Best Scott "the Professor" Plum and Bill Hellkamp Podcasts (2025)

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Oct 2025 - Creative B2B Prospecting Ideas 34:32

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4d ago34:32

34:32

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 Sco…

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Oct 2025 - Special Guest Bob Freytag 36:54

12d ago36:54

36:54

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 fa…

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Oct 2025 - Handling Rejection Like a Pro 30:26

18d ago30:26

30:26

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 Re…

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Oct 2025 - Seven Tips to Goal Setting 41:36

25d ago41:36

41:36

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 Go…

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Sept 2025 - Special Guest Frank Cespedes 33:17

1M ago33:17

33:17

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 suc…

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Sept 2025 - Leave Your Mother on The Bus 32:12

1M ago32:12

32:12

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 …

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Sept 2025 - Are You Coachable? 30:29

2M ago30:29

30:29

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 a…

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Sept 2025 - Special Guest The Amazing Hondo 31:26

2M ago31:26

31:26

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 a…

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Sept 2025 - What Buyers Really Want 34:41

2M ago34:41

34:41

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 o…

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Aug 2025 - You Are Not Being Tested 30:43

2M ago30:43

30:43

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 conver…

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Aug 2025 - Special Guest - Stevie Ray on Improv that Works 42:01

3M ago42:01

42:01

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 fa…

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Aug 2025 - Belief and Execution 32:35

3M ago32:35

32:35

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 re…

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Aug 2025 - Features, Benefits and Motivation 43:15

3M ago43:15

43:15

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 int…

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July 2025 - Special Guest - Mitch Larson - The Power of Purpose 28:26

3M ago28:26

28:26

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 d…

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July 2025 - Should You Respond to an RFP? 35:38

3M ago35:38

35:38

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 quest…

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July 2025 - Start or Wait… What Should I Do? 37:23

4M ago37:23

37:23

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…

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July 2025 - Special Guest - Jason Talley 32:59

4M ago32:59

32:59

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 list…

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June 2025 - Moving from Rep to Manager 35:22

4M ago35:22

35:22

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 re…

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June 2025 - The Power of Product Differentiation 34:02

4M ago34:02

34:02

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…

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June 2025 - Special Guest - Dave Herpy 28:58

5M ago28:58

28:58

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 …

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June 2025 - Selling to a Group 31:14

5M ago31:14

31:14

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 k…

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June 2025 - Increasing Word-of-Mouth 38:00

5M ago38:00

38:00

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…

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May 2025 - Special Guest Jenny Niemela 32:05

5M ago32:05

32:05

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 t…

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May 2025 - Using Your CRM - Part Two 30:34

5M ago30:34

30:34

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 C…

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May 2025 - Advantages of Interactive Delivery of a Proposal 36:56

6M ago36:56

36:56

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 Interactiv…

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May 2025 - Special Guest: Jimmy Z - SALES PERSPECTIVE 32:06

6M ago32:06

32:06

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 …

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Apr 2025 - Gaining Wallet Share from Current Clients 35:45

6M ago35:45

35:45

Is it better to prospect for new customers or get more business from our current clients? I don't think one is necessarily better than the other, but it is certainly cheaper and should be easier to get business from those to whom we are already providing services. Unfortunately, those customers often get pushed off on delivery while the sales team …

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Apr 2025 - Define Yourself 32:06

6M ago32:06

32:06

During every election season, we see candidates rushing to define themselves in the view of their voter — before their opponent gets the chance. Why? Because the first impression often sticks. It becomes the lens through which everything is viewed. But let me ask you this: Who's defining you? Is it your customers? Your coworkers? Your critics? Or i…

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Apr 2025 - Special Guest - Pete Steege 33:58

7M ago33:58

33:58

Sales and marketing should work together closely to craft messages that engage customers and encourage them to consider a product or service. Unfortunately this is not always true! Quite often marketing is more interested in winning awards and sales doesn't pay attention to the messages that marketing is sending out. This results in confused prospe…

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Apr 2025 - Who Defines the Marketplace? 31:22

7M ago31:22

31:22

Remember your first day on the job—full of enthusiasm, optimism, and ambition. But over time you start to become defeated and start to lose that initial drive. We start to make excuses and sell them up to leadership. Maintaining success requires a daily commitment to optimism, proactive beliefs, clear objectives, and intentional behaviors. Manageme…

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Apr 2025 - Special Guest Mike Weinberg - 5-year Anniversary Show 48:56

7M ago48:56

48:56

Thank you for joining us on this SPECIAL 5th ANNIVERSARY EPISODE of the Winning at Selling Podcast. I'm Professor Scott Plum of the Minnesota Sales Institute and with me is Bill Hellkamp of REACH Development Systems Sales managers have a tough job. Pressure from upper management to increase sales. Handling customer problems that have escalated. And…

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Mar 2025 - Why Enter it into the CRM? 36:50

7M ago36:50

36:50

How many conversations can you keep track of in your head? How about with your files on your desk? What about your notebook or journal? Maybe 3? That's too low. You're not alone — I struggle with this too! How do we determine what is most important today? What do you want to be known for by our customers, clients, and colleagues? How can we reduce …

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Mar 2025 - Top 5 Negotiating Skills for Salespeople 40:09

8M ago40:09

40:09

At the end of most proposal or quote presentations there is the chance of a negotiation breaking out. Being unprepared is not a good option and will probably prompt an unplanned reaction such as a price reduction. The professional salesperson is prepared and ready to respond, saving the sale and maintaining profitability. You're going to have to sh…

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Mar 2025 - Don't Be a Sales Jerk 32:48

8M ago32:48

32:48

We've all met a creepy salesperson. Someone who, after our conversation, makes us feel like taking a shower. They are slimy and dishonest. Self-interest oozes from every pore and every statement is taken with caution. They don't need a checkered sport coat and gold chains – they advertise their insincerity with their opening handshake. We hope this…

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Mar 2025 - Special Guest Peter Beaumont 33:05

8M ago33:05

33:05

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 strategie…

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Feb 2025 - Seven Assumptions 31:16

8M ago31:16

31:16

Our perception of a situation is shaped by past experiences, judgments, beliefs, and biases. These elements mixed, each weigh differently, to form our unique perspective. No two people see reality the same way. But is our perception of reality true? It's real—yes. No one can take away your reality. However, what's real may not always be true. This …

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Feb 2025 - Quote Versus Proposal 34:48

9M ago34:48

34:48

A customer calls and asks you to send them a quote. Do you do it or do you ask for an appointment to find out more about their needs? If I just send over a quote, how can I be sure that it will really address their issues? But is a full blown proposal really necessary and will it help or hurt my chances to make the sale? What's a salesperson to do!…

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Feb 2025 - Special Guest Scott Welle 31:48

9M ago31:48

31:48

Peak performance isn't luck—it's a choice. Top sales professionals don't just work harder; they work smarter, optimizing their mindset, habits, and energy to consistently win. Today we will discuss science-backed strategies to stay motivated, handle rejection, and operate at your highest level. You will also discover how to manage your energy, buil…

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Feb 2025 - The Weekly Sales Meeting 35:26

9M ago35:26

35:26

The weekly sales meeting can be an effective tool for your team or a boring waste of time. As a leader, you choose how the meeting will go and if it will have the effect you desire. But if you leave it to chance, chances are it will suck! Grab your agendas, as Scott and I discuss The Weekly Sales Meeting and other magnificent metrics on Episode 653…

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Jan 2025 - Uncovering Your Prospect's Expectations 32:28

9M ago32:28

32:28

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 d…

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Jan 2025 - Special Guest Steve Keating on Ethics in Selling 36:17

10M ago36:17

36:17

Hollywood has made clear their opinion of sales professionals. From the hard driver on Glengarry Glen Ross to the dishonest philanderers of Tin Men to the spastic incompetence of Tommy Boy. People can't help but be influenced by these depictions. But we must also recognize the part actual salespeople play in swaying opinion. Each time a salesperson…

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Jan 2025 - The Hiring Process 34:24

10M ago34:24

34:24

We've all experienced the hiring process—whether as the candidate or the future supervisor. It's a pivotal time when every piece of information and observation can significantly shape both parties' futures. Today, we're diving into one of the most crucial elements of building a successful sales team: hiring the right salesperson. For business owner…

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Jan 2025 - 5 Ways to Jump Start the New Year 36:01

10M ago36:01

36:01

So here we are again – a NEW YEAR. And that gives us a feeling of a new start. Perhaps you already joined a gym or set a goal to lose a few pounds. Although the January 1st date is an artificial opportunity, there's nothing wrong with using it as a time to renew ourselves. As a sales professional there are plenty of good habits that you need to be …

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Dec 2024 - Special Guest Frank Gustafson 35:06

10M ago35:06

35:06

We create fresh starts at different times of the year. For some, it's January 1st, for others it may be the day after Labor Day. Regardless of when, a plan and process with passion are all necessary. Whether you're mapping out your career goals, focusing on personal growth, or chasing that fitness milestone, stay tuned as we explore common setbacks…

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Dec 2024 - How to Leverage the Buyer's Journey 37:06

10M ago37:06

37:06

If, as a salesperson, you find yourself trying to push a prospect into making a decision, you may be wasting your time. Perhaps you should consider that the person you hope to have as a customer has their own planned agenda. And if you try to force your agenda on them, you may lose the opportunity to move forward. So prepare to get customer centric…

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Dec 2024 - Educate Them on What? 37:57

11M ago37:57

37:57

What is the goal of the first meaningful conversation with a prospect? I often ask this question and the answer I hear the most is – I need to educate them on my products, my company and myself. Really? That's the goal? I say there are other topics more important to discuss. Stick around, take some notes and be open minded, as Bill and I investigat…

Scott "the Professor" Plum And Bill Hellkamp Podcasts