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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: May, 2024

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

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

Resources & People Mentioned

Connect with David Walter

Connect With Paul Watts 

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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

Connect with Amy Franko

Connect With Paul Watts 

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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

Resources & People Mentioned

Connect with Art Sobczak

Connect With Paul Watts 

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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

Resources & People Mentioned

Connect with Nancy Calabrese

Connect With Paul Watts 

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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

Resources & People Mentioned

Connect with Zoya Segelbacher

Connect With Paul Watts 

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