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Episode 009: Tony Hughes

Episode #009: Tony Hughes

Leading with Value

MEET

Tony Hughes

Tony Hughes is a B2B Sales Leadership Expert, Keynote Speaker, Sales Enablement Facilitator and the best selling author of The Joshua Principle: Leadership Secrets of Selling. Tony is also an award winning blogger in LinkedIn with more than 80,000 followers and he has been recognized as the #1 influencer in Asia-Pacific for professional selling.

Key Takeaways From This Episode

[1.40] ‘Confidence is the feeling you have just before you understand the situation’ – Advice from Tony’s Flight Instructor, which Saved Tony’s life, a story for another episode.

[4.33] ‘Lead with Value’ – Buyers are not lonely they are stressed and time poor. Sellers need to lead with Value.

[6.20] ‘Selling is Not a Profession’ –  Here’s Why – There is No Peak Standards Body, No Consequences for Malpractice, Very Few Universities offering Sales Related Degrees.

[8.12] ‘Key Attributes of a Successful Sales Professional’ – Naturally Inquisitive, Proper Diagnosis, the Ability to Write, If you can’t write you can’t sell!

[10.40] ‘Tony’s Top Three Sales Do’s and Don’ts’ – Lead with insight, Build Strong Personal Brand, Map the power base stop leading with who we are.

[15.43] ‘Tony’s Advice to his Younger Self’ – Just relax and don’t be too hard on yourself.

More About Tony

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

Favourite sales related quote?
You can get everything in life you want if […]

By | December 8th, 2016|Sales Reinvented Podcast|0 Comments

Episode 008: Jill Konrath

Episode #008: Jill Konrath

More Sales, Less Time

MEET

Jill Konrath

Jill Konrath is an international sales speaker and bestselling author of 4 books, Including, notably SNAP Selling, Agile Selling and Selling to Big Companies. Jill’s latest book More Sales, Less Time is out soon. Jill was also recently named by Salesforce as one of the top 7 sales influencers of the 21st century.

Key Takeaways From This Episode

[00.54] The First Woman on Mars – Jill tells us about her childhood dreams.

[02.27] The Key Attributes of a modern successful sales professional – Continuous Improvement, Grit, Constantly Experimenting, Pushing yourself to the edge of your comfort zone.

[04.40] Jill’s Top Three Sales Do’s and Don’ts – Do realize that you make a difference, always be experimenting, use your time well during the day, Avoid Task Switching.

[07.45] Jill’s most satisfying Sales Pursuit – Think systems, build on your messaging and keep moving forward.

[10.33] More Sales Less Time – Jill tells us about her new book and explains how it will help you take better control of your time.

[12.40] Thought Disintegration – Multi-tasking reduces your IQ by 5 points for Women, for men it’s catastrophic. The digital world is helping and hindering us. Take the More Sales Less Time Challenge.

More About Jill

All time favorite sales-related movie?
I hate them all. Everyone single one portrays salespeople in a bad way.

Favourite sales related quote?
“Never believe in Never.” Robert Schuller

Which sales book […]

By | December 6th, 2016|Sales Reinvented Podcast|0 Comments

Episode 007: Jamie Shanks

Episode #007: Jamie Shanks

Create Buyer Centric Social Profiles

Meet

Jamie Shanks

Jamie Shanks is the author of the new bestseller ‘Social Selling Mastery’, he is the CEO of Sales for Life, which is a Toronto based professional sales training and coaching company. Jamie holds an MBA from the University of South Australia, he also managed to get an honorable mention on the Forbes Top 30 Social Sellers list.

Key Takeaways From This Episode

[00.54] How does a Stockbroker become a Sales Professional? – Sales found Jamie, after he completed his MBA in Australia.

[03.48] Full Digital Selling Departments  – What’s coming next, Complete Sales & Marketing alignment, Team Revenue.

[04.54] The Changing role of Outside Sales – Team revenue goal alignment, Demand generation waterfall process, Studio Sales reducing cost of sales.

[11.18] The Key Attributes of a modern successful sales professional – The ability to learn, change and adapt and most likely to align to positive sales outcomes.

[13.40] Jamie’s Top Three Sales Do’s and Don’ts – Go into your Social Profiles and walk a mile in your customers shoes, Content curation, Sphere of Influence Triggers.

[20.25] Jamie’s advice to his younger self – Treat your support team as equals.

More About Jamie

What is your all time favourite sales-related movie?
Groundhog Day (Not a Sales Movie) but the secret of life is contained in this movie

What is your all time favourite sales-related movie?
Glengarry Glen Ross, Pursuit of Happiness

Favourite sales […]

By | December 1st, 2016|Sales Reinvented Podcast|0 Comments

Episode 006: Deb Calvert

Episode #006: Deb Calvert

Stop Selling and Start Leading

MEET

Deb Calvert

Deb Calvert is the bestselling author of Discover Questions get you connected: For Professional Sellers’.  Deb is also a renowned keynote speaker, a sales coach, an award winning blogger.  Her weekly sales blog is called connect2sell ™, she is also an ICF accredited executive coach and is the president of People First Productivity Solutions which is a San Francisco based consulting firm.

Key Takeaways From This Episode

[01.10] How does a graduate journalist become a sales professional? – Find out how Deb became a sales professional.

[02.55] True Customer Obsession – Sales & Marketing alignment, Deb’s predictions for the future.

[04.40] Stop Selling and Start Leading – Observations from Deb’s research study, What buyers want to see change in sales people.

[08.50] The Key Attributes of a modern successful sales professional – The three H’s (Human, Helpful and Handy)

[10.50] Deb’s Top Three Sales Do’s and Don’ts – Tune up your soft skills of selling, Don’t label buyers, they’re just people, create value in the moment.

[18.10] Deb’s advice to her younger self – Don’t be worry about the day to day.

More About Deb

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

Favourite sales related quote?
“What was, is not what is” – Deb Calvert

Which sales book has had the most positive impact on you?
The Perfect Close – James […]

By | November 29th, 2016|Uncategorized|0 Comments

Episode 005: James Muir

Episode #005: James Muir

Selling with Genuine Intent

Meet

James Muir

James Muir is a professional sales trainer, author, speaker and coach. Three decades of experience has given James a fresh and practical perspective on what works in real life and what doesn’t. His guidance comes from experience and the school of hard knocks. James is the author of The Perfect Close: The Secret to Closing Sales that shows sales and service professionals a clear and simple approach that increases closed opportunities and accelerates sales to the highest levels while remaining genuinely authentic.

Key Takeaways From This Episode

[1.25] The Scientist Salesman – The science of selling, we learn how James taught his customers how they were supposed to buy?

[3.55] Sales Chimpanzees and Robots – The phasing out of transactional sales people.

[7.20] Qualities of Successful Sales Professionals – Ruthless time management. Genuine Intent.

[9.07] James’ Top Three Sales Do’s and Don’ts – Intent matters more than technique! Selling is Serving. Unexpected Value.

[13.10] Sales Coaching Success – Meet them where they’re at! Applications in both selling and coaching

[14.40] James’ advice to his younger self – Get Your Intent in the Right Place.

More About James

What is your all time favourite sales-related movie?
Groundhog Day (Not a Sales Movie) but the secret of life is contained in this movie

Favourite sales related quote?
You can everything in life you […]

By | November 24th, 2016|Sales Reinvented Podcast|0 Comments

Episode 004: Elinor Stutz

Episode #004: Elinor Stutz

Never Give Up

Meet

Elinor Stutz

Elinor Stutz is the bestselling author of ‘Nice Girls do get the sale – Relationship building that gets results’. Elinor is an inspirational speaker and educational trainer with Smooth Sale which is a professional training and coaching organization based in Virginia.

Elinor has gained prominence by being voted as one of the brightest minds in sales to follow on Twitter from CEO World Magazine in 2015.

Takeaways From This Episode

[1.52] You have the personality of a Sales Person – Is that a compliment or an insult?

[3.25] How selling has changed – Cross functional teams embracing Social Media.

[5.10] Hiring the right people for sales – Qualities for success in sales.

[9.50] Elinor’s Top Three Sales Do’s and Don’ts – Treat everyone with respect, hand write a thank you note to everyone.

[12.00] Stood up three times – The 5 minute promise and a valuable lesson.

[14.30] Elinor’s advice to her younger self – Never Give Up. Don’t Miss This Story and make sure that you have a tissues at hand.

More About Elinor

What is your all time favourite sales-related movie?
Tin Men

Favourite sales related quote?
“Believe, Become, Empower” – Elinor Stutz

Which sales book has had the most positive impact on you?
How to Win Friends and Influence People – Dale Carnegie & Think and Grow Rich – Napolean Hill

Who / What inspires you?
My […]

By | November 22nd, 2016|Sales Reinvented Podcast|0 Comments

Episode 003: Mark Hunter

Episode #003: Mark Hunter

Helping Others Achieve The Impossible

Meet

Mark Hunter

Mark Hunter is an author, a speaker, a trainer and consultant in the field of sales.  He authored the best selling book, ‘High Profit Selling’ and more recently ‘High Profit Prospecting’ as well as being an multi-award winning sales blogger, and social media marketer.

Mark is arguably one of the most influential sales minds of our time.  He is the ‘Sales Hunter’.

Takeaways From This Episode

[1.13] Three Speeding Tickets Story – Find out how the Seattle Police department helped Mark to find his way into sales.

[3.37] Thinking Ahead – Sales professionals need to become a strategic insight business person.

[8.57] Are you willing to Serve Others? – Great Sales Professionals are passionate about helping their customers.

[11.30] Mark’s Top Three Sales Do’s and Don’ts – Be Prospecting Every Day! Always be Challenging yourself.

[13.30] Cracking the Code – You never know when the next call will turn into something, climbing in through the back window of opportunity.

[15.31] Mark’s Hunter’s advice to his younger self – Listen to others is part of the advice.

More About Mark

What is your all time favourite sales-related movie?
Tommy Boy (The Chicken Wing Scene)

Favourite sales related quote?
Make One More Call – Jeb Blount

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

Who / […]

By | November 14th, 2016|Sales Reinvented Podcast|0 Comments

Episode 002: Trish Bertuzzi

Episode #002: Trish Bertuzzi

People Buy From People They Like And Trust

Meet

Trish Bertuzzi

Trish Bertuzzi is a world-renowned speaker, coach and author in the world of professional selling. Her book ‘The Sales Development Playbook’ is a best-seller.

Trish is also the CEO of The Bridge Group, which is a sales management consulting company based in Massachusetts.

Key Takeaways From This Episode

[1.30] The Three Martini Lunch Story – Find out how Trish found her way into Sales.

[2.30] The Fundamentals of Selling – Sales Fundamentals are consistent, conversations have changed. The introduction of Artificial Intelligence and machine learning in the world of sales, Scary and Awesome.

[8.10] Key Attributes of a Successful Sales Professional – Love for what you do, Curiosity, Self-Developer and many more

[9.46] Trish’s Top Three Sales Do’s and Don’ts – Don’t become the Gorilla on my back, Don’t bore me!

[12.47] People buy from people they like and trust – Building enduring relationships in business, partners in success

[14.31] Trish’s advice to her younger self – ‘Shut up’.

More About Trish

What is your all time favorite sales-related movie?
None

Favorite sales related quote?
“It’s the Cold that’s Dead, not the Calling”

Which sales book has had the most positive impact on you?
SNAP Selling or Selling to Big Companies by Jill Konrath

Who / What inspires you?
Jill Konrath #1

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

By | November 14th, 2016|Sales Reinvented Podcast|0 Comments

Episode 001: Tom Hopkins

Episode #001: Tom Hopkins

Selling Is A Contact Sport

Meet

Tom Hopkins

Tom Hopkins is a world renowned Sales author, Keynote Speaker and Sales Trainer.  Tom has trained more than 5 million sales professionals across five continents since 1974.

Tom has authored 18 books, his first book How to Master the Art of Selling has sold more than 1.7 million copies.

Key Takeaways

[2.11] ‘I Broke my Fathers Heart’ – “You will probably never amount to anything”.  The secret to Tom’s success.

[3.33] ‘The Fundamentals of Selling’ – These will never change.

[6.15] ‘Selling is a Contact Sport’ – ‘The Blessing and a Curse in the Field of Selling’, You cannot hide behind high technology to avoid communicating with people.

[11.21] ‘Key Attributes of a Successful Sales Professional’ – We are in the ‘People Business’. The Interested Introvert vs Interesting Extroverts.

[13.54] ‘Tom’s Top Three Sales Do’s and Don’ts’ – Face Your Fears.

[20.20] ‘Tom’s advice to his younger self’ – Search for mentors

More About Tom

What is your all time favorite sales-related movie?
Tin Cup

Favorite sales related quote?
“I am not judged by the number of times I fail, but by the number of times I succeed and the number of times I succeed is in direct proportion to the number of times I can fail and keep trying” – Tom Hopkins

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

By | November 14th, 2016|Sales Reinvented Podcast|0 Comments

Episode 000: Sales Reinvented

Episode #000: Paul Watts

Welcome to The Sales Reinvented Podcast

Meet

Paul Watts

Paul Watts is a Certified Sales Professional with more than 20 Years of Sales Experience, he still considers himself a ‘Student of Sales’ and a champion for the profession of selling, he is also the host of the Sales Reinvented Podcast. His Mission is to change the negative perception of sales people and his Vision is a world where selling is a profession to be proud of.

More About Paul

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

Favourite sales related quote?
“You Don’t Outsell the Competition, You Out-Question Them” – Paul Watts

Which sales book has had the most positive impact on you?
There are lots of books, but The Seven Habits of Highly Effective People – Stephen Covey (inspired my move to Canada, changed mine and my family’s life)

Who / What inspires you?
My Wife and Children.

What aspect of your own personal development are you most focussed on improving at the moment?
Active Listening and Speaking (Getting rid of the erms and arrghs)

Hobbies, Interests?
Family, Rugby League (South Sydney and Leeds Rhinos), Hiking and Sprint Triathlons and of course improving my ability in sales!

By | November 11th, 2016|Sales Reinvented Podcast|0 Comments