Shows
WINNING AT SELLINGNov 2025 - How to Close on the First Appointment - Part 2 of 2Most salespeople are trained to build rapport, gather information, and follow up later. But what if your prospect is ready today? In service-based, in-home sales (home- improvement, senior care, children's services, etc.) the best close might happen on the first visit. Do you want to be strong in influencing or persistent in follow-up to make a sale? Join Bill and me as we break down How to Close on the First Appointment - Part Two by building curiosity and interest, defining the buying criteria, uncovering motivation and creating urgency to close the deal with confidence on Episode 694 of...
2025-11-1335 min
WINNING AT SELLINGNov 2025 - Special Guest Dr. Chris CronerFew business challenges are more painful than hiring a salesperson who interviews well but fails to deliver. A poor producer can cost your company six to seven figures annually in salary, training, lost customers, and missed opportunities. While most sales leaders say they want reps with "fire in the belly," few know how to identify it reliably. In this episode, we reveal the proven, scientific formula: the three non-teachable traits that define top Hunter salespeople. You'll learn how to spot these traits in your candidates before hiring — so you can build a team of true producers, not pretenders.
2025-11-0632 min
WINNING AT SELLINGNov 2025 - How to Close on the First Appointment - Part 1 of 2Most salespeople are trained to build rapport, gather information, and follow up later. But what if your prospect is ready today? In service-based, in-home sales (home- improvement, senior care, children's services, etc.) the best close might happen on the first visit. Do you want to be strong in influencing or persistent in follow-up to make a sale? Join Bill and me as we break down How to Close on the First Appointment - Part One by building curiosity and interest, defining the buying criteria, uncovering motivation and creating urgency to close the deal with confidence on Episode 692 of...
2025-10-2928 min
WINNING AT SELLINGOct 2025 - Creative B2B Prospecting IdeasOne of the most crucial and creative aspects of selling is developing new customers. It is also what separates the farmers from the hunters. Unfortunately, in the current business climate it seems more difficult than ever to find and connect with your ideal client. But there are some strategies you can use. So, dust off that prospecting list as Scott and I put a stamp on Creative B2B Prospecting Ideas and other novel nuggets on Episode 691 of the Winning at Selling podcast. Handout: Click here Keystone Club Class - https://mnsales.com...
2025-10-2334 min
WINNING AT SELLINGOct 2025 - Special Guest Bob FreytagMost companies stumble when launching something new—not because the idea is bad, but because they treat the launch like a one-time event instead of a repeatable discipline. Whether it's a product, service, or strategic initiative, success depends on more than development—it hinges on execution. In this episode, we'll explore why so many launches fall short, why launch success matters, and how a few proven best practices can flip the odds in your favor. Keep your powder dry and your eyes up as you join Bill and me for Launching Best Practices to Help You W...
2025-10-1536 min
WINNING AT SELLINGOct 2025 - Handling Rejection Like a ProRejection sucks! At least that how I've always seen it. But others that I've worked with don't seem to get affected by it. As a matter of fact it seems to get a fire lit under them. So, what's the difference in our responses and how can we all get better at dealing with rejection Grab your smiley face buttons as Scott and I wrestle with Handling Rejection Like a Pro on Episode 689 of the Winning at Selling podcast. Keystone Club Class - https://mnsales.com/keystone/ Offerings Page - https://mnsales...
2025-10-0930 min
WINNING AT SELLINGOct 2025 - Seven Tips to Goal SettingWe often celebrate outcomes — the closed deal, the big win, the promotion. But what if the way we got there says more about us than the result itself? Today, we'll explore why the means — the process, the behaviors, the discipline — matter just as much as, if not more than, the ends. So, put on your party hats as Bill and I explore Seven Tips to Goal Setting and other persnickety perceptions on Episode 688 of the Winning at Selling Podcast. Keystone Club Class - https://mnsales.com/keystone/ Next Book - Aligning Strategy and Sales...
2025-10-0241 min
WINNING AT SELLINGSept 2025 - Special Guest Frank CespedesYou've seen the picture of a bridge being constructed where the two side are supposed to meet and they don't! Well, that is what misalignment looks like. In most firms, the sales function is the largest lever for executing strategy—yet it's often misaligned with the choices leaders say they've made. Fixing that gap is crucial for organizational success. So, get yourself straight as Scott and I welcome author and lecturer Frank Cespedes to discuss his book Aligning Strategy and Sales on Episode 687 of the Winning at Selling podcast. Keystone Club Class - https://mnsales.co...
2025-09-2533 min
WINNING AT SELLINGSept 2025 - Leave Your Mother on The BusWe all carry voices from our past into our present—from our parents, the pastor from Sunday, the last prospect who brushed us off, the customer who complained about delivery, even our boss reminding us about our quota. They echo in the back of our minds and distract us from the person sitting right in front of us, now. The problem is, those voices always seem to show up when we're trying to prospect, sell, lead, or negotiate. With so many invisible passengers riding along, it feels like we need a bus just to carry them all. The...
2025-09-1832 min
WINNING AT SELLINGSept 2025 - Are You Coachable?In our last episode we closed with a quote from Bob Nardelli, the former CEO of Home Depot: "I absolutely believe that people, unless coached, never reach their maximum capabilities." If true, we should be looking for coaching opportunities every day with the hope of finding someone who will work with on a long-term basis. But, if we don't listen and change we might find our coach has better things to do. So, take a lap as Scott and I turn our attention to Are You Coachable? and other phlegmatic philosophies on Episode 685 of the Winning at...
2025-09-1030 min
WINNING AT SELLINGSept 2025 - Special Guest The Amazing HondoSales isn't just about numbers—it's about sparking curiosity, creating connections, and leaving people amazed. Now, imagine a speaker who blends the precision of a teacher, the creativity of a magician, and the insight of a strategist. This isn't "just talk"—it's an experience that makes your sales message unforgettable, turning ideas into impact and audiences into believers. Let's see if we can pull a rabbit out of the hat - as Bill and I interview magician and keynote speaker, The Amazing Hondo to discuss Magic with a Message on Episode 684 of the Winning at Selling Podcast.
2025-09-0431 min
WINNING AT SELLINGSept 2025 - What Buyers Really WantSales isn't about tricks or scripts—it's about understanding people. When you sell with empathy, clarity, and respect, you don't just win deals—you build trust, loyalty, and long-term relationships. The question is, "How do you accomplish that?" Put on your EMPATHY hat as Scott and I discover What Buyers Really Want and other ridiculous ramblings on Episode 683 of the Winning at Selling podcast. Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1 Next Book - Aligning Strategy and Sales by Frank Cespedeshttps...
2025-08-2834 min
WINNING AT SELLINGAug 2025 - You Are Not Being Tested Many salespeople think they're in a test every time they meet a prospect—measured on how much they know and how perfectly they can present. But selling isn't about passing a test. It's about uncovering what matters most to the prospect. In this episode, we'll look at how shifting from "proving yourself" to "understanding them" can change the conversation—and your results. So, listen up and keep your eyes on the road as Bill and I cram for You Are Not Being Tested and other intriguing ideas on Episode 682 of the Winning at Selling Podcast. BLOG...
2025-08-2130 min
WINNING AT SELLINGAug 2025 - Special Guest - Stevie Ray on Improv that WorksHow can a centuries-old art form help your organization engage employees, build teamwork, and create a culture of innovation? For decades, the techniques of improvisation, or "improv," have helped organizations do just that. Improv is more than just funny; it is fun and valuable training. If you lead teams, interact with clients or customers, or face challenges that need innovative solutions, improv skills can take you to the next level. So, let's throw away the script as Scott and I meet with comedian and entrepreneur Stevie Ray to discuss Improv that Works: Engage *Build * Innovate on Episode 681...
2025-08-1342 min
WINNING AT SELLINGAug 2025 - Belief and ExecutionWe don't execute on what we don't believe. Whether it's a sales process, a life change, or a new habit, our actions—or lack of them—are rooted in what we truly believe about ourselves and what's possible. In this episode, we'll explore how belief shapes behavior and how shifting what you believe - can unlock the consistent execution you need for real transformation. Renew your membership in optimism and resilience as Bill and I discuss Belief and Execution and other noteworthy nuggets on Episode 680 of the Winning at Selling Podcast. Current book – The Power of Purp...
2025-08-0732 min
WINNING AT SELLINGAug 2025 - Features, Benefits and MotivationIn sales, there's a common pattern that many professionals follow with the best intentions. They ask questions. They probe. They dig into the mechanics of a prospect's situation—what systems are they using? How much are they spending? What's not working? Next they tie the pertinent features into benefits for the prospect. But seldom do they get into the crucial questions of motivation – the WHY. You must be motivated to tune in, so listen up as Scott and I probe, Features, Benefits and Motivation and other appealing appetizers on Episode 679 of the Winning at Selling podcast. C...
2025-07-3143 min
WINNING AT SELLINGJuly 2025 - Special Guest - Mitch Larson - The Power of Purpose Are you living with purpose—or just going through the motions? In today's episode, we explore how purpose shapes your work, relationships, and identity. Discover how alignment brings clarity and fulfillment, and learn practical steps to overcome fear, find direction, and start living the life you're meant to lead. If you are open to new ideas and define yourself as "coachable" listen up as Bill, and I welcome author, speaker, and lifelong salesperson, Mitch Larson to discuss his new book, The Power of Purpose, a Guide to Discover Yours on Episode 678 of the Winning at Selling Podcast....
2025-07-2428 min
WINNING AT SELLINGJuly 2025 - Should You Respond to an RFP?Responding to a Request for Proposal (RFP) can be a powerful way to win new business—but only if it's the right opportunity. RFPs often demand considerable time, resources, and cross-functional coordination, so blindly responding to every one can lead to wasted effort, low win rates, and team burnout. Look up your RFP win rates as Scott and I question, Should You Respond to an RFP? and other magnificent musings on Episode 677 of the Winning at Selling podcast. Episode 675 with Jason Talley - Quote vs. Proposal and RFP's Our next book – The Power of P...
2025-07-1735 minWINNING AT SELLINGJuly 2025 - Should You Respond to an RFP?Responding to a Request for Proposal (RFP) can be a powerful way to win new business—but only if it's the right opportunity. RFPs often demand considerable time, resources, and cross-functional coordination, so blindly responding to every one can lead to wasted effort, low win rates, and team burnout. Look up your RFP win rates as Scott and I question, Should You Respond to an RFP? and other magnificent musings on Episode 677 of the Winning at Selling podcast. Episode 675 with Jason Talley - Quote vs. Proposal and RFP's Our next book – The Power of P...
2025-07-1735 min
WINNING AT SELLINGJuly 2025 - Start or Wait… What Should I Do?Have you ever been torn between jumping into action or holding back to wait for the perfect moment? Today we explore the tension between taking immediate action and practicing delayed gratification. Can you really do both—and should you? You don't have to wait another moment as Bill, and I pause to discuss Start or Wait… What Should I Do? and other sublime statistics on Episode 676 of the Winning at Selling Podcast. BLOG: Start or Wait...What should I do? Our next book – The Power of Purpose by Mitch Larsonhttps://www.amazon...
2025-07-1037 min
WINNING AT SELLINGJuly 2025 - Special Guest - Jason TalleyScott and I have been pouring our knowledge and experience into this podcast for over 5 years with the hope that sales professionals would be able to use this information to sell more and win at selling. And that sales leaders would be able to augment their own training with the ideas presented in our podcast. While we've spoken to many of our listeners we finally decided to let one of them share his results. So prepare to hear an echo of your own experience as Scott and I welcome sales leader Jason Talley to examine how he...
2025-07-0332 minWINNING AT SELLINGJuly 2025 - Special Guest - Jason TalleyScott and I have been pouring our knowledge and experience into this podcast for over 5 years with the hope that sales professionals would be able to use this information to sell more and win at selling. And that sales leaders would be able to augment their own training with the ideas presented in our podcast. While we've spoken to many of our listeners we finally decided to let one of them share his results. So prepare to hear an echo of your own experience as Scott and I welcome sales leader Jason Talley to examine how he...
2025-07-0332 min
WINNING AT SELLINGJune 2025 - Moving from Rep to ManagerAs a salesperson - have you ever said behind your sales manager's back - I could do a much better job than they can. Be careful what you wish for. It may look more glamorous than it really is. There are some pros and cons to being a salesperson versus a sales manager than you think. Listen up as we try to encourage and discourage a shift in your responsibilities; as Bill and I unpack Moving from Rep to Manager and other sublime statistics on Episode 674 of the Winning at Selling Podcast. Our next book – The...
2025-06-2635 min
WINNING AT SELLINGJune 2025 - The Power of Product DifferentiationOne of the keys to maintaining value is to be able to differentiate your product or service from the competition. While this can be difficult to do, it is necessary to keep from becoming commoditized. Be ready for some critical thinking as Scott and I investigate The Power of Product Differentiation and other flippant philosophies on Episode 673 of the Winning at Selling podcast. Our next book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1 Top 90 Sales Management Podcast - We're #3! https://www.millionpodcasts.com/sales-management-podcasts/ ...
2025-06-1934 min
WINNING AT SELLINGJune 2025 - Special Guest - Dave Herpy Are you leading with purpose — or just going through the motions? What's the difference between intentional leadership and reactive management. How can you create a collaborative culture by design and not by default. Whose fault is that? Stay tuned for an engaging conversation about "leading the way" to your personal and professional goals as Bill and I welcome speaker and author Dave Herpy to discuss Leading with Purpose and other suggestive snippets on Episode 672 of the Winning at Selling Podcast. AMAZON: Leading with Purpose Dave Herpy website Bill Hellkamp – See my LinkedIn profile...
2025-06-1228 min
WINNING AT SELLINGJune 2025 - Selling to a GroupHas 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...
2025-06-0531 min
WINNING AT SELLINGJun 2025 - Increasing Word-of-MouthHow 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...
2025-05-2938 min
WINNING AT SELLINGMay 2025 - Special Guest Jenny NiemelaOften 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...
2025-05-2232 min
WINNING AT SELLINGMay 2025 - Using Your CRM - Part TwoHow 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 invit...
2025-05-1730 min
WINNING AT SELLINGMay 2025 - Advantages of Interactive Delivery of a ProposalDoes 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
2025-05-0836 minWINNING AT SELLINGMay 2025 - Advantages of Interactive Delivery of a ProposalDoes 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
2025-05-0836 minWINNING AT SELLINGMay 2025 - Advantages of Interactive Delivery of a ProposalDoes 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
2025-05-0836 min
WINNING AT SELLINGMay 2025 - Special Guest: Jimmy Z - SALES PERSPECTIVEPerspective 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 websi...
2025-04-3032 min
WINNING AT SELLINGApr 2025 - Gaining Wallet Share from Current ClientsIs 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. ...
2025-04-2435 min
WINNING AT SELLINGApr 2025 - Define Yourself 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.
2025-04-1832 min
WINNING AT SELLINGApr 2025 - Who Defines the Marketplace?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 sa...
2025-04-0331 min
WINNING AT SELLINGApr 2025 - Special Guest Mike Weinberg - 5-year Anniversary ShowThank 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...
2025-03-2748 min
WINNING AT SELLINGMar 2025 - Why Enter it into the CRM? 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 tha...
2025-03-2236 min
WINNING AT SELLINGMar 2025 - Special Guest Peter Beaumont 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
2025-02-2733 min
WINNING AT SELLINGFeb 2025 - Seven AssumptionsOur 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.
2025-02-2031 minWINNING AT SELLINGFeb 2025 - Quote Versus Proposal 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 Sel...
2025-02-1334 minWINNING AT SELLINGFeb 2025 - Special Guest Scott WellePeak 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.
2025-02-0631 minWINNING AT SELLINGFeb 2025 - The Weekly Sales MeetingThe 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.
2025-01-3135 minWINNING AT SELLINGJan 2025 - Uncovering Your Prospect's ExpectationsHave 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.
2025-01-2332 minWINNING AT SELLINGJan 2025 - Special Guest Steve Keating on Ethics in SellingHollywood 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...
2025-01-1536 minWINNING AT SELLINGJan 2025 - The Hiring Process 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 ba...
2025-01-0834 minWINNING AT SELLINGJan 2025 - 5 Ways to Jump Start the New YearSo 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...
2025-01-0236 minWINNING AT SELLINGDec 2024 - Special Guest Frank GustafsonWe 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...
2024-12-2435 minWINNING AT SELLINGDec 2024 - How to Leverage the Buyer's JourneyIf, 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.
2024-12-2037 minWINNING AT SELLINGDec 2024 - Educate Them on What?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.
2024-12-1137 minWINNING AT SELLINGDec 2024 - Special Guest Dr. Andrea HollingsworthSelling 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.
2024-12-0832 minWINNING AT SELLINGDec 2024 - Debriefing the Sales CallCovey 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
2024-11-2836 minWINNING AT SELLINGNov 2024 - What to Do When You Get a NoWe've all been told that people buy from people they like. So, many salespeople spend a lot of time developing a "likeable" personality. This can mean that when a customer tells them NO, they can take it as a personal rejection. Well, put away that crying towel as Scott and I discuss What to Do When You Get a No and other quisling questions on Episode 643 of the Winning at Selling podcast.
2024-11-2132 minWINNING AT SELLINGNov 2024 - Special Guest Jennifer FernjackIn 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.
2024-11-1433 minWINNING AT SELLINGNov 2024 - Stop Delaying and Get GoingFamed 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.
2024-11-0736 minWINNING AT SELLINGNov 2024 - Who Goes First? 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.
2024-10-3135 minWINNING AT SELLINGOct 2024 - Special Guest - Lena ScullardHow 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.
2024-10-2524 minWINNING AT SELLINGOct 2024 - Successful Onboarding 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.
2024-10-1636 minWINNING AT SELLINGOct 2024 - 8 Steps for Handling ProblemsA 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.
2024-10-1130 minWINNING AT SELLINGOct 2024 - Lee Salz - The Sales Contrarian 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.
2024-10-0241 minWINNING AT SELLINGSept 2024 - The Loser's LimpWe'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...
2024-09-2636 minWINNING AT SELLINGSept 2024 - What Are They Thinking About? 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 d...
2024-09-1840 minWINNING AT SELLINGSept 2024 - Paul Batz: Building a Culture of Healthy AccountabilityThe 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.
2024-09-1334 minWINNING AT SELLINGSept 2024 - 5 Words and Concepts 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.
2024-09-0545 minWINNING AT SELLINGSept 2024 - Dealing with the Toughest B2B CustomersWe'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...
2024-08-2836 minWINNING AT SELLINGAug 2024 - Special Guest Kristie Jones 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 t...
2024-08-2237 minWINNING AT SELLINGAug 2024 - Six Strengths of a Superior SalespersonScott 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...
2024-08-1637 minWINNING AT SELLINGAug 2024 - 6 Reasons Sales Departments Fail 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.
2024-08-0837 minWINNING AT SELLINGAug 2024 - Special Guest Sam RichterArtificial 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.
2024-07-3139 minWINNING AT SELLINGJuly 2024 - The Gift of Mentorship 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.
2024-07-2635 minWINNING AT SELLINGJuly 2024 - Four Questions Prospects AskWhat 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.
2024-07-2137 minWINNING AT SELLINGJuly 2024 - Guest: John Kriesel – Overcoming Adversity 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.
2024-07-1336 minWINNING AT SELLINGJuly 2024 - Do You Really Need to Lower Your Price?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.
2024-07-0434 minWINNING AT SELLINGJuly 2024 - Stop Touching Base 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.
2024-06-2630 minWINNING AT SELLINGJune 2024 - Special Guest Garry DuncanStatistics 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.
2024-06-2034 minWINNING AT SELLINGJune 2024 - Where are They Coming From 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.
2024-06-1438 minWINNING AT SELLINGJune 2024 - Developing TrustHow 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 important ideas on Episode 619 of the Winning at Selling podcast.
2024-06-0536 minWINNING AT SELLINGJune 2024 - Special Guest Stu Heinecke - Flip Moments 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 Bill and I welcome Wall Street Journal cartoonist, Hall of Fame-nominated marketer and author Stu Heinecke to episode 618 of the Winning at Selling Podcast.
2024-05-3136 minWINNING AT SELLINGMay 2024 - Building Relationships with ProcurementRats! 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 the most seasoned sales professional. If you want to learn how to turn the purchasing boogieman into cuddly little lamb keep listening as Scott and I discuss Building Relationships with Procurement and other...
2024-05-2535 minWINNING AT SELLINGMay 2024 - 10 Questions to Ask Your New Prospect 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 Ask Your Prospect and other thoughtful ideas on episode 616 of the Winning at Selling Podcast.
2024-05-1633 minWINNING AT SELLINGMay 2024 - Special Guest Anthony IannarinoIs 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 from falling further behind the sales curve tune in as Scott and I welcome our guest Anthony Iannarino to tell us Why You Must Be One-Up Now on Episode 615 of the Winning at Selling podcast.
2024-05-0930 minWINNING AT SELLINGMay 2024 - Overview of the 5 Dysfunctions of a Team 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 dysfunction in an Overview of the 5 Dysfunctions of a Team on episode 614 of the Winning at Selling Podcast.
2024-05-0630 minWINNING AT SELLINGApr 2024 - Closing the DealA-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; you think they came in to get out of the rain? Guy doesn't walk on the lot unless he wants to buy. Sitting out there waiting to give you their money! Are you gonna take it? Are you man enough to take i...
2024-04-2538 minWINNING AT SELLINGApr 2024 - Dr. Andrea Hollingsworth 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 Welcome our guest, Dr. Andrea Hollingsworth to discuss Inner Critic vs. Inner Advocate on episode 612 of the Winning at Selling Podcast.
2024-04-1834 minWINNING AT SELLINGApr 2024 - Personal Sales StrategyHaving 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 fork as Scott and I dig into the steps for creating a Personal Sales Strategy on Episode 611 of the Winning at Selling podcast.
2024-04-1332 minWINNING AT SELLINGApr 2024 - Who are They Working For? 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 as Bill, and I investigate, Who are They Working For?- on episode 610 of the Winning at Selling Podcast.
2024-04-0732 minWINNING AT SELLINGApr 2024 -Special Guest Jimmy ZDr. 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 welcome author and sales expert Jimmy Z to discuss Shift Your Sales Perspective on Episode 609 of the Winning at Selling podcast.
2024-03-2835 minWINNING AT SELLINGMar 2024 - Memorable Moments 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 lessons learned the hard way on episode 608 of the Winning at Selling Podcast.
2024-03-2337 minWINNING AT SELLINGMar 2024 - 5 Ways You Are Hurting Your SalesCould 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 Hurting Your Sales and other radical ideas on Episode 607 of the Winning at Selling podcast.
2024-03-1432 minWINNING AT SELLINGMar 2024 - Special Guest Seth Johnson - Selling in Sync 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 welcome marketing expert Seth Johnson to discuss Selling in Sync - How sales and marketing can unite to generate more leads and close more deals on episode 606 of the Winning at Selling Podcast.
2024-03-1129 minWINNING AT SELLINGMar 2024 - The Entrepreneurial SalespersonI 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 of the Winning at Selling podcast.
2024-02-2932 minWINNING AT SELLINGFeb 2024 - Referrals: Asking, Giving and Receiving 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 a commitment. So, think about who you'd like to refer this episode to - as Bill, and I discuss Referrals: Asking, Giving and Receiving and other miraculous matters on episode 604 of the Winning at Selling Podcast
2024-02-2232 minWINNING AT SELLINGFeb 2024 – Special Guest Mark Hunter (The Sales Hunter)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 to be explored. So, take off your tinfoil caps as Scott and I welcome author and sales leader, Mark Hunter: The Sales Hunter to Episode 603 of the Winning at Selling podcast.
2024-02-1531 minWINNING AT SELLINGFeb 2024 – Keeping a Positive Attitude When Sales are Down 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, and I discuss Keeping a Positive Attitude When Sales are Down and other uplifting topics on episode 602 of the Winning at Selling Podcast.
2024-02-1036 minWINNING AT SELLINGFeb 2024 - Work Habits of Top Sales PeopleJohn 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 Habits of Top Sales People and other helpful ideas on Episode 601 of the Winning at Selling podcast.
2024-02-0330 minWINNING AT SELLINGJan 2024 - Special Guest Joe Schmit 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 episode 600 of the Winning at Selling Podcast.
2024-01-2536 minWINNING AT SELLINGJan 2024 - Maintaining Your Profit MarginIs 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 Maintaining Your Profit Margin and other valuable lessons on Episode 599 of the Winning at Selling podcast.
2024-01-2233 minWINNING AT SELLINGJan 2024 - Unseating the Incumbent 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 other fascinating topics on episode 598 of the Winning at Selling Podcast.
2024-01-1329 minWINNING AT SELLINGJan 2024 - Special Guest Eric HarkinsDo 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 best-selling author and speaker Eric Harkins to discuss Do You Have the Right Leaders in Place for 2024? on Episode 597 of the Winning at Selling podcast.
2024-01-0434 min