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Episode 280: Paula White

Episode #280 – Paula White

How Detailed Planning Can Empower Your Sales Territory Planning

MEET

Paula White

Paula White is a champion for stand-alone digital sales channels. Her passion for Digital Selling over 30 years has gained her experience in a variety of industries including travel, veterinary and health care. To you, is territory sales planning as simple as, “I’ve got a territory, so my main goal is grow the client base within my territory”? If so, this episode’s guest, Paula White, says you could be missing the practical details that will enable you to do just that. Paula is a returning guest on this episode of Sales Reinvented and provides a significant bit of insight into how intentional and detailed planning, broken down into bite-sized pieces can help you grow sales volume within your territory.

 

Outline of This Episode

  • [0:19] Paula White: Champion of stand-alone digital sales channels
  • [0:43] The underrated activity of territory sales planning
  • [1:18] How planning fits into day to day activity and the benefits of doing so
  • [3:28] Intentionality includes a “leave-behind”
  • [5:11] The power of a 30, 60, 90 day plan for every salesperson
  • [6:05] A summary of Paula’s quarterly plan, broken down into 30, 60, 90 day intervals
  • [6:55] Paula’s top 3 territorial planning DOs and DON’Ts
  • [9:22] Lesson-Learned: A favorite territory planning story from Paula

Paula’s number one […]

By |2022-01-12T08:09:49-07:00January 12th, 2022|Sales Reinvented Podcast|0 Comments

Episode 279: Brynne Tillman

Episode #279 -Brynne Tillman

Effective Sales Territory Planning For Sales Managers

MEET

Brynne Tillman

Brynne Tillman is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade she has been teaching Entrepreneurs, sales teams and business leaders how to leverage LinkedIn for social selling. As a former sales trainer and personal producer, Brynne adopted all of the traditional sales techniques and adapted them to the new digital world. She guides professionals to establish a thought leader and subject matter expert brand, find and engage the right targeted market, and leverage clients and networking partners for warm introductions into qualified buyers. In addition, Brynne is the Co-host of the Making Sales Social podcast and author of The LinkedIn Sales Playbook, a Tactical Guide to Social Selling.  If you are a sales leader, how do you go about planning your organization’s sales territory approach? Whether you’re dealing with geographic territories or industry niches and companies within those niches, you need to use every resource available within your team to establish your territories wisely. Brynne Tillman has a wealth of insight into this sort of planning and specializes in using LinkedIn to find the best territorial fit between the target territory and the sales professionals on your team. Listen to this episode to get all the details from Brynne’s experience.

 

Outline of […]

By |2022-01-05T08:01:17-07:00January 5th, 2022|Sales Reinvented Podcast|0 Comments

Episode 278: Julie Hansen

Episode #278 – Julie Hansen

How Acting Skills can Improve Your Virtual Selling Capabilities

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. When salespeople were forced to switch from face-to-face selling to virtual selling, they were forced to learn a different medium of communication. What you used to be able to communicate with your face, body language, energy, etc. has to be squeezed into a small square on a computer screen. Your customer doesn’t have the context of face-to-face. It requires learning new skills. In this episode of Sales Reinvented, Julie Hansen shares how acting skills can benefit a salesperson and help them succeed in this virtual reality we now live in.

Outline of This Episode

  • [0:43] The difference between selling face-to-face and selling virtually
  • [2:38] How businesses can improve virtual selling
  • [4:47] Julie’s virtual selling blueprint
  • [6:54] Attributes + characteristics that make a great virtual seller
  • [9:34] Tools, techniques, and strategies to improve virtual sales
  • [11:55] Julie’s virtual selling dos and virtual selling don’ts
  • [16:07] Get the virtual training you need to succeed in your role

The difference between selling face-to-face and selling virtually

Julie has a background in acting. Most actors/actresses start their […]

By |2021-12-29T08:07:06-07:00December 29th, 2021|Sales Reinvented Podcast|0 Comments

Episode 277: Walker McKay

Episode #277 – Walker McKay

Actions, Attitude, and Approach = Digital Improvement

MEET

Walker McKay

Walker McKay is the principal and founder of McKay Consulting Group, an outsourced sales and business development consulting firm.  He believes in the power of intentional transformation. He believes everyone is capable of dramatic improvement in business and life if they are committed and know the steps to take. He guides people in taking those steps. According to Walker McKay, a salesperson’s actions, attitude, and approach can lead to digital improvements. What should those actions look like? What characteristics do you need to embrace? What approaches are successful? Walker McKay answers these questions—and more—in this episode of Sales Reinvented.

Outline of This Episode

  • [0:53] The difference between digital and social selling
  • [2:07] Improve digital selling with your actions, attitude, and approach
  • [3:37] Walker’s ideal digital selling blueprint
  • [5:26] The attributes or characteristics of a great digital seller
  • [7:27] Tools, techniques, or strategies to improve digital sales
  • [8:42] Top 3 digital selling dos and top 3 digital selling don’ts
  • [11:04] Digital selling opens up a whole new world

Actions, attitude, and approach = digital improvement

Digital selling is important because it’s nearly impossible to get face-to-face with people anymore. People are working from home and you can’t just show up at their “office.” So you have to find other ways […]

By |2021-12-22T07:48:22-07:00December 22nd, 2021|Sales Reinvented Podcast|0 Comments

Episode 276: Liz Heiman

Episode #276 – Liz Heiman

Liz Heiman’s 4 Cs of Selling

MEET

Liz Heiman

Liz Heiman is a national sales expert and the founder and CEO of Regarding Sales, LLC. Her firm focuses on building B2B Sales Operating Systems that drive extraordinary growth.  A digital sales strategy can include social selling, video communication, and great content as a mechanism to communicate with a prospect. Whether selling digitally or in person, Liz Heiman believes that every successful seller models the 4Cs of selling. What are these characteristics? Listen to this episode of Sales Reinvented to learn more!

Outline of This Episode

  • [0:43] The difference between digital and social selling
  • [1:55] How to improve your digital sales
  • [3:42] Liz’s digital selling blueprint
  • [5:46] The attributes/characteristics
  • [7:22] Tools, techniques, and strategies to improve
  • [8:33] Top 3 digital selling dos and don’ts
  • [10:13] Be creative, curious, and compassionate

How to improve your digital sales

Liz emphasizes that good selling is good selling whether it’s digital or in-person. You can’t get away with bad habits anymore because digital noise has become so loud. Just “checking in” isn’t effective. You need to be heard through the noise. If you’re going to be a good seller, you need to understand who you’re selling to and what matters to them. Then you need to have a valid business reason for interacting with them. […]

By |2021-12-15T07:51:57-07:00December 15th, 2021|Sales Reinvented Podcast|0 Comments

Episode 275: Tom Pisello

Episode #275 – Tom Pisello

Identify and Overcome Your Gaps To Succeed with Virtual Selling

MEET

Tom Pisello

Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur. He’s well known from his videos, blog, and newsletter as “The ROI Guy.” He is the Founder of the Evolved Selling Institute and currently Chief Evangelist for Mediafly. Salespeople are still struggling to adapt to all of the changes that the Covid pandemic has brought about. Virtual selling is still largely at play, with some in-person interaction still sprinkled in. Tom Pisello believes that to adapt, you need to become laser-focused on helping prospects become aware of and solve their problems. To do that, you have to identify your own struggles to become more effective. Tom shares insight into this process in this episode of Sales Reinvented!

Outline of This Episode

  • [0:49] The difference between digital and social selling
  • [3:21] How to succeed with virtual selling
  • [9:32] Tom’s virtual selling strategies
  • [10:59] Attributes and characteristics of a great seller
  • [12:04] Tools, techniques, or strategies to improve virtual sales
  • [14:15] Top 3 virtual selling dos and don’ts
  • [15:17] Foster engagement in virtual sales presentations

How to succeed with virtual selling: identify your gaps

Sellers are frustrated with how much longer purchasing decisions are taking […]

By |2021-12-08T07:54:35-07:00December 8th, 2021|Sales Reinvented Podcast|0 Comments

Episode 274: Lori Richardson

Episode #274 – Lori Richardson

Why Your Mode of Communication Matters in Digital Sales

MEET

Lori Richardson

Lori Richardson is a world-renowned women in sales advocate, author of  “She Sells,” and founder/CEO of Score More Sales, a sales strategy firm.  Digital selling encompasses a variety of different communication channels. Whether it’s via social media, texting, email, or video, a great digital seller has to be agile and willing to use whatever medium their prospects and customers prefer. Why is that so important? Lori Richardson shares her thoughts in this episode of Sales Reinvented!

Outline of This Episode

  • [0:40] The difference between digital and social selling
  • [1:56] How to improve digital selling
  • [2:40] Lori’s digital selling mindset
  • [3:46] Attributes of a great digital seller
  • [5:01] Tools, techniques, and strategies
  • [6:35] Top 3 digital selling dos and don’ts
  • [9:42] Communicate how your prospect prefers

Attributes of a great digital seller

You have to be able to prospect digitally. You need to do value proposition work. You need to be able to connect well with people. Then you need to build your communication skills and tools to have ongoing conversations to build trust with your buyer. You must help them with services you offer—or don’t. You want to help them in any way you can, even if it means referring a prospect to someone else.

Lori believes there are […]

By |2021-12-01T08:32:09-07:00December 1st, 2021|Sales Reinvented Podcast|0 Comments

Episode 273: Subhanjan Sarkar

Episode #273 – Subhanjar Sarkar

Engagement Must Start Early in the Buyer’s Journey

MEET

Subhanjan Sarkar

Subhanjan is the Founder of Pitch.Link, a Buyer Seller Outcome Enablement Platform. He is a podcaster, writer and was the host of the first technology show on TV in India. He holds 3 US patents. Gartner’s research has shown that buyers complete 57–80% of their buying journey digitally well before they even talk to a salesperson. That’s why—according to Subhanjan Sarkar—you have to find a way to engage with your buyers before they become a lead. How do you accomplish that? Subhanjan shares some thoughts in this episode of Sales Reinvented!

Outline of This Episode

  • [0:55] The difference between digital and social selling
  • [2:35] How can you influence the customer in their buyer journey?
  • [4:51] Subhanjan’s ideal digital selling strategy
  • [7:04] 5 attributes of a great digital seller
  • [8:29] Tools + techniques + strategies to improve
  • [11:33] Top 3 digital selling dos and digital selling don’ts
  • [13:48] A genuine interest in the customer’s benefit is key

How can you influence the customer in their buyer journey?

Gartner’s research shows that about 17% of a buyer’s journey is spent between multiple vendors. You may only have 2–3% of their entire journey dedicated to you. So you need to find a way into the 57–80% of the journey that the buyer experiences independently. […]

By |2021-11-24T08:24:15-07:00November 24th, 2021|Sales Reinvented Podcast|0 Comments

Episode 272: Kendra Lee

Episode #272 – Kendra Lee

Be on the Leading Edge of Technology

MEET

Kendra Lee

Kendra Lee is author of The Sales Magnet and founder of KLA Group, a sales and marketing agency that takes the mystery out of growth for small and medium companies. Kendra believes the way we sell has changed forever. Now, we have a whole new way we can work with people that we can layer onto traditional selling. You don’t have to get on a plane or drive to meet a prospective customer—you can still connect with people digitally. Digital selling allows you to meet with more people and connect with them in bite-size pieces.

Plus, if you’re going to be successful with selling, you need to try new things. Kendra points out that you should have been selling digitally before the pandemic hit. The pandemic should have just accelerated your current strategy.

Outline of This Episode

  • [1:03] The difference between digital and social selling
  • [1:41] How to improve digital selling capabilities
  • [3:11] The perfect digital selling strategy
  • [5:02] Attributes and characteristics of a great digital seller
  • [6:33] Continued communication is key
  • [8:05] Kendra’s top 3 digital selling dos and don’ts
  • [11:13] Be on the leading edge of technology

Attributes and characteristics of a great digital seller

They can be trained on a CRM, how to use LinkedIn, […]

By |2021-11-17T07:42:44-07:00November 17th, 2021|Sales Reinvented Podcast|0 Comments
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