Advertise on podcast: WINNING AT SELLING

January has a way of forcing clarity. Some people lean into that through Dry January, which is about far more than alcohol. It's about recognizing the distractions we use to numb discomfort, delay discipline, and avoid our best work. In sales—and in life—success rarely breaks down because of a lack of talent. It breaks down because distractions keep winning. Today's conversation focuses on how discipline allows us to control ourselves, influence others, and make a meaningful difference. If you're serious about cutting distractions, honoring your God-given gifts, and building a better 2026, join Bill and I as we welcome Tim Murray to discuss Why Discipline Beats Distraction Every Time on Episode 702 of the Winning at Selling podcast. Bravo Zulu House – Tim Murray –  https://www.bravozuluhouse.org/ Johnny Franchise - https://www.johnnyfranchise.com  Book: Great Leaders Make Sure Monday Morning Doesn't Suck:  https://www.amazon.com/Great-Leaders-Monday-Morning-Doesnt/dp/B0B8F7W838/ref=sr_1_1 Eric Harkins - https://ericharkins.com/ Keystone Club Class - https://mnsales.com/keystone/ Offerings Page - https://mnsales.com/offers 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

Not all customers are created equal—and treating them as if they are is one of the most common and costly mistakes organizations make. Companies often pride themselves on "great service for everyone," yet fail to recognize that limited resources require intentional allocation. Consider how you might categorize your companies service philosophy as Scott and I discuss The Value of Ranking Your Customers and other terrific tidbits on Episode 701 of the Winning at Selling podcast. Johnny Franchise - https://www.johnnyfranchise.com  Book: Great Leaders Make Sure Monday Morning Doesn't Suck:  https://www.amazon.com/Great-Leaders-Monday-Morning-Doesnt/dp/B0B8F7W838/ref=sr_1_1 Eric Harkins - https://ericharkins.com/ Keystone Club Class - https://mnsales.com/keystone/ Offerings Page - https://mnsales.com/offers 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  

Welcome to show number 700! For Bill and me this is show #300. Every week for the past 5 years, 8 months and 24 days Bill and I have worked to deliver the latest sales advice, strategy and tactics so you can win at selling. Asking the right questions is a key capability of the sales professional. So let us answer your questions with our questions as Bill and I reveal the Ten Greatest Selling Questions and other incredible information on Episode 700 of the Winning at Selling Podcast. Handout:  https://mnsales.com/wp-content/uploads/2025/12/Ten-Greatest-Selling-Questions.pdf  Eric Harkins - https://ericharkins.com/ Book: Great Leaders Make Sure Monday Morning Doesn't Suck:  https://www.amazon.com/Great-Leaders-Monday-Morning-Doesnt/dp/B0B8F7W838/ref=sr_1_1 Keystone Club Class - https://mnsales.com/keystone/ Offerings Page - https://mnsales.com/offers Johnny Franchise - https://www.johnnyfranchise.com  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 want to believe that we are great leaders – thoughtful, generous, capable. But are we really all that good? How do the people on our team feel on Monday morning? Are they excited and eager or are they dreading the thought of coming in to work? It's time to gauge your leadership capabilities as Scott and I welcome author and leadership consultant, Eric Harkins to discuss his book Great Leaders Make Sure Monday Morning Doesn't Suck on Episode 699 of the Winning at Selling podcast. Johnny Franchise - https://www.johnnyfranchise.com  Eric Harkins - https://ericharkins.com/ Keystone Club Class - https://mnsales.com/keystone/ Offerings Page - https://mnsales.com/offers 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 professionals wonder if they really need a mentor, especially when they're already working hard and doing well. But effort without experienced guidance can slow growth, increase mistakes, and limit potential. A seasoned mentor sees the sharp edges you don't, challenges you in ways you won't, and accelerates the progress you can't create alone. If you're questioning whether now is the time, join Bill and me as we contemplate Do I Really Need A Mentor? and other evidence on Episode 698 of the Winning at Selling Podcast Handout:  Do I Really Need a Mentor - 10 Questions to Ask Yourself Ep 626 - The Gift of Mentorship Keystone Club Class - https://mnsales.com/keystone/ Offerings Page - https://mnsales.com/offers Next Book - Aligning Strategy and Sales by Frank Cespedes https://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 people think of "comfort" as a good thing. And in many situations, it is. Comfort can mean safety, familiarity, and the absence of immediate threats. But when it comes to growth, achievement, and personal transformation, comfort is often the silent saboteur. It's the invisible line that separates who you are from who you could become. So put your feet up as Scott and I sink into Your Comfort Zone is Your Failure Zone and other magnificent matters on Episode 697 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 Cespedes https://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  

What if the biggest obstacle standing between you and your sales goals isn't your product, your price, or your prospects—but the voice inside your head? Negative self-talk silently sabotages even the most skilled salespeople, creating doubt, hesitation, and missed opportunities. In this episode, we explore how your inner dialogue directly impacts your sales performance and discover the Thoughts On Demand® framework—a proven method for breaking free from self-limiting beliefs. So, join Bill and me as we welcome author and Certified Business Coach, Paul Boehnke as he tells us why Your Biggest Objection Might Be In Your Head on Episode 696 of the Winning at Selling Podcast. Paul's Book - https://www.amazon.com/Thoughts-Demand-Self-Talk-Unstoppable-Confidence/dp/B0BBWN15WH/ Keystone Club Class - https://mnsales.com/keystone/ Offerings Page - https://mnsales.com/offers Next Book - Aligning Strategy and Sales by Frank Cespedes https://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

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 - https://mnsales.com/keystone/ Offerings Page - https://mnsales.com/offers Next Book - Aligning Strategy and Sales by Frank Cespedes https://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 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 694 of the Winning at Selling Podcast. 7 Ways to Close on the First Appointment Handout: Click here Keystone Club Class - https://mnsales.com/keystone/ Offerings Page - https://mnsales.com/offers Next Book - Aligning Strategy and Sales by Frank Cespedes https://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

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, not pretenders. So, pay heed as Scott and I welcome author and researcher Dr. Chris Croner to reveal how you will Never Hire a Bad Salesperson Again on Episode 693 of the Winning at Selling podcast. SalesDrive - https://salesdrive.info/ Offerings Page - https://mnsales.com/offers Keystone Club Class - https://mnsales.com/keystone/ Next Book - Aligning Strategy and Sales by Frank Cespedes https://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 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 Episode 692 of the Winning at Selling Podcast. 7 Ways to Close on the First Appointment Handout: Click here Keystone Club Class - https://mnsales.com/keystone/ Offerings Page - https://mnsales.com/offers Next Book - Aligning Strategy and Sales by Frank Cespedes https://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

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 Cespedes https://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 Cespedes https://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 Cespedes https://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 Cespedes https://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