99 episodes

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.

WINNING AT SELLING Bill Hellkamp and Scott "Professor Plum"

    • Business
    • 4.6 • 117 Ratings

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.

    June 2024 - Special Guest Garry Duncan

    June 2024 - Special Guest Garry Duncan

    Statistics show that referrals are more likely to give you an appointment and more likely to make a purchase. But for many of us, we don’t get many referrals to begin with. Why does it seem so hard to do? Our guest will warn us that getting referrals is a process, not an event. And maybe that’s where our problems start.
    So, lock and load as Scott and I welcome world-class salesperson and selling consultant, Garry Duncan as he takes aim at Professionally Targeting Referrals on Episode 621 of the Winning at Selling podcast.

    • 34 min
    June 2024 - Where are They Coming From

    June 2024 - Where are They Coming From

    Ever see the meme about being nice to people because you have no idea about what battles they are fighting? Everyone we talk with is coming from and taking a position about our pending conversation. Ever ask yourself, where are they coming from?
    Look both ways as Bill and I discover Where Are They Coming From? and other tantalizing tidbitson episode 620 of the Winning at Selling Podcast.

    • 38 min
    June 2024 - Developing Trust

    June 2024 - Developing Trust

    How does a salesperson make us “want” to buy from them? Is it their great charisma, alluring appearance, dazzling smile, perfectly styled hair? Or is something else entirely? Whatever it is, you and I both need it to make our way in this crazy profession of selling.
    So strap on your helmets as Scott and I delve into Developing Trust and other important ideas on Episode 619 of the Winning at Selling podcast.

    • 36 min
    June 2024 - Special Guest Stu Heinecke - Flip Moments

    June 2024 - Special Guest Stu Heinecke - Flip Moments

    Every interaction we have with another person creates a split-second impression.  They may say – “Who is this” - with interest in wanting to know more. Or “Who is this - and why are they interrupting me.  Our actions define and create the curiosity we want others to have in talking more with us. 
     If you are interested in learning how, stay tuned as Bill and I welcome Wall Street Journal cartoonist, Hall of Fame-nominated marketer and author Stu Heinecke to episode 618 of the Winning at Selling Podcast.

    • 36 min
    May 2024 - Building Relationships with Procurement

    May 2024 - Building Relationships with Procurement

    Rats! I thought I was about to close a deal until my client said that he would have to submit the plan to procurement! What does that mean? A bidding war? A long and costly RFP process? Negotiations with a team of master negotiators who are bent on the cheapest product possible? Yes, the thought of dealing with procurement can strike fear into even the most seasoned sales professional.
    If you want to learn how to turn the purchasing boogieman into cuddly little lamb keep listening as Scott and I discuss Building Relationships with Procurement and other challenging concepts on Episode 617 of the Winning at Selling podcast.

    • 35 min
    May 2024 - 10 Questions to Ask Your New Prospect

    May 2024 - 10 Questions to Ask Your New Prospect

    Selling more and better starts with sounding different than others in the industry.  Asking better questions outside of the prospects problem and sharing your solutions will make you sound more interested in learning about the prospect’s environment, expectations and priorities. 
     Set your expectations high as Bill and I discuss the 10 Questions to Ask Your Prospect and other thoughtful ideas on episode 616 of the Winning at Selling Podcast.

    • 33 min

Customer Reviews

4.6 out of 5
117 Ratings

117 Ratings

Wendy Weiss: ,

Love this podcast!

Listening to the interview with Sam Silverstein. Great information on accountability, responsibility and commitment.

Anita=G ,

5-star rating!

Thank you, Bill and Scott, for all that you do! I look forward to your podcasts and appreciate the applicable, relevant, and on-point advice that you share. You both are also professional and personable. I highly recommend your sales training and guidance and you deserve a 5-star rating! I feel like you both are my mentors. Your wisdom and guidance is practical and always appreciated!

LoriInDC ,

LOVE THIS

I have learned a ton from these guys....very practical with tools and tips, while also philosophical (offering the 'why' behind their recommendations). THANK YOU, and wishing Steve the best possible health in the year ahead. I'm pulling for you, Steve!

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