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Episode 069: David Fisher

Episode #069: David Fisher

Activity Measured is Activity Improved

MEET

David Fisher

David Fisher is a Keynote speaker and author, He delivers a program called Hyper-Connected Selling which focusses on the convergence of social selling, networking and old school sales techniques – everything you need to win business in the modern world. David is also the President and Business Coach at Rockstar Consulting and authored the best-selling book ‘Why Your Network Sucks and What to Do About It’.

Key Takeaways From This Episode

[01.00] David shares his journey into sales – From Indiana Jones, to Rockstar to Sales Coach

[02.17] How Has Selling Changed  – The internet has changed selling significantly over the last 20 years.

[06.53] The Key Attributes of a Modern Successful Sales Professional – Emotional stability, maturity, self awareness, open-minded and creative.

[08.13] David’s Top Three Sales Do’s and Don’ts – Every day find a way to move a relationship forward, spend time and attention on learning (Always be Learning) and do track your activity. (Activity measured is Activity Improved).

[13.06] David’s Most Satisfying Sales Pursuit and Lesson – David shares his pursuit of his wife (Helen) and the lesson that he learned.

[15.37] David’s Advice to His Younger Self – Listen to myself.  Trust in the answers you come up with.

More About David

What is your all time favourite sales-related movie?
Door-to Door (I can be a sucker for sappy movies) 

Favourite sales related quote?
“Do you believe that my being stronger or faster […]

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

Episode 068: Brad Pearse

Episode #068: Brad Pearse

Prepare, Prepare, Prepare

MEET

Brad Pearse

Brad Pearse is the Director of New Business Development for Retail at Cydcor which is a global leader in outsourced face to face sales and marketing for Fortune 500 companies around the globe, Brad is an accomplished modern sales practitioner and is passionate about our mission and vision at Sales Reinvented and is excited to share his passion for the profession with our listeners.

Key Takeaways From This Episode

[00.52] Brad shares his journey into sales – Brad shares his journey from aspiring golf course designer to sales professional

[02.30] How Has Selling Changed  – Social media and outreach tools has shifted to landscape.

[05.30] The Key Attributes of a Modern Successful Sales Professional – They have to understand their ‘Why’, work ethic and self awareness.

[07.34] Brad’s Top Three Sales Do’s and Don’ts – Don’t be desperate, don’t beat about the bush and don’t drive your own agenda.

[10.36] Brad’s Most Satisfying Sales Pursuit and Lesson – Brad shares his story about competing for 8 intern slots at the Colorado Rockies baseball club and the lessons he learned from this.

[14.54] Brad’s Advice to His Younger Self – become more self aware.

More About Brad

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

Favourite sales related quote?
Commit to the process and be clear on your outcome

Which sales book has had the most positive impact on you?
“Start with Why” – Simon Sinek 

Who / What inspires you?
My Dad […]

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

Episode 067: Jeb Blount

Episode #067: Jeb Blount

Sales is a Language of Questions

MEET

Jeb Blount

Jeb Blount is an author, a speaker and a sales acceleration specialist. Jeb has written a number of best-selling sales books including notably Fanatical Prospecting the ultimate guide to opening sales conversations and filling the pipeline as well as Sales EQ, how ultra high performers leverage emotional intelligence to close complex deals. Jeb is also the host of the Sales Gravy Podcast.

Key Takeaways From This Episode

[01.00] Jeb shares his journey into sales – Jeb shared his journey from aspiring Lawyer to Sales Professional

[02.11] How Has Selling Changed  – Sales has gotten easier over Jeb’s career.

[09.59] The Key Attributes of a Modern Successful Sales Professional – Great sales people are fanatical prospectors, have great time discipline, they are really good with people, they have sales drive (mental toughness).

[12.25] Jeb’s Top Three Sales Do’s and Don’ts – Prospect, prospect, prospect Don’t pitch, don’t push, don’t sell. Sales is a language of questions

[14.00] Jeb’s Most Satisfying Sales Pursuit and Lesson – Jeb shares one of his sales pursuits from his new book Sales EQ.  BBQ on Paper Plates vs Private Jets.

[16.38] Jeb’s Advice to His Younger Self – Take the time to appreciate your sales roles and the people that you work with.

More About Jeb

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

Favourite sales related quote?
“The probable is what usually happens.” – Aristotle

Which sales book has […]

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

Episode 066: Mike Schultz

Episode #066: Mike Schultz

Don’t Put Your Agenda First

MEET

Mike Schultz

Mike Schultz is a world-renowned consultant, speaker, sales trainer and sales expert. He has authored several books including notably Wall Street Journal best-seller ‘Rainmaking Conversations’ and ‘Insight Selling’. Mike is the President of RAIN Group, an international sales training and consulting firm.

Key Takeaways From This Episode

[00.49] Mike shares his journey into sales – Mike shares his journey from aspiring lawyer to salesperson.

[02.14] How Has Selling Changed  – Buyers require more decision support today than they have in the past.

[05.56] The Key Attributes of a Modern Successful Sales Professional – Passion for work and selling, conceptual thinking, curiosity, sense of urgency, assertive, money orientation, performance orientation, gravitas, business acumen, stick with it, good integrity and emotional intelligence.

[09.00] Mike’s Top Three Sales Do’s and Don’ts – Do be brave (take chances), Do extra work for your clients, Do Love Ideas. Don’t SPAM, Have a valid reason for reaching out, Don’t Interrupt, Don’t put your agenda first.

[12.10] Mike’s Most Satisfying Sales Pursuit and Lesson – Mike shares about his first opportunity in sales outside of the top 300 account list.  Lesson learned was that Mike needed to be more conversational.

[14.30] Mike’s Advice to His Younger Self – Be authentic.

More About Mike

What is your all time favourite sales-related movie?
Moneyball, because Billy Bean has an epiphany then sets out to change conventional wisdom. It’s a story of selling an idea, […]

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

Episode 065: Nick Ruiz

Episode #065: Nick Ruiz

100% Immunity to Rejection

MEET

Nick Ruiz

Nick Ruiz is an author, a speaker and an Entrepreneur, He is a contributing writer for Entrepreneur Magazine and a twice self-made millionaire entrepreneur who made his millions in his twenties, and again after the economic collapse of 2008 that led to Bankruptcy. Nick has published two books Flip which is a unconventional guide to becoming a real estate entrepreneur and his New book Success from Scratch which looks at mental strategies for success in a survival of the fittest environment.

Key Takeaways From This Episode

[01.10] Nick shares his journey into sales – Nick shares his passion for business.

[02.03] How Has Selling Changed  – Nick shares his thoughts on how selling has changed.

[05.18] The Key Attributes of a Modern Successful Sales Professional – Building Rapport, genuinely caring and understanding the person in front of you.  Nick shares his greatest sales attribute, 100% immunity to rejection.

[07.28] Nick’s Top Three Sales Do’s and Don’ts – Don’t sell the un-sellable, Don’t pretend you care, Don’t walk away when people say no.

[12.41] Nick’s Most Satisfying Sales Pursuit and Lesson – Nick shares his most satisfying pursuit in real estate, the lesson is that you have no idea what your prospect cares about until you ask them.

[15.20] Nick’s Advice to His Younger Self – Talk Less, Listen More.

[16.15] Bonus Question – Nick talks about his new book, Success From Scratch.

More About Anthony

What is your […]

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

Episode 064: Jay Jackson

Episode #064: Jay Jackson

From Battlefield to Business

MEET

Jay Jackson

Mr Jay Jackson is military veteran, a mindset expert, a master strategist, speaker and an author. Jay is the founder and Chief Performance Officer at Jay Jackson Elite Performance Coaching which is a Georgia based leadership coaching firm specializing in the development of high performance teams.

Key Takeaways From This Episode

[00.52] Jay shares his journey into sales – Jay shares his journey from an aspiring NBA athlete, to the US Airforce to Sales.

[01.57] How Has Selling Changed  – From winging it to using systems.

[06.00] The Key Attributes of a Modern Successful Sales Professional – You need to Believe in the product or service you are selling, honor your word, follow your systems.

[07.30] Jay’s Top Three Sales Do’s and Don’ts – Don’t be Arrogant, Don’t NOT Listen, Don’t have a cookie-cutter approach to selling, every customer is an individual.

[10.10] Jay’s Most Satisfying Sales Pursuit and Lesson – Jay shares his first prospect visit in business with a seasoned professional, who crushed every tactic that Jay employed with this client.  Jay invested in training which ultimately helped him to wear down this client the lesson is Invest in Yourself.

[13.15] Jay’s Advice to His Younger Self – If the Prospect doesn’t know as much as they think they know, say something.

More About Jay

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

Favorite sales related quote?
“You can everything in life […]

By | June 29th, 2017|Sales Reinvented Podcast|0 Comments

Episode 063: Kristin Zhivago

Episode #063: Kristin Zhivago

You Can’t Talk Anyone into Anything Anymore!

MEET

Kristin Zhivago

Kristin Zhivago is an author, speaker and professional trainer. She is the President of Cloud Potential, a customer acquisition company and Cloud Wise Academy, a learn to earn organization that trains workers and employers on the new e-commerce economy. Kristin is also the author of How to Sell the Way Your Customers Want to Buy.

Key Takeaways From This Episode

 

[00.58] Kristin shares her journey into sales – Kristin was the first woman to sell machine shop tools in the US.

[02.07] How Has Selling Changed  – There are many more tools today to help customers, and customers have much more information today.

[07.06] The Key Attributes of a Modern Successful Sales Professional – Research, preparation, deep thinking and an intention to help.

[09.05] Kristin’s Top Three Sales Do’s and Don’ts – Listen with Intense Curiosity, Start every day with the intention of helping and waking each morning with an Iron Will.  You can’t be a ‘know-it-all’ but you can be a ‘learn-it-all’.

[12.30] Kristin’s Most Satisfying Sales Pursuit and Lesson – Kristin shares a story walking out of a call with her tail between her legs having been sent packing by a customer.  You can’t talk anyone into anything anymore, they need to be understood.

[15.08] Kristin’s Advice to Her Younger Self – There is no substitute for preparation anymore.  Where are you in your buying process.

More About Kristin

What […]

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

Episode 062: Anthony Iannarino

Episode #062: Anthony Iannarino

The Only Sales Podcast Episode You Will Ever Need to Listen to!

MEET

Anthony Iannarino

Anthony Iannarino is a Sales Kick-Off Speaker, Best selling author, Executive Sales & Marketing Leader and Transformational Sales Specialist. He recently wrote and published ‘The Only Sales Guide You Will Ever Need’ which is already a best-seller. Anthony is also the host of ‘In the Arena’ which is an amazing sales podcast sharing the latest sales techniques and mindsets from top professionals in the business.

Key Takeaways From This Episode

[00.57] Anthony shares his journey into sales – From Hair-Metal Band Front Man to Sales thought Leader.

[04.15] How Has Selling Changed  – Anthony shares how selling has changed over the generations.

[10.15] The Key Attributes of a Modern Successful Sales Professional – Anthony shares 17 Skillsets and Mindsets that you need to be successful in sales today.

[11.50] Anthony’s Top Three Sales Do’s and Don’ts – Understand you have autonomy which means you need an equal amount of self-discipline, go on a negativity fast, care about others, Caring is a Superpower.

[14.05] Anthony’s Most Satisfying Sales Pursuit and Lesson – Anthony shares a story around a sales pursuit in the staffing industry, the lesson he learned was that you need to know your clients business better than they do, and you should always tell the truth.

[17.18] Anthony’s Advice to His Younger Self – You need to accelerate your learning.

More About Anthony

Your favorite sales-related […]

By | June 22nd, 2017|Sales Reinvented Podcast|0 Comments

Episode 061: Bernadette McClelland

Episode #061: Bernadette McClelland

Ex-Husbands Make the Best Competitors!

MEET

Bernadette McClelland

Bernadette McClelland is CEO of Sales Leaders Global – a Melbourne based sales consulting firm that works with businesses globally to help them increase their sales when their numbers aren’t where they need them to be. She is also the Author of ‘The Art of Commercial Conversations – When it’s Your Turn to Make a Difference’ and a finalist in the Top Sales World book of the year contest in 2015 and 2016, Bernadette is also a respected industry authority in the field of ‘NeuroScience in today’s B2B Selling Environment’.

Key Takeaways From This Episode

 

[01.05] Bernadette shares her journey into sales – Bernadette shares her journey from an aspiring school teacher to sales professional.

[02.25] How Has Selling Changed  – Bernadette talks about the changes that she has seen over her 30 year sales career.  Previously we were selling products, today we are Selling Change.

[06.55] The Key Attributes of a Modern Successful Sales Professional – Sense of contribution, equality and generosity.  A true Win/Win for both parties. Relevance, question asking ability and authenticity.

[08.25] Bernadette’s Top Three Sales Do’s and Don’ts – Do continue to learn about you, ask for help, take responsibility for what is happening and what is not happening.

[11.30] Bernadette’s Most Satisfying Sales Pursuit and Lesson – Buckle in for this story, where Bernadette goes head to head in a sales pursuit with her ex-husband. Lesson […]

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

Episode 060: Brian Lambert

Episode #060: Brian Lambert

How to be a Sales Athlete

MEET

Brian Lambert

Brian Lambert is an organizational learning, Sales Enablement and Change Management Leader, Brian has also authored many books including notably Sales Chaos which is a must read for anyone who wants to learn how to navigate the predictable patterns in the complex modern world of sales. Brian is also a founding member of the Sales Enablement Society.

Key Takeaways From This Episode

[01.02] Brian shares his journey into sales – Brian shares his journey from a position in the US Airforce to professional sales.

[03.30] How Has Selling Changed  – Brian shares how selling has changed over his career, from fax machines to social selling.

[10.49] The Key Attributes of a Modern Successful Sales Professional – The ability to be a trusted advisor through Insights.

[13.25] Brian’s Top Three Sales Do’s and Don’ts – Understand your customers environment and how they make decisions, sell on your strengths and understand the value of your solution. Have fun with your customers.

[15.37] Brian’s Most Satisfying Sales Pursuit and Lesson – Brian measures his satisfaction in his ability to transform the ways his clients work.  If you don’t understand how your customers business works, they you are not going to be successful

[17.25] Brian’s Advice to His Younger Self – Watch what you eat, take better care of yourself.  You are a Sales Athlete!

More About Brian

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

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