Episode #190 – Joanne Black

Leveraging Referrals Positively Impacts Productivity

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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

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Episode #189 – Anthony Solimini

A Productive Salesperson Must Have Excellent Communication Skills

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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

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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 […]