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Episode 186: Mark Hunter

Episode #186 – Mark Hunter

Productivity is Defined by the Outcomes Achieved


Mark Hunter

Mark Hunter is an author, speaker, trainer and consultant in the field of sales.  He authored the best selling books, ‘High Profit Selling’ and ‘High Profit Prospecting’ and his NEW book A Mind for Sales is sure to be one of the best selling sales books of 2020.  As well as being a multi-award winning sales blogger and social media marketer, Mark was also one of the founders of Outbound which has quickly become one of the must-attend sales conferences in the world. Mark is arguably one of the greatest sales minds of our time.  He is the ‘Sales Hunter’.

Mark Hunter believes that productivity is best defined by the incremental value you provide customers as you help them achieve outcomes. It isn’t about being busy or crossing items off of a to-do list. It is about providing value. What does that look like? How does a salesperson accomplish it? Learn more in this episode of SaleReinvented!

Mark—known as the ‘Sales Hunter’—is arguably one of the greatest minds in the world of sales. He is an accomplished speaker, consultant, and author of multiple best-selling books. With an astounding 30+ years of sales leadership experience, he repeatedly helps companies find and retain better prospects. Paul picks his brain in this episode—don’t miss it!


Outline […]

By |2020-06-01T09:31:12-06:00March 25th, 2020|Sales Reinvented Podcast|0 Comments

Episode 185: Jeff Bajorek

Episode #185 – Jeff Bajorek

Reinvent Your Definition of Productivity


Jeff Bajorek

Jeff Bajorek is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast, and a panelist on The Sales Experts Channel. He wants to make you ‘Rethink The Way You Sell’ so you can sell more.

Is your definition of productivity truly working for you? Are you stuck in an endless loop of activities? If you’re treading water and seem incapable of completing the sales activities you need to, it’s time to redefine what productivity means to you. Jeff Bajorek joins Paul in this episode of Sales Reinvented to help you rethink how you view productivity.

Jeff is a sales improvement consultant specializing in the B2B space. He’s co-host of ‘The Why And The Buy’ podcast and author of ‘Rethink The Way You Sell: The Five Forgotten Fundamentals of Prospecting’. In this episode he’ll share his thoughts on productivity, his top 3 do’s and don’ts, and what you should do to become more productive.


Outline of This Episode

  • [0:54] What does Jeff Bajorek think productivity is?
  • [1:54] Why is productivity so important in sales?
  • [3:23] How do you increase your productivity?
  • [7:16] The tools Jeff finds effective
  • [9:18] Jeff’s top 3 dos and top 3 don’ts
  • [12:07] Jeff’s favorite productivity story

The definition of productivity is anything you […]

By |2020-06-01T09:31:23-06:00March 18th, 2020|Sales Reinvented Podcast|0 Comments

Episode 184: Amy Franko

Episode #184 – Amy Franko

How to Prioritize High-Value Activities


Amy Franko

Amy Franko is a sales keynote speaker and one of LinkedIn’s Top Sales Voices. Her book, The Modern Seller, is an Amazon best-seller, and was named to Top Sales World’s Top 50 books.

If you learn to define and prioritize high-value activities you will become a more productive sales professional. If you know what activities hold the highest value and act on those over lower-value activities you set yourself up for success. We have finite reserves—you get to choose where you invest your time, energy, motivation and discipline.

Amy Franko joins Paul in this episode of Sales Reinvented to chat about how she prioritizes her time to be successful in sales. Amy specializes in working with B2B organizations on sales effectiveness. She is a trainer and consultant, keynote speaker, and author of The Modern Seller.


Outline of This Episode

  • [0:46] What is productivity?
  • [1:50] What makes us unproductive
  • [2:51] Improving productivity
  • [4:13] Attributes of a great salesperson
  • [5:07] Productivity Tools and tips
  • [6:30] Top 3 dos and top 3 don’ts
  • [11:34] Amy’s favorite productivity story

Learn to say ‘no’ to prioritize high-value activities

Amy points out that salespeople often have a huge list of sales activities to tackle. They’re often given the added burden of administrative tasks that they don’t need on their plates. This automatically lowers […]

By |2020-01-29T07:58:11-07:00March 11th, 2020|Sales Reinvented Podcast|0 Comments

Episode 183: Chad Burmeister

Episode #183 – Chad Burmeister

Revenue = Frequency x Competency: Learn How to Balance the Equation


Chad Burmeister

Chad Burmeister is CEO of, and author of 3 SalesHack books and most recently AI for Sales., Chad is a regular speaker at sales events around the world, and this year the AI for Sales Expert on the Sales Experts Channel.  Chad lives in Denver, Colorado and loves to accelerate down the mountain skiing just as he helps companies accelerate sales!

Revenue = frequency x competency is one way that Chad Burmeister measures productivity. You have to be able to do more in a shorter period of time—you must increase your frequency. Over time, as you gain experience and focus on frequency, your competency will grow. This increases productivity and therefore increase revenue. Chad and Paul discuss this topic in-depth in this episode of Sales Reinvented.

Chad is the founder and CEO of—ScaleX leverages artificial intelligence and sales automation to automate up to 75% of sales reps tasks so that they can focus on higher-value work. He is the author of multiple Sales Hack books and a recently published book about AI for sales. Chad is passionate about helping sales professionals crush their quotas and increase revenue.


Outline of This Episode

  • [0:57] Chad Burmeister’s definition of productivity
  • [2:55] The reality of effective sales professionals
  • [4:48] Steps […]
By |2020-01-28T09:21:26-07:00March 4th, 2020|Sales Reinvented Podcast|3 Comments

Episode 182: Mary Grothe

Episode #182 – Mary Grothe

How Behavioral Intelligence Drives Productivity


Mary Grothe

Mary Grothe is a former #1 MidMarket B2B SaaS Sales Rep who after selling millions in revenue and breaking multiple records, formed Sales BQ®, a firm of fractional VPs of Sales, Sales Ops, and Marketing who serve companies across the nation with one driving goal: profitably rebuilding their sales and marketing departments to grow their revenue by focusing on BQ, the behavioral quotient.

A salesperson needs to utilize behavioral intelligence to be effective. What does that look like? It’s about leveraging your skills and abilities to follow through and accomplish goals. This is imperative to your success as a sales professional. Mary Grothe joins Paul to discuss productivity and how behavioral intelligence—and your behavioral quotient—impacts your ability to make sales. Don’t miss this engaging episode of Sales Reinvented!

Mary Grothe started her career with a Fortune 1000 company in an administrative role. She quickly excelled and demonstrated the necessary skills to transition into a sales position. Since then, she’s sold millions in revenue. She is the CEO and Founder of Sales BQ®, a firm geared towards helping businesses rebuild sales and marketing departments to achieve growth and increase revenue.


Outline of This Episode

  • [1:08] Mary Grothe’s take on sales productivity
  • [2:21] Why aren’t salespeople productive?
  • [4:40] Improve day-to-day productivity
  • [6:30] Attributes a salesperson should […]
By |2020-01-27T19:13:28-07:00February 26th, 2020|Sales Reinvented Podcast|0 Comments

Episode 181: Christopher Ryan

Episode #181 – Christopher Ryan

The Interplay Between Goal Alignment and Productivity


Christopher Ryan

Christopher Ryan is a revenue growth expert. Chris is founder and CEO of Fusion Marketing Partners and a proven expert in B2B marketing, revenue modeling, branding and new product and service initiatives. He has authored six books on marketing and revenue growth, and is a frequent speaker on programs like the Sales Expert Channel.

Goal alignment in business can be a powerful tool. It’s not only a tool—but a necessity. Are the different departments working in unison? Are you part of a sales team at war with the marketing team? If you’re ready to become more productive and ready to find ways to align with the goals of your company, listen to this episode now!

Christopher Ryan joins Paul to share his experience with goal alignment and how it was the key to his success. He is the CEO, founder, and Revenue Growth Catalyst and Execution Expert at Fusion Marketing partners. He is an expert in B2B marketing and helping businesses grow their revenue.


Outline of This Episode

  • [1:00] Christopher Ryan shares what productivity means to him
  • [1:55] Why aren’t salespeople effective?
  • [4:55] What are the attributes of a productive salesperson?
  • [7:20] Tools, strategies, and tactics
  • [10:05] Top 3 productivity do’s and top 3 don’ts
  • [14:30] Christopher’s favorite productivity story

Knowledge and a desire […]

By |2020-01-15T13:17:37-07:00February 19th, 2020|Sales Reinvented Podcast|2 Comments

Episode 180: Deb Calvert

Episode #180 – Deb Calvert

The Impact of Critical Thinking Skills on a Sales Professional’s Productivity


Deb Calvert

Deb Calvert is the bestselling author of DISCOVER QuestionsStop Selling & Start Leading, and 4 new eBooks for managers. Deb is also the founder of the Sales Experts Channel and president of People First Productivity Solutions. Deb works in both the sales and leadership development domains and has been named by Treeline as one of the 65 most influential women in business.

Critical thinking skills are an imperative attribute if you want to become a productive and successful salesperson. Why are they important? What does a productive salesperson look like? Today’s guest, Deb Calvert, answers these questions—and more—in this episode of Sales Reinvented.

Deb has been in the sales industry for 15 years and is the President of People First Productivity Solutions. Their goal is to build organizational strength by putting people first. She is a certified executive coach, author, and one of the most influential women in the world of business. Listen to this episode of Sales Reinvented for her unique insight and knowledge of the industry!


Outline of This Episode

  • [0:20] Deb Calvert joins Paul in this episode!
  • [1:03] What is productivity?
  • [2:00] Why aren’t salespeople productive?
  • [3:15] How to improve day-to-day effectiveness
  • [4:35] Attributes that make a productive salesperson
  • [6:05] Tools and strategies to increase productivity
  • [8:40] Top 3 […]
By |2020-01-14T19:24:06-07:00February 12th, 2020|Sales Reinvented Podcast|2 Comments

Episode 179: Bill McCormick

Episode #179 – Bill McCormick

How to Leverage LinkedIn Lead Generation in a Productive Way


Bill McCormick

Bill McCormick is the VP and LinkedIn Strategist with Social Sales Link. Bill discovered the power of LinkedIn and social selling when he and his wife started their advertising specialty company over 5 years ago. With only a handful of clients, he quickly became a student of social selling, discovering how to find leads and generate sales. Now, Bill’s passion is to take what he’s learned and pass that on to those in sales, helping them leverage LinkedIn to build stronger relationships, taking connections from the digital space to the face-to-face.

Bill McCormick has learned to leverage LinkedIn lead generation in a way that is both productive and efficient. In a world where it’s easy to get lost in social media and get distracted by shiny things, how does he stay focused? How does he use LinkedIn as a social selling tool and not a hindrance? Find out in this episode of Sales Reinvented!

Bill McCormick and his wife launched their Digital Sales Course in 2017—geared towards helping businesses leverage LinkedIn to build relationships. Now, he is the VP and LinkedIn Strategist for Social Sales Link. He’s become a master of social selling tactics. He joins Paul to lend his expertise. Don’t miss it!


Outline of This Episode

  • [0:20] Bill […]
By |2020-01-14T09:15:14-07:00February 5th, 2020|Sales Reinvented Podcast|0 Comments

Episode 178: Dionne Mischler

Episode #178 – Dionne Mischler

Personal Productivity takes Drive and Discipline


Dionne Mischler

Dionne Mischler is a 20+ year veteran of sales and technology; she works with organizations to teach, educate, and mentor in all things Inside Sales with a focus on blending the quantitative and qualitative.

Cultivating personal productivity is something that takes practice and persistence. You must be disciplined and have the drive it takes to reach your goals. How do you learn where to focus your energy? What activities and processes should be front and center? Dionne Mischler joins Paul in this episode of Sales Reinvented to share her opinion on productivity.

Dionne is the founder and CEO of Inside Sales by Design and specializes in helping clients achieve their goals. She is passionate about sales and driving results and outcomes. With over two decades of sales experience, her insight is a welcome addition to this episode!


Outline of This Episode

  • [0:20] Dionne Mischler Joins Paul.
  • [0:45] What is productivity?
  • [1:10] Why is productivity important?
  • [2:10] Why aren’t salespeople productive?
  • [3:20] Hone and own your craft
  • [5:00] Success is about mindset
  • [6:10] The value of pen and paper
  • [7:30] Top 3 do’s and don’ts
  • [9:10] Dionne’s favorite productivity story

Discipline and Focus are crucial to personal productivity

Salespeople have a bad rep for being “ADD” and jumping from one shiny object to another. But successful sales […]

By |2019-12-10T06:30:09-07:00January 29th, 2020|Sales Reinvented Podcast|0 Comments

Episode 177: Luigi Prestinenzi

Episode #177 – Luigi Prestinenzi

Sales Planning and Productivity Measurement


Luigi Prestinenzi

Luigi Prestinenzi is a Next Generational Sales Enablement professional, who helps sales professionals create new opportunities, win more deals and grow existing accounts through tailored coaching and training and development solutions. Luigi is also the co-founder of Sales IQ Global, who help companies increase win rate and grow revenue through a unique Sales Enablement platform.

Productivity measurement begins with a plan. Productivity is what you achieve from what you’ve planned. You need to be able to get done what you set out to do. So how do you begin to plan? What steps should a sales professional take? Luigi Prestinenzi joins Paul to share how he continues to increase his productivity.

Luigi is the Co-Founder & Head of Growth at Sales IQ Group and hosts the SalesIQ Podcast, based in Melbourne, Australia. He is a coach and consultant who aims to help businesses unlock the full potential of their sales team. To hear his take on productivity and what you can do to improve your sales, listen to the whole episode!


Outline of This Episode

  • [0:20] Paul introduces Luigi Prestinenzi.
  • [1:15] What is productivity?
  • [1:50] Why is productivity important in sales?
  • [3:30] Why aren’t salespeople productive?
  • [5:15] Steps to take to improve productivity
  • [8:00] Attributes a salesperson should have
  • [10:40] Productivity tools and tactics
  • […]

By |2019-12-08T15:07:10-07:00January 22nd, 2020|Sales Reinvented Podcast|0 Comments
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