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Episode 263: Jamie Shanks

Episode #263 – Jamie Shanks

The Power of Signal Intelligence in Digital Sales

MEET

Jamie Shanks

Jamie Shanks is a bestselling author of two books ‘Social Selling Mastery” and “Spear Selling.” He is also the CEO of Sales for Life and Pipeline Signals, two companies that help modern sellers attack the most pervasive problem in sales head-on: Sales-Generated Pipeline at Scale. Jamie holds an MBA from the University of South Australia. He also managed to get an honorable mention on the Forbes Top 30 Social Sellers list. Jamie Shanks believes all businesses have come to recognize that customer acquisition has forever changed. You no longer need to deploy endless amounts of people into the field. You can do 8-figure deals from the comfort of your own home. So sellers need to learn new skillsets to aid customers in their journey, knowing they will never be face-to-face like they were before. One of those necessary skills that must be embraced is signal intelligence. Jamie shares more in this episode of Sales Reinvented. Don’t miss it!

Outline of This Episode

  • [1:22] The difference between social and digital selling
  • [2:20] How to improve digital selling capabilities
  • [3:35] Signal intelligence in account selection and prioritization
  • [5:00] The attributes of a great digital salesperson
  • [6:40] Take advantage of your sphere of influence
  • [9:18] Top 3 digital selling dos and don’ts
  • [12:56] […]
By |2021-09-15T09:06:11-06:00September 15th, 2021|Sales Reinvented Podcast|0 Comments
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Episode 262: Brynne Tillman

Episode #262 – Brynne Tillman

Leverage Your Connections with Your Social Selling Strategy

MEET

Brynne Tillman

Brynne Tillman is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade she has been teaching Entrepreneurs, sales teams and business leaders how to leverage LinkedIn for social selling.  As a former sales trainer and personal producer, Brynne adopted all of the traditional sales techniques and adapted them to the new digital world. She guides professionals to establish a thought leader and subject matter expert brand, find and engage the right targeted market, and leverage clients and networking partners for warm introductions into qualified buyers. Brynne Tillman believes that digital selling is vitally important today more than ever. She believes that things will never go back to the way they were before—especially with prospecting in the first conversation. Going to conferences, knocking on doors, and going to trade shows will come back. But Brynne believes many companies will still do all of the top-of-the-funnel activities digitally. With the sales world bent on digital strategies, what does Brynne embrace to be the most effective? Listen to this episode of Sales Reinvented to find out!

Outline of This Episode

  • [1:27] The difference between digital and social selling
  • [2:15] Why is digital selling important? How can you improve?
  • [5:03] Brynne’s social selling strategy
  • [9:30] The attributes of a […]
By |2021-09-08T09:01:20-06:00September 8th, 2021|Sales Reinvented Podcast|0 Comments
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Episode 261: Bob Apollo

Episode #261 – Bob Apollo

Selling Successfully in a Digital World

MEET

Bob Apollo

Bob Apollo is the Founder of Inflexion-Point Strategy Partners, the Outcome-Centric Selling experts. Bob is a Fellow of the Association of Professional Sales, a regular contributor to the International Journal of Sales Transformation, Top Sales World and a range of other sales-related media and a strategic advisor to a growing number of tech-based B2B-focused sales-ups.  In this episode of Sales Reinvented, Bob Apollo points out that for a long period of time—because of COVID—digital selling represented the only means of engagement with a potential client. He notes that it’s hard to predict where the balance will lie going forward. We likely won’t revert to the world before COVID but we’ll see a blend between face-to-face and digital selling. So how do you succeed in a world where digital rules? Listen to this episode to learn more!

Outline of This Episode

  • [1:14] The difference between digital and social selling
  • [2:24] How to improve digital selling capabilities
  • [4:44] Bob’s digital selling strategy
  • [8:10] The attributes of a great salesperson
  • [9:34] Tools, techniques, and digital selling strategies
  • [13:30] Top 3 digital selling dos and don’ts
  • [15:23] Focus on quality over quantity

Bob’s digital selling strategy

Bob believes one of the great things about the last 12–18 months—where most of the customer dialogue has happened digitally—is that […]

By |2021-09-01T09:46:32-06:00September 1st, 2021|Sales Reinvented Podcast|0 Comments
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Episode 260: Patti Pokorchak

Episode #260 – Patti Pokorchak

Focus on Social Prospecting—NOT Social Selling

MEET

Patti Pokorchak

Patti Pokorchak (Poker-Chuck) was NOT a born sales professional. She was the shyest female tech pioneer, proving that ANYONE can learn how to sell, AND love it too. Patti now teaches Entrepreneurial Sales at Ryerson University. A serial entrepreneur since 1992, she helped co-found and run a software business, scaling to multiple 7-figures in sales and 20 employees before opening up her own hobby farm and garden centre.  Patti will take you from Sales FEAR to Sales FUN to Sales SUCCESS, so you can do more of what you love to do According to Patti Pokorchak, social “selling” should really be called social “prospecting.” Any good salesperson knows you can’t walk up to someone at a face-to-face networking event and immediately pitch them your wares. You have to build a connection and a relationship. Selling digitally should be the same way. Listen to this episode of Sales Reinvented to hear Patti’s thoughts on successful social prospecting.

Outline of This Episode

  • [1:30] The differences between digital and social selling
  • [2:15] How can organizations improve digital sales?
  • [3:23] Patti’s blueprint for digital sale success begins with engagement
  • [5:38] Attributes or characteristics of a great digital salesperson
  • [6:47] Tools, techniques, and strategies to improve social prospecting
  • [8:08] Patti’s top three digital selling dos and don’ts

    • […]

By |2021-08-25T08:48:23-06:00August 25th, 2021|Sales Reinvented Podcast|0 Comments
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Episode 259: Steve Benson

Episode #259 – Steve Benson

Successful Digital Marketing Relies on Relevant + Valuable Content

MEET

Steve Benson

Steve Benson is the Founder and CEO of Badger Maps, the #1 App in the App Store for field salespeople. After receiving his MBA from Stanford, Steve joined Google, where he became Google Enterprise’s Top Sales Executive Globally in 2009. Steve Bensen believes that digital selling is important because it’s how buyers are buying. And your best leads—the people most likely to purchase from you—look for answers about your company online. They’re doing searches in Google, researching you, reading reviews, and looking at competitors. You need ads in the right places and content that will satisfy what they’re looking for. You need to provide the answers to their questions while also providing information about your company and what you can do for them. How did Steve achieve that with his business with a focus on digital marketing? Listen to this episode of Sales Reinvented to find out!

Outline of This Episode

  • [1:05] The difference between digital and social selling
  • [2:03] How to improve digital selling capabilities
  • [4:15] Steve’s digital selling strategy
  • [6:14] Attributes + characteristics of a great digital seller
  • [8:08] Tools, techniques, or strategies to improve
  • [9:41] Steve’s digital selling dos and don’ts
  • [13:29] Leveraging LinkedIn learning with relevant content

Steve’s digital marketing […]

By |2021-08-18T09:03:45-06:00August 18th, 2021|Sales Reinvented Podcast|0 Comments
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Episode 258: Carole Mahoney

Episode #258 – Carole Mahoney

Agility and Flexibility are Key to Digital Success

MEET

Carole Mahoney

As the founder of Unbound Growth, Carole Mahoney has been called the “Sales Therapist” by a Harvard Business School professor where she coaches Entrepreneurial MBA students on sales. Carole has been featured as a top 15 Sales Influencer by LinkedIn, a Woman to Watch in Sales by Sales Hacker, and a top sales coach by Ambition. Currently she is writing her first book for business owners and entrepreneurs who sell themselves and their products everyday and struggle with finding the time, the right messaging, or the best process to get new customers and clients but might not realize that what might be getting in their way is their own mindset towards sales. Her belief is that selling isn’t something we do to others, it is something we do with them. Digital selling is omnichannel—anything that you can use online. It can be digital assets, PDFs, web pages, interactive quizzes, communities, and more. But when you sell digitally, you have to make a conscious effort to understand and engage with your buyer in ways and places they prefer. That’s why agility and flexibility are essential to the process. Carole Mahoney shares her thoughts on the digital sales process in this episode of Sales Reinvented. Don’t miss it!

Outline of This Episode

  • [1:33] […]
By |2021-08-11T08:58:07-06:00August 11th, 2021|Sales Reinvented Podcast|0 Comments
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Episode 257: Tony Hughes

Episode #257 – Tony Hughes

Embrace Tech: Modernize the Way You Sell

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 CEO leading the Asia-pacific region for multi-nationals. He is a best-selling author, consultant, trainer and keynote speaker. Tony Hughes points out that we live in a digital-first world. 2020 was a catalyst for accelerating what people are describing as the 4th industrial revolution. He emphasizes that “There’s timeless principles of selling that we need to adapt as we modernize the way that we engage clients.” One of the big trends is that companies are shifting resources from field selling to using the tech stack to sell digitally. So how can you drive change in a digital world? How do you excel with digital selling? Tony Hughes shares his take in this episode of Sales Reinvented!

Outline of This Episode

  • [1:11] Digital and social selling
  • [3:41] How to improve your digital selling
  • [7:35] Tony’s digital selling blueprint
  • [9:46] Attributes that lead to greatness
  • [12:19] Tools + techniques + strategies
  • [16:46] Top 3 digital selling dos and don’ts
  • [19:27] Tony demonstrates the power of connections

How to improve your digital selling

Most buyer’s journeys begin in their trusted online network. They seek social proof for the things that they’re looking at purchasing. […]

By |2021-08-04T09:23:52-06:00August 4th, 2021|Sales Reinvented Podcast|0 Comments
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Episode 256: Viveka von Rosen

Episode #256 – Viveka von Rosen

Harness the Power of LinkedIn for Social Sales Success

MEET

Viveka von Rosen

Viveka von Rosen is Cofounder of Vengreso, the largest provider of full spectrum Modern Digital Sales transformation solutions. Known as the @LinkedInExpert, she’s author of the best-selling “LinkedIn Marketing: An Hour a Day” AND “101 Ways to Rock LinkedIn”. She’s been named in Forbes (4 years running) as a top social media expert and is a regular contributor and has been featured in Forbes, BuzzFeed, Inc, CNN, Entrepreneur, Selling Power and the Social Media Examiner. Her business mission is to help sales professionals and business owners create more quality and qualified conversations on LinkedIn. When you’re selling on LinkedIn—or any other social platform—you’re creating conversations. Maybe you’ve made a connection, had a Zoom call, and take the relationship to a trade show, conference, etc. With virtual selling, you may do the entire sales cycle online. The B2B buyer is at a point where they prefer this. So salespeople need to be primed on social selling skills and able to take it to the next level. You have to learn the best way of engaging with customers if you continue to sell virtually. Viveka von Rosen shares some great tips in this episode of Sales Reinvented!

Outline of This Episode

  • [1:34] Social selling versus digital selling
  • [3:42] […]
By |2021-07-28T09:33:47-06:00July 28th, 2021|Sales Reinvented Podcast|0 Comments
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Episode 255: Ryan Kugler

Episode #255 – Ryan Kugler

Embrace Email In Your Digital Sales Strategy

MEET

Ryan Kugler

Ryan Kugler is an entrepreneur and strategist with over 25 years of experience in building profitable businesses from conception within both Fortune-500 organizations as well as newly launched startups. He operates on a few key principles: “Be nice to everyone, always return phone calls, and stay in communication with everyone. Ryan Kugler believes you have to embrace both digital selling and old-school ways of selling, such as sending emails and making cold calls. How does he find success with both strategies? Why does he believe persistence pays off? Listen to this episode of Sales Reinvented for a completely different take on digital and social selling.

Outline of This Episode

  • [1:10] How are digital and social selling different?
  • [1:36] Why is digital selling so important?
  • [2:04] Ryan’s blueprint for digital sales
  • [3:01] The attributes of a great salesperson
  • [3:44] Tools + techniques + strategies
  • [4:59] Ryan’s digital selling dos and don’ts
  • [8:35] Why persistence pays off

Ryan’s blueprint for digital sales

Ryan has found that email is the easiest way to connect with someone—as long as you do it right. He always asks a question in the subject line so the prospect wants to open your email. Then you give them the answer to the question you asked in the subject line. It […]

By |2021-07-21T08:23:21-06:00July 21st, 2021|Sales Reinvented Podcast|0 Comments
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