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Episode 240: Nick Kane

Episode #240 – Nick Kane

Proper Prospecting: Cultivate an Awareness of Needs

MEET

Nick Kane

Nick Kane is a Managing Partner and published Author of Top 20 Sales Training and Consulting company Janek Performance Group, Nick is a sales performance expert who works with corporate clients to develop sales strategies and implement sales training programs which focus on cultivating a more client-focused environment that drive results in today’s marketplace.  Why are lead generation and prospecting so important? How do they complement each other in the sales process? Why is keeping your pipeline full so important? How does cultivating an awareness of needs lead to a higher close rate? Nick Kane—a Managing Partner at Janek Performance Group—shares his point of view in this episode of Sales Reinvented. Nick is a published author and sales performance expert. Don’t miss out on his expertise—listen now!

 

Outline of This Episode

  • [0:55] The difference between lead gen and prospecting
  • [1:44] Why are both important to sales?
  • [2:53] What Nick’s prospecting process looks like
  • [4:44] The 3 components that lead to successful prospecting
  • [7:42] Skills sales professionals need to develop
  • [9:24] Top 3 prospecting and lead generation dos and don’ts
  • [14:27] Prospecting in the life insurance industry

What Nick’s prospecting process looks like

Without prospecting and lead generation, Nick shares that you’ll struggle to generate new […]

By |2021-04-07T09:17:55-06:00April 7th, 2021|Sales Reinvented Podcast|0 Comments

Episode 239: Kendra Lee

Episode #239 – Kendra Lee

Lead Generation Dos and Don’ts

MEET

Kendra Lee

Kendra Lee is a prospect attraction authority, she is also the author of two books The Sales Magnet and Selling Against the Goal.  Kendra is passionate about helping SMB companies to get more customers. Sales training courses always seem to start with “You have a lead, now what?” People are left questioning “Where did I get the lead in the first place? Where do they miraculously come from?” It’s why Kendra Lee starts her process with lead generation. Generating leads and doing research gives you talking points—and something to be confident about when prospecting.

Kendra is passionate about helping SMB companies get more customers. Mastering lead generation and prospecting is a great starting point. Listen to this episode of Sales Reinvented for her insight into the lead generation and prospecting process!

 

Outline of This Episode

  • [1:01] Prospecting and lead generation
  • [1:32] Why are they important?
  • [2:33] Kendra’s ideal prospecting process
  • [5:05] Attributes + characteristics of a prospector
  • [6:26] Skills a salesperson should develop
  • [7:56] Top 3 prospecting dos and don’ts
  • [12:23] Drop-by prospecting in Washington D.C.

Kendra’s ideal prospecting process

Kendra starts her prospecting process with lead generation. Kendra is self-admittedly very shy about talking to new people, but she loves prospecting. Cold-calling on its own is […]

By |2021-03-31T09:03:22-06:00March 31st, 2021|Sales Reinvented Podcast|0 Comments

Episode 238: Mark Hunter

Episode #238 – Mark Hunter

Stop Over-Complicating Prospecting + Lead Generation

MEET

Mark Hunter

Mark Hunter is “The Sales Hunter”.  He is the author of two best-selling books, A Mind for Sales and High-Profit Prospecting.  Mark is recognized as one of the top 50 most influential sales and marketing experts globally. People love to overcomplicate sales and prospecting. Mark Hunter emphasizes that you aren’t trying to create world peace or discover the vaccine for COVID. It’s just a conversation. But it’s a task salespeople need to own up to—that many hate to do. Why? Because they overthink it. Learn some simple tactics to find success prospecting in this episode of Sales Reinvented!

Mark Hunter is “The Sales Hunter”. He is the author of two best-selling books, A Mind for Sales and High-Profit Prospecting. Mark is recognized as one of the top 50 most influential sales and marketing experts globally.

 

Outline of This Episode

  • [0:51] Prospecting + lead generation
  • [1:12] Why are they important?
  • [2:01] Mark’s prospecting process
  • [3:18] Attributes + Characteristics
  • [5:15] The top skills to develop
  • [6:26] Top 3 prospecting dos and don’ts
  • [8:33] Embrace the 58–2 technique

Don’t solely rely on marketing

Prospecting is going through the qualification process and deciding whether or not a lead can become a customer. You can’t […]

By |2021-03-24T09:16:55-06:00March 24th, 2021|Sales Reinvented Podcast|0 Comments

Episode 237: Chris Voss

Episode #237 – Chris Voss

Never Split the Difference

MEET

Chris Voss

Chris Voss is an author, a speaker and a former Lead FBI Negotiator.  He is widely regarded as the Worlds #1 Negotiation Coach.  His book, Never Split the Difference is a global best seller.  Chris is now the CEO and Founder of Black Swan Group which is a business coaching and consulting firm.  Chris is applying the principles learned from 24 years of hostage negotiation experience and turning the world of business negotiations on its head. In his book, “Never Split the Difference” Chris Voss set out to answer the question, “How do you make hostage negotiation principles work in the business world?” In this special episode exchange, Mark Raffan—the host of the Negotiations Ninja podcast—and Chris Voss discuss some of the principles from this book. Don’t miss it!

 

Outline of This Episode

  • [2:25] Chris’s background in FBI Crisis Negotiation
  • [3:55] Why you want a “no” over a “yes”
  • [6:57] The two human needs
  • [9:04] Chris’s late-night DJ voice
  • [12:42] Why you should never downplay empathy
  • [17:04] NEVER split the difference
  • [20:08] The fallacy of extreme anchoring
  • [21:55] How to use calibrated “How” questions
  • [23:21] “That’s right” versus “you’re right”
  • [25:20] In hindsight: Be assertive—but nice
  • [28:10] Don’t take yourself hostage

You want a “No” over a “Yes”

The prevailing theory […]

By |2021-03-17T10:07:13-06:00March 17th, 2021|Sales Reinvented Podcast|0 Comments

Episode 236: Justin Zappulla

Episode #236 – Justin Zappulla

A Great Prospector is Resilient in the Face of Challenges

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. Resilience. Resilience is the ability to recover quickly in the face of adversity. Resilience is an attribute or a characteristic that every salesperson must have—or learn. Why is it so important? How does it improve prospecting and lead you to become a better salesperson? In this episode of Sales Reinvented, Justin Zappulla shares how being resilient can positively impact your career. Don’t miss it!

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, which is considered one of the top authorities and thought leaders in sales training, sales strategy, and overall sales performance improvement.

 

Outline of This Episode

  • [0:57] How are lead generation and prospecting different?
  • [2:05] lead generation and prospecting fill your pipeline
  • [2:36] Justin’s lead gen and prospecting process
  • [4:42] Resiliency is a salesperson’s […]
By |2021-03-10T08:50:58-07:00March 10th, 2021|Sales Reinvented Podcast|0 Comments

Episode 235: Alice Heiman

Episode #235 – Alice Heiman

Curiosity About Your Prospects is What Closes Sales

MEET

Alice Heiman

According to Forbes.com, Alice Heiman is among the world’s leading experts on the complex sale. Founder of Alice Heiman, LLC she strategizes with CEOs and sales leadership to grow sales organizations and increase sales profitably. From prospecting to closing, she leads teams to find new business and grow existing accounts. Alice Heiman believes that curiosity is the #1 prospecting and lead generation skills that salespeople need to develop. Curiosity leads to research, which leads to understanding your prospect on a deeper level, which allows you to craft the right message. Alice shares all about her prospecting process in this episode of Sales Reinvented!

According to Forbes.com, Alice Heiman is among the world’s leading experts on the complex sale. Founder of Alice Heiman, LLC she strategizes with CEOs and sales leadership to grow sales organizations and increase sales profitably. From prospecting to closing, she leads teams to find new business and grow existing accounts.

 

Outline of This Episode

  • [1:00] Lead generation is global + prospecting is sales
  • [1:25] Why are lead generation and prospecting important?
  • [2:46] Why referrals are the way to go with marketing
  • [6:27] Curiosity is the #1 skill to develop
  • [9:50] Alice’s top 3 dos and don’ts
  • [12:41] Involve your team every step of the way

Alice’s #1 […]

By |2021-03-03T08:43:17-07:00March 3rd, 2021|Sales Reinvented Podcast|0 Comments

Episode 234: Tim Hughes

Episode #234 – Tim Hughes

How Tim Hughes Turns Social Selling On Its Head

MEET

Tim Hughes

Tim Hughes is universally recognised as the world leading pioneer and exponents of Social Selling and he is currently ranked Number 1 by Onalytica as the most influential social selling person in the world. He is also Co-Founder and CEO of DLA Ignite and co-author of the bestselling books “Social Selling – Techniques to Influence Buyers and Changemakers” and “Smarketing – How To Achieve Competitive Advantage through blended Sales and Marketing”.  Both published by Kogan Page. Tim Hughes is a firm believer that the world of selling is shifting towards social selling—but not how you think. Tim doesn’t believe in pushing your agenda on social. But he does believe in forming connections and having conversations. How does he craft his social media approach to lead to conversations? How do those conversations lead to sales? Listen to this episode of Sales Reinvented to hear Tim’s amazingly successful strategies.

Tim Hughes is an expert in social selling and is currently ranked #1 by Onalytica as THE most influential social selling person in the world. He is also Co-Founder and CEO of DLA Ignite and co-author of the bestselling books “Social Selling” and “

By |2021-02-24T08:31:57-07:00February 24th, 2021|Sales Reinvented Podcast|0 Comments

Episode 233: Connie Kadansky

Episode #233 – Connie Kadansky

Overcome Sales Call Reluctance to Prospect Successfully

MEET

Connie Kadansky

Connie Kadansky is the President of Exceptional Sales Performance, an international sales coaching practice.  She is a recognized expert in identifying and eliminating Sales Call Reluctance, the emotional hesitation to prospect and self-promote.  She sells the only assessment in the world that measures the 16 types of Sales Call Reluctance.   Most sales training organizations provide the Why, What and How. Connie coaches the “Who” that is integrating the Why, What and How.  Active integration is 80% of the success of a training/coaching program. Connie has been interviewed by the Wall Street Journal, Bloomberg Business, Investor’s Business Daily, Forbes and Inc. Magazines.  Prospecting and lead generation are the lifeblood of sales. You need a consistent flow of fresh prospects at all times to be successful. So you need qualified ideal prospects in your pipeline at all times. Prospecting requires human-to-human interaction, which often requires picking up the phone. Many salespeople see prospecting as a necessary evil and face heavy reluctance to the task at hand. Connie Kadansky strives to change salespeople’s mindsets and help them overcome sales call reluctance to find success.

Connie Kadansky is the President of Exceptional Sales Performance, an international sales coaching practice. She is a recognized expert in identifying and […]

By |2021-02-17T08:57:46-07:00February 17th, 2021|Sales Reinvented Podcast|0 Comments

Episode 232: Darryl Praill

Episode #232 – Darryl Praill

The Double Funnel Lead Generation Methodology

MEET

Darryl Praill

Darryl Praill is the Chief Revenue Officer at VanillaSoft, the industry’s most established Sales Engagement Platform. He is an accomplished award-winning marketer, a Sales World Top 50 Keynote speaker, a 2020 top 10 SaaS Branding Expert, a Top 19 B2B Marketer to Watch in 2019, a social media influencer, a category-leading podcaster, and a serial entrepreneur. Darryl has raised almost $100 million in venture capital, acquired, merged and taken companies public, been hired and fired, and worked for companies of all sizes. Historically speaking, lead generation was “throw stuff against the wall” and see what sticks. Now, inbound content marketing has taken the lead. You make great content, people read it and engage with it, they come to your site, and you nurture them through the funnel. But Darryl Praill—the Chief Revenue Officer at VanillaSoft—points out if that’s all you are doing, you’re missing half of the opportunity. Learn how he uses Gartner’s double funnel strategy in this episode of the Sales Reinvented podcast!

 

Outline of This Episode

  • [1:13] The difference between prospecting and lead generation
  • [2:48] Prospecting = becoming a better salesperson
  • [4:42] Darryl’s prospecting process: a two-funnel methodology
  • [8:54] The attributes of a great salesperson
  • [12:29] You must develop the skill of social-selling
  • [14:02] […]
By |2021-03-24T09:43:41-06:00February 10th, 2021|Sales Reinvented Podcast|0 Comments

Episode 231: Carole Mahoney

Episode #231 – Carole Mahoney

How Great Content Impacts the Sales Process

MEET

Carole Mahoney

Carole Mahoney has been called the “Sales Therapist” by a Harvard Business School professor. As the founder of Unbound Growth, she coaches Harvard Business School Entrepreneurial MBA students on sales, is a top 15 sales Influencer in 2020 by LinkedIn, a Woman to Watch in Sales by Sales Hacker, and a top sales coach by Ambition. According to Carole Mahoney, prospecting is one-on-one, high touch, quality communication, and outreach. Lead generation is more one-to-many, general messaging, and top of the funnel. If you want to be proactive and fill your funnel they’re both important. If you’re not prospecting you’re not going after your ideal customer. If you’re not engaging in lead generation you’re not educating, you’re not putting the word out there so people know how you are. But how you do both matters. That is why great content in all of your messaging matters. Carole Mahoney—the founder of Unbound Growth—shares her expertise in this episode of Sales Reinvented.

 

Outline of This Episode

  • [0:50] The difference between prospecting and lead gen
  • [1:28] Why both are important to the entire sales funnel
  • [2:03] Carole’s lead generation + prospecting process
  • [5:26] Attributes or characteristics of a great prospector
  • [8:23] Skills salespeople need to develop to succeed
  • [10:21] […]
By |2021-02-03T08:11:26-07:00February 3rd, 2021|Sales Reinvented Podcast|0 Comments
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