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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: 2023

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

Dec 27, 2023

Everyone needs a compelling LinkedIn profile. Why? So people can see who you are, what you represent, and what you’re all about. Your personal profile acts like a mini website for your company. What does your company’s website show on page one? Who they help, how they help, and the business problem they solve. Speak to your customer in the same way. Mario Martinez Jr. shares his successful LinkedIn formula in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:20] Is a compelling LinkedIn profile important?
  • [3:41] Three elements to leverage on your LinkedIn profile
  • [7:52] How to tell your professional story on LinkedIn 
  • [9:37] Balancing professionalism and personality
  • [10:41] What to update on your LinkedIn profile (and when)
  • [12:50] Tools to measure the impact of your LinkedIn profile
  • [15:52] Mario’s top LinkedIn profile dos and don’ts 
  • [17:37] Mario’s formula for LinkedIn Success

Resources & People Mentioned

Connect with Mario Martinez Jr. 

Connect With Paul Watts 

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Dec 20, 2023

Your LinkedIn profile needs to be compelling—it’s your face to the world, after all. Joanne believes that to be compelling, you have to share who you are, what got you where you are, and why you do what you do. 

LinkedIn can be a great way for someone to get to know the person behind the words. People do business with people. That’s why your personality needs to show. She shares why you can’t be afraid to tell your story on LinkedIn in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:21] Is a compelling LinkedIn profile important?
  • [2:04] The elements that have the greatest impact on sales
  • [2:55] How to tell your story on LinkedIn 
  • [5:00] Balancing professionalism and personality
  • [9:38] How often to update your LinkedIn profile
  • [10:22] Tools to measure the impact of your LinkedIn profile
  • [11:47] Joanne’s top LinkedIn profile dos and don’ts
  • [11:59] Build a personal brand in your desired market
  • [15:25] Make your LinkedIn profile clear and precise

Connect with Joanne Black

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Dec 13, 2023

When someone Googles your name, LinkedIn is usually the first search result. That’s why you need a compelling LinkedIn profile that’s up-to-date and builds your personal brand. You get to determine how you want to be viewed. Nick Kane shares some key ways you can do that in this episode of Sales Reinvented.

Outline of This Episode

  • [1:01] Is a compelling LinkedIn profile important?
  • [1:46] The elements to leverage on your LinkedIn profile
  • [2:58] How to tell your professional story on LinkedIn 
  • [3:53] Balancing professionalism and personality
  • [5:04] When to update your LinkedIn profile
  • [6:43] Tools to measure the impact of your LinkedIn profile
  • [7:37] Nick’s top LinkedIn profile dos and don’ts
  • [11:59] Build a personal brand in your desired market

Resources & People Mentioned

Connect with Nick Kane

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Dec 6, 2023

No one takes a meeting without checking someone out. When they Google your name, the first result is usually LinkedIn. According to Mark Hunter, your reputation arrives before you do. So how do you make the best first impression? A LinkedIn profile that sells. He shares how to carefully craft your profile in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:07] Is a compelling LinkedIn profile important?
  • [2:12] The elements to leverage on your LinkedIn profile
  • [3:54] How to tell your professional story on LinkedIn
  • [5:07] Balancing professionalism and personality
  • [8:26] When to update your LinkedIn profile
  • [10:37] How to improve the impact of your LinkedIn profile
  • [14:16] Mark’s top three LinkedIn profile dos and don’ts
  • [19:22] Transforming your profile transforms your sales

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Nov 29, 2023

Your LinkedIn profile is your landing page. You want to attract, teach, and engage your buyers. It’s your opportunity to earn the right to the conversation. People vet you by looking at your profile. A compelling profile earns you the right to the call. But if your profile doesn’t tell the right story, it isn’t working for you. Brynne Tillman shares how you can transform your LinkedIn profile in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:22] Is a compelling LinkedIn profile important?
  • [3:17] The elements to leverage on your LinkedIn profile
  • [7:29] Use the experience section to share your “why”
  • [10:24] Balancing professionalism and personality
  • [12:58] When to update your LinkedIn profile
  • [15:49] Tools to measure the impact of your LinkedIn profile
  • [17:54] Brynne’s top LinkedIn profile dos and don’ts
  • [21:15] Transforming your profile transforms your sales

Resources & People Mentioned

Connect with Brynne Tillman

Connect With Paul Watts 

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Nov 22, 2023

LinkedIn is your business card on steroids. Profiles used to be stripped-down resumes. They focused on personal accomplishments. Instead, your profile needs to become a story of who you help and how you help them. 

With 308 areas and settings on a LinkedIn profile that you can tweak, there are hundreds of ways to make improvements. Chuck Shaver would focus on optimizing your SEO, upgrading your visual appeal, and filling your profile with story-based information to draw people in. How does he do it? Learn more in this episode of Sales Reinvented.

Outline of This Episode

  • [1:01] Is a compelling LinkedIn profile important?
  • [1:27] The elements to leverage on your LinkedIn profile
  • [2:20] How to tell your professional story on LinkedIn
  • [3:07] Balancing professionalism and personality
  • [4:48] How often should you update your profile?
  • [5:44] How to measure the impact of your LinkedIn profile
  • [7:45] Chuck’s top LinkedIn profile dos and don’ts
  • [10:04] How to build SEO into your profile 
  • [12:14] How to get better results on LinkedIn

Resources & People Mentioned

Connect with Chuck Shaver

Connect With Paul Watts 

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Nov 15, 2023

There’s no question that LinkedIn has become a valuable tool for salespeople to build their brands. But how do you find the right glance of professionalism and vulnerability? How do you allow your personality to shine and remain authentic while still building your business? Sandra Long shares her professional opinion in this episode of Sales Reinvented. 

Outline of This Episode

  • [0:56] Is a compelling LinkedIn profile essential?
  • [1:28] The elements to leverage on your LinkedIn profile
  • [2:25] How to tell your professional story on LinkedIn
  • [5:07] Balancing professionalism and personality
  • [8:55] How often should you update your profile?
  • [11:25] How to measure the impact of your LinkedIn profile
  • [12:54] Sandra’s top LinkedIn profile dos and don’ts
  • [15:44] Your LinkedIn profile is your foundation

Resources & People Mentioned

Connect with Sandra Long

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Nov 8, 2023

Andrew Jenkins offers LinkedIn and social selling training. During training, he advises participants to look at their time on LinkedIn from two perspectives. 

  1. Passive: This is how you present yourself through your profile.
  2. Proactive: How you navigate the platform.

You need your profile to convey who you are, what you do, and how you help. You need to make sure your profile is supporting your efforts. 

But it isn’t just about your profile. People see success when they engage in conversation. So how do you build a compelling profile and drive people to it? Andrew shares his tactics in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:01] Is a compelling LinkedIn profile important?
  • [1:43] The elements to leverage on your LinkedIn profile
  • [3:31] How to tell your professional story on LinkedIn
  • [5:21] Balancing professionalism and personality
  • [7:32] How often should you update your profile?
  • [9:57] How to measure the impact of your LinkedIn profile
  • [12:03] Andrew’s top LinkedIn profile dos and don’ts
  • [14:14] Don’t be afraid to start conversations 

Resources & People Mentioned

Connect with Andrew Jenkins

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Nov 1, 2023

According to Elinor Stutz, LinkedIn has become the premier business platform. And a compelling LinkedIn profile will attract people interested in you and your work. If you offer excellent content, opportunities will arise that wouldn’t have otherwise. Elinor shares how she leverages LinkedIn to build opportunities in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:12] Is a compelling LinkedIn profile important?
  • [1:58] What elements have the greatest impact on sales?
  • [2:35] How to tell your professional story on LinkedIn
  • [3:26] The balance between professionalism and personality
  • [4:32] How often you should update your profile
  • [5:14] Amplify your message to a wider audience
  • [7:04] Elinor’s LinkedIn profile dos and don’ts
  • [10:11] Approach your interactions with a helping mindset

Resources & People Mentioned

Connect with Elinor Stutz

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Oct 25, 2023

Aside from LinkedIn, for most salespeople, there’s no other place on the internet where a salesperson can have a personal landing page about themselves and what they do. It’s becoming more common for potential clients to research before they buy. 

And if you’re showing up poorly in a Google search, you’re out of the game before you knew you were in it. You could lose sales because you have a poor LinkedIn profile. So what do you do? Bob Woods shares his strategy in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:26] Is a compelling LinkedIn profile important?
  • [4:54] The elements to leverage on your LinkedIn profile
  • [9:10] How to tell your professional story on LinkedIn
  • [10:32] How to weave your unique voice into your profile
  • [11:48] How often you should update your profile
  • [13:29] Tools to measure the impact of your LinkedIn profile
  • [15:09] Bob’s top three LinkedIn profile dos and don’ts
  • [18:33] Transform your LinkedIn profile from resume to resource

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Oct 18, 2023

It doesn’t matter if you’re in B2B or B2C sales, you need to have a compelling LinkedIn profile for two big reasons: Your clients and prospects will research you and want to know that you’re credible. Secondly, it’s an opportunity to showcase your knowledge and who you are without being salesy. So how do you create a profile that leads to customer engagement? Amy Franko shares her strategy in this episode of Sales Reinvented. 

Outline of This Episode

  • [0:55] Is a compelling LinkedIn profile important?
  • [1:56] What elements have the greatest impact on sales?
  • [3:39] How to tell your professional story on LinkedIn
  • [4:49] Update your profile and focus on engagement
  • [7:01] Tools to measure the impact of your LinkedIn profile
  • [7:48] Amy’s top three LinkedIn profile dos and don’ts
  • [10:45] Take online conversations offline into the real world

Resources & People Mentioned

Connect with Amy Franko

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Oct 11, 2023

Your LinkedIn profile is your personal professional website. What do you look for when you go to a company’s website? What gives you the best first impression? What encourages you to find out more?

Whatever someone sees first makes the most impact. It’s the same on LinkedIn. We live in a digital-first world. The first time we interact with someone—or decide whether or not we want to continue to interact with someone—is online. 

LinkedIn has cemented itself as the place we look for credibility. So how do you sell yourself without being salesy? How do you make connections that turn into real-world conversations? David Fisher shares his go-to strategies in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:02] Is a compelling LinkedIn profile important?
  • [2:06] What elements have the greatest impact on sales?
  • [3:25] How to tell your professional story on LinkedIn
  • [4:54] The balance between professionalism and personality
  • [7:46] How often should you update your LinkedIn profile? 
  • [10:06] Tools to measure the impact of your LinkedIn profile
  • [13:26] David’s top three LinkedIn dos and don’ts
  • [17:34] Leverage LinkedIn to establish credibility

Resources & People Mentioned

Connect with David Fisher

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Oct 4, 2023

Is a compelling LinkedIn profile important? Viveka von Rosen is emphatic: Absolutely. Why? If you Google someone, chances are their LinkedIn profile will show up in the search results. The last thing you want is for someone to go to your profile and say “God no.” So how do you build a LinkedIn profile that sells? Focus on the buyer

Outline of This Episode

  • [1:03] Is a compelling LinkedIn profile important?
  • [1:54] What elements have the greatest impact on sales?
  • [4:02] How to tell your professional story on LinkedIn
  • [5:13] The balance between professionalism and personality
  • [6:30] How often should you update your LinkedIn profile? 
  • [8:08] Tools to build an impactful LinkedIn profile
  • [10:13] Viveka’s Top three LinkedIn dos and don’ts
  • [13:20] How updating your profile can make an impact

Resources & People Mentioned

Connect with Viveka von Rosen

  • Viveka’s LinkedIn and ChatGPT Guide
  • Connect on LinkedIn
  • Follow on Twitter

Connect With Paul Watts 

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Sep 27, 2023

Is a compelling LinkedIn profile important? Somewhere between 50–70% of the buying journey is complete before a company is even contacted. Your reputation arrives before you do. People do independent research. One of the things they do is look at someone’s LinkedIn profile. A salesperson’s profile becomes their landing page. It allows them to connect with you and be drawn in to learn more. So how do you differentiate yourself? Bill McCormick shares 4 ways to differentiate yourself on LinkedIn in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:29] Is a compelling LinkedIn profile important?
  • [2:40] What elements have the greatest impact on sales?
  • [5:14] 4 ways to differentiate yourself on LinkedIn
  • [8:07] The balance between professionalism and personality
  • [9:27] How often should you update your LinkedIn profile? 
  • [11:09] Tools to build an impactful LinkedIn profile
  • [12:40] Bill’s Top three LinkedIn dos and don’ts
  • [15:12] The end goal of an impactful LinkedIn profile

Resources & People Mentioned

Connect with Bill McCormick

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Sep 20, 2023

Are you a sales professional looking to enhance your sales process and improve customer interactions? Jaeden Schafer, a serial entrepreneur and expert in launching and scaling software companies, believes that ChatGPT can do just that. 


Chat GPT is an AI model that has been trained on vast amounts of internet content and can respond to questions on any topic. The latest version, ChatGPT-4, works by using 16 different “experts” to provide specific and accurate responses. 

Sales professionals can leverage the power of Chat GPT to overcome customer objections, address specific concerns, and provide personalized sales pitches.

We explore how this AI model can enhance the sales process and improve customer interactions in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:20] What is Chat GPT?
  • [3:51] The key features and capabilities of ChatGPT
  • [7:31] How Chat GPT can assist with the sales process
  • [9:30] Challenges and limitations of ChatGPT
  • [10:55] An astounding new feature of ChatGPT
  • [12:52] Top three ChatGPT for sales do's and don'ts
  • [16:35] Using ChatGPT to automate the warm-up process in sales

Resources & People Mentioned

Connect with Jaeden Schafer

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Sep 13, 2023

ChatGPT is an incredibly useful advanced language model that utilizes pre-existing information to generate unique ideas, insights, and guidance. Mark Raffan views it as a handy intern that’s available 24/7, whenever you need it. 

So how do you leverage ChatGPT to be a better negotiator? How can you harness its abilities to roleplay, regulate your emotions, and prepare counterarguments? Find out in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:02] What is ChatGPT?
  • [2:27] The key features and capabilities of ChatGPT
  • [4:57] Using ChatGPT as an unbiased third-party perspective
  • [7:44] Where you should be cautious using ChatGPT
  • [11:12] Can you teach ChatGPT your negotiation style?
  • [13:26] How to handle personalization and customization 
  • [15:23] Mark’s top three ChatGPT dos and don’ts
  • [20:48] Use ChatGPT to enhance conversations

Resources & People Mentioned

Connect with Mark Raffan

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Sep 6, 2023

ChatGPT is often referred to as artificial intelligence or AI, but Meshell Baker points out that it’s assisted intelligence and that it helps people curate content. You can leverage ChatGPT to generate ideas when you’re otherwise stuck. Meshell shares how she uses ChatGPT in this episode of @SalesReinvented. 

Outline of This Episode

  • [1:23] What is ChatGPT?
  • [2:17] Key features and capabilities of ChatGPT
  • [4:03] ChatGPT can help you overcome inaction
  • [5:38] Addressing the Challenges/limitations of ChatGPT
  • [7:25] Navigating personalization and customization
  • [10:58] Meshell’s three ChatGPT dos and don’ts
  • [12:48] Use ChatGPT to curate content quickly

Resources & People Mentioned

Connect with Meshell Baker

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Aug 30, 2023

Are you leveraging ChatGPT as a sales professional? Or are you avoiding it because you think it’ll fizzle out? Chuck Shaver and I are in agreement: ChatGPT is here to stay. The question becomes, how do you leverage it? 

It’s both a help desk and automation tool that will help you save time while delivering world-class results. Chuck covers how to leverage AI to get the results you need in this episode of Sales Reinvented. 

Outline of This Episode

  • [0:55] What is ChatGPT? 
  • [1:31] Key features and capabilities
  • [2:31] How ChatGPT can help sales teams
  • [4:34] Navigating the challenges/limitations 
  • [6:36] Personalization and customization with ChatGPT
  • [7:38] Chuck’s top three ChatGPT for sales dos and don’ts
  • [9:17] ChatGPT saves time and drives results

Resources & People Mentioned

Connect with Chuck Shaver

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Aug 23, 2023

Keld Jensen’s University has been studying ChatGPT since its release. They’ve also been running a global simulation using ChatGPT. They’ve seen huge differences in the outcome of the negotiations based on whether or not the teams are using AI. Keld shares more about his study—and the different ways he strategically uses ChatGPT in negotiations—in this episode of Sales Reinvented. 

Outline of This Episode

  • [2:16] Using ChatGPT as a personal assistant 
  • [3:24] The key features of ChatGPT
  • [5:50] Using ChatGPT to navigate the sales process
  • [7:25] Addressing the challenges/limitations of ChatGPT
  • [9:24] How to personalize content created by ChatGPT
  • [12:42] Creating company policies for the use of AI
  • [15:20] Keld’s top three ChatGPT dos and don’ts
  • [18:38] The results of Keld’s ChatGPT study

Resources & People Mentioned

  • Keld’s upcoming book: Negotiation Essentials (Releases 10/24/2023 from MCGraw-Hill and 11/14/2023 on Amazon)

Connect with Keld Jensen 

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Aug 16, 2023

ChatGPT is one of many AI applications and platforms available that is making writing content, analyzing data, and creating sales and marketing campaigns easier. ChatGPT can help you make your communication more compelling and clear, leading to better-informed decisions. 

According to Sonia Dumas, when you leverage ChatGPT as a co-creator, you can see phenomenal results. Find out how she uses ChatGPT to form connections with prospects in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:04] What is ChatGPT and how can it help the sales process? 
  • [3:01] Key features of ChatGPT that make it useful
  • [4:40] Using ChatGPT for lead gen and prospecting
  • [7:39] Challenges/limitations of using ChatGPT
  • [10:42] How ChatGPT handles personalization 
  • [14:00] Sonia’s top three ChatGPT dos and don’ts
  • [16:32] Use ChatGPT to write better communication

Resources & People Mentioned

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Aug 9, 2023

ChatGPT, short for Generative Pre-trained Transformer, is an innovative tool that has the ability to generate new and original content based on its training data. While some might anthropomorphize it as a person, it's essential to recognize that it's a sophisticated tool with vast potential for sales professionals. In this episode of Sales Reinvented, Stan Robinson Jr., an expert in social selling, will shed light on leveraging ChatGPT to personalize your approach. 

Time-Stamped Outline of Questions

  • [01:24] What is ChatGPT? 
  • [03:21] The key features of ChatGPT
  • [4:28] Empowering sales practices with ChatGPT
  • [7:32] Navigating challenges and limitations
  • [9:40] Maintaining authenticity in sales conversations
  • [11:57] Stan’s top three ChatGPT dos and don’ts
  • [16:19] Embrace creativity and experimentation

Resources & People Mentioned

Connect with Stan Robinson Jr. 

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Aug 2, 2023

How can you use ChatGPT to optimize email marketing? Melinda Emerson believes that with some great input and a few tweaks, ChatGPT can be a game-changer for email marketing. In this episode of Sales Reinvented, she shares how you can ChatGPT to enhance the sales process and improve customer interactions. Let's dive in and discover how ChatGPT can transform your sales engagement!

Outline of This Episode

  • [1:19] How can ChatGPT enhance the sales process?
  • [2:14] Key features and capabilities of ChatGPT
  • [3:14] How ChatGPT can help with prospecting
  • [4:21] ChatGPT can create images/graphics
  • [4:53] The challenges or limitations of ChatGPT
  • [6:46] How ChatGPT handles personalization
  • [8:25] Top three chatGPT dos and don’ts
  • [10:03] Melinda’s favorite ChatGPT story

Resources & People Mentioned

Connect with Melinda Emerson

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Jul 26, 2023

You can ask ChatGPT anything. And anyone can apply it in their field. But most salespeople just don’t know how to leverage it. Ollie Whitfield believes that self-awareness allows you to fully utilize ChatGPT. How? 

It can help you improve your emails, rewrite cold-calling scripts, and even summarize notes. ChatGPT can reframe your thoughts in a more succinct and engaging way. Ollie shares how he uses this to his advantage in this episode of Sales Reinvented! 

Outline of This Episode

  • [0:41] How can ChatGPT enhance the sales process?
  • [2:01] Key features and capabilities of ChatGPT
  • [3:19] How ChatGPT can help with prospecting
  • [5:41] Ollie’s ChatGPT success story
  • [7:18] The challenges or limitations of ChatGPT
  • [9:56] How ChatGPT handles personalization 
  • [12:05] Ollie’s top three ChatGPT dos and don’ts
  • [15:00] Use Chat GPT to summarize notes

Resources & People Mentioned

Connect with Ollie Whitfield

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Jul 19, 2023

Everyone is trying to find ways to leverage ChatGPT to increase their productivity, including the world of sales. But how do you apply ChatGPT? Lisa Magnuson believes that one of the best ways to use ChatGPT is as a presentation planning tool. She shares her best practices for using ChatGPT to change your presentation game in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:17] How can ChatGPT enhance the sales process?
  • [1:48] Why ChatGPT is useful for sales presentations
  • [7:35] Lisa’s ChatGPT client success stories
  • [8:47] The challenges and limitations of ChatGPT
  • [11:48] How ChatGPT handles personalization 
  • [13:58] Top three ChatGPT dos and don’ts
  • [16:38] Use ChatGPT to transform your presentations

Resources & People Mentioned

Connect with Lisa Magnuson

  • Connect on LinkedIn
  • lisa(at)toplinesales.com

Connect with Paul Watts

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Jul 12, 2023

According to Brynne Tillman, a win/loss analysis—or in her words, a post-mortem—is about figuring out why you got a deal or you didn’t. You want to learn why your clients chose you. It also helps you understand the playing field even when you win. Most salespeople move on when they lose a deal. But if you don’t know why you lost a deal, you may continue the same behavior. So you have to ask actional questions in your post-mortem to make positive changes to win more deals. 

Outline of This Episode

  • [1:01] What is a post-mortem and why is it important?
  • [2:33] The insights you can gain from a post-mortem
  • [3:55] Common mistakes salespeople make with post-mortems
  • [6:21] How to make sure the feedback you gather is unbiased 
  • [7:46] Best practices for conducting post-mortem interviews 
  • [10:44] The role of technology in post-mortems
  • [12:08] Brynne’s top three post-mortem dos and don’ts
  • [14:08] Why you should never take a loss personally

Resources & People Mentioned

Connect with Brynne Tillman

Connect With Paul Watts 

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Audio Production and Show notes by
PODCAST FAST TRACK
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