WINNING AT SELLING

bill.hellkamp@reachdev.com

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#710 - The Follow-Up is the Sale - 7/31/2026

July 31, 2026

Most salespeople quit after one or two touches. But research says most decisions happen after five to twelve. This episode is about what to say on follow-up #3, #5, and #7.  How do you add value instead of "just checking in". Sales Follow-up Strategies Discussion Stefani discussed the importance of effective follow-up in sales, emphasizing that it's not about being pushy but about serving the client by staying relevant, adding value, and deepening trust. She shared a structured follow-up ...

#709 - Establish a Connection Right Away and the Right Way - 7/24/2026

July 25, 2026

As a salesperson it's easy to get excited about your product or service. So much so that you can find yourself explaining about the great benefits before you even know much about the prospect. In essence, we want to tell our story before we listen to their story. Instead, resist the urge to tell and allow their stories to guide you to a valuable solution. Active Listening in Sales Techniques Jimmy discussed the importance of active listening in sales, emphasizing the need to listen to und...

#708 - Guest: Steve Keating – Turning a Great Commission into Long Term Wealth - 7/17/2026

July 17, 2026

The sales profession can be a very lucrative career. You can grow a client that buys regularly and provides a hefty commission. Or you might be a hunter who is especially suited to developing new clients which might pay even better. No matter which type of sales professional you are, you likely measure your success by how much you make; but the top sales professionals measure  their success by how  much of that money they are able to keep. In this episode Bill Hellkamp welcomes sales leaders...