Sales Reinvented Podcast

Home/Sales Reinvented Podcast

Episode 190: Joanne Black

Episode #190 – Joanne Black

Leveraging Referrals Positively Impacts Productivity


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
  • […]

By |2020-06-01T09:29:42-06:00April 22nd, 2020|Sales Reinvented Podcast|0 Comments

Episode 189: Anthony Solimini

Episode #189 – Anthony Solimini

A Productive Salesperson Must Have Excellent Communication Skills


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 […]

By |2020-06-01T09:30:02-06:00April 15th, 2020|Sales Reinvented Podcast|0 Comments

Episode 188: Kristie Jones

Episode #188 – Kristie Jones

How Accountability Impacts Productivity


Kristie Jones

Kristie Jones is the go-to expert for SaaS Founders wanting to build or scale their Sales and Customer Success teams. After 15+ years as a sales leader in the SaaS space, she founded Sales Acceleration Group in 2016 to help other SaaS companies build, grow, and scale their Sales and Customer Success teams to increase revenue, reduce churn, and scale more quickly. Her willingness to get her hands dirty and her “take no prisoners” approach when helping companies with everything from sales process and strategy to hiring and training Sales and Customer Success Reps. is what makes her so valuable to her clients.

It’s a day and age where accountability is key to obtaining results, but seldom put into play. According to Kristie Jones, productivity is the ability to identify and execute on tasks that will result in providing the highest value outcome from that task. But you must hold yourself accountable to the goals you’ve set—and the quotas your company sets. Kristie joins Paul to share her thoughts on how sales professionals can become more effective in their roles.

Kristie has over 15 years of experience in SaaS management with expertise in training and coaching. In 2016 she founded the Sales Acceleration Group, which specializes in helping small and mid-size businesses increase their revenue. Kristie […]

By |2020-06-01T09:30:45-06:00April 8th, 2020|Sales Reinvented Podcast|0 Comments

Episode 187: Lisa Leitch

Episode #187 – Lisa Leitch

Productivity Begins with Proactive Prospecting


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 […]

By |2020-06-01T09:30:33-06:00April 1st, 2020|Sales Reinvented Podcast|0 Comments

Episode 186: Mark Hunter

Episode #186 – Mark Hunter

Productivity is Defined by the Outcomes Achieved


Mark Hunter

Mark Hunter is an author, speaker, trainer and consultant in the field of sales.  He authored the best selling books, ‘High Profit Selling’ and ‘High Profit Prospecting’ and his NEW book A Mind for Sales is sure to be one of the best selling sales books of 2020.  As well as being a multi-award winning sales blogger and social media marketer, Mark was also one of the founders of Outbound which has quickly become one of the must-attend sales conferences in the world. Mark is arguably one of the greatest sales minds of our time.  He is the ‘Sales Hunter’.

Mark Hunter believes that productivity is best defined by the incremental value you provide customers as you help them achieve outcomes. It isn’t about being busy or crossing items off of a to-do list. It is about providing value. What does that look like? How does a salesperson accomplish it? Learn more in this episode of SaleReinvented!

Mark—known as the ‘Sales Hunter’—is arguably one of the greatest minds in the world of sales. He is an accomplished speaker, consultant, and author of multiple best-selling books. With an astounding 30+ years of sales leadership experience, he repeatedly helps companies find and retain better prospects. Paul picks his brain in this episode—don’t miss it!


Outline […]

By |2020-06-01T09:31:12-06:00March 25th, 2020|Sales Reinvented Podcast|0 Comments

Episode 185: Jeff Bajorek

Episode #185 – Jeff Bajorek

Reinvent Your Definition of Productivity


Jeff Bajorek

Jeff Bajorek is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast, and a panelist on The Sales Experts Channel. He wants to make you ‘Rethink The Way You Sell’ so you can sell more.

Is your definition of productivity truly working for you? Are you stuck in an endless loop of activities? If you’re treading water and seem incapable of completing the sales activities you need to, it’s time to redefine what productivity means to you. Jeff Bajorek joins Paul in this episode of Sales Reinvented to help you rethink how you view productivity.

Jeff is a sales improvement consultant specializing in the B2B space. He’s co-host of ‘The Why And The Buy’ podcast and author of ‘Rethink The Way You Sell: The Five Forgotten Fundamentals of Prospecting’. In this episode he’ll share his thoughts on productivity, his top 3 do’s and don’ts, and what you should do to become more productive.


Outline of This Episode

  • [0:54] What does Jeff Bajorek think productivity is?
  • [1:54] Why is productivity so important in sales?
  • [3:23] How do you increase your productivity?
  • [7:16] The tools Jeff finds effective
  • [9:18] Jeff’s top 3 dos and top 3 don’ts
  • [12:07] Jeff’s favorite productivity story

The definition of productivity is anything you […]

By |2020-06-01T09:31:23-06:00March 18th, 2020|Sales Reinvented Podcast|0 Comments

Episode 184: Amy Franko

Episode #184 – Amy Franko

How to Prioritize High-Value Activities


Amy Franko

Amy Franko is a sales keynote speaker and one of LinkedIn’s Top Sales Voices. Her book, The Modern Seller, is an Amazon best-seller, and was named to Top Sales World’s Top 50 books.

If you learn to define and prioritize high-value activities you will become a more productive sales professional. If you know what activities hold the highest value and act on those over lower-value activities you set yourself up for success. We have finite reserves—you get to choose where you invest your time, energy, motivation and discipline.

Amy Franko joins Paul in this episode of Sales Reinvented to chat about how she prioritizes her time to be successful in sales. Amy specializes in working with B2B organizations on sales effectiveness. She is a trainer and consultant, keynote speaker, and author of The Modern Seller.


Outline of This Episode

  • [0:46] What is productivity?
  • [1:50] What makes us unproductive
  • [2:51] Improving productivity
  • [4:13] Attributes of a great salesperson
  • [5:07] Productivity Tools and tips
  • [6:30] Top 3 dos and top 3 don’ts
  • [11:34] Amy’s favorite productivity story

Learn to say ‘no’ to prioritize high-value activities

Amy points out that salespeople often have a huge list of sales activities to tackle. They’re often given the added burden of administrative tasks that they don’t need on their plates. This automatically lowers […]

By |2020-01-29T07:58:11-07:00March 11th, 2020|Sales Reinvented Podcast|0 Comments

Episode 183: Chad Burmeister

Episode #183 – Chad Burmeister

Revenue = Frequency x Competency: Learn How to Balance the Equation


Chad Burmeister

Chad Burmeister is CEO of, and author of 3 SalesHack books and most recently AI for Sales., Chad is a regular speaker at sales events around the world, and this year the AI for Sales Expert on the Sales Experts Channel.  Chad lives in Denver, Colorado and loves to accelerate down the mountain skiing just as he helps companies accelerate sales!

Revenue = frequency x competency is one way that Chad Burmeister measures productivity. You have to be able to do more in a shorter period of time—you must increase your frequency. Over time, as you gain experience and focus on frequency, your competency will grow. This increases productivity and therefore increase revenue. Chad and Paul discuss this topic in-depth in this episode of Sales Reinvented.

Chad is the founder and CEO of—ScaleX leverages artificial intelligence and sales automation to automate up to 75% of sales reps tasks so that they can focus on higher-value work. He is the author of multiple Sales Hack books and a recently published book about AI for sales. Chad is passionate about helping sales professionals crush their quotas and increase revenue.


Outline of This Episode

  • [0:57] Chad Burmeister’s definition of productivity
  • [2:55] The reality of effective sales professionals
  • [4:48] Steps […]
By |2020-01-28T09:21:26-07:00March 4th, 2020|Sales Reinvented Podcast|2 Comments

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
Join us every Tuesday and Thursday for new episodes from the Sales Reinvented Podcast!