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Episode 255: Ryan Kugler

Episode #255 – Ryan Kugler

Embrace Email In Your Digital Sales Strategy

MEET

Ryan Kugler

Ryan Kugler is an entrepreneur and strategist with over 25 years of experience in building profitable businesses from conception within both Fortune-500 organizations as well as newly launched startups. He operates on a few key principles: “Be nice to everyone, always return phone calls, and stay in communication with everyone. Ryan Kugler believes you have to embrace both digital selling and old-school ways of selling, such as sending emails and making cold calls. How does he find success with both strategies? Why does he believe persistence pays off? Listen to this episode of Sales Reinvented for a completely different take on digital and social selling.

Outline of This Episode

  • [1:10] How are digital and social selling different?
  • [1:36] Why is digital selling so important?
  • [2:04] Ryan’s blueprint for digital sales
  • [3:01] The attributes of a great salesperson
  • [3:44] Tools + techniques + strategies
  • [4:59] Ryan’s digital selling dos and don’ts
  • [8:35] Why persistence pays off

Ryan’s blueprint for digital sales

Ryan has found that email is the easiest way to connect with someone—as long as you do it right. He always asks a question in the subject line so the prospect wants to open your email. Then you give them the answer to the question you asked in the subject line. It […]

By |2021-07-21T08:23:21-06:00July 21st, 2021|Sales Reinvented Podcast|0 Comments

Episode 254: Bill McCormick

Episode #254 – Bill McCormick

Relationships Make Digital Selling a Success

MEET

Bill McCormick

Bill McCormick is the Chief Sales Officer at Social Sales Link and has been using social and digital selling tactics since 2014.  Bill and his training partner Brynne Tillman co-host “Making Sales Social” on The Sales Experts Channel. Bill McCormick believes that relationships are the most important difference between digital selling and social selling. To Bill, digital selling encompasses all mediums. It’s email, SMS, chat, direct messages, phone calls, video, etc. It’s larger numbers and more impersonal outreach. Social selling is social. It’s about establishing a relationship and a connection with a person and moving that relationship along until there’s an opportunity for a sales conversation. Hear his complete thoughts on digital and social selling in this episode of Sales reinvented!

Outline of This Episode

  • [1:13] The difference between digital and social selling
  • [2:12] Why digital selling is so important today
  • [3:55] Bill’s ideal digital selling strategy
  • [7:13] The attributes you need to reach success
  • [9:44] Tools + techniques + strategies to improve
  • [12:14] Digital selling dos and don’ts
  • [15:17] Why consistency and persistence are key

How to improve digital selling capabilities

Things can change in a moment. Even as things begin to open, Bill doubts that we’ll return to how things used to be. He believes we’ll be looking at a hybrid model […]

By |2021-07-16T11:47:12-06:00July 14th, 2021|Sales Reinvented Podcast|0 Comments

Episode 253: Janice B Gordon

Episode #253 – Janice B Gordon

7 Strategies to Supercharge Your Social Selling Effectiveness

MEET

Janice B Gordon

Janice B Gordon is The Customer Growth Expert, host of Scale Your Sales Podcast and Framework – Reimagining Revenue Growth Through Customer Excellence and Sales. Janice B Gordon is listed as the Top 50 Global Thought Leaders and Influencers on Customer Experience (Nov 2020) and 150 Women B2B Thought Leaders You Should Follow in 2021 and LinkedIn Sales 15 Innovating Sales Influencers to Follow in 2021. Janice is a Consultant, Speaker, Trainer and Facilitator, and author of Business Evolution: Creating Growth in a Rapidly Changing World. How do you supercharge your social selling? According to Janice B Gordon, one of the steps is keeping your social selling content relevant to your customer. You also have the freedom to showcase your personality and form connections. Listen to this episode of Sales Reinvented to hear the 7 strategies Janice uses to supercharge social selling effectiveness!

Outline of This Episode

  • [1:03] Keep your social selling content relevant
  • [2:22] How to improve digital selling capabilities
  • [4:32] 7 strategies to supercharge your social selling effectiveness
  • [8:07] The attributes that help a social seller succeed
  • [11:12] Tools + techniques to improve digital selling
  • [13:22] Top 3 digital selling dos and don’ts
  • [16:22] You never know who’s reading your content

How to improve digital selling […]

By |2021-07-07T08:52:27-06:00July 7th, 2021|Sales Reinvented Podcast|0 Comments

Episode 252: Justin Zappulla

Episode #252 – Justin Zappulla

How to Improve Your Digital Sales

MEET

Justin Zappulla

Justin Zappulla’s career has been highlighted by remarkable performance in sales and sales leadership roles. Today, Justin, is the Managing Partner at Janek Performance Group and co-author of the popular sales book, Critical Selling, is considered one of the top authorities and thought leaders in sales training, sales strategy and overall sales performance improvement. Digital selling is the current evolution of sales and marketing. Organizations have to evolve—or get left behind. They need to identify and connect with customers in ways they haven’t before. Technology enables them to do it faster, more efficiently, and more frequently resulting in better outcomes.

The idea is to be smarter, efficient, and have more targeted selling activities. This should include tools and processes to engage and sell to a customer. It’s engaging in things like digital presentations, videos, digital sales collateral, email campaigns, AI, automation, your CRM, etc. Want to learn more? Listen to this episode of Sales Reinvented with Justin Zappulla!

Outline of This Episode

  • [1:13] The difference between digital selling and social selling
  • [2:28] How to improve your digital selling capabilities
  • [3:05] Justin’s perfect digital selling strategy
  • [4:15] The attributes + characteristics of a successful digital seller
  • [5:28] Focus on the virtual sales call
  • [6:53] Top 3 digital selling dos and don’ts
  • [9:01] Justin’s […]
By |2021-06-30T08:53:29-06:00June 30th, 2021|Sales Reinvented Podcast|0 Comments

Episode 251: Julie Hansen

Episode #251 – Julie Hansen

Improve Digital Selling by Making Powerful Connections

MEET

Julie Hansen

Julie Hansen is the creator of the Selling On-Video Master Class and the author of a new book on virtual selling, Look Me In the Eye: Using Video to Build Relationships with Customers, Partners, and Teams Nearly everyone has moved to digital selling for the last year or so. Even though things are opening, there will continue to be a digital component or hybrid model in play. Plus, organizations are enjoying the cost-savings from doing virtual meetings. Julie Hansen points out that Gartner predicts that by 2025, 80% of B2B sales will take place virtually.

Organizations need to have a strategy in place to handle the continued transition. How can they improve it? According to Julie, organizations need to focus on making a human connection through technology. How can you connect with people on the other side of the screen? Julie shares her thoughts in this episode of Sales Reinvented!

Outline of This Episode

  • [1:04] The difference between digital and social selling
  • [1:38] Why is digital selling so important?
  • [3:50] Julie’s digital selling strategy
  • [7:29] Attributes + characteristics of a great digital salesperson
  • [9:13] Tools + techniques + strategies
  • [11:25] Top 3 dos and top 3 don’ts
  • [13:53] Julie’s favorite digital selling story

Improve digital selling by forming connections

Most companies have enough technology and […]

By |2021-06-24T13:07:35-06:00June 23rd, 2021|Sales Reinvented Podcast|0 Comments

Episode 250: Shane Gibson

Episode #250 – Shane Gibson

Shane Gibson’s Digital Selling Blueprint

MEET

Shane Gibson

Shane Gibson has delivered sales keynotes to over 200,000 people on 5 continents on the topics of B2B sales and social selling. He is #5 on the Forbes.com list of the Top 30 Social Salespeople in the World and co-author of the new book “Real Results in a Virtual Economy – How to Future-Proof Your Business.” Many organizations are revising their go-to-market strategies to include digital and social selling. But what should that process look like? How can you find success if you’ve only known a world of traditional sales? Shane Gibson—the co-author of Real Results in a Virtual Economy—shares some of his tips and strategies in this episode of Sales Reinvented. Check it out!

 

Outline of This Episode

  • [1:10] The difference between digital and social selling
  • [2:45] Why digital selling is important in today’s world
  • [5:15] Shane’s blueprint for a digital selling strategy
  • [9:33] The virtual sales competency map
  • [13:48] Tools + techniques + strategies to improve digital selling
  • [17:59] Top 3 digital selling dos and don’ts
  • [22:28] Shane’s favorite digital selling story

Why is digital selling important in today’s world?

What can organizations do to improve their digital selling capabilities? Everyone was forced to sell remotely because of the Coronavirus pandemic. We’ve had seven years of digital adoption happen in a […]

By |2021-06-16T09:01:26-06:00June 16th, 2021|Sales Reinvented Podcast|0 Comments

Episode 249: Lee Smith

Episode #249 – Lee Smith

Credibility is the Prospecting Game-Changer You Need

MEET

Lee Smith

C. Lee Smith is the CEO and Founder of SalesFuel, a Columbus-based consulting firm. Lee is named by Selling Power as one of just 6 Leading Sales Consultants for 2020 worldwide. He is also the author of “SalesCred,” the definitive book on the #1 problem facing sales teams today – their lack of credibility among buyers. He has also written the Amazon international bestseller “Hire Smarter, Sell More!,” a book that helps readers increase their bottom line by avoiding toxic employees and identifying and hiring sales rainmakers. Why is credibility so important for salespeople? Does it impact prospecting and lead generation more than one might think? In this episode of Sales Reinvented, Lee Smith argues that credibility is the thing that sets you apart—and you need to embrace it.

Lee Smith is the CEO and Founder of SalesFuel. He is also the author of “SalesCred,” and the international bestseller “Hire Smarter, Sell More!” He’s uniquely qualified to share prospecting and lead generation dos and don’ts. Don’t miss it!

 

Outline of This Episode

  • [1:10] Prospecting + lead generation
  • [1:53] Why are they important?
  • [2:33] How buyers qualify you
  • [3:49] The three components of credibility
  • [5:38] Improve your preparation and discovery
  • [7:16] Lee’s top 3 dos […]
By |2021-06-09T08:14:54-06:00June 9th, 2021|Sales Reinvented Podcast|0 Comments

Episode 248: Victor Antonio

Episode #248 – Victor Antonio

How to Master Your Sales Presentations

MEET

Victor Antonio

Victor Antonio earned a B.S. in Electrical Engineering and then an MBA, leading him to build a 20 year career as a top sales executive and becoming President of Global Sales and Marketing for a $420 million company. As Vice President of International Sales in a Fortune 500 $3B corporation at the time, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management. Victor is an expert on giving talks about sales and has written many books on sales tactics and motivation.  He recently published his new book, “Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling.” In today’s episode of Sales Reinvented, we do a special episode exchange with the Outside Sales Podcast. Steve Benson interviews legendary sales author Victor Antonio. They discuss the importance of the sales presentation process and how to get in front of any objection. Victor talks about the “Hero Story” process and how to gain the confidence of your prospect. This episode is packed with useful information that will help you master your sales presentations. Don’t miss it!

 

Outline of This Episode

  • [1:22] More about Victor Antonio
  • [2:22] Why you need a presentation process
  • [7:16] How to properly […]
By |2021-06-02T07:26:24-06:00June 2nd, 2021|Sales Reinvented Podcast|0 Comments

Episode 247: Mark Boundy

Episode #247 – Mark Boundy

Understand Your Customer’s World to Prospect Successfully

MEET

Mark Boundy

Mark Boundy has grown businesses in a variety of industries for 25 years, amassing wide-ranging experience in sales, marketing, new product development, and product management. Mark wrote “Radical Value: Elevate Your Company—and Career—By Unleashing the Power Within Customer Centricity.   The purpose of lead generation and prospecting are the same: to get prospects into your funnel. Mark Boundy—a Sales, Pricing, and Value Consultant—has amassed wide-ranging experience in the industry for 25+ years. One thing that he always emphasizes is knowing your customer’s wold intimately. Why does it matter so much? How does it impact your prospecting process and level of success? Find out in this episode of Sales Reinvented!

 

Outline of This Episode

  • [0:50] Prospecting and lead generation are the same
  • [2:44] Why prospecting and lead gen are important
  • [3:30] Mark’s prospecting process: slow down to speed up
  • [4:54] Attributes of a successful salesperson
  • [8:04] Understand your customer’s world + ask insightful questions
  • [10:10] Mark’s prospecting and lead generation dos and don’ts
  • [11:50] How Mark recruited the recruiters

Slow down to speed up

After you understand the customer’s business you need to provide perspective. You can’t have perspective on something you don’t understand. Your customers are being bombarded with calls and emails. They don’t want to spend time educating someone on their […]

By |2021-05-26T09:11:26-06:00May 26th, 2021|Sales Reinvented Podcast|0 Comments
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