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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

32:06

May 2025 - Special Guest: Jimmy Z - SALES PERSPECTIVE

WINNING AT SELLING ·

2025/04/30

Perspective is the particular way you view a situation based on your experiences and background. Do we all have the same perspective? I say not. Can you improve your life by changing your perspective? I say YES! If you what to learn how, stick around as Bill and I welcome author, speaker and selling expert Jimmy Z to tell us about A Fresh Approach to the Sales Experience and other bellicose beliefs on the 3 6’s Episode of the Winning at Selling Podcast. Bill Hellkamp – See my LinkedIn profile

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35:45

Apr 2025 - Gaining Wallet Share from Current Clients

WINNING AT SELLING ·

2025/04/24

Is it better to prospect for new customers or get more business from our current clients? I don’t think one is necessarily better than the other, but it is certainly cheaper and should be easier to get business from those to whom we are already providing services. Unfortunately, those customers often get pushed off on delivery while the sales team goes hunting! Get out you plow and let’s do a little farming as Scott and I discuss Gaining Wallet Share from Current Clients and other memorable minutia

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32:06

Apr 2025 - Define Yourself

WINNING AT SELLING ·

2025/04/18

During every election season, we see candidates rushing to define themselves in the view of their voter — before their opponent gets the chance. Why? Because the first impression often sticks. It becomes the lens through which everything is viewed. But let me ask you this: Who’s defining you? Is it your customers? Your coworkers? Your critics? Or is it... you? Call a meeting with your publicist - as Bill and I discuss Define Yourself and other precious perceptions on Episode 664 of the Winning at

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33:58

Apr 2025 - Special Guest - Pete Steege

WINNING AT SELLING ·

2025/04/10

Sales and marketing should work together closely to craft messages that engage customers and encourage them to consider a product or service. Unfortunately this is not always true! Quite often marketing is more interested in winning awards and sales doesn’t pay attention to the messages that marketing is sending out. This results in confused prospects - and confuses prospects wait or say no. What’s to be done? Break out your marketing materials as Scott and I welcome B2B growth strategist and

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31:22

Apr 2025 - Who Defines the Marketplace?

WINNING AT SELLING ·

2025/04/03

Remember your first day on the job—full of enthusiasm, optimism, and ambition. But over time you start to become defeated and start to lose that initial drive. We start to make excuses and sell them up to leadership. Maintaining success requires a daily commitment to optimism, proactive beliefs, clear objectives, and intentional behaviors. Management must challenge excuses and encourage accountability. Your success happens by consistently filling the sales pipeline by opening more conversations

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48:56

Apr 2025 - Special Guest Mike Weinberg - 5-year...

WINNING AT SELLING ·

2025/03/27

Thank you for joining us on this SPECIAL 5th ANNIVERSARY EPISODE of the Winning at Selling Podcast. I’m Professor Scott Plum of the Minnesota Sales Institute and with me is Bill Hellkamp of REACH Development Systems Sales managers have a tough job. Pressure from upper management to increase sales. Handling customer problems that have escalated. And most importantly, getting their sales team to get out of the office and do some real selling. It’s not easy and there are plenty of frustrating issues to

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36:50

Mar 2025 - Why Enter it into the CRM?

WINNING AT SELLING ·

2025/03/22

How many conversations can you keep track of in your head? How about with your files on your desk? What about your notebook or journal? Maybe 3? That’s too low. You're not alone — I struggle with this too! How do we determine what is most important today? What do you want to be known for by our customers, clients, and colleagues? How can we reduce stress, maximize our efforts and generate more income? Have you ever heard – “If it’s not in the CRM, it never happened!” Let’s talk about what

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40:09

Mar 2025 - Top 5 Negotiating Skills for Salespeople

WINNING AT SELLING ·

2025/03/14

At the end of most proposal or quote presentations there is the chance of a negotiation breaking out. Being unprepared is not a good option and will probably prompt an unplanned reaction such as a price reduction. The professional salesperson is prepared and ready to respond, saving the sale and maintaining profitability. You’re going to have to sharpen your pencil as Scott and I discuss Top 5 Negotiating Skills for Salespeople and other concerning conundrums on Episode 659 of the Winning at Selling

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32:48

Mar 2025 - Don't Be a Sales Jerk

WINNING AT SELLING ·

2025/03/06

We’ve all met a creepy salesperson. Someone who, after our conversation, makes us feel like taking a shower. They are slimy and dishonest. Self-interest oozes from every pore and every statement is taken with caution. They don’t need a checkered sport coat and gold chains – they advertise their insincerity with their opening handshake. We hope this isn’t you, but even the littlest move in this direction is to be avoided. Be ready for a time of self-reflection as Scott and I discuss Don’t Be a Sales

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33:05

Mar 2025 - Special Guest Peter Beaumont

WINNING AT SELLING ·

2025/02/27

Business owners often feel overwhelmed, struggling to focus on their true passions while distractions pull them away from their goals. Breaking free from this cycle is difficult alone—and finding a skilled, supportive team can be just as challenging. So, who can help? Join Bill and me as we welcome back Peter Beaumont to explore practical strategies for silencing the inner critic and moving forward with confidence on Episode 657 of the Winning at Selling Podcast

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31:16

Feb 2025 - Seven Assumptions

WINNING AT SELLING ·

2025/02/20

Our perception of a situation is shaped by past experiences, judgments, beliefs, and biases. These elements mixed, each weigh differently, to form our unique perspective. No two people see reality the same way. But is our perception of reality true? It’s real—yes. No one can take away your reality. However, what’s real may not always be true. This is a critical question to consider as we encounter new situations. Join Bill and me as we debate Seven Assumptions – Which Ones to Avoid and other

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34:48

Feb 2025 - Quote Versus Proposal

WINNING AT SELLING ·

2025/02/13

A customer calls and asks you to send them a quote. Do you do it or do you ask for an appointment to find out more about their needs? If I just send over a quote, how can I be sure that it will really address their issues? But is a full blown proposal really necessary and will it help or hurt my chances to make the sale? What’s a salesperson to do! Get ready to defend your preference, as Scott and I discuss Quote Versus Proposal and other creative concepts on Episode 655 of the Winning at Selling

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31:48

Feb 2025 - Special Guest Scott Welle

WINNING AT SELLING ·

2025/02/06

Peak performance isn’t luck—it’s a choice. Top sales professionals don’t just work harder; they work smarter, optimizing their mindset, habits, and energy to consistently win. Today we will discuss science-backed strategies to stay motivated, handle rejection, and operate at your highest level. You will also discover how to manage your energy, build resilience, and implement habits that drive sales success. Don’t leave your performance to chance—level up and unlock your full potential as Bill and

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35:26

Feb 2025 - The Weekly Sales Meeting

WINNING AT SELLING ·

2025/01/31

The weekly sales meeting can be an effective tool for your team or a boring waste of time. As a leader, you choose how the meeting will go and if it will have the effect you desire. But if you leave it to chance, chances are it will suck! Grab your agendas, as Scott and I discuss The Weekly Sales Meeting and other magnificent metrics on Episode 653 of the Winning at Selling podcast.

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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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286 results

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