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Episode 083: Mark Bernard

Episode #083: Mark Bernard

The Five Rights

MEET

Mark Bernard

Mark Bernard is an Author, a Keynote Speaker and a Sales Trainer. Mark is the owner and founder of Bernard Training Solutions which is an Alberta based Sales Training company. He has co-authored two books Mastering the Art of Success and Sales Gurus Speak Out.

Key Takeaways From This Episode

[00.50] Mark shares his journey into sales – Aspiring police officer turns to sales.

[01.21] How Has Selling Changed – Mark shares how selling has changed him.

[04.33] The Key Attributes of a Modern Successful Sales Professional – Great listener, planning and pre-planning, the five rights. (right person, right time, right solution, right price and right time to close)

[06.43] Mark’s Top Three Sales Do’s and Don’ts – Do’s: Continually gain perspective, listen and take good notes  Don’ts: Don’t fudge your numbers, don’t go into a sales call with your own agenda and don’t talk too much.

[11.00] Mark’s Most Satisfying Sales Pursuit and Lesson – Mark shares a pursuit where his client could set his watch by the time Mark called.  He learned that persistence coupled with the intent to serve.

[14.00] Mark’s Advice to His Younger Self – Start earlier and stay focussed, stick to your knitting.  Don’t chase shiny objects.

More About Mark

What is your all time favourite sales-related movie?
The Pursuit of Happyness

Favourite sales related quote?
We are what we repeatedly do. Excellence, then is not an act, but a habit – Aristotle

Which […]

By | September 5th, 2017|Sales Reinvented Podcast|0 Comments

Episode 082: Jane Gentry

Episode #082: Jane Gentry

Leave Your Ego at the Door

MEET

Jane Gentry

Jane Gentry is a Sales Consultant, Executive Coach and Speaker. Jane is the principal at JaneGentry & Company, which is a Greater Atlanta based Sales and Sales Leadership Consultancy.

Key Takeaways From This Episode

[00.46] Jane shares her journey into sales – Starving actress moves into sales for one year!

[02.00] How Has Selling Changed  – The amount of research we have to do today has increased significantly.

[06.45] The Key Attributes of a Modern Successful Sales Professional – Sales people who can leave their ego’s at the door, great listeners, great questioners.

[07.35] Jane’s Top Three Sales Do’s and Don’ts – Do’s: Have a process for staying connected to your most important clients, always add something of value and keep a file of assets that would be valuable to people. Don’ts: Don’t send emails, leave your ego at the door and don’t focus on the money, focus on the customer and the money will come.

[10.30] Jane’s Most Satisfying Sales Pursuit and Lesson – Jane shares a pursuit about a medical device company where the clients who were in the selection committee who were very inexperienced.  Instead of helping and educating the buyer, Jane let her ego get the better of her.

[13.24] Jane’s Advice to Her Younger Self – Do you really want to do this, don’t take yourself so seriously.

More About Jane

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

By | August 31st, 2017|Sales Reinvented Podcast|0 Comments

Episode 081: Jeff Koser

Episode #081: Jeff Koser

Selling to Zebras

MEET

Jeff Koser

Jeff Koser is the founder and CEO of Selling to Zebras, which is a sales enablement software platform which helps organizations quickly identify opportunities that have a low chance of closing so your sales team can focus on the ones that they have the greatest chance of success with. He is also the author of the bestselling book Selling to Zebras, How to close 90% of the business you pursue, faster more easily and more profitably.

Key Takeaways From This Episode

[01.06] Jeff shares his journey into sales – Jeff shares how Proctor and Gamble inspired his move into sales.

[02.00] How Has Selling Changed  – “What keeps you up at night?” does not work today, what should be keeping me up at night does!

[06.43] The Key Attributes of a Modern Successful Sales Professional – They understand the business problem that they solve, then understand the people who have this problem (Zebras), ensure that the promises that your client had to make to get your order approved are met.

[08.35] Jeff’s Top Three Sales Do’s and Don’ts – Do’s: Do you homework, collaboratively agree on the buying process, sell your organizational capabilities. Don’ts: Don’t do activity for the sake of activity, don’t sell to aardvarks, don’t join or stay with a sales organization that doesn’t fit your philosophy.

[13.08] Jeff’s Most Satisfying Sales Pursuit and Lesson – Jeff shares his first major sale […]

By | August 29th, 2017|Sales Reinvented Podcast|0 Comments

Episode 080: Jeff Beals

Episode #080: Jeff Beals

Don’t Succumb to Creeping Self Doubt

MEET

Jeff Beals

Jeff Beals is a Professional Speaker, an award winning Author and a Sales Strategist. He has authored two books Selling Saturdays and Self Marketing Power.

Key Takeaways From This Episode

[00.46] Jeff shares his journey into sales – Aspiring full service gas station attendant moves into sales.

[02.12] How Has Selling Changed  – Buyers are far more knowledgeable, sellers were educators and facilitators.

[06.20] The Key Attributes of a Modern Successful Sales Professional – Curious.

[07.40] Jeff’s Top Three Sales Do’s and Don’ts – Do’s: Remember it’s not about you, value lives in the clients head, be extremely disciplined and act as a diligent and earnest listener (we have a crisis of listening) Don’ts: Never take anything for granted, never have any contempt for your prospects or customers, don’t succumb to creeping self doubt.

[11.24] Jeff’s Most Satisfying Sales Pursuit and Lesson – Jeff shares a pursuit from his consulting career and the lesson he learned.

[14.07] Jeff’s Advice to His Younger Self – Be more confident.

More About Jeff

What is your all time favourite sales-related movie?
I don’t have a favorite sales movie but for some reason, I love watching movies that reinforce old stereotypes of selling. For instance, the actual selling that is portrayed in Glengarry Glen Ross is horrifying to me as a sales speaker but the movie just cracks me up. 

Favourite sales related quote?
“People love to buy but they […]

By | August 24th, 2017|Sales Reinvented Podcast|0 Comments

Episode 079: Matt Heinz

Episode #079: Matt Heinz

Build Bigger Pipelines

MEET

Matt Heinz

Matt Heinz is an Author, a Keynote Speaker and a Consultant. Matt is the President of Heinz Marketing which is a Greater Seattle based marketing consultancy as well as the host of Sales Pipeline Radio.

Key Takeaways From This Episode

[00.47] Matt shares his journey into sales – Aspiring aeronautical engineer moves into sales through a giant mistake.

[01.46] How Has Selling Changed  – The attention span of clients has decreased significantly.

[07.35] The Key Attributes of a Modern Successful Sales Professional – Detail oriented, organized, focussed, disciplined, persistent, and they are challengers of the status quo.

[09.00] Matt’s Top Three Sales Do’s and Don’ts – Do’s: Build bigger pipelines, spend time every day prospecting, be a source of value for your customers. Don’ts: Don’t keep following up with customers, don’t just react to what’s in front of you and don’t ignore your customer.

[11.11] Matt’s Most Satisfying Sales Pursuit and Lesson – Matt shares a pursuit where he maintained contact with a contact for five years which describes the value of longevity and persistence.

[12.48] Matt’s Advice to His Younger Self – Build a bigger network, go out and build relationships.

[14:40] Bonus Question – Matt shares some information about Sales Pipeline Radio

More About Matt

What is your all time favourite sales-related movie?
Tommy Boy

Favourite sales related quote?
“Sell the hole, not the drill.”

Which sales book has had the most positive impact on you?
Mastering the Complex Sale by […]

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

Episode 078: Janet LeBlanc

Episode #078: Janet Leblanc

Plan for Emotional Connections

MEET

Janet LeBlanc

Janet LeBlanc is a recognized leader in the world of Customer Experience Management, she is a Business Strategist, an Author and a KEYNOTE Speaker. Janet is the Founder and President of Janet LeBlanc and Associates Inc which is A NORTH AMERICAN consultancy driving results for both private AND public sector organizations.

Key Takeaways From This Episode

[00.54] Janet shares her journey into sales – Aspiring advertising executive turns to selling as her career of choice.

[02.24] How Has Selling Changed  – selling has changed because customers have changed their buying journey.  Janet believes that selling in the future will be based on more research based activities in the future, leveraging the wealth of information available.

[09.14] The Key Attributes of a Modern Successful Sales Professional – emotional intelligence,

[11.15] Janet’s Top Three Sales Do’s and Don’ts – Do’s: building strong relationships – recognize the emotions of your customers, train yourself to recognize your own emotions, strategically plan for emotional connections.  Don’ts: do anything that negatively impacts your reputation, don’t misrepresent yourself and don’t show your wild side on the internet.

[13.15] Janet’s Most Satisfying Sales Pursuit and Lesson – Janet shares an opportunity that she obtained whilst making a key-note presentation.  The lesson that Janet took away that opportunities can come from anywhere.

[15.10] Janet’s Advice to Her Younger Self – Don’t take yourself so seriously.

More About Janet

What is your all-time favorite sales-related […]

By | August 17th, 2017|Sales Reinvented Podcast|0 Comments

Episode 077: Andy Paul

Episode #077: Andy Paul

Be Human

MEET

Andy Paul

Andy Paul is a Top-Rated Sales Podcaster, a Bestselling Author, Speaker and Coach. His book Zero Time Selling provides 10 essential steps to accelerate every company’s sales. Andy is also the host of Accelerate which is long running sales podcast which has just reached it’s 500th episode.

Key Takeaways From This Episode

[01.04] Andy shares his journey into sales – From business to sales.

[01.32] How Has Selling Changed  – Selling hasn’t changed as much as people believe. People are still People

[05.17] The Key Attributes of a Modern Successful Sales Professional – Other oriented, empathy and responsive

[06.08] Andy’s Top Three Sales Do’s and Don’ts – be human, learn how to ask great questions and listen to the answer

[10.15] Andy’s Most Satisfying Sales Pursuit and Lesson – Andy shares pursuit from early in his career, where Andy had become too focussed on his own needs and had forgotten about the person he was selling to.

[13.25] Andy’s Advice to His Younger Self – Grow a beard and find great mentors.  Choose the first job and manager carefully!

More About Andy

What is your all time favourite sales-related movie?
To tell the truth, I don’t have one. I’m not a real fan of any of the usual suspects like Glengarry, Boiler Room, etc.

Favourite sales related quote?
“Think like a man of action; act like a man of thought.” Henri Bergson

Which sales book has had the most positive impact […]

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

Episode 076: Koka Sexton

Episode #076: Koka Sexton

Visibility Creates Opportunity

MEET

Koka Sexton

Koka Sexton is Mr Social Selling himself, as the former head of Social Media for LinkedIn, Koka spearheaded the evolution of Social Selling, he was named as no.1 on the Forbes Top 30 Social Salespeople in the world. Today Koka is an Global Industry Principle for Hootsuite which is a global market leader in the field of social media management software.

Key Takeaways From This Episode

[01.10] Koka shares his journey into sales – Crime fighter wannabe turns to sales.

[04.04] How Has Selling Changed  – The fundamentals are the same but there has been changes around buyer behaviour and technologies.

[08.50] The Key Attributes of a Modern Successful Sales Professional – Burning curiosity, detail oriented, professionalism and a desire to understand the craft of sales

[09.50] Koka’s Top Three Sales Do’s and Don’ts – Understand your product, dial in your online presence (Visibility Creates Opportunity), what are you actually saying to get buyers to engage with you.

[12.45] Koka’s Most Satisfying Sales Pursuit and Lesson – Koka shares a custom centric example where one of his clients shares with Koka that he probably saved his job.

[15.00] Koka’s Advice to His Younger Self – Don’t be scared, Take intelligent risks. Listen and learn more.

More About Koka

What is your all time favourite sales-related movie?
The Pursuit of Happyness

Favourite sales related quote?
Visibility creates opportunity

Which sales book has had the most positive impact on you?
The Tipping […]

By | August 10th, 2017|Sales Reinvented Podcast|0 Comments

Episode 075: Alice Heiman

Episode #075: Alice Heiman

Be Kind and Be Helpful

MEET

Alice Heiman

Alice Heiman is a Sales Strategist, Coach, Author and Speaker. Alice is an award winning sales blogger, as well as a prominent member of the National Speakers Association. We should also mention that Alice started her sales career in the family business Miller-Heiman which is a world renowned Sales Training organization. Alice is also working on her New book which is due out in the fall, its called The Entrepreneurs Guide to Exceptional Sales Growth.

Key Takeaways From This Episode

[01.07] Alice shares her journey into sales – How does an aspiring artist turns to professional sales. Steve Heiman and Bob Miller influenced this career choice.

[02.34] How Has Selling Changed  – Alice shares what has and has not changed in the world of professional selling.

[06.50] The Key Attributes of a Modern Successful Sales Professional – Be kind and be helpful and always be learning.

[08.10] Alice’s Top Three Sales Do’s and Don’ts – Do’s: Show up prepared, bring insights, follow up appropriately and eloquently. Don’ts; Rush, Energy and Mindset management.

[10.35] Alice’s Most Satisfying Sales Pursuit and Lesson – Alice shares a pursuit with a Bakery where she was able to help them double their revenues, and the lesson that Alice learned was that patience is key.

[13.35] Alice’s Advice to His Younger Self – Look for mentors.

More About Alice

What is your all time favourite sales-related movie?
Hmmm, probably Jerry Maguire. […]

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

Episode 074: Michael Griego

Episode #074: Michael Griego

Don’t Ignore the Customer

MEET

Michael Griego

Michael Griego is an International Sales Thought Leader, a Consultant, Trainer, Coach, Speaker and Author. His book 42 Rules to Increase Sales Effectiveness offers practical advice to anyone looking to improve their sales skills.

Key Takeaways From This Episode

[00.54] Michael shares his journey into sales – Mike shares his transition from aspiring teacher to sales professional.

[01.58] How Has Selling Changed  – Mike shares how selling has become more complex over his career.

[04.25] The Key Attributes of a Modern Successful Sales Professional – They are:- self motivated, technicians, facilitators, empathizers and they have a servants heart.

[06.20] Michael’s Top Three Sales Do’s and Don’ts – Do’s; Clarity of sales process, clear messaging, be clear on the right activities. Don’ts; Break schedule, don’t overemphasize our product and finally don’t ignore the customer.

[09.32] Michael’s Most Satisfying Sales Pursuit and Lesson – Michael shares a sales failure and the lessons that he learned from it, which is when someone sighs you are about to get the truth.

[13.21] Michael’s Advice to His Younger Self – There are two types of people in this world, those who make excuses and those that find a way.

More About Michael

What is your all time favourite sales-related movie?
Tommy Boy

Favourite sales related quote?
“There are 2 types of people: those that make excuses, and those that find a way”

Which sales book has had the most positive impact on you?
How to […]

By | August 3rd, 2017|Sales Reinvented Podcast|0 Comments