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Episode 253: Janice B Gordon

Episode #253 – Janice B Gordon

7 Strategies to Supercharge Your Social Selling Effectiveness


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


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


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


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


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


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


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

Episode 246: Steve Hall

Episode #246 – Steve Hall

Why Consistent Prospecting is Worth the Effort


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. Prospecting—though every salesperson hates to admit it—is the necessary evil in any business. You have to prospect to get leads in your funnel to nurture them through the process. But how you do it matters. That’s what Steve Hall—the Managing Director of Executive Sales Coaching Australia—emphasizes in this episode of Sales Reinvented. Don’t miss it!


Outline of This Episode

  • [0:48] Is it a matter of semantics?
  • [1:17] Why are they important?
  • [2:52] Steve’s ideal prospecting process
  • [5:52] Attributes a salesperson needs
  • [7:05] Skills for salespeople to develop
  • [7:46] Top 3 prospecting dos and don’ts
  • [10:20] Persistence and resilience are powerful

Is it a matter of semantics?

Prospecting and lead generation: They’re just labels, according to Steve. Prospecting is identifying potential customers who may have a need that you can supply and can afford to pay for it. Lead generation is looking for people in the middle of the buying process looking to buy.

In Steve’s opinion, prospecting is more important. You […]

By |2021-05-19T08:35:42-06:00May 19th, 2021|Sales Reinvented Podcast|0 Comments

Episode 245: Mark Sellers

Episode #245 – Mark Sellers

Salespeople Need to Be Hungry


Mark Sellers

Mark Sellers is a sales trainer, executive coach and consultant with 24 years of primarily helping companies with revenue ranging from $25M to $500M.  In 2000, he created the BuyCycle Funnel™, a game-changing sales model that aligns selling activities to the customer’s buying journey.  Mark’s first book, The Funnel Principle was called “revolutionary” by Selling Power magazine.  Over 120 sales teams in 19 countries have implemented The Funnel Principle Selling System™.  Mark’s second book, Blindspots: The Hidden Killer of Sales Coaching, was named by Selling Power magazine a Highly Recommended Book to Read.  Mark’s company sells its training and coaching services through a network of agents around the world. Do you want to achieve your quota? Do you want to make more money? Salespeople need to be hungry, according to Mark Sellers—The Founder and Managing Partner of Breakthrough Sales Performance. You’re asking people to open doors—and they won’t all open. But there are a few things you can do to achieve more success with prospecting and lead generation. Listen to this episode of Sales Reinvented to learn more!


Outline of This Episode

  • [1:24] How are these two activities different?
  • [2:19] Why lead gen and […]
By |2021-05-12T09:29:09-06:00May 12th, 2021|Sales Reinvented Podcast|0 Comments
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