WINNING AT SELLING Podcast

WINNING AT SELLING

Bill Hellkamp and Scott "Professor Plum"
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.
June 2024 - Special Guest Stu Heinecke - Flip Moments
Every interaction we have with another person creates a split-second impression.  They may say – “Who is this” - with interest in wanting to know more. Or “Who is this - and why are they interrupting me.  Our actions define and create the curiosity we want others to have in talking more with us.   If you are interested in learning how, stay tuned as Bill and I welcome Wall Street Journal cartoonist, Hall of Fame-nominated marketer and author Stu Heinecke to episode 618 of the Winning at Selling Podcast.
May 31
36 min
May 2024 - Building Relationships with Procurement
Rats! I thought I was about to close a deal until my client said that he would have to submit the plan to procurement! What does that mean? A bidding war? A long and costly RFP process? Negotiations with a team of master negotiators who are bent on the cheapest product possible? Yes, the thought of dealing with procurement can strike fear into even the most seasoned sales professional. If you want to learn how to turn the purchasing boogieman into cuddly little lamb keep listening as Scott and I discuss Building Relationships with Procurement and other challenging concepts on Episode 617 of the Winning at Selling podcast.
May 25
35 min
May 2024 - 10 Questions to Ask Your New Prospect
Selling more and better starts with sounding different than others in the industry.  Asking better questions outside of the prospects problem and sharing your solutions will make you sound more interested in learning about the prospect’s environment, expectations and priorities.   Set your expectations high as Bill and I discuss the 10 Questions to Ask Your Prospect and other thoughtful ideas on episode 616 of the Winning at Selling Podcast.
May 16
33 min
May 2024 - Special Guest Anthony Iannarino
Is your sales conversation the same as it was 5 years ago? Do you still have that tired company pitch that extols the virtues of your organization? Are you caught in the cycle of fact-benefit-confirmation? Is your customer supposed to provide the information and you match up the solution? Well, it’s time to change your approach. If you want to keep from falling further behind the sales curve tune in as Scott and I welcome our guest Anthony Iannarino to tell us Why You Must Be One-Up Now on Episode 615 of the Winning at Selling podcast.
May 9
30 min
May 2024 - Overview of the 5 Dysfunctions of a Team
Have you ever worked in a company that just seems to be off balance with its people?  Like a car with a misaligned front end.  You are limited in how fast you can go.  Where do you begin to look to find the problem? Is the problem the process, or the people and how they interact with each other?  Listen up as your problem-hunters - Bill and I take on dysfunction in an Overview of the 5 Dysfunctions of a Team on episode 614 of the Winning at Selling Podcast.
May 6
30 min
Apr 2024 - Closing the Deal
A-B-C. A-always, B-be, C-closing. Always be closing! Always be closing!! A-I-D-A. Attention, interest, decision, action. Attention -- do I have your attention? Interest -- are you interested? I know you are.  You close or you hit the bricks! Decision -- have you made your decision? And action. A-I-D-A; get out there!! You got the prospects comin' in; you think they came in to get out of the rain? Guy doesn't walk on the lot unless he wants to buy. Sitting out there waiting to give you their money! Are you gonna take it? Are you man enough to take it? So, do I have your ATTENTION!? If you are INTERESTED, make the DECISION to listen as Scott and I take ACTION about Closing the Deal on Episode 613 of the Winning at Selling podcast.
Apr 25
38 min
Apr 2024 - Dr. Andrea Hollingsworth
As the adage goes - We battle our head and heart constantly in our day to day actions.  Often when we don’t see the results of our intentions or actions and we get down on ourselves.  Some have said, Nobody can be harder on me than me.  And I’m one of those people.  So, if this also applies to you.  Take a break and give yourself a break as Bill, and I Welcome our guest, Dr. Andrea Hollingsworth to discuss Inner Critic vs. Inner Advocate on episode 612 of the Winning at Selling Podcast.
Apr 18
34 min
Apr 2024 - Personal Sales Strategy
Having no plan is really a plan to fail. But by thinking through our goals we can develop the detailed steps we must accomplish in order to attain that big objective. As the saying goes, “How do you eat an elephant? One bite at a time.” And as a sales professional you will need to analyze, determine and plan out those “bites”. So grab a knife and fork as Scott and I dig into the steps for creating a Personal Sales Strategy on Episode 611 of the Winning at Selling podcast.
Apr 13
32 min
Apr 2024 - Who are They Working For?
We all have different goals and priorities.  Measured on different benchmarks.  Fueled by different motivations. Have you ever met someone and wondered what their motivation is for doing what they do? What’s in it for them?  We present our solutions to prospects with a WIIFM approach, but how about when someone is selling to us. Let’s flip the script as Bill, and I investigate, Who are They Working For?- on episode 610 of the Winning at Selling Podcast.
Apr 7
32 min
Apr 2024 -Special Guest Jimmy Z
Dr. Dennis Waitley once said, “You must look within for value, but must look beyond for perspective.” Our customers are looking for value, but to gain their perspective we need to look at the issues from their point of view. Only then can we make a sale that delivers that value. So, get ready to look at the world in a different way as Scott and I welcome author and sales expert Jimmy Z to discuss Shift Your Sales Perspective on Episode 609 of the Winning at Selling podcast.
Mar 28
35 min
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