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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: 2025

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

Feb 12, 2025

Have you ever wondered what separates a successful negotiation from a failed one? Is it the strategy, the tactics, or perhaps something deeper? In this episode of Sales Reinvented, we dive into the art of negotiation with Dr. Keld Jensen, a globally recognized expert in the field. 

Keld shares his insights on how to craft the right strategy, implement effective tactics, and build trust in negotiations—helping you not only close deals but create lasting value. Whether you’re negotiating with a long-term partner or navigating a high-stakes deal, this episode is packed with valuable strategies that you can apply to your own negotiation process.

Outline of This Episode

  • (0:00) Introduction of Dr. Keld Jensen and overview of the episode
  • (1:00) Difference between negotiation Strategy and Tactics
  • (2:42) Keld’s go-to negotiation strategy
  • (4:38) The power of NegoEconomics in negotiation
  • (7:37) The role of planning in negotiation strategy
  • (9:22) How to determine the most effective strategy
  • (12:13) Countering aggressive negotiation tactics
  • (16:43) Keld’s negotiation do’s and don’ts
  • (20:38) Applying strategy and tactics to close a deal

Resources & People Mentioned

Connect with Keld Jensen

Connect With Paul Watts 

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Feb 5, 2025

The most common objections that salespeople hear are the ones they create themselves. They do this by talking too much, pitching too much, or failing to establish value in someone’s mind as to why they should pay for what the salesperson is selling. So how does Art handle objections when they arise? Using his curated four-step objection-handling framework. Learn all about it in this episode of Sales Reinvented. 

Outline of This Episode

  • [1:08] The most common types of objections salespeople face
  • [2:33] The biggest mistake that salespeople make
  • [4:39] How Art responds to objections 
  • [7:25] The role of empathy in handling objections
  • [8:40] How to handle objections with confidence 
  • [11:24] Art’s top 3 objection handling dos and don’ts
  • [14:44] Art’s four-step framework at work

Resources & People Mentioned

Connect with Art Sobzcak

Connect With Paul Watts 

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Jan 29, 2025

In this episode of Sales Reinvented, sales expert Diane Helbig joins us to tackle one of the biggest hurdles in sales—handling objections. Diane shares her strategies for understanding and responding to objections with empathy, confidence, and a solution-focused mindset. 

From listening carefully to asking the right questions, Diane helps us see how thoughtful responses can turn potential roadblocks into opportunities. Tune in as she outlines her top dos and don’ts, shows how empathy can build trust, and reveals how the power of listening and learning can lead to sales success.

Outline of This Episode

  • [1:00] The most common types of objections 
  • [1:52] The biggest mistake salespeople make
  • [3:23] How Diane responds to objections
  • [5:17] The role of empathy in handling objections
  • [7:59] How to handle objections with confidence
  • [9:46] Diane’s top three objection handling dos and don’ts
  • [13:14] Overcoming your own objections 

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Jan 22, 2025

According to Justin Zappulla, 90% of objections fall into three categories:

  1. The customer doesn’t see the value in what you’re proposing as it relates to the price you’re charging.
  2. They don’t think you can help (or they don’t trust that you can) and believe there’s a better alternative.
  3. They don’t have a need for your product or service (maybe you haven’t quantified their pain point and identified their need to establish urgency).

Most objections come up because salespeople don’t handle the sales process properly. Justin believes that the better you handle the process, the fewer objections you’ll get. But you have to qualify opportunities correctly. Learn more in this episode of Sales Reinvented. 

Outline of This Episode

  • [0:54] Common types of objections salespeople face
  • [3:33] The biggest mistakes salespeople make
  • [5:46] Justin’s process to respond to objections 
  • [8:18] The role of empathy in handling objections
  • [10:24] How to handle objections with confidence
  • [12:43] Justin’s top objection-handling dos and don’ts
  • [16:23] Don’t address the wrong objection

Resources & People Mentioned

Connect with Justin Zappula

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Jan 15, 2025

In this episode, sales expert Steve Hall challenges the idea of “overcoming” objections, seeing them instead as opportunities to build trust. He shares how understanding the nature of objections—whether they’re real concerns or just initial brush-offs—can strengthen sales conversations at every stage. 

Steve emphasizes the role of empathy, listening, and confidence, and provides his top objection-handling strategies, including how to address price concerns without immediately discounting. By reframing objections and approaching them with curiosity, Steve shows how sales professionals can turn these challenges into lasting relationships and closed deals.

Outline of This Episode

  • [1:02] Common objections that salespeople face
  • [2:14] The Biggest mistake salespeople make
  • [3:20] How Steve responds to objections
  • [6:38] The role of empathy in handling objections
  • [7:43] How to handle objections with confidence
  • [9:36] Steve’s top 3 objection handling dos and don’ts
  • [11:36] Turning challenging objections into sales

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Jan 8, 2025

Sales objections, often centered around price or perceived overselling, can trip up even the most seasoned sales professionals. Kendra Lee emphasizes the importance of listening without rushing to respond, allowing salespeople to truly understand whether they’re addressing a real concern or simply a misunderstanding. 

In this episode, she explains how to use thoughtful questions to uncover the prospect’s true motivations without setting “traps.” Building trust is key, as is showing prospects that their best interests are at the heart of the conversation. Tune in to learn Kendra’s top strategies for confidently addressing objections with empathy and skill.

Outline of This Episode

  • [0:45] The most common objections salespeople face
  • [1:50] The biggest mistake salespeople make
  • [3:29] Kendra’s strategy for responding to objections 
  • [5:05] The role of empathy in handling objections 
  • [6:58] How to handle objections with confidence
  • [9:02] Kendra’s top 3 objection handling dos and don’ts
  • [10:29] Overcoming a price and scope objection

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Jan 1, 2025

What % of the time are you facing your top three objections? If it’s 75% of the time, it’s time to do something about it. You want to reduce the percentage of the time you’re receiving that objection. You can only do that by learning the most common objections you face. Caryn has the solution. Learn how to leverage her 3P process in this episode of Sales Reinvented. 

Outline of This Episode

  • [0:58] Common types of objections salespeople face
  • [2:48] The biggest mistake salespeople make
  • [4:11] How Caryn responds to objections
  • [6:01] The role of empathy in objection-handling
  • [7:00] How to handle objections with confidence
  • [9:45] Caryn’s top objection-handling dos and don’ts
  • [11:43] Flipping the switch with a hesitant prospect

Connect with Caryn Kopp

Connect With Paul Watts 

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