Get In The Door Podcast | Sales Prospecting Strategies & Tactics brought to you by Steve Kloyda, The Prospecting Expert

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.

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.

A customer calls and asks you to send them a quote. Do you do it or do you ask for an appointment to find out more about their needs? If I just send over a quote, how can I be sure that it will really address their issues? But is a full blown proposal really necessary and will it help or hurt my chances to make the sale? What's a salesperson to do! Get ready to defend your preference, as Scott and I discuss Quote Versus Proposal and other creative concepts on Episode 655 of the Winning at Selling podcast.

Peak performance isn't luck—it's a choice. Top sales professionals don't just work harder; they work smarter, optimizing their mindset, habits, and energy to consistently win.  Today we will discuss science-backed strategies to stay motivated, handle rejection, and operate at your highest level. You will also discover how to manage your energy, build resilience, and implement habits that drive sales success.  Don't leave your performance to chance—level up and unlock your full potential as Bill and I interview performance expert, Scott Welle about Peak Performance for Sales Professionals on Episode 654 of the Winning at Selling Podcast.

The weekly sales meeting can be an effective tool for your team or a boring waste of time. As a leader, you choose how the meeting will go and if it will have the effect you desire. But if you leave it to chance, chances are it will suck! Grab your agendas, as Scott and I discuss The Weekly Sales Meeting and other magnificent metrics on Episode 653 of the Winning at Selling podcast.

Have you ever had a misunderstanding with a prospect? They committed, signed the agreement, and you started working together—only to discover they had completely different expectations about what you'd be doing. These misunderstandings often stem from unclear conversations and clever agreements. When expectations and obligations aren't explicitly defined, it's easy to disappoint and fall short of delivering the desired outcome for both parties.  What are your expectations for this episode? Let's dive into meeting them as Bill and I explore Uncovering Prospect Expectations and other critical topics on Episode 652 of the Winning at Selling Podcast.

Hollywood has made clear their opinion of sales professionals. From the hard driver on Glengarry Glen Ross to the dishonest philanderers of Tin Men to the spastic incompetence of Tommy Boy. People can't help but be influenced by these depictions. But we must also recognize the part actual salespeople play in swaying opinion. Each time a salesperson acts dishonestly, he or she contributes to the negative persona of our profession. Here's a chance to check your integrity as Scott and I welcome sales and leadership expert, Steve Keating to discuss Ethics in Selling on Episode 651 of the Winning at Selling podcast.

We've all experienced the hiring process—whether as the candidate or the future supervisor. It's a pivotal time when every piece of information and observation can significantly shape both parties' futures. Today, we're diving into one of the most crucial elements of building a successful sales team: hiring the right salesperson. For business owners, sales managers, and recruiters alike, finding the perfect fit can mean the difference between growth, stagnation, or even misery. So, let's explore a step-by-step hiring process designed to set everyone up for success as Bill and I discuss The Hiring Process and other baffling beliefs on episode 650 of the Winning at Selling Podcast.

So here we are again – a NEW YEAR. And that gives us a feeling of a new start. Perhaps you already joined a gym or set a goal to lose a few pounds. Although the January 1st date is an artificial opportunity, there's nothing wrong with using it as a time to renew ourselves. As a sales professional there are plenty of good habits that you need to be successful – are you ready to get going? So HAPPY NEW YEAR – now get to work as Scott and I discuss, 5 Ways to Jump Start the New Year and other incredible items on Episode 649 of the Winning at Selling podcast.

We create fresh starts at different times of the year.  For some, it's January 1st, for others it may be the day after Labor Day.  Regardless of when, a plan and process with passion are all necessary. Whether you're mapping out your career goals, focusing on personal growth, or chasing that fitness milestone, stay tuned as we explore common setbacks, the power of accountability, and how to stay motivated and resilient when challenged.   Get ready to take your goal-setting game to the next level as Bill and I welcome sales expert Frank Gustafson to prepare for the new year by discussing, Goal Setting - and othervenerable valuables on episode 648 of the Winning at Selling Podcast.

If, as a salesperson, you find yourself trying to push a prospect into making a decision, you may be wasting your time. Perhaps you should consider that the person you hope to have as a customer has their own planned agenda. And if you try to force your agenda on them, you may lose the opportunity to move forward. So prepare to get customer centric as Scott and I discuss, How to Leverage the Buyer's Journey and other fascinating factoids on Episode 647 of the Winning at Selling podcast.

What is the goal of the first meaningful conversation with a prospect?  I often ask this question and the answer I hear the most is – I need to educate them on my products, my company and myself.  Really?  That's the goal?  I say there are other topics more important to discuss. Stick around, take some notes and be open minded, as Bill and I investigate - Educate Them on What? and other delectable delicacies on episode 646 of the Winning at Selling Podcast.

Selling and compassion. Do these two concepts really fit together? Should a sales manager be a compassionate leader and do they even have that capacity? These are interesting and difficult questions. If you want to find the answers, stay tuned as Scott and I welcome Dr. Andrea Hollingsworth award winning author to discuss, Can Compassion Fuel Sales Success? on Episode 645 of the Winning at Selling podcast.

Covey stresses to begin with the end in mind.  Does that apply to sales calls with prospects?  You betcha. What is your plan for the first time you meet?  Did you receive the outcome you wanted?  What could you have done differently?  What did you learn, what would you change?  What would you not say?  What did you forget to say? If you like these questions and are curious about adopting this strategy, don't change the dial as Bill and I investigate Debriefing the Sales Call and other reliable realities on episode 644 of the Winning at Selling Podcast.

In a post-pandemic world where people are seeking life/work balance while experiencing a "new normal," feelings of emotional labor can arise in the workplace. This can lead to symptoms of anxiety, fatigue, stress and more.  If you want to learn how to reduce or eliminate these symptoms - through the power of perspective and emotional grit… Stay tuned - as Bill and I welcome our guest, Jennifer Fernjack to discuss Ways to Address Emotional Labor in the Workplace Through Science on episode 642 of the Winning at Selling Podcast.

Famed psychologist William James once said, “Nothing is so fatiguing as the eternal hanging on of an uncompleted task.” And that really true isn't it. We know that we should strive to get more accomplished but so often we find ourselves frustrated by an inability to get off our butts! Perhaps we just need some good advice. Don't put this off any longer, listen in as Scott and I discuss Stop Delaying and Get Going and other substantial subjects on Episode 641 of the Winning at Selling podcast.

Every sale or negotiation, someone must make the first move.  Some think you should never go first, if that's the case, how do you get what you want - if you don't ask by going first.  There is a way of starting off a sales conversation and negotiation by going first. If you want to get what you want, learn how to go first as Bill and I discuss, Who Goes First? and other tantalizing tidbits on episode 640 of the Winning at Selling Podcast.

How do you react when the pressure is on? When customers or your manager demand more than you are able to give? The chaos of life can move even the best of us to react rather than respond. And in today's world life can easily get out of control. What can you do? Take a chill pill and listen in as Scott and I welcome trainer and keynote speaker  Lena Scullard – as she discusses Chaos to Calm and other phenomenal philosophies on Episode 639 of the Winning at Selling podcast.

As the adage goes, “You don't have a second chance to make a first impression.”  Just like when you invite employees to join your team, you must onboard them the best way possible for everyone to be successful.  Let's set the bar high as Bill and me as we discuss, Successful Onboarding and other motivating material on episode 638 of the Winning at Selling Podcast.  

A famous quote by Albert Einstein states, “We cannot solve our problems with the same thinking we used to create them.” According to my dad (and probably yours, “Hey kid, what doesn't kill you makes you stronger.” Whatever the case, as professionals we will have to deal effectively with problems to be successful. So let's find some solutions as Scott and I examine 8 Steps for Handling Problems and other captivating concepts on Episode 637 of the Winning at Selling podcast.

As sales professionals we are inundated with “how to” selling advice. There are hundreds of sales books in print and even more sales blogs and podcasts. For example, the Winning at Selling podcast has over 200 weekly shows spanning more than 4 years. But is all of this advice useful or even true?  Decide for yourself by joining Bill and me as we welcome author and selling expert, Lee Salz the Sales Contrarian to discuss, Commonly Accepted Sales Concepts That Are Just Wrong on episode 636 of the Winning at Selling Podcast.

We've all seen it. Perhaps it's the baseball pitcher who gives up 5 runs in the 2nd inning and of the sudden his arm is too sore to continue. Or maybe it's the marathon runner who sees that she is too far behind to win and suddenly comes up lame. These are examples of the loser's limp, the athlete who exaggerates an injury when they are facing defeat. Giving in to the loser's limp can destroy your ambition and so it must confronted and overcome. Don't skulk away with a phantom hearing problem, but stay tuned as Scott and I dig into The Loser's Limp and other fascinating fact on Episode 635 of the Winning at Selling podcast.

After you deliver the best presentation possible you receive a "think it over," This happens when a prospect, instead of making a decision during a sales conversation, asks for more time to consider the offer. This response can often signal hesitation, uncertainty, or the need for more information. It can also be a polite way of avoiding a direct "no."  What did you leave out? What are they dwelling on?  What risk is the prospect taking when not buying today?  What would you do differently if given a do over?  Think about joining Bill and I as we discuss What Are They Thinking About? and other terrific topics on episode 634 of the Winning at Selling Podcast.

The great coach John Wooden said, “True leaders accept responsibility for the outcomes of their decisions and actions.” And leadership expert, John Maxwell stated that, “A leader who doesn't take accountability for their actions is like a ship without a captain.” While we know that accountability is important, we don't always know how to make it the cultural norm in our organizations. So take some personal responsibility to listen as Scott and I welcome best-selling author and leadership coach, Paul Batz to discuss Building a Culture of Healthy Accountability on Episode 633 of the Winning at Selling podcast.

Words represent our thoughts and intentions.  Expectations and obligations are expressed through words.  With a career in sales, words are the currency of commerce and the better we communicate the more successful we are in selling. Let's start defining some expectations as Bill and I discuss 5 Words and Concepts and other memorable musings on episode 632 of the Winning at Selling Podcast.

We've all had to deal with them. The sales process is going along fine until the prospect's true colors come out and you have a problem personality to contend with. Perhaps it's the person who won't make a decision or the guy who's trying to prove how smart he is, or the woman who must have the best deal in all the world. So, what do you do? Of course you listen in as Scott and I struggle to Deal with the Toughest B2B Customers and other concerning considerations on Episode 631 of the Winning at Selling podcast.

The Top 10% of sales reps don't stop working because it's 5 p.m. or the weekend. They understand that the work they put in outside of the workday makes the difference between being at the top or being part of the other 90%. The work they put in outside of work is to sharpen their mental, physical, and spiritual game so they can perform at their best professionally. They know - to own their own income and create the life they deserve and desire, they need to be at the top of their game every day.  If you want to learn how to make this happen, stay tuned as Bill and I discuss The Work to Get to the Top - Doesn't Happen at Work and other interesting information on episode 630 of the Winning at Selling Podcast.

Scott and I are often asked what an employer should look for when hiring a new salesperson. So often they want to find someone with industry experience. But if there is anything they can teach them internally, it is about the industry. And everyone is used to gaining product knowledge when they get a new job. From our point of view, the hardest thing to modify is someone's character traits. But what are the traits that make up the best salespeople? It's time for some serious introspection as Scott and I add up the Six Strengths of a Superior Salesperson to and other memorable musings on Episode 629 of the Winning at Selling podcast.

The Sales department is built on relationships and operations. Both are needed to generate the desired results. However, if your sales team fails, your organization could be in jeopardy of maintaining or growing revenues.  If this is the case, leadership must identify the threats and change the sales culture.  If you want to transform your culture, create more opportunities and leverage the opportunities you create, stay tuned as Bill and I discuss the 6 Reasons Sales Departments Fail and other interesting information on episode 628 of the Winning at Selling Podcast.

Artificial Intelligence is on everyone's mind. How will it affect my job? Is it being used on me? Can I get any advantage from it? For those of us in sales it the question might be, “How can I use AI to reach more prospects and win more deals?” Fortunately for you, our guest has the answers to these important questions. So slip on your thinking caps as Scott and I welcome author, speaker and information guru Sam Richter to Episode 627 of the Winning at Selling podcast.

Business Practices, Industry Knowledge and Trade Concepts are idle theories without a seasoned guide. Someone who has done it, been there and learned from past successes and failures. A guide who can identify a sharp edge, a tempting short cut or career ending move before it happens.  If you're looking for a guide and accepting applications, stay tuned as Bill and I discuss The Gift of Mentorship and other magnificent material on episode 626 of the Winning at Selling Podcast.

What is going through a prospects mind during the sales conversation? Are they listening to us or is their mind on its own path? Whatever they are thinking about, it is likely that it is about themselves and not about us? So take your eyes off of yourself as Scott and I consider, Four Questions Prospects Ask And other tantalizing tidbits on Episode 625 of the Winning at Selling podcast.

I love the saying, “be kind to others you meet, because they are all fighting battles you know nothing about.” A life is sales is a life filled with adversities.  Our daily goal is to overcome the distractions and convince disagreeable people.  If you want to be stronger and still standing, stay tuned as Bill and I welcome veteran, author and speaker John Kriesel to talk about Overcoming Adversity on episode 624 of the Winning at Selling Podcast.

What goes through a salesperson's mind when they deliver their quote? I'm way behind on my quota, I just have to make this sale. I know the competition is cheaper so… I'm authorized to drop the price as much as 10%, let's go for it. What they fail to understand is that they seldom need to drop their price to close the deal. So put away that discounted proposal as Scott and I chip away at Do You Really Need to Lower Your Price? And other remarkable revelations on Episode 623 of the Winning at Selling podcast.

Do you have a daily goal?  A routine you want to accomplish before leaving your office. Ever get interrupted by someone that steals your unrecoverable time?  What was their goal in the disruption.  Oh, it was to see if I have a positive response to their uninspiring proposal.  What was the point of the proposal?  Oh, that was missing. Listen up for your new daily goal as Bill and I tell you to Stop Touching Base and other inspiring insightson episode 622 of the Winning at Selling Podcast.

Statistics show that referrals are more likely to give you an appointment and more likely to make a purchase. But for many of us, we don't get many referrals to begin with. Why does it seem so hard to do? Our guest will warn us that getting referrals is a process, not an event. And maybe that's where our problems start. So, lock and load as Scott and I welcome world-class salesperson and selling consultant, Garry Duncan as he takes aim at Professionally Targeting Referrals on Episode 621 of the Winning at Selling podcast.

Ever see the meme about being nice to people because you have no idea about what battles they are fighting? Everyone we talk with is coming from and taking a position about our pending conversation. Ever ask yourself, where are they coming from? Look both ways as Bill and I discover Where Are They Coming From? and other tantalizing tidbitson episode 620 of the Winning at Selling Podcast.