Ep145 Chris Wilkey, Professor and Director of the Center for Professional Selling at Ball State University: From DJ Gigs to Sales Mastery – Why Listening Trumps Talking Every Time

Default Profitable

In this episode of Default Profitable, host Matt Nettleton chats with Chris Wilkey about the evolution of professional selling, drawing from Chris's eclectic career path that spans software sales, running a digital marketing agency and wedding DJ business, to leading Ball State's Center for Professional Selling. They dive into the misconceptions of sales as mere persuasion, the value of sales education in higher ed, lessons from entrepreneurial missteps, and practical advice for young business owners on adapting plans, scaling operations, and prioritizing customer service to build lasting success.

Have you ever wondered why top salespeople succeed by asking questions rather than pushing products? What does it take to turn a flawed business plan into a thriving venture through active listening and quick pivots? What kind of resilience is needed to learn from failures like undervaluing services or niching down to "boring" but profitable industries? Chris wraps up with a humorous nod to his DJ origins, kickstarted when his dad bought him equipment and quipped, "Hire yourself for the school dance – that'll pay for it!"

Learn more about Chris Wilkey and Ball State University's Center for Professional Selling at https://www.linkedin.com/in/chriswilkey.

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