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Episode 037: Bob Burg

Episode #037: Bob Burg

The Gift of the Gab, is No Gift!

MEET

Bob Burg

Bob is the author of a number of books on sales, marketing and influence, with total book sales of well over a million copies. His book, The Go-Giver, coauthored with John David Mann has sold over half a million copies and it has been translated into 21 languages. It has been reissued in a new, expanded edition with a foreword by Huffington Post founder and publisher, Arianna Huffington. Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve. He is also an unapologetic animal fanatic, and serves on the Board of Trustees of Furry Friends Adoption & Clinic in his town of Jupiter, Florida.

More About Bob

What is your all time favourite sales-related movie?
None come to mind. Most movies having to do with sales present selling in a negative light.

Favourite sales related quote?
“All things being equal, people will do business with, and refer business to, those people they know, like, and trust.”

Which sales book has had the most positive impact on you?
The Secret of Selling Anything by Harry Browne

What inspires you?
Providing value to others while doing what I love.

What aspect of your own personal development are you most focussed on improving at the moment?
Overcoming self-limiting beliefs.

Hobbies, Interests?
Reading […]

By | March 23rd, 2017|Sales Reinvented Podcast|0 Comments

Episode 036: Carole Mahoney

Episode #036: Carole Mahoney

Get Over Your Fear of Sales

MEET

Carole Mahoney

Carole Mahoney is Sales Change Agent and Coach, Carole has also co-authored a number of e-books including notably the Inbound Way to Use LinkedIn, Carole is one of 64 Experts on the New Sales Experts Channel, and Carole is also the founder of Unbound Growth – a sales coaching firm in Maine.

Key Takeaways From This Episode

[00.50] Lois Lane Wannabe – Carole shares her journey to the ‘Dark Side’.

[02.58] How Has Selling Changed  – Inbound Strategies through sales and marketing techniques.

[07.52] The Key Attributes of a Modern Successful Sales Professional – Sales DNA, ability to control emotions, can cope with rejection, don’t need approval, ability to adapt to the buyer.

[08.50] Carole’s Top Three Sales Do’s and Don’ts – Hire a Coach, take control of your time, have a personal goal that motivates you.

[13.48] Carole’s Most Satisfying Sales Pursuit and Lesson – Carole shares one of her clients – Michael’s Story.

[15.48] Carole’s Advice to Her Younger Self – Get over your fear of sales and just do it.

More About Carole

What is your all time favourite sales-related movie?
American Hustle

Favourite sales related quote?
Richard Yates, ‘Revolutionary Road’ “Everything is selling. Nothing happens in this world, nothing comes into this world, until somebody makes a sale. If you don’t believe me, imagine where you would be if your father had not sold your mother on the idea.”

Which sales book […]

By | March 23rd, 2017|Sales Reinvented Podcast|0 Comments

Episode 035: Mark Meincke

Episode #035: Mark Meincke

From Wolf to Shepherd

MEET

Mark Meincke

Mark Meincke is a multi award winning author, a former professional sales trainer and serial entrepreneur. Mark has more than 12 years sales experience, since leaving the military. Mark was a soldier within the Canadian Light Infantry and is a keen supporter of Veterans affairs and the Canadian Veteran Sales program.

Key Takeaways From This Episode

[00.50] Journey into Sales – Mark shares his journey into professional sales.

[02.46] How has Selling Changed  – Sales moved from manipulative techniques to service led. Wolf to Shepherd.

[06.50] The Key Attributes of a Modern Successful Sales Professional – Curiosity and Authentic Intention.

[08.50] Mark’s Top Three Sales Do’s and Don’ts – Shut up and Listen, Stop overcoming objections (explore instead), don’t feature dump.

[10.48] Mark’s Most Satisfying Sales Pursuit and Lesson – Mark shares a pursuit he didn’t win and the lesson he learned, Don’t be chicken.

[13.14] Mark’s Advice to His Younger Self – Service First, Believe you belong in the winners circle.

More About Mark

What is your all time favourite sales-related movie?
The Boiler Room

Favourite sales related quote?
People don’t care how much you know, until they know how much you care‘ Theodore Roosevelt

Which sales book has had the most positive impact on you?
To Sell is Human – Dan Pink

Who or What inspires you?
My Wife and Children

What aspect of your own personal development are you most focussed on improving at the moment?
Playing the bigger game, bigger goals and results, […]

By | March 21st, 2017|Sales Reinvented Podcast|0 Comments

Episode 034: Scott Dunkel

Episode #034: Scott Dunkel

Relationships, Relationships, Relationships

MEET

Scott Dunkel

Scott Dunkel is the author of the bestselling book ‘What they don’t teach you in sales school’ Scott is the CEO and founder of Universal Sales Truths, which is a sales coaching and consulting firm based in Annapolis, Maryland. Scott has more than 30 years of sales experience selling to senior executives in the business to business space.

Key Takeaways From This Episode

[00.52] Aspiring Advertising Professional moves into Sales – University professor inspires Scott’s pursuit of a sales career, “Nothing happens until something is sold”.

[02.01] How has Selling Changed Over Your Career – Today sales people have tremendous resources available to them.

[06.28] The Key Attributes of a Modern Successful Sales Professional – Ability to use time effectively, time management skills, people skills.

[07.23] Scott’s Top Three Sales Do’s and Don’ts – Good listener, don’t just show up when there is a deal on the table, be a student of the industry.

[10.09] Scott’s Most Satisfying Sales Pursuit and Lesson – Scott displaces IBM from a major account, find out how.

[14.25] Scott’s Advice to His Younger Self – Don’t be afraid to ask for help.

More About Scott

What is your all time favourite sales-related movie?
Glenngary Glen Ross

Favourite sales related quote?
God gave us two ears and one mouth a good reason – anon

Which sales book has had the most positive impact on you?
How to win friends and influence people – Dale Carnegie

Who or […]

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

Episode 033: Leanne Hoagland-Smith

Episode #033: Leanne Hoagland-Smith

Value is Unique to Each Buyer

MEET

Leanne Hoagland-Smith

Leanne Hoagland-Smith is a nationally recognized business building expert with over 4,000 published articles, she has a weekly business column, she is a speaker and she is the Chief Results Officer for ADVANCED SYSTEMS, an international human capital talent development firm based in Indiana. Leanne is also an award winning sales blogger and was the 2016 Lead judge for the Annual North American Women in Sales Awards, she is also the author of ‘Be the red jacket in the sea of gray suits, the keys to unlocking sales success’.

Key Takeaways From This Episode

[01.13] From aspiring Cowgirl to Sales Professional – Leanne shares her journey into professional sales.

[01.48] How has Selling Changed Over Your Career?  – The ability to go from local to global has been amplified with NEW technology.

[08.45] The Key Attributes of a Modern Successful Sales Professional – Strong sense of personal accountability, self-starters, creative, active listeners, ability to render the complex to the simple

[10.27] Leanne’s Top Three Sales Do’s and Don’ts – Planning (Active Verb), Attitude of Gratitude, Be Open.

[11.50] Leanne’s Most Satisfying Sales Pursuit and Lesson – Leanne shares the selling of a Youth Leadership Program and learned a very valuable lesson, Value is Unique to Each Buyer!

[13.21] Leanne’s Advice to Her Younger Self – Get some formal sales training.

More About Leanne

What is your all time favourite sales-related movie?
The […]

By | March 14th, 2017|Sales Reinvented Podcast|0 Comments

Episode 032: Jeffrey Lipsius

Episode #032: Jeffrey Lipsius

Decision Coaching, The Changing Role of Sales People

MEET

Jeffrey Lipsius

Jeffrey Lipsius is an author, a speaker and a professional sales trainer. Jeffrey is the president of Selling to the point, which is a Californian based sales training company, his award winning book ‘Selling to the point’ introduces a conscious selling approach.

Key Takeaways From This Episode

[00.47] Tennis Pro Turned Sales Pro – Jeffrey shares his journey into professional sales.

[01.38] How Has Selling Changed  – Jeffrey explains how too much information has turned sales professionals into Decision Coaches.

[06.46] The Key Attributes of a Modern Successful Sales Professional – Sales people need to be the learner first, not the teacher.

[08.05] Jeffrey’s Top Three Sales Do’s and Don’ts – Prioritize customers decision performance, ask questions, let customers take the lead.

[11.15] Jeffrey’s Most Satisfying Sales Pursuit and Lesson – Jeffrey shared his story around the writing of his book.

[13.25] Jeffrey’s Advice to His Younger Self – Your best teacher is going to be your customer.

More About Jeffrey

What is your all time favourite sales-related movie?
The Name of the Rose – When his prodigy has a choice to made Sean Connery knows when to be quiet

Favourite sales related quote?
A confused mind never buys – Anon

Which sales book has had the most positive impact on you?
Discover questions get you connected – Deb Calvert

Who or What inspires you?
Timothy Galway

What aspect of your own personal development are you most focussed […]

By | March 9th, 2017|Sales Reinvented Podcast|0 Comments

Episode 031: Diane Helbig

Episode #031: Diane Helbig

Totally Focussed on Helping

MEET

Diane Helbig

Diane Helbig is a sales trainer, social media trainer, speaker, author and radio show host, she is also a growth accelerator and change agent with Seize This Day, which is an Ohio based business advisory firm.

Key Takeaways From This Episode

[00.45] Supreme Court Justice wannabe turns attention to Sales – Diane shares her journey into professional sales.

[02.01] How has Selling Changed  – It has become more about providing a solution to a problem, rather than convincing people that they need your product.

[05.51] The Key Attributes of a Modern Successful Sales Professional – Active, Intentional Listeners, genuinely interested in helping the customer, totally focussed on helping their client.

[06.57] Diane’s Top Three Sales Do’s and Don’ts – Do Listen, do respond to what you heard them say, do follow up.

[08.57] Diane’s Most Satisfying Sales Pursuit and Lesson – CEO tells Diane she is the first sales person who made it through the door. You have to know who makes a great target and you can’t be afraid to seek them out.

[12.30] Diane’s Advice to Her Younger Self – Don’t spend time with unqualified prospects, take a look at your best clients, create a target market around the clients that look most like your best clients.

More About Diane

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

Favourite sales related quote?
Successful people are successful because they form the form the […]

By | March 7th, 2017|Sales Reinvented Podcast|0 Comments

Episode 030: Alen Mayer

Episode #030: Alen Mayer

Never Sell Your Soul

MEET

Alen Mayer

Alen Mayer is a Keynote speaker, an Author and a Coach. He is also the CEO of North American Sales Training Corporation which is a global sales training company known for the creation of the Iceberg Sales Model. Alen was named by Baseline as one of the Top 50 Sales Professionals to follow on Twitter.

Key Takeaways From This Episode

[00.44] Soccer player turns his attention to Sales – Alen shares his journey into professional sales.

[03.28] How do we change the general publics opinion of selling for the better  – We need to drive dishonest and manipulative people out of the profession, Selling is Not Telling.

[06.33] The Key Attributes of a Modern Successful Sales Professional – Sales people should only talk 20% of the time. Natural Born Listener!

[08.00] Alen’s Top Three Sales Do’s and Don’ts – Stop selling (nobody likes to be sold to, but people love to buy), don’t manipulate, persuade. Don’t talk, listen.

[12.05] Alen’s Most Satisfying Sales Pursuit and Lesson – Alen shared his biggest loss and the lesson he learned from it, customer protected Alan because he was honest.

[15.44] Alen’s Advice to His Younger Self – Stay true to who you are as a person. Never Sell Your Soul!

More About Alen

What is your all time favourite sales-related movie?
GlennGary Glen Ross – What not to do.

Favourite sales related quote?
Nobody likes to be sold to, […]

By | March 2nd, 2017|Sales Reinvented Podcast|0 Comments

Episode 029: Gretchen Gordon

Episode #029: Gretchen Gordon

Patience is a Virtue

MEET

Gretchen Gordon

Gretchen Gordon is a sales team transformation expert, a speaker and a self professed sales nerd. She is also the Founder and President of Braveheart Sales Performance, which is an Ohio based Sales Leadership consulting firm.

Key Takeaways From This Episode

[00.44] Playing Office as a Child, Marker for Future Sales Success – Gretchen shares her journey into professional sales.

[03.41] How is Selling going to Change in the Future  – Blurring of the lines between marketing and sales.

[07.55] The Key Attributes of a Modern Successful Sales Professional – Agile, deep sense of inquisitiveness, psychology and emotional intelligence.

[09.25] Gretchen’s Top Three Sales Do’s and Don’ts – Practice and plan, disqualify the wrong kinds of customers, care about your customer

[11.20] Gretchen’s Most Satisfying Sales Pursuit and Lesson – National, multi billion dollar company opportunity, patience is a virtue, nothing is ever really the way it seems.

[16.49] Gretchen’s Advice to Her Younger Self – Don’t care so much about what people think about you.

More About Gretchen

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

Favourite sales related quote?
In the struggle between the rock and the stream, the stream always wins – Anon

Which sales book has had the most positive impact on you?
Baseline Selling by Dave Kurlan

Who or What inspires you?
My Customers, Owners of Businesses who are constantly in the pursuit of improvement

What aspect of your own personal development are you […]

By | February 28th, 2017|Sales Reinvented Podcast|0 Comments

Episode 028: Ian Brodie

Episode #028: Ian Brodie

Don’t Play Games

MEET

Ian Brodie

Ian Brodie is a Consultant, Speaker and Author in the field of Marketing, Ian’s book Email Persuasion is an Amazon #1 Bestseller and he’s been named as one of the top 50 global thought leaders in the field of marketing and sales.

Key Takeaways From This Episode

[00.45] The Private Detective Marketing Professional – Ian shares his journey into Sales and Marketing.

[03.23]How do we change the General Publics Opinion of the Sales Profession – Ian suggests that this is an impossible task

[07.10] The Key Attributes of a Modern Successful Sales Professional – An ability to understand quickly what the client needs and wants, to be able to see the fit for your products for the clients, having a thick skin – polite persistence.

[08.55] Ian’s Top Three Sales Do’s and Don’ts – Be an expert, share your value and expertise, go beyond One-to-One, Don’t Play Games.

[11.45] Ian’s Most Satisfying Sales Pursuit and Lesson – Late 90’s Consulting Pursuit, great story around ensuring that you pay attention to all ‘stakeholders’.

[15.16] Ian’s Advice to His Younger Self – Don’t be frightened of sales.

More About Dave

What is your all time favourite sales-related movie?
GlennGary Glen Ross – Bad Example

Favourite sales related quote?
Make No and OK Option – Mahan Khalsa

Which sales book has had the most positive impact on you?
Making Major Sales – Neil Rackham

Who or What inspires you?
Ideas inspire me

What aspect […]

By | February 23rd, 2017|Sales Reinvented Podcast|0 Comments