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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: 2024

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

Jun 12, 2024

To Nick Kane, cold-calling is most effective when accompanied by all cold outreach, including emails, canvassing in person, networking, and social selling activities. They must all work together to prospect for new business. How you approach will vary depending on numerous factors, including your industry. But the key to ultimate effectiveness is that your outreach must be consistent. Nick shares more about his cold outreach process in this episode of Sales Reinvented.

Outline of This Episode

  • [1:01] What is cold-calling? Is it still relevant?
  • [1:47] The art and science of cold-calling?
  • [2:42] How Nick prepares for cold-calling
  • [4:03] Nick’s favorite opening lines
  • [5:20] How Nick keeps a cold call engaging
  • [7:01] Tools and technology to leverage
  • [8:40] Nick’s top cold-calling dos and don’ts
  • [11:55] How Nick handles objections/rejections

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Jun 5, 2024

Mary conducted a survey on the future of phone communication in business. She sent it to 724 Senior Executives around the world with a 15% response rate. The comments indicated that when it came to sales, cold-calling was still the preferred method of starting communication. 

So how do you make your cold calls effective? Mary Jane—better known as “The Phone Lady”—shares her strategies in this episode of Sales Reinvented. 

Outline of This Episode

  • [0:47] What is cold-calling? Is it still relevant?
  • [2:55] Is cold-calling an art and a science?
  • [4:10] How Mary Jane prepares for cold-calling
  • [5:47] Mary Jane’s effective opening lines
  • [8:14] How to keep the conversation going 
  • [9:27] Indispensable tools, technology, and metrics
  • [12:00] Mary Jane’s top cold-calling dos and don’ts
  • [15:23] How Mary Jane handles objections 

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May 29, 2024

David Walter doesn’t believe that cold-calling is an art or a science. Instead, he emphasizes that you simply need a blueprint to follow and a desire to want to do the work. He takes a different approach than most, especially when it comes to objection handling. David emphasizes aggressive agreement. Learn his process in this episode of Sales Reinvented.

Outline of This Episode

  • [1:07] What is a cold-call? Is cold-calling still relevant? 
  • [2:21] Is there an art and science to cold-calling?
  • [2:43] How David prepares for cold-calling 
  • [4:35] David’s favorite way to capture a prospect’s interest
  • [5:39] How to keep a cold-call conversation engaging
  • [6:56] Indispensable tools and technologies 
  • [8:22] David’s top cold-calling dos and don’ts
  • [10:10] How David handles objections and rejections

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May 22, 2024

According to Amy Franko, cold-calling is simply intentional outreach. Whether you know them or not, it is intentional. You have to find a connection point to take a cold conversation and warm it up. Cold-calling is one of the best and highest uses of your time. Learn how to conquer cold-calling in this episode of Sales Reinvented.

Outline of This Episode

  • [0:52] Is cold-calling still relevant? 
  • [1:50] Is cold calling an art and a science? 
  • [2:56] How Amy prepares for cold-calling
  • [4:35] Amy’s effective opening lines
  • [6:01] How to keep a cold call engaging
  • [7:22] Indispensable tools & technology
  • [9:26] Amy’s top cold-calling dos and don’ts
  • [12:24] How Amy combats cold-call rejection

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May 15, 2024

According to Art Sobczak, cold-calling is dead. He has a better way: Smart-calling. A “smart” call is calling people that you know something about and you have customized, tailored, and personalized a message so it’s relevant to them. This leads to a better chance of engaging with them and moving them to a conversation. 

Smart-calling is still relevant. It sets you apart from digital messages, which are often ignored. When a good call comes in, it’s refreshing. Art shares how to follow his smart-calling process in this episode of Sales Reinvented!

Outline of This Episode

  • [1:02] Why Art believes that “Cold” calling is dead
  • [4:23] The art and science of smart calling
  • [5:24] How Art prepares for a smart calling sessions
  • [7:58] The Smart Calling process
  • [11:48] How to keep a smart call engaging 
  • [14:15] Tools and technology to leverage
  • [16:46] Art’s top smart-calling dos and don’ts
  • [21:35] The difference between objections and resistance

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May 8, 2024

According to Nancy Calabrese, cold-calling is just networking by phone. It’s relevant because many people don’t do it anymore. It will help you stand out. People feel it doesn’t work because they don’t do it enough. If you’re not practicing daily, you’ll get rusty. 

It all starts with your mindset. You’re just having a non-salesy conversation with a decision-maker to decide if you’re a good fit for each other. You have to build your cold-calling courage muscles. Nancy shares her successful cold-calling strategies in this episode of Sales Reinvented!

Outline of This Episode

  • [1:01] Is cold-calling still relevant? 
  • [1:54] The art and science of cold-calling
  • [3:17] How Nancy prepares for cold-calling 
  • [4:39] How Nancy captures someone’s interest 
  • [6:47] How to keep a cold call engaging 
  • [7:54] Measuring the success of a cold call
  • [9:57] Nancy’s top three cold-calling dos and don’ts
  • [12:00] How to handle an objection

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May 1, 2024

The “Science” of cold-calling encompasses the things that almost anyone could implement in a few minutes of training or by using a script. You use an opener, deliver a pitch, talk next steps, and close—all while keeping it short and sweet.

Zoya believes that there are best practices that fall between the art and the science. They’re concrete things that you can implement, such as keeping the conversation focused on your prospect—not the product. 

The “Art” of cold-calling encompasses the things that are difficult to teach, such as tone, tact, confidence, and sales and business acumen. Those things dictate a salesperson’s ability to get a prospect to open up.

The only way to improve and get better is to practice—which can be accelerated with a good coach. In this episode of Sales Reinvented, Zoya steps up into the coaching position to share how to master the art and science of cold-calling. 

Outline of This Episode

  • [1:22] Is cold-calling still relevant? 
  • [3:11] The art and science of cold-calling 
  • [6:06] How Zoy prepares for cold-calling 
  • [8:38] Zoya’s simple yet effective opening line
  • [11:23] Why Zoya is a fan of scripted guidelines
  • [14:44] Indispensable tools for modern cold-calling 
  • [18:00] Zoya’s top cold-calling dos and don’ts
  • [24:47] How Zoya handles objections on a cold call

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Apr 24, 2024

Between people not answering calls from phone numbers they don’t recognize, to spam filters, to people silencing their phones—it’s become harder and harder to connect when making cold calls. What is a salesperson supposed to do? 

Mark Sellers joins me in this episode of Sales Reinvented to share how he navigates making cold calls (or sending cold emails) in a way that captures his prospect’s interest—and respects their time.

Outline of This Episode

  • [1:17] Is cold-calling still relevant?
  • [3:04] Is cold-calling an art and science?
  • [3:38] How Mark prepares for cold-calling
  • [5:51] How to capture a prospect’s interest
  • [7:58] Why Mark is a fan of using scripts
  • [10:16] Tools and strategies to leverage
  • [12:25] Mark’s top cold-calling dos and don’ts
  • [15:52] The best way to handle objections

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Apr 17, 2024

In its simplest sense, cold-calling is reaching out to someone by phone who may not know who you are. Is it still relevant in today’s sales world? According to Kristie Jones, yes, cold-calling still has a place. It still gives you the ability to create a human connection. But how do you master cold-calling? Kristie shares the art and science of cold-calling to kick off our newest series. 

Outline of This Episode

  • [0:58] Kristie’s definition of cold-calling
  • [1:25] The art and science of cold-calling
  • [2:34] How Kristie prepares for cold-calling 
  • [5:10] The most effective way to capture interest 
  • [6:26] How to keep a cold call engaging 
  • [8:31] Tools and technology to leverage 
  • [10:20] Kristie’s top cold-calling dos and don’ts
  • [12:00] How Kristie overcomes cold-calling objections

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Apr 10, 2024

Until you meet someone, the only thing(s) you have to go off of is what you’ve learned about them online. When you create a LinkedIn profile, it’s indexed by search engines. It’s usually the first result when you Google someone’s name. It’s also a great place to learn about someone. You want your profile to give them the right information. Learn how to leverage your LinkedIn profile as a pre-sales tool in this episode of Sales Reinvented with special guest Mark White.

Outline of This Episode

  • [1:26] Why a compelling LinkedIn profile is key
  • [2:55] The elements that have the greatest impact
  • [6:02] How to tell your professional story on LinkedIn
  • [7:45] Build “know” and “like” before “trust”
  • [10:31] How often to update your LinkedIn profile 
  • [12:18] Use your customers to build a better LinkedIn profile
  • [14:01] Mark’s top LinkedIn profile dos and don’ts 
  • [16:56] Leverage your LinkedIn profile as a pre-sales tool 

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Apr 3, 2024

LinkedIn is a professional site built for business and networking—why not make it the best you can? Optimizing your profile photo, banner, and headline is a great place to start. But what can you do to make yourself sellable? How can you adjust things so that LinkedIn (and search engines ) prioritize you in search results? Kevin Turner shares some incredible tips in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:35] Why a compelling LinkedIn profile is important
  • [2:27] The elements with the greatest impact on sales
  • [4:14] How to tell your professional story on LinkedIn
  • [6:20] Balancing professionalism and personality 
  • [7:21] How often to update your LinkedIn profile 
  • [10:31] Kevin’s cautionary tale about LinkedIn tools
  • [17:14] Kevin’s top LinkedIn profile dos and don’ts 
  • [23:23] Don’t be afraid to pivot and adjust
  • How to tell your professional story on LinkedIn

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Mar 27, 2024

Everyone needs a LinkedIn profile. Why? People want to assess whether or not they can like you. They want to determine if you’re credible and trustworthy. Most people want to do this before meeting you or having a conversation so they don’t feel like they’re wasting their time. You have to show up in service to your prospects. How? Karen Tisdell shares her process in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:31] Why a compelling LinkedIn profile is important
  • [3:02] Your headline follows you everywhere—prioritize it
  • [4:15] How to tell your professional story on LinkedIn
  • [5:06] Divide your “about” section into four parts
  • [6:38] How often to update your LinkedIn profile 
  • [8:31] Tools to build a better LinkedIn profile
  • [10:46] Karen’s top LinkedIn profile dos and don’ts 
  • [14:34] How you show up on LinkedIn matters 

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Mar 20, 2024

When someone searches for your name in Google, LinkedIn is usually the first result. Take advantage of that opportunity. If you don’t provide someone with a great LinkedIn profile, why would they waste their time on you? 

Angela Dunz primarily works with attorneys. And according to the research, 94% of people look at an attorney’s LinkedIn profile before their website. Learn how to make good use of that real estate in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:11] Why a compelling LinkedIn profile is important
  • [3:12] Above-the-fold curb appeal is important
  • [6:29] How to tell your professional story on LinkedIn
  • [7:30] Balancing professionalism and personality 
  • [8:56] How often to update your LinkedIn profile 
  • [10:30] Tools to build a better LinkedIn profile
  • [13:20] Angela’s top LinkedIn profile dos and don’ts 
  • [16:07] Focus on what you’re passionate about

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Mar 13, 2024

How do you want the reader to feel once they’ve looked over your profile? What action are you hoping they’ll take? Writing for the reader is essential because it dictates what happens next. When someone feels like you’ve built trust, they’re more likely to take the next step. Leslie shares how to write your LinkedIn profile for your prospects in this episode of Sales Reinvented. 

Outline of This Episode

  • [0:45] Why a compelling LinkedIn profile is important
  • [1:21] Why your photo, banner, and headline are key 
  • [2:36] How to tell your professional story on LinkedIn
  • [5:45] Balancing professionalism and personality 
  • [7:39] How often to update your LinkedIn profile 
  • [9:23] Tools to build a better LinkedIn profile
  • [12:04] Leslie’s top LinkedIn profile dos and don’ts 
  • [18:15] Use LinkedIn as a tool for gathering information

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Mar 6, 2024

70–80% of the time you Google someone, their LinkedIn profile will show up on the first page of results. And people are 2x more likely to believe what’s on LinkedIn than anyplace else. A stellar profile is absolutely essential, regardless of industry. So how do you tell your professional story on LinkedIn in a way that speaks to your ideal client? Rhonda Sher shares some great ideas in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:00] Why a compelling LinkedIn profile is important
  • [1:42] Why your photo, headline, and banner are key
  • [2:36] How to tell your professional story on LinkedIn
  • [4:37] Balancing professionalism and personality 
  • [5:51] How often to update your LinkedIn profile 
  • [7:09] Tools to build a better LinkedIn profile
  • [9:17] Rhonda’s top LinkedIn profile dos and don’ts 
  • [13:22] Leverage LinkedIn as a website

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Feb 28, 2024

If you want to gain visibility, authority, and generate leads that create revenue, a compelling LinkedIn profile is highly encouraged. Sheral DeVaughn is also a fan of leveraging video whenever possible. She shares why it’s important to get your face on camera—and how it helps you connect with potential clients—in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:17] Why a compelling LinkedIn profile is important
  • [1:55] Why Sheral focuses on the featured section
  • [3:09] How to tell your professional story on LinkedIn
  • [4:30] Balancing professionalism and personality 
  • [6:09] How often to update your LinkedIn profile 
  • [7:24] What to monitor on your LinkedIn profile
  • [8:39] Sheral’s top LinkedIn profile dos and don’ts 
  • [10:50] Demonstrate how you solve your prospect’s problem(s)

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Feb 21, 2024

Commitment to creating content consistently is key when it comes to a LinkedIn profile that sells. Those who successfully build followings share original and compelling content with a unique point of view. Andy shares how he built a following of over 150,000 people in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:00] Why a compelling LinkedIn profile is important
  • [1:52] It’s your content that attracts potential buyers
  • [5:38] How to tell your professional story on LinkedIn
  • [7:53] Balancing professionalism and personality 
  • [9:23] How often to update your LinkedIn profile 
  • [11:30] Tools to improve your LinkedIn profile
  • [13:39] Andy’s top LinkedIn profile dos and don’ts
  • [18:45] How consistent content creation built Andy’s brand

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Feb 14, 2024

If you don’t have a compelling LinkedIn profile, It’s almost like you don’t exist. But how much work do you have to put into creating a compelling profile? Does it require significant time and money? According to Beth Granger, some simple tweaks to your LinkedIn profile might make all the difference. Learn more in episode #389 of Sales Reinvented. 

Outline of This Episode

  • [1:11] Why a compelling LinkedIn profile is important
  • [1:41] The elements that have an impact on sales
  • [2:48] How to tell your professional story on LinkedIn 
  • [3:57] Balancing professionalism and personality 
  • [6:40] How often to update your LinkedIn profile 
  • [7:56] Tools to improve your LinkedIn profile
  • [10:30] Beth’s top LinkedIn profile dos and don’ts 
  • [12:51] Simple tweaks can make a profound impact

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Feb 7, 2024

The first place people meet you for the first time is on LinkedIn. Why wouldn’t you take the time to make sure your profile reflects what you want your prospects and customers to see? Your online profile is your online appearance. Ultimately, it’s about you but not for you. Learn what Ryan Rhoten means in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:17] Why a compelling LinkedIn profile is important
  • [2:13] The three elements that have an impact on sales
  • [3:12] How to tell your professional story on LinkedIn 
  • [4:02] Balancing professionalism and personality 
  • [5:11] How often to update your LinkedIn profile 
  • [6:41] Tools to improve your LinkedIn profile
  • [8:30] Ryan’s top LinkedIn profile dos and don’ts 
  • [11:30] Your profile is about you, not for you

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Jan 31, 2024

15 years ago people made connections via industry events, cold calling, and emails. They had limited access to information. That’s just how it was. But the world has changed. We are firmly in the digital age. 

More buyers are researching online before speaking to someone in sales. LinkedIn, as of 2024, has over 1 billion users worldwide (38 million in the UK). That’s half of the population of the UK. 

92% of buyers want to buy from a salesperson known as a thought leader. Use LinkedIn to showcase your skills and build your personal brand. It is the first way to build a connection and demonstrate authority and credibility in the field. 

Outline of This Episode

  • [1:28] Why a compelling LinkedIn profile is important
  • [4:51] The elements that have an impact on sales
  • [6:34] How to tell your professional story on LinkedIn 
  • [8:34] Balancing professionalism and personality 
  • [11:07] How often to update your LinkedIn profile 
  • [12:31] Tools to improve your LinkedIn profile
  • [15:09] Laura’s top LinkedIn profile dos and don’ts 
  • [17:54] Harness the power of LinkedIn

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Jan 24, 2024

If someone wants to buy something sizable, they want to find the best person to help them. Most people turn to Google for answers. The top search result for someone’s name is usually their LinkedIn profile. That’s where people start. And if they know the product or service they need, people will go to LinkedIn to see who’s available, usually starting with their network. 

So your LinkedIn profile needs to be set apart from the rest. But the people in your network are looking for far more than a well-constructed profile. They want you to add value to their lives. When you approach someone with genuine interest and care about their outcomes, you’ll see success on LinkedIn. But don’t take my word for it—listen to this episode with Perry van Beek to learn more.

Outline of This Episode

  • [1:32] Why a compelling LinkedIn profile is important
  • [3:52] The #1 element that has an impact on sales
  • [5:41] How to tell your professional story on LinkedIn 
  • [8:21] Balancing professionalism and personality 
  • [10:06] How often to update your LinkedIn profile 
  • [11:34] Tools to improve your LinkedIn profile
  • [14:22] Perry’s top LinkedIn profile dos and don’ts 
  • [17:23] Show a genuine interest in others

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Jan 17, 2024

A compelling LinkedIn profile is essential. But why? Everyone in sales has a business card. It can only do so much as an introduction. LinkedIn allows you to sell yourself in addition to selling your product or services. To do that impactfully, your LinkedIn profile needs to answer 3 questions. Deanna Russo shares what they are in this episode of Sales Reinvented!

Outline of This Episode

  • [1:33] Is a compelling LinkedIn profile important?
  • [2:24] The two elements that have an impact on sales
  • [3:38] Balancing professionalism and personality 
  • [4:38] How to tell your professional story on LinkedIn 
  • [6:06] When to update your LinkedIn profile
  • [7:30] Tools to improve your LinkedIn profile
  • [8:48] Deanna’s top LinkedIn profile dos and don’ts 
  • [11:55] The 3 questions a LinkedIn profile must answer

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Jan 10, 2024

When someone meets you for the first time, one of the first things they do is Google you. One of the first search results is usually your LinkedIn profile. Your LinkedIn profile is your personal marketing landing page. It tells your brand story. So how do you make it tell the story you want to tell? Shane Gibson shares how to do that the right way in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:01] Is a compelling LinkedIn profile important?
  • [1:56] The #1 element that has an impact on sales
  • [4:19] How to tell your brand story on LinkedIn 
  • [5:57] Your content must build trust 
  • [7:26] When to update your LinkedIn profile
  • [8:39] Tools to measure the impact of your LinkedIn profile
  • [11:03] Shane’s top LinkedIn profile dos and don’ts 
  • [13:46] Take time to amp up your LinkedIn profile

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Jan 3, 2024

The Voice of the B2B Buyer Study surveyed over 1,000 decision-makers and found that 63% of them will search for a salesperson online before they ever take a call or meet with them. You never get a second chance to make a first impression. 

Only 1 in 4 people view salespeople as credible. You start every relationship from a place of weakness—unless your LinkedIn profile can get you on an equal playing field. Your LinkedIn profile can be the key to building credibility. C. Lee Smith shares how to do that in this episode of Sales Reinvented. 

Outline of This Episode

  • [0:44] Is a compelling LinkedIn profile important?
  • [2:05] The elements to leverage on your LinkedIn profile
  • [3:52] How to tell your professional story on LinkedIn 
  • [4:48] Balancing professionalism and personality
  • [5:36] When to update your LinkedIn profile
  • [6:43] A tool to measure the impact of your LinkedIn profile
  • [8:14] Lee’s top LinkedIn profile dos and don’ts 
  • [10:54] Building credibility on LinkedIn is key

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