Cover image of Get In The Door Podcast | Sales Leadership, Development, Strategies & Tactics by Scott "The Professor" Plum and Bill Hellkamp
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Get In The Door Podcast | Sales Leadership, Development, Strategies & Tactics by Scott "The Professor" Plum and Bill Hellkamp

Updated 2 months ago

Business
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Let's face it, nothing happens until you get in front of a prospect or client and that will never happen until you get their attention. This podcast is dedicated to helping you get in the door, close more sales and do your best work.

Read more

Let's face it, nothing happens until you get in front of a prospect or client and that will never happen until you get their attention. This podcast is dedicated to helping you get in the door, close more sales and do your best work.

iTunes Ratings

106 Ratings
Average Ratings
89
8
4
1
4

I couldn’t listen anymore

By Pancho Joe - May 27 2020
Read more
All these guys did for the first 10 minutes is talk about themselves. I use to say if you can’t sell you go into marketing, training, or consulting ... I’ll add start a podcast after listening to these guys do nothing but bloviate about themselves.

Some good advice but...

By EriMHowell - Jan 17 2020
Read more
I’d love if the fluff was cut out. I feel like it’s 5 minutes of genuine information spread out over 20 minutes with slow speaking and redundant stories or drawn out explanations. I listen to at 2x speed. Some good nuggets though

iTunes Ratings

106 Ratings
Average Ratings
89
8
4
1
4

I couldn’t listen anymore

By Pancho Joe - May 27 2020
Read more
All these guys did for the first 10 minutes is talk about themselves. I use to say if you can’t sell you go into marketing, training, or consulting ... I’ll add start a podcast after listening to these guys do nothing but bloviate about themselves.

Some good advice but...

By EriMHowell - Jan 17 2020
Read more
I’d love if the fluff was cut out. I feel like it’s 5 minutes of genuine information spread out over 20 minutes with slow speaking and redundant stories or drawn out explanations. I listen to at 2x speed. Some good nuggets though
Cover image of Get In The Door Podcast | Sales Leadership, Development, Strategies & Tactics by Scott "The Professor" Plum and Bill Hellkamp

Get In The Door Podcast | Sales Leadership, Development, Strategies & Tactics by Scott "The Professor" Plum and Bill Hellkamp

Latest release on Aug 09, 2020

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Let's face it, nothing happens until you get in front of a prospect or client and that will never happen until you get their attention. This podcast is dedicated to helping you get in the door, close more sales and do your best work.

Rank #1: #137: One Idea That Will Increase Your Sales Opportunities [Podcast] – Repost

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How would you like to apply one idea that would change your sales career forever?

The post #137: One Idea That Will Increase Your Sales Opportunities [Podcast] – Repost appeared first on The Prospecting Expert.

Mar 28 2019

15mins

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Rank #2: #277: Prospecting [Podcast] – Repost

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How good are you at Prospecting?

The post #277: Prospecting [Podcast] – Repost appeared first on The Prospecting Expert.

Jan 10 2019

30mins

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Rank #3: #151: Sales Techniques with Professor Plum! [Podcast] – Repost

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What would you say to someone who asked you, "What do you do?"

The post #151: Sales Techniques with Professor Plum! [Podcast] – Repost appeared first on The Prospecting Expert.

Aug 15 2019

20mins

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Rank #4: #285: Creating A Competitive Advantage [Podcast] – Repost

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How effective are you at creating a competitive advantage?

The post #285: Creating A Competitive Advantage [Podcast] – Repost appeared first on The Prospecting Expert.

Feb 28 2019

18mins

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Rank #5: #154: Creating Confidence [Podcast] – Repost

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If you are confident, others will be confident in you.

The post #154: Creating Confidence [Podcast] – Repost appeared first on The Prospecting Expert.

Jun 27 2019

13mins

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Rank #6: #147: How Asking Questions Increased The Effectiveness Of My Sales Interviews [Podcast] – Repost

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Do you know how to put your ideas in the form of a question?

The post #147: How Asking Questions Increased The Effectiveness Of My Sales Interviews [Podcast] – Repost appeared first on The Prospecting Expert.

May 16 2019

11mins

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Rank #7: #149: The Most Important Word In Selling [Podcast] – Repost

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Learn the power of asking “Why” and how it opens up conversations.

The post #149: The Most Important Word In Selling [Podcast] – Repost appeared first on The Prospecting Expert.

May 30 2019

10mins

Play

Rank #8: #145: A $250,000 Sale In Fifteen Minutes [Podcast] Repost

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Help the prospect recognize what they want, then help them decide how to get it.

The post #145: A $250,000 Sale In Fifteen Minutes [Podcast] Repost appeared first on The Prospecting Expert.

May 02 2019

12mins

Play

Rank #9: #144: Are You Hitting The Bull’s-eye? [Podcast] – Repost

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Are You Hitting The Bull's-eye?

The post #144: Are You Hitting The Bull’s-eye? [Podcast] – Repost appeared first on The Prospecting Expert.

Apr 25 2019

14mins

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Rank #10: #275: Having The Right Mindset [Podcast] – Repost

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Do you have the right mindset for sales?

The post #275: Having The Right Mindset [Podcast] – Repost appeared first on The Prospecting Expert.

Dec 27 2018

24mins

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Rank #11: #284: Producing Results [Podcast] – Repost

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How effective are you at producing results with and through others? Chapter 18, Leadership, from the book The Only Sales Guide You Will Never Need by Anthony Iannarino.

The post #284: Producing Results [Podcast] – Repost appeared first on The Prospecting Expert.

Feb 21 2019

25mins

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Rank #12: #153: Listening – The Forgotten Art That Is Magic In Selling [Podcast] – Repost

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Stop thinking about what you are going to say and start listening!

The post #153: Listening – The Forgotten Art That Is Magic In Selling [Podcast] – Repost appeared first on The Prospecting Expert.

Jun 20 2019

11mins

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Rank #13: #276: Obtaining Commitments [Podcast] – Repost

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How good are you at obtaining commitments? Chapter 11, Asking for and Obtaining Commitments, from the book The Only Sales Guide You Will Ever Need by Anthony Iannarino.

The post #276: Obtaining Commitments [Podcast] – Repost appeared first on The Prospecting Expert.

Jan 03 2019

18mins

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Rank #14: #304: What’s Next? [Podcast]

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Are you ready to change and open for what’s next?

The post #304: What’s Next? [Podcast] appeared first on The Prospecting Expert.

Mar 07 2019

11mins

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Rank #15: #152: How To Find The Hidden Objection [Podcast] – Repost

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What questions should you be asking to find the hidden objection?

The post #152: How To Find The Hidden Objection [Podcast] – Repost appeared first on The Prospecting Expert.

Jun 13 2019

15mins

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Rank #16: #260: Working With Objections [Podcast] – Repost

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Are your tired of dealing with objections?

The post #260: Working With Objections [Podcast] – Repost appeared first on The Prospecting Expert.

Oct 11 2018

33mins

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419: The Power of Referrals [Podcast]

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There are people you know; and people you don’t. If we leverage the people we know, to get introduced to the people we don’t know, we will shorten the sales cycle, increase the closing ratio and increase your prospect base – faster and cheaper than any other form of marketing.

In this podcast, Scott and Bill will discuss The Power of Referrals and much more on episode 419.

The post 419: The Power of Referrals [Podcast] appeared first on The Prospecting Expert.

Aug 09 2020

28mins

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#418: Are You a Sales Professional or an Amateur?

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Since I’m in sales and paid to be a salesperson then it only follows that I’m a professional, right?

While that might technically be true, both statistics and personal experience tell us that only about 15 to 20 percent of salespeople are truly professionals.

In this podcast, Scott and Bill will talk about the 5 key attributes that make the difference between a Sales Professional and an Amateur. So buckle up for episode 418 of the Get in the Door Podcast.

The post #418: Are You a Sales Professional or an Amateur? appeared first on The Prospecting Expert.

Aug 01 2020

37mins

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#417: Important to Who? [NEW Podcast]

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In complex, relationship sales there is usually more than one person involved in the overall decision to make a change. In addition, to the most common motive and finding three reasons to change, there may also be more than three people affected.

Getting everyone, together to agree and commitment, can be a challenge.

In today’s show, Bill and Scott will discuss Important to Who? Understanding the people and process of the sale, and much more on episode 417 of the Get in the Door Podcast.

The post #417: Important to Who? [NEW Podcast] appeared first on The Prospecting Expert.

Jul 25 2020

31mins

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#416: Advantage Questions [NEW Podcast]

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Have you ever asked a question in a customer interview and gotten an answer that made it HARDER to sell your product or service?

Perhaps this happened because you hadn’t prepared questions that lead the customer to understand the unique value that you are bringing to them.

In today’s show, Bill and Scott will explore Advantage Questions. Plus many more topics on episode 416 of the Get in the Door Podcast

The post #416: Advantage Questions [NEW Podcast] appeared first on The Prospecting Expert.

Jul 18 2020

34mins

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#415: Sales and Marketing Should Work Together [NEW Podcast]

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What is the difference between Sales and Marketing?  Who is responsible for generating revenue?

There are many challenges both department struggle with on working together to achieve revenue goals.  However, there are ways for greater cooperation.

In today’s show, our guest Greg Pomerantz will discuss the relationship between sales and marketing. Plus many more topics on episode 415 of the Get in the Door Podcast.

The post #415: Sales and Marketing Should Work Together [NEW Podcast] appeared first on The Prospecting Expert.

Jul 12 2020

32mins

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#414: Selling to the C-Suite [NEW Podcast]

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CEO – CIO – CFO – all of these executives work in the C-suite. And many sales people have no idea what it takes to get access to them nor how to sell to this high powered group.

But if you can break through the barriers that hold you back and drive the right kind of meeting – you can achieve greatness as a salesperson.

On today’s show, Scott and Bill will discuss Selling to the C-Suite and much more on episode 414 of the Get in the Door Podcast.

The post #414: Selling to the C-Suite [NEW Podcast] appeared first on The Prospecting Expert.

Jul 04 2020

33mins

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#413: What is a Perfect Week? [NEW Podcast]

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Before starting a training program, I meet with each salesperson and ask them the question, “What does a perfect week look like for you?”

They stammer and reply with, “It depends.”  I ask. “Depends on what?”  “Well, what happens.” They say.  I ask “Who’s in charge of how you trade your time?  You or them?”

On today’s show, Scott and Bill will investigate What is a Perfect Week? and much more on episode 413 of the Get in the Door Podcast.

The post #413: What is a Perfect Week? [NEW Podcast] appeared first on The Prospecting Expert.

Jun 28 2020

24mins

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#412: Sales Posture and Confidence [NEW Podcast]

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Have you ever had a sales call where you felt desperate to close the deal? Where you REALLY needed to make this sale? Or one where you felt the buyer had all of the control?
Did you make those deals? Were you able to maintain profit margin or did you end up giving it all away? How we view ourselves and our status in the marketplace can have a great effect on the outcome of a sales call.
On today’s show, Scott and Bill will discuss Sales Posture and Confidence and much more on episode 412 of the Get in the Door Podcast.

The post #412: Sales Posture and Confidence [NEW Podcast] appeared first on The Prospecting Expert.

Jun 21 2020

34mins

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#411: I Need To Think About It [NEW Podcast]

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Imagine you the just held the best prospect meeting ever. They asked you all the right questions. You gave them all the right answers. There were no questions. It was a “drop the mic” moment. Silence.

Then they said. “Well, thank you for coming in. I can tell you really know your stuff. You taught me a lot. I can see why so many people pick you. I will think this over and get back to you.” Now you want to pick up the mic and ask – “what happened?”

On today’s show, Scott and Bill will investigate the “I need to think about it” objection and how you can deal with it, and much more on episode 411.

The post #411: I Need To Think About It [NEW Podcast] appeared first on The Prospecting Expert.

Jun 14 2020

31mins

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#410: Major Account Strategy [NEW Podcast]

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Acquiring a new customer can cost 4 to 5 times as much as retaining a current customer. Meanwhile, the success rate of selling new product or services to an existing customer is over 50% whereas the success rate of getting a NEW customer may be as low as 5%. Obviously it is worth our time to concentrate on developing the accounts we already have.
On today’s show, Scott and I will discuss Major Account Strategy and a bunch of other information designed for the sales professional on episode 410.

The post #410: Major Account Strategy [NEW Podcast] appeared first on The Prospecting Expert.

Jun 07 2020

31mins

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#409: Overcoming Objections [NEW Podcast]

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What is your first reaction to your prospect’s objection?
How do you respond in a way to build confidence – in you, your product, and the marketplace?
Once we label the objection and follow a process to seek the real reason, we can apply the response in a way to build value, reassurance, and credibility.
In this episode, Bill and Scott will investigate Overcoming Objections, how to address them, and much more.

The post #409: Overcoming Objections [NEW Podcast] appeared first on The Prospecting Expert.

May 31 2020

31mins

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#408: Measuring Training ROI [NEW Podcast]

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Good training is valuable, right? Well trainers think so, but I’m sure that not all of the participants would agree.
Determining the value of training based on our “gut” gets us nowhere. But there are systems that will help you understand the real Return On Investment, whether you are the sales manager or the sales person sitting in the class.
On today’s show, our special guest, Kristen Taraszewski will give her insights on Measuring Training ROI and much more on episode 408.

The post #408: Measuring Training ROI [NEW Podcast] appeared first on The Prospecting Expert.

May 25 2020

32mins

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#407: Fighting Commoditization [NEW Podcast]

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I can save you money! Salespeople lead with this statement which automatically turns your conversation into selling on price and not value. You will never win the price battle. 
What will add the most value to the conversation? What is most important to the prospect? How can you win more sales by offering value, delivering the best solution and maintaining your profit margin?
In today’s show, Bill and Scott will investigate Fighting Commoditization and much more on episode 407 of the Get in the Door Podcast.

The post #407: Fighting Commoditization [NEW Podcast] appeared first on The Prospecting Expert.

May 17 2020

34mins

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#406: Sources for Customers While in Lock Down [NEW Podcast]

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Industry event – CANCELLED! Trade Show – CANCELLED! Networking breakfast – CANCELLED! Now what do I do? Where can I go to get new names to prospect? On today’s show, Bill and Scott discuss “Sources for Customers While in Lock Down” and much more on episode #406 of the Get in the Door Podcast. In this new episode Bill and Scott will discuss the strategy of finding customers while being sheltered-in-place.  It includes: Using LinkedIn, Contacting past clients and Uncovering the importance of cross-selling.

The post #406: Sources for Customers While in Lock Down [NEW Podcast] appeared first on The Prospecting Expert.

May 11 2020

29mins

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#405: False Facts About Making Your Number [NEW Podcast]

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When you were in high school, did you ever receive a lower grade than you thought you deserved?  What contributed to that outcome?  What will you do different, next semester? Our grades as a student are like our monthly sales numbers as a salesperson. TODAY, Bill and Scott will delve into False Facts about “Making Your Number” and much more on episode #405 of the Get in the Door Podcast.

The post #405: False Facts About Making Your Number [NEW Podcast] appeared first on The Prospecting Expert.

May 03 2020

37mins

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#404: Qualifying Prospects to Avoid Useless Meetings [NEW Podcast]

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Are you qualifying your prospects? Have you ever found yourself in a new client meeting and shortly into the discussion it dawned on you that there was nothing here for either you or the customer? How about those times when you had an appointment that was going well until you discovered that your price wasn’t even close to an amount they were willing to spend?

The post #404: Qualifying Prospects to Avoid Useless Meetings [NEW Podcast] appeared first on The Prospecting Expert.

Apr 26 2020

27mins

Play

#403: Define Value – April 2020 [NEW Podcast]

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What is the difference between price, cost and value?

The post #403: Define Value – April 2020 [NEW Podcast] appeared first on The Prospecting Expert.

Apr 20 2020

23mins

Play

#402: Attitude Makes A Difference [Podcast]

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Does your attitude matter? And if it does, what steps do you take to keep it upbeat and productive?

The post #402: Attitude Makes A Difference [Podcast] appeared first on The Prospecting Expert.

Apr 12 2020

27mins

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#401: April 2020 – And We’re Back! [Podcast]

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We're Back! Professor Plum introduces our new co-host, Bill Hellkamp, and discusses the future of the podcast. 

The post #401: April 2020 – And We’re Back! [Podcast] appeared first on The Prospecting Expert.

Apr 05 2020

26mins

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#194: 7 Rules I use in Closing the Sale [Podcast] Repost

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Would you like to know the Secrets of closing the sale?

The post #194: 7 Rules I use in Closing the Sale [Podcast] Repost appeared first on The Prospecting Expert.

Mar 26 2020

11mins

Play

iTunes Ratings

106 Ratings
Average Ratings
89
8
4
1
4

I couldn’t listen anymore

By Pancho Joe - May 27 2020
Read more
All these guys did for the first 10 minutes is talk about themselves. I use to say if you can’t sell you go into marketing, training, or consulting ... I’ll add start a podcast after listening to these guys do nothing but bloviate about themselves.

Some good advice but...

By EriMHowell - Jan 17 2020
Read more
I’d love if the fluff was cut out. I feel like it’s 5 minutes of genuine information spread out over 20 minutes with slow speaking and redundant stories or drawn out explanations. I listen to at 2x speed. Some good nuggets though