Best Scott The Professor Plum And Bill Hellkamp Podcasts (2024)

1
May 2024 - 10 Questions to Ask Your New Prospect 33:15

3m ago33:15

33:15

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 As…

1
May 2024 - Special Guest Anthony Iannarino 30:32

7d ago30:32

30:32

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…

1
May 2024 - Overview of the 5 Dysfunctions of a Team 30:42

5d ago30:42

30:42

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 d…

1
Apr 2024 - Closing the Deal 38:52

11d ago38:52

38:52

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…

1
Apr 2024 - Dr. Andrea Hollingsworth 34:46

18d ago34:46

34:46

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 …

1
Apr 2024 - Personal Sales Strategy 32:22

29d ago32:22

32:22

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 f…

1
Apr 2024 - Who are They Working For? 32:24

30d ago32:24

32:24

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 …

1
Apr 2024 -Special Guest Jimmy Z 35:47

1M ago35:47

35:47

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 w…

1
Mar 2024 - Memorable Moments 37:19

2M ago37:19

37:19

Do we learn more from successes or failures? Regret can be a wonderful teacher if we let it. How do with treat regret? Success can validate us, but failure keeps us in the game – if we get back up. Do you want to stay in the game and do better in the future? Don’t regret skipping this episode as Bill, and I reminisce about Memorable Moments - sales…

1
Mar 2024 - 5 Ways You Are Hurting Your Sales 32:41

2M ago32:41

32:41

Could it be that the key reasons that a salesperson loses a deal is through self-inflicted wounds? Is it possible that the mistakes they make when interacting with a prospect are the very things that cause the sale to be lost or “put on hold”? Get ready for what might be a painful self-examination as Scott and I dive into the topic 5 Ways You Are H…

1
Mar 2024 - Special Guest Seth Johnson - Selling in Sync 29:17

2M ago29:17

29:17

What is the difference between sales and marketing? Where does one stop and the other start? Who has the most influence on the decision? Who goes first? I feel like this discussion will be like debating which military branch is most important. You don’t have to participate, but if you are curious enough to learn more, stay tuned as Bill, and I welc…

1
Mar 2024 - The Entrepreneurial Salesperson 32:31

2M ago32:31

32:31

I heard someone say that they treated their sales territory as if it were their own business. It seemed to make sense to me so I thought Scott and I should discuss the pros and cons of thinking like an entrepreneur. So be ready to take control as Scott and I venture into a capitalist discussion about The Entrepreneurial Salesperson on Episode 605 o…

1
Feb 2024 - Referrals: Asking, Giving and Receiving 32:02

3M ago32:02

32:02

The most successful salespeople will admit the best leads they receive are from referrals. Referrals serve as evidence of a “transfer of trust.” What have we shared about building trust in a sales conversation. It’s the only way you receive honest answers. When the TIMING is right and TRUST is high, you increase your chances of converting a lead to…

51
Feb 2024 – Special Guest Mark Hunter (The Sales Hunter) 31:36

3M ago31:36

31:36

Some believe that a salesperson is born, not made, while other believe a salesperson is made and not born? Leaving us with the question, are some people psychologically predisposed to be better at selling? Or can anyone, with the proper training and motivation become a high performing sales professional? It’s an interesting question that deserves t…

1
Feb 2024 – Keeping a Positive Attitude When Sales are Down 36:11

3M ago36:11

36:11

Sales is an emotional career. We trade our time and hope our wager turns into a winning hand. But not everything is within our control. The marketplace is changing, the economy is in flex. While we need to keep our head up while moving forward. That may not be as easy as said. If you want to learn how to manage the changing time, stay tuned as Bill…

1
Feb 2024 - Work Habits of Top Sales People 30:35

3M ago30:35

30:35

John Maxwell says that “The key to your success is found in your daily routine.” The highest paid and most successful salespeople have developed routines that get them focused on the most crucial tasks to drive their sales. You can change your level of success by developing better work habits. So, pull out your Day Timer as Scott and I discuss Work…

1
Jan 2024 - Special Guest Joe Schmit 36:04

4M ago36:04

36:04

As the adage goes – the separation is in the preparation. Add other famous quotes like – Professionals don’t practice on prospects – throw in a sports analogy - and I think you will uncover the theme of today’s show. So, suit up as Bill, and I welcome speaker, author and sportscaster, Joe Schmit to discuss How Sports Professionals Practice on episo…

1
Jan 2024 - Maintaining Your Profit Margin 33:07

4M ago33:07

33:07

Is any sale a good sale or should the salesperson be concerned about profitability? Do you get paid on raw sales amounts or are you compensated on the profitability of the final numbers? Can salespeople be trusted to negotiate the final contract or do the immediate dollar signs get in their eyes. Well, hold on to your wallets as Scott and I discuss…

1
Jan 2024 - Unseating the Incumbent 29:40

4M ago29:40

29:40

Most of the time your prospect is someone else’s client or customer. You may have a better product or service. You may even have a better price. However, it is going to take more than that to convince your prospect to be your next sale. If you want to change minds, hearts and souls - listen up - as Bill, and I discuss Unseating the Incumbent and ot…

1
Jan 2024 - Special Guest Eric Harkins 34:17

4M ago34:17

34:17

Do you dread the idea of Monday mornings? You know the start to another miserable week at your job. Seldom is the problem the job, instead it’s the people we work with and work for. It has been said that people don’t quit a company, they quit bad managers. If you are experiencing these feelings hold on just a little longer as Scott and I welcome be…

51
Jan 2024 - When Good Sales Calls Go Bad 35:13

5M ago35:13

35:13

Ever ask yourself how you won or lost the sale, as you walk back to your car? As you debrief, what did you concentrate on and want to repeat – or regret and refine before applying again? What can you control, how can you better prepare and how do you increase your chance of making more sales in less time? If these are questions you ask yourself eve…

1
Dec 2023 - Winning a Competitive Sale 32:10

5M ago32:10

32:10

Son of a nutcracker! The prospect just told me that they are looking at a couple of other vendors for this deal! I hate it when that happens! I know our product is good but what can I do to win this sale? What you can do my apoplectic sales professional, is take some notes as Scott and I discuss Winning a Competitive Sale and other challenging topi…

1
Dec 2023 - Susan Scott – Fierce Conversations 32:37

5M ago32:37

32:37

Sales is fundamentally an extended conversation with prospects, suppliers, providers, clients, customers, and colleagues. What gets talked about, how it gets talked about, and who is invited to the conversation will determine what will happen or won't. If you want to have better conversation with yourself and others, stay tuned as Bill, and I welco…

1
Dec 2023 - Get Ready for 2024 34:28

5M ago34:28

34:28

It’s coming, in the very near future. It’s just around the corner. You can’t run and you can’t hide. It will be upon you before you know it. That’s right – the new year – 2024 is less than a month away. How will you prepare? Well, a good start would be to listen as Scott and I discuss Get Ready for 2024 and other forward-looking topics on episode 5…

1
Dec 2023 - How to Sell New Products 31:18

6M 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…

1
Nov 2023 - Special Guest Kelli Schutrop 35:17

6M 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…

1
Nov 2023 - Questions from Listeners 31:23

6M 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…

1
Nov 2023 - Avoiding Disappointment 29:31

6M 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…

1
Nov 2023- 7 Ways to Demotivate Your Sales Team 35:26

6M 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…

1
Oct 2023 - Special Guest - Mike Weinberg 39:48

7M 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…

1
Oct 2023 - Creating the Big MO (Momentum) 34:56

7M 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…

1
Oct 2023 - Overcoming the Need for Social Approval 34:47

7M 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 …

1
Oct 2023 - Steve Keating - How to Move from Sales Rep to Trusted Advisor 31:54

7M 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…

1
Oct 2023 - Signs Salespeople are Leaving 30:47

7M 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…

1
Sept 2023 - How to Become a Sales GOAT 27:47

8M 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…

1
Sept 2023 - Special Guest - Tom Guetzke : The Winner’s Attitude 28:05

8M 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 –…

1
Sept 2023 - Sales Lessons from Great Competitors 28:58

8M 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 …

1
Sept 2023 - Top 6 Sales Challenges (ChatGPT) 33:23

8M 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…

1
Aug 2023 - Special Guest Paul Omodt - People and The Stories They Sell 30:42

9M 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 …

1
Aug 2023 - Are You Ready for Sales Training? 34:21

9M 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…

1
Aug 2023 - Dangerous Lessons 31:18

9M 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…

1
Aug 2023 - John Baker - The Asking Formula 30:34

9M 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…

1
July 2023 - Take Control of Your Own Development 30:54

10M 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…

1
July 2023 - DiSC Selling 31:04

10M 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…

1
July 2023 - Guest: Dave Cornell – Dealing with Fear 27:52

10M 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…

1
July 2023 - Uncovering Motivation 29:44

10M 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.…

1
July 2023 - Should I Stay or Should I Go? 35:00

10M 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…

1
June 2023 - Special Guest Nan Gesche 30:29

11M 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…

1
June 2023 - The Mindset of a Sales Professional 30:11

11M 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…

1
June 2023 - 6 Pitching Techniques to Use When Budgets Are Tight 26:58

11M 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…

Podcasts Worth a Listen

Scott The Professor Plum And Bill Hellkamp Podcasts

Podcasts Worth a Listen

Quick Reference Guide