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Episode 047: Willis Turner

Episode #047: Willis Turner

Customer For Life

MEET

Willis Turner

Willis Turner is the President of SMEI (Sales and Marketing Executives International) which is a Non-Profit International Sales and Marketing Association with almost 60K Members worldwide. Willis is also a Certified Sales and Certified Marketing Executive, as well as a Certified Trainer, having delivered sales training around the globe.

More About Willis

What is your all time favourite sales-related movie?
The Pursuit of Happiness

Favourite sales related quote?
Nothing Happens Until Somebody Sells Something

Which sales book has had the most positive impact on you?
Think & Grow Rich, Napoleon Hill

Who / What inspires you?
Any professional who is passionate about their work

What aspect of your own personal development are you most focussed on improving at the moment?
Mindfulness

Hobbies, Interests?
Cooking, Travel

By | April 27th, 2017|Sales Reinvented Podcast|0 Comments

Episode 046: Andrea Waltz

Episode #046: Andrea Waltz

Assumptions Kill Opportunities!

MEET

Andrea Waltz

Andrea Waltz is the co-author of ‘Go For No’ which has been in the Amazon top 20 Sales & Selling Category for the last five years. Andrea is also a renowned Keynote Speaker and is the founder of Courage Crafters Inc., based in Central Florida.

Key Takeaways From This Episode

[00.49] Andrea shares her journey into sales – George Lucas inspired Andrea to move into sales!

[02.40] How Has Selling Changed  – The internet has changed selling.

[06.40] The Key Attributes of a Modern Successful Sales Professional – Ability to read people (Art), Handling objections (Science)

[08.50] Andrea’s Top Three Sales Do’s and Don’ts – Do Ask, Don’t be afraid of the word ‘No’. Spend time talking to qualified buyers, be flexible. Don’t Assume, Assumptions Kill Opportunities!

[11.30] Andrea’s Most Satisfying Sales Pursuit and Lesson – Andrea shares a story of sales persistence over nine years, lesson learned, unless customer says no, never – Don’t ever give up.

[13.07] Andrea’s Advice to Her Younger Self – Read the book ‘The Four Agreements’ sooner.  Chill Out, Don’t Freak Out!

[14.30] Andrea Shares the Underlying Message from her Book – Bonus Question: ‘Go For No’, Top Sales People hear the word ‘No’ more, which invariably means that they hear the word, Yes more as well!

More About Andrea

What is your all time favourite sales-related movie?
Jerry Maguire. To me it’s a sales movie because it’s about failure, success, persistence, and […]

By | April 27th, 2017|Sales Reinvented Podcast|0 Comments

Episode 045: Dave Brock

Episode #045: Dave Brock

Sales, You Can Change the World!

MEET

Dave Brock

Dave Brock is the international best selling author of the ‘Sales Manager Survival Guide’ which is definitive guide to the toughest, most challenging and rewarding job in sales; Sales Management. He is also the President and CEO of Partners in EXCELLENCE, which is a Sales, Marketing and Customer Service Consultancy.

Key Takeaways From This Episode

[00.55] Dave shares his journey into sales – Dave shares his journey from Math and Science Wizz into Professional Sales (moving over to the Dark Side).

[03.39] How Has Selling Changed  – Dave suggests that Selling hasn’t changed but customers have changed. “It’s like Groundhog Day, we are still having the same sales conversations today that we did 40 years”.

[08.28] The Key Attributes of a Modern Successful Sales Professional – Critical for success, Curiosity, critical thinking and problem solving, project management, organizationally nimble, dealing with ambiguity and complexity.

[09.55] Dave’s Top Three Sales Do’s and Don’ts – It’s all about the customer, they are at the centre of everything that we do, Do your homework – make sure that you prepare and make sure that you are constantly learning and developing.

[12.46] Dave’s Most Satisfying Sales Pursuit and Lesson – You can change the world! Dave talks about a sales pursuit he played a major part in which changed the way that aeroplanes were designed and manufactured. The lesson he learned was about a collaborative […]

By | April 25th, 2017|Sales Reinvented Podcast|0 Comments

Episode 044: Barbara Weaver-Smith

Episode #044: Barbara Weaver-Smith

Selling Outcomes

MEET

Barbara Weaver-Smith

Barbara Weaver-Smith is an Author, a Speaker and a Consultant to companies who are looking to accelerate their growth. Barbara is the Founder and CEO of The Whale Hunters, which is a sales coaching company, Barbara is an active member of the Women Sales Professionals Group and is one of 64 Experts in the New Sales Experts Channel.

Key Takeaways From This Episode

[00.52] Barbara shares her journey into sales – Barbara the eldest of seven daughters, talks about her journey into teaching and eventually became a Dean, shares her journey from teaching into sales.

[01.50] How Has Selling Changed  – Today B2B sales is much more professional, technology has played a major part in many of the changes we have seen.

[05.15] The Key Attributes of a Modern Successful Sales Professional – Depends on the sales setting, in B2B – An ability to communicate in many different ways, You need to be Curious, You need an ability to analyze and synthesize, you need a good character, you need to be a good person.

[06.40] Barbara’s Top Three Sales Do’s and Don’ts – Do remember that you are ‘Selling Outcomes’, listen and learn, tell the truth.

[08.17] Barbara’s Most Satisfying Sales Pursuit and Lesson – Barbara shares a $5 Million non-profit grant pursuit.

[11.47] Barbara’s Advice to Her Younger Self – Barbara would have embraced sales sooner.

More About Barbara

What is your all time favourite […]

By | April 20th, 2017|Sales Reinvented Podcast|0 Comments

Episode 043: Cian McLoughlin

Episode #043: Cian McLoughlin

Sales Skills are Life Skills

MEET

Cian McLoughlin

Cian McLoughlin is the founder and CEO of Trinity Perspectives which is a full service sales consulting and advisory firm operating throughout New Zealand, Australia and Asia, Cian is also a Keynote Speaker and an Author his new book the Rebirth of the Salesman, explores the disruption in the b2b sales world and is a must read for 2017.

Key Takeaways From This Episode

[00.52] Stunt Man Wannabe – Cian shares his journey from aspiring stuntman to professional salesperson.

[02.07] How Has Selling Changed  – Cian talks about the changes to the balance of power shift from sellers to buyers.

[08.55] The Key Attributes of a Modern Successful Sales Professional – Great Listeners, Great Story Tellers, Humble, Agile and Adaptable, Crystal clear on their Purpose and Likeable.

[10.13] Cian’s Top Three Sales Do’s and Don’ts – Be yourself, Answer the ‘So What’ question, Invest in yourself and your personal brand. Look after yourself!

[13.02] Cian’s Most Satisfying Sales Pursuit and Lesson – Worst tender response, poor demos, user community chose other vendor, Cian talks about the importance of Win-Loss reviews.

[16.07] Cian’s Advice to His Younger Self – $64,000 Question: Don’t take it so seriously! Be competent, be professional and be a nice person.

More About Cian

What is your all time favourite sales-related movie?
It’s a tough call, but I’d have to go with “Glengarry Glenross’ because it represents the harsh realities of the […]

By | April 18th, 2017|Sales Reinvented Podcast|0 Comments

Episode 042: Shawn Karol Sandy

Episode #042: Shawn Karol Sandy

Be Unforgettable

MEET

Shawn Karol Sandy

Shawn Karol Sandy is the Chief Revenue Officer and a Sales Coach at The Selling Agency, which is a Memphis based Sales Management Consultancy, Shawn is an active member of the Women Sales Professionals Group and Shawn is also one of 64 Experts, on the New Sales Experts Channel.

Key Takeaways From This Episode

[00.48] Shawn shares her journey into sales – Shawn wanted to be awesome when she grew up. Find out how she realized this through a career in professional selling.

[02.35] How Has Selling Changed  – We have to work harder during the earlier stages of the funnel today (Prospecting and Lead Generation), It’s easy to be ignored today.

[06.10] The Key Attributes of a Modern Successful Sales Professional – Soft Skills – Perceptive and Self Aware, Articulate and able to communicate, prioritize, compartmentalize and having discipline.

[07.48] Shawn’s Top Three Sales Do’s and Don’ts – Don’t wing it, Don’t be vague or general, Use language of the senses (Be Unforgettable), Don’t do what everyone else does.

[12.15] Shawn’s Most Satisfying Sales Pursuit and Lesson – Shawn shares a story of a tough negotiation where she had to push back on the client and be willing to let the opportunity go to be successful. Be willing to walk away.

[15.58] Shawn’s Advice to Her Younger Self – Hey Kid, Pre-qualify harder. When you are hungry everything looks like a steak! […]

By | April 13th, 2017|Sales Reinvented Podcast|0 Comments

Episode 041: Jack Kosakowski

Episode #041: Jack Kosakowski

Curiosity Always Wins!

MEET

Jack Kosakowski

Jack Kosakowski is a Sales Practitioner who is changing the negative image of Millennial’s, He is the Global Head of B2B Social Sales Execution for the Creation Agency which is a Sales Training and Marketing Agency and is a renowned sales blogger and podcaster.

Key Takeaways From This Episode

[00.55] Aspiring Professional Soccer Player Moves into Sales – Jack shares his journey into sales following in his Grandfathers journey.

[01.54] How Has Selling Changed  – Jack talks about the changes of selling over his career.

[06.15] The Key Attributes of a Modern Successful Sales Professional – Hungry, Committed and Curious. Curiosity Always Wins.

[08.10] Jack’s Top Three Sales Do’s and Don’ts – Don’t get stuck listening to Influencers, Quit Begging for Business, Don’t send messages you wouldn’t respond to yourself.

[12.10] Jack’s Most Satisfying Sales Pursuit and Lesson – Genuinely make the right connections and add value, You don’t always have to be selling to make a sale.

[14.05] Jack’s Advice to His Younger Self – Go All In.

More About Jack

What is your all time favourite sales-related movie?
The Wolf of Wall Street

Favourite sales related quote?
“If you set yourself on fire….They will come to watch you burn”

Which sales book has had the most positive impact on you?
Leaders eat last – Simon Sinek

Who / What inspires you?
My Grandfather was the most inspiring and best salesperson I’ve ever known

What aspect of your own personal development are […]

By | April 11th, 2017|Sales Reinvented Podcast|0 Comments

Episode 040: Laura Posey

Episode #040: Laura Posey

Breaking Out of Vendorville

MEET

Laura Posey

Laura Posey is a small business growth expert, she is an innovative marketer and a speaker as well as being the Chief Instigator and Idea Generator for Simple Success Plans, which is a professional sales training and coaching company, Laura is also one of 64 Experts, on the New Sales Experts Channel.

Key Takeaways From This Episode

[00.54] Laura Shares her journey into Sales – Restaurant customer inspires Laura to move into Car Sales.

[02.22] How Has Selling Changed  – Laura talks about the changes to the approach to selling.  Laura also talks about breaking out of ‘Vendorville’ and the commoditization of products and services.

[08.07] The Key Attributes of a Modern Successful Sales Professional – Empathy, drive, self confidence, curiosity, problem solving.

[09.11] Laura’s Top Three Sales Do’s and Don’ts – Think of cold calling as a survey, career planning, asking questions.

[12.04] Laura’s Most Satisfying Sales Pursuit and Lesson – Insurance sales opportunity with Janitor, don’t make assumptions about people.

[14.34] Laura’s Advice to Her Younger Self – Pick up the damn phone earlier!  Get rid of the ‘head-trash’.

More About Laura

What is your all time favourite sales-related movie?
The Pursuit of Happiness

Favourite sales related quote?
No one can make you feel inferior without your consent ~ Eleanor Roosevelt

Which sales book has had the most positive impact on you?
Influence by Robert Cialdini

Who / What inspires you? I love solving puzzles.
Working with clients to grow […]

By | April 6th, 2017|Sales Reinvented Podcast|0 Comments

Episode 039: Frank Cespedes

Episode #039: Frank Cespedes

People, Performance Reviews and Persistence

MEET

Frank Cespedes

Frank Cespedes is a Senior Lecturer at Harvard Business School, he is also the author of Aligning Strategy and Sales: The Choices, Systems and Behaviours that Drive Effective Selling, which was named to the 800-CEO-Read long list as one of the best sales books of 2014.

Key Takeaways From This Episode

[00.58] Frank shares his journey into Sales – Frank shares his journey from academia into sales.

[02.36] How Has Selling Changed  – Frank debunks the myth of the death of the sales profession.

[09.52] The Key Attributes of a Modern Successful Sales Professional – There is no single set of attributes that determine the success of a salesperson. We need to avoid the classic cloning bias, which Frank suggests is destructive.

[12.20] Frank’s Top Three Sales Do’s and Don’ts – The three ‘P’s, People, Performance Reviews and Persistence.

[16.50] Frank’s Most Satisfying Sales Pursuit and Lesson – Frank shares a Telecoms pursuit and the role of price in the pursuit.

[18.35] Frank’s Advice to His Younger Self – Persistence, I you don’t ask you don’t get.  It’s not the responsibility of the buyer to close the deal.

More About Frank

Your favorite sales-related movie?
Groundhog Day: the Bill Murray character is a naturally slick salesperson who learns persistence and an interest in other people, two core requirements for being an effective (versus slick) salesperson.

Your favorite sales-related quote?
“There ain’t many customers at headquarters” (Sam […]

By | April 4th, 2017|Sales Reinvented Podcast|0 Comments

Episode 038: Anne Miller

Episode #038: Anne Miller

Don’t Sell Beyond the Close

MEET

Anne Miller

Anne Miller is an award winning author, presentation coach, seminar leader and blogger, her book the tall lady with an iceberg won an award from Top Sales World in 2015 and her blog at Annemiller.com made it into the Top Sales World Top 50 Sales and Marketing Blogs of 2016 Anne is a Sales and Presentation Specialist and believes that we can all Make What We Say, Pay.

Key Takeaways From This Episode

[00.58] Aspiring Actress moves into Sales – Anne shares with us her journey into sales.

[01.58] How Has Selling Changed  – Technology, Information at your fingertips, competition. A lack of human intelligence. The more hi-tech you become, the more high touch you need to be.

[05.15] The Key Attributes of a Modern Successful Sales Professional – Do your homework, focus on your client and the ability to master the art of metaphor and analogy.

[06.09] Anne’s Top Three Sales Do’s and Don’ts – Do Your homework, be a big picture thinker, Walk away from bad business, Know when to walk away.

[08.20] Anne’s Most Satisfying Sales Pursuit and Lesson – Anne shared a great win early in her presentation training business and the lesson she learned was ‘Don’t sell beyond the close’.

[11.37] Anne’s Advice to Her Younger Self – Remember that you are not selling product, you are selling value.

[12.37] Bonus Question – Anne shares how to sell with metaphors. […]

By | March 30th, 2017|Sales Reinvented Podcast|0 Comments