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PODCAST

WINNING AT SELLING

Scott Plum and Bill Hellkamp

Welcome to the Winning at Selling Podcast. Your hosts Bill Hellkamp and Scott "Professor Plum." This podcast is dedicated to the overall success in the sales channel. From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome. This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and

business management

All Episodes

30:43

Aug 2025 - You Are Not Being Tested

WINNING AT SELLING ·

2025/08/21

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

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42:01

Aug 2025 - Special Guest - Stevie Ray on Improv that...

WINNING AT SELLING ·

2025/08/13

How 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

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32:35

Aug 2025 - Belief and Execution

WINNING AT SELLING ·

2025/08/07

We 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

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43:15

Aug 2025 - Features, Benefits and Motivation

WINNING AT SELLING ·

2025/07/31

In 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

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28:26

July 2025 - Special Guest - Mitch Larson - The Power...

WINNING AT SELLING ·

2025/07/24

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

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35:38

July 2025 - Should You Respond to an RFP?

WINNING AT SELLING ·

2025/07/17

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

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July 2025 - Should You Respond to an RFP?

WINNING AT SELLING ·

2025/07/17

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

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37:23

July 2025 - Start or Wait… What Should I Do?

WINNING AT SELLING ·

2025/07/10

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

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32:59

July 2025 - Special Guest - Jason Talley

WINNING AT SELLING ·

2025/07/03

Scott 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

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July 2025 - Special Guest - Jason Talley

WINNING AT SELLING ·

2025/07/03

Scott 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

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35:22

June 2025 - Moving from Rep to Manager

WINNING AT SELLING ·

2025/06/26

As 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

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34:02

June 2025 - The Power of Product Differentiation

WINNING AT SELLING ·

2025/06/19

One 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

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28:58

June 2025 - Special Guest - Dave Herpy

WINNING AT SELLING ·

2025/06/12

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

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31:14

June 2025 - Selling to a Group

WINNING AT SELLING ·

2025/06/05

Has 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

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38:00

June 2025 - Increasing Word-of-Mouth

WINNING AT SELLING ·

2025/05/29

How 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

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32:05

May 2025 - Special Guest Jenny Niemela

WINNING AT SELLING ·

2025/05/22

Often 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

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30:34

May 2025 - Using Your CRM - Part Two

WINNING AT SELLING ·

2025/05/16

How 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

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36:56

May 2025 - Advantages of Interactive Delivery of a...

WINNING AT SELLING ·

2025/05/08

Does 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

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May 2025 - Advantages of Interactive Delivery of a...

WINNING AT SELLING ·

2025/05/08

Does 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

en-us

May 2025 - Advantages of Interactive Delivery of a...

WINNING AT SELLING ·

2025/05/08

Does 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

en-us

286 results

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