 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 Bill and I discuss Creating the Course of a Conversation and other interesting topics on episode 565 of the Winning at Selling Podcast.  

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

May 2023 – Creating the Course of a Conversation

 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 of the Winning at Selling Podcast.

May 2023 – Get the Most Out of Networking

 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 settle for the same old status quo?   Don’t change the channel, as Bill and I welcome John Christensen, film maker and founder of the FiSH! philosophy on episode 563 of the Winning at Selling Podcast

May 2023 – Special Guest John Christensen from FISH!

 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. Perhaps we can try to get our coaching from podcasts but we all know those can be spotty at best! So, what should we do?   Maybe we should consider investing in ourselves, so listen up as Scott and I discuss, Do I Need a Sales Coach? And other stimulating topics on episode 562 of the Winning at Selling Podcast.

May 2023 – Do I Need a Sales Coach?

 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? How can you maintain an optimistic outlook? Let’s review those questions and more as Bill, and I discuss Mastering Resilience and other fascinating topics on episode 561 of the Winning at Selling Podcast.

May 2023 – Mastering Resilience

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 meet with Sales Leadership Expert, Floyd Carlson on episode 560 of the Winning at Selling Podcast.

Apr 2023 – Special Guest Floyd Carlson

 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 and converting prospects to customers, as Bill, and I discuss Stop Focusing on the Customer Funnel and other great topics on episode 559 of the Winning at Selling Podcast.

Apr 2023 – Stop Focusing on the Customer Funnel

 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 a way to do so without being such an unmitigated jerk? Well, pull out that set of steak knives you won in that last sales contest as Scott and I discuss the Secrets to Closing the Sale and other innovative issues on episode 558 of the Winning at Selling Podcast.

Apr 2023 – Secrets to Closing the Sale

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 Schoolcraft to discuss Getting a GRIP on Sales on episode 557 of the Winning at Selling Podcast

Apr 2023 – Special Guest Anne Schoolcraft

 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, which increases the cost of anything that has to be delivered. Add to that some lingering supply chain issues and the aftereffects of the Covid pandemic and it’s no wonder that salespeople are stressed. So take a couple of aspirin and try to chill out as Scott and I discuss the Key Sales Challenges for 2023 and other fascinating issues on episode 556 of the Winning at Selling Podcast.

Mar 2023 – Key Sales Challenges for 2023

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 Winning at Selling Podcast.

Mar 2023 - Managing Your Time

 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 of Aligning Sales with the Brand on episode 554 of the Winning at Selling Podcast.

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

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 Podcast.

Mar 2023 - Revenue vs. Expenses

 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 is Your Client Worth? and other important topics on episode 552 of the Winning at Selling Podcast.

Feb 2023 - What is Your Client Worth?

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 that will carry you the entire year; as Bill, and I welcome Danita Bye to discuss 3 Ways to Wire Your Brain for Successful Selling on episode 551 of the Winning at Selling Podcast.

Feb 2023 - Special Guest Danita Bye

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.

hubhopper

Winning at Selling | Sales Leadership, Training and Developm...

hubhopper