Chip Helm - BIGGER THAN SALES: How Humility and Relationships Build Career Success

Praise for Chip Helm and this information-packed, practical,
and essential book about sales

Chip Helm is relatively unique as a visiting instructor in the college classroom. He is both inspirational and instructive as it relates to the sales profession. He has always been met with considerable student enthusiasm over the last few years in my classes.

Dick Canada , Founder for the Center for Global Sales Leadership
and Marketing Professor, Kelley School of Business,
Indiana University, Bloomington, IN

Each semester I have the good fortune to have Chip Helm talk to my undergraduate and MBA students. Chip brings over 30 years of sales and sales management experience into the classroom. Whether Chip talks about Branding Yourself or his Five Steps to Sales Success, the students come away with intuitive and actionable insights into selling themselves or a product. Chips high-energy presentations are contagious as he captivates his audience with humor and outstanding sales knowledge.

Ramon A. Avila , George and Frances Ball
Distinguished Professor of Marketing,
Ball State University, Muncie, IN

Chip Helm is someone who has a strong emotional empathy that resonates with everyone. He has generously given his personal time to speak at collegiate sales club meetings and has shared his story and experiences from working at Cook Medical for 32 years. He encourages others to succeed and strongly believes that each individual will find their own unique way to accomplish great things in life.

Maddie DuBois , President of Sales Club at Kelley School of Business

Thanks Chip! Appreciate all the direction and mentorship you have given me over the last eight years. Ive said it before, Ill never stop calling you for suggestions and help throughout my career.

Greg Toplitz, Manager, HCP Education and Development,
Medical Education (Americas), Cook Medical

Chip Helm is as passionate about sales as anyone Ive ever met. With an extensive and impressive history in his time at Cook Medical, Chip Helm embodies the ideal, personable salesman. As a sophomore in the Kelley School of Business, I am constantly looking to further develop my professional sales skills. With Chips aid and mentorship, he has provided me a glimpse of what it is like to be a professional in the world of sales, and I am glad to have a relationship with him.

Adam Scheck , student, IU Kelley School of Business
2020, Marketing & Professional Sales Major

Its always a grand day when you come to Kelley to guest lecture seriously! We are so appreciative of your insight and real world perspective in the classroom as well as when you participate in various other sales activities. The centers corporate partners are critical to our success, and your role is instrumental in supporting our sales mission. We could not exist without Cooks generosity and belief in what we do, and we are so grateful for your positive energy, time, and support.

Sonya Dunigan, Assistant Director,
Center for Global Sales Leadership, Indiana University,
Kelley School of Business

My experience with Chip Helm was hearing him give a talk to one of my college classes during my junior year. The class discussed consultative selling, and Chips insight was crucial. He creates little ounces of wisdom called Chipisms which are off-the-cuff bits of insight into both selling and life. Some mentioned during my class period were, Were all in sales; You need a goal, and your goal can change; You have to decide what you want to do in life; Use what youve got to your advantage. The most impactful Chipism to me was, You need a goal, and your goal can change. Previously in my life, I tended to shy away from specific goals, and rather just do the best I can because I didnt want to fail reaching my goal. This message inspired me to not view goals as scary or unreachable, but rather my accomplice in becoming a better person, and achieving what I want in my life.

He also outlines the 5 Truths of a Sale which are Follow up; Never give up on a customer; Relationships; Networking; and Passion. If you have these five components on the forefront in your mind when approaching a sale, you will ultimately find success. Maybe not the first time, but with persistence and hard work, you will eventually create a successful selling environment.

Erin Weber , Student, Center for Global Sales Leadership
Kelly School of Business

Chip is a fantastic source for college students, recent graduates, and others new to the world of sales. He combines a sincere desire to help and inform with a quick wit, dry sense of humor, and real-world talk to combine into someone who is repeatedly asked for and requested to speak at collegiate employer panels across Indiana. Chip is someone who will willingly stay after and speak to as many students individually as needed, get the entire audience laughing at a story, or be blunt and tell them honest to goodness truth about expectations out in the real world. When Chip is talking, all eyes are riveted and barely a blink happens. He is a fantastic partner to Indiana State University and our students are better due to his continued presence working with them.

Kyle Harris, M.S., CDF , Assistant Director, Career Center,
Liaison to Bayh College of Education,
Liaison to Scott College of Business, Indiana State University

Humility is a word that most people do not associate with career professionals and salespeople. But that is exactly what struck me about the book by Chip Helm, where he unequivocally bats for humility as a key character requisite for people to succeed in their careers. His conviction that humility can help professionals improve their work-life balance is a very engaging and interesting concept, one that professionals forget sometimes.

I thought the talk about Personal Branding was eye-opening. I know that I need to watch what I post on social media, but it was a different twist when I actually thought what my personal brand was. The tip you gave about asking other people what they thought of me was something I never thought of before. It was shocking/refreshing hearing about your struggles in the business world. Everyone normally talks about the success they had, but never touch on the hard times in their lives. I loved the energy and enthusiasm so early in the morning. You really did a good job including everyone in the conversation. I think it is a good idea having people use name tags because you got people to volunteer speaking who normally would not talk. I am very interested in reading your new book.

Shannon Eden, Student, Kelly School of Business,
Indiana State University

Recently, I had Chip Helm come and share his thoughts on the concepts of personal branding and his take on the 5 Truths of Sales. Not only did the students enjoy his presentation, they actually ended up getting a lot of useful tips/tricks about how they could build and maintain their personal brands, while being successful in sales. I am really looking forward to having Chip back in front of my students in the next semester.

Deva Rangarajan, Ph.D. Associate Professor of Marketing,
Associate Director of the Center for Professional Selling,
Miller College of Business

Through thick and thin, you have been my leader and our team leader as RM group for long time. We were all and always united in support as our team. You have been and always will be an outstanding mentor and leader for us and selfishly for myself in particular.

Brent Harris , Sales Development Manager,
Colleague and Dear Friend

Bigger Than Sales

How Humility and Relationships Build Career Success

Chip Helm

Bigger Than Sales:

How Humility and Relationships Build Career Success

ISBN: 978-1-937514-80-8

By Chip Helm

2018 Chip Helm

Printed in the United States of America