Podcast terbaik Scott Plum (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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Dec 2023 - How to Sell New Products 31:18

6d ago31:18

31:18

Seasoned salespeople will adhere to a sales process. A system with a predictable outcome. But does that work when selling newly launched products. Think about it. What objections and stalls do you hear when selling a new product or service? If I’ve created a new interest in selling newly launched products, turn up the volume, as Bill, and I discuss…

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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 2023 - Special Guest Kelli Schutrop 35:17

13d ago35:17

35:17

As sales professionals we know that if we can be seen as a trusted expert rather than a peddler, we will attract more clients, develop stronger relationships and maintain a better profit margin. The question is, how do we elevate ourselves to that level of proficiency? Fortunately for all of us our guest, Kelli Schutrop is an expert in this approac…

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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 2023 - Questions from Listeners 31:23

20d ago31:23

31:23

While Professor Plum and I do our best to be clear about how to win at selling, sometimes we can muddy the waters as we debate about the most effective way to get the job done. We can be so confusing, that our listeners feel the need to write in and ask us to clarify what we or our guests have said. So, if you’ve been befuddled by our banter, liste…

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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 2023 - Avoiding Disappointment 29:31

27d ago29:31

29:31

As sales professionals and leaders, most of us have overcome the overwhelming feeling of rejection and disappointment. We risk our emotions every day on a quest to seek validation, please others and serve when there is an opportunity. Does this sound familiar? Just a reminder, this is safe space as Bill, and I discuss Avoiding Disappointment and ot…

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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 2023- 7 Ways to Demotivate Your Sales Team 35:26

28d ago35:26

35:26

Everywhere you look there are “hiring” signs. I talk to colleagues and clients, and they tell me how hard it is to find capable sales professionals. Yet, more often than not, when I start consulting with a new client, I find that they are consciously or unconsciously, doing everything they can to annoy the heck out of the salespeople that they alre…

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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 2023 - Special Guest - Mike Weinberg 39:48

1M ago39:48

39:48

Do you remember your first sales manager? What did they do that worked and what lessons did you learn from their mistakes. Too often sales managers are created for the wrong reasons and lead the sales teams into unsuccessful territory. But that won’t happen to you because you are listening and learning. So, get out your talking pad as Bill, and I w…

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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 2023 - Creating the Big MO (Momentum) 34:56

2M ago34:56

34:56

There are forces in nature. Invisible forces that act upon all physical objects and beings. Some of these forces can be destructive or restrictive such as friction or gravity. And others can be constructive or multiplying such as focus and repetition. Today we want to consider one of these forces and determine if we can use it to be more successful…

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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 2023 - Overcoming the Need for Social Approval 34:47

2M ago34:47

34:47

Emotionally risking is a typical bet salespeople make every day. Not risking is the surest way of losing. How can you increase your chances of winning? How can you reframe your mindset to overcome the conceptual barriers that limit your results? Learn how to conquer the greatest weakness salespeople experience as Bill, and I discuss Overcoming 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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Oct 2023 - Steve Keating - How to Move from Sales Rep to Trusted Advisor 31:54

2M ago31:54

31:54

According to the US Bureau of Labor Statistics there a 13,183,250 people listing their job title as sales or selling. They have a mean annual wage of $50,370 (and that is really mean!) and if you are in the 90th percentile, the average wage is $94,040. That tells us that there a lot of sales reps out there who are basically starving to death becaus…

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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 2023 - Signs Salespeople are Leaving 30:47

2M ago30:47

30:47

It has been said people do not leave companies, they leave bad managers. What are the signs your sales team is considering other options - outside of the company? And I'm not talking about new clients through prospecting. I'm referring to salespeople looking for other companies to sell for. As a sales manager what do you look for in these circumsta…

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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 2023 - How to Become a Sales GOAT 27:47

3M ago27:47

27:47

I imagine that most of our listeners are pretty good at selling. I would even wager that most of you are in that vaunted Top 20 Percent that make most of the sales for your company. Perhaps that gives you a little swagger at the awards convention. But really, that is a pretty small pool of candidates. How about being the best in the industry, the b…

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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 2023 - Special Guest - Tom Guetzke : The Winner’s Attitude 28:05

3M ago28:05

28:05

A new study of 1 million people revealed that a positive attitude makes you dramatically more successful! Those who are happy at work are more committed to their organization, rise to positions of leadership, achieve higher sales, and suffer fewer health problems. Happiness should not be an afterthought for selling. It should be an essential goal –…

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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 2023 - Sales Lessons from Great Competitors 28:58

3M ago28:58

28:58

Are great salespeople similar to great athletes? They certainly have a desire to win and for many, sales can be more lucrative than sports. But it’s not easy to be the best and it’s not something for the weak of heart or the lazy of character. So, lace up your cleats as Scott and I examine Sales Lessons from Great Competitors and other fascinating …

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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 2023 - Top 6 Sales Challenges (ChatGPT) 33:23

3M ago33:23

33:23

AI is becoming more popular and confusing. What is real and what is the output of a formula? But we cannot ignore this movement. Let’s see what ChatGPT responds with when asked for the Top Challenges Salespeople experience in the marketplace. Standby for real advice with over 82 years of experience – before AI, as Bill and I explore, Top 6 Sales Ch…

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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 2023 - Special Guest Paul Omodt - People and The Stories They Sell 30:42

3M ago30:42

30:42

Is there a difference between a "sales situation" and a "crisis situation"? Do they both require strategic crisis communication techniques? Chances are, you haven't often thought of a sales call and a crisis communication the same way but you might after this podcast! Fortunately, we’re not in a crisis mode because Scott and I are welcoming crisis …

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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 2023 - Are You Ready for Sales Training? 34:21

4M ago34:21

34:21

Timing is everything. This saying also applies to sales training. Often leadership gets excited about increasing sales quickly, but not developing the areas that support the sales process, messaging, marketing, and overall effectiveness. What frustrates salespeople, prolongs results, interrupts the customer journey, all at the expense of loss oppor…

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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 2023 - Dangerous Lessons 31:18

4M ago31:18

31:18

What you believe about yourself and your ability to succeed resides deep down in your psyche. It is the accumulation of your personal experiences and also what you have been taught by family, teachers, coaches and other important influencers in your life. But experience can teach us the wrong lessons and many of the aphorisms drilled into us in our…

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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 2023 - John Baker - The Asking Formula 30:34

4M ago30:34

30:34

How many times during the day – in a sales call, prospecting for new clients, conducting a presentation, or leading a meeting – is it vital for you to ask for something you want to achieve your goals? Yet many of us don’t…we don't ask for what we want. Rather, we sabotage ourselves through bad communications habits that act as roadblocks to achievi…

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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 2023 - Take Control of Your Own Development 30:54

4M ago30:54

30:54

Some employees are fortunate to have their organizations provide a comprehensive and ongoing development program in which they can participate. But for many salespeople and those of you who are solopreneurs, these is no comprehensive program. So, what do you do? If your smart, you’ll pay special attention as Scott and I discuss Take Control of Your…

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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 2023 - DiSC Selling 31:04

5M ago31:04

31:04

How are decisions really made? We know people love to buy but hate to be sold. With every decision there is a criteria, process, and motivation, and a person involved. What else do we need to know? What are their priorities, beliefs, preferences and in what situations do they thrive, and others they want to cry. Let’s gather around and talk about 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 2023 - Guest: Dave Cornell – Dealing with Fear 27:52

5M ago27:52

27:52

There are many issues which cause us to be fearful. Darkness, loud sounds, heights and closed in spaces can all cause this feeling. In sales we might suffer from a fear of rejection or failure or crazy enough, success. I doubt if anyone is completely fearless and could have survived past the age of 12. Fear and caution are very good at keeping us 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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July 2023 - Uncovering Motivation 29:44

5M ago29:44

29:44

What do you concentrate on during the day? What do you dwell on? What is your motivation? We all have an internal operating system built on a set of beliefs and powered by our true motivation. Let's get motivated and get into alignment as Bill and I consider Uncovering Motivation on episode 571 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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July 2023 - Should I Stay or Should I Go? 35:00

5M ago35:00

35:00

Are you unhappy with your company or your sales position? Do you feel that there are better opportunities out there for the taking? Is your company not treating you right? You are not alone in these feelings. Many sales professionals wonder what they should do. So examine with Scott and I if you’re in a good or bad position as we discuss Should I S…

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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 2023 - Special Guest Nan Gesche 30:29

6M ago30:29

30:29

Creating influential conversations is the goal of every salesperson. The outcome is a collaboration between the prospect and salesperson, agreeing on the exchange of value for a price. Sometimes salespeople need to negotiate to create and define what’s most valuable in the exchange. Let’s spend some time together and crack the collaboration code 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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June 2023 - The Mindset of a Sales Professional 30:11

6M ago30:11

30:11

Achieving and maintaining the right mindset is crucial to your success in sales. It gets you up before you can get down and sustains you when the process gets hard. But what is the right mindset and how can I get myself to that position? So “clear the mechanism” as Scott and I discuss The Mindset of a Sales Professional and other interesting tidbit…

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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 2023 - 6 Pitching Techniques to Use When Budgets Are Tight 26:58

6M ago26:58

26:58

Persuasion and influence is not always a prepared presentation, it’s an overall process — a process of learning about your criteria, audience, building their trust, and building a case that addresses their interests. Today, we will address six techniques you can apply to persuade a prospect, customer or client to invest their funds when budgets are…

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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 2023 - Special Guest: Rebecca Gebhardt 34:13

6M ago34:13

34:13

We are all a combination of strengths and weaknesses. Our strengths allow us to get tasks done quickly with a feeling of competence while our weaknesses can cause us frustration, procrastination and consternation. The question is, what do we do about this conundrum and how do improve our performance? Let’s start by pulling out your strength assessm…

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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 2023 – Creating the Course of a Conversation 29:11

7M ago29:11

29:11

Conversations have a sequence with different directions. General questions at the beginning and detailed ones near the end. Based on the information acquired the duration and outcome of the conversation will vary. During this time, are you having a discussion or a dialogue with another person? What is the difference? Are you ready to get into it 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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May 2023 – Get the Most Out of Networking 38:33

7M ago38:33

38:33

Networking can be a great way to meet new prospects, but many salespeople find it intimidating, frustrating or without value. If that’s the case for you, perhaps you don’t know how or where to do it correctly. So let’s get focused on making small talk as Scott and I discuss, Get the Most Out of Networking and other stimulating topics on episode 564…

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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 2023 – Special Guest John Christensen from FISH! 30:50

7M ago30:50

30:50

Peter Drucker once said – “Culture eats strategy for lunch.” The common topics of blogs and podcasts are often focused on retention, recruiting, and defining the overall culture. “I heard a quote, “Culture is defined by what leadership is willing to tolerate.” Are you ready to create some options of transforming your culture, or do you want to sett…

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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 2023 – Do I Need a Sales Coach? 34:36

7M ago34:36

34:36

Sales is a difficult and often lonely business. Despite all of those meetings, lunches and golf dates each salesperson, at the end of the day or week or month, is left alone with their quota and their commission check. If we didn’t do so good, we can turn to our sales manager for help, if we dare. But this might show weakness and hurt our career. 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 2023 – Mastering Resilience 34:13

7M ago34:13

34:13

Stress is caused when you don’t feel in control of your life, your normal routine is disrupted, you don’t feel productive, and you have no idea when the recovery from the disruption will appear. Resilience is a choice based on being prepared, adaptable and optimistic. How can you prepare? What is holding you back from adapting? What can you control…

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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 2023 – Special Guest Floyd Carlson 29:48

8M ago29:48

29:48

What percentage of leaders in your career would you work for again? The typical response is less than 27% or “none of them!" And then there are those memorable leaders who have inspired us and moved us to want to work with them again. They leave footprints of success we can all learn from. What makes these leaders memorable? Find out as Scott 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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Apr 2023 – Stop Focusing on the Customer Funnel 31:05

8M ago31:05

31:05

Often when salespeople concentrate on the sales process versus the customer experience, they increase customer dissatisfaction. People love to buy, they hate to be sold. How you communicate and deliver value in today's marketplace is based on the customer's experience when making a purchase. Learn how to create valuable experiences when engaging an…

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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 2023 – Secrets to Closing the Sale 33:32

8M ago33:32

33:32

In Glengarry Glen Ross, sales motivator, Blake, tells the sales team to “ABC – Always Be Closing. It’s close or hit the bricks.” And he represents what many people envision when they think of salespeople. But in his own belligerent way he is correct. At some point we need to close the deal, to get the contract signed, to get the check. But is there…

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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 2023 – Special Guest Anne Schoolcraft 31:24

8M ago31:24

31:24

Your mobile phone has an operating system. Your automobile runs on multiple circuits making up the operating system. Our belief system makes up our personal operating system. AND your sales role and business runs on an operating system. Learn how your operating systems can contribute to an improved P&L, as Bill, and I welcome our Guest: Anne School…

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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

9M 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

9M 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

9M 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

9M 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

10M 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

10M 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

10M 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

10M 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

10M 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

11M 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

11M 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

11M 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

11M 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

12M 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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