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Episode 078: Janet LeBlanc

Episode #078: Janet Leblanc

Plan for Emotional Connections

MEET

Janet LeBlanc

Janet LeBlanc is a recognized leader in the world of Customer Experience Management, she is a Business Strategist, an Author and a KEYNOTE Speaker. Janet is the Founder and President of Janet LeBlanc and Associates Inc which is A NORTH AMERICAN consultancy driving results for both private AND public sector organizations.

Key Takeaways From This Episode

[00.54] Janet shares her journey into sales – Aspiring advertising executive turns to selling as her career of choice.

[02.24] How Has Selling Changed  – selling has changed because customers have changed their buying journey.  Janet believes that selling in the future will be based on more research based activities in the future, leveraging the wealth of information available.

[09.14] The Key Attributes of a Modern Successful Sales Professional – emotional intelligence,

[11.15] Janet’s Top Three Sales Do’s and Don’ts – Do’s: building strong relationships – recognize the emotions of your customers, train yourself to recognize your own emotions, strategically plan for emotional connections.  Don’ts: do anything that negatively impacts your reputation, don’t misrepresent yourself and don’t show your wild side on the internet.

[13.15] Janet’s Most Satisfying Sales Pursuit and Lesson – Janet shares an opportunity that she obtained whilst making a key-note presentation.  The lesson that Janet took away that opportunities can come from anywhere.

[15.10] Janet’s Advice to Her Younger Self – Don’t take yourself so seriously.

More About Janet

What is your all-time favorite sales-related […]

By | August 17th, 2017|Sales Reinvented Podcast|0 Comments

Episode 079: Matt Heinz

Episode #079: Matt Heinz

Build Bigger Pipelines

MEET

Matt Heinz

Matt Heinz is an Author, a Keynote Speaker and a Consultant. Matt is the President of Heinz Marketing which is a Greater Seattle based marketing consultancy as well as the host of Sales Pipeline Radio.

More About Matt

What is your all time favourite sales-related movie?
Tommy Boy

Favourite sales related quote?
“Sell the hole, not the drill.”

Which sales book has had the most positive impact on you?
Mastering the Complex Sale by Jeff Thull

Who / What inspires you?
My wife and children inspire me.

What aspect of your own personal development are you most focussed on improving at the moment?
Managing my time and resources more efficiently against my objectives (personal and professional)

Hobbies, Interests?
Numerous!  I’m a big baseball and college football fan, and enjoy woodworking and BBQ on the weekends.

By | August 16th, 2017|Sales Reinvented Podcast|0 Comments

Episode 077: Andy Paul

Episode #077: Andy Paul

Be Human

MEET

Andy Paul

Andy Paul is a Top-Rated Sales Podcaster, a Bestselling Author, Speaker and Coach. His book Zero Time Selling provides 10 essential steps to accelerate every company’s sales. Andy is also the host of Accelerate which is long running sales podcast which has just reached it’s 500th episode.

Key Takeaways From This Episode

[01.04] Andy shares his journey into sales – From business to sales.

[01.32] How Has Selling Changed  – Selling hasn’t changed as much as people believe. People are still People

[05.17] The Key Attributes of a Modern Successful Sales Professional – Other oriented, empathy and responsive

[06.08] Andy’s Top Three Sales Do’s and Don’ts – be human, learn how to ask great questions and listen to the answer

[10.15] Andy’s Most Satisfying Sales Pursuit and Lesson – Andy shares pursuit from early in his career, where Andy had become too focussed on his own needs and had forgotten about the person he was selling to.

[13.25] Andy’s Advice to His Younger Self – Grow a beard and find great mentors.  Choose the first job and manager carefully!

More About Andy

What is your all time favourite sales-related movie?
To tell the truth, I don’t have one. I’m not a real fan of any of the usual suspects like Glengarry, Boiler Room, etc.

Favourite sales related quote?
“Think like a man of action; act like a man of thought.” Henri Bergson

Which sales book has had the most positive impact […]

By | August 15th, 2017|Sales Reinvented Podcast|0 Comments

Episode 076: Koka Sexton

Episode #076: Koka Sexton

Visibility Creates Opportunity

MEET

Koka Sexton

Koka Sexton is Mr Social Selling himself, as the former head of Social Media for LinkedIn, Koka spearheaded the evolution of Social Selling, he was named as no.1 on the Forbes Top 30 Social Salespeople in the world. Today Koka is an Global Industry Principle for Hootsuite which is a global market leader in the field of social media management software.

Key Takeaways From This Episode

[01.10] Koka shares his journey into sales – Crime fighter wannabe turns to sales.

[04.04] How Has Selling Changed  – The fundamentals are the same but there has been changes around buyer behaviour and technologies.

[08.50] The Key Attributes of a Modern Successful Sales Professional – Burning curiosity, detail oriented, professionalism and a desire to understand the craft of sales

[09.50] Koka’s Top Three Sales Do’s and Don’ts – Understand your product, dial in your online presence (Visibility Creates Opportunity), what are you actually saying to get buyers to engage with you.

[12.45] Koka’s Most Satisfying Sales Pursuit and Lesson – Koka shares a custom centric example where one of his clients shares with Koka that he probably saved his job.

[15.00] Koka’s Advice to His Younger Self – Don’t be scared, Take intelligent risks. Listen and learn more.

More About Koka

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

Favourite sales related quote?
Visibility creates opportunity

Which sales book has had the most positive impact on you?
The Tipping […]

By | August 10th, 2017|Sales Reinvented Podcast|0 Comments

Episode 075: Alice Heiman

Episode #075: Alice Heiman

Be Kind and Be Helpful

MEET

Alice Heiman

Alice Heiman is a Sales Strategist, Coach, Author and Speaker. Alice is an award winning sales blogger, as well as a prominent member of the National Speakers Association. We should also mention that Alice started her sales career in the family business Miller-Heiman which is a world renowned Sales Training organization. Alice is also working on her New book which is due out in the fall, its called The Entrepreneurs Guide to Exceptional Sales Growth.

Key Takeaways From This Episode

[01.07] Alice shares her journey into sales – How does an aspiring artist turns to professional sales. Steve Heiman and Bob Miller influenced this career choice.

[02.34] How Has Selling Changed  – Alice shares what has and has not changed in the world of professional selling.

[06.50] The Key Attributes of a Modern Successful Sales Professional – Be kind and be helpful and always be learning.

[08.10] Alice’s Top Three Sales Do’s and Don’ts – Do’s: Show up prepared, bring insights, follow up appropriately and eloquently. Don’ts; Rush, Energy and Mindset management.

[10.35] Alice’s Most Satisfying Sales Pursuit and Lesson – Alice shares a pursuit with a Bakery where she was able to help them double their revenues, and the lesson that Alice learned was that patience is key.

[13.35] Alice’s Advice to His Younger Self – Look for mentors.

More About Alice

What is your all time favourite sales-related movie?
Hmmm, probably Jerry Maguire. […]

By | August 8th, 2017|Sales Reinvented Podcast|0 Comments

Episode 074: Michael Griego

Episode #074: Michael Griego

Don’t Ignore the Customer

MEET

Michael Griego

Michael Griego is an International Sales Thought Leader, a Consultant, Trainer, Coach, Speaker and Author. His book 42 Rules to Increase Sales Effectiveness offers practical advice to anyone looking to improve their sales skills.

Key Takeaways From This Episode

[00.54] Michael shares his journey into sales – Mike shares his transition from aspiring teacher to sales professional.

[01.58] How Has Selling Changed  – Mike shares how selling has become more complex over his career.

[04.25] The Key Attributes of a Modern Successful Sales Professional – They are:- self motivated, technicians, facilitators, empathizers and they have a servants heart.

[06.20] Michael’s Top Three Sales Do’s and Don’ts – Do’s; Clarity of sales process, clear messaging, be clear on the right activities. Don’ts; Break schedule, don’t overemphasize our product and finally don’t ignore the customer.

[09.32] Michael’s Most Satisfying Sales Pursuit and Lesson – Michael shares a sales failure and the lessons that he learned from it, which is when someone sighs you are about to get the truth.

[13.21] Michael’s Advice to His Younger Self – There are two types of people in this world, those who make excuses and those that find a way.

More About Michael

What is your all time favourite sales-related movie?
Tommy Boy

Favourite sales related quote?
“There are 2 types of people: those that make excuses, and those that find a way”

Which sales book has had the most positive impact on you?
How to […]

By | August 3rd, 2017|Sales Reinvented Podcast|0 Comments

Episode 073: Mike Weinberg

Episode #073: Mike Weinberg

Winners and Whiners

MEET

Mike Weinberg

Mike Weinberg is a Consultant, a Speaker, a Bestselling Author and a Sales Coach. His books Sales Management Simplified and New Sales Simplified are both Amazon bestsellers and Mike was named by Forbes as a top sales influencer.

Key Takeaways From This Episode

[00.48] Mike shares his journey into sales – Mike shares his journey from aspiring Race car driver to sales professional.

[02.05] How Has Selling Changed  – Selling has gotten easier in some ways and harder in others.  Mike predicts a Sales Renaissance

[06.45] The Key Attributes of a Modern Successful Sales Professional – Drive and perseverance, understand the long game.

[08.25] Mike’s Top Three Sales Do’s and Don’ts – Do build a strategic finite list of accounts, sharpen your messaging, calendar, calendar, calendar. Don’t spend all day playing on the internet, don’t show up and throw up (Sales Malpractice), Winners and Whiners.

[10.55] Mike’s Most Satisfying Sales Pursuit and Lesson – Mike shares his long term pursuit, which he deemed the right kind of prospect and the lesson he learned from the pursuit was not to give up too early.

[13.52] Mike’s Advice to His Younger Self – Listen to your Sales Gut, Mike shares a story from his book – New Sales Simplified around a pursuit of Panasonic.

More About Mike

What is your all time favourite sales-related movie?
The Martian. Creative. Funny. Inspirational. And all about problem-solving!

Favourite sales related quote?
“No one […]

By | August 1st, 2017|Sales Reinvented Podcast|0 Comments

Episode 072: Vince Fowler

Episode #072: Vince Fowler

Sales is the Result of Value Created

MEET

Vince Fowler

Vince Fowler is an executive and business coach, a TEDx Speaker, workshop facilitator and Military Veteran. After leaving the Canadian Military, Vince pursued a successful career in professional sales before moving into business coaching. Vince is the founder of The Measurable Difference, a successful bi-monthly networking and speaking event as well as business mastery unplugged which is an online podcast and business resource library.

Key Takeaways From This Episode

[01.06] Vince shares his journey into sales – Vince shares his journey from Paratrooper into Sales and Business Coach

[02.30] How Has Selling Changed  – Vince shares how selling has changed over his 21 years in business.

[06.40] The Key Attributes of a Modern Successful Sales Professional – Listen and Learn, Sales is the Result of Value Created.

[08.00] Vince’s Top Three Sales Do’s and Don’ts – Ask questions, plan the day (don’t waste prime time of the day), have a positive mental attitude.

[10.42] Vince’s Most Satisfying Sales Pursuit and Lesson – Vince shares his pursuit of a large account, which he would have been intimidated to sell to in the past, the lesson he learned is having the confidence to say no to clients who are not a good fit for his service.

[13.18] Vince’s Advice to His Younger Self – ADHD has been a blessing and curse for Vince, his advice to his Younger self would be to plan. […]

By | July 31st, 2017|Sales Reinvented Podcast|0 Comments

Episode 071: Jon Ferrara

Episode #071: Jon Ferrara

Service is the New Sales

MEET

Jon Ferrara

Jon Ferrara is widely recognized as a pioneer in the field of customer relationship management systems. Jon was the creator and co-founder of Goldmine an award winning customer relationship management product. Today, Jon is the CEO of Nimble LLC which is a modern, simple yet effective CRM software tool to help organizations be more productive and profitable.

Key Takeaways From This Episode

[01.06] Jon shares his journey into sales – From aspiring astronaut to sales professional.

[03.53] How Has Selling Changed  – Customers are influenced by others, Service is the New Sales.

[07.45] The Key Attributes of a Modern Successful Sales Professional – Be prepared, do your homework, listen to learn and find ways to add value.

[08.38] Jon’s Top Three Sales Do’s and Don’ts – Enter every relationship with the intent to serve others, Listen, Follow up and follow through.

[11.43] Jon’s Most Satisfying Sales Pursuit and Lesson – John shares his sales pursuit of Microsoft and his dealings with Bill Gates, there is only 8 hours in a day it’s more powerful if people talk about you than if you talk about you.

[15.00] Jon’s Advice to His Younger Self – It’s important to be present in your life.

More About Jon

What is your all time favourite sales-related movie?
Jerry Maguire

Favourite sales related quote?
“You will get all you want in life, if you help enough other people get what they want.” Zig […]

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

Episode 070: Colleen Stanley

Episode #070: Colleen Stanley

No Excuses, Own It

MEET

Colleen Stanley

Colleen Stanley is the author of Emotional Intelligence for Sales Success, she is an international sales keynote speaker and has been recognized as one of the top 50 sales bloggers in the world for the last 3 years. Salesforce has named Colleen as one of the most influential sales figures of the 21stCentury.

Key Takeaways From This Episode

[00.51] Colleen shares her journey into sales – from aspiring medical secretary to sales professional.

[02.12] How Has Selling Changed  – More educated buyers and sellers.

[07.57] The Key Attributes of a Modern Successful Sales Professional – Self actualization, passion and work ethic.

[09.09] Colleen’s Top Three Sales Do’s and Don’ts – Improve your emotional self awareness, develop empathy. No Excuses, Own It.

[11.30] Colleen’s Most Satisfying Sales Pursuit and Lesson – Colleen shares one of her longer sales pursuits and the lesson she learned about having a champion in your corner. You Can Win Anything, You have to be good to win.

[13.56] Colleen’s Advice to Her Younger Self – Find a mentor, find a coach.

[14.55] Bonus Question – Why is emotional intelligence so important in sales?

More About Colleen

Favorite sales-related movie
Tommy Boy.  It makes me laugh and is also a great example of how easy it is to start buying the buying signals from prospects. Then, we start presenting rather than asking questions.  

Favorite quote
Alvin Toffler – “The illiterate of the future are not those who cannot […]

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