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

    2d ago

    #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

    41 min
  2. You Might Also Like: Morning Brew Daily

    2d ago ·  Bonus

    You Might Also Like: Morning Brew Daily

    Introducing Michaels Stages a Crafty Comeback & Americans Don’t Read Anymore from Morning Brew Daily. Follow the show: Morning Brew Daily #886: SK Hynix is slated to begin public trading on the Nasdaq as a company that has seen its stock pop more than sevenfold in due to the AI memory chip crunch. The NYC Midtown building partial-collapse scare has given pause to investors who thought it was supposed to be a boom-time for the office-to-residential revolution. Stock of the Week: Arts & crafts store Michaels is seeing success under private equity owner Apollo thanks to the demise of its competitors. Dog of the Week: Reading literacy in the US is sadly low. Finally, Claude launches its own version of “Wrapped.”  Get 10% off using MORNINGBREW10 at altrarunning.com/morningbrew  Get tickets for our trivia tournament! https://caveat.nyc/events/the-morning-brew-trivia-tournament-2026-07-30  Grab tickets to our Performance Revue show! https://www.morningbrew.com/events/brew-performance-revue-2026?utm_campaign=performance_revue_2026&utm_source=mbd Subscribe to Morning Brew Daily for more of the news you need to start your day. Share the show with a friend, and leave us a review on your favorite podcast app. Listen to Morning Brew Daily Here:⁠ ⁠⁠https://www.swap.fm/l/mbd-note⁠⁠⁠  Watch Morning Brew Daily Here:⁠ ⁠⁠https://www.youtube.com/@MorningBrewDailyShow⁠ Learn more about your ad choices. Visit megaphone.fm/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.

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

    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

    27 min
  4. #705 - Stop Winging It. Start Winning! - 6/26/2026

    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

    32 min
  5. #704 - How to Have a Great First Meeting - 6/22/2026

    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

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

    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.

    32 min
  7. #702 –Why Discipline Beats Distraction Every Time - Tim Murray

    Jan 8

    #702 –Why Discipline Beats Distraction Every Time - Tim Murray

    January has a way of forcing clarity. Some people lean into that through Dry January, which is about far more than alcohol. It's about recognizing the distractions we use to numb discomfort, delay discipline, and avoid our best work. In sales—and in life—success rarely breaks down because of a lack of talent. It breaks down because distractions keep winning. Today's conversation focuses on how discipline allows us to control ourselves, influence others, and make a meaningful difference. If you're serious about cutting distractions, honoring your God-given gifts, and building a better 2026, join Bill and I as we welcome Tim Murray to discuss Why Discipline Beats Distraction Every Time on Episode 702 of the Winning at Selling podcast. Bravo Zulu House – Tim Murray –  https://www.bravozuluhouse.org/ Johnny Franchise - https://www.johnnyfranchise.com  Book: Great Leaders Make Sure Monday Morning Doesn't Suck:  https://www.amazon.com/Great-Leaders-Monday-Morning-Doesnt/dp/B0B8F7W838/ref=sr_1_1 Eric Harkins - https://ericharkins.com/ Keystone Club Class - https://mnsales.com/keystone/ Offerings Page - https://mnsales.com/offers Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/ Scott "Professor Plum" Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

    33 min
  8. #701 – The Value of Ranking Your Customers

    Jan 2

    #701 – The Value of Ranking Your Customers

    Not all customers are created equal—and treating them as if they are is one of the most common and costly mistakes organizations make. Companies often pride themselves on "great service for everyone," yet fail to recognize that limited resources require intentional allocation. Consider how you might categorize your companies service philosophy as Scott and I discuss The Value of Ranking Your Customers and other terrific tidbits on Episode 701 of the Winning at Selling podcast. Johnny Franchise - https://www.johnnyfranchise.com  Book: Great Leaders Make Sure Monday Morning Doesn't Suck:  https://www.amazon.com/Great-Leaders-Monday-Morning-Doesnt/dp/B0B8F7W838/ref=sr_1_1 Eric Harkins - https://ericharkins.com/ Keystone Club Class - https://mnsales.com/keystone/ Offerings Page - https://mnsales.com/offers Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/ Scott "Professor Plum" Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com

    35 min
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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
    100
  • Rating
    Explicit
  • Copyright
    © winningatselling.com
  • Show Website
    WINNING AT SELLING

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