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Episode 228: Christie Walters-Herbert and Jeff Bajorek

Episode #228 – Jeff Bajorek and Christie Walters-Herbert

What Does Success Look Like For You Right Now?

MEET

Christie Walters-Herbert

Christie Walters-Herbert is a Global Account Executive, a podcast host, and coach. By combining innovative strategy, supported by targeted training, and reinforced with consistent coaching, Christie helps individuals and small businesses breakthrough to their next level of performance. With 25+ years of experience in sales and executive management in technology companies, Christie knows how to drive a successful sales team in the midst of the day-to-day chaos of running a business.

MEET

Jeff Bajorek

Jeff Bajorek is a consultant, coach, author, and podcast host. He helps sales teams perform better by helping them to rethink the way they sell. Jeff’s latest book Rethink The Way You Sell: When It Goes Sideways was written during the coronavirus pandemic and intended to remind salespeople of what’s important. Success with prospecting relies completely on being someone worth talking to with something worth talking about. What does success look like for you today? How has your definition of success been impacted by the COVID-19 pandemic? Have you changed your expectation of success based on the world you’re currently living in? In this special episode of the Sales Reinvented podcast, you’ll hear the first-ever podcast episode exchange. Christie Walters-Herbert and Jeff Bajorek from “The Why […]

By |2021-01-13T06:19:11-07:00January 13th, 2021|Sales Reinvented Podcast|0 Comments
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Episode 227: Jeff Bajorek

Episode #227 – Jeff Bajorek

It’s Time to Rethink the Way You Prospect

MEET

Jeff Bajorek

Jeff Bajorek is a consultant, coach, author, and podcast host. He helps sales teams perform better by helping them to rethink the way they sell. Jeff’s latest book, “Rethink the Way You Sell: When It Goes Sideways” was written during the Coronavirus pandemic, intending to remind salespeople of what’s important. Success with prospecting relies completely on being someone worth talking to with something worth talking about. Jeff Bajorek believes that prospecting is so much more of the sales process than people give it credit for. He emphasizes that “Prospecting is understanding your message from the get-go. Prospecting is creating tension. Prospecting is demonstrating your expertise.” Success with prospecting relies completely on being someone worth talking to with something worth talking about. Listen to this episode of Sales Reinvented to hear Jeff share his thoughts on the prospecting and lead generation process.

Jeff Bajorek is a consultant, coach, author, and podcast host. He helps sales teams perform better by helping them rethink the way they sell. Jeff’s latest book, “Rethink the Way You Sell: When It Goes Sideways” was written during the Coronavirus pandemic, intending to remind salespeople of what’s important. Success with prospecting relies completely on being someone worth talking to with something worth talking about.

 

Outline of This […]

By |2021-01-06T08:07:09-07:00January 6th, 2021|Sales Reinvented Podcast|0 Comments
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Episode 226: Joanne Black

Episode #226 – Joanne Black

Why Referral-Driven Lead Generation is a Game-changer

MEET

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. What is the key to driving more leads into your pipeline? How does prospecting become something you enjoy—not a chore? Joanne Black believes it’s through referral-driven lead generation. It’s a gamechanger that most salespeople don’t know how to properly employ. Joanne shares the details in this episode of Sales Reinvented. Don’t miss it!

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 pipeline, and get the one-call meeting.

 

Outline of This Episode

  • [0:50] The difference between prospecting and lead generation
  • [1:59] Why are they so important?
  • [2:37] Joanne’s referral-driven lead generation system
  • [5:23] Salespeople must be relationship builders
  • [9:51] Why you should improve your LinkedIn skills
  • [11:35] Joanne’s top 3 dos and top 3 don’ts
  • [13:48] Referral-driven lead generation drives revenue

Joanne’s referral-driven lead generation system

Joanne uses a […]

By |2020-12-30T09:14:17-07:00December 30th, 2020|Sales Reinvented Podcast|0 Comments
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Episode 225: Tony Hughes

Episode #225 – Tony Hughes

The Importance of Trigger Events

MEET

Tony Hughes

Tony Hughes has 35 years of corporate and sales leadership experience having generated record-breaking results as a salesperson, head of sales, and as a CEO. As a renowned speaker and independent consultant, Tony is a bestselling author and has been the most read person in LinkedIn on the topic of B2B sales leadership. He has more than 500,000 followers of his blogs and his most recent book, COMBO Prospecting, is published by HarperCollins and the American Management Association. His upcoming book is Tech-Powered Sales. Tony Hughes works with companies all over the world and the universal problem that he sees is that no one has enough leads in their sales pipeline. The problem is that if you don’t create opportunities, you have nothing to close. All of your other sales skills are moot if you can’t apply them. So how do you generate leads? What should your prospecting process look like? How can you leverage technology and trigger events to get your foot in the door? Tony Hughes shares his process in this episode of Sales Reinvented!

Tony Hughes has 35+ years of corporate and sales leadership experience. Tony is a renowned speaker, independent consultant, and bestselling author. He recently wrote Combo Prospecting: The Powerful One-Two Punch That […]

By |2020-12-23T09:04:04-07:00December 23rd, 2020|Sales Reinvented Podcast|0 Comments
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Episode 224: Brynne Tillman

Episode #224 – Brynne Tillman

Brynne Tillman’s Genius LinkedIn Prospecting Process

MEET

Brynne Tillman

Brynne Tillman is the CEO of Social Sales Link and a LinkedIn Whisperer who teaches business development professionals on how to convert content and connections to conversations. Through her warm marketing prospecting philosophy, she guides sales leaders to leverage the power of LinkedIn to attract, teach, and engage their buyers, ultimately starting relationships with a high level of credibility. According to Brynne Tillman, lead generation and prospecting are both top of the funnel drivers—and the top of the funnel drives all business. If you don’t have opportunities in the door, it doesn’t matter how good your product is. It doesn’t matter how good of a salesperson you are. If you don’t have the first conversation, you won’t make a sale. Brynne believes the power lies in warm connections. Listen to this episode of Sales Reinvented to hear her take!

Brynne Tillman is the CEO of Social Sales Link and a LinkedIn Whisperer who teaches business development professionals on how to convert content and connections to conversations. Through her warm marketing prospecting philosophy, she guides sales leaders to leverage the power of LinkedIn to attract, teach, and engage their buyers, ultimately starting relationships with a high level of credibility.

 

Outline of This Episode

  • [0:56] The difference between prospecting and lead generation
  • [1:30] […]
By |2020-12-16T09:17:22-07:00December 16th, 2020|Sales Reinvented Podcast|0 Comments
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Episode 223: Chad Burmeister

Episode #223 – Chad Burmeister

How to Get Better Prospecting Results

MEET

Chad Burmeister

Chad Burmeister is the CEO of ScalexAI which is an AI enabled service offering pipeline as a service. Chad describes himself as a believer, husband, father of two teenagers, and lifelong rebel and rule-breaker. He empowers sales professionals to become the best version of themselves by focusing on their mindset, skillset, and toolset. How do you get better prospecting results? What is the best and easiest way to bring in leads? How do prospecting and lead generation play valuable roles in the sales process? In this episode of Sales Reinvented, Chad Burmeister shares how he pairs innovative thinking with leading technology to get better prospecting results.

Chad Burmeister is the CEO of ScaleX AI which aims to solve salespeople’s pipeline problems. Chad’s goal is to empower sales professionals to become the best version of themselves by focusing on their mindset, skillset, and toolset. Don’t miss his valuable take on the lead generation and prospecting process.

 

Outline of This Episode

  • [0:51] The difference between prospecting and lead generation
  • [2:08] Why are they important?
  • [3:21] Chad’s perfected prospecting process
  • [5:26] Success relates directly to your level of EQ—not IQ
  • [7:35] Get comfortable being “Iron Man”
  • [8:38] Chad’s top 3 do’s and don’ts
  • [10:48] Why you NEED to be different

Why both prospecting and lead generation […]

By |2020-12-09T08:06:58-07:00December 9th, 2020|Sales Reinvented Podcast|0 Comments
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Episode 222: Mary Grothe

Episode #222 – Mary Grothe

You Must Plan Before you Prospect

MEET

Mary Grothe

Mary Grothe is a former #1 MidMarket B2B Sales Rep who after selling millions in revenue and breaking multiple records, formed Sales BQ®, a Denver-based firm of fractional Revenue Leaders who serve companies nationwide by profitably rebuilding their marketing, sales, and customer success departments by getting to the root of their revenue problems, rebuilding infrastructure, developing talent, and holistically growing their growing revenue at sometimes rapid paces. Her 8 year B2B midmarket sales career required daily prospecting efforts. She was the first rep to embed social selling and custom events into her lead gen process to diversify the funnel from just telemarketing and email prospecting.  Why are both lead generation and prospecting important functions of sales? Have you ever closed a deal that wasn’t in your pipeline? What are you doing if you aren’t prospecting? Prospecting and lead generation are the lifeline to your sales pipeline, according to the guest on this episode of Sales Reinvented—Mary Growth.

She emphasizes that you need a certain amount of deals in your pipeline that—when divided by your close rate—help you meet your goals. You have to know what you need to do to hit your number. If you need to hit $1million in sales and you have a 25% close rate, you need $4 million […]

By |2020-12-02T08:16:44-07:00December 2nd, 2020|Sales Reinvented Podcast|0 Comments
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Episode 221: Cory Bray

Episode #221 – Cory Bray

Why a Compelling Offer is SO Important to Prospecting

MEET

Cory Bray

Cory Bray is the Managing Director of ClozeLoop. Cory has built high-performing sales teams in industries that range from manufacturing to technology. He knows what works in practice, not just in theory. He’s a high-value advisor to multiple accelerators, bestselling author of 6 books, and a dynamic keynote speaker who has spoken all over the world. He’s passionate about making sales accessible, actionable, and scalable with Fast Frameworks. Do you struggle with prospecting and lead generation? Is getting a meeting with a potential customer like pulling teeth? Cory Bray believes the struggle is often because you aren’t giving your prospecting a compelling offer. No one is going to be enticed by a sales meeting. A sales meeting may even be a deterrent. What does Cory recommend doing instead? He shares advice, strategies, and tactics to navigate the process in this episode of Sales Reinvented. Don’t miss it!

Cory Bray is the Managing Director at ClozeLoop. Cory has built high-performing sales teams in industries that range from manufacturing to technology. He knows what works in practice, not just in theory. He’s a high-value advisor to multiple accelerators, bestselling author of 6 books, and a dynamic keynote speaker who has spoken all over the world. He’s […]

By |2020-11-25T09:37:36-07:00November 25th, 2020|Sales Reinvented Podcast|0 Comments
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Episode 220: Kristie Jones

Episode #220 – Kristie Jones

Consistency + Persistence = Successful Prospecting

MEET

Kristie Jones

Kristie Jones is the go-to expert for SaaS companies wanting to build or scale their sales teams. Her 19+ years as a Sales Leader in the SaaS space fuels her passion for helping bootstrapped or VC funded founders increase revenue through improved strategy, process, and people. 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 Success Reps. is what makes her so valuable to her clients. Persistence is one of the best things a salesperson can do to achieve successful prospecting, according to Kristie Jones. Lead generation and prospecting are a long game and there are skills that a salesperson needs to develop to be successful in these areas. What are they? How can you improve your prospecting and lead generation skills? Kristie shares her tips + tactics in this episode of Sales Reinvented. Check it out!

Kristie Jones is the go-to expert for SaaS companies wanting to build or scale their sales teams. Her 19+ years as a Sales Leader in the SaaS space fuels her passion to help businesses increase revenue through improved strategy, process, and people. She coaches everything from sales process and strategy to hiring and training Sales […]

By |2020-11-18T08:54:03-07:00November 18th, 2020|Sales Reinvented Podcast|0 Comments
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Episode 219: Adam Snider

Episode #219 – Adam Snider

Want to Be Successful Prospecting? Here’s what You Need to Do

MEET

Adam Snider

Adam Snider has a 19 career in sales and sales leadership. He currently leads a B2B sales department at a recognized HVAC contractor in Canada; additionally, he owns Leading Sales Results a sales coaching focused consultancy, he’s a Coach with The Sales Rebellion and a Trainer with Quota International. As a way to give back to the sales industry, he is also a contributor on The Sales Expert Channel. Adam is passionate about helping to change the negative stereotypes that have plagued sales profession for decades. Do you have a plan for lead generation? Do you have an organized approach to prospecting? Have you developed the necessary skills to be successful with lead generation and prospecting? Adam Snider has a tried and true process that he follows wholeheartedly. Listen to this episode of Sales Reinvented as he shares some tips + strategies for salespeople to stay relevant and craft their approach.

Adam Snider currently leads a B2B sales department, owns Leading Sales Results, is a Coach with The Sales Rebellion, and a Trainer with Quota International. He is also a frequent contributor to The Sales Expert Channel. Adam is passionate about changing the negative stereotypes of sales professionals. Don’t miss out on his 19+ years of […]

By |2020-11-11T09:48:42-07:00November 11th, 2020|Sales Reinvented Podcast|0 Comments
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