102 episodes

Selling is an interactive activity and successful results will be determined by being prepared for all opportunities. The market is constantly changing and how people buy evolves as more options are available. Learn how to generate greater revenue, memorable experiences, and create client advocates by subscribing and applying relevant selling skills.

Winning at Selling | Sales Leadership, Training and Development by Scott "The Professor"- Plum and Bill Hellkamp Scott Plum and Bill Hellkamp

    • Management

Selling is an interactive activity and successful results will be determined by being prepared for all opportunities. The market is constantly changing and how people buy evolves as more options are available. Learn how to generate greater revenue, memorable experiences, and create client advocates by subscribing and applying relevant selling skills.

    Apr 2021 - Sales Management That Works - Guest: Frank Cespedes

    Apr 2021 - Sales Management That Works - Guest: Frank Cespedes

    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.

    • 50 min
    Apr 2021- Dealing with Customers Who Delay

    Apr 2021- Dealing with Customers Who Delay

    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 delays and put offs. What can you do about it? 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 Pod

    • 30 min
    Apr 2021 – How is Sales Changing?

    Apr 2021 – How is Sales Changing?

    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.

    • 43 min
    Mar 2021 - What is a Perfect Fit Prospect

    Mar 2021 - What is a Perfect Fit Prospect

    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.

    • 30 min
    Mar 2021 - Should You Be in Sales?

    Mar 2021 - Should You Be in Sales?

    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.

    • 32 min
    Mar 2021 - Technology, Friend or Foe with Kitty Hart

    Mar 2021 - Technology, Friend or Foe with Kitty Hart

    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.  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.

    • 33 min

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