Parhaat Bill Scott Podcastit (2023)

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

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Mar 2023 – Key Sales Challenges for 2023 35:42

18h ago35:42

35:42

We are almost to the end of the first quarter of the new year. For many sales professionals it has been a difficult start. Our economy is exhibiting record inflation and in an effort to quell it, the FED has raised interest rates from 0 in January, 2022 to almost 5% today. Gas prices almost doubled in 2 years and then settled back to a 60% rise, wh…

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

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Mar 2023 - Managing Your Time 32:28

6d ago32:28

32:28

Every day you trade your time for better results and a better life. No two people make the same Time Trades, as everyone is different. Beginning with intention and ending with action will determine your results, your life, and define your reputation. Thank you for investing your time, as Bill, and I discuss Managing Your Time on episode 555 of the …

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

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Mar 2023 - Guest: Corky Hall – Aligning Sales with the Brand 32:04

13d ago32:04

32:04

What has the biggest influence on your decision to purchase an item? Is it the price, availability, scarcity, or the brand? If it’s the brand, how can salespeople be effective - or are they really needed? No, this is not a doomsday warning, but it may help you stay alive as Bill and I welcome marketing expert, Corky Hall to discuss the importance o…

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

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Mar 2023 - Revenue vs. Expenses 34:57

20d ago34:57

34:57

Some business leaders and financial professionals make decisions based on fear versus opportunity. If these opportunities are ignored, the chance of increased revenue is lost, because the focus is on fear. You cannot increase revenue by cutting expenses. Listen up, as Bill, and I discuss Revenue vs. Expenses on episode 553 of the Winning at Selling…

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

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Feb 2023 - What is Your Client Worth? 39:23

28d ago39:23

39:23

Revenue is a big factor in understanding customer value, but it isn’t the only measure. There are a number of other issues that must be examined. By looking at a customer critically we can ascertain their true value to the organization and determine the level of service they should receive. So pull out your calculators as Scott, and I discuss What …

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

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Feb 2023 - Special Guest Danita Bye 34:44

25d ago34:44

34:44

Did you make a list of New Year’s Resolutions? Is it difficult to stick to multiple resolutions. It’s easy to get fired up about a grand idea for the first 30 to 60 days of the year. Then, run out of steam. Perhaps your good intentions fade into the background as you get caught up on a To Do List. But, not this year! Listen up to a new strategy tha…

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

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Feb 2023- What if they bring up POLITICS? 27:47

1M ago27:47

27:47

Your initial interview is going along well when all of a sudden the prospect says something like, “Can you believe what those idiots in Washington just did?” What do you do? Do you agree with them or - do you disagree? Or do you just keep your mouth shut and hope she moves on? And exactly what flavor of idiot is being discussed anyhow? If you want …

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

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Feb 2023 - Your Relationship with Money 30:14

2M ago30:14

30:14

Money is a tool and resource to managing your life and career and your success, in either, is based on how well you behave with it. Is it skill, luck, guilt, or greed. Open up your purses and wallets, as Bill, and I discuss Your Relationship with Money and other interesting ideas on episode 549 of the Winning at Selling Podcast.…

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

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Jan 2023 – Special Guest Wendy Weiss 33:19

2M ago33:19

33:19

“Sales is a contact sport.” We have all heard that before. I like the saying, “If you can take a call, you can make a call.” Sales is also a proactive game, with prospecting being the start of the sales conversation. Listen up as we discuss how to start more conversations as Scott, and I welcome Wendy Weiss to discuss Getting Sales teams to Prospec…

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

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Jan 2023 – Leading Effective Sales Meetings 30:38

2M ago30:38

30:38

Sales meetings are a weekly scheduled activity. Leading the sales team by maintaining bilateral communication, sharing scorecards while receiving market changes, conveying company direction; and delivering coaching, training and performance goals. So, what does an effective sales meeting look like? Join us for roll call and attendance as Bill, and …

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

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Jan 2023 – Goals or Priorities 39:18

2M ago39:18

39:18

It’s the beginning of a new year and we naturally consider how last year has gone and what we want to happen in the year to come. But what can we do so that there is a positive change and how can we make this year better than the last? If these questions resonate with you, pull out your “To Do” list and join Scott and me as we explore Goals or Prio…

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

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Jan 2023 – Questions from Our Listeners 38:57

3M ago38:57

38:57

Knowledge has timing and sometimes it’s out of step. We may have heard the answer in the past but didn’t know the question until now. Now that the answer has been forgotten. Are you in a philosophical state of mind? Stay tuned to hear the questions and answers -together - as Bill, and I answer Questions from Our Listeners and other interesting idea…

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

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Jan 2023 - Elon Musk’s Productivity Recommendations 34:05

3M ago34:05

34:05

How can I get my work done when there are so many meetings – and most of them are just a waste of time! If you find this to be a challenge at your company, you are not alone. Recently one of the world’s most successful entrepreneurs sent a memo to his employees on just his frustrating topic and how to deal with it. So, if you want to get more done …

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

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Dec 2022 - Getting out of a Slump 32:35

3M ago32:35

32:35

Ever have a bad day turn into a bad month. Sometimes we fall into a rut and it seems nothing is working, the leads are all bad and the quotes stop turning into purchase orders. We take emotional risks without getting a good return on our time, effort and operating expenses. How do we turn it around and start getting back into the groove? Tune in as…

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

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Dec 2022 - Special Guest: Brent Widman 32:37

3M ago32:37

32:37

What attributes separate the common salesperson from a truly successful sales professional? Is it being a “good talker” as we so frequently hear? Or is it the courage to call on anyone at any organization? Is it some kind of “superpower” that they have, or could it be something simpler than that? Maybe today you’ll hear the secret that will transfo…

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

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Dec 2022 - Validation or Vindication 26:51

4M ago26:51

26:51

Often unconscious human behavior is grounded in a need for validation or vindication from others. We have a desire for approval of current behavior or a yearning of clemency for past discretions. Both can limit your progress and development. Remember: you are in the circle of trust, as Bill, and I discuss Validation or Vindication and other interes…

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

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Dec 2022 - Being Trustworthy 30:08

4M ago30:08

30:08

According to a Hubspot survey conducted in 2016 only 3% of respondents believe that salespeople are “trustworthy”! Only 3% - that’s pretty low. But it’s not my fault is it? Or your? Well, perhaps it is. Because we are all responsible for how our profession is perceived by our customers. So we will be as honest as possible as Scott and I discuss Bei…

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

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Nov 2022 - Special Guest Manny Steil 29:47

4M ago29:47

29:47

Outstanding leaders are outstanding listeners. And when you are in sales, you’re a leader. As we interact with prospects, clients, customers and colleagues’ successful relationships start with listening. And if you don’t listen to know what they are talking about – you don’t know what you are talking about. So, let’s talk about it. And today ‘it’ i…

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

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Nov 2022 - First Impressions 32:13

4M ago32:13

32:13

You never get a second chance to make a first impression – or so the saying goes. If that’s true, then we should have a better understanding of how people judge us and how they determine if we are the type of person with whom they want to do business. Likewise, we should understand when we start making those impressions on others. So put on some bu…

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

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Nov 2022 - Renegotiate or Reframe 33:32

4M ago33:32

33:32

The market is constantly changing. New companies are being launched. Seasoned businesses are merging; while others are closing their doors because they are no longer relevant. As we start to focus on a new year, now may be a good time to revisit your value proposition and how to present it to others. Stay tuned as Bill and I discuss Renegotiate or …

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

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Nov 2022 - Scott Welle 34:25

5M ago34:25

34:25

Each of us gets 24 hours in a day and 7 days each week. So how is it that some people get SO much more done than others? Is it luck, planning, smarts or something else? Scott and I are excited to welcome one of those people who get a lot done and he is going to help us learn how daily execution results in extraordinary results. Put on your running …

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

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Oct 2022 - Self Reflection 35:35

5M ago35:35

35:35

Self-awareness is the instigator of beliefs, thoughts, attitudes, and actions. People judge us by our behaviors. We judge ourselves by our intentions. Let’s take an inward journey as Bill and I discuss Self Reflection – 5 Question to ask yourself and other fascinating topics on episode 535 of the Winning at Selling Podcast.…

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

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Oct 2022 - Guest Sam Silverstein 28:28

5M ago28:28

28:28

How do you feel about accountability? How can accountability produce better results for me and my organization? Does being threatened make people more creative or less creative? What is the difference between responsibility and accountability? Learn the answers to these questions as Bill and I Welcome Sam Silverstein author of The Theory of Account…

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

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Oct 2022 - Setting Goals and Hitting Quotas 30:57

5M ago30:57

30:57

Setting goals is crucial to success. But the truth is that many people don’t set goals and if they do, they seldom write them down. Are you a goal setter or could the lack of goal setting be keeping you from getting that big commission check? Let’s analyze our success process as Scott and I discuss Setting Goals and Hitting Quotas and other great i…

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

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Oct 2022 - Getting to a Decision 35:39

6M ago35:39

35:39

What do you do when the prospect hesitates, when they start coming up with objections to the deal? Do you have a plan? Is there still a play to be made? And why did this have to happen? I thought it was all going so well, and now the deal is going down the drain – along with my hefty commission check! If this feels familiar to you, it’s time to zon…

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

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Oct 2022 - Active Listening 30:48

6M ago30:48

30:48

What is the most important step in the sales process? Some say the first one. Others respond with the Interview step. Seasoned salespeople reply with ‘the close.’ All of these are important, but without active listening you will not make a difference in someone’s life by selling them your best offering – and could make their lives worse. So listen …

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

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Sept 2022 - Guest: Steve Keating – Salespeople as Leaders 30:33

6M ago30:33

30:33

Do you follow your manager or leader? What’s the difference between leaders and managers? What makes good one, better ones, and the best ones? And why do people want to follow the best, no matter the role? How can you create better leaders or better followers? Listen up as the Professor is “off the leash” with our special guest, Steve Keating on ep…

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

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Sept 2022 - Questions from Listeners 36:51

6M ago36:51

36:51

The conversation between prospects and salespeople is constantly changing. Imagine a full count in a baseball game with 3 balls and 2 strikes, bottom of the ninth, tied score with 2 outs. The pressure, on the pitcher to throw another strike and win the game; and the batter to deliver a hit and stay in the game. How can we reduce the pressure of sal…

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

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Sept 2022 - What is Accountability? 33:12

6M ago33:12

33:12

What do prospects look for in a salesperson? I submit following through on promises. This requires accountability to ourselves, our employers and most importantly prospects, so they become clients. Stay tuned to learn how to overcome your fear of accountability, as Bill and I discuss What is Accountability? And other great ideas on episode 528 of t…

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

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Sept 2022 - 10 Astounding Selling Statistics - pt. 2 30:05

7M ago30:05

30:05

What are “best Practices” when it comes to the world of selling. We all want to be individuals, and sell in unique ways. But in reality, there are effective processes and some that just don’t work. Today we have an opportunity to learn form the successes of other salespeople. So, put on your critical listening headphones as Scott and I discuss 10 A…

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

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Aug 2022 - 10 Astounding Selling Statistics - pt. 1 33:12

7M ago33:12

33:12

As sales professionals we can sometimes feel as if we are alone in the world of business. That what we experience and how we feel are all wrapped in our unique bubble. But that’s not true. There are millions of salespeople out there dealing with the same issues and emotions as we do. And periodically those sales professionals are surveyed to better…

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

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August 2022 - Selling a Price Increase 35:00

7M ago35:00

35:00

As a consumer, we are battling with price increases on our essentials; food, gas, housing. We explore options, but don’t find relief. Is it possible, as salespeople, we must impose a price increase on our customers? Are they exploring options? How will we know? How can we keep our customer after a price hike? Lower your expectations, as Bill and I …

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

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August 2022 - David Hoffeld - Sell More With Science 35:28

7M ago35:28

35:28

Do you want to sell more? Of course you do! That’s why you listen to this podcast. The question is, do you sell scientifically? That’s a pretty good question and I’m not sure if I could answer yes to it. But this episode’s guest will be able to help us find an answer and a better way to sell. So, put on your white lab coat as Scott and I discuss Se…

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

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August 2022 - That's Not fair 34:30

8M ago34:30

34:30

That’s not Fair - is a common reaction when you don’t get your way. You react, thinking the incident is closed; and the time and experience has no future value. But are there ways to make the outcome better than just fair? I say yes. Learn the valuable lessons learned through undesired outcomes, as Bill and I discuss That’s Not Fair on episode 523 …

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

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August 2022 - Maximizing Your Day 39:53

8M ago39:53

39:53

Salespeople are busy! Contacting, prospecting, networking, appointments, creating proposals, following up and hopefully closing a deal will keep the best salespeople busy for 40, 50 or even 60 hours each week. But is all of that time productive and could we get just as much done in less time if we were better organized and efficient? So, if you can…

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

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July 2022 - Guest Reed Holden 27:52

8M ago27:52

27:52

Negotiating is not just cutting the price and giving up all your profits. It is an exchange of value within a conversation with the people involved, and the process they follow. Is this a strategy or a game prospect’s play with salespeople? Learn how to play the game and win, as Bill and I welcome our guest – Dr. Reed Holden: Author of Negotiating …

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

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July 2022 - Questions from Our Listeners 33:22

8M ago33:22

33:22

Many people start their selling careers by accident, believing it to be a way to make a little money until they get a “real” job, only to find that it’s an exciting and rewarding profession. Once you have determined to dedicate your life to selling, you find out that it is also complex and challenging. That’s when the real learning begins. If you h…

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

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July 2022 - The Great Resignation 37:02

9M ago37:02

37:02

Everything that has a beginning has an ending. Sometimes you pick the timing, sometimes someone else makes the decision. This axiom goes for your home, job, car and people you meet on life’s journey. Keep in mind, you always have options. The question is, “What’s the best option?” Let’s explore all of life’s options as Bill and I discuss The Great …

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

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July 2022 - Guest: Beau Nordby - How to Market Yourself 33:20

9M ago33:20

33:20

There is no doubt that the quality and value of your product or service is of paramount importance to you customers and prospects. But the quality of the salesperson is highly important as well. As a matter of fact, many customers buy into the salesperson FIRST – then into the product. With that in mind it may be a good idea to promote yourself int…

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

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June 2022 - Same, Different or Better? 35:19

9M ago35:19

35:19

Salespeople set the buying criteria when they first approach the prospect. “I can save you money!” “We’re different on how we help companies, like yours.” Or, “We do the same, but for cheaper.” Does this approach create interest and curiosity – or turn the prospect off? If I piqued your interest and curiosity, stay tuned as Bill and I discuss Same,…

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

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June 2022 - Bringing Value to the Appointment 38:31

9M ago38:31

38:31

When a prospect or customer agrees to meet with you, agrees to give you 30 or 45 minutes of their time, what is it that they expect to get from this investment? We do know that 2/3 of the buying journey is done on-line, so it isn’t basic product knowledge that the prospect is looking for And based on surveys, the top 5 words that are used to descri…

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

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June 2022- Special Guests from BizzyWeb 27:31

9M ago27:31

27:31

As salespeople interaction with prospects, market relevance, is constantly being tested. The profession of sales and sales leadership is continuously evolving and if you are not practicing the most current trends – you will struggle with great frustration. Mark this episode as “Saved” as Bill and I welcome guests Dave Meyer and Trygve Olsen to epis…

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

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June 2022 - Should I Fire My Client? 35:23

10M ago35:23

35:23

Have you ever slammed down the phone after speaking with an unreasonable customer and wished you could be rid of them forever? Perhaps you could! Not every customer is of value to your company and you might want to consider firing them. So let’s reflect on our worst customers as Scott and I discuss Should I Fire My Client? and other great ideas on …

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

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May 2022 - Advice Not Given 31:44

10M ago31:44

31:44

Learning happens! This is a small deviation from the common t-shirt. We are influenced by education, experiences and most importantly – debriefing an engagement with others. Combined, Bill and I have over 75 years of multiple encounters. All have delivered an outcome and we have some advice for you. Gather around as Bill and I discuss Advice Not Gi…

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

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May 2022 - Special Guest Dale Merrill 31:02

10M ago31:02

31:02

Every salesperson thinks they’re different. Yet to clients, they often don’t stand out at all, leading to average sales rates of 17% globally. So what are we doing wrong? Join Scott and me as we look for answers to that question with our special guest, Dale Merrill co-author of Strikingly Different Selling on episode 512 of the Winning at Selling P…

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

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May 2022 - Special Guest AmyK Hutchens 33:45

11M ago33:45

33:45

Life is fulfilled by the engaging conversations we have and the actions we take. The results generate life’s experiences. Some brilliant. Some not so much. How can we have better outcomes – and more of them? Join Bill and I as we discuss “Aligning Brilliance” with our special guest, AmyK Hutchens on episode 511 of the Winning at Selling Podcast.…

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

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May 2022 - The Trouble with Tomorrow (Procrastination) 28:34

11M ago28:34

28:34

Tomorrow, tomorrow, I love you tomorrow. You’re only a day away! Annie was optimistic about tomorrow, but with that attitude she won’t get much done today. In reality, tomorrow was designed for procrastinators and never actually comes. So listen TODAY as Scott and I discuss The Trouble with Tomorrow and other great ideas on episode 510 of the Winni…

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

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May 2022 - Call Planning 29:25

11M ago29:25

29:25

What is the most important part of making calls? How much research should we do? What is the goal of the call? That’s just the beginning of our topic today on call planning. Remember, if they are not hanging up on you, you are not making enough new calls - As Bill and I discuss Call Planning and other important ideas on episode 509 of the Winning a…

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

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April 2022 - Guest: Anthony Iannarino 36:29

11M ago36:29

36:29

Who knows more about your product or service? You or the prospect? Who know more about the decision-making process or criteria? You or the prospect? Who knows more and when is the question Bill and I will discuss with our special guest, Anthony Iannarino and his JUST released book: Elite Sales Strategies: A guide to being OneUp, Creating Value, and…

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

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Apr 2022 - The Art and Value of Following Up 40:14

11M ago40:14

40:14

If your plan for following up with that new prospect is “Hey I just called to check in and see what you were thinking.” You need a new plan! Following up is essential to closing the sale but you must have a process that works. So listen up as Scott and I discuss The Art and Value of Following Up and other great ideas on episode 507 of the Winning a…

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