100 episodes

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.

Sales Reinvented Paul Watts

    • Careers

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.

    Productivity Begins with Proactive Prospecting with Lisa Leitch, Ep #187

    Productivity Begins with Proactive Prospecting with Lisa Leitch, Ep #187

    Today’s guest, Lisa Leitch, believes that proactive prospecting is key to productivity as a salesperson. It takes discipline, rigor, and drive to achieve results. It’s important to learn to be efficient and get into a rhythm. In this episode of Sales Reinvented, Lisa shares her take on productivity and a few key strategies that can help you become a more productive sales professional.
    Lisa is the President and Sales Strategist of Teneo Results. She’s been a sales and training coach for over 15 years and worked with thousands of salespeople in over 250 different companies. Her mantra is “Be strategic. Be Proactive. Be Brave”. She brings years of experience in the sales world to this episode—don’t miss it!
    Outline of This Episode [0:53] Lisa’s definition of productivity and its importance [1:56] Why aren’t salespeople as productive as they could be? [2:58] Steps to improve day-to-day productivity? [4:30] What are the attributes of a productive salesperson? [6:10] Lisa’s foolproof strategies to improve productivity [11:58] Lisa’s favorite productivity story Don’t get stuck in the day-to-day According to Lisa, being in the sales industry requires rigor and determination. You need to achieve results—and discipline and rigor are what get you there. But in the sales world, no two days are the same. It puts you at a disadvantage because it’s difficult to get into a rhythm and be efficient. 
    Instead of focusing on improving day-to-day productivity, Lisa proposes setting 3-year goals. Where do you and your team want to be in 3 years? You can then break those goals down into yearly, quarterly, and weekly goals. You dissect those weekly goals into 7-day tasks. It’s about having a long-term vision for success and being future-focused. 
    Be clear on your ideal clients Salespeople are often so focused on making sales and creating revenue that they lose sight of their ideal prospects. It’s not all about getting a yes—sometimes it’s about saying no. You must walk away from clients who won’t help you yield results or who you know will be high-maintenance. 
    If you have clarity on your ideal client it helps you focus your prospecting. It helps you attract and do business with the right people, where you can help them grow their business. One strategy you can use is to refer clients who aren’t a good fit to other people who “serve those types of clients better”. In that way, it’s not a hard no, but the offering of a better fit.
    The concept of Proactive Prospecting A strategy that Lisa has found greatly improves her productivity is Proactive Prospecting. Salespeople always want to be growing their business and keeping their pipelines full. Lisa blocks time to prospect, reach out to existing clients, schedule meetings, and more. She points out that to grow the business you need to move the needle on your dashboard. 
    Lisa blocks Thursday mornings from 7:30 am to 8:55 am. She has found that this is the most productive time to be prospecting. You catch VP’s of sales (or other senior leaders) in their offices before their 9 am meetings. They’re also more likely to respond to an email or answer their phones. She sets a goal to make at least 10 phone calls in that time slot. 
    Another strategy that Lisa finds simple but effective is the “Double Whammy”. People are more likely to use email, but it is easy to accidentally delete a message. If that’s your preferred method of reaching out she recommends following up with a 2nd point of contact with a different medium such as call, text, or message on LinkedIn.
    Lisa’s tips to keep you efficient Lisa points out that if you’re trying to be more efficient you need to maximize your time. If you’re traveling to a meeting with a client, always look for a 2nd client to meet with. She also recommends shutting off your email notifier. It’s a

    • 16 min
    Productivity is Defined by the Outcomes Achieved, with Mark Hunter, Ep #186

    Productivity is Defined by the Outcomes Achieved, with Mark Hunter, Ep #186

    Mark Hunter believes that productivity is best defined by the incremental value you provide customers as you help them achieve outcomes. It isn’t about being busy or crossing items off of a to-do list. It is about providing value. What does that look like? How does a salesperson accomplish it? Learn more in this episode of SaleReinvented!
    Mark—known as the ‘Sales Hunter’—is arguably one of the greatest minds in the world of sales. He is an accomplished speaker, consultant, and author of multiple best-selling books. With an astounding 30+ years of sales leadership experience, he repeatedly helps companies find and retain better prospects. Paul picks his brain in this episode—don’t miss it!
    Outline of This Episode [0:57] What does productivity mean to Mark? [1:51] Why is productivity important? [2:41] Why aren’t sales professionals productive?  [3:59] How to improve day-to-day productivity [5:40] The mindset of a productive salesperson [7:50] Productivity hacks that Mark embraces [11:12] Top 3 productivity dos and don’ts [13:33] A productivity challenge that Mark has faced Where you spend your time is determined by the outcomes you desire for your customer Mark is adamant that you cannot get hung-up on a to-do list. Instead, you must determine the desired outcome for your day and client. Once you have the outcome nailed down, you backfill the activities that will fill your day. In this way, you are more focused and not distracted by your list. 
    He recommends staying on task by preparing for each day the night before. He writes down exactly what he hopes to accomplish so that he doesn’t spend an hour of his morning ‘dinking around’ figuring out what his day will look like. 
    Mark points out that any professional athlete goes into their game with a game plan in place to win. They have a clear vision in mind. Sales professionals need to view themselves in the same way—as professionals with clear goals and outcomes in mind. 
    A productive salesperson has the right mindset  Mark states that you cannot “Allow other people to define your level of success—only YOU can define your level of success”. He often sees salespeople get discouraged because their performance doesn’t measure up to someone else’s. His message is clear: you must stop defining your success by someone else’s accomplishments. Instead, measure yourself against yourself. 
    If you start each day with the mindset of an optimist, you’ll start to notice the incredible amount of opportunities available to you. You just have to be ready, open, and conditioned to recognize them. Mark starts every activity with the desire to influence whoever it is he’s dealing with, create impact for each party—and exit a better person.
    Throw your to-do list in the garbage Instead of relying on a to-do list, Mark lives by time-blocking. Once you have your desired outcome nailed down, block time in your schedule for each activity that advances you towards that outcome. When you define your time, you stop allowing the work to expand and overtake your time. YOU compact the work into the time you’ve made available for it. 
    Mark is ruthless with his calendar, and other top-performers such as Richard Branson and Mark Cuban do the same. 
    His second sage piece of advice is to do your most difficult task first thing in the morning. In his words, “The mountains are never high as you think and the lows are never as low as you anticipated”. Whatever you may be dreading won’t ever be as bad as you anticipate!
    Mark believes you must think and process in the long-term but live in the moment. Following that reasoning, he states that everyone NEEDS a 25-year goal. If you don’t set long-term goals, “You go through life reacting to things, not acting to create them”. 
    Marks tips and strategies to stay productive  Mark operates by the a

    • 16 min
    Reinvent Your Definition of Productivity with Jeff Bajorek, Ep #185

    Reinvent Your Definition of Productivity with Jeff Bajorek, Ep #185

    Is your definition of productivity truly working for you? Are you stuck in an endless loop of activities? If you’re treading water and seem incapable of completing the sales activities you need to, it’s time to redefine what productivity means to you. Jeff Bajorek joins Paul in this episode of Sales Reinvented to help you rethink how you view productivity.
    Jeff is a sales improvement consultant specializing in the B2B space. He’s co-host of ‘The Why And The Buy’ podcast and author of ‘Rethink The Way You Sell: The Five Forgotten Fundamentals of Prospecting’. In this episode he’ll share his thoughts on productivity, his top 3 do’s and don’ts, and what you should do to become more productive. 
    Outline of This Episode [0:54] What does Jeff Bajorek think productivity is? [1:54] Why is productivity so important in sales? [3:23] How do you increase your productivity? [7:16] The tools Jeff finds effective [9:18] Jeff’s top 3 dos and top 3 don’ts [12:07] Jeff’s favorite productivity story The definition of productivity is anything you want it to be  Jeff points out that productivity is getting enough stuff done—and YOU get to decide what ‘enough’ is. Once you’ve defined what productivity looks like for you, you can implement systems and structures to knock things out. It gives you the freedom to implement what systems work best for you.
    According to Jeff, you must be informed, intentional, and purposeful. Define how you’re going to be productive and then commit to it to reach your sales goals. He notes that many salespeople get stuck in “analysis paralysis”. They’re so hyper-focused on what needs to be done that the ‘how’ gets lost. 
    Instead of getting lost in analysis paralysis, Jeff recommends deciding ahead of time what the important activities are. Avoid distractions and non-sales activities and follow the 4 steps of the sales cycle:  
    Identify who you can help Get their attention Communicate your value Get them to commit to the process Whatever you do needs to lead to the advancement of those 4 activities. 
    The attributes of a productive sales professional  According to Jeff, the #1 attribute of a sales professional NEEDS to be the ability to be disciplined. Once you’ve identified what’s important, you must have the discipline to carry through on those tasks—especially when you don’t want to. For Jeff, this meant completing sales calls reports. He hated them but believes doing them made him more effective.
    You must also be open-minded. While Jeff believes many of the tech tools available have the uncanny ability to get in the way, you must be able to evaluate and embrace them if they’ll make you more efficient. You have to be able to learn new tricks as an old dog. 
    Lastly, Jeff points out that you must be humble. Be willing to admit you don’t know it all—and keep learning. 
    Don’t be afraid to say NO Jeff shares his ‘top 3 productivity do’s and top 3 don’ts’ and one concept that struck Paul was learning how to say no. To be productive you must prioritize and schedule what needs to be done. Everything else can be squeezed in around it. However, if you’re taking on too many activities and trying to fly by the seat of your pants you will struggle to hit your numbers. 
    Don’t give yourself too much credit—don’t take on more than you can handle. Everyone is guilty of it at one time or another. You must learn to underpromise and over-deliver. Say yes to the activities that are important and don’t be afraid to say no. Jeff embraces careful consideration when he makes decisions, citing “Every time you’re saying YES you’re saying NO to something else”. 
    Rethinking the process of productivity When Jeff left a previous job, he wanted to implement some things that he had learned over his time there but were considered “risky”

    • 19 min
    How to Prioritize High-Value Activities with Amy Franko, Ep #184

    How to Prioritize High-Value Activities with Amy Franko, Ep #184

    If you learn to define and prioritize high-value activities you will become a more productive sales professional. If you know what activities hold the highest value and act on those over lower-value activities you set yourself up for success. We have finite reserves—you get to choose where you invest your time, energy, motivation and discipline.
    Amy Franko joins Paul in this episode of Sales Reinvented to chat about how she prioritizes her time to be successful in sales. Amy specializes in working with B2B organizations on sales effectiveness. She is a trainer and consultant, keynote speaker, and author of The Modern Seller. 
    Outline of This Episode [0:46] What is productivity? [1:50] What makes us unproductive [2:51] Improving productivity [4:13] Attributes of a great salesperson [5:07] Productivity Tools and tips [6:30] Top 3 dos and top 3 don'ts [11:34] Amy’s favorite productivity story Learn to say ‘no’ to prioritize high-value activities Amy points out that salespeople often have a huge list of sales activities to tackle. They’re often given the added burden of administrative tasks that they don’t need on their plates. This automatically lowers your ability to focus on high-value tasks. You must define what activity only you can do so you can delegate—or drop altogether—what isn’t a priority. Where are you going to devote your resources? What can you say no to?
    How do you become a more productive salesperson? A good sales professional knows the difference between just staying busy versus being productive. They are decisive about where they spend their time. Amy says you need to learn to focus on the big picture. Look at your week and set 3 goals—the high-value activities that will bring you forward progress.
    Likewise, she does the same thing daily: she prioritizes 3 things to get accomplished. If you start with a list of 10+ activities, you will never get anything done. But if you narrow your focus and knock out the most important things, it can leave room to knock out whatever’s left. 
    They time-block what’s important to stay organized. She recommends using a timer for each activity. It frees up your mind to focus on the task-at-hand instead of watching the clock. When the alarm goes off, you can re-evaluate where you’re at and either devote more time or move on to the next task. 
    Amy also loves using agendas to stay on track with meetings. Lastly, she likes to keep it old-school and use a paper list to track what she’s focusing on in a particular day. 
    Amy’s top 3 Productivity Do’s and Don’ts What are some things you should—or shouldn’t—do to enhance productivity?
    You must decide that your time is something you want to invest—not spend.  Design an environment that supports your productivity. Amy invested in a co-working space for when she needs to focus and knock out projects. Her home office brought too many distractions, so she came up with a better plan! Block your professional time AND your personal time in a way that works for you.  Don’t say yes to every opportunity, but take time to decide if it’s right for you. Don’t procrastinate on follow-up—do as many of those tasks while they’re fresh in your mind.  Don’t forget to bring an agenda to your meetings with clients. You’ll be far more productive. These are just a few of the things that Amy has found are imperative to her success that is easy for anyone to implement. 
    What Amy learned launching her book: The Modern Seller Writing a book is a huge undertaking. You aren’t just writing—you’re creating content, dealing with publishing, as well as marketing. Complex projects have a lot of moving parts, and Amy learned some valuable things that she wanted to share:
    To do something meaningful, she had to make trade-offs on other activities. She had to invest her time wisely to accomplis

    • 16 min
    Revenue = Frequency x Competency: Learn How to Balance the Equation with Chad Burmeister, Ep #183

    Revenue = Frequency x Competency: Learn How to Balance the Equation with Chad Burmeister, Ep #183

    Revenue = frequency x competency is one way that Chad Burmeister measures productivity. You have to be able to do more in a shorter period of time—you must increase your frequency. Over time, as you gain experience and focus on frequency, your competency will grow. This increases productivity and therefore increase revenue. Chad and Paul discuss this topic in-depth in this episode of Sales Reinvented.
    Chad is the founder and CEO of ScaleX.ai—ScaleX leverages artificial intelligence and sales automation to automate up to 75% of sales reps tasks so that they can focus on higher-value work. He is the author of multiple Sales Hack books and a recently published book about AI for sales. Chad is passionate about helping sales professionals crush their quotas and increase revenue.
    Outline of This Episode [0:57] Chad Burmeister’s definition of productivity [2:55] The reality of effective sales professionals [4:48] Steps to balance the equation [9:10] Attributes of a great salesperson [11:30] Chad’s favorite productivity tools [19:17] A story you can learn from  Are salespeople really less productive?  The prevailing statistic is that approximately 50% of sales professionals are hitting their quotas. Chad believes this isn’t accurate. He points out that finance departments are usually the ones setting the quotas for sales professionals to reach. Have they set the bar too high? Are they setting unrealistic expectations?
    Chad points out that it takes ⅔ the amount of people to drive 1 billion in revenue compared to 5 years ago. They are actually ⅓ more productive! There are technologies in place that helps salespeople become more efficient and effective. In the long run, he doesn’t think sales pros are less productive—he thinks unrealistic quotas are manipulating the numbers.
    Improving productivity is still possible While Chad believes the bar is being set too high for quotas, there is always room for improving the productivity of a salesperson. He states that the average seller executes 50-60 sales activities per day—but that baseline can be improved. 
    There is a lot of noise in selling. So much so that in the last two years alone, it now takes 10x more sales touches to book a meeting. To increase revenue, you need frequent meetings to make a sale. How can that be done?
    Chad points out that email marketing is proving to be ineffective, with an average response rate of 0.5-3%. Social selling fares much better, with an 8-12% engagement rate. Ultimately, he believes phone calls are having a resurgence and is still one of the most effective ways to connect with your prospect. 
    Getting on the phone with your prospect is the hardest part. This is where Chad recommends agent-assisted dialing. You initiate the dial, and a combination of software and human intervention navigates you to the person you need to connect with. Keep listening to find out why Chad believes this helps increase productivity. 
    What attributes make a productive salesperson?  According to Chad, a high-achieving salesperson has to perform at a better level than anyone else. He shares a story about an athlete who made Presidents Club three years in a row. He was a football player used to being pushed to do better and be better than the competition. He took that mindset into his sales position and blew his sales team out of the park. 
    He did so by learning tricks and tactics that set him apart from the competition—and didn’t share them with anyone else. One of the tools he used was agent-assisted dialing. He would come to the office early and initiate calls on the East Coast and drive 1,000 calls to someone else's 100. 
    Chad points out a simple tip to live by: know the metrics of your team and focus on increasing your frequency. Statistically speaking, more phone calls equals more conversations. And as you increase your conversations

    • 22 min
    How Behavioral Intelligence Drives Productivity with Mary Grothe, Ep #182

    How Behavioral Intelligence Drives Productivity with Mary Grothe, Ep #182

    A salesperson needs to utilize behavioral intelligence to be effective. What does that look like? It’s about leveraging your skills and abilities to follow through and accomplish goals. This is imperative to your success as a sales professional. Mary Grothe joins Paul to discuss productivity and how behavioral intelligence—and your behavioral quotient—impacts your ability to make sales. Don’t miss this engaging episode of Sales Reinvented!
    Mary Grothe started her career with a Fortune 1000 company in an administrative role. She quickly excelled and demonstrated the necessary skills to transition into a sales position. Since then, she’s sold millions in revenue. She is the CEO and Founder of Sales BQ®, a firm geared towards helping businesses rebuild sales and marketing departments to achieve growth and increase revenue. 
    Outline of This Episode [1:08] Mary Grothe’s take on sales productivity [2:21] Why aren’t salespeople productive? [4:40] Improve day-to-day productivity [6:30] Attributes a salesperson should have [7:40] Tools, tactics, and strategies [9:30] Top 3 dos and top 3 don’ts [12:10] Mary’s greatest productivity story A productive salesperson must learn to master the “in-between” Mary points out that most salespeople are highly intelligent. They are product ninjas who know their marketplace and their competition. They excel at engaging with prospects and making them feel understood. To be productive, they must show up and do the work, day-in and day-out. They tend to excel at the core tasks of their position.
    To Mary, being productive in all of these areas is important—but you must master the in-between. In-between phone calls and meetings, where is your time being spent? You must be smart and effective with every minute of your day and not let little things fall through the cracks. If a salesperson doesn’t excel at something, it’s easy for them to only focus their attention on their strengths. How is that remedied? Keep listening to find out!
    Salespeople need structure to stay on-task Mary states that some organizations are a “hot mess” and don’t have a good infrastructure in place to set their salespeople up for success. A good CRM, automation, technology, and a playbook are essential. Structure, guidance, and a constant feedback loop are imperative. If there isn’t a good framework in place, they won’t be productive—it’s that simple.
    She’s also noticed that many salespeople aren’t detail-oriented. It’s not in their nature. If they aren’t held accountable through every step of the process, they’ll find activities to spend their time on that they find fulfilling. That is why it is of the utmost importance to have a guidebook and system in place. 
    Organization and planning make a world of difference Mary is naturally a very organized person (which she’s found is a HUGE indicator of success). It’s so easy to be overwhelmed by emails or distracted by social media. What starts as an essential tool can hinder your progress. She knows you must teach sales professionals how to prioritize their days so they enter the office with a game plan—not just winging it. 
    The most productive people have a plan and know where every single minute of their day is going.It is a game-changer. When Mary first started in sales, she was the first person showing up at the office to knock out administrative work. She would leave for her day of scheduled appointments when most of her coworkers were just showing up. 
    Mary became an accomplished salesperson because she was disciplined, organized, and planned her day in advance. She would map out her day the evening before and visually gauge where she was going and what she needed to do the next day to be on par with her goals. 
    The behavioral quotient of behavioral Intelligence  Mary defines the behavioral quotient as the

    • 16 min

Customer Reviews

TheSalesHunter ,

It's the Guests!

The quality of the guests and the insights they share is what makes this a great podcast to listen to.

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Highly recommend!

Paul and his guests share actionable and inspiring lessons on how to achieve success in sales. Highly recommend listening and subscribing if you want the knowledge AND mindsets to reach your sales goals (and stay ahead of the curve)!

LumiNashi ,

Relevant and Timely

This man is on a mission and he is well on his way to catalyzing a profound change in the sales world.

His guest list is awesome! Worth it just to see who he gets next.

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