WINNING AT SELLING

Bill Hellkamp
  • 4.6 (117)
  • Management
  • Updated Daily

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. 3d ago

    #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

  2. 3d ago ·  Bonus

    You Might Also Like: Getting Better with Jonathan Van Ness

    Introducing The Internet Doesn't Have to Make You Miserable w/ Eric Sedeño from Getting Better with Jonathan Van Ness. Follow the show: Getting Better with Jonathan Van Ness Better Babes, we’re bringing the levity back! JVN sits down with comedic genius Eric Sedeño (host of Wild Wild Web, star of Tan’s Honorable Gays) to talk all things internet. From the TikTok trends that live rent-free in our brains to the cringiest posts we wish we could delete. Eric opens up about leaving his career as an art director to become a full-time content creator, the friendship that helped him take the leap, and why he leans into joy instead of doom-scrolling despair. Plus: Housewives rankings, cruise ship horror stories, Margaret Cho nostalgia, and a real conversation about self-compassion, fear, and putting yourself out there online. This week, JVN and Eric are getting better at output over input.  Wanna see JVN on stage? Get tix to the Hot & Healed Comedy Tour here.  Full Video Episodes now available on YouTube.  Follow Eric Sedeño on Instagram @ricotaquito Follow us on Instagram @gettingbetterwithjvn Follow Jonathan on Instagram @jvn Executive  Producer, Chris McClure Producer, Editor & Engineer is Nathanael McClure Production support from: Chad Hall Our theme music is also composed by Nathanael McClure. Curious about bringing your brand to life on the show? Email podcastadsales@sonymusic.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices DISCLAIMER: Please note, this is an independent podcast episode not affiliated with, endorsed by, or produced in conjunction with the host podcast feed or any of its media entities. The views and opinions expressed in this episode are solely those of the creators and guests. For any concerns, please reach out to team@podroll.fm.

    You Might Also Like: Getting Better with Jonathan Van Ness

  3. 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

  4. 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

  5. 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

  6. Jun 26

    #705 - Stop Winging It. Start Winning! - 6/26/2026

    Most salespeople who struggle with confidence think it's a personality problem. It's not. It's a structure problem. When you don't know what comes next, your brain fills the gap with anxiety, and that anxiety shows up as hesitation, over-explaining, or caving on price. Here's what I want every listener to hear: confidence is not something you either have or you don't. It's not a personality type. It's not a gift some people are born with. Confidence is manufactured, through preparation, repetition, and having a process you trust. The salespeople who look naturally confident in a room? They've usually just internalized a structure so deeply it looks effortless. Take that structure away and watch what happens. Golden Nugget: "Give me six hours to chop down a tree and I will spend the first four sharpening the axe." — Abraham Lincoln In this episode: Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: reachdev.com Stefani Havel LinkedIn: linlinkedin.com/in/stefanihavel Stefani Havel Website: www.SalesStrategyNetwork.com CONVERT Guide: www.SalesStrategyNetwork.com/Convert

    #705 - Stop Winging It. Start Winning! - 6/26/2026

  7. Jun 22

    #704 - How to Have a Great First Meeting - 6/22/2026

    The first time we meet with a prospect is exciting and challenging. The whole opportunity waits for us to uncover it. But it is also fraught with dangers. Will we get along? Do we have a solution that meets their needs? Will I be able to understand the core issues the prospect needs to solve? This is such a valuable topic, because we all want to get started on the right foot in our first meeting with a new client. More than just a great first impression, we want to make a real connection. Over my four decades in sales, I have found a strategy that consistently gives me greater connection in that first meeting by taking the time to care about them before I ever meet them. Golden Nugget: "Caring about them and their business before you ever meet allows you to ask better questions and stand out from your competition. Your commitment to them in advance of your first meeting will help them realize that you are there for them!" Jimmy Z 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

    #704 - How to Have a Great First Meeting - 6/22/2026

  8. Jun 16

    #703 - A Tribute to Scott "The Professor" Plum - 6/13/2026

    On Tuesday January 13, 2026, Scott "The Professor" Plum, my good friend, business partner and the co-host of the Winning at Selling podcast died suddenly. After 5 years and over 300 weekly conversations a great advocate for the selling profession went silent. In this episode I attempted to find some of the fun and interesting conversations and diatribes that give the best profile of what he believed and stood for.

    #703 - A Tribute to Scott "The Professor" Plum - 6/13/2026
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4.6
out of 5
117 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
    100
  • Rating
    Explicit
  • Copyright
    © winningatselling.com
  • Show Website
    WINNING AT SELLING

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