Winning at Selling Podcast : Episode #657

February 27, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

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

Golden Nuggets:

“Expecting the world to treat you fairly because you are a good person is a little like expecting the bull not to attack you because you are vegetarian.” Dennis Wholey, Television Host

Your Hosts:
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

Mentions:
– Current BOOK – The ONE Thing – Gary Keller
– Peter Beaumont – www.beaumontleadership.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Filed Under: News

Winning at Selling Podcast : Episode #652

January 22, 2025 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

 

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 dive into meeting them as Bill and I explore Uncovering Prospect Expectations and other critical topics on Episode 652 of the Winning at Selling Podcast.

Golden Nuggets:

“The things that are most important don’t always scream the loudest.” –Bob Hawke

Your Hosts:

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

Mentions:

– To download the questions to Uncover Your Prospects Expectations – CLICK HERE
– NEXT BOOK – The ONE Thing – Gary Keller
– 10 Questions – https://mnsales.com/podcast-616/
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Filed Under: News, Podcast

What Matters Most: Choosing People Over Achievements

December 29, 2024 By

In the movie With Honors, Monty Kessler is a Harvard student working tirelessly to graduate with honors. His entire focus is on completing his senior thesis, a paper he believes will prove his intelligence and set him up for future distinctions and career success. However, when Monty meets Simon Wilder, a homeless man who challenges his worldview, he begins to understand that life’s true value lies in people and relationships, not in grades or titles.

At the heart of the story is Monty’s life-changing decision to spend time with Simon on the day he dies, even though it means missing the deadline for his thesis and forfeiting the chance to graduate “With Honors.” While this choice comes with consequences, it also reflects Monty’s growth and his newfound understanding of compassion, regret, and the importance of human connection. Simon’s life, filled with mistakes and lessons, becomes a mirror for Monty to evaluate his own priorities.

At the start of the film, Monty is consumed by academic success and societal expectations. Like many students, he measures his worth by grades and accomplishments, influenced by a system that prioritizes rigid standards and outdated practices over individual growth and compassion. This environment often reflects the self-serving interests of those who uphold it—educators more focused on validating their own status than fostering true empathy and understanding. However, as Monty builds a friendship with Simon, his narrow view of success begins to change.

Simon, though homeless and terminally ill, is rich in wisdom and honesty. His life is marked by mistakes and regrets—his son has rejected him, cutting Simon off from his family. Yet, Simon has gained valuable insights through his struggles. Despite being estranged from his son, Simon learns he has a granddaughter, a connection to the family he lost. This revelation adds a layer of both tragedy and hope to Simon’s character, showing the pain of his past and the enduring legacy of his existence.

Simon’s story teaches Monty that life isn’t about perfection or external judgment—it’s about kindness, acceptance, forgiveness, and making the most of the time we have on earth. Simon’s mistakes and resilience serve as lessons for Monty, helping him realize that success isn’t about achieving high grades and degrees, but about being a good person and valuing the people around him.

When Simon is on his deathbed, Monty chooses to stay with him instead of rushing to submit his thesis. This act of compassion marks Monty’s transformation. By prioritizing Simon’s needs over his own ambitions, Monty demonstrates that he has grown beyond the narrow, achievement-focused mindset he began with. Though he loses the chance to graduate with honors, he gains something far more meaningful: the understanding that life is about connection and humanity, not titles, degrees and accolades.

The film also critiques a society that often prioritizes policies and rules over compassion and relationships. Harvard’s decision to deny Monty his honors degree because of a missed deadline reflects a rigid system that values bureaucracy over discernment, good judgement and understanding. This moment highlights a broader issue: how often we let rules and achievements overshadow the deeper, more important aspects of life.

In the end, Monty doesn’t graduate with honors, but he walks away with a much greater sense of purpose. His past friendship with Simon helps him realize that true success lies in how we treat others and what we learn from the relationships we build. With Honors reminds us that life’s greatest achievements are not found on paper but in the connections we make and the compassion we show to others.

Thought-Provoking Questions Inspired by With Honors

  1. What defines success for me—external achievements like awards and titles, or the quality of my relationships with the people who matter most?
    Reflect on how much weight you place on societal measures of success compared to the value of meaningful connections in your life.
  2. Am I prioritizing what truly matters, or am I letting deadlines and expectations overshadow the people and moments that bring me joy?
    Consider whether your current focus aligns with what you believe is most important in life.
  3. How do I handle mistakes or regrets in my life? Do I let them define me, or do I use them to expand my connection with others?
    Evaluate your relationship with your past mistakes and whether you see them as opportunities for growth.
  4. What legacy do I want to leave behind: a list of accomplishments or the impact I’ve had on the lives of others?
    Imagine how you want to be remembered and whether your current actions reflect that vision.
Filed Under: Beliefs, News

Winning at Selling Podcast : Episode #631

August 27, 2024 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

We’ve all had to deal with them. The sales process is going along fine until the prospect’s true colors come out and you have a problem personality to contend with. Perhaps it’s the person who won’t make a decision or the guy who’s trying to prove how smart he is, or the woman who must have the best deal in all the world. So, what do you do?

Of course you listen in as Scott and I struggle to Deal with the Toughest B2B Customers and other concerning considerations on Episode 631 of the Winning at Selling podcast.

Golden Nugget:

“You can’t change the people around you, but you can change the people around you.”
– Joshua Fields Millburn

Your Hosts:

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

Mentions:
– NEXT BOOK: New Sales Simplified – Mike Weinberg 
– Book: More Sales – Less Time by JIll Konrath – AMAZON|
– Click Here to Download the Top 10 Question to Ask Your New Prospect
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Filed Under: News, Podcast

Winning at Selling Podcast : Episode #619

June 5, 2024 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.


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.

Golden Nugget:

“Well done is better than well said” -Benjamin Franklin

Your Hosts:

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

Mentions: 

– Book: More Sales – Less Time by JIll Konrath – AMAZON
– Click Here to Download the Top 10 Question to Ask Your New Prospect
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Filed Under: News, Podcast

Winning at Selling Podcast : Episode #617

May 25, 2024 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

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.

Golden Nugget:
“The mind once enlightened cannot become dark.”  – Thomas Paine

Your Hosts:

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

Mentions: 

-Click Here to Download the Top 10 Question to Ask Your New Prospect
-Current Book – The Psychology of Money by Morgan Housel
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Filed Under: News, Podcast

Winning at Selling Podcast : Episode #616

May 16, 2024 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

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.

Golden Nugget:

“Confidence isn’t optimism or pessimism, and it’s not a character attribute. It’s the expectation of a positive outcome.”   Rosabeth Moss Kanter

Your Hosts:

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

Mentions: 

-Click Here to Download the Top 10 Question to Ask Your New Prospect
-Current Book – The Psychology of Money by Morgan Housel
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Filed Under: News, Podcast

Winning at Selling Podcast : Episode #613

April 25, 2024 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

A-B-C. A-always, B-be, C-closing. Always be closing! Always be closing!! A-I-D-A. Attention, interest, decision, action. Attention — do I have your attention? Interest — are you interested? I know you are.  You close or you hit the bricks! Decision — have you made your decision? And action. A-I-D-A; get out there!! You got the prospects comin’ in; you think they came in to get out of the rain? Guy doesn’t walk on the lot unless he wants to buy. Sitting out there waiting to give you their money! Are you gonna take it? Are you man enough to take it?

So, do I have your ATTENTION!? If you are INTERESTED, make the DECISION to listen as Scott and I take ACTION about Closing the Deal on Episode 613 of the Winning at Selling podcast.

.Golden Nugget: 

“Sometimes we stare so long at a door that is closing – that we see too late the one that is open.” – Alexander Graham Bell

Your Hosts:

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

Mentions: 

– Current Book – The Psychology of Money by Morgan Housel
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Filed Under: News, Podcast

Winning at Selling Podcast : Episode #607

March 13, 2024 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

Could it be that the key reasons that a salesperson loses a deal is through self-inflicted wounds? Is it possible that the mistakes they make when interacting with a prospect are the very things that cause the sale to be lost or “put on hold”?

Get ready for what might be a painful self-examination as Scott and I dive into the topic 5 Ways You Are Hurting Your Sales and other radical ideas on Episode 607 of the Winning at Selling podcast.

.Golden Nugget: 

“Risk comes from not knowing what you’re doing.” Warren Buffett

Your Hosts:

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

Mentions: 

– Current Book – The Psychology of Money by Morgan Housel
– Anthony Iannarino – The Sales Blog – www.thesalesblog.com
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Filed Under: News, Podcast

Winning at Selling Podcast : Episode #605

February 29, 2024 By

Greetings,

Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation.

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.

I heard someone say that they treated their sales territory as if it were their own business. It seemed to make sense to me so I thought Scott and I should discuss the pros and cons of thinking like an entrepreneur.

So be ready to take control as Scott and I venture into a capitalist discussion about The Entrepreneurial Salesperson on Episode 605 of the Winning at Selling podcast.

.Golden Nugget: 

“The difference between great people and everyone else – is that great people create their lives actively, while everyone else is created by their lives, passively waiting to see where life takes them next. The difference between the two is living fully and just existing.” – ― Michael E. Gerber, The E-myth Revisited

Your Hosts:

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

Mentions: 

– Current Book – The Psychology of Money by Morgan Housel
– Attend a Professional Sales Association (PSA) meeting.  Go to www.psamn.org 
– Bill – Jumpstart Sales Coaching – Introductory Program – (1) 60 min. initial and (5) 30 min ongoing sessions – $495. – Contact me here.
– Bill – Seven Deadly Sins of Selling presentation for the next 2 companies to contact me. 45 min. Live in Minneapolis area – Webcast further away.
– Scott offer’s the DiSC Sales Assessments for $139.00 per person.  See a Sample.

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.

Join us every week.  Email us your comments, feedback, real-life challenges in the marketplace and desired topics for us to cover and we will deliver sound advice you can use. ALL comments are welcome.

Feel free to reach out to us via the form below. You can reach either of us by calling 612-789-5700.

Filed Under: News
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