Sales Reinvented Paul Watts
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- Business
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.
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Build Your Cold-Calling Courage with Nancy Calabrese
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 When They Say No Connect with Nancy Calabrese Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED
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Master the Art and Science of Cold-Calling with Zoya Segelbacher
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 6Sense Orum Power Dialer Practice cold calls with Hyperbound Connect with Zoya Segelbacher Connect with Zoya @ Uncapped Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED
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Mark Sellers Shares a Respectful Cold-Calling Method
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 Connect with Mark Sellers Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED
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Boost Your Cold-Calling Effectiveness with Kristie Jones
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 Resources & People Mentioned Local Presence Connect with Kristie Jones Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED
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Leverage Your LinkedIn Profile as a Pre-Sales Tool per Mark White
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 Resources & People Mentioned Free Word Cloud Generator Connect with Mark White Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED
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Your LinkedIn Profile Should Make You Sellable per Kevin Turner
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 Resources & People Mentioned The Go-Giver Connect with Kevin Turner Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED
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