Winning at Selling Podcast : Episode #688

October 2, 2025 By 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.

We often celebrate outcomes — the closed deal, the big win, the promotion. But what if the way we got there says more about us than the result itself? Today, we’ll explore why the means — the process, the behaviors, the discipline — matter just as much as, if not more than, the ends.

So, put on your party hats as Bill and I explore Seven Tips to Goal Setting and other persnickety perceptions on Episode 688 of the Winning at Selling Podcast.

Golden Nuggets:

“None of us can change our yesterdays, but all of us can change our tomorrows.”
–Colin Powell

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: Aligning Strategy and Sales by Frank Cespedes
– Connect with Frank Cespedes on LinkedIn
– 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

Who Really Pays for Sales Training?

October 1, 2025 By Leave a Comment

We’ve all seen those late-night infomercials. A company pushes their patented gutter system, flashing special offers like “Call now for 10% off… and if you act today, we’ll give you another bonus!”

But behind the script and urgency, there’s a deeper question: Who actually pays for the sales training that makes those conversions possible?

The truth is, sales training isn’t free. Someone always foots the bill. And depending on who it is, the outcome for the company, the customer, and the sales professional can be very different.

The Three Options

  1. The Company

Some companies invest directly in their salespeople from the start. They provide training when reps are hired and consistently while they’re employed. This is the ideal scenario, but unfortunately, not every business makes that investment.

  1. The Customer (Indirectly)

When training is neglected, the cost often shifts to customers. This shows up as:

  • Rebates and Discount expenses to win back dissatisfied buyers, reducing profitability.
  • Commoditization of products, where price becomes the only selling point, making business sustainability a daily challenge.
  • A damaged reputation in the community, as customers sense they’re being sold on price instead of value.

Over time, this erodes trust—and profitability.

  1. The Salesperson

Finally, the most powerful option: the individual sales professional who takes responsibility for their own growth. These are the reps who:

  • Invest in their sales career across multiple channels and industries.
  • Learn to distinguish between relationships vs. transactions.
  • Understand the difference between cost of goods sold vs. return on investment.

This type of salesperson thinks like a business owner—and as a result, earns the respect (and the deals) of business owners. They don’t just sell products; they build relationships and sell outcomes.

Data That Backs It Up

Here are some eye-opening statistics that underscore why someone must pay for training — and why doing so wisely matters:

  • On average, companies receive $4.53 in return for every $1 invested in sales training (i.e. a 353% ROI).
  • Sales teams that invest in training tend to be 57% more effective than their less-trained counterparts.
  • Around 70% of salespeople lack formal training.
  • Among sales leaders, 72% say training fails because it’s treated as one-size-fits-all (i.e., not customized to role or experience) and unfortunately, 84% of training is forgotten within three months without reinforcement.

Together, these numbers paint a clear picture:

  • Training can deliver massive ROI.
  • But most programs fall short—because they’re generic, lack reinforcement, or aren’t measured.
  • The differentiator is how and by whom the training is funded, designed, and sustained.

The Long-Term Payoff

It’s never too late to start investing in yourself as a sales professional. If you’re in your 20s and just realizing this, congratulations—you’re ahead of where many of us were at that age.

But beyond age, the critical move is this: decide who pays. If your company won’t, make the investment yourself. Cover your own training. Measure the ROI. Prove its value.

That approach isn’t just about personal gain. It shifts the dynamics of how buyers see you: as someone who invests in mastery, outcome, and value. And that is how you win not only deals, but respect.

👉 Takeaway: Sales training has real, measurable impact—but only if someone pays and the program is done well. The best salespeople choose to invest in themselves, and the return pays off—for them, their customers, and their companies.

Ask Yourself: In your experience, who usually ends up paying for sales training — the company, the customer, or the salesperson? Do you believe sales training should be a company’s responsibility, or is self-investment the real differentiator for top performers? What’s the most valuable sales training you’ve ever invested in (time, money, or both) — and how did it pay off?

 

Filed Under: Change, Hiring, Role

The Missing Piece in Franchising: Developing the People Who Drive Revenue

September 27, 2025 By Leave a Comment

Franchising is built on proven systems, processes, and operations. Franchisors create playbooks that keep the brand consistent and scalable. But there’s one area that often receives far less attention than it deserves: developing the people who directly define the reputation, lead the customer experience, create and claim value, and generate income.

Operations manuals can tell you how to run the business, but they rarely address how to grow the business through effective, productive and meaningful conversations. Franchisees may be given qualified leads, but if they aren’t equipped to convert conversations into commitments, opportunities are missed, and revenue is left on the table.

Recognizing the Symptoms

Franchise networks often experience predictable challenges when sales development is overlooked:

  • Leads that don’t convert – Money is spent on marketing (FDD – Item 11), yet the incoming calls and website inquiries fail to turn into actual sales. The blame shifts back and forth between franchisee and franchisor, when the real issue is the ability to uncover motivation, establish a decision criterion, timeline and priorities when sales conversations occur.
  • Order takers instead of salespeople – Associates who show up on time, look professional, and follow the script may still miss the most important part: uncovering needs, creating value, and asking for the commitment. Without that, the brand becomes commoditized.
  • Franchisees unprepared to lead sales teams – Many franchise owners come from operational or technical backgrounds. Leading a sales team—or even one salesperson—requires coaching skills they’ve never developed. Without guidance, salespeople drift, become complacent, while revenue and results stagnate.
  • Dependence on “bought” business – Paid leads from Internet scrapping and digital channels once worked well. But as Google becomes more expensive and AI changes the way people search, franchisees that don’t know how to earn business through relationships, referrals, and prospecting fall behind.

 The Impact of Not Solving It

When these issues persist, the entire franchise system feels the consequences. Revenue plateaus, royalties decline, and frustration builds between franchisor and franchisee. In some cases, the lack of sales development even causes high-potential operators to disengage, drop to level of survival or leave the system altogether.

The truth is clear: a franchise network is only as strong as the people driving revenue at the unit level. Without the skills to sell, coach, and lead, even the best operational systems can’t reach their full potential.

A Commitment to People Development

This is where the focus must shift. At Franchise Sales Pro, the commitment is not simply to process, but to people. Supporting the network means:

  • Training sales associates to move past scripts and into real conversations that create and claim value.
  • Equipping franchisees to lead salespeople and teams, even if they’ve never sold before.
  • Embedding weekly coaching and accountability so training doesn’t fade after the webinar or workshop.
  • Building confidence to generate earned business, reducing reliance on expensive lead sources.

When people are developed in these areas, the franchise system doesn’t just grow revenue, it grows stronger relationships, more confident operators, and a healthier network overall.

Final Thought

Franchisors already invest heavily in processes, systems, and compliance. But the future of growth lies in a different kind of investment: developing the people who bring in the revenue. Because in franchising, as in any business, it’s not the system alone that drives results—it’s the people who bring that system to life every day.

Filed Under: Franchise

Top-Line Thinking: The Power of Understanding Fixed vs. Variable Costs in Sales Growth

September 27, 2025 By Leave a Comment

Top-Line Thinking: The Power of Understanding Fixed vs. Variable Costs in Sales Growth

In the world of business — especially for franchise operators and self-starting entrepreneurs — understanding your financial structure is key to achieving scalable, sustainable growth. Yet, many overlook how their costs interact with their revenue goals, especially when it comes to aligning those costs with proactive sales activities.

So, let’s break down a deceptively simple concept: the difference between fixed expenses and variable expenses — and why it matters if you want to generate more top-line revenue.

Fixed vs. Variable Costs: What’s the Difference?

At a glance:

  • Fixed expenses are those costs that stay consistent month-to-month. Think rent, lease payments, software subscriptions, base salaries (including benefits and taxes).
  • Variable expenses fluctuate depending on priorities, sales volume, growth efforts, client acquisition and lead generation. These also include commissions, bonuses, incentives and yes — sales training. (Question: Are you still retaining most of the revenue when a sale is made and you pay out commissions?)

Why does this matter?

Because you don’t grow a business by trimming what’s already fixed. You grow by investing in the people, processes, and activities that generate revenue. That’s your variable cost lever — and it’s what moves the needle.

Sales Efforts = Variable Investment

This is the shift in thinking I want to champion: sales expenses are not just costs; they are investments. When you hire and onboard new sales reps, launch a targeted marketing campaign, or invest in sales training, you’re not just spending money — you’re planting seeds. These are investments in revenue growth, not arbitrary expenses. And yes, they’re variable. You control the pace, the volume, and the direction.

The Overlooked Lever: Capacity

Here’s where many franchisees and business owners stall — they think, “I’m making money. I’m paying myself. I must be on the right path.” And yes, you are. You’ve moved beyond survival mode. You’re probably covering your fixed expenses and have begun seeing some consistent take-home pay.

But here’s the truth: you might be operating far below your full capacity.

If your fixed costs are paid and your business has unused capacity — open appointment slots, underutilized staff, or operational bandwidth that’s sitting idle — you’re leaving exponential profit on the table.

Let’s break it down:

  • Fixed costs are already covered.
  • Every new client, order, appointment, or service added from this point forward generates higher profit margin revenue, because there’s no additional fixed cost.
  • That means increasing from 70% to 85% capacity can double or triple your net income, even if top-line revenue only increases modestly.

This is where proactive sales activity fuels profitability. It’s not just about making more sales — it’s about filling your open capacity to maximize the return on fixed infrastructure you’re already paying for.

A Framework for Franchise Operators and Self-Starters

Let’s talk about strategy. Here’s a 3-question diagnostic assessment I encourage every growth-minded business operator to run regularly:

  1. Do you believe there are more opportunities in the marketplace?
    • If yes, great. The market is alive — so the question becomes: are you poised to capture them and fulfill your open capacity?
    • If no, it may be a matter of awareness, a product/service refresh, new approach or repositioning your unique selling proposition (USP), not demand.
  2. Do you have the right people on the bus to convert those opportunities into revenue?
    • Think beyond warm bodies — is your team applying the best selling skills, practicing productive behavior, and maintaining the right attitudes, beliefs and confidence during adversity?
    • Talent is a variable lever, and an investment. And not just in hiring — but in equipping them with tools, training, and process.
  3. Are you prepared to work with your team to capitalize and convert the opportunities you uncovered?
    • If you hesitate, this is your call to action. Sales enablement isn’t optional — it’s essential.
    • This is the point where investing in training becomes a variable expense that has a defined return.

Sales Training as a Revenue Catalyst

Often, business owners hesitate to invest in sales training because it doesn’t feel “urgent.” But here’s the paradox: Training your team to close better, faster, and more frequently is the most direct path to higher top-line revenue. Think of sales training not as a seminar, but as a system upgrade for your revenue engine. You’re teaching your people how to create, pursue, and win more deals — deals that fund everything else. Sales is the engine that pulls the train.

The Proactive Path to Top-Line Revenue

Let’s stop thinking of sales as a passive outcome of having a good product or service. Revenue is the result of intentional, proactive, and consistent sales efforts.

This means:

  • Understanding where your fixed costs cap your profit ceiling monthly. Before you earn a single dollar of profit, you must first cover your fixed costs
  • Embracing and evaluating variable costs that tie directly to your growth goals.
  • Recognizing underused capacity as a missed profit opportunity — and filling it through focused sales execution.

Final Thought: Build for Growth, Not Just Survival

If you’re a franchise operator, a self-starter, or a leader wondering why revenue has stalled — look at your financials. Not just the bottom line, but the top line and what’s feeding it.

Are you fully utilizing your capacity?

Are you spending reactively or investing wisely to increase top-line revenue?

Are you willing to invest one dollar in variable costs to gain three in return?

Because if you believe there are more opportunities in the marketplace, and you’re willing to work with your team to capture them — then the next level of profit isn’t far away.

 

Filed Under: Franchise

Winning at Selling Podcast : Episode #687

September 25, 2025 By 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.

You’ve seen the picture of a bridge being constructed where the two side are supposed to meet and they don’t! Well, that is what misalignment looks like. In most firms, the sales function is the largest lever for executing strategy—yet it’s often misaligned with the choices leaders say they’ve made. Fixing that gap is crucial for organizational success.

So, get yourself straight as Scott and I welcome author and lecturer Frank Cespedes to discuss his book Aligning Strategy and Sales on Episode 687 of the Winning at Selling podcast.

Golden Nuggets:

“Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.” Sun Tzu

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: Aligning Strategy and Sales by Frank Cespedes
– Connect with Frank Cespedes on LinkedIn
– 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 #686

September 18, 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.

We all carry voices from our past into our present—from our parents, the pastor from Sunday, the last prospect who brushed us off, the customer who complained about delivery, even our boss reminding us about our quota.

They echo in the back of our minds and distract us from the person sitting right in front of us, now.  The problem is, those voices always seem to show up when we’re trying to prospect, sell, lead, or negotiate. With so many invisible passengers riding along, it feels like we need a bus just to carry them all. The real question is this: Are you going to let these pesky little voices – keep driving your future—or is it time to leave them on the bus, including your mother?

Pull over, step off, and join Bill and me as we explore Leave Your Mother on the Bus and other meandering meditations on Episode 686 of the Winning at Selling Podcast.

Golden Nuggets:

He who has a mind to do mischief will always find a pretense” Publius Syrus (roman writer and former slave)

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: Power of Propose by Mitch Larson
– BLOG: https://mnsales.com/leave-your-mother-on-the-bus/
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Mitch Larson on LinkedIn
– Connect with Frank Cespedes on LinkedIn
– 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 #685

September 10, 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.

In our last episode we closed with a quote from Bob Nardelli, the former CEO of Home Depot: “I absolutely believe that people, unless coached, never reach their maximum capabilities.” If true, we should be looking for coaching opportunities every day with the hope of finding someone who will work with on a long-term basis. But, if we don’t listen and change we might find our coach has better things to do.

So, take a lap as Scott and I turn our attention to Are You Coachable? and other phlegmatic philosophies on Episode 685 of the Winning at Selling podcast.

Golden Nuggets:

“The hallmark of a great student is being coachable. The hallmark of a great leader is being coachable. The hallmark of a great team is being coachable.”
— John Wooden

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: Power of Propose by Mitch Larson
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Mitch Larson on LinkedIn
– Connect with Frank Cespedes on LinkedIn
– 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 #684

September 4, 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.

Sales isn’t just about numbers—it’s about sparking curiosity, creating connections, and leaving people amazed. Now, imagine a speaker who blends the precision of a teacher, the creativity of a magician, and the insight of a strategist. This isn’t “just talk”—it’s an experience that makes your sales message unforgettable, turning ideas into impact and audiences into believers.

Let’s see if we can pull a rabbit out of the hat – as Bill and I interview magician and keynote speaker, The Amazing Hondo to discuss Magic with a Message on Episode 684 of the Winning at Selling Podcast.

Golden Nuggets:

“I absolutely believe that people, unless coached, never reach their maximum capabilities” Bob Nardelli

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:
– Connect with the Amazing Hondo – CLICK HERE
– Watch the Magic Trick – (https://www.youtube.com/watch?v=SqIyoHFNiHE)
– Current Book: Power of Propose by Mitch Larson
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Mitch Larson on LinkedIn
– Connect with Frank Cespedes on LinkedIn
– 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 #683

August 28, 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.

Sales isn’t about tricks or scripts—it’s about understanding people. When you sell with empathy, clarity, and respect, you don’t just win deals—you build trust, loyalty, and long-term relationships. The question is, “How do you accomplish that?”

Put on your EMPATHY hat as Scott and I discover What Buyers Really Want and other ridiculous ramblings on Episode 683 of the Winning at Selling podcast.

Golden Nuggets:

“Every action you take is a vote for the type of person you wish to become.”
– James Clear

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: Power of Propose by Mitch Larson
– Next Book: Aligning Strategy and Sales by Frank Cespedes
– Connect with Mitch Larson on LinkedIn
– Connect with Frank Cespedes on LinkedIn
– 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 #682

August 21, 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.

Many salespeople think they’re in a test every time they meet a prospect—measured on how much they know and how perfectly they can present. But selling isn’t about passing a test. It’s about uncovering what matters most to the prospect. In this episode, we’ll look at how shifting from “proving yourself” to “understanding them” can change the conversation—and your results.

So, listen up and keep your eyes on the road as Bill and I cram for You Are Not Being Tested and other intriguing ideas on Episode 682 of the Winning at Selling Podcast.

Golden Nuggets:

“Believe and act as if it were impossible to fail.” Charles Kettering (Inventor)

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: Power of Propose by Mitch Larson
– Connect with Mitch Larson on LinkedIn
– BLOG: You Are Not Being Tested
– 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/)*

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