of Following Up
Apr 25th – #508 Special Guest Anthony Iannarino
May 2nd – #509 Call Planning
May 9th – #510 The Trouble with Tomorrow (Procrastination)
May 16th – #511 Special Guest AmyK Hutchens
May 23rd – #512 Special Guest Dale Merrill
May 30th – #513 Advice Not Given
June 6th – #514 Should I Fire My Client?
June 13th – #515 Special Guests from BizzyWeb
June 20th – #516 Bring Value to The Appointment
June 27th – #517 Same, Different or Better
July 4th – #518 Special Guest Beau Nordby
July 11th – #519 The Great Resignation
July 18th – #520 Questions from Our Listeners
July 25th – #521 Special Guest Reed Holden
Aug 1st – #522 Maximizing Your Day
Aug 8th – #523 That’s Not Fair
Aug 15th – #524 Special Guest David Hoffeld
Aug 22nd – #525 Selling a Price Increase
Aug 29th – #526 10 Astounding Selling Statistics – PART ONE
Sep 5th – #527 10 Astounding Selling Statistics – PART TWO
Sep12th – #528 What is Accountability?
Sep 19th – #529 Questions from Listeners
Sep 26th – #530 Special Guest Steve Keating – Salespeople as Leaders
Oct 3rd – #531 Active Listening
Oct 10th – #532 Getting to a Decision
Oct 17th – #533 Setting Goals and Hitting Quotas
Oct 24th – #534 Special Guest Sam Silverstein – Theory of Accountability
Oct 31st – #535 – Self-Reflection – 5 Questions to Ask Yourself
Nov 7th – #536 – Special Guest Scott Welle – Daily Execution – Extraordinary Results
Nov 14th – #537 – Renegotiate or Reframe – Trading on Price
Nov 21st – #538 – First Impressions
Nov 28th – #539 – Special Guest Manny Steil
Dec 5th – #540 – Being Trustworthy
Dec 12th – #541 – Validation or Vindication
Dec 19th – #542 – Special Guest Brent Widman
Dec 26th – #543 – Getting Out of a Slump
2023
Jan 2nd – #544 – Elon Musk’s Productivity Recommendations
Jan 9th – #545 – Questions from Listeners
Jan 16th – #546 – Goals or Priorities
Jan 23rd – #547 – Leading Effective Sales Meetings
Jan 30th – #548 – Special Guest Wendy Weiss
Feb 6th – #549 – Your Relationship with Money
Feb 13th – #550 – What Happens if they bring up Politics
Feb 20th – #551 – Special Guest Danita Bye
Feb. 27th – #552 – What is Your Client Worth
Mar 6th – #553 – Revenue vs. Expenses
Mar 13th – #554 – Special Guest Corky Hall – Aligning Sales with the Brand
Mar 20th – #555 – Managing Your Time
Mar 27th – #556 – Key Sales Challenges for 2023
Apr 3rd – #557 – Special Guest Anne Schoolcraft – Getting a GRIP on Sales
Apr 10th – #558 – Secrets to Closing the Sales
Apr 17th – #559 – Stop Focusing on the Customer Funnel
Apr 24th – #560 – Special Guest Floyd Carlson – From Leading to Coaching
May 1st – #561 – Managing Resilience
May 8st – #562 – Do I Need a Sales Coach
May 15th – #563 – Special Guest John Christensen from FISH!
May 22nd – #564 – Get the Most Out Networking
May 29th – #565 – Creating the Course of a Conversation
June 5th – #566 – Special Guest – Rebecca Gebhardt
June 12th – #567- 6 Pitching Techniques to Use When Budgets Are Tight
June 19th – #568 – The Mindset of a Sales Professional
June 26th – #569 – Special Guest – Nan Gesche
July 3rd – #570 – Should I Stay or Should I Go?
July 10th – #571 – Uncovering Motivation
July 17th – #572 – Special Guest – Dave Cornell – Dealing with Fear
July 24th – #573 – Selling DiSC – Understand Other’s Priorities and Values
July 31st – #574 – Take Control of Your Own Development
Aug 7th – #575 – Special Guest – John Baker – The Asking Formula
Aug 14th – #576 – Dangerous Lessons
Aug 21st – #577 – Are You Ready for Sales Training
Aug 28th – #578 – Guest Paul Omodt – People and The Stories They Sell
Sept 4th – #579 – Top 6 Sales Challenges According to ChatGPT
Sept 11th – #580 – Greatness: Sales Lessons from Great Competitors
Sept 18th – #581 – Special Guest Tom Guetzke
Sept 25th – #582 – How to Become a Sales GOAT
Oct 2nd – #583 – Signs Salespeople are Leaving
Oct 9th – #584 – Guest Steve Keating – How to Move from Sales Rep to Trusted Advisor
Oct 16th – #585 – Overcoming the Need for Social Approval
Oct 23rd – #586 – Creating the Big MO (Momentum)
Oct 30th – #587 – Special Guest Mike Weinberg
Nov 6th – #588 – 7 Ways to Demotivate Your Sales Team
Nov 13th – #589 – Avoiding Disappointment
Nov 20th – #590 – Listener Questions
Nov 27th – #591 – Special Guest Kelli Schutrop
Dec 4th – #592 – How to Sell New Products (HBR)
Dec 11th – #593 – Get Ready for 2024
Dec 18th – #594 – Special Guest Susan Scott
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.
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