WINNING AT SELLING

Bill Hellkamp
  • 4.6 (118)
  • Management
  • Updated Weekly

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 projecting a positive attitude. Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

  1. 4d ago

    #713 - Guest: Erik Therwanger - The Ponder Principle - 8/21/2026

    Although studies show that buying is an emotional decision, most salespeople tend to stay in the realm of logic. To move a prospect into emotional territory the seller needs to induce them to "think", to "ponder". And getting the prospect to ponder, can revolutionize your selling process. Causing Prospects to Ponder Erik and Bill discussed the importance of causing prospects to "ponder" rather than just hear or listen during sales presentations. Erik explained that when sales professionals make people think deeply about their message, it leads to better decision-making, contrasting with the common practice of presenting generic information. They noted that buyers have become more sophisticated and perceive 70% of salespeople as sounding the same, creating an opportunity for sales professionals to differentiate themselves through more thoughtful and personalized approaches. Thought-Provoking Sales Questions Strategy Erik and Bill discussed the importance of asking thought-provoking questions in sales conversations rather than relying on outdated or intrusive techniques. Erik emphasized the need for sales professionals to prepare creative questions that elicit emotional responses from prospects, suggesting the use of "0 to 10" ranking questions to understand what matters most to clients. Bill agreed on the importance of preparation and developing a guided question set, while Erik highlighted the goal of helping clients make decisions based on emotional impact and value rather than just features and benefits. Sales Questioning and Conversion Strategies Erik shared his sales approach of using emotional and logical questions to identify gaps between clients' expectations and current reality, particularly using a 1-10 scale to determine what's most important to prospects. He emphasized the importance of causing clients to ponder through strategic questioning and noted that effective sales professionals should be multidimensional, offering multiple services beyond their primary offering. The discussion highlighted how salespeople can increase conversion rates by understanding client needs better and addressing specific gaps rather than presenting generic solutions. Golden Nugget: "In the middle of every difficulty lies opportunity." – Albert Eistein Resources: Erik Therwanger LinkedIn: linkedin.com/in/erik-therwanger-5624b35 Erik Therwanger Contact: erik@thinkgreat90.com Erik Therwanger Website: www.thinkgreat90.com Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: reachdev.com Bill Hellkamp email: Bill.Hellkamp@reachdev.com

    #713 - Guest: Erik Therwanger - The Ponder Principle - 8/21/2026

  2. Aug 14

    #712 - The Power of the Plan - 8/14/2026

    Are you letting sales be done to you or are you planning and accounting for them so there are less surprises? With proper planning you can effectively have each quarter WON by the time it starts instead of waiting to see what happens at the end! Golden Nugget: "By failing to prepare you're preparing to fail." Benjamin Franklin Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: reachdev.com Bill Hellkamp email: Bill.Hellkamp@reachdev.com Erik Haugen LinkedIn: linkedin.com/in/erikrhaugen Erik Haugen Contact: erik@propcoachingandconsulting.com PROP Coaching and Consulting website: www.propcoachingandconsulting.com

    #712 - The Power of the Plan - 8/14/2026

  3. Aug 7

    #711 - Why Every Great Sales Meeting Starts with an Agenda - 8/7/2026

    One of the simplest things salespeople can do to improve their meetings is also one of the most overlooked: a well-planned agenda. In less than two minutes, you can establish credibility, show you're prepared, involve the prospect in shaping the conversation, and set expectations for what happens next. The agenda isn't just about organizing a meeting, it's about earning the right to lead it. Golden Nugget:  "Success is nothing more than a few simple disciplines, practiced every day."   ~ Jim Rohn.   In this episode: Brian Maas LinkedIn: linkedin.com/in/brianmaas Brian Maas Contact: brian@intentionalselling.com Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: www.reachdev.com

    #711 - Why Every Great Sales Meeting Starts with an Agenda - 8/7/2026

  4. Jul 31

    #710 - The Follow-Up is the Sale - 7/31/2026

    Most salespeople quit after one or two touches. But research says most decisions happen after five to twelve. This episode is about what to say on follow-up #3, #5, and #7.  How do you add value instead of "just checking in". Sales Follow-up Strategies Discussion Stefani discussed the importance of effective follow-up in sales, emphasizing that it's not about being pushy but about serving the client by staying relevant, adding value, and deepening trust. She shared a structured follow-up methodology using her "convert method" where each touchpoint should achieve one of three goals: staying relevant, adding value, or deepening trust. Bill shared his approach of directly asking prospects to confirm their decision to either move forward or end the conversation, which Stefani praised as giving prospects permission to be honest about their intentions. Golden Nugget:  "It does not matter how slowly you go as long as you do not stop." -- Confucius In this episode: Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: www.reachdev.com Stefani Havel LinkedIn:  linkedin.com/in/stefanihavel Stefani Havel Website: www.stefanihavel.com

    #710 - The Follow-Up is the Sale - 7/31/2026

  5. Jul 25

    #709 - Establish a Connection Right Away and the Right Way - 7/24/2026

    As a salesperson it's easy to get excited about your product or service. So much so that you can find yourself explaining about the great benefits before you even know much about the prospect. In essence, we want to tell our story before we listen to their story. Instead, resist the urge to tell and allow their stories to guide you to a valuable solution. Active Listening in Sales Techniques Jimmy discussed the importance of active listening in sales, emphasizing the need to listen to understand rather than to respond. He explained how asking clarifying questions and showing genuine curiosity can help build rapport with clients. Bill agreed with these principles, sharing his advice to prepare good questions in advance and practice techniques like "tell me more" to encourage clients to share more information. Building Client Rapport Strategies Jimmy and Bill discussed the importance of building rapport and making genuine connections with clients. Jimmy emphasized the need for preparation, active listening, and focusing entirely on the other person to establish trust and gather honest information. He shared his approach of building a "bridge of influence" through asking questions and inviting clients to share their values and future goals. Bill shared a personal anecdote about his mother's experience of feeling overlooked, highlighting the importance of full attention and focus in conversations.  Golden Nugget: "Most people do not listen with the intent to understand, they listen with the intent to reply."  Stephen R. Covey  In this episode: Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: reachdev.com Jimmy Z LinkedIn: linkedin.com/in/jimmyzugschwert Jimmy Z Website: JimmyZSpeaks.com

    #709 - Establish a Connection Right Away and the Right Way - 7/24/2026

  6. Jul 17

    #708 - Guest: Steve Keating – Turning a Great Commission into Long Term Wealth - 7/17/2026

    The sales profession can be a very lucrative career. You can grow a client that buys regularly and provides a hefty commission. Or you might be a hunter who is especially suited to developing new clients which might pay even better. No matter which type of sales professional you are, you likely measure your success by how much you make; but the top sales professionals measure  their success by how  much of that money they are able to keep. In this episode Bill Hellkamp welcomes sales leadership coach, Steve Keating to discuss sound fiscal principles that salespeople should employ if they wish to have the money they need to ensure a prosperous future. Key topics include: The importance of good fiscal practices. How needless debt and uncontrolled spending eat away at your future. Strategies to control spending and increase consistent savings. The power of the future value of money and compound interest. Stupid spending examples from both Bill and Steve. Golden Nugget: "Do not save what is left after spending, but spend what is left after saving." - Warren Buffett  Connections and Resources: Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: reachdev.com Bill Hellkamp email: Bill.Hellkamp@reachdev.com Steve Keating LinkedIn:   www.linkedin.com/in/stevekeating Steve Keating Contact: stevekeating@leadtoday.net

    #708 - Guest: Steve Keating – Turning a Great Commission into Long Term Wealth - 7/17/2026

  7. Jul 10

    #707 - Are you making it easy for your customer to buy? - 7/10/2026

    Are you making it easy for your customer to buy? The job of Sales, in its simplest form, is to ask, say, and do things that make it easy for your prospect to say yes to your product/service/solution TODAY! Yet, it seems that some salespeople blather on about features long before they know which ones really connect with the prospect. In sales cultures that are so focused on selling we are being counterintuitive to why people buy! Telling is selling and people don't like being sold but they love to buy! SO let's make it easy…  Customer-Centric Sales Strategy Erik discussed the importance of making it easy for customers to say yes by focusing on customer needs rather than product features, emphasizing the need for sales teams to ask questions and lead with curiosity. He shared insights about new hire performance and the concept of "ignorance on fire" being more effective than "knowledge on ice" for sales success. The discussion highlighted how companies should avoid overwhelming new salespeople with product details and instead focus on helping customers discover their needs through strategic questioning. Golden Nugget: "You need to care about your customer more than you care about your product and care about your people even more!" Jesse Cole creator of Banana Ball and the Savannah Bananas Connections and Resources: Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: reachdev.com Bill Hellkamp email: Bill.Hellkamp@reachdev.com Erik Haugen LinkedIn: linkedin.com/in/ erikrhaugen Erik Haugen Contact: erik@propcoachingandconsulting.com PROP Coaching and Consulting website: www.propcoachingandconsulting.com

    #707 - Are you making it easy for your customer to buy? - 7/10/2026

  8. Jul 3

    #706 - Your Prospect Isn't the Final Decision Maker...Now What? - 7/3/2026

    Have you ever finished what you thought was a great sales call only to hear, 'This looks good, but I need to run it by my boss?' Most salespeople breathe a sigh of relief because they think the deal is still alive. Sometimes it is. But what usually happens is you've just been removed from the most important part of the sales conversation." In this episode, Bill is joined by guest host, Brian Maas. They discuss winning strategies and key questions to avoid getting trapped by a prospect who needs to take the proposal to be approved by others.  Book Club: Inner Excellence by Jim Murphy – Chapter 2 Where the Wild Things Are: Pride and Fear and the Center of the Universe Golden Nugget: "You can have everything in life you want, if you will just help enough other people get what they want." Zig Ziglar In this episode: Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: reachdev.com Brian Maas LinkedIn: linkedin.com/in/brianmaas Brian Maas Website: www.intentionalselling.com

    #706 - Your Prospect Isn't the Final Decision Maker...Now What? - 7/3/2026
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4.6
out of 5
118 Ratings

About

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 projecting a positive attitude. Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.

Information

  • Creator
    Bill Hellkamp
  • Years Active
    2011 - 2026
  • Episodes
    99
  • Rating
    Explicit
  • Copyright
    © winningatselling.com
  • Show Website
    WINNING AT SELLING

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