WINNING AT SELLING

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: Click here

Keystone Club Class - https://mnsales.com/keystone/

Offerings Page - https://mnsales.com/offers

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

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 Winning at Selling Podcast.

Bob Freytag's company - IntroWorks - https://intro.works/

Keystone Club Class - https://mnsales.com/keystone/

Offerings Page - https://mnsales.com/offers

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

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 - https://mnsales.com/keystone/

Offerings Page - https://mnsales.com/offers

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 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 - 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

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