Has it ever happened to you that you go into an appointment expecting to meet with a single person, but when you get to the conference room there are already 3 other people seated around the table? Although this can cause your stomach to turn over, it isn’t really a bad thing. However, it can go south quickly if you don’t adapt your strategy.

Hey kids, gather your whole team around the radio as Scott and I investigate Selling to a Group and other transcendent truths on Episode 671 of the Winning at Selling podcast.

Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

How would increasing your word-of-mouth reputation affect your sales pipeline in the short and long term?  A referral from your network is one of the most credible and cost-effective forms of marketing.  For salespeople, activating and amplifying word-of-mouth can shorten your sales cycles and build trust faster than any website or email.  But is this an effective form of prospecting for immediate sales results?

 Let’s dust off that prospecting plan from 2007 as Bill and I dive into Increasing Word-of-Mouth and other noteworthy nuggets on Episode 670 of the Winning at Selling Podcast.

Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

Often when we are trying to make a sale we get totally focused on the value we can bring to the prospect and their business. Seldom do we consider the ramifications our new product or service will have for the people and their work flow. That’s right; our new “whatever” is disrupting the business even as it is providing new value. In short we are talking about change and change management.

So, don’t get stuck in a rut as Scott and I welcome change strategist, Jenny Niemela to discuss Integrating Change Management into Sales and other fascinating factoids on Episode 669 of the Winning at Selling podcast.

Integrating Change Management into Sales - from Special Guest - Jenny Niemela

Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

How do you manage conversations, remember your priorities, and accurately forecast sales—all while juggling a packed calendar? You guessed it: your CRM. But most salespeople treat their CRM like a dumping ground instead of the behavior-driving tool it should be.

So sharpen your stylus and clear your memory cache as Bill and I dive into Using Your CRM – Part 2: Managing Conversations, Priorities and other perilous projections on Episode 668 of the Winning at Selling Podcast.

Part ONE - Why Enter it Into The CRM

Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

Does your sales process advocate emailing your proposal to the prospect and then calling in a few days to see what they think? If so, YOU ARE OUT OF YOUR MIND! Whoops, got a little strident there! What I meant to say was, we think there is a better way.

So, move your had away from that SEND button as Scott and I discuss the Advantages of Interactive Delivery of a Proposal and other discerning details on Episode 667 of the Winning at Selling podcast.

Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

Link to Jimmy Z's book on Amazon. 

Perspective is the particular way you view a situation based on your experiences and background.  Do we all have the same perspective?  I say not. Can you improve your life by changing your perspective?  I say YES!

 If you what to learn how, stick around as Bill and I welcome author, speaker and selling expert Jimmy Z to tell us about A Fresh Approach to the Sales Experience and other bellicose beliefs on the 3 6’s Episode of the Winning at Selling Podcast.

Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

Is it better to prospect for new customers or get more business from our current clients? I don’t think one is necessarily better than the other, but it is certainly cheaper and should be easier to get business from those to whom we are already providing services. Unfortunately, those customers often get pushed off on delivery while the sales team goes hunting!

Get out you plow and let’s do a little farming as Scott and I discuss Gaining Wallet Share from Current Clients and other memorable minutia on Episode 665 of the Winning at Selling podcast.

Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/

Scott “Professor Plum” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

During every election season, we see candidates rushing to define themselves in the view of their voter — before their opponent gets the chance. Why? Because the first impression often sticks. It becomes the lens through which everything is viewed.  But let me ask you this: Who’s defining you? Is it your customers? Your coworkers? Your critics? Or is it... you?

 Call a meeting with your publicist - as Bill and I discuss Define Yourself and other precious perceptions on Episode 664 of the Winning at Selling Podcast.

Sales and marketing should work together closely to craft messages that engage customers and encourage them to consider a product or service. Unfortunately this is not always true! Quite often marketing is more interested in winning awards and sales doesn’t pay attention to the messages that marketing is sending out. This results in confused prospects - and confuses prospects wait or say no. What’s to be done?

Break out your marketing materials as Scott and I welcome B2B growth strategist and author, Pete Steege to discuss How Marketing Supports Sales and other valuable viewpoints on Episode 663 of the Winning at Selling podcast.

Remember your first day on the job—full of enthusiasm, optimism, and ambition. But over time you start to become defeated and start to lose that initial drive. We start to make excuses and sell them up to leadership. Maintaining success requires a daily commitment to optimism, proactive beliefs, clear objectives, and intentional behaviors.

Management must challenge excuses and encourage accountability. Your success happens by consistently filling the sales pipeline by opening more conversations every day. It’s never too late to adopt effective sales habits; shifting your mindset today can reignite your passion and dramatically transform your sales results. 

Turn that frown upside down as Bill and I discuss “Who Defines the Marketplace” and other creative concepts on Episode 662 of the Winning at Selling Podcast.