WINNING AT SELLING

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bill.hellkamp@reachdev.com

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#717 - Overcoming the Stall - 9/18/2026

September 18, 2026

You've made a great connection with your prospect, helped them identify their need and motivation, and guided them to a solution that makes sense for them only to run into hesitation. Today we get to unpack what your prospect's stall or objections are telling you and how to respond in a way that makes it easy for them to buy TODAY. Handling Sales Objections Positively Erik discussed how a pause or objection from a prospect during a sales process should be viewed as a positive sign indicating ...

#716 – Why Prospects Ghost You: Interest Isn't Commitment - 9/11/2026

September 11, 2026

A prospect tells you the meeting was great, asks for a proposal, and seems genuinely interested. Then, they suddenly disappear! Ghosting isn't always a follow-up problem. Often, something was missed earlier in the sales process. We'll look at the difference between interest and real commitment, and the warning signs around trust, value, qualification, decision process, and next steps that salespeople may be overlooking. Sales Prospect Ghosting Solutions Bill and Brian discussed the common...

#715 - The Identity Problem: Why Talented People Underperform in Sales - 9/4/2026

September 04, 2026

It's not skill. It's not knowledge. It's identity. When someone doesn't see themselves as a "salesperson," they unconsciously self-sabotage—underpricing, over-delivering before the sale, and avoiding the ask. Changing behavior without changing identity never sticks.   Sales Failure Analysis Discussion Bill and Stefani discussed examining and learning from sales failures to identify mental blocks, with Bill emphasizing the importance of reviewing their processes. Bill shared his experience tea...