WINNING AT SELLING

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.

Thank you for joining us on this SPECIAL 5th ANNIVERSARY EPISODE of the Winning at Selling Podcast. I'm Professor Scott Plum of the Minnesota Sales Institute and with me is Bill Hellkamp of REACH Development Systems

Sales managers have a tough job. Pressure from upper management to increase sales. Handling customer problems that have escalated. And most importantly, getting their sales team to get out of the office and do some real selling. It's not easy and there are plenty of frustrating issues to overcome.

So put on your Big Boy pants as Scott and I welcome Author and Sale Management Expert, Mike Weinberg to discuss The Frustrations of Sales Managers and other fantastic philosophies on Episode 661 of the Winning at Selling podcast.

5th Anniversary Highlights· 261 shows with over 130 hours of sales related content.· Over 70 guest appearances including Mike Weinberg, Frank Cespedes, Mark Hunter, Steve Keating, David Hoffeld, Anthony Iannarino, Victor Antonio and Robert Jolles · Detailed book reviews for 17 books – a total of 4178 pages· 483,603 podcast downloads. · Top 1% of all podcasts worldwide!

How many conversations can you keep track of in your head? How about with your files on your desk? What about your notebook or journal? Maybe 3? That's too low. You're not alone — I struggle with this too! How do we determine what is most important today? What do you want to be known for by our customers, clients, and colleagues? How can we reduce stress, maximize our efforts and generate more income?

Have you ever heard – "If it's not in the CRM, it never happened!" Let's talk about what others don't dare to bring up – making it a mandate that ALL activities be entered.

If you are ready for a tough conversation, join Bill and me as we scrutinize Why Enter it into the CRM? and other meaningful morsels on Episode 660 of the Winning at Selling Podcast.

At the end of most proposal or quote presentations there is the chance of a negotiation breaking out. Being unprepared is not a good option and will probably prompt an unplanned reaction such as a price reduction. The professional salesperson is prepared and ready to respond, saving the sale and maintaining profitability.

You're going to have to sharpen your pencil as Scott and I discuss Top 5 Negotiating Skills for Salespeople and other concerning conundrums on Episode 659 of the Winning at Selling podcast.

We've all met a creepy salesperson. Someone who, after our conversation, makes us feel like taking a shower. They are slimy and dishonest. Self-interest oozes from every pore and every statement is taken with caution. They don't need a checkered sport coat and gold chains – they advertise their insincerity with their opening handshake. We hope this isn't you, but even the littlest move in this direction is to be avoided.

Be ready for a time of self-reflection as Scott and I discuss Don't Be a Sales Jerk and other pesky propositions on Episode 658 of the Winning at Selling podcast.

Business owners often feel overwhelmed, struggling to focus on their true passions while distractions pull them away from their goals. Breaking free from this cycle is difficult alone—and finding a skilled, supportive team can be just as challenging. So, who can help?

Join Bill and me as we welcome back Peter Beaumont to explore practical strategies for silencing the inner critic and moving forward with confidence on Episode 657 of the Winning at Selling Podcast

Our perception of a situation is shaped by past experiences, judgments, beliefs, and biases. These elements mixed, each weigh differently, to form our unique perspective. No two people see reality the same way.

But is our perception of reality true? It's real—yes. No one can take away your reality. However, what's real may not always be true. This is a critical question to consider as we encounter new situations.

Join Bill and me as we debate Seven Assumptions – Which Ones to Avoid and other tantalizing tidbits on Episode 656 of the Winning at Selling Podcast.