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Episode 200: Dr. Daniel Shapiro

Episode #200 – Dr. Daniel Shapiro

Why Successful Negotiations Hinge on Relationship Building

MEET

Dr. Daniel Shapiro

Dr. Daniel Shapiro is a world-renowned expert on negotiation.  Named one of the top 15 professors at Harvard, he founded and directs the Harvard International Negotiation Program, consults regularly for government leaders and Fortune 500 companies, and has advised everyone from hostage negotiators to families in crisis, disputing CEOs to clashing heads of state. He is also the author of two best selling books: Negotiating the Nonnegotiable and Building Agreement: Using Emotions As You Negotiate.

Relationship building is an important aspect of the negotiation process, according to Dr. Daniel Shapiro. Whether you’re negotiating with a prospective customer, negotiating with a spouse, or negotiating with another country—it all hinges on the ability to build a relationship. In this episode of Sales Reinvented, we talk about building relationships, attributes of a great negotiator, top 3 negotiation dos and don’ts, and much more. Don’t miss this one!

Dr. Daniel Shapiro is a world-renowned expert on negotiation and middle-east politics. He was the US ambassador to Israel from 2011–2017. He also founded and currently directs the Harvard International Negotiation Program. Dan consults regularly for government leaders and Fortune 500 companies and has advised everyone from hostage negotiators to families in crisis, disputing CEOs to clashing heads of state. He is also the author of […]

By |2020-06-30T20:11:21-06:00July 1st, 2020|Sales Reinvented Podcast|0 Comments

Episode 199: Nicole Soames

Episode #199 – Nicole Soames

Salespeople Must Embrace the Negotiation Conversation

MEET

Nicole Soames

Nicole Soames is a best-selling author, highly qualified coach and an emotional intelligence practitioner. In 2009 she founded Diadem after over a decade working in senior commercial roles at companies including Unilever. Nicole has helped transform thousands of people into commercial athletes in sales, negotiation, coaching, leadership and management.

Do you view negotiation as a conversation? Or a battle with clear winners and losers? Nicole Soames joins me in this episode of Sales Reinvented to start the conversation surrounding negotiation—and reveal why so many of the mindsets salespeople have regarding negotiation are faulty. She shares common misunderstandings, how to prepare for a negotiation, and much more.

Nicole Soames is the CEO & Founder of Diadem Performance, a commercial skills training and coaching company. She is passionate about applying emotional intelligence to negotiation conversations. Nicole is a best-selling author and sought after coach whose savvy advice is revealed in this episode of Sales Reinvented. Be sure to listen!

 

Outline of This Episode

  • [0:49] Nicole’s definition of negotiation
  • [1:07] Negotiation is a conversation
  • [2:52] Why salespeople don’t like to negotiate
  • [5:46] Negotiation isn’t a process—but a conversation
  • [8:04] Emotional intelligence is the #1 attribute you must possess
  • [9:56] There are no shortcuts: negotiation preparation is key
  • [11:43] Nicole’s top 3 negotiation dos and don’ts
  • [13:24] […]
By |2020-06-24T06:18:17-06:00June 24th, 2020|Sales Reinvented Podcast|0 Comments

Episode 198: Keld Jensen

Episode #198 – Keld Jensen

The Importance of a Collaborative Negotiation

MEET

Keld Jensen

Keld Jensen is a true globetrotter of the world with American/Danish citizenship working globally visiting more than 30 countries every year, helping organizations, companies and governments on changing their mindset on negotiations. He is an award winning author of more than 24 books and the founder of the SMARTnership Negotiation, which is the worlds most awarded negotiations strategy.

Keld Jensen—today’s guest on the Sales Reinvented podcast—feels that many businesses struggle with the negotiation process because they aren’t focused on a collaborative negotiation. Unfortunately, they embrace the mindset of ‘needing to win’ at all costs and focus on squashing the competition. Keld shares WHY this is the wrong mindset to embrace and what a collaborative negotiation should look like. Don’t miss it!

Keld Jensen has over 30 years of experience in negotiation. He is the founder of the SMARTnership negotiation strategy—THE most awarded collaborative negotiation strategy in the world. Keld has written and published 24 books in 36 countries. He runs a consulting and training organization that works with governments and businesses around the world to change how they engage in negotiations. Don’t miss his years of expertise—listen to this episode now!

 

Outline of This Episode

  • [0:52] Keld Jensen weighs in on negotiation
  • [1:37] Revenue can only be created with negotiation
  • [2:30] Salespeople can […]
By |2020-06-01T10:45:56-06:00June 17th, 2020|Sales Reinvented Podcast|0 Comments

Episode 197: Sonia Dumas

Episode #197 – Sonia Dumas

How ‘Buying Personalities’ Influence the Negotiation Process

MEET

Sonia Dumas

Sonia Dumas is The Financial Sales Expert on The Sales Expert Channel and a must-follow influencer on LinkedIn that positions entrepreneurs to grow their income anytime using sales personality science and cryptocurrency investing strategies.

How ‘Buying Personalities’ Influence the Negotiation Process with Sonia Dumas, Ep #197

Are you aware of how buying personalities influence the negotiation process? And that each different personality changes the direction of your negotiation process? In this episode of the Sales Reinvented Podcast, Sonia Dumas joins me to talk about how buying personalities influence negotiations.

Sonia Dumas is the Financial Sales Expert with The Sales Experts Channel, a Cryptocurrency Strategist, and a Certified & Licensed B.A.N.K® Trainer. Sonia emphasizes the importance of understanding buying personalities and personality science in the sales negotiation process. Don’t miss her unique insight!

 

Outline of This Episode

  • [1:06] Sonia’s definition of negotiation
  • [2:07] Why is mastering negotiation important?
  • [3:06] The reasons WHY salespeople hate negotiation
  • [4:39] Sonia’s negotiation process: determining buying personalities
  • [9:24] The attributes a skilled negotiator must embrace
  • [10:28] Sonia’s simple 5-step negotiation process
  • [11:25] How to determine a prospect’s buying code
  • [13:07] Top 3 negotiation dos and don’ts
  • [15:38] Sonia’s favorite negotiation story

Why we should change the word ‘Sales’ to ‘Influence’

Salespeople don’t love negotiation because they have to do elevator […]

By |2020-06-01T09:33:24-06:00June 10th, 2020|Sales Reinvented Podcast|0 Comments

Episode 196: Scott Chepow

Episode #196 – Scott Chepow

Negotiation Preparation is THE Key to Success

MEET

Scott Chepow

Scott Chepow is a seasoned leader, with over 20 years of sales and negotiation experience. He currently leads Engagement Strategy for The Gap Partnership across North America and works with some of the world’s largest organizations to help them create incremental value through negotiation.

Negotiation preparation contributes to 90% of the success of a negotiation, according to Scott Chepow, today’s guest on the Sales Reinvented Podcast. The better prepared you are before the negotiation commences, the smoother the process will be, and the likelihood of a successful outcome is far higher. To hear more of Scott’s thoughts on negotiation, listen to the whole episode!

Scott Chepow is the Senior Vice President of Engagement Strategy for The Gap Partnership in North America. He works with some of the world’s largest organizations to help them create incremental value through negotiation. His 20+ years of experience in the industry is a welcome addition to this podcast. Don’t miss his take on the negotiation process!

 

Outline of This Episode

  • [0:46] What is negotiation?
  • [1:35] Why is negotiation important in business?
  • [2:23] Why don’t salespeople like to negotiate
  • [3:30] Scott’s negotiation preparation process
  • [5:20] The attributes that make a great sales negotiator
  • [6:23] Tools + tactics + strategies Scott implements
  • [9:07] Scott’s top 3 negotiation dos and […]
By |2020-06-01T09:33:13-06:00June 3rd, 2020|Sales Reinvented Podcast|0 Comments

Episode 195: Bob Apollo

Episode #195 – Bob Apollo

Develop Self-Awareness as the Foundation of Productivity

MEET

Bob Apollo

Bob Apollo is the founder of the UK-based sales effectiveness consultancy Inflexion-Point. Bob is a founding contributor to the International Journal of Sales Transformation, a fellow of the Association of Professional Sales and a member of the Sales Experts Channel. Bob has a particular focus on building scalable sales organizations in complex B2B sales environments.

Do you possess an adequate level of self-awareness? Can you accurately pinpoint where you are weak or could use improvement? Today’s guest on the podcast, Bob Apollo, believes that you must be self-aware to grow and improve—and become more productive. Listen to this episode for an in-depth analysis of productivity and what can help set you apart in the sales world.

Bob founded Inflexion-Point—a UK-based B2B sales effectiveness consultant group—15 years ago and has a strong global footprint. He is an advocate for creating customer-value throughout every transaction. As an expert in the industry, we are fortunate to have him share that expertise in this episode of Sales Reinvented.

 

Outline of This Episode

  • [0:52] Bob’s definition of productivity
  • [1:44] Why aren’t salespeople productive?
  • [2:45] Develop a level of self-awareness
  • [4:10] Attributes of a productive salesperson
  • [5:22] Lobby for a more effective CRM
  • [8:05] Top 3 Productivity dos and top 3 don’ts
  • [17:20] A productivity challenge Bob […]
By |2020-06-01T09:32:58-06:00May 27th, 2020|Sales Reinvented Podcast|0 Comments

Episode 194: Mark Sellers

Episode #194 – Mark Sellers

Is Time Management the Key to Productivity?

MEET

Mark Sellers

Mark Sellers founded Breakthrough Sales Performance, a sales training, executive coaching and consulting firm, 23 years ago.  He’s the author of two books on selling, The Funnel Principle and Blindspots: The Hidden Killer of Sales Coaching.  He is a pioneer in customer buying journey models for selling.  Over 120 global sales teams have implemented his BuyCycle Funnel model.

Time management is something most people struggle with and salespeople are no exception. It can have a huge impact on productivity—so how do you manage your time effectively? How do you become more efficient and productive in the time that you do have? Mark Sellers joins Paul in this episode to share his take—don’t miss it!

Mark Sellers is the Managing Partner and Founder of Breakthrough Sales Performance—which has been operating for 24 years. He is the author of two books, ‘The Funnel Principle’ and ‘Blindspots: The Hidden Killer of Sales Coaching’. He is an executive coach who consults with small to medium-sized businesses to help them improve their sales. Listen to this episode of Sales Reinvented for his insights on productivity.

 

Outline of This Episode

  • [0:59] Mark’s definition of productivity
  • [1:57] Salespeople need to focus on efficiency
  • [3:09] Focus on what is measurable
  • [6:41] Tactics to improve productivity
  • [9:36] What attributes or characteristics should a salesperson […]
By |2020-06-01T09:32:47-06:00May 20th, 2020|Sales Reinvented Podcast|0 Comments

Episode 193: Steve Hall

Episode #193 – Steve Hall

Focus on a Customer-Centric Culture to Become More Productive

MEET

Steve Hall

Steve Hall is Managing Director of Executive Sales Coaching Australia and is recognized as Australia’s leading authority on Selling at C level. He is a member of the Sales Experts Channel and has been a finalist in several categories in the Top Sales World Awards.

According to Steve Hall, a customer-centric culture boosts productivity because you are able to focus on the right things. It isn’t about you, your sales goals, or your product—but about connecting with and understanding your customers and offering them something of value.

Steve is a “C” level sales expert, a member of the Sales Experts Channel, and the Managing Director at Executive Sales Coaching in Sydney, Australia. He likes to categorize himself as a corporate storyteller who can help companies craft a compelling narrative. Don’t miss this engaging episode of Sales Reinvented!

 

Outline of This Episode

  • [0:49] What is productivity?
  • [1:50] A lack of productivity is an organizational issue
  • [3:25] How to improve productivity
  • [5:07] Attributes of a productive salesperson
  • [6:53] Tools or processes to aid productivity
  • [7:57] Top 4 productivity dos and don’ts
  • [10:35] Steve’s favorite productivity story

A lack of productivity is an organizational issue

Sales professionals are judged by their results. They need the ability to achieve more with the same or less effort […]

By |2020-06-01T09:27:22-06:00May 13th, 2020|Sales Reinvented Podcast|0 Comments

Episode 192: Ian Moyse

Episode #192 – Ian Moyse

When Being Productive Means NOT Closing the Deal

MEET

Ian Moyse

Ian Moyse is EMEA Sales Director at Salesforce cloud telephony provider Natterbox and is widely known as a cloud Social influencer. As a sales leader Ian speaks often also on Sales Leadership, Social Selling and Personal Branding. Ian was has been awarded the prestigious UK Sales Director of the year award from BESMA, was listed as one of the top 50 Sales Speakers in 2019 by Top Sales World and is a panelist on the Sales Experts Channel.

Salespeople are taught that it’s all about closing the deal. That it’s all about connecting with prospects and pushing them down the sales funnel. Today’s guest, Ian Moyse, points out that spending time on closing the deal may not always be in your best interest. Listen to this episode of Sales Reinvented to find out why.

Ian Moyse is the EMEA Sales Director at Natterbox and an expert in telephony. He is known as a cloud social influencer. Thinkers360 recognized him as one of the top 100 #B2B Thought Leader and Influencers to Follow in 2020. He’s also a panelist on the sales expert channel, was awarded the prestigious UK Sales Director of the year award, and is one of the top sales experts.

 

Outline of This Episode

  • [1:04] Ian’s definition of productivity
  • […]

By |2020-06-01T09:29:22-06:00May 6th, 2020|Sales Reinvented Podcast|0 Comments

Episode 191: Darryl Praill

Episode #191 – Darryl Praill

Sales Engagement is a Key Driver of Productivity

MEET

Darryl Praill

Darryl Praill is the Chief Marketing Officer at VanillaSoft, an accomplished marketer, a Sales World Top 50 speaker, and a Top 19 B2B Marketer to Watch in 2019. Darryl has raised almost $100,000,000 in capital, acquired, merged and taken companies public, been hired and fired, and loves what he does.

Better sales engagement is what drives sales, but many salespeople are fumbling with the concept. Sales engagement platforms give you the confidence to follow-up with leads and help guide your conversations with prospects. Many salespeople aren’t utilizing a sales engagement platform—but according to today’s guest, Darryl Praill, it’s absolutely necessary.

Darryl Praill is the Chief Marketing Officer of VanillaSoft and is a marketing executive with over 25 years of experience in the industry. He excels with B2B marketing, is passionate about mentoring, and loves viewing obstacles as challenges. Listen to this episode for his rapid-fire advice.

 

Outline of This Episode

  • [0:53] What is productivity?
  • [2:00] Why aren’t salespeople productive?
  • [2:49] Steps to improve productivity
  • [4:16] The 5 attributes of a productive salesperson
  • [6:27] Use a sales engagement software
  • [8:03] Top 3 productivity dos and don’ts
  • [10:24] Darryl’s favorite productivity story
  • [12:15] BONUS: Pitch-slapped

How to improve productivity

According to Darryl, productivity is doing what you say you’re going to do, in the timelines […]

By |2020-06-01T09:29:32-06:00April 29th, 2020|Sales Reinvented Podcast|0 Comments
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