Sales Reinvented Podcast

08/16/2024

Dillon Tucker emphasizes that you have to be articulate and understand that everyone you talk to is different. You have to learn the art of people.

You’re a random person—it should be expected that you’ll get hung up on. To avoid the probability of that, you have to understand their business, ask the right questions, and say the right things.

You need to learn more about the prospects than ever before. Knowing their title isn’t enough. You need to be able to offer them something of value. It all starts and ends with research.

Learn Dillon’s research-backed cold-calling process in episode #415 of . https://bit.ly/46PBOaG

08/13/2024

The you create with ChatGPT can be personalized so that it sounds just like you. Find out how to make the magic happen in this episode of ! https://bit.ly/45fWPtu

08/12/2024

What are Ellen Naylor’s top three win/loss analysis dos and don’ts? As a pioneer in the field, you don’t want to miss what she has to say. Listen to this episode of now! https://bit.ly/44fejW7

08/12/2024

https://bit.ly/3yxX8EW Is It Time to Pivot Your Strategy?

Most projects and strategies at some point require a course correction. But choosing to pivot when it’s not necessary can be costly: A leader could send their team in an unproductive direction, wasting time, resources, and engagement; they could delay the achievement of the team’s goals; and they could squander the confidence of their stakeholders. The author has identified three questions that leaders can ask themselves in advance of a change in direction to make sure they aren’t pivoting for the wrong reasons: poor ex*****on, external pressure, or the lure of a shiny new opportunity.

Most projects and strategies at some point require a course correction. But choosing to pivot when it’s not necessary can be costly: A leader could send their team in an unproductive direction, wasting time, resources, and engagement; they could delay the achievement of the team’s goals; and the...

08/11/2024

What are some common mistakes that salespeople make when asking for referrals? covers things to avoid in this episode of ! https://bit.ly/423iBiq

08/11/2024

https://bit.ly/3WuUsQc How to Ask for Help Without Making Yourself Look Bad

In a work world that values ownership and personal initiative, many assume that asking for direction or seeking clarification will make them look incapable, or worse, will prove to others — and themselves — that they have no idea what they’re doing. Asking for help without appearing weak requires a delicate balance of convening vulnerability and strength. In this article, the author offers advice for how to ask for help from a position of strength — and how to get what you need without making yourself look bad.

In a work world that values ownership and personal initiative, many assume that asking for direction or seeking clarification will make them look incapable, or worse, will prove to others — and themselves — that they have no idea what they’re doing. Asking for help without appearing weak requi...

08/10/2024

Self-discipline is important in every aspect of sales and especially negotiation. shares other important attributes in this episode of . Check it out! https://bit.ly/3SBZuIt

08/10/2024

https://bit.ly/4dcRiYt Are You a Micromanager or Too Hands-Off?

As a first-time manager, you might be unsure of how much autonomy to give your team members. The proliferation of remote and hybrid work makes striking a balance between over- and undermanaging even trickier. Without regular, in-person oversight, micromanagement has increased for some leaders while others are too hands-off, leaving their direct reports to fend for themselves. Either way, both leadership styles can result in direct reports who are frustrated, disengaged, or more likely to depart. To understand which direction you lean, ask yourself three questions: Is your main focus how you’re coming across as a leader?; Are you redoing your teams’ work all the time?; Is your team constantly missing deadlines or moving slowly?

As a first-time manager, you might be unsure of how much autonomy to give your team members. The proliferation of remote and hybrid work makes striking a balance between over- and undermanaging even trickier. Without regular, in-person oversight, micromanagement has increased for some leaders while....

08/09/2024

What makes a great story that sells? shares his framework in this episode of ! https://bit.ly/3SDFR3O

08/09/2024

https://bit.ly/3WSJQwa When Your Boss Suddenly Reduces Your Scope

All careers have highs and lows, and scope reductions can be particularly challenging. You may feel like immediately handing in your resignation or retreating and disengaging. It’s natural, but neither response is helpful. Your manager and coworkers are watching how you respond, making it even more critical to approach this difficult situation with composure and pragmatism. In this article, the author offers six strategies to help you bounce back and productively move forward.

All careers have highs and lows, and scope reductions can be particularly challenging. You may feel like immediately handing in your resignation or retreating and disengaging. It’s natural, but neither response is helpful. Your manager and coworkers are watching how you respond, making it even mor...

08/08/2024

What attributes and characteristics make a salesperson great at ? shares some tips and strategies in this episode of . https://bit.ly/3L91rqN

08/08/2024

Cold-calling remains the only personal approach to interacting with a prospect that can’t be replicated by AI. Think about that for a second.

That’s why the conversation you have with a prospect is incredibly important. Valentyn Kokoshko believes that if you follow some simple rules on your calls, you’ll be successful.

He lays out his efficient and effective process in this episode of . https://bit.ly/3LTHWVE

08/01/2024

Finding episodes from your favourite series just got a whole lot easier! Check out the new series and episode finder on our website. https://salesreinvented.com/

08/01/2024

Joe Pici is direct. He believes you need to have great skills and an overall strategy with everything you’re doing related to cold-calling.

In fact, Joe won’t put anyone on a phone until they’ve had 4–7 hours of in-depth strategy, skills, and scripting training.

His three-day sales bootcamp is ranked #1 in the world. The first day, they only focus on communication styles (and how to adapt). On day two, they focus on value proposition, target market, and scripting. On day three, they make two hours of cold calls.

They average a 77% conversion to appointments. They get 50–60 return phone calls the same day. So what does Joe do differently? Learn more in this episode of . https://bit.ly/4da9PVG

07/25/2024

You can give two sellers the same script. One seller sounds like they’re reading the script in a monotone voice. The other achieves amazing results because they modulate their voice. You can also control tonality.

You can vary the pitch of your voice. You can increase the flow of your breath to change how you sound. If you drill down and really strive to understand these things, they move from the realm of art and become a science.

That’s why Arlo Hill believes that your voice is your #1 cold-calling tool. When used properly, your voice can propel you toward the results you desire.

Arlo shares the methods and techniques he uses to master cold-calling in this episode of . https://bit.ly/4dcQFhb

07/23/2024

https://bit.ly/3WnibmN 3 Ways to Build a Culture That Lets High Performers Thrive

Organizations need to build cultures that are obsessed with high performers, focusing the culture on keeping high performers and making new ones. First, reduce meetings down to the minimum viable number, so top talent can spend their time on more interesting, impactful work. Second, ask questions to measure your team’s motivation and conduct monthly health checks. Finally, mentor high performers on concrete, high-leverage skills.

Many companies build cultures that are focused on controlling the output of low performers, rather than growing and unlocking everyone’s skills. This approach is low-ROI and ultimately problematic for high-performance cultures. Leaders spend an inordinate amount of time handholding their least pro...

07/22/2024

What are some of the insights you can gain from a win/loss analysis? Bill Storey shares more in this episode of ! https://bit.ly/3NzQQbj

07/22/2024

https://bit.ly/3LqQcw2 What Sets Genius Teams Apart

The most successful executive teams can achieve outsized outcomes, but they can also be challenging to manage and be a part of. The author, a psychologist who has worked with executive teams for over 20 years, explains what sets the best teams apart — their members’ raw capacity, the scale of their aspiration and achievement, and their constant generative tension — and unpacks how to manage the latter so that teams are productive, not destructive.

The most successful executive teams can achieve outsized outcomes, but they can also be challenging to manage and be a part of. The author, a psychologist who has worked with executive teams for over 20 years, explains what sets the best teams apart — their members’ raw capacity, the scale of th...

07/21/2024

Referral-based selling is a great strategy. shares why in this episode of ! https://bit.ly/3AzlKud

07/21/2024

https://bit.ly/4bEzy6Y How AI Can Change the Way Your Company Gets Work Done

AI offers many ways to enhance a company’s overall internal capabilities and skills. AI can be used to infer skills from employee profiles and their activity. AI can be used to classify learning content and make it more applicable and accessible for the whole workforce, as well as making learning more personalized to each individual. AI can be used to summarize, recommend, and augment learning content. GenAI, in particular, can be used by the world’s billion knowledge workers to boost performance, right in the flow of work. Research shows that GenAI can get knowledge work done 25% faster and 40% better. This article covers several ways that corporations, teams, and individuals can drive internal growth by enhancing organizational capabilities. Early signs are that double-digit growth via GenAI is eminently possible.

AI offers many ways to enhance a company’s overall internal capabilities and skills. AI can be used to infer skills from employee profiles and their activity. AI can be used to classify learning content and make it more applicable and accessible for the whole workforce, as well as making learning ...

07/20/2024

How do you “be nice” in a negotiation when you dislike the other person? shares some insight in this episode of ! https://bit.ly/3SBZuIt

07/20/2024

https://bit.ly/4bK1O80 Designing a Successful Reskilling Program

In this article, written as a follow up to the award-winning “Reskilling in the Age of AI”, the authors report the results of a reskilling survey that they conducted with chief human resource officers from approximately 1,200 organizations in the U.S., along with business leaders from around 200. Their main finding is that reskilling is on track to becoming mainstream — but that companies still have plenty of work to do. In addition to discussing the results of their survey, the authors note possible bottlenecks and significant areas for further progress and lay out key questions that companies should be asking themselves when designing and running reskilling programs.

In this article, written as a follow up to the award-winning “Reskilling in the Age of AI”, the authors report the results of a reskilling survey that they conducted with chief human resource officers from approximately 1,200 organizations in the U.S., along with business leaders from around 200...

07/19/2024

In this episode of , shares why purposeful storytelling is so important in the sales process. Don’t miss it! https://bit.ly/3IqNoNo

07/18/2024

https://bit.ly/3S6PmbH When a Coworker Keeps Giving You Unsolicited Advice

Navigating unsolicited ideas, advice, or suggestions at work is a common scenario. Consider the colleague who jumps in with a barrage of “Have you considered…?” or “What about…?” questions during your carefully crafted presentation. Or how about when you request specific information and the responses you get back include unsolicited advice on aspects of your work you didn’t ask about? In this article, the author offers four strategies for how to set boundaries around unsolicited input with tact, respect, and assertiveness.

Navigating unsolicited ideas, advice, or suggestions at work is a common scenario. Consider the colleague who jumps in with a barrage of “Have you considered…?” or “What about…?” questions during your carefully crafted presentation. Or how about when you request specific information and ...

07/18/2024

shares 7 strategies to supercharge your social selling effectiveness in this episode of . Check it out! https://bit.ly/3hiv0ZX

07/18/2024

In this episode of , Giulio Segantini emphasizes that you can’t sound like everyone else.

👎 Everyone says “Hi, my name is…I’m calling from…we do…” Giulio believes you’ll stand out with any other approach.

Giulio tailors his openers to his prospect. For example, if he’s talking to a sales leader, he’ll employ humor.

Giulio doesn’t believe scripts are necessary (other than the opener and pitch, because you’re repeating very similar concepts) but that a framework is useful.

Learn how he reaches his objectives with cold calls in this episode of Sales Reinvented. https://bit.ly/3y9bXxm

07/17/2024

https://bit.ly/3Y6J4MW 6 Ways to Bring Strategy into Your Work Every Day

Business leaders are expected to be strategic, and while organizational obstacles can prevent you from translating intent into strategic actions, so can your personal limitations and practices. It doesn’t have to be this way. Even when it feels like the odds are stacked against you, you have more choices than you may realize. Small decisions about where to focus and what to do throughout your day may feel inconsequential, but their impacts accumulate. Master those small decisions and before you know it, you’ll overcome the obstacles as you pursue your strategy with greater clarity, determination, and ultimately success. The author presents six ways to incorporate strategy into your daily practices

Business leaders are expected to be strategic, and while organizational obstacles can prevent you from translating intent into strategic actions, so can your personal limitations and practices. It doesn’t have to be this way. Even when it feels like the odds are stacked against you, you have more ...

07/16/2024

Curiosity is the #1 skill a salesperson can develop. Why? shares her thoughts in this episode of ! https://bit.ly/2KcCIYR

07/10/2024

Preparation is often overlooked when it comes to cold calling. So what does Tom Bertrand do differently?

On Fridays, Tom gathers information on the top 10 accounts he wants to work on the following week. He’ll research their hooks and triggers.

✅ Are they hiring? If they are, what is the job expectation? What are they looking for?
✅ What are the challenges they’re trying to overcome?

If Tom learns those things and speaks to them on his call, it will “hook” his prospects and gain their interest.

What else does he do differently? He shares his process in this episode of to learn more. https://bit.ly/4eUawnd

07/04/2024

How does Lisa Schnare prepare for a cold-calling session?

Lisa prefers to stand when she makes phone calls because it energizes her (and allows her to talk with her hands).

When she runs her workshops, she has the group pick a song that’s catchy and upbeat to boost their mood.

Some people like to drop and do 20 push-ups. The important factor is to pick the thing that gets you in the right frame of mind.

What else should you do? Learn more in this episode of ! https://bit.ly/3XQdR0C