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Episode 062: Anthony Iannarino

Episode #062: Anthony Iannarino

The Only Sales Podcast Episode You Will Ever Need to Listen to!

MEET

Anthony Iannarino

Anthony Iannarino is a Sales Kick-Off Speaker, Best selling author, Executive Sales & Marketing Leader and Transformational Sales Specialist. He recently wrote and published ‘The Only Sales Guide You Will Ever Need’ which is already a best-seller. Anthony is also the host of ‘In the Arena’ which is an amazing sales podcast sharing the latest sales techniques and mindsets from top professionals in the business.

Key Takeaways From This Episode

[00.57] Anthony shares his journey into sales – From Hair-Metal Band Front Man to Sales thought Leader.

[04.15] How Has Selling Changed  – Anthony shares how selling has changed over the generations.

[10.15] The Key Attributes of a Modern Successful Sales Professional – Anthony shares 17 Skillsets and Mindsets that you need to be successful in sales today.

[11.50] Anthony’s Top Three Sales Do’s and Don’ts – Understand you have autonomy which means you need an equal amount of self-discipline, go on a negativity fast, care about others, Caring is a Superpower.

[14.05] Anthony’s Most Satisfying Sales Pursuit and Lesson – Anthony shares a story around a sales pursuit in the staffing industry, the lesson he learned was that you need to know your clients business better than they do, and you should always tell the truth.

[17.18] Anthony’s Advice to His Younger Self – You need to accelerate your learning.

More About Anthony

Your favorite sales-related […]

By | June 22nd, 2017|Sales Reinvented Podcast|0 Comments

Episode 063: Kristin Zhivago

Episode #063: Kristin Zhivago

You Can’t Talk Anyone into Anything Anymore!

MEET

Kristin Zhivago

Kristin Zhivago is an author, speaker and professional trainer. She is the President of Cloud Potential, a customer acquisition company and Cloud Wise Academy, a learn to earn organization that trains workers and employers on the new e-commerce economy. Kristin is also the author of How to Sell the Way Your Customers Want to Buy.

More About Kristin

What is your all time favourite sales-related movie?
Pursuit of Happyness. It’s a movie more about personal honor and persistence than the hard-core cliche showing all salespeople to be either bullies, fools, or manic depressives.

Favorite sales related quote?
“Well done is better than well said.”  – Benjamin Franklin

Which sales book has had the most positive impact on you?
New Sales Simplified by Mike Weinberg

Who / What inspires you?
God, my husband, and my business partner. And all the business people who want to make the world a better place and struggle to compete effectively in today’s e-commerce economy.

What aspect of your own personal development are you most focussed on improving at the moment?
Self-discipline. I’ve always been quick on my feet; I spent decades learning to be better prepared; now I want to be consistent about doing what I already know I should do.

Hobbies, Interests?
Ocean sailor. Sailed from South Africa to New England several years ago, have been sailing for years.

By | June 21st, 2017|Sales Reinvented Podcast|0 Comments

Episode 061: Bernadette McClelland

Episode #061: Bernadette McClelland

Ex-Husbands Make the Best Competitors!

MEET

Bernadette McClelland

Bernadette McClelland is CEO of Sales Leaders Global – a Melbourne based sales consulting firm that works with businesses globally to help them increase their sales when their numbers aren’t where they need them to be. She is also the Author of ‘The Art of Commercial Conversations – When it’s Your Turn to Make a Difference’ and a finalist in the Top Sales World book of the year contest in 2015 and 2016, Bernadette is also a respected industry authority in the field of ‘NeuroScience in today’s B2B Selling Environment’.

Key Takeaways From This Episode

 

[01.05] Bernadette shares her journey into sales – Bernadette shares her journey from an aspiring school teacher to sales professional.

[02.25] How Has Selling Changed  – Bernadette talks about the changes that she has seen over her 30 year sales career.  Previously we were selling products, today we are Selling Change.

[06.55] The Key Attributes of a Modern Successful Sales Professional – Sense of contribution, equality and generosity.  A true Win/Win for both parties. Relevance, question asking ability and authenticity.

[08.25] Bernadette’s Top Three Sales Do’s and Don’ts – Do continue to learn about you, ask for help, take responsibility for what is happening and what is not happening.

[11.30] Bernadette’s Most Satisfying Sales Pursuit and Lesson – Buckle in for this story, where Bernadette goes head to head in a sales pursuit with her ex-husband. Lesson […]

By | June 20th, 2017|Sales Reinvented Podcast|0 Comments

Episode 060: Brian Lambert

Episode #060: Brian Lambert

How to be a Sales Athlete

MEET

Brian Lambert

Brian Lambert is an organizational learning, Sales Enablement and Change Management Leader, Brian has also authored many books including notably Sales Chaos which is a must read for anyone who wants to learn how to navigate the predictable patterns in the complex modern world of sales. Brian is also a founding member of the Sales Enablement Society.

Key Takeaways From This Episode

[01.02] Brian shares his journey into sales – Brian shares his journey from a position in the US Airforce to professional sales.

[03.30] How Has Selling Changed  – Brian shares how selling has changed over his career, from fax machines to social selling.

[10.49] The Key Attributes of a Modern Successful Sales Professional – The ability to be a trusted advisor through Insights.

[13.25] Brian’s Top Three Sales Do’s and Don’ts – Understand your customers environment and how they make decisions, sell on your strengths and understand the value of your solution. Have fun with your customers.

[15.37] Brian’s Most Satisfying Sales Pursuit and Lesson – Brian measures his satisfaction in his ability to transform the ways his clients work.  If you don’t understand how your customers business works, they you are not going to be successful

[17.25] Brian’s Advice to His Younger Self – Watch what you eat, take better care of yourself.  You are a Sales Athlete!

More About Brian

What is your all time favourite sales-related movie?
Pursuit […]

By | June 15th, 2017|Sales Reinvented Podcast|0 Comments

Episode 059: Jack Malcolm

Episode #059: Jack Malcolm

Curious, Imaginative and Paranoid

MEET

Jack Malcolm

Jack Malcolm is an author, speaking and coach in the field of Sales and Persuasive Communications. He is the President of Falcon Performance Group which is a Miami based consultancy firm. Jack has authored a number of sales books including notably ‘Strategic Sales Presentations’ which is an Amazon five star rated book focussed on Strategic Sales Presentations to High Level Decision Makers.

Key Takeaways From This Episode

[01.02] Brian shares his journey into sales – Brian shares his journey from a position in the US Airforce to professional sales.

[03.30] How Has Selling Changed  – Brian shares how selling has changed over his career, from fax machines to social selling.

[10.49] The Key Attributes of a Modern Successful Sales Professional – The ability to be a trusted advisor through Insights.

[13.25] Brian’s Top Three Sales Do’s and Don’ts – Understand your customers environment and how they make decisions, sell on your strengths and understand the value of your solution. Have fun with your customers.

[15.37] Brian’s Most Satisfying Sales Pursuit and Lesson – Brian measures his satisfaction in his ability to transform the ways his clients work.  If you don’t understand how your customers business works, they you are not going to be successful

[17.25] Brian’s Advice to His Younger Self – Watch what you eat, take better care of yourself.  You are a Sales Athlete!

More About Jack

Your favorite sales-related movie?
I’m not […]

By | June 13th, 2017|Sales Reinvented Podcast|0 Comments

Episode 058: Carrie Millen

Episode #058: Carrie Millen

Stop Selling, Start Caring

MEET

Carrie Millen

Carrie Millen is an accomplished sales and leadership speaker as well as a sales trainer and coach. She is the Director of Professional Development at the Canadian Professional Sales Association and holds the Certified Sales Professional Designation (CSP) with Distinction. Carrie is dedicated to changing the face of professional sales in Canada.

Key Takeaways From This Episode

[00.48] Carrie shares her journey into sales – Carrie shares her journey from an aspiring math and drama teacher into professional sales.

[01.45] How Has Selling Changed  – Carrie shares how selling has changed over her career.

[06.40] The Key Attributes of a Modern Successful Sales Professional – Persistence, Intellectual Curiosity, Positive Outlook, Willingness to Fail, Desire to learn about others.

[07.55] Carrie’s Top Three Sales Do’s and Don’ts – Treat your internal staff as your best sales clients, Fail forward and get to know others. Stop Selling – Start Caring, Show them how much you care, stop making assumptions, ask a question, then ask two more.

[10.25] Carrie’s Most Satisfying Sales Pursuit and Lesson – Carrie shares an international pursuit in Mexico, just because it works in one country doesn’t mean it will work everywhere.

[13.20] Carrie’s Advice to Her Younger Self – Stay in the sales representative role longer, to earn more experience on the street.

More About Carrie

Your favorite sales-related movie?
Moneyball is my favourite sales movie, It proves that people sell in […]

By | June 8th, 2017|Sales Reinvented Podcast|0 Comments

Episode 057: Joe Girard

Episode #057: Joe Girard

Don’t be a ‘Salesy Weirdo’

MEET

Joe Girard

Joe Girard is a Sales Performance, Psychology and Mindset Coach, Joe is the host of the Sales Hero Podcast and he is passionate about helping sales people to sell more and have fun.

Key Takeaways From This Episode

[00.46] Joe shares his journey into sales – Joe talks about his move from pharmacy into sales.

[02.15] How Has Selling Changed  – Joe talks about the changes that he has seen over the last twenty years.  Good sellers become the ultimate resource for their clients.  Don’t be a Salesy Wierdo.

[08.04] The Key Attributes of a Modern Successful Sales Professional – Self motivated, self aware, socially aware, people who genuinely care.

[09.18] Joe’s Top Three Sales Do’s and Don’ts – Get good at asking questions, get really good are bringing insights to your clients and manage your emotions.

[12.33] Joe’s Most Satisfying Sales Pursuit and Lesson – Joe shares how he was able to double sales in a commission only role, which he negotiated on the back of a napkin, the lesson Joe took away from this was to focus on the activity and the results will come.

[15.14] Joe’s Advice to His Younger Self – Check your ego brother!

More About Joe

What is your all time favourite sales-related movie?
Moneyball – simply for the thinking process http://joegirard.ca/moneyball-amazing-lesson-organizational-change/ 

Favourite sales related quote?
“People love to buy, but hate to be sold.” or use my own, “Don’t […]

By | June 6th, 2017|Sales Reinvented Podcast|0 Comments

Episode 056: Charlie Green

Episode #056: Charlie Green

Sales is a Helping Profession

MEET

Charlie Green

Charlie Green is an author, a speaker, a consultant and a seminar leader. He co-wrote the bestselling sales book The Trusted Advisor, Charlie has an MBA from Harvard Business School and is the Founder and CEO of Trusted Advisor Associates which is a New Jersey based Professional Training and Coaching Organization.

Key Takeaways From This Episode

[00.49] Charlie shares his journey into sales – Charlie shares his journey into professional sales from an aspiring professional baseball player.

[02.52] How Has Selling Changed  – Charlie explains how selling has and has not changed over the last 25+ years.

[09.33] The Key Attributes of a Modern Successful Sales Professional – Enough self comfort to take risks and the ability to empathize.  Sales is a Helping Profession.

[10.43] Charlie’s Top Three Sales Do’s and Don’ts – Do Shut Up and Listen, take some personal risks and put yourself out there, bring a tiny gift.

[13.52] Charlie’s Most Satisfying Sales Pursuit and Lesson – Charlie’s personal greatest lessons have usually come to him through mistakes he has made.  The lesson he learned was always answer straight questions with straight answers.

[15.50] Charlie’s Advice to His Younger Self – Get over yourself, nobody cares about you, except you. You are not the centre of the universe.

More About Charlie

Your favorite sales-related movie?
Glen Garry, Glen Ross – because it’s about everything wrongwith selling. 

Your favorite sales-related quote?
“People buy what they need from those […]

By | June 1st, 2017|Sales Reinvented Podcast|0 Comments

Episode 055: Brynne Tillman

Episode #055: Brynne Tillman

Don’t Force Friendships with Customers

MEET

Brynne Tillman

Brynne Tillman is a world-renowned speaker and author in the field of Social Selling. She is the Founder and Chief Learning Officer for PeopleLinx which is a Greater Philadelphia based sales consultancy offering Guided LinkedIn and Social Selling support for Enterprise Sales Teams and Professionals.

Key Takeaways From This Episode

[00.48] Brynne shares her journey into sales – Brynne was an aspiring ‘Dolphin Trainer’ and shares her journey into professional sales.

[01.52] How Has Selling Changed  – Brynne shares how selling has changed over the last 25 years.

[07.30] The Key Attributes of a Modern Successful Sales Professional – The ability to provide ‘commercial Insights’ that have an impact on your prospect.

[09.09] Brynne’s Top Three Sales Do’s and Don’ts – Effective calendar use, organization in a computer system, keep learning.  Don’t pitch, don’t be too hungry, stop trying to be friends with all of your clients – Don’t force friendships.

[12.55] Brynne’s Most Satisfying Sales Pursuit and Lesson – Brynne shares her pursuit of TD Bank, leverage your warm market to gain access to buyers.

[15.05] Brynne’s Advice to Her Younger Self – Buy LinkedIn Stock Early.

More About Alice

Your favorite sales-related movie?
Glen Gary Glen Ross

Your favorite sales-related quote?
Hope is not a Strategy

Which sales book has had the most positive impact on you?
The Challenger Sale and The Challenger Customer

Who/What inspires you?
New Stat’s and Studies and People who are committed […]

By | May 30th, 2017|Sales Reinvented Podcast|0 Comments

Episode 054: Craig Elias

Episode #054: Craig Elias

Verbs and Value

MEET

Craig Elias

Craig Elias is Speaker, Advisor, Trainer and Mentor. Craig was the winner of the Billion Dollar Idea contest which came with a million dollar prize, he was a contributing author to the Amazon and Wall Street Journal ‘Masters of Sales’ book as well as co-author of the award winning book – SHiFT: Harness the Trigger Events that turn prospects into Customers.

Key Takeaways From This Episode

[00.54] Craig shares his journey into sales – Craig shares how he moved from computer science into a sales related career.

[02.55] How Has Selling Changed  – Craig shares how selling has shifted from being predominantly an art to 50/50 art vs science.

[06.05] The Key Attributes of a Modern Successful Sales Professional – Finding a way to be first, how to be preferred and then how to be chosen.

[08.10] Craig’s Top Three Sales Do’s and Don’ts – Cold call, call people when they are most interested, tell customers what they want to hear using Value Verbs. Craig also shares the value of having a second person (client) in the first meeting. Second Person Protocol.

[12.40] Craig’s Most Satisfying Sales Pursuit and Lesson – Craig shares his call with the CEO of American Express and how Verbs and Value are keys to mobilizing movement within a client.

[16.50] Craig’s Advice to His Younger Self – Go to the Library and read chapter 4 of SPIN Selling from Neil Rackham. […]

By | May 25th, 2017|Sales Reinvented Podcast|0 Comments