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Sales Reinvented

We at Sales Reinvented are on a mission to change the negative perception of sales people. Each week we will be interviewing experts in the field of sales and sharing their knowledge, ideas and expertise with our listeners. They share with us in our vision of a world where selling is a profession to be proud of. The aim of our formatted show is to provide ‘snackable’ episodes that are short enough to listen to in one sitting but long enough to provide real value that will help you in your sales career. Welcome to the Sales Reinvented Podcast.
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Now displaying: February, 2020

At Sales Reinvented, we are on a mission to change the negative perception of selling. Welcome to the Sales Reinvented Podcast.

Feb 26, 2020

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 have
  • [7:40] Tools, tactics, and strategies
  • [9:30] Top 3 dos and top 3 don’ts
  • [12:10] Mary’s greatest productivity story

A productive salesperson must learn to master the “in-between”

Mary points out that most salespeople are highly intelligent. They are product ninjas who know their marketplace and their competition. They excel at engaging with prospects and making them feel understood. To be productive, they must show up and do the work, day-in and day-out. They tend to excel at the core tasks of their position.

To Mary, being productive in all of these areas is important—but you must master the in-between. In-between phone calls and meetings, where is your time being spent? You must be smart and effective with every minute of your day and not let little things fall through the cracks. If a salesperson doesn’t excel at something, it’s easy for them to only focus their attention on their strengths. How is that remedied? Keep listening to find out!

Salespeople need structure to stay on-task

Mary states that some organizations are a “hot mess” and don’t have a good infrastructure in place to set their salespeople up for success. A good CRM, automation, technology, and a playbook are essential. Structure, guidance, and a constant feedback loop are imperative. If there isn’t a good framework in place, they won’t be productive—it’s that simple.

She’s also noticed that many salespeople aren’t detail-oriented. It’s not in their nature. If they aren’t held accountable through every step of the process, they’ll find activities to spend their time on that they find fulfilling. That is why it is of the utmost importance to have a guidebook and system in place. 

Organization and planning make a world of difference

Mary is naturally a very organized person (which she’s found is a HUGE indicator of success). It’s so easy to be overwhelmed by emails or distracted by social media. What starts as an essential tool can hinder your progress. She knows you must teach sales professionals how to prioritize their days so they enter the office with a game plan—not just winging it. 

The most productive people have a plan and know where every single minute of their day is going.It is a game-changer. When Mary first started in sales, she was the first person showing up at the office to knock out administrative work. She would leave for her day of scheduled appointments when most of her coworkers were just showing up

Mary became an accomplished salesperson because she was disciplined, organized, and planned her day in advance. She would map out her day the evening before and visually gauge where she was going and what she needed to do the next day to be on par with her goals. 

The behavioral quotient of behavioral Intelligence 

Mary defines the behavioral quotient as the “conscious decision to show up and perform every day at the highest ability”. It is changing your mental mindset so that being mediocre is never an option. Instead, you must have a winning mindset. There is no plan B, and a misstep is equal to lost revenue. 

Your mental mindset triggers feelings that dictate actions and yield results.

You must change how you think, how you feel, and how you act to change how you perform. She notes it’s amazing how these changes will impact your results and make you a more productive salesperson. 

Mary was willing to do whatever it took (ethically) to find success in her position and strives to help other businesses do the same. To hear her top 3 productivity do’s and don’ts and other tips for success, be sure to listen to the entire episode of Sales Reinvented!

Resources & People Mentioned

Connect with Mary Grothe

Connect With Paul Watts 

Subscribe to SALES REINVENTED

Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com

Feb 19, 2020

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 the 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 to serve will set you apart

A productive salesperson also needs to master their niche. They should have deep product and domain knowledge. They know how to bring information and resources to the table that a competitor can’t match. 

A sales representative doesn’t need to be aggressive. In fact, Christopher points out that the best sales professionals have a desire to serve. They are people who really want to help, not just make a sale. They’ve mastered the art of friendly persistence and the ability to sell without offending the prospect.

Above all else, they recognize that their prospects are human beings. Human beings who aren’t looking for a transaction, but a relationship, a rapport. Successful salespeople have pleasing personalities—they want their prospects to feel happy and confident with the relationship.

Christopher’s favorite tools + tactics

Christopher shares his top 4 solutions for helping a sales professional stay productive. What are they?

  1. Use a CRM system: It helps keep you organized. It is a tool to help capture everything you’re trying to keep in your head. 
  2. Use a calendar tool: Christopher recommends Calendly or any tool that makes it easy for prospects to book time with you.
  3. Content Management System (CMS): What resources do you need at certain points in the sales cycle to facilitate the process of selling? Organize it here. 
  4. Find a content curation system: gather information so you understand what’s being talked about and what will help your prospects.

Christopher’s top 3 productivity do’s and don’ts

Christopher brought so much value in this episode and shared some of his best productivity hacks. These are the top 3 things he believes you must do:

  1. Understand and promote a unique brand promise. If you are different, unique, and offer something of value your product is set apart. 
  2. Work closely with your marketing division. You must agree on a process and recognize you’re on the same team. 
  3. Plug revenue leakages. What leads weren’t followed up on? Was something handled outside of the system? Make the process easier. 

What things shouldn’t you do?

  1. Don’t waste valuable time with unqualified prospects. Make sure you’re talking to the right people.
  2. Don’t do your own lead qualification. Allow your sales development team to handle this part of the process.
  3. Never stay in an unpleasant or hostile business. Don’t be afraid to leave. Happy and healthy employees produce the best results. 

Why goal alignment is so important

Christopher was the VP of marketing at a software company. The business didn’t have good processes in place. Sales reps were unhappy—and unproductive. With full permission, he met with his sales counterpart. They worked together to establish joint goals, defined what a qualified lead was, and implemented a nurturing process. 

The aligned their vision and goals. It changed everything.

The cost to acquire a lead dropped from $150 to $65. They went from less than 50% lead follow-up to over 90%. Lead leakage was lowered to less than 10%. That is the power of discipline and goal alignment. 

Christopher confidently stated, “If you put your minds together and look forward in the same direction, and have joint goals, you can do anything”. 

Resources & People Mentioned

Connect with Christopher Ryan

Connect With Paul Watts 

Subscribe to SALES REINVENTED

Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com

Feb 12, 2020

Critical thinking skills are an imperative attribute if you want to become a productive and successful salesperson. Why are they important? What does a productive salesperson look like? Today’s guest, Deb Calvert, answers these questions—and more—in this episode of Sales Reinvented.

Deb has been in the sales industry for 15 years and is the President of People First Productivity Solutions. Their goal is to build organizational strength by putting people first. She is a certified executive coach, author, and one of the most influential women in the world of business. Listen to this episode of Sales Reinvented for her unique insight and knowledge of the industry!

Outline of This Episode

  • [0:20] Deb Calvert joins Paul in this episode!
  • [1:03] What is productivity?
  • [2:00] Why aren’t salespeople productive?
  • [3:15] How to improve day-to-day effectiveness
  • [4:35] Attributes that make a productive salesperson
  • [6:05] Tools and strategies to increase productivity 
  • [8:40] Top 3 Do’s and top 3 don'ts
  • [11:00] Deb’s favorite productivity story

E = O (Effort equals Opportunity)

Productivity is about the ability to generate, create, and complete goals and it must lead to revenue production. Being a productive salesperson also means producing new ideas and creating relationships. If you aren’t able to produce the desired results, then you are not reaching your potential as a salesperson. 

Being productive isn’t just being busy—it’s about being effective and driving a result

Deb’s #1 rule of selling is E = O, in other words: “the amount of effort you put into any activity should be directly proportionate to the opportunity associated with that activity.'' She points out that the “big fish” should get more of your attention than the minnow. Deb notes that you need to be mindful of what you spend your time on and be sure it’s proportional to the effort you put in.

Delegate and automate whatever isn’t essential

Deb iterates that you must change your mindset. You can’t be stuck in the dark ages and refuse to use the technology available to you. Likewise, you must delegate whatever is not essential to the act of selling. Don’t fall trap to the mentality that only you can do something right—train others to take over non-essential responsibilities. 

Be willing to set up software and applications that liberate your time. Save that precious time and utilize it only for activities that produce sales. For example, Deb embraces ‘Calendly’ to manage her schedule. She opens up time in a schedule that she has blocked for appointments, and allows her prospects to schedule at a time convenient to them. This saves her the hassle of emailing back and forth to nail down a time.

Why critical thinking skills are essential 

The #1 attribute that Deb believes a productive salesperson must have is critical thinking. You have to be able to make smart and calculated decisions about where to spend your time and energy. The ability to think critically gives you the power to cut through the noise and distractions. It allows you to be more discerning. 

Deb is always looking for more effective ways to carry out tasks. If you have the necessary critical thinking skills required you’ll be able to discern what moves you need to take. Listen to the whole episode—Deb suggests some resources to hone your critical thinking skills that you won’t want to miss!

Deb’s top productivity tips

Deb has some favorite tools and strategies that she was kind enough to share: 

  • Crystal Knows: this is a personality profiling assessment tool that you can use to look at someone’s LinkedIn and other social media profiles (anything available on the internet) and gives you a snapshot of their personality. This can help you gauge whether or not to be more direct with someone, how to communicate, and so forth. 
  • Stop multitasking & start time-blocking: Deb points out that less than 3% of people can do quality work shifting between tasks. Instead, block similar activities or tasks together and focus on them until they’re completed.
  • Work on what you don’t like: a little bit of front-end preparation and knocking out the hard things first allows you to focus on the goals that you’re reaching. 
  • Experiment and find what works for you: there are so many strategies out there. Deb notes that you can’t be afraid to play around with different suggestions and find what works best for you—then stick with it.

To hear Deb’s favorite productivity story and other resources she shares, listen to this episode now!

Resources & People Mentioned

Connect with Deb Calvert

Connect With Paul Watts 

Subscribe to SALES REINVENTED

Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com

Feb 5, 2020

Bill McCormick has learned to leverage LinkedIn lead generation in a way that is both productive and efficient. In a world where it’s easy to get lost in social media and get distracted by shiny things, how does he stay focused? How does he use LinkedIn as a social selling tool and not a hindrance? Find out in this episode of Sales Reinvented!

Bill McCormick and his wife launched their Digital Sales Course in 2017—geared towards helping businesses leverage LinkedIn to build relationships. Now, he is the VP and LinkedIn Strategist for Social Sales Link. He’s become a master of social selling tactics. He joins Paul to lend his expertise. Don’t miss it!

Outline of This Episode

  • [0:20] Bill McCormick joins Paul!
  • [1:10] What is productivity?
  • [1:45] Why aren’t sales professionals productive?
  • [3:40] Steps to improve day-to-day productivity
  • [5:30] Attributes of a productive salesperson
  • [6:40] Tools, tactics, and strategies to increase productivity
  • [9:00] Top 3 Do’s and Top 3 Don’ts
  • [11:50] Bill’s favorite productivity story

A lack of productivity is akin to being busy and broke

According to Bill, “We need to put systems in place to be consistent with activities that will lead to desired outcomes”. If you’re a sales professional, that means making sales, signing contracts, and having money in your pocket. If you aren’t doing those things, you’re the equivalent of busy and broke

Bill points out that there are more productivity tools available than ever before, but unless you use them properly, they just become further distractions. So how do you refocus? How do you make the switch from doing busywork to engaging in productive work?

Improve day-to-day productivity by implementing systems

Bill’s answer is to implement systems to obtain sales goals. He quoted James Clear, saying that “We don’t rise to the level of our goals, we fall to the level of our systems”. Salespeople are good at setting lofty goals, but productivity will suffer if they don’t have steps in place to reach those goals. 

For example, Bill shares some tips from his daily morning routine. His job is selling social selling to other companies (his speciality is LinkedIn). So every day he checks his LinkedIn notifications. He looks to see who looked at his profile or interacted with his content. He makes connections, all the while keeping his end goal in mind. 

You must have boldness, persistence, and tenacity to be a productive and effective sales professional. Bill points out that without those attributes, you’ll make it a nanosecond in the sales world. 

The largest enemy of a sales professional is inconsistency

Bill further breaks down his systems strategy by setting daily goals that you carry out consistently. You need to get into a rhythm, a cadence. Above all, he points out you shouldn’t wing it. Don’t start your day saying, “Hmm, maybe I’ll do this today”. Write down the goals you want to achieve that day and break them down into manageable chunks.

Bill prefers to set timers for various activities so he devotes a set amount of time for each thing without getting distracted. He does the same things consistently, day in and day out. 

Always ask the question, “What system can I put in place to reach my daily goals?”.

Do you do cold-calling? Do you have a system in place to obtain phone numbers and contacts? How will you make those calls? If you nail down each step of your process and create a system, you will become more productive. 

Leveraging lead generation on LinkedIn

It’s no secret that Bill is passionate about LinkedIn, after all—he’s made a career of it. When he and his wife first launched their business, they were looking for the best way to get in front of decision-makers. What Bill found was that Linked in was like having someone’s Rolodex. An endless list of connections, online, completely free.

They started making connections and reaching out to businesses on LinkedIn. 30-35% of those communications led to an appt. Of that percentage, they closed 30-40% of those meetings. Bill calculated last year that approximately $450,000 of their closed sales were leads generated on LinkedIn

LinkedIn was the key to their success. It can be your greatest productivity tool with the right systems and cadence in place. To hear their full conversation, make sure to listen to the whole episode!

Resources & People Mentioned

Connect with Bill McCormick

Connect With Paul Watts 

Subscribe to SALES REINVENTED

Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com

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