The Impact of Critical Thinking Skills on a Sales Professional’s Productivity with Deb Calvert, Ep #180
Release Date: 02/12/2020
Mark Sellers Shares a Respectful Cold-Calling Method, Ep #399
Sales Reinvented
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]...
info_outline
Boost Your Cold-Calling Effectiveness with Kristie Jones, Ep #398
Sales Reinvented
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...
info_outline
Leverage Your LinkedIn Profile as a Pre-Sales Tool per Mark White, Ep #397
Sales Reinvented
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...
info_outline
Your LinkedIn Profile Should Make You Sellable per Kevin Turner, Ep #396
Sales Reinvented
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...
info_outline
Create a LinkedIn Profile that Serves Your Prospects with Karen Tisdell, Ep #395
Sales Reinvented
Everyone needs a LinkedIn profile. Why? People want to assess whether or not they can like you. They want to determine if you’re credible and trustworthy. Most people want to do this before meeting you or having a conversation so they don’t feel like they’re wasting their time. You have to show up in service to your prospects. How? Karen Tisdell shares her process in this episode of Sales Reinvented. Outline of This Episode [1:31] Why a compelling LinkedIn profile is important [3:02] Your headline follows you everywhere—prioritize it [4:15] How to tell your professional story on...
info_outline
Angela Dunz: Be Passionate on Your LinkedIn Profile, Ep #394
Sales Reinvented
When someone searches for your name in Google, LinkedIn is usually the first result. Take advantage of that opportunity. If you don’t provide someone with a great LinkedIn profile, why would they waste their time on you? Angela Dunz primarily works with attorneys. And according to the research, 94% of people look at an attorney’s LinkedIn profile before their website. Learn how to make good use of that real estate in this episode of Sales Reinvented. Outline of This Episode [1:11] Why a compelling LinkedIn profile is important [3:12] Above-the-fold curb appeal is...
info_outline
Leslie Hughes: Why You Need to Write Your LinkedIn Profile for Your Prospects, Ep #393
Sales Reinvented
How do you want the reader to feel once they’ve looked over your profile? What action are you hoping they’ll take? Writing for the reader is essential because it dictates what happens next. When someone feels like you’ve built trust, they’re more likely to take the next step. Leslie shares how to write your LinkedIn profile for your prospects in this episode of Sales Reinvented. Outline of This Episode [0:45] Why a compelling LinkedIn profile is important [1:21] Why your photo, banner, and headline are key [2:36] How to tell your professional story on LinkedIn [5:45]...
info_outline
How to Tell Your Professional Story on LinkedIn per Rhonda Sher, Ep #392
Sales Reinvented
70–80% of the time you Google someone, their LinkedIn profile will show up on the first page of results. And people are 2x more likely to believe what’s on LinkedIn than anyplace else. A stellar profile is absolutely essential, regardless of industry. So how do you tell your professional story on LinkedIn in a way that speaks to your ideal client? Rhonda Sher shares some great ideas in this episode of Sales Reinvented. Outline of This Episode [1:00] Why a compelling LinkedIn profile is important [1:42] Why your photo, headline, and banner are key [2:36] How to tell your professional...
info_outline
Learn to Leverage Video on Your LinkedIn Profile with Sheral DeVaughn, Ep #391
Sales Reinvented
If you want to gain visibility, authority, and generate leads that create revenue, a compelling LinkedIn profile is highly encouraged. Sheral DeVaughn is also a fan of leveraging video whenever possible. She shares why it’s important to get your face on camera—and how it helps you connect with potential clients—in this episode of Sales Reinvented. Outline of This Episode [1:17] Why a compelling LinkedIn profile is important [1:55] Why Sheral focuses on the featured section [3:09] How to tell your professional story on LinkedIn [4:30] Balancing professionalism and personality ...
info_outline
Creating Content Consistently is Key to LinkedIn Success per Andy Paul, Ep #390
Sales Reinvented
Commitment to creating content consistently is key when it comes to a LinkedIn profile that sells. Those who successfully build followings share original and compelling content with a unique point of view. Andy shares how he built a following of over 150,000 people in this episode of Sales Reinvented. Outline of This Episode [1:00] Why a compelling LinkedIn profile is important [1:52] It’s your content that attracts potential buyers [5:38] How to tell your professional story on LinkedIn [7:53] Balancing professionalism and personality [9:23] How often to update your LinkedIn...
info_outlineCritical thinking skills are an imperative attribute if you want to become a productive and successful salesperson. Why are they important? What does a productive salesperson look like? Today’s guest, Deb Calvert, answers these questions—and more—in this episode of Sales Reinvented.
Deb has been in the sales industry for 15 years and is the President of People First Productivity Solutions. Their goal is to build organizational strength by putting people first. She is a certified executive coach, author, and one of the most influential women in the world of business. Listen to this episode of Sales Reinvented for her unique insight and knowledge of the industry!
Outline of This Episode
- [0:20] Deb Calvert joins Paul in this episode!
- [1:03] What is productivity?
- [2:00] Why aren’t salespeople productive?
- [3:15] How to improve day-to-day effectiveness
- [4:35] Attributes that make a productive salesperson
- [6:05] Tools and strategies to increase productivity
- [8:40] Top 3 Do’s and top 3 don'ts
- [11:00] Deb’s favorite productivity story
E = O (Effort equals Opportunity)
Productivity is about the ability to generate, create, and complete goals and it must lead to revenue production. Being a productive salesperson also means producing new ideas and creating relationships. If you aren’t able to produce the desired results, then you are not reaching your potential as a salesperson.
Being productive isn’t just being busy—it’s about being effective and driving a result.
Deb’s #1 rule of selling is E = O, in other words: “the amount of effort you put into any activity should be directly proportionate to the opportunity associated with that activity.'' She points out that the “big fish” should get more of your attention than the minnow. Deb notes that you need to be mindful of what you spend your time on and be sure it’s proportional to the effort you put in.
Delegate and automate whatever isn’t essential
Deb iterates that you must change your mindset. You can’t be stuck in the dark ages and refuse to use the technology available to you. Likewise, you must delegate whatever is not essential to the act of selling. Don’t fall trap to the mentality that only you can do something right—train others to take over non-essential responsibilities.
Be willing to set up software and applications that liberate your time. Save that precious time and utilize it only for activities that produce sales. For example, Deb embraces ‘Calendly’ to manage her schedule. She opens up time in a schedule that she has blocked for appointments, and allows her prospects to schedule at a time convenient to them. This saves her the hassle of emailing back and forth to nail down a time.
Why critical thinking skills are essential
The #1 attribute that Deb believes a productive salesperson must have is critical thinking. You have to be able to make smart and calculated decisions about where to spend your time and energy. The ability to think critically gives you the power to cut through the noise and distractions. It allows you to be more discerning.
Deb is always looking for more effective ways to carry out tasks. If you have the necessary critical thinking skills required you’ll be able to discern what moves you need to take. Listen to the whole episode—Deb suggests some resources to hone your critical thinking skills that you won’t want to miss!
Deb’s top productivity tips
Deb has some favorite tools and strategies that she was kind enough to share:
- Crystal Knows: this is a personality profiling assessment tool that you can use to look at someone’s LinkedIn and other social media profiles (anything available on the internet) and gives you a snapshot of their personality. This can help you gauge whether or not to be more direct with someone, how to communicate, and so forth.
- Stop multitasking & start time-blocking: Deb points out that less than 3% of people can do quality work shifting between tasks. Instead, block similar activities or tasks together and focus on them until they’re completed.
- Work on what you don’t like: a little bit of front-end preparation and knocking out the hard things first allows you to focus on the goals that you’re reaching.
- Experiment and find what works for you: there are so many strategies out there. Deb notes that you can’t be afraid to play around with different suggestions and find what works best for you—then stick with it.
To hear Deb’s favorite productivity story and other resources she shares, listen to this episode now!
Resources & People Mentioned
- Crystal
- People First Productivity Solutions on YouTube
- The Sales Experts Channel
Connect with Deb Calvert
Connect With Paul Watts
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com