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Winning at Selling Podcast : Episode #674

June 26, 2025 By Scott Leave a Comment

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.

As a salesperson – have you ever said behind your sales manager’s back – I could do a much better job than they can. Be careful what you wish for. It may look more glamorous than it really is. There are some pros and cons to being a salesperson versus a sales manager than you think.

Listen up as we try to encourage and discourage a shift in your responsibilities; as Bill and I unpack Moving from Rep to Manager and other sublime statistics on Episode 674 of the Winning at Selling Podcast.

Golden Nuggets:
“You win games with your strengths, not your weaknesses.” — Bear Bryant (Alabama)

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 – SALES Perspective by Jimmy Z – (Zugschwert)
– 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.

The WINNING AT SELLING Podcast is Globally Ranked in the Top 1% of all Podcasts. For some ranking information, check out ListenNotes.com.(https://www.listennotes.com/podcasts/winning-at-selling-bill-hellkamp-and-scott-vi60qX2kYrt/)*

Filed Under: Podcast

Winning at Selling Podcast : Episode #673

June 18, 2025 By Scott Leave a Comment

Greetings,

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

One of the keys to maintaining value is to be able to differentiate your product or service from the competition. While this can be difficult to do, it is necessary to keep from becoming commoditized.

Be ready for some critical thinking as Scott and I investigate The Power of Product Differentiation and other flippant philosophies on Episode 673 of the Winning at Selling podcast.

Golden Nuggets:
“If you can’t explain it simply, you don’t understand it well enough.” – Albert Einstein

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

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.

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 #672

June 12, 2025 By Scott

Greetings,

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

Are you leading with purpose — or just going through the motions? What’s the difference between intentional leadership and reactive management. How can you create a collaborative culture by design and not by default. Whose fault is that?

Stay tuned for an engaging conversation about “leading the way” to your personal and professional goals as Bill and I welcome speaker and author Dave Herpy to discuss Leading with Purpose and other suggestive snippets on Episode 672 of the Winning at Selling Podcast.

Golden Nuggets:

“To me, job titles don’t matter. Everyone is in sales. It’s the only way we stay in business.” – Harvey Mackay

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 – SALES Perspective by Jimmy Z – (Zugschwert)
– AMAZON: Leading with Purpose
– Dave Herpy website
– 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.

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

Filed Under: Podcast

Winning at Selling Podcast : Episode #671

June 5, 2025 By Scott

Greetings,

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

Has it ever happened to you that you go into an appointment expecting to meet with a single person, but when you get to the conference room there are already 3 other people seated around the table? Although this can cause your stomach to turn over, it isn’t really a bad thing. However, it can go south quickly if you don’t adapt your strategy.

Hey kids, gather your whole team around the radio as Scott and I investigate Selling to a Group and other transcendent truths on Episode 671 of the Winning at Selling podcast.

Golden Nuggets:

“If you want to go fast, go alone. If you want to go far, go together.”
– African Proverb

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

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.

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 #670

May 29, 2025 By Scott

Greetings,

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

How would increasing your word-of-mouth reputation affect your sales pipeline in the short and long term? A referral from your network is one of the most credible and cost-effective forms of marketing. For salespeople, activating and amplifying word-of-mouth can shorten your sales cycles and build trust faster than any website or email. But is this an effective form of prospecting for immediate sales results?

Let’s dust off that prospecting plan from 2007 as Bill and I dive into Increasing Word-of-Mouth and other noteworthy nuggets on Episode 670 of the Winning at Selling Podcast.

Golden Nuggets:

“In the long run, you make your own luck — good, bad, or indifferent.” —Loretta Lynn

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

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.

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

Filed Under: Podcast

Winning at Selling Podcast : Episode #669

May 22, 2025 By Scott

Greetings,

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

Often when we are trying to make a sale we get totally focused on the value we can bring to the prospect and their business. Seldom do we consider the ramifications our new product or service will have for the people and their work flow. That’s right; our new “whatever” is disrupting the business even as it is providing new value. In short we are talking about change and change management.

So, don’t get stuck in a rut as Scott and I welcome change strategist, Jenny Niemela to discuss Integrating Change Management into Sales and other fascinating factoids on Episode 669 of the Winning at Selling podcast.

Golden Nuggets:

“When we are no longer able to change a situation, we are challenged to change ourselves.” – Viktor E. Frankl

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 – SALES Perspective by Jimmy Z – (Zugschwert)
– Integrating Change Management into Sales – from Special Guest – Jenny Niemela
– 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.

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

Filed Under: Podcast

Winning at Selling Podcast : Episode #668

May 16, 2025 By Scott

Greetings,

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

How do you manage conversations, remember your priorities, and accurately forecast sales—all while juggling a packed calendar? You guessed it: your CRM. But most salespeople treat their CRM like a dumping ground instead of the behavior-driving tool it should be.

So sharpen your stylus and clear your memory cache as Bill and I dive into Using Your CRM – Part 2: Managing Conversations, Priorities and other perilous projections on Episode 668 of the Winning at Selling Podcast.

Golden Nuggets:

You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you.” – Walt Disney

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 – SALES Perspective by Jimmy Z – (Zugschwert)
– Part ONE – Why Enter it Into The CRM
– BLOG: The Silent Treatment: How to Navigate Silence in Sales Conversations
– 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.

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

Filed Under: Podcast

Stop Helping People — Start Working With Them

May 14, 2025 By Scott

At first glance, the title may raise eyebrows: Stop Helping People. Isn’t that what we’re supposed to do—as leaders, coaches, colleagues, or even friends? Isn’t helping others the hallmark of empathy, of service, of good leadership?

That’s precisely the point. This mindset—deeply embedded in our culture—needs to be challenged, if not entirely reframed. The core argument isn’t to abandon compassion or collaboration. Rather, it’s to elevate it by shifting from a “helper” mentality to a partnership mentality—one where both people are mutually engaged, equally responsible, and collectively committed to progress.

This is the invitation: Stop helping people. Start working with them.

The Problem with Helping

Helping, at its core, creates an unequal dynamic. One person has the knowledge, the power, the solution. The other is lacking—powerless, uninformed, or incapable. While the intention might be noble, the result can be disempowering.

In this dynamic:

The helper owns the process.
The helper dictates the solution.
The recipient often becomes passive, waiting for answers instead of actively pursuing them.

What seems like a generous act can actually strip others of responsibility, agency, and growth.

Consider a workplace scenario. A manager notices that a team member is struggling to hit their sales numbers. Wanting to “help,” the manager steps in, takes over the account, or solves the problem themselves. The numbers may improve temporarily—but at what cost? The salesperson hasn’t grown. They haven’t learned. The gap in skill and confidence remains unaddressed.

Helping becomes a shortcut—a way to fix problems without investing in people. It might feel efficient, even heroic, but in the long run, it stunts development and feeds a culture of dependency.

The Power of Working With

Now imagine a different approach. Instead of stepping in, the manager sits down with the salesperson and says:
“Let’s look at this together. What do you think is getting in the way? What have you tried? What could we do differently?”

This is working with. It’s collaborative. It invites shared ownership. It communicates trust.

In a “working with” dynamic:

Both parties contribute knowledge.
There is a mutual commitment to a shared goal.
The individual is empowered to think, act, and grow.

It’s not about having all the answers. It’s about asking better questions. It’s not about controlling the outcome. It’s about creating conditions for growth.

This shift—from helping to collaborating—changes everything.

The Four Stages of Change

To make this mindset real, we need to understand how change happens. Transformation is a process, not a single decision. It involves both internal realization and external action. Let’s explore the four stages:

Awareness

Every change begins with frustration—a quiet voice whispering, There has to be a better way. Awareness isn’t always comfortable. It’s a disruption of routine. It’s the unsettling realization that what once worked… doesn’t anymore.

This step is often underestimated. But without awareness, there is no motivation to change. Whether it’s a salesperson stuck in a performance plateau or a leader recognizing a toxic culture, this moment of discomfort is essential. It signals readiness.

Information

Once we’re aware, we begin searching. A book, a webinar, a podcast, a mentor—anything that gives us insight. We collect frameworks, tools, and strategies. We start to see possibilities we hadn’t considered before.

But information alone is not enough. Most people are already drowning in content. What they lack is the bridge between knowing and doing.

Application

This is the crucible. Application is where theory meets reality.

The challenge isn’t just applying new knowledge—it’s applying it to familiar situations. That’s where habits live. That’s where resistance shows up. That’s where change is hardest.

Three internal questions shape this stage:

Do I recognize the moment? — Can I identify the opportunity to use what I’ve learned?
Do I believe it will work? — Do I trust this new approach enough to try it?
Do I believe I deserve better? — Am I truly open to receiving the benefits of this change?

Miss any of these, and the application fails. We revert to old habits. We retreat to comfort. We avoid risk.

But when we say yes—when we see the moment, believe in the method, and know we’re worth it—we step into transformation.

Internalization

Change isn’t real until it’s repeated. Until the new behavior becomes the default response. Until the belief becomes embedded.

This is where identity shifts. The struggling salesperson becomes a confident closer. The reactive leader becomes a proactive coach. The team member becomes a team builder.

This is the ultimate goal—not just performance improvement, but personal evolution.

Why This Matters in Leadership

Leadership isn’t about having all the answers. It’s about creating environments where people grow into their best selves. When leaders help too much, they rob people of ownership. When they work with others, they transfer power—not just responsibility.

Here’s the uncomfortable truth:
You create culture by what you tolerate.

If you tolerate mediocrity, silos, or avoidance, that’s your culture. If you build relationships, challenge complacency, and foster collaboration, that becomes your culture.

And culture drives results—especially in sales.

Sales teams thrive when they feel seen, heard, and trusted. When they are part of decisions. When they have ownership of their goals. The relationship between leadership and sales is not a luxury—it’s the foundation of performance.

The Real Cost of Shortcuts

It’s tempting to rush change. To fix problems. To push harder. But shortcuts often lead to long-term setbacks.

When you help someone too quickly, you risk:

Undermining their confidence.
Creating dependency.
Reinforcing passivity.
Burning yourself out.

Working with others takes more time upfront, but the payoff is far greater:

People grow.
Trust deepens.
Capacity expands.
Culture strengthens.

This is the long game—and it’s the only game that creates sustainable success.

A Call to Action

So the next time you’re tempted to step in and help, pause. Ask yourself:

Am I doing this for them, or with them?
Am I empowering, or enabling?
Am I building skill and confidence, or just solving today’s problem?

True leadership is not about having the answers. It’s about drawing out the answers in others.

So stop helping people. Start working with them. It’s not just a better strategy—it’s a better way to lead, to sell, to grow, and to live.

Filed Under: Change

Winning at Selling Podcast : Episode #667

May 8, 2025 By Scott

Greetings,

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

Does your sales process advocate emailing your proposal to the prospect and then calling in a few days to see what they think? If so, YOU ARE OUT OF YOUR MIND! Whoops, got a little strident there! What I meant to say was, we think there is a better way.

So, move your had away from that SEND button as Scott and I discuss the Advantages of Interactive Delivery of a Proposal and other discerning details on Episode 667 of the Winning at Selling podcast.

Golden Nuggets:

“Everything we hear is an opinion, not a fact. Everything we see is a perspective, not the truth.” Marcus Aurelius

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 – SALES Perspective by Jimmy Z – (Zugschwert)
– BLOG: The Silent Treatment: How to Navigate Silence in Sales Conversations
– 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.

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

Filed Under: Podcast

Winning at Selling Podcast : Episode 3 – 6’s

April 30, 2025 By Scott

Greetings,

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

Perspective is the particular way you view a situation based on your experiences and background. Do we all have the same perspective? I say not. Can you improve your life by changing your perspective? I say YES!

If you what to learn how, stick around as Bill and I welcome author, speaker and selling expert Jimmy Z to tell us about A Fresh Approach to the Sales Experience and other bellicose beliefs on the 3 6’s Episode of the Winning at Selling Podcast.

Golden Nuggets:

“People often say that motivation doesn’t last. Well, neither does bathing—that’s why we recommend it daily.” –Zig Ziglar

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:
– Jimmy Z – https://www.jimmyzspeaks.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.

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 #674

Winning at Selling Podcast : Episode #673

Winning at Selling Podcast : Episode #672

Winning at Selling Podcast : Episode #671

Winning at Selling Podcast : Episode #670

Winning at Selling Podcast : Episode #669

Winning at Selling Podcast : Episode #668

Stop Helping People — Start Working With Them

The Problem with Helping

The Power of Working With

The Four Stages of Change

Awareness

Information

Application

Internalization

Why This Matters in Leadership

The Real Cost of Shortcuts

A Call to Action

Winning at Selling Podcast : Episode #667

Winning at Selling Podcast : Episode 3 – 6’s

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