May 2025 - Using Your CRM - Part Two
Release Date: 05/16/2025
Nov 2025 - What’s In the Well Comes Up In the Bucket
Winning at Selling | Sales Leadership, Training and Development by Scott "The Professor"- Plum and Bill Hellkamp
When life turns up the heat, we don’t rise to the occasion—we fall back to our preparation. In moments of pressure, we draw from whatever we’ve been putting inside ourselves all along. Like a well, our inner world stores the beliefs, emotions, and habits that shape our reactions. And when stress hits, the “bucket” only brings up what’s already in the well. So, get a grip on the rope as Scott and I delve into What’s In the Well Comes Up In the Bucket and other substantial subjects on Episode 695 of the Winning at Selling podcast. Keystone Club Class - Offerings Page - Next Book...
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Nov 2025 - How to Close on the First Appointment - Part 2 of 2
Winning at Selling | Sales Leadership, Training and Development by Scott "The Professor"- Plum and Bill Hellkamp
Most salespeople are trained to build rapport, gather information, and follow up later. But what if your prospect is ready today? In service-based, in-home sales (home- improvement, senior care, children’s services, etc.) the best close might happen on the first visit. Do you want to be strong in influencing or persistent in follow-up to make a sale? Join Bill and me as we break down How to Close on the First Appointment - Part Two by building curiosity and interest, defining the buying criteria, uncovering motivation and creating urgency to close the deal with confidence on Episode...
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Nov 2025 - Special Guest Dr. Chris Croner
Winning at Selling | Sales Leadership, Training and Development by Scott "The Professor"- Plum and Bill Hellkamp
Few business challenges are more painful than hiring a salesperson who interviews well but fails to deliver. A poor producer can cost your company six to seven figures annually in salary, training, lost customers, and missed opportunities. While most sales leaders say they want reps with “fire in the belly,” few know how to identify it reliably. In this episode, we reveal the proven, scientific formula: the three non-teachable traits that define top Hunter salespeople. You’ll learn how to spot these traits in your candidates before hiring — so you can build a team of true producers,...
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Nov 2025 - How to Close on the First Appointment - Part 1 of 2
Winning at Selling | Sales Leadership, Training and Development by Scott "The Professor"- Plum and Bill Hellkamp
Most salespeople are trained to build rapport, gather information, and follow up later. But what if your prospect is ready today? In service-based, in-home sales (home- improvement, senior care, children’s services, etc.) the best close might happen on the first visit. Do you want to be strong in influencing or persistent in follow-up to make a sale? Join Bill and me as we break down How to Close on the First Appointment - Part One by building curiosity and interest, defining the buying criteria, uncovering motivation and creating urgency to close the deal with confidence on...
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Oct 2025 - Creative B2B Prospecting Ideas
Winning at Selling | Sales Leadership, Training and Development by Scott "The Professor"- Plum and Bill Hellkamp
One of the most crucial and creative aspects of selling is developing new customers. It is also what separates the farmers from the hunters. Unfortunately, in the current business climate it seems more difficult than ever to find and connect with your ideal client. But there are some strategies you can use. So, dust off that prospecting list as Scott and I put a stamp on Creative B2B Prospecting Ideas and other novel nuggets on Episode 691 of the Winning at Selling podcast. Handout: Keystone Club Class - Offerings Page - Next Book - Aligning Strategy and Sales by Frank Cespedes Bill...
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Oct 2025 - Special Guest Bob Freytag
Winning at Selling | Sales Leadership, Training and Development by Scott "The Professor"- Plum and Bill Hellkamp
Most companies stumble when launching something new—not because the idea is bad, but because they treat the launch like a one-time event instead of a repeatable discipline. Whether it’s a product, service, or strategic initiative, success depends on more than development—it hinges on execution. In this episode, we’ll explore why so many launches fall short, why launch success matters, and how a few proven best practices can flip the odds in your favor. Keep your powder dry and your eyes up as you join Bill and me for Launching Best Practices to Help You Win on Episode 690 of the...
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Oct 2025 - Handling Rejection Like a Pro
Winning at Selling | Sales Leadership, Training and Development by Scott "The Professor"- Plum and Bill Hellkamp
Rejection sucks! At least that how I’ve always seen it. But others that I’ve worked with don’t seem to get affected by it. As a matter of fact it seems to get a fire lit under them. So, what’s the difference in our responses and how can we all get better at dealing with rejection Grab your smiley face buttons as Scott and I wrestle with Handling Rejection Like a Pro on Episode 689 of the Winning at Selling podcast. Keystone Club Class - Offerings Page - Next Book - Aligning Strategy and Sales by Frank Cespedes Bill Hellkamp – Visit my website: Scott “Professor...
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Oct 2025 - Seven Tips to Goal Setting
Winning at Selling | Sales Leadership, Training and Development by Scott "The Professor"- Plum and Bill Hellkamp
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. Keystone Club Class - Next Book - Aligning Strategy and Sales by Frank Cespedes Bill Hellkamp – Visit my website: Scott...
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Sept 2025 - Special Guest Frank Cespedes
Winning at Selling | Sales Leadership, Training and Development by Scott "The Professor"- Plum and Bill Hellkamp
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 - Next Book - Aligning Strategy...
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Sept 2025 - Leave Your Mother on The Bus
Winning at Selling | Sales Leadership, Training and Development by Scott "The Professor"- Plum and Bill Hellkamp
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...
info_outlineHow 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