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

Areas of focus

Cold Calling and Territory Management

Sales Process

Change Management

Sales Compensation

Screening, Hiring, and Onboarding Salespeople

Sales Presentation

Areas of focus


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 WorkshopsCoaching 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.