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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

Episode 176: Connie Kadansky

Episode #176 – Connie Kadansky

Emotional Literacy is Key to Sales Productivity


Connie Kadansky

Connie is the President of Exceptional Sales Performance, an international sales training and coaching practice.  She is a recognized expert in identifying and eliminating Sales Call Reluctance, the emotional hesitation to prospect and self-promote.  Connie has a proven track record in diverse industries i.e., financial services, insurance, real estate, banking, print media, software, public broadcasting and executive search.  She sells the only pre-hire assessment in the world that measures the 16 types of Sales Call Reluctance.   Connie has been interviewed by the Wall Street Journal, Bloomberg Business, Investor’s Business Daily, Forbes and Inc. Magazine.  Connie helps salespeople get their “ask” in gear.

Emotional literacy—sometimes also referred to as self-awareness—is the ability to appropriately understand and express your feelings. It is key to becoming a productive sales professional. Why? Understanding your emotions and what keeps you from being a successful salesperson gives you the steps to move in a positive direction.

Here to talk with Paul about emotional literacy and sales call reluctance is Connie Kadansky. She is the president of Exceptional Sales Performance and a notable coach in the industry, specializing in sales call reluctance. If you’re ready to overcome what’s holding you back and become a productive and effective professional—don’t miss this one!


Outline of This Episode

  • [0:20] Paul introduces Connie Kadansky.
  • [1:20] What […]
By |2020-01-12T14:41:24-07:00January 15th, 2020|Sales Reinvented Podcast|0 Comments

Episode 175: Liz Heiman

Episode #175 – Liz Heiman

Properly Prioritizing Tasks Leads to Productivity


Liz Heiman

Liz Heiman helps B2B companies grow rapidly by developing strategies that drive revenue and the sales organizations to support that growth.  She is the Chief Strategy Officer and Sales Performance Coach at Alice Heiman, LLC.  Liz is also an active member of the Women sales professionals group, the Sales Enablement Society and a panelist on the Sales Experts Channel.

If you’re a sales professional and know you need to place importance on prioritizing tasks and becoming productive, this is the place to start! Are you ready to gain focus on what’s important and start closing more sales? Paul’s guest, Liz Heiman, lays out where to place your priorities, and how to become a productive salesperson.

Liz is the Chief Strategy Officer and Sales Leadership Coach at Alice Heiman, LLC. She is passionate about helping businesses maximize their full potential by increasing profitability. She enjoys strategizing plans for growth and success. Liz lends her expertise in this eye-opening episode of the Sales Reinvented Podcast!


Outline of This Episode

  • [0:20] Paul introduces Liz Heiman
  • [1:00] What is productivity?
  • [1:35] Why is productivity important?
  • [2:20] Why aren’t salespeople productive?
  • [5:30] Steps to improve productivity?
  • [7:20] Attributes of a productive salesperson
  • [8:20] Tools, strategies, and tactics
  • [10:00] Top 3 productivity do’s and top 3 don’ts
  • [11:45] Liz’s favorite […]
By |2020-01-14T09:08:06-07:00January 8th, 2020|Sales Reinvented Podcast|0 Comments

Episode 174: Lisa Magnuson

Episode #174 – Lisa Magnuson

The Basics of Productive Pre-Call Planning


Lisa Magnuson

Lisa Magnuson works with Sales VP’s and their teams to win 5X deals. She can point to over 350m in new revenue won with her clients.  She does this through her War Room Services, Top Line Account Training and Playbook work.  Lisa is the author of The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relationships and her new book, due out in January, is The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly. Lisa founded Top Line Sales in 2005.

Mastering pre-call planning is a stellar way for salespeople to become more effective in their jobs. Learning strategies to manage and foster your productivity can take you to a new level of success. Paul’s guest today, Lisa Magnuson, shares what she believes is the key to being productive and successfully—and repeatedly—landing clients.

After years of experience in the sales industry, Lisa founded Top Line Sales in 2005. She is the author of multiple best-selling books on sales and one of the most effective coaches in the industry. Her business prides itself on helping you land seven-figure deals and cultivating a sales process that is productive, efficient, and effective.


Outline of This Episode

  • [1:10] Lisa Magnuson’s definition of productivity
  • [2:35] Why aren’t salespeople productive?
  • [5:40] Attributes or characteristics of a great salesperson
  • [7:45] […]
By |2020-01-22T11:17:32-07:00January 1st, 2020|Sales Reinvented Podcast|0 Comments

Episode 173: Chris Croft

Episode #173 – Chris Croft

Productive Habits Every Salesperson Should Embrace


Chris Croft

Chris Croft has an Engineering Degree from Cambridge. He started his own training company in 1995, since when he has trained over 90,000 people face to face, and a thousand people a day watch his training courses on and LinkedIn Learning. He has courses on Negotiation skills and Sales Techniques, as well as Time Management, Project Management, and perhaps oddly, Happiness He has ten thousand subscribers on YouTube and a million views.

Everyone can benefit from adopting more productive habits into their day, most especially salespeople. Meeting quotas involves staying on task and focused. They cannot afford the liability of distraction. To learn some key ways to develop productive habits, listen to this episode of Sales Reinvented with special guest Chris Croft!

Chris Croft hails from the United Kingdom and offers in-person training in project and time management. If you’re not native to the UK, he offers courses on and has a popular YouTube channel. He’s been a management coach for over 16 years, is an author, and an all-around expert in the field of time management—a core competency of productivity!


Outline of This Episode

  • [0:20] Paul introduces Chris Croft
  • [1:05] What is productivity?
  • [2:30] Why aren’t salespeople productive?
  • [5:10] How to improve day-to-day productivity
  • [9:35] 7 tips to […]
By |2020-01-27T19:15:31-07:00December 18th, 2019|Sales Reinvented Podcast|0 Comments
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