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Episode 196: Scott Chepow

Episode #196 – Scott Chepow

Negotiation Preparation is THE Key to Success


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


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?


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


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


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


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

Episode 190: Joanne Black

Episode #190 – Joanne Black

Leveraging Referrals Positively Impacts Productivity


Joanne Black

Joanne Black is America’s leading authority on referral selling, a sales contrarian, and the author of No More Cold Calling and Pick Up the Damn Phone! She works with sales organizations to build a referral culture, ensure a qualified pipe, and get the one-call meeting. Referrals work whether you’re looking for a job, looking for a client, or looking for a date.

Staying productive is an ever-evolving problem as a sales professional—but leveraging the power of referrals could help. Salespeople wear many hats: they prospect, write proposals, work with internal teams, handle customers, and more. Utilizing any tactic to help smooth the process can be a game-changer. In this episode of Sales Reinvented, Joanne Black joins Paul to share her take.

Joanne Black founded No More Cold Calling 23 years ago and has been helping sales leaders drive revenue for their teams ever since. She is a referral consultant, speaker, and author of multiple books on sales. Her goal is to help sales professionals ensure qualified pipeline leads and shorten prospecting time and increase close rate.


Outline of This Episode

  • [0:19] Joanne Black joins Paul!
  • [054] What is productivity?
  • [2:00] Salespeople need to focus on discipline
  • [3:43] Do what’s closest to cash every day
  • [5:55] Attributes of a productive salesperson
  • [7:13] Joanne’s #1 recommendation
  • […]

By |2020-06-01T09:29:42-06:00April 22nd, 2020|Sales Reinvented Podcast|0 Comments

Episode 189: Anthony Solimini

Episode #189 – Anthony Solimini

A Productive Salesperson Must Have Excellent Communication Skills


Anthony Solimini

Anthony Solimini is the CTO and Founder of AGS Training based in Phoenix, Arizona. He has trained thousands of sellers, sales managers, leaders, and professionals across the globe and personally have over 28 years sales experience in Financial Services and sales leadership. He was the Master Franchise owner of Sandler Training in Asia Pacific for over 7 years, and has authored two books on the topic of sales and sales management, both of which deal with the importance of building “Trust, Comfort and Confidence” with your prospects and clients!

Communication skills are necessary across all job fields, but Anthony Solimini adamantly emphasizes its usefulness in sales. You must be able to connect with prospects on a relational level. You need to effectively communicate the desired outcome of meetings. Above all, a salesperson must be able to ask for the sale. The foundation of a sales professional’s job must be excellent communication skills. According to Anthony, it separates the winners from the “averagers”.

Anthony Solimini has worked internationally in London, Singapore, Bangkok, and Hong Kong in banking and sales. He is currently the Business Development Advisor at CSI Financial Group and starting his own training business—AGS training. He is the author of multiple books on sales and enjoys putting his comedic skills to good […]

By |2020-06-01T09:30:02-06:00April 15th, 2020|Sales Reinvented Podcast|0 Comments

Episode 188: Kristie Jones

Episode #188 – Kristie Jones

How Accountability Impacts Productivity


Kristie Jones

Kristie Jones is the go-to expert for SaaS Founders wanting to build or scale their Sales and Customer Success teams. After 15+ years as a sales leader in the SaaS space, she founded Sales Acceleration Group in 2016 to help other SaaS companies build, grow, and scale their Sales and Customer Success teams to increase revenue, reduce churn, and scale more quickly. Her willingness to get her hands dirty and her “take no prisoners” approach when helping companies with everything from sales process and strategy to hiring and training Sales and Customer Success Reps. is what makes her so valuable to her clients.

It’s a day and age where accountability is key to obtaining results, but seldom put into play. According to Kristie Jones, productivity is the ability to identify and execute on tasks that will result in providing the highest value outcome from that task. But you must hold yourself accountable to the goals you’ve set—and the quotas your company sets. Kristie joins Paul to share her thoughts on how sales professionals can become more effective in their roles.

Kristie has over 15 years of experience in SaaS management with expertise in training and coaching. In 2016 she founded the Sales Acceleration Group, which specializes in helping small and mid-size businesses increase their revenue. Kristie […]

By |2020-06-01T09:30:45-06:00April 8th, 2020|Sales Reinvented Podcast|0 Comments

Episode 187: Lisa Leitch

Episode #187 – Lisa Leitch

Productivity Begins with Proactive Prospecting


Lisa Leitch

Lisa Leitch is a Sales Strategist, Speaker & Coach who helps sales leaders & their sales teams to “Be Strategic, Be Proactive and Be Brave to grow their sales.  Lisa is the first female to hold the dual CSP Designation of Certified Sales Professional and Certified Speaker Professional.

Today’s guest, Lisa Leitch, believes that proactive prospecting is key to productivity as a salesperson. It takes discipline, rigor, and drive to achieve results. It’s important to learn to be efficient and get into a rhythm. In this episode of Sales Reinvented, Lisa shares her take on productivity and a few key strategies that can help you become a more productive sales professional.

Lisa is the President and Sales Strategist of Teneo Results. She’s been a sales and training coach for over 15 years and worked with thousands of salespeople in over 250 different companies. Her mantra is “Be strategic. Be Proactive. Be Brave”. She brings years of experience in the sales world to this episode—don’t miss it!


Outline of This Episode

  • [0:53] Lisa’s definition of productivity and its importance
  • [1:56] Why aren’t salespeople as productive as they could be?
  • [2:58] Steps to improve day-to-day productivity?
  • [4:30] What are the attributes of a productive salesperson?
  • [6:10] Lisa’s foolproof strategies to improve productivity
  • [11:58] Lisa’s favorite productivity story

Don’t […]

By |2020-06-01T09:30:33-06:00April 1st, 2020|Sales Reinvented Podcast|0 Comments
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