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Episode 224: Brynne Tillman

Episode #224 – Brynne Tillman

Brynne Tillman’s Genius LinkedIn Prospecting Process

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Brynne Tillman

Brynne Tillman is the CEO of Social Sales Link and a LinkedIn Whisperer who teaches business development professionals on how to convert content and connections to conversations. Through her warm marketing prospecting philosophy, she guides sales leaders to leverage the power of LinkedIn to attract, teach, and engage their buyers, ultimately starting relationships with a high level of credibility. According to Brynne Tillman, lead generation and prospecting are both top of the funnel drivers—and the top of the funnel drives all business. If you don’t have opportunities in the door, it doesn’t matter how good your product is. It doesn’t matter how good of a salesperson you are. If you don’t have the first conversation, you won’t make a sale. Brynne believes the power lies in warm connections. Listen to this episode of Sales Reinvented to hear her take!

Brynne Tillman is the CEO of Social Sales Link and a LinkedIn Whisperer who teaches business development professionals on how to convert content and connections to conversations. Through her warm marketing prospecting philosophy, she guides sales leaders to leverage the power of LinkedIn to attract, teach, and engage their buyers, ultimately starting relationships with a high level of credibility.

 

Outline of This Episode

  • [0:56] The difference between prospecting and lead generation
  • [1:30] […]
By |2020-12-16T09:17:22-07:00December 16th, 2020|Sales Reinvented Podcast|0 Comments

Episode 223: Chad Burmeister

Episode #223 – Chad Burmeister

How to Get Better Prospecting Results

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Chad Burmeister

Chad Burmeister is the CEO of ScalexAI which is an AI enabled service offering pipeline as a service. Chad describes himself as a believer, husband, father of two teenagers, and lifelong rebel and rule-breaker. He empowers sales professionals to become the best version of themselves by focusing on their mindset, skillset, and toolset. How do you get better prospecting results? What is the best and easiest way to bring in leads? How do prospecting and lead generation play valuable roles in the sales process? In this episode of Sales Reinvented, Chad Burmeister shares how he pairs innovative thinking with leading technology to get better prospecting results.

Chad Burmeister is the CEO of ScaleX AI which aims to solve salespeople’s pipeline problems. Chad’s goal is to empower sales professionals to become the best version of themselves by focusing on their mindset, skillset, and toolset. Don’t miss his valuable take on the lead generation and prospecting process.

 

Outline of This Episode

  • [0:51] The difference between prospecting and lead generation
  • [2:08] Why are they important?
  • [3:21] Chad’s perfected prospecting process
  • [5:26] Success relates directly to your level of EQ—not IQ
  • [7:35] Get comfortable being “Iron Man”
  • [8:38] Chad’s top 3 do’s and don’ts
  • [10:48] Why you NEED to be different

Why both prospecting and lead generation […]

By |2020-12-09T08:06:58-07:00December 9th, 2020|Sales Reinvented Podcast|0 Comments

Episode 222: Mary Grothe

Episode #222 – Mary Grothe

You Must Plan Before you Prospect

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Mary Grothe

Mary Grothe is a former #1 MidMarket B2B Sales Rep who after selling millions in revenue and breaking multiple records, formed Sales BQ®, a Denver-based firm of fractional Revenue Leaders who serve companies nationwide by profitably rebuilding their marketing, sales, and customer success departments by getting to the root of their revenue problems, rebuilding infrastructure, developing talent, and holistically growing their growing revenue at sometimes rapid paces. Her 8 year B2B midmarket sales career required daily prospecting efforts. She was the first rep to embed social selling and custom events into her lead gen process to diversify the funnel from just telemarketing and email prospecting.  Why are both lead generation and prospecting important functions of sales? Have you ever closed a deal that wasn’t in your pipeline? What are you doing if you aren’t prospecting? Prospecting and lead generation are the lifeline to your sales pipeline, according to the guest on this episode of Sales Reinvented—Mary Growth.

She emphasizes that you need a certain amount of deals in your pipeline that—when divided by your close rate—help you meet your goals. You have to know what you need to do to hit your number. If you need to hit $1million in sales and you have a 25% close rate, you need $4 million […]

By |2020-12-02T08:16:44-07:00December 2nd, 2020|Sales Reinvented Podcast|0 Comments

Episode 221: Cory Bray

Episode #221 – Cory Bray

Why a Compelling Offer is SO Important to Prospecting

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Cory Bray

Cory Bray is the Managing Director of ClozeLoop. Cory has built high-performing sales teams in industries that range from manufacturing to technology. He knows what works in practice, not just in theory. He’s a high-value advisor to multiple accelerators, bestselling author of 6 books, and a dynamic keynote speaker who has spoken all over the world. He’s passionate about making sales accessible, actionable, and scalable with Fast Frameworks. Do you struggle with prospecting and lead generation? Is getting a meeting with a potential customer like pulling teeth? Cory Bray believes the struggle is often because you aren’t giving your prospecting a compelling offer. No one is going to be enticed by a sales meeting. A sales meeting may even be a deterrent. What does Cory recommend doing instead? He shares advice, strategies, and tactics to navigate the process in this episode of Sales Reinvented. Don’t miss it!

Cory Bray is the Managing Director at ClozeLoop. Cory has built high-performing sales teams in industries that range from manufacturing to technology. He knows what works in practice, not just in theory. He’s a high-value advisor to multiple accelerators, bestselling author of 6 books, and a dynamic keynote speaker who has spoken all over the world. He’s […]

By |2020-11-25T09:37:36-07:00November 25th, 2020|Sales Reinvented Podcast|0 Comments

Episode 220: Kristie Jones

Episode #220 – Kristie Jones

Consistency + Persistence = Successful Prospecting

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Kristie Jones

Kristie Jones is the go-to expert for SaaS companies wanting to build or scale their sales teams. Her 19+ years as a Sales Leader in the SaaS space fuels her passion for helping bootstrapped or VC funded founders increase revenue through improved strategy, process, and people. 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 Success Reps. is what makes her so valuable to her clients. Persistence is one of the best things a salesperson can do to achieve successful prospecting, according to Kristie Jones. Lead generation and prospecting are a long game and there are skills that a salesperson needs to develop to be successful in these areas. What are they? How can you improve your prospecting and lead generation skills? Kristie shares her tips + tactics in this episode of Sales Reinvented. Check it out!

Kristie Jones is the go-to expert for SaaS companies wanting to build or scale their sales teams. Her 19+ years as a Sales Leader in the SaaS space fuels her passion to help businesses increase revenue through improved strategy, process, and people. She coaches everything from sales process and strategy to hiring and training Sales […]

By |2020-11-18T08:54:03-07:00November 18th, 2020|Sales Reinvented Podcast|0 Comments

Episode 219: Adam Snider

Episode #219 – Adam Snider

Want to Be Successful Prospecting? Here’s what You Need to Do

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Adam Snider

Adam Snider has a 19 career in sales and sales leadership. He currently leads a B2B sales department at a recognized HVAC contractor in Canada; additionally, he owns Leading Sales Results a sales coaching focused consultancy, he’s a Coach with The Sales Rebellion and a Trainer with Quota International. As a way to give back to the sales industry, he is also a contributor on The Sales Expert Channel. Adam is passionate about helping to change the negative stereotypes that have plagued sales profession for decades. Do you have a plan for lead generation? Do you have an organized approach to prospecting? Have you developed the necessary skills to be successful with lead generation and prospecting? Adam Snider has a tried and true process that he follows wholeheartedly. Listen to this episode of Sales Reinvented as he shares some tips + strategies for salespeople to stay relevant and craft their approach.

Adam Snider currently leads a B2B sales department, owns Leading Sales Results, is a Coach with The Sales Rebellion, and a Trainer with Quota International. He is also a frequent contributor to The Sales Expert Channel. Adam is passionate about changing the negative stereotypes of sales professionals. Don’t miss out on his 19+ years of […]

By |2020-11-11T09:48:42-07:00November 11th, 2020|Sales Reinvented Podcast|0 Comments

Episode 218: Kim Albee

Episode #218 – Kim Albee

Why You Need to KNOW Your Perfect Potential Customer

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Kim Albee

Kim Albee founded her company Genoo, as well as the B2B Online Marketing Group on LinkedIn. Kim helps you attract quality leads, and establish the engagement necessary for sustained growth.  She does this by providing practical strategies and integrated tools that maximize resources, energy, and return on investment. She is on faculty at CEOSpace International, and is the Online Marketing Expert on The Sales Experts Channel. How do you save time, get results, and avoid burning your lists? How do you get results from cold emails? Kim Albee believes that it’s by knowing your perfect potential customer and providing them value. In this episode of the Sales Reinvented podcast, she shares her expertise in prospecting and lead generation. Don’t miss it!

Kim Albee founded her company Genoo, as well as the B2B Online Marketing Group on LinkedIn. Kim helps you attract quality leads, and establish the engagement necessary for sustained growth. She does this by providing practical strategies and integrated tools that maximize resources, energy, and return on investment.

 

Outline of This Episode

  • [0:56] The difference between prospecting and lead generation
  • [1:39] Why are these concepts important?
  • [2:08] Know your perfect potential customer
  • [4:11] The attributes a salesperson should embrace
  • [5:16] Skills that a salesperson should […]
By |2020-10-30T06:48:56-06:00November 4th, 2020|Sales Reinvented Podcast|0 Comments

Episode 217: Bill McCormick

Episode #217 – Bill McCormick

The Key to Successful Lead Generation and Prospecting

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Bill McCormick

Bill McCormick discovered early on the power of LinkedIn as a lead generation and prospecting tool for the ad specialty company he began with his wife in 2013.  With only a handful of clients at the onset, Bill was able to leverage LinkedIn and social selling strategies he learned from some of the pioneers in social selling how to prospect effectively and grow their business.  His success led him to start his own LinkedIn training business in 2017 and join Brynne at Social Sales Link in 2018.  Now, Bill’s passion is to take what he’s learned and had success with and pass it on to sales leaders so they too can experience the power of LinkedIn and social selling. What is the difference between prospecting and lead generation? How are they similar? How do your strategies need to vary with either approach? In this episode of Sales Reinvented, Bill McCormick shares some strategies to help salespeople nail lead generation and prospecting. If you’re ready to take your skills to the next level—don’t miss this episode.

 

Outline of This Episode

  • [1:35] The difference between prospecting and lead generation
  • [3:00] Why is lead generation and prospecting important to sales?
  • [3:39] The ideal prospecting and lead generation process
  • [7:08] The attributes a salesperson needs to […]
By |2020-10-26T16:14:07-06:00October 28th, 2020|Sales Reinvented Podcast|0 Comments

Episode 216: Jodi Cahn

Episode #216 – Jodi Cahn

Why Time is a Powerful Negotiation Tool

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Jodi Cahn

Jodi Cahn is a 20 year veteran of teaching negotiating skills to businesses around the globe with Karrass. She also provides solar solutions for California residents as part of the no-cost solar revolution. Many people are familiar with the concept of time pressure as a negotiation tactic—but what about allowing time to lapse as a tool? How does the passage of time sway a negotiation and become a powerful tactic? In this episode of Sales Reinvented, Jodi Cahn shares this powerful negotiation tactic and many others, including understanding and addressing a counterparty’s core needs.

Jodi is an experienced negotiation trainer and has taught KARRASS® Effective Negotiating for 20 years around the globe. On top of being a practice negotiation trainer, she is a Sales Representative with Solar Energy Partners in California. Don’t miss this insightful episode!

 

Outline of This Episode

  • [0:41] What is negotiation?
  • [2:20] Why is negotiation important in business?
  • [3:17] Why don’t salespeople like to negotiate?
  • [4:58] Jodi’s negotiation process
  • [7:16] Patience truly is a virtue
  • [8:37] Negotiation tools, tactics, strategies
  • [9:51] Top 3 dos and don’ts
  • [11:51] Jodi’s favorite negotiation story

View negotiation as the beginning of a relationship

Negotiation is an exchange where two parties both want in, but there’s a gap that […]

By |2020-10-07T09:33:02-06:00October 21st, 2020|Sales Reinvented Podcast|0 Comments

Episode 215: Philip Brown

Episode #215 – Philip Brown

Negotiation Tactics—with a Twist

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Philip Brown

Philip Brown is the inventor of Negotiation Cards® and an advocate of what he calls “Practical Practice” when it comes to improving negotiation skills.  He has made it his mission to create a global network of negotiation clubs for people to practice this critical skill together”. In this episode of Sales Reinvented, Philip Brown shares a few unique negotiation tactics and strategies that any negotiator can add to their skill set. Negotiation can be an uncomfortable process for salespeople, but if you employ some of the tactics Philip shares, you’ll be well on your way to becoming more comfortable with the process.

Philip Brown is the inventor of Negotiation Cards® and the founder and creator of The Negotiation Club Ltd. His vision is to help businesses hone their negotiation skills through Practical Practice Workshops—with the end goal to increase revenue, boost profits & improve services.

 

Outline of This Episode

  • [0:51] Negotiation is problem-solving with a twist
  • [1:26] The importance of negotiation
  • [2:01] Why don’t salespeople like to negotiate?
  • [3:01] Philip’s negotiation process
  • [4:32] Attributes of a sales negotiator
  • [5:17] Negotiation tactics, tools, and strategies
  • [6:36] Top 3 negotiation dos and top 3 don’ts
  • [8:49] Phil’s favorite negotiation story

Problem-solving—with a twist

Philip sees negotiation as a problem-solving process, with a twist: “It’s all about solving blockers and barriers […]

By |2020-10-07T09:32:46-06:00October 14th, 2020|Sales Reinvented Podcast|0 Comments
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