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PODCAST

WINNING AT SELLING

Bill Hellkamp and Scott "Professor Plum"

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

32:28

Jan 2025 - Uncovering Your Prospect's Expectations

WINNING AT SELLING ·

2025/01/23

Have you ever had a misunderstanding with a prospect? They committed, signed the agreement, and you started working together—only to discover they had completely different expectations about what you’d be doing. These misunderstandings often stem from unclear conversations and clever agreements. When expectations and obligations aren’t explicitly defined, it’s easy to disappoint and fall short of delivering the desired outcome for both parties. What are your expectations for this episode? Let’s

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36:17

Jan 2025 - Special Guest Steve Keating on Ethics in...

WINNING AT SELLING ·

2025/01/15

Hollywood has made clear their opinion of sales professionals. From the hard driver on Glengarry Glen Ross to the dishonest philanderers of Tin Men to the spastic incompetence of Tommy Boy. People can’t help but be influenced by these depictions. But we must also recognize the part actual salespeople play in swaying opinion. Each time a salesperson acts dishonestly, he or she contributes to the negative persona of our profession. Here’s a chance to check your integrity as Scott and I welcome sales

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34:24

Jan 2025 - The Hiring Process

WINNING AT SELLING ·

2025/01/08

We’ve all experienced the hiring process—whether as the candidate or the future supervisor. It’s a pivotal time when every piece of information and observation can significantly shape both parties' futures. Today, we’re diving into one of the most crucial elements of building a successful sales team: hiring the right salesperson. For business owners, sales managers, and recruiters alike, finding the perfect fit can mean the difference between growth, stagnation, or even misery. So, let’s explore a

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36:01

Jan 2025 - 5 Ways to Jump Start the New Year

WINNING AT SELLING ·

2025/01/02

So here we are again – a NEW YEAR. And that gives us a feeling of a new start. Perhaps you already joined a gym or set a goal to lose a few pounds. Although the January 1st date is an artificial opportunity, there’s nothing wrong with using it as a time to renew ourselves. As a sales professional there are plenty of good habits that you need to be successful – are you ready to get going? So HAPPY NEW YEAR – now get to work as Scott and I discuss, 5 Ways to Jump Start the New Year and other

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35:06

Dec 2024 - Special Guest Frank Gustafson

WINNING AT SELLING ·

2024/12/24

We create fresh starts at different times of the year. For some, it’s January 1st, for others it may be the day after Labor Day. Regardless of when, a plan and process with passion are all necessary. Whether you're mapping out your career goals, focusing on personal growth, or chasing that fitness milestone, stay tuned as we explore common setbacks, the power of accountability, and how to stay motivated and resilient when challenged. Get ready to take your goal-setting game to the next level as

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37:06

Dec 2024 - How to Leverage the Buyer’s Journey

WINNING AT SELLING ·

2024/12/20

If, as a salesperson, you find yourself trying to push a prospect into making a decision, you may be wasting your time. Perhaps you should consider that the person you hope to have as a customer has their own planned agenda. And if you try to force your agenda on them, you may lose the opportunity to move forward. So prepare to get customer centric as Scott and I discuss, How to Leverage the Buyer’s Journey and other fascinating factoids on Episode 647 of the Winning at Selling podcast.

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37:57

Dec 2024 - Educate Them on What?

WINNING AT SELLING ·

2024/12/11

What is the goal of the first meaningful conversation with a prospect? I often ask this question and the answer I hear the most is – I need to educate them on my products, my company and myself. Really? That’s the goal? I say there are other topics more important to discuss. Stick around, take some notes and be open minded, as Bill and I investigate - Educate Them on What? and other delectable delicacies on episode 646 of the Winning at Selling Podcast.

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32:11

Dec 2024 - Special Guest Dr. Andrea Hollingsworth

WINNING AT SELLING ·

2024/12/08

Selling and compassion. Do these two concepts really fit together? Should a sales manager be a compassionate leader and do they even have that capacity? These are interesting and difficult questions. If you want to find the answers, stay tuned as Scott and I welcome Dr. Andrea Hollingsworth award winning author to discuss, Can Compassion Fuel Sales Success? on Episode 645 of the Winning at Selling podcast.

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36:40

Dec 2024 - Debriefing the Sales Call

WINNING AT SELLING ·

2024/11/28

Covey stresses to begin with the end in mind. Does that apply to sales calls with prospects? You betcha. What is your plan for the first time you meet? Did you receive the outcome you wanted? What could you have done differently? What did you learn, what would you change? What would you not say? What did you forget to say? If you like these questions and are curious about adopting this strategy, don’t change the dial as Bill and I investigate Debriefing the Sales Call and other reliable

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32:45

Nov 2024 - What to Do When You Get a No

WINNING AT SELLING ·

2024/11/20

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33:44

Nov 2024 - Special Guest Jennifer Fernjack

WINNING AT SELLING ·

2024/11/14

In a post-pandemic world where people are seeking life/work balance while experiencing a "new normal," feelings of emotional labor can arise in the workplace. This can lead to symptoms of anxiety, fatigue, stress and more. If you want to learn how to reduce or eliminate these symptoms - through the power of perspective and emotional grit… Stay tuned - as Bill and I welcome our guest, Jennifer Fernjack to discuss Ways to Address Emotional Labor in the Workplace Through Science on episode 642 of the

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36:53

Nov 2024 - Stop Delaying and Get Going

WINNING AT SELLING ·

2024/11/07

Famed psychologist William James once said, “Nothing is so fatiguing as the eternal hanging on of an uncompleted task.” And that really true isn’t it. We know that we should strive to get more accomplished but so often we find ourselves frustrated by an inability to get off our butts! Perhaps we just need some good advice. Don’t put this off any longer, listen in as Scott and I discuss Stop Delaying and Get Going and other substantial subjects on Episode 641 of the Winning at Selling podcast.

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35:02

Nov 2024 - Who Goes First?

WINNING AT SELLING ·

2024/10/31

Every sale or negotiation, someone must make the first move. Some think you should never go first, if that’s the case, how do you get what you want - if you don’t ask by going first. There is a way of starting off a sales conversation and negotiation by going first. If you want to get what you want, learn how to go first as Bill and I discuss, Who Goes First? and other tantalizing tidbits on episode 640 of the Winning at Selling Podcast.

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24:23

Oct 2024 - Special Guest - Lena Scullard

WINNING AT SELLING ·

2024/10/25

How do you react when the pressure is on? When customers or your manager demand more than you are able to give? The chaos of life can move even the best of us to react rather than respond. And in today’s world life can easily get out of control. What can you do? Take a chill pill and listen in as Scott and I welcome trainer and keynote speaker Lena Scullard – as she discusses Chaos to Calm and other phenomenal philosophies on Episode 639 of the Winning at Selling podcast.

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36:04

Oct 2024 - Successful Onboarding

WINNING AT SELLING ·

2024/10/16

As the adage goes, “You don’t have a second chance to make a first impression.” Just like when you invite employees to join your team, you must onboard them the best way possible for everyone to be successful. Let’s set the bar high as Bill and me as we discuss, Successful Onboarding and other motivating material on episode 638 of the Winning at Selling Podcast.

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30:17

Oct 2024 - 8 Steps for Handling Problems

WINNING AT SELLING ·

2024/10/11

A famous quote by Albert Einstein states, “We cannot solve our problems with the same thinking we used to create them.” According to my dad (and probably yours, “Hey kid, what doesn’t kill you makes you stronger.” Whatever the case, as professionals we will have to deal effectively with problems to be successful. So let’s find some solutions as Scott and I examine 8 Steps for Handling Problems and other captivating concepts on Episode 637 of the Winning at Selling podcast.

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41:04

Oct 2024 - Lee Salz - The Sales Contrarian

WINNING AT SELLING ·

2024/10/02

As sales professionals we are inundated with “how to” selling advice. There are hundreds of sales books in print and even more sales blogs and podcasts. For example, the Winning at Selling podcast has over 200 weekly shows spanning more than 4 years. But is all of this advice useful or even true? Decide for yourself by joining Bill and me as we welcome author and selling expert, Lee Salz the Sales Contrarian to discuss, Commonly Accepted Sales Concepts That Are Just Wrong on episode 636 of the

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36:22

Sept 2024 - The Loser's Limp

WINNING AT SELLING ·

2024/09/26

We’ve all seen it. Perhaps it’s the baseball pitcher who gives up 5 runs in the 2nd inning and of the sudden his arm is too sore to continue. Or maybe it’s the marathon runner who sees that she is too far behind to win and suddenly comes up lame. These are examples of the loser’s limp, the athlete who exaggerates an injury when they are facing defeat. Giving in to the loser’s limp can destroy your ambition and so it must confronted and overcome. Don’t skulk away with a phantom hearing problem, but

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40:11

Sept 2024 - What Are They Thinking About?

WINNING AT SELLING ·

2024/09/18

After you deliver the best presentation possible you receive a "think it over," This happens when a prospect, instead of making a decision during a sales conversation, asks for more time to consider the offer. This response can often signal hesitation, uncertainty, or the need for more information. It can also be a polite way of avoiding a direct "no." What did you leave out? What are they dwelling on? What risk is the prospect taking when not buying today? What would you do differently if given

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34:19

Sept 2024 - Paul Batz: Building a Culture of Healthy...

WINNING AT SELLING ·

2024/09/13

The great coach John Wooden said, “True leaders accept responsibility for the outcomes of their decisions and actions.” And leadership expert, John Maxwell stated that, “A leader who doesn’t take accountability for their actions is like a ship without a captain.” While we know that accountability is important, we don’t always know how to make it the cultural norm in our organizations. So take some personal responsibility to listen as Scott and I welcome best-selling author and leadership coach, Paul

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272 results

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