Get In The Door Podcast | Sales Prospecting Strategies & Tactics Brought To You By Steve Kloyda, The Prospecting Expert

People don't like to be sold; they like to buy. Lasting relationships come from being a valued partner to your clients. Unfortunately, not all sales professionals see it this way. Many of them are transactional and just looking to close the next deal. But if you are a valued partner the deal doesn't close, the relationship opens. Assistant Buyer Success Strategies Jimmy discussed his approach to becoming an assistant buyer, inspired by Frank Boettcher's book "How I Raised Myself from Failure to Success in Selling." He explained that the assistant buyer posture involves coming alongside clients to help them make decisions rather than pushing products, focusing on building trust and partnership rather than just being a "trusted advisor." Bill shared examples from Carnegie's work and Boettcher's book to illustrate the effectiveness of this approach, including the concept of getting physically or verbally aligned with prospects to build better connections. Client Partnership Building Strategies Jimmy and Bil

Sales wants marketing to create demand, open doors, and make conversations easier. Marketing wants sales to take that momentum and turn it into revenue. But when the two teams operate in silos, sales ends up asking for things marketing never planned to create, while marketing creates things sales never uses. So how do we get sales and marketing working together in a way that actually helps both teams win? Sales-Marketing Team Alignment Challenges Bill, Beau and John discussed the challenges in the relationship between sales and marketing teams, highlighting how poor communication and silos can lead to misaligned strategies and missed opportunities. They emphasized the importance of regular, open communication between sales and marketing teams, using an example of a successful salesperson named Marty who actively engaged with the marketing team to achieve better results. John stressed the need for alignment from the beginning and the value of sales feedback in shaping consistent brand messaging, while Bill

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 the customer has moved into the reasoning stage of the buying cycle. He emphasized that salespeople should resist the urge to immediately go into sales mode and instead allow the prospect time to think and consider the information presented. Bill agreed with this approach, referencing a previous episode with Erik Thurwanger about The Ponder Principle and emphasizing the importance of letting prospects think without filling silence with unnecessary talk. Customer Pause Sales Strategies Erik and Bill discussed strategies f

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 sales challenge of prospects "ghosting" after showing initial interest. They identified several key reasons for this phenomenon, including lack of trust built during the sales conversation, failure to understand the prospect's true needs, and insufficient qualification of opportunities. The discussion emphasized the importance of asking the right questions to uncover decision-making processes and gain genuine commitments rather than sending proposals without proper follow-up or meeting arrangements. They concluded by en

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 teaching public speaking, noting that fear often stems from past negative experiences, and described how he helped students overcome these fears by reviewing their videos positively to create new, more positive mental associations. Sales Course Visualization Techniques Stefani discussed her eight-week sales course that focuses on mindset and identity before covering the sales process, emphasizing the importance of addressing mental barriers first. She explained her teaching on visualization techniques where salespeople clo

In sales, there can be a wide variety of pressure points. You may have a customer that claims they just want the lowest price. Your company may be demanding you sell more of one product over another. How do these factors influence the decisions you make in selling? Are you more concerned about your needs or the needs of your customer? On today's episode, we will consider the following question: When the pressure to produce and the responsibility to serve the customer collide, what guides your decision? Decision Collision in Sales Jimmy discussed the concept of decision collision in sales, explaining how pressures from companies to meet goals can conflict with serving customer needs. He described how sales professionals often face multiple directives that can distract from focusing on what customers truly need. Bill agreed with this perspective, sharing his experience with problematic commission and incentive programs that can lead salespeople to make unethical decisions to meet short-term goals rather th

Although studies show that buying is an emotional decision, most salespeople tend to stay in the realm of logic. To move a prospect into emotional territory the seller needs to induce them to "think", to "ponder". And getting the prospect to ponder, can revolutionize your selling process. Causing Prospects to Ponder Erik and Bill discussed the importance of causing prospects to "ponder" rather than just hear or listen during sales presentations. Erik explained that when sales professionals make people think deeply about their message, it leads to better decision-making, contrasting with the common practice of presenting generic information. They noted that buyers have become more sophisticated and perceive 70% of salespeople as sounding the same, creating an opportunity for sales professionals to differentiate themselves through more thoughtful and personalized approaches. Thought-Provoking Sales Questions Strategy Erik and Bill discussed the importance of asking thought-provoking questions in sales

Are you letting sales be done to you or are you planning and accounting for them so there are less surprises? With proper planning you can effectively have each quarter WON by the time it starts instead of waiting to see what happens at the end! Golden Nugget: "By failing to prepare you're preparing to fail." Benjamin Franklin Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: reachdev.com Bill Hellkamp email: Bill.Hellkamp@reachdev.com Erik Haugen LinkedIn: linkedin.com/in/erikrhaugen Erik Haugen Contact: erik@propcoachingandconsulting.com PROP Coaching and Consulting website: www.propcoachingandconsulting.com

One of the simplest things salespeople can do to improve their meetings is also one of the most overlooked: a well-planned agenda. In less than two minutes, you can establish credibility, show you're prepared, involve the prospect in shaping the conversation, and set expectations for what happens next. The agenda isn't just about organizing a meeting, it's about earning the right to lead it. Golden Nugget:  "Success is nothing more than a few simple disciplines, practiced every day."   ~ Jim Rohn.   In this episode: Brian Maas LinkedIn: linkedin.com/in/brianmaas Brian Maas Contact: brian@intentionalselling.com Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: www.reachdev.com

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 methodology using her "convert method" where each touchpoint should achieve one of three goals: staying relevant, adding value, or deepening trust. Bill shared his approach of directly asking prospects to confirm their decision to either move forward or end the conversation, which Stefani praised as giving prospects permission to be honest about their intentions. Golden Nugget:  "It does not matter how slowly you go as long as you do not stop." -- Confucius In this episode: Bill Hellkamp LinkedIn: linkedin.com/in/b

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 understand rather than to respond. He explained how asking clarifying questions and showing genuine curiosity can help build rapport with clients. Bill agreed with these principles, sharing his advice to prepare good questions in advance and practice techniques like "tell me more" to encourage clients to share more information. Building Client Rapport Strategies Jimmy and Bill discussed the importance of building rapport and making genuine connections with clients. Jimmy emphasized the need for preparation, active list

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 leadership coach, Steve Keating to discuss sound fiscal principles that salespeople should employ if they wish to have the money they need to ensure a prosperous future. Key topics include: The importance of good fiscal practices. How needless debt and uncontrolled spending eat away at your future. Strategies to control spending and increase consistent savings. The power of the future value of money and compound interest. Stupid spending examples from both Bill and Steve. Golden Nugget: "Do not save what is left after s

Are you making it easy for your customer to buy? The job of Sales, in its simplest form, is to ask, say, and do things that make it easy for your prospect to say yes to your product/service/solution TODAY! Yet, it seems that some salespeople blather on about features long before they know which ones really connect with the prospect. In sales cultures that are so focused on selling we are being counterintuitive to why people buy! Telling is selling and people don't like being sold but they love to buy! SO let's make it easy…  Customer-Centric Sales Strategy Erik discussed the importance of making it easy for customers to say yes by focusing on customer needs rather than product features, emphasizing the need for sales teams to ask questions and lead with curiosity. He shared insights about new hire performance and the concept of "ignorance on fire" being more effective than "knowledge on ice" for sales success. The discussion highlighted how companies should avoid overwhelming new salespeople with produc

Have you ever finished what you thought was a great sales call only to hear, 'This looks good, but I need to run it by my boss?' Most salespeople breathe a sigh of relief because they think the deal is still alive. Sometimes it is. But what usually happens is you've just been removed from the most important part of the sales conversation." In this episode, Bill is joined by guest host, Brian Maas. They discuss winning strategies and key questions to avoid getting trapped by a prospect who needs to take the proposal to be approved by others.  Book Club: Inner Excellence by Jim Murphy – Chapter 2 Where the Wild Things Are: Pride and Fear and the Center of the Universe Golden Nugget: "You can have everything in life you want, if you will just help enough other people get what they want." Zig Ziglar In this episode: Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: reachdev.com Brian Maas LinkedIn: linkedin.com/in/brianmaas Brian Maas Website: www.intentionalselling.com

Most salespeople who struggle with confidence think it's a personality problem. It's not. It's a structure problem. When you don't know what comes next, your brain fills the gap with anxiety, and that anxiety shows up as hesitation, over-explaining, or caving on price. Here's what I want every listener to hear: confidence is not something you either have or you don't. It's not a personality type. It's not a gift some people are born with. Confidence is manufactured, through preparation, repetition, and having a process you trust. The salespeople who look naturally confident in a room? They've usually just internalized a structure so deeply it looks effortless. Take that structure away and watch what happens. Golden Nugget: "Give me six hours to chop down a tree and I will spend the first four sharpening the axe." — Abraham Lincoln In this episode: Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill Hellkamp Website: reachdev.com Stefani Havel LinkedIn: linlinkedin.com/in/stefanihavel Stefani Havel

The first time we meet with a prospect is exciting and challenging. The whole opportunity waits for us to uncover it. But it is also fraught with dangers. Will we get along? Do we have a solution that meets their needs? Will I be able to understand the core issues the prospect needs to solve? This is such a valuable topic, because we all want to get started on the right foot in our first meeting with a new client. More than just a great first impression, we want to make a real connection. Over my four decades in sales, I have found a strategy that consistently gives me greater connection in that first meeting by taking the time to care about them before I ever meet them. Golden Nugget: "Caring about them and their business before you ever meet allows you to ask better questions and stand out from your competition. Your commitment to them in advance of your first meeting will help them realize that you are there for them!" Jimmy Z In this episode: Bill Hellkamp LinkedIn: linkedin.com/in/billhellkamp Bill

On Tuesday January 13, 2026, Scott "The Professor" Plum, my good friend, business partner and the co-host of the Winning at Selling podcast died suddenly. After 5 years and over 300 weekly conversations a great advocate for the selling profession went silent. In this episode I attempted to find some of the fun and interesting conversations and diatribes that give the best profile of what he believed and stood for.

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 - htt

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:/

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/ Sc