Sales Reinvented

Paul Watts
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We at Sales Reinvented are on a mission to change the negative perception of selling. 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 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.

  1. 2d ago

    Network Your Way to Sales Success

    This week's conversation focuses on the enduring necessity of a generous, relationship-first approach to sales. We discuss the power of "giving first," which means genuinely contributing to a prospect's or client's success before expecting anything in return. Another key factor that emerged was consistency. Mediocre actions done regularly outperform sporadic brilliance. Building a steady, visible presence in your digital community will create more long-term opportunities than hoping for a viral hit. Outline of This Episode   00:00 Networking by giving first 05:55 Social selling success 08:01 Building trust through networking 12:08 Being genuine in communication 16:36 The value of intentional lead generation 19:25 Tips for customer call etiquette 20:58 Networking and asking for help Pitfalls to Avoid in Digital Selling   Sending "social spam," or templated, irrelevant messages, quickly erodes credibility. Another mistake is inefficient manual processes; automating low-value, repetitive tasks (like contact research) frees your time for relationship-building and creative selling. We explore the dangers of being overly selective or "social climbing" in networking. Dismissing connections that don't seem immediately useful overlooks the hidden value within wider networks.    Mastering Prospecting and Lead Generation—Top Tips   Our experts generously share their prospecting advice, offering actionable dos and don'ts:   Do follow up—persistently and methodically. Consistency in follow-up is often the differentiator between mediocrity and mastery. Do be authentic. Scripts and borrowed lines ring hollow if they don't fit your personality. Clients respond better to genuine interactions. Do know your value proposition. Clarity about the unique benefits you offer makes outreach more compelling and memorable 13:22.   On the flip side, don't "show up and throw up"—which means bombarding prospects with sales pitches rather than understanding their needs. Overlong emails or messages dilute your impact and lose the recipient's interest. Above all, never start a relationship with a lie. Claiming prior outreach that never happened can instantly destroy trust.   The Power of Storytelling in Sales   Shane Gibson also shares a story about a Ford salesperson in a smaller market who embraced digital storytelling. Instead of cold pitching, he used Facebook to highlight customer experiences and moments at the dealership. His content educated and entertained his audience, resulting in sales growth from 13 to 25 vehicles per month in under 30 days—all thanks to referral trust within his social network.   Re-engaging your existing customer base for referrals or to expand your business is gold. Asking for direct introductions from connections—rather than settling for just a name—can open doors to high-level opportunities and big wins. Overcoming fear requires preparation, a clear value proposition, and sometimes warming up the approach through preliminary research. Confidence is built by knowing your purpose and doing the hard work upfront. Resources & People Mentioned   Guerrilla Social Media Marketing: 100+ Weapons to Grow Your Online Influence, Attract Customers, and Drive Profits  Nimble CRM    Connect with Shane Gibson   Shane Gibson LinkedIn URL - https://www.linkedin.com/in/shanegibson/  Shane Gibson Twitter URL - https://twitter.com/shanegibson    Connect with Kendra   Kendra Lee LinkedIn URL - https://www.linkedin.com/in/kendralee/  Kendra Lee Twitter URL - https://twitter.com/KendraLeeKLA    Connect with Mark   Mark Sellers LinkedIn URL - https://www.linkedin.com/in/funnelprinciple/detail/contact-info/  Mark Sellers Twitter URL - https://twitter.com/funnelprinciple  Connect With Paul Watts    LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

  2. Aug 19

    Practical Do's and Don'ts for Lead Generation

    This week I'm joined by three inspiring industry experts, Mark Hunter, Sonia Dumas, and Diane Helbig, who unravel the secrets behind effective prospecting and lead generation. We discuss best practices and attitude shifts, and each guest shares their story sharing their experience of the transformative power of the right prospecting process.    You'll be inspired by my guests' essential prospecting and lead generation do's and don'ts that have shaped successful outreach strategies. As well as tactical advice, we also dig into the mindset changes necessary for long-term improvement. Outline of This Episode   00:00 Persistence in Sales Outreach 04:21 Phone call mix-up and reschedule 07:57 Shifting your prospecting mindset 10:11 Enjoying Prospecting and Lead Generation 15:01 Friend's business networking story 16:42 Mastering the art of prospecting Make Follow-Up Your Secret Weapon   Kicking things off, Mark Hunter distills years of frontline experience into three must-do actions: always follow up and follow through—treating every prospect touchpoint as important—and focus on uncovering insights about your prospects rather than over-sharing about yourself. He cautions against spamming email blasts, giving up after too few attempts, and information overload that removes your chance to engage. His story of landing a meeting with a hard-to-reach CEO by doing thoughtful research and perfectly timing his call shows that success favors persistence, preparation, and a little creative timing.   Prospecting as an Adventure, Not a Chore   Sonia Dumas flips the prospecting narrative by stressing the importance of clarity and enjoyment. Her top don'ts include not chasing leads until your message and buyer's journey are crystal clear and avoiding the trap of treating prospecting like an uninspired numbers game. She recommends that listeners have fun, tailor a prospecting plan that fits you, and consistently deliver value. Sonia's story highlights how genuine enthusiasm and casual connection can lead to surprising opportunities—demonstrating that every conversation, no matter how informal, is a potential gateway to new business.   The Power of a Warm Intro   Diane Helbig champions researching prospects before outreach, looking for meetings over immediate sales, and sharpening focus to micro-targeted characteristics. Her don'ts warn against casting too wide a net, trying to close deals in a first contact, and dropping prospecting routines when business picks up. Sonia discusses the magic of a well-executed referral system and shares more about a gift basket entrepreneur who turned warm introductions—and quick follow-up—into a 4-for-5 win rate with key prospects.    Connect with Mark Hunter   Mark Hunter on LinkedIn  Mark Hunter on X  Connect with Sonia Dumas   Sonia Dumas on LinkedIn    Connect with Diane Helbig   Diane Helbig on LinkedIn  Diane Helbig on X  Connect With Paul Watts    LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

  3. Aug 12

    How to Win at Prospecting

    Sales prospecting and lead generation are the lifeblood of any thriving sales career—but they're also some of the most misunderstood and mismanaged aspects of the job. Carole Mahoney, Darryl Praill, and Tim Hughes share insights that challenge traditional mindsets and equip listeners to approach prospecting with precision, empathy, and creativity.   We explore the necessity of ongoing learning, time-blocking for prospecting, and seeking support from peers. My experts also discuss the risks of overvaluing a single champion in the sales cycle and the power of humanized content to generate authentic engagement on social media.    Outline of This Episode   [04:59] Improving email outreach strategy [09:15] Losing an unexpected deal [12:34] Effective social networking strategies [16:21] Finding out all about your client's why [18:56] Using social media prospecting [20:29] Humanizing content for prospecting Cadence Creativity & Customer-Centric Outreach   Carol Mahoney opens with a fresh take on the essentials of prospecting. Her first commandment: never "set it and forget it" with your outreach cadences—every sequence deserves refinement. She cautions against careless copy-paste errors and the classic mistake of making outreach messages too self-focused, stressing the power of speaking to the customer's problems and industry context.    Carol's checklist encourages iteration, reflection, and resilience. Perhaps most memorably, she shares a story of transforming a client's cold email from company-centric to customer-driven, resulting in nearly double the response rate. Her closing advice is crystal clear: "keep it brief, keep it about them, and always aim for meaningful, smaller asks."   Mastering Mindset    With trademark candor and energy, Darryl Praill names learning, time-blocking, and asking for help as the top habits of high-performing prospectors. He refuses to accept excuses and warns against putting all your eggs (and hopes) in one champion's basket when navigating complex sales. Darryl addresses the overlooked art of asking for referrals and the pitfall of undervaluing yourself in conversations. He candidly shares a humbling loss in which overconfidence blinded him to the broader decision-making team—an experience that underscores his golden rule: map the whole account and never stop multi-threading your relationships.   Connection & the Human Touch   Tim Hughes dives into the art of creating buyer-centric social profiles and building a network that truly remembers you. His three do's: a relevant profile, genuine network growth, and memorable, strategic content. He draws a sharp line against "social spamming"—pitching immediately after connecting on LinkedIn—and instead champions authentic relationship building.    Tim gives practical advice, from using a real, distinctive profile photo to writing a "why-driven" summary that sparks curiosity. His standout story shares how a single, heartfelt LinkedIn post about his teammate's personal experience generated thousands of views, C-level conversations, and closed deals.  Resources & People Mentioned       Connect with Carole Mahoney   Carole Mahoney on LinkedIn  Carole Mahoney    Connect with Darryl Praill   Darryl Praill on LinkedIn  Darryl Praill on X  Connect with Tim Hughes   Tim Hughes on LinkedIn  Tim Hughes on X    Connect With Paul Watts    LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

  4. Aug 5

    Building Connections that Convert

    We're digging deep into the essentials of prospecting and lead generation with guests Brynne Tillman, Jeff Bajorek, and Caryn Kopp this week. They share their top actionable do's and don'ts, revealing prospecting strategies that they have found to work. You'll hear real-world success stories—from making warm connections on LinkedIn to the power of consistent, quality touchpoints and the importance of solving your client's real challenges, not just following the standard playbook.    Outline of This Episode   [05:53] Challenges of prospecting and leads [07:09] Taking ownership of the sales process [09:52] Balancing business responsibilities [13:11] Recognizing success and solving problems [19:18] Case study of following up with a longtime client [20:43] Phone call preparation tips Building Genuine Connections Prospecting is about people, not profiles. Brynne Tillman cautions against three critical mistakes—connecting and immediately pitching, connecting and then ignoring, and limiting your network solely to those who seem immediately sellable. Instead, she recommends sales professionals to connect and start a conversation, treating the person on the other side of the screen as if they were right across the table. The focus should never be detached from humanity: "Do not detach this human being from as if they were in a real-life, physical situation... this is our reality today. Almost everything is virtual and remote". Engagement is the heartbeat of meaningful prospecting. It's not about going through the motions of a process but cultivating conversations that add value, recognizing that everyone who interacts with you deserves your attention and energy.  Take Responsibility, Don't Outsource Your Success Jeff Bajorek emphasizes taking ownership of the entire lead-generation process. Take responsibility for it, and don't default to blaming others if your pipeline isn't full. Even in companies with dedicated sales development representatives, account executives should actively nurture leads and stay versatile throughout the process. Absolutely DON'T spam or " spray and pray," remember that technology is a tool for scale, not for selling itself. Scaling ineffective outreach just amplifies ineffectiveness. Jeff recommends learning through direct engagement—by overcoming objections, understanding customer pain points, and refining methods through real-world experience. He realized that, despite not always following industry-sanctioned scripts, his approach—filled with referrals and authentic connections—kept his pipeline thriving.    Respect, Consistency, and Quality Touchpoints Caryn Kopp strongly suggests that sales professionals discard rigid scripts in favor of authentic, quality conversations, always remembering that prospects are people first. Persistence is essential—50% of prospects never receive a second follow-up call, even though building relationships takes time. A story from her early days illustrates the profound impact of personalized follow-ups. By meticulously noting a prospect's story about an adopted dog's peculiar fear, and referencing it months later, Caryn was able to foster trust and stand out from competitors. Every touchpoint will either build or ruin a relationship.   Connect with Brynne Tillman Brynne Tillman on LinkedIn  Brynne Tillman on X    Connect with Jeff Bajorek  Jeff Bajorek on LinkedIn  Jeff Bajorek on X  Connect with Caryn Kopp Caryn Kopp on LinkedIn  Caryn Kopp on X    Connect With Paul Watts  LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

  5. Jul 29

    Unlocking the Science of Prospecting

    This episode of Sales Reinvented dives deep into the essential do's and don'ts of prospecting and lead generation with advice from three industry trailblazers. I host Bill McCormick, Mary Grothe, and Tony Hughes to help you transform cold outreach into meaningful connections and qualified leads. You'll hear their top do's and don'ts for successful lead generation, compelling real-world sales stories, and get their lessons learned from overcoming challenges in the field.    Outline of This Episode   [01:49] Nurture prospects on LinkedIn by providing value and insight without pitching  [05:05] Navigating lengthy sales processes [08:23] Strategic prospecting and lead generation [12:31] Building lead gen strategy [14:48] Time block prospecting and outbound activities  [13:23] Aligning Strategy with your target audience [19:02] Leveraging existing client relationships   LinkedIn, Patience, and Nurture   Bill discusses the power of leveraging LinkedIn for more than just cold outreach. He recommends connecting with all your clients on the platform to expand your prospecting potential and insists on building a clear ideal-client profile to sharpen your targeting. Nurturing relationships over time—without jumping straight into a pitch—forms the cornerstone of his methodology. On the flip side, he cautions against using impersonal connect-and-pitch tactics, being fixated on closing rather than conversing, and trying to rush prospects through the sales funnel. Patience and persistent value-driven follow-up can turn long sales cycles into lasting business wins. Own Your Pipeline   For Mary, successful prospecting begins with actually doing the work and being radically customer-centric. She underscores the importance of authentic, warm messaging—regardless of your outreach medium—and stresses the need for a quantifiable, strategic approach that aligns with your sales goals. Her top don'ts are not to skip prospecting, resort to robotic or spammy tactics, or blame marketing for a lack of leads. Mary's story about refining her own inbound strategy is a great blueprint for adapting messaging and targeting the right persona, showing that retooling your approach based on hard lessons can lead to a stronger, more effective funnel.   Time Block, Talk Results, and Embrace Sales Hygiene    Tony shares his mantra: time-block and truly execute your outbound efforts. He stresses the need to "nail your narrative" by focusing every conversation on the prospect's world and their opportunities for improved results. Tony warns against the pitfalls of talking only about your own products, making excuses, and skimping on sales processes or CRM practices. His real-life client story illuminates the power of monitoring trigger events and leveraging referrals—not just to secure new business, but to protect and expand existing relationships. By covering account risks and opportunistically following key contacts as they move into new roles, he demonstrates that proactive, value-led prospecting is the fastest route to revenue. Resources & People Mentioned   Brynne Tillman on LinkedIn Connect with Bill McCormick   Bill McCormick on LinkedIn  Bill McCormick on X    Connect with Mary Grothe   Mary Grothe on LinkedIn  Mary Grothe on X    Connect with Tony Hughes    Tony Hughes on LinkedIn  Tony Hughes on X  Connect With Paul Watts    LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

  6. Jul 22

    Spinning Sales Gold—Why Stories Sell

    Today's "Best Of" episode brings together top minds in storytelling for sales success. In this episode, you'll hear practical do's and don'ts from Philip Humm, Doug Keeley, and Patti Pokorchak, who share how to craft stories that engage, connect, and create real value for clients. Whether it's making your customer the hero, keeping stories concise and relevant, or demonstrating the undeniable power of value-driven storytelling, this episode is packed with actionable insights to elevate your sales conversations and results. Get ready to be inspired by compelling examples and timeless lessons you can apply on your very next call! Outline of This Episode   [00:00] Focusing on people in storytelling [01:56] Don't turn the story into a performance; weave it conversationally  [07:12] Don't feel compelled to use the hero's journey structure  [09:39] The Federal Express (FedEx) helicopter story  [12:49] Impact of storytelling in sales [15:39] Practicing and getting feedback [17:42] Lesson on showing value in sales [20:54] Discussing client value perception       Make It Simple, Make It About People   Philip kicks things off by stressing the importance of simplicity in storytelling—don't try to stuff 16 steps of the hero's journey into a 90-second pitch! Instead, he suggests sales pros cut the excess context and keep storytelling conversational, not theatrical. His top do's are to always make your customer the star, focus on a specific person rather than a faceless company, and tailor your stories to match your audience's challenges and interests. As Philip's favorite real-world example shows, the ability to turn "water into wine" by crafting compelling tales from everyday moments can help anyone stand out as a memorable, persuasive communicator.   The Two-Minute Tale That Sticks   Doug also warns against relying too heavily on complicated hero's journey arcs in business settings. His advice is to keep it emotional, spotlight someone other than yourself as the hero, and finish in two minutes or less. Doug shares a powerful story about a FedEx driver who rented a helicopter in a snowstorm rather than break FedEx's delivery promise—a story that transformed business perceptions and propelled FedEx into brand legend. A few unforgettable, value-driven stories can shape your entire sales culture far more effectively than a data dump of facts and credentials.   Let Value Take Center Stage   Patti reinforces the idea that the customer should always be the hero and that every story must have a purpose and a point. She believes conciseness, practice, and peer feedback are your best tools for trimming the fat from your tales. When people see genuine value, they'll find the budget, no matter the price tag. Her example reminds us that storytelling isn't about bragging or padding your narrative, it's about showcasing the transformative outcomes your product or service brings to real people. Resources & People Mentioned   Joseph Campbell and the Hero's Journey Federal Express Learning Tree     Connect with Philipp Humm   Philipp Humm on LinkedIn    Connect with Doug Keeley   Doug Keeley on LinkedIn  Doug Keeley on X    Connect with Patti Pokorchak   Patti Pokorchak on LinkedIn  Patti Pokorchak on X    Connect With Paul Watts    LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

  7. Jul 15

    How to Captivate Customers

    Storytelling isn't just a buzzword in the world of sales, it's a transformative tool that can turn mundane pitches into memorable, persuasive conversations. This week, I bring together industry experts Mark Smyth, Kristie Jones, and Park Howell to share their top storytelling do's and don'ts for sales professionals. Whether you struggle to keep your stories concise, want to captivate your audience, or wonder how to make your data more compelling, this episode will give you actionable advice and inspiring real-world examples.   Outline of This Episode   [01:40] Guide the audience, don't make yourself the hero  [05:59] Effort versus outcome and impact of the story  [07:53] Use your special storytelling skills  [14:14] Think outside the box; stories do not have to be business-related to resonate and deliver a point  [16:35] Help your audience imagine a brighter future through stories  [18:19] Don't dismiss storytelling as a gimmick—storytelling differentiates and builds urgency  [20:39] Turning data into engaging drama  The Secret Sauce in Sales  "Don't repel, do compel"—that's the mantra Mark brings. He urges sales professionals to avoid overwhelming their audience with dry data and instead use storytelling to clarify and motivate. He also encourages listeners to "be the flashlight," guiding prospects toward their own wins rather than hogging the spotlight. Keep it simple. Multiple narratives muddy the message; a focused, singular story sticks. The smallest, most honest stories can leave the biggest impact, so never underestimate the power of sharing your story. Play to Your Strengths Know your audience. Make it relevant, and for Kristie, the pillars of great storytelling begin with understanding who you're talking to and ensuring your tale matters to them. She highlights the importance of using your own style, whether that's humor or suspense, and cautions against stories that may alienate or bore. Keep stories crisp, edit ruthlessly, and resist the urge to use anecdotes for every point. Sellers should test and find their true fit, and remember that personal stories often resonate powerfully in a business context. Her advice is not to be afraid to step outside purely business anecdotes to forge real connections. The ABT Framework Wins the Day Park Howell champions the ABT (And-But-Therefore) method to hone storytelling, emphasizing the need to understand your prospect in a godlike way and to use emotion-rich images, not bullet points, to lock in your message. He says that a tight, focused story is what your audience remembers. On the other hand, he also warns against assuming you're already a good storyteller or treating stories as gimmicks. Park shares an excellent real-world example of transforming a dull pitch into a magnetic, customer-centered ABT narrative shows how story structure can directly influence sales outcomes. Stories bridge the gap between marketing hype and real-life results. Resources & People Mentioned   Robert McKee Screenwriting Coach   Connect with Mark Smyth   Mark Smyth on LinkedIn   Connect with Kristie Jones   Kristie K. Jones on LinkedIn  Kristie Jones on X  Connect with Park Howell   Park Howell on LinkedIn  Park Howell on X    Connect With Paul Watts    LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

  8. Jul 8

    Don't Just Tell—Engage, Listen, and Share Stories that Stick

    Sales isn't just about products, features, or numbers, it's all about forging genuine human connections. The best way to do this is by mastering the craft of storytelling. In this episode, I speak to some phenomenal sales experts, Mike Adams, John Livesay, and Kyle Gray, who share their favorite storytelling do's and don'ts, and their personal strategies for winning business and building trust. Listen in as they share their wisdom and practical tips to help you refine your own sales storytelling.   Outline of This Episode   [00:00] Importance of knowing what a story is and isn't [02:20] Making your story relevant [04:28] Turning monologues into dialogues [11:02] Make stories clear, concise, and compelling [17:42] Tips for engaging storytelling [18:05] Help listeners feel emotionally invested [20:10] Finding power in personal stories Story Structure, Relevance, and Creating Dialogue   Successful storytelling in sales begins with truly understanding what a story is—and what it isn't. A real story involves a sequence of events, set in time and place, revolving around relatable characters. Mike Adams warns that many people confuse storytelling with simply relaying information or data, which fails to connect. Relevance is crucial: stories should directly relate to the prospect's current situation, making anecdotes about yourself or clients with similar challenges especially resonant. Use story sharing to foster deeper connections, uncover real needs, and help you craft tailor-made solutions. Practice, relevance checks, and skillful story-listening questions (like, "Can you give me an example?") are his top tips for storytelling that converts.   Be Clear, Be Concise, Be Compelling   John Livesay keeps his advice refreshingly simple, make your story clear, concise, and compelling. He warns that confusion, excessive detail, or bland storytelling all make a prospect tune out. Instead of drowning listeners in facts and figures, he urges salespeople to focus on emotional engagement—making us care about the character at the heart of the story. His secret to memorable stories is to craft them so they're easily repeatable and carry a strong emotional core. He shares a real-world account of how reframing a clinical product demo into a drama-filled, patient-saving story led to skyrocketing sales for a healthcare company. A story that places your audience into the action will always outsell a technical pitch.   Make Every Word Count   Speak in the present tense—even about past events—to draw listeners in. When listing details or examples, stick to threes for impact and brevity, keeping stories tight and memorable. Make your storytelling conversational, bringing in dialogue rather than dry narration (think: "Bob said, 'Can you help?'" instead of just stating facts). Kyle Gray warns against being long-winded, dwelling too much on pain points, or over-teaching—focus instead on providing "the minimum dose" for your listener to take action. His favorite story illustrates how owning your personal journey can turn vulnerability into confidence, empowering you and your prospect.    Connect with Mike Adams   Mike Adams on LinkedIn  Mike Adams on X    Connect with John Livesay   John Livesay on LinkedIn  John Livesay on X    Connect with Kyle Gray   Kyle Gray on LinkedIn  Kyle Gray on X  Connect With Paul Watts    LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

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About

We at Sales Reinvented are on a mission to change the negative perception of selling. 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 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.

Information

  • Creator
    Paul Watts
  • Years Active
    2016 - 2026
  • Episodes
    100
  • Rating
    Clean
  • Copyright
    © Sales Reinvented 2016
  • Show Website
    Sales Reinvented

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