Scott Plum

Sales Development

Scott Plum started his sales career at age 21 in 1987. And founded the Minnesota Sales Institute in 2002 to teach salespeople how to increase their closing ratio, generate more revenue and stop cutting their price to win the business.

He is Professor Plum as the host of the podcast “What Salespeople Need To Know About Selling” and the co-host of a weekly podcast with Bill Hellkamp called “Winning at Selling” with over 500 episodes.

He is a Master Certified Negotiation Expert (MCNE) and has taught ALL the classes for the Real Estate Negotiation Institute (RENI). RENI owns the Master Certified Negotiation Expert (MCNE®) designation program and the Certified Negotiation Expert (CNE®) course.

Scott Plum
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Areas of focus

Cold Calling and Territory Management


Sales Process


Change Management


Sales Compensation


Screening, Hiring, and Onboarding Salespeople


Sales Presentation


Areas of focus

Negotiation


Value and Pricing Proposition


Questions Techniques


Closing Skills


Leveraging Referral Network


Uncovering Budget and Investment Allocation


Contract Sales Management


Scott published his first book titled; Taking Off into The Wind: Creating Lift Out of Life and his second one will be out in the Spring called, Doing it for Real: Is your Commitment greater than the Consequences?

He serves clients with Onsite Classes and Workshops, Coaching and Consulting on Value Propositions, Sales Process Management and Compensation.

Scott has served as president of the Professional Sales Association (PSA) from 2011-14 and the Sales and Marketing Executives (SME) from 2014-15.