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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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!
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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!
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
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.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
What was your customer’s perspective of the sales process? How did it align to their preferred buying journey? How does it compare to the competition? Why did they choose you? Or why didn’t they?
These data points are critical to refine your sales process. And one of the only ways to get these answers is by doing a win-loss analysis. This information is vital to the business as a whole to consistently improve performance. Learn how Justin obtains this critical information in this episode of Sales Reinvented.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
A win/loss analysis is a conversation with prospects or customers where you identify why you won—or lost—a particular opportunity. The ultimate goal of the conversation is to gather information to help you win more deals in the long run. How do you gather unbiased information? How can you leverage technology? What mistakes should you avoid? Bill Storey covers it all in this episode of Sales Reinvented.
Connect on LinkedIn
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
A win/loss analysis is simply having a conversation with your customers and prospects about their perception of your company versus the competition. You want to cover every part of the sales process. Did you address customer problems and goals with the proposed solution? Doing a win/loss analysis the right way will help you gain a competitive advantage. But what is the right way? Ellen Naylor—a pioneer in the field of competitive intelligence (CI) and Win/Loss analysis—shares her strategy in this episode of Sales Reinvented.
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
Conducting a win/loss analysis is about spending time at the end of a sales cycle to extract some feedback from the customer you’ve interacted with. It can help you learn what went well and where you can improve. It’s immensely valuable. You have to make numerous assumptions in the sales cycle.
This allows you to park the assumptions and get honest feedback from your customer and then take action based on that information. Conducting a win/loss analysis is one of the best ways to improve your sales. Learn more from Cian McLoughlin in this episode of Sales Reinvented!
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
Referrals are when existing customers, friends, colleagues, or associates share that there’s someone you need to know that would value a relationship with you (and you’d find value from the relationship with them). They’re the best type of lead that salespeople can get. But there’s a right way—and a wrong way—to start the referral conversation. Joey Coleman shares what you should do in this episode of Sales Reinvented!
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
A referral is an opportunity to do business with someone in the market to buy your product or service. They’re expecting you to contact them to have a conversation. It’s different from a normal lead. A referral is someone ready to chat with you. But how do you get to that point? Ivan Misner has identified the “VCP” process to go from visibility and credibility to profitability. Learn what it is in this episode of Sales Reinvented!
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
Most people think of referrals as going to customers and saying, “Now that you love me, who else might love me? Who might want to buy our stuff?” If you’re trying to find new prospects to sell to, this is great. But Steve believes there’s a better way. It starts with knowing your market, knowing who you’re trying to target, and finding people who can help you get to them. Steve shares how he makes this strategy come to life in this episode of Sales Reinvented!
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com
Stacey Brown Randall agrees with the majority definition of a referral: It is a potential client being referred to you. To qualify as a referral, there has to be a personal connection to the referral source. Secondly, the prospect needs to know they have a problem and are interested in solving it (thus willing to be connected with you).
But getting referrals is where Stacey’s strategy differs from the norm. Stacey believes that you should never ask for referrals. So how do you get them? Listen to this episode of Sales Reinvented to find out!
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com