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Episode 073: Mike Weinberg

Episode #073: Mike Weinberg

Winners and Whiners

MEET

Mike Weinberg

Mike Weinberg is a Consultant, a Speaker, a Bestselling Author and a Sales Coach. His books Sales Management Simplified and New Sales Simplified are both Amazon bestsellers and Mike was named by Forbes as a top sales influencer.

Key Takeaways From This Episode

[00.48] Mike shares his journey into sales – Mike shares his journey from aspiring Race car driver to sales professional.

[02.05] How Has Selling Changed  – Selling has gotten easier in some ways and harder in others.  Mike predicts a Sales Renaissance

[06.45] The Key Attributes of a Modern Successful Sales Professional – Drive and perseverance, understand the long game.

[08.25] Mike’s Top Three Sales Do’s and Don’ts – Do build a strategic finite list of accounts, sharpen your messaging, calendar, calendar, calendar. Don’t spend all day playing on the internet, don’t show up and throw up (Sales Malpractice), Winners and Whiners.

[10.55] Mike’s Most Satisfying Sales Pursuit and Lesson – Mike shares his long term pursuit, which he deemed the right kind of prospect and the lesson he learned from the pursuit was not to give up too early.

[13.52] Mike’s Advice to His Younger Self – Listen to your Sales Gut, Mike shares a story from his book – New Sales Simplified around a pursuit of Panasonic.

More About Mike

What is your all time favourite sales-related movie?
The Martian. Creative. Funny. Inspirational. And all about problem-solving!

Favourite sales related quote?
“No one […]

By | August 1st, 2017|Sales Reinvented Podcast|0 Comments

Episode 072: Vince Fowler

Episode #072: Vince Fowler

Sales is the Result of Value Created

MEET

Vince Fowler

Vince Fowler is an executive and business coach, a TEDx Speaker, workshop facilitator and Military Veteran. After leaving the Canadian Military, Vince pursued a successful career in professional sales before moving into business coaching. Vince is the founder of The Measurable Difference, a successful bi-monthly networking and speaking event as well as business mastery unplugged which is an online podcast and business resource library.

Key Takeaways From This Episode

[01.06] Vince shares his journey into sales – Vince shares his journey from Paratrooper into Sales and Business Coach

[02.30] How Has Selling Changed  – Vince shares how selling has changed over his 21 years in business.

[06.40] The Key Attributes of a Modern Successful Sales Professional – Listen and Learn, Sales is the Result of Value Created.

[08.00] Vince’s Top Three Sales Do’s and Don’ts – Ask questions, plan the day (don’t waste prime time of the day), have a positive mental attitude.

[10.42] Vince’s Most Satisfying Sales Pursuit and Lesson – Vince shares his pursuit of a large account, which he would have been intimidated to sell to in the past, the lesson he learned is having the confidence to say no to clients who are not a good fit for his service.

[13.18] Vince’s Advice to His Younger Self – ADHD has been a blessing and curse for Vince, his advice to his Younger self would be to plan. […]

By | July 31st, 2017|Sales Reinvented Podcast|0 Comments

Episode 071: Jon Ferrara

Episode #071: Jon Ferrara

Service is the New Sales

MEET

Jon Ferrara

Jon Ferrara is widely recognized as a pioneer in the field of customer relationship management systems. Jon was the creator and co-founder of Goldmine an award winning customer relationship management product. Today, Jon is the CEO of Nimble LLC which is a modern, simple yet effective CRM software tool to help organizations be more productive and profitable.

Key Takeaways From This Episode

[01.06] Jon shares his journey into sales – From aspiring astronaut to sales professional.

[03.53] How Has Selling Changed  – Customers are influenced by others, Service is the New Sales.

[07.45] The Key Attributes of a Modern Successful Sales Professional – Be prepared, do your homework, listen to learn and find ways to add value.

[08.38] Jon’s Top Three Sales Do’s and Don’ts – Enter every relationship with the intent to serve others, Listen, Follow up and follow through.

[11.43] Jon’s Most Satisfying Sales Pursuit and Lesson – John shares his sales pursuit of Microsoft and his dealings with Bill Gates, there is only 8 hours in a day it’s more powerful if people talk about you than if you talk about you.

[15.00] Jon’s Advice to His Younger Self – It’s important to be present in your life.

More About Jon

What is your all time favourite sales-related movie?
Jerry Maguire

Favourite sales related quote?
“You will get all you want in life, if you help enough other people get what they want.” Zig […]

By | July 25th, 2017|Sales Reinvented Podcast|0 Comments

Episode 070: Colleen Stanley

Episode #070: Colleen Stanley

No Excuses, Own It

MEET

Colleen Stanley

Colleen Stanley is the author of Emotional Intelligence for Sales Success, she is an international sales keynote speaker and has been recognized as one of the top 50 sales bloggers in the world for the last 3 years. Salesforce has named Colleen as one of the most influential sales figures of the 21stCentury.

Key Takeaways From This Episode

[00.51] Colleen shares her journey into sales – from aspiring medical secretary to sales professional.

[02.12] How Has Selling Changed  – More educated buyers and sellers.

[07.57] The Key Attributes of a Modern Successful Sales Professional – Self actualization, passion and work ethic.

[09.09] Colleen’s Top Three Sales Do’s and Don’ts – Improve your emotional self awareness, develop empathy. No Excuses, Own It.

[11.30] Colleen’s Most Satisfying Sales Pursuit and Lesson – Colleen shares one of her longer sales pursuits and the lesson she learned about having a champion in your corner. You Can Win Anything, You have to be good to win.

[13.56] Colleen’s Advice to Her Younger Self – Find a mentor, find a coach.

[14.55] Bonus Question – Why is emotional intelligence so important in sales?

More About Colleen

Favorite sales-related movie
Tommy Boy.  It makes me laugh and is also a great example of how easy it is to start buying the buying signals from prospects. Then, we start presenting rather than asking questions.  

Favorite quote
Alvin Toffler – “The illiterate of the future are not those who cannot […]

By | July 20th, 2017|Sales Reinvented Podcast|0 Comments

Episode 069: David Fisher

Episode #069: David Fisher

Activity Measured is Activity Improved

MEET

David Fisher

David Fisher is a Keynote speaker and author, He delivers a program called Hyper-Connected Selling which focusses on the convergence of social selling, networking and old school sales techniques – everything you need to win business in the modern world. David is also the President and Business Coach at Rockstar Consulting and authored the best-selling book ‘Why Your Network Sucks and What to Do About It’.

Key Takeaways From This Episode

[01.00] David shares his journey into sales – From Indiana Jones, to Rockstar to Sales Coach

[02.17] How Has Selling Changed  – The internet has changed selling significantly over the last 20 years.

[06.53] The Key Attributes of a Modern Successful Sales Professional – Emotional stability, maturity, self awareness, open-minded and creative.

[08.13] David’s Top Three Sales Do’s and Don’ts – Every day find a way to move a relationship forward, spend time and attention on learning (Always be Learning) and do track your activity. (Activity measured is Activity Improved).

[13.06] David’s Most Satisfying Sales Pursuit and Lesson – David shares his pursuit of his wife (Helen) and the lesson that he learned.

[15.37] David’s Advice to His Younger Self – Listen to myself.  Trust in the answers you come up with.

More About David

What is your all time favourite sales-related movie?
Door-to Door (I can be a sucker for sappy movies) 

Favourite sales related quote?
“Do you believe that my being stronger or faster […]

By | July 18th, 2017|Sales Reinvented Podcast|0 Comments

Episode 068: Brad Pearse

Episode #068: Brad Pearse

Prepare, Prepare, Prepare

MEET

Brad Pearse

Brad Pearse is the Director of New Business Development for Retail at Cydcor which is a global leader in outsourced face to face sales and marketing for Fortune 500 companies around the globe, Brad is an accomplished modern sales practitioner and is passionate about our mission and vision at Sales Reinvented and is excited to share his passion for the profession with our listeners.

Key Takeaways From This Episode

[00.52] Brad shares his journey into sales – Brad shares his journey from aspiring golf course designer to sales professional

[02.30] How Has Selling Changed  – Social media and outreach tools has shifted to landscape.

[05.30] The Key Attributes of a Modern Successful Sales Professional – They have to understand their ‘Why’, work ethic and self awareness.

[07.34] Brad’s Top Three Sales Do’s and Don’ts – Don’t be desperate, don’t beat about the bush and don’t drive your own agenda.

[10.36] Brad’s Most Satisfying Sales Pursuit and Lesson – Brad shares his story about competing for 8 intern slots at the Colorado Rockies baseball club and the lessons he learned from this.

[14.54] Brad’s Advice to His Younger Self – become more self aware.

More About Brad

What is your all time favourite sales-related movie?
The Boiler Room 

Favourite sales related quote?
Commit to the process and be clear on your outcome

Which sales book has had the most positive impact on you?
“Start with Why” – Simon Sinek 

Who / What inspires you?
My Dad […]

By | July 13th, 2017|Sales Reinvented Podcast|0 Comments

Episode 067: Jeb Blount

Episode #067: Jeb Blount

Sales is a Language of Questions

MEET

Jeb Blount

Jeb Blount is an author, a speaker and a sales acceleration specialist. Jeb has written a number of best-selling sales books including notably Fanatical Prospecting the ultimate guide to opening sales conversations and filling the pipeline as well as Sales EQ, how ultra high performers leverage emotional intelligence to close complex deals. Jeb is also the host of the Sales Gravy Podcast.

Key Takeaways From This Episode

[01.00] Jeb shares his journey into sales – Jeb shared his journey from aspiring Lawyer to Sales Professional

[02.11] How Has Selling Changed  – Sales has gotten easier over Jeb’s career.

[09.59] The Key Attributes of a Modern Successful Sales Professional – Great sales people are fanatical prospectors, have great time discipline, they are really good with people, they have sales drive (mental toughness).

[12.25] Jeb’s Top Three Sales Do’s and Don’ts – Prospect, prospect, prospect Don’t pitch, don’t push, don’t sell. Sales is a language of questions

[14.00] Jeb’s Most Satisfying Sales Pursuit and Lesson – Jeb shares one of his sales pursuits from his new book Sales EQ.  BBQ on Paper Plates vs Private Jets.

[16.38] Jeb’s Advice to His Younger Self – Take the time to appreciate your sales roles and the people that you work with.

More About Jeb

What is your all time favourite sales-related movie?
The Pursuit Of Happyness

Favourite sales related quote?
“The probable is what usually happens.” – Aristotle

Which sales book has […]

By | July 11th, 2017|Sales Reinvented Podcast|0 Comments

Episode 066: Mike Schultz

Episode #066: Mike Schultz

Don’t Put Your Agenda First

MEET

Mike Schultz

Mike Schultz is a world-renowned consultant, speaker, sales trainer and sales expert. He has authored several books including notably Wall Street Journal best-seller ‘Rainmaking Conversations’ and ‘Insight Selling’. Mike is the President of RAIN Group, an international sales training and consulting firm.

Key Takeaways From This Episode

[00.49] Mike shares his journey into sales – Mike shares his journey from aspiring lawyer to salesperson.

[02.14] How Has Selling Changed  – Buyers require more decision support today than they have in the past.

[05.56] The Key Attributes of a Modern Successful Sales Professional – Passion for work and selling, conceptual thinking, curiosity, sense of urgency, assertive, money orientation, performance orientation, gravitas, business acumen, stick with it, good integrity and emotional intelligence.

[09.00] Mike’s Top Three Sales Do’s and Don’ts – Do be brave (take chances), Do extra work for your clients, Do Love Ideas. Don’t SPAM, Have a valid reason for reaching out, Don’t Interrupt, Don’t put your agenda first.

[12.10] Mike’s Most Satisfying Sales Pursuit and Lesson – Mike shares about his first opportunity in sales outside of the top 300 account list.  Lesson learned was that Mike needed to be more conversational.

[14.30] Mike’s Advice to His Younger Self – Be authentic.

More About Mike

What is your all time favourite sales-related movie?
Moneyball, because Billy Bean has an epiphany then sets out to change conventional wisdom. It’s a story of selling an idea, […]

By | July 6th, 2017|Sales Reinvented Podcast|0 Comments

Episode 065: Nick Ruiz

Episode #065: Nick Ruiz

100% Immunity to Rejection

MEET

Nick Ruiz

Nick Ruiz is an author, a speaker and an Entrepreneur, He is a contributing writer for Entrepreneur Magazine and a twice self-made millionaire entrepreneur who made his millions in his twenties, and again after the economic collapse of 2008 that led to Bankruptcy. Nick has published two books Flip which is a unconventional guide to becoming a real estate entrepreneur and his New book Success from Scratch which looks at mental strategies for success in a survival of the fittest environment.

Key Takeaways From This Episode

[01.10] Nick shares his journey into sales – Nick shares his passion for business.

[02.03] How Has Selling Changed  – Nick shares his thoughts on how selling has changed.

[05.18] The Key Attributes of a Modern Successful Sales Professional – Building Rapport, genuinely caring and understanding the person in front of you.  Nick shares his greatest sales attribute, 100% immunity to rejection.

[07.28] Nick’s Top Three Sales Do’s and Don’ts – Don’t sell the un-sellable, Don’t pretend you care, Don’t walk away when people say no.

[12.41] Nick’s Most Satisfying Sales Pursuit and Lesson – Nick shares his most satisfying pursuit in real estate, the lesson is that you have no idea what your prospect cares about until you ask them.

[15.20] Nick’s Advice to His Younger Self – Talk Less, Listen More.

[16.15] Bonus Question – Nick talks about his new book, Success From Scratch.

More About Anthony

What is your […]

By | July 4th, 2017|Sales Reinvented Podcast|0 Comments

Episode 064: Jay Jackson

Episode #064: Jay Jackson

From Battlefield to Business

MEET

Jay Jackson

Mr Jay Jackson is military veteran, a mindset expert, a master strategist, speaker and an author. Jay is the founder and Chief Performance Officer at Jay Jackson Elite Performance Coaching which is a Georgia based leadership coaching firm specializing in the development of high performance teams.

Key Takeaways From This Episode

[00.52] Jay shares his journey into sales – Jay shares his journey from an aspiring NBA athlete, to the US Airforce to Sales.

[01.57] How Has Selling Changed  – From winging it to using systems.

[06.00] The Key Attributes of a Modern Successful Sales Professional – You need to Believe in the product or service you are selling, honor your word, follow your systems.

[07.30] Jay’s Top Three Sales Do’s and Don’ts – Don’t be Arrogant, Don’t NOT Listen, Don’t have a cookie-cutter approach to selling, every customer is an individual.

[10.10] Jay’s Most Satisfying Sales Pursuit and Lesson – Jay shares his first prospect visit in business with a seasoned professional, who crushed every tactic that Jay employed with this client.  Jay invested in training which ultimately helped him to wear down this client the lesson is Invest in Yourself.

[13.15] Jay’s Advice to His Younger Self – If the Prospect doesn’t know as much as they think they know, say something.

More About Jay

What is your all time favorite sales-related movie?
The Pursuit of Happiness 

Favorite sales related quote?
“You can everything in life […]

By | June 29th, 2017|Sales Reinvented Podcast|0 Comments