Best Scott Professor Plum Podcasts (2024)

1
Nov 2024 - What to Do When You Get a No 32:45

2h ago32:45

32:45

By Professor Scott Plum and Bill Hellkamp

1
Nov 2024 - Special Guest Jennifer Fernjack 33:44

1h ago33:44

33:44

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 tune…

1
Nov 2024 - Stop Delaying and Get Going 36:53

6d ago36:53

36:53

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 lo…

1
Nov 2024 - Who Goes First? 35:02

14d ago35:02

35:02

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 …

1
Oct 2024 - Special Guest - Lena Scullard 24:23

20d ago24:23

24:23

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…

1
Oct 2024 - Successful Onboarding 36:04

29d ago36:04

36:04

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 Se…

1
Oct 2024 - 8 Steps for Handling Problems 30:17

1M ago30:17

30:17

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 Sco…

1
Oct 2024 - Lee Salz - The Sales Contrarian 41:04

1M ago41:04

41:04

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 wel…

1
Sept 2024 - The Loser's Limp 36:22

2M ago36:22

36:22

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 defe…

1
Sept 2024 - What Are They Thinking About? 40:11

2M ago40:11

40:11

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 "…

1
Sept 2024 - Paul Batz: Building a Culture of Healthy Accountability 34:19

2M ago34:19

34:19

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 th…

1
Sept 2024 - 5 Words and Concepts 45:03

3M ago45:03

45:03

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 episod…

1
Sept 2024 - Dealing with the Toughest B2B Customers 36:01

3M ago36:01

36:01

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 cou…

1
Aug 2024 - Special Guest Kristie Jones 37:07

3M ago37:07

37:07

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 bes…

1
Aug 2024 - Six Strengths of a Superior Salesperson 37:36

3M ago37:36

37:36

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 thi…

1
Aug 2024 - 6 Reasons Sales Departments Fail 37:41

3M ago37:41

37:41

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, c…

1
Aug 2024 - Special Guest Sam Richter 39:06

4M ago39:06

39:06

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 cap…

1
July 2024 - The Gift of Mentorship 35:12

4M ago35:12

35:12

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 tu…

1
July 2024 - Four Questions Prospects Ask 37:21

4M ago37:21

37:21

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…

1
July 2024 - Guest: John Kriesel – Overcoming Adversity 36:08

4M ago36:08

36:08

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…

1
July 2024 - Do You Really Need to Lower Your Price? 34:54

5M ago34:54

34:54

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 discoun…

1
July 2024 - Stop Touching Base 30:20

5M ago30:20

30:20

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…

1
June 2024 - Special Guest Garry Duncan 34:17

5M ago34:17

34:17

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 a…

1
June 2024 - Where are They Coming From 38:44

5M ago38:44

38:44

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 episod…

1
June 2024 - Developing Trust 36:30

6M ago36:30

36:30

How does a salesperson make us “want” to buy from them? Is it their great charisma, alluring appearance, dazzling smile, perfectly styled hair? Or is something else entirely? Whatever it is, you and I both need it to make our way in this crazy profession of selling. So strap on your helmets as Scott and I delve into Developing Trust and other impor…

1
June 2024 - Special Guest Stu Heinecke - Flip Moments 36:20

6M ago36:20

36:20

Every interaction we have with another person creates a split-second impression. They may say – “Who is this” - with interest in wanting to know more. Or “Who is this - and why are they interrupting me. Our actions define and create the curiosity we want others to have in talking more with us. If you are interested in learning how, stay tuned as Bi…

1
May 2024 - Building Relationships with Procurement 35:34

6M ago35:34

35:34

Rats! I thought I was about to close a deal until my client said that he would have to submit the plan to procurement! What does that mean? A bidding war? A long and costly RFP process? Negotiations with a team of master negotiators who are bent on the cheapest product possible? Yes, the thought of dealing with procurement can strike fear into even…

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

6M 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

6M 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

7M 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

7M 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

7M 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

7M 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

7M 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

8M 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

8M 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

8M 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

8M 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

9M 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

9M 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…

1
Feb 2024 – Special Guest Mark Hunter (The Sales Hunter) 31:36

9M 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

9M 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

9M 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

10M 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

10M 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

10M 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

11M 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…

1
Jan 2024 - When Good Sales Calls Go Bad 35:13

11M 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

11M 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

11M 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…

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Scott Professor Plum Podcasts

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