100 episodes

Let's face it nothing happens until you get in front of a prospect or client and that will never happen until you get their attention. This podcast is dedicated to helping you get in the door, close more sales and do your best work.

Get In The Door Podcast | Sales Leadership, Development, Strategies & Tactics by Scott "The Professor" Plum and Bill Hellkamp Scott "the Professor" Plum and Bill Hellkamp

    • Business
    • 4.7, 109 Ratings

Let's face it nothing happens until you get in front of a prospect or client and that will never happen until you get their attention. This podcast is dedicated to helping you get in the door, close more sales and do your best work.

    #414: Selling to the C-Suite

    #414: Selling to the C-Suite

    CEO – CIO – CFO – all of these executives work in the C-suite. And many sales people have no idea what it takes to get access to them nor how to sell to this high powered group.



    But if you can break through the barriers that hold you back and drive the right kind of meeting – you can achieve greatness as a salesperson.



    On today’s show, Scott and Bill will discuss Selling to the C-Suite and much more on episode 414 of the Get in the Door Podcast.

    • 33 min
    #413: What is a Perfect Week?

    #413: What is a Perfect Week?

    Before starting a training program, I meet with each salesperson and ask them the question, “What does a perfect week look like for you?”



    They stammer and reply with, “It depends.”  I ask. “Depends on what?”  “Well, what happens.” They say.  I ask “Who’s in charge of how you trade your time?  You or them?”



    On today’s show, Scott and Bill will investigate What is a Perfect Week? and much more on episode 413 of the Get in the Door Podcast.

    • 24 min
    #412: Sales Posture and Confidence [NEW Podcast]

    #412: Sales Posture and Confidence [NEW Podcast]

    Have you ever had a sales call where you felt desperate to close the deal? Where you REALLY needed to make this sale? Or one where you felt the buyer had all of the control?

    Did you make those deals? Were you able to maintain profit margin or did you end up giving it all away? How we view ourselves and our status in the marketplace can have a great effect on the outcome of a sales call.

    On today’s show, Scott and Bill will discuss Sales Posture and Confidence and much more on episode 412 of the Get in the Door Podcast.

    • 34 min
    #411: I Need To Think About It [NEW Podcast]

    #411: I Need To Think About It [NEW Podcast]

    Imagine you the just held the best prospect meeting ever. They asked you all the right questions. You gave them all the right answers. There were no questions. It was a “drop the mic” moment. Silence.



    Then they said. “Well, thank you for coming in. I can tell you really know your stuff. You taught me a lot. I can see why so many people pick you. I will think this over and get back to you.” Now you want to pick up the mic and ask – “what happened?”



    On today’s show, Scott and Bill will investigate the “I need to think about it” objection and how you can deal with it, and much more on episode 411.

    • 31 min
    #410: Major Account Strategy [NEW Podcast]

    #410: Major Account Strategy [NEW Podcast]

    Acquiring a new customer can cost 4 to 5 times as much as retaining a current customer. Meanwhile, the success rate of selling new product or services to an existing customer is over 50% whereas the success rate of getting a NEW customer may be as low as 5%. Obviously it is worth our time to concentrate on developing the accounts we already have.

    On today’s show, Scott and I will discuss Major Account Strategy and a bunch of other information designed for the sales professional on episode 410.

    • 31 min
    #409: Overcoming Objections [NEW Podcast]

    #409: Overcoming Objections [NEW Podcast]

    What is your first reaction to your prospect’s objection?

    How do you respond in a way to build confidence – in you, your product, and the marketplace?

    Once we label the objection and follow a process to seek the real reason, we can apply the response in a way to build value, reassurance, and credibility.

    In this episode, Bill and Scott will investigate Overcoming Objections, how to address them, and much more.

    • 31 min

Customer Reviews

4.7 out of 5
109 Ratings

109 Ratings

Anita=G ,

5-star rating!

Thank you, Bill and Scott, for all that you do! I look forward to your podcasts and appreciate the applicable, relevant, and on-point advice that you share. You both are also professional and personable. I highly recommend your sales training and guidance and you deserve a 5-star rating!

LoriInDC ,

LOVE THIS

I have learned a ton from these guys....very practical with tools and tips, while also philosophical (offering the 'why' behind their recommendations). THANK YOU, and wishing Steve the best possible health in the year ahead. I'm pulling for you, Steve!

Pancho Joe ,

I couldn’t listen anymore

All these guys did for the first 10 minutes is talk about themselves.

I use to say if you can’t sell you go into marketing, training, or consulting ... I’ll add start a podcast after listening to these guys do nothing but bloviate about themselves.

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