Episode #193 – Steve Hall

Focus on a Customer-Centric Culture to Become More Productive

MEET

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 […]

Episode #192 – Ian Moyse

When Being Productive Means NOT Closing the Deal

MEET

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

[…]

Episode #191 – Darryl Praill

Sales Engagement is a Key Driver of Productivity

MEET

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 […]

Episode #190 – Joanne Black

Leveraging Referrals Positively Impacts Productivity

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. 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

[…]

Episode #189 – Anthony Solimini

A Productive Salesperson Must Have Excellent Communication Skills

MEET

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 […]

Episode #187 – Lisa Leitch

Productivity Begins with Proactive Prospecting

MEET

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 […]