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

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

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