WINNING AT SELLING

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. Keystone Club Class - https://mnsales.com/keystone/ Next Book - Aligning Strategy and Sales by Frank Cespedeshttps://www.amazon.com/Aligning-Strategy-Sales-Behaviors-Effective/dp/1422196054/ref=sr_1_1 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

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. BLOG: https://mnsales.com/leave-your-mother-on-the-bus/ Keystone Club Class - https://mnsales.com/keystone/ Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  Next Book - Aligning Strategy and Sales by Frank Cespedeshttps://www.amazon.com/Aligning-Strategy-Sales-Behaviors-Effective/dp/1422196054/ref=sr_1_1 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

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. Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  Next Book - Aligning Strategy and Sales by Frank Cespedeshttps://www.amazon.com/Aligning-Strategy-Sales-Behaviors-Effective/dp/1422196054/ref=sr_1_1 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

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. Connect with the Amazing Hondo - CLICK HERE Watch the Magic Trick - https://www.youtube.com/watch?v=SqIyoHFNiHE  Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  Next Book - Aligning Strategy and Sales by Frank Cespedeshttps://www.amazon.com/Aligning-Strategy-Sales-Behaviors-Effective/dp/1422196054/ref=sr_1_1 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

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. Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  Next Book - Aligning Strategy and Sales by Frank Cespedeshttps://www.amazon.com/Aligning-Strategy-Sales-Behaviors-Effective/dp/1422196054/ref=sr_1_1 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

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. BLOG: You Are Not Being Tested Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  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

How can a centuries-old art form help your organization engage employees, build teamwork, and create a culture of innovation? For decades, the techniques of improvisation, or “improv,” have helped organizations do just that. Improv is more than just funny; it is fun and valuable training. If you lead teams, interact with clients or customers, or face challenges that need innovative solutions, improv skills can take you to the next level. So, let’s throw away the script as Scott and I meet with comedian and entrepreneur Stevie Ray to discuss Improv that Works: Engage *Build * Innovate on Episode 681 of the Winning at Selling podcast. Stevie Ray Improv - https://stevierays.org/  Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  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

We don’t execute on what we don’t believe. Whether it’s a sales process, a life change, or a new habit, our actions—or lack of them—are rooted in what we truly believe about ourselves and what’s possible.  In this episode, we’ll explore how belief shapes behavior and how shifting what you believe - can unlock the consistent execution you need for real transformation. Renew your membership in optimism and resilience as Bill and I discuss Belief and Execution and other noteworthy nuggets on Episode 680 of the Winning at Selling Podcast. Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  BLOG: Making Rent – The Sales Quota Mindset 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  

In sales, there’s a common pattern that many professionals follow with the best intentions. They ask questions. They probe. They dig into the mechanics of a prospect’s situation—what systems are they using? How much are they spending? What’s not working? Next they tie the pertinent features into benefits for the prospect. But seldom do they get into the crucial questions of motivation – the WHY. You must be motivated to tune in, so listen up as Scott and I probe, Features, Benefits and Motivation and other appealing appetizers on Episode 679 of the Winning at Selling podcast. Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  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  

Are you living with purpose—or just going through the motions? In today’s episode, we explore how purpose shapes your work, relationships, and identity. Discover how alignment brings clarity and fulfillment, and learn practical steps to overcome fear, find direction, and start living the life you’re meant to lead. If you are open to new ideas and define yourself as “coachable” listen up as Bill, and I welcome author, speaker, and lifelong salesperson, Mitch Larson to discuss his new book, The Power of Purpose, a Guide to Discover Yours on Episode 678 of the Winning at Selling Podcast. Connect with Mitch Larson on LinkedIn Current book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  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

Responding to a Request for Proposal (RFP) can be a powerful way to win new business—but only if it’s the right opportunity. RFPs often demand considerable time, resources, and cross-functional coordination, so blindly responding to every one can lead to wasted effort, low win rates, and team burnout. Look up your RFP win rates as Scott and I question, Should You Respond to an RFP? and other magnificent musings on Episode 677 of the Winning at Selling podcast. Episode 675 with Jason Talley - Quote vs. Proposal and RFP's Our next book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  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

Have you ever been torn between jumping into action or holding back to wait for the perfect moment?  Today we explore the tension between taking immediate action and practicing delayed gratification. Can you really do both—and should you? You don’t have to wait another moment as Bill, and I pause to discuss Start or Wait… What Should I Do? and other sublime statistics on Episode 676 of the Winning at Selling Podcast. BLOG: Start or Wait...What should I do? Our next book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  Top 90 Sales Management Podcast - We're #3! https://www.millionpodcasts.com/sales-management-podcasts/ 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

Scott and I have been pouring our knowledge and experience into this podcast for over 5 years with the hope that sales professionals would be able to use this information to sell more and win at selling. And that sales leaders would be able to augment their own training with the ideas presented in our podcast. While we’ve spoken to many of our listeners we finally decided to let one of them share his results. So prepare to hear an echo of your own experience as Scott and I welcome sales leader Jason Talley to examine how he is Using Podcasts to Supplement Training and other idealistic impressions on Episode 675 of the Winning at Selling podcast. Our next book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  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

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. Our next book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  Top 90 Sales Management Podcast - We're #3! https://www.millionpodcasts.com/sales-management-podcasts/ 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

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. Our next book – The Power of Purpose by Mitch Larsonhttps://www.amazon.com/Power-Purpose-guide-discover-yours/dp/1960111280/ref=sr_1_1  Top 90 Sales Management Podcast - We're #3! https://www.millionpodcasts.com/sales-management-podcasts/ 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

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. AMAZON: Leading with Purpose Dave Herpy website 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

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. 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

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. 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  

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. Integrating Change Management into Sales - from Special Guest - Jenny Niemela 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  

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. Part ONE - Why Enter it Into The CRM 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