The Interplay Between Goal Alignment and Productivity, Ep #181
Release Date: 02/19/2020
Common AI Pitfalls in Sales and How to Overcome Them, Ep #490
Sales Reinvented
Julie Holmes is a renowned AI expert, inventor, and tech entrepreneur who’s with me on the show to discuss how AI is reshaping the buyer-seller dynamic. She shares her expertise on how to manage when AI-empowered buyers are more informed (and sometimes misinformed), making the salesperson’s role as both educator and “un-educator” more vital than ever. Julie breaks down how sales pros can leverage AI to boost efficiency and personalize their approach while preserving the irreplaceable human skills of motivation, determination, and empathy. Julie reveals her “20-60-20” framework for...
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How Holistic Health Unlocks Energy and Focus, Ep #489
Sales Reinvented
There’s a proven link between physical fitness and sales performance. My guest this week, wellbeing and performance expert George Anderson, joins me to share his strategies for boosting energy, focus which I’m sure you’ll agree are key ingredients for thriving in the demanding world of sales. We discuss the impact of daily habits like morning routines, and mindful “powering down” at the end of the day. You’ll also be inspired by George’s personal ultramarathon journey and learn practical tips for overcoming common obstacles like lack of time and burnout. If you’re ready...
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Sales is a Marathon, Not a Sprint, Ep #488
Sales Reinvented
Sales professionals are renowned for their drive, energy, and resilience. Yet, behind every high-performing salesperson lies a critical, often-overlooked factor: physical fitness. In this episode, we welcome back Shane Gibson, a global sales performance expert, AI for sales strategist, and accomplished author. Shane shares his wealth of knowledge on the link between physical fitness and sales performance, revealing how health and mindful habits drive long-term results in the high-pressure world of sales. We discuss actionable fitness routines and strategies to manage stress, stay resilient,...
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Fitness Lessons from the Sales Front Lines, Ep #487
Sales Reinvented
At first glance, it may seem like the relentless pursuit of targets and numbers in sales has little in common with the discipline of physical fitness. But in this episode of the Sales Reinvented podcast, we peel back the layers to reveal just how intertwined the two really are. Drawing on years of experience in both revenue leadership and personal training, Charles Needham breaks down how simple wellness habits can "uncover alpha in overlooked data" and prepare sales professionals for the daily stresses of the job. Charles shares practical, science-backed advice on how simple habits, like...
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Integrating Physical and Mental Wellness for Peak Performance in Sales, Ep #486
Sales Reinvented
In the world of sales, the relentless pressure to perform can take a toll on physical and mental health. But what if the secret to sustained sales success wasn’t just about hitting targets, but also about how you care for your body and mind? On this episode of the Sales Reinvented podcast, I sat down with Jamie Crosbie, TEDx speaker, sales leader, and founder of Proactivate, to explore the powerful link between fitness and professional sales performance. Here’s how building habits around health can elevate not just your mood, but your sales results. Outline of This Episode [01:20]...
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3 Daily Habits That Guarantee Focus and Energy, Ep #485
Sales Reinvented
B2B sales leader Kent Kononoff is back with us on the show to share his expertise on the crucial, and often overlooked, connection between physical fitness and sales performance. Drawing from over 25 years of experience, Kent shares how discipline, consistency, and resilience developed through fitness routines can directly improve outcomes in the sales world. The conversation uncovers Kent’s favorite daily habits for staying energized, the role of nutrition and sleep, and practical strategies for overcoming the lifestyle challenges sales professionals often face. Whether it’s hiking...
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From Burnout to Breakthrough: Sales Success Starts With Your Health, Ep #484
Sales Reinvented
Jarrod Gies brings more than just sales wisdom to the table; he’s also a dedicated fitness coach, kickboxing instructor, and advocate for the powerful connection between physical fitness and professional success. Jarrod shares practical insights on how routines like morning walks, strength training, and mindful meal prepping are not just good for the body but are vital boosters for energy, focus, and resilience in high-pressure sales roles. He explains how discipline in the gym translates directly to discipline in the office, and why making time for recovery and hydration is just as crucial...
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Fatigue and Stress Aren’t “Just Part of the Job”, Ep #483
Sales Reinvented
What if the key to unlocking these capabilities lies not in another sales workshop, but in a pair of running shoes or a set of gym weights? On this episode of the Sales Reinvented podcast, I talk with Randy Neufeld, President and GM at Kubota Thunder Bay, who shares how his journey from sluggish and overweight to fit and focused transformed not just his health, but his entire sales career. Outline of This Episode [00:00] The role of fitness in building strong customer relationships and leading high-performing teams. [04:50] Consistency and planning ahead are key to effective workouts. [08:24]...
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How Exercise and Well-Being Drive Sales Confidence and Motivation, Ep #482
Sales Reinvented
Managing energy through fitness is vital for sales success, as Steve Whittington, President of Roadmap, go-to-market strategist, and mountain climber, well knows. Steve offers insights into the routines and habits that boost resilience, focus, and motivation in this demanding profession. From lead climbing and HIIT training to the importance of making fitness sacred, Steve highlights how prioritizing well-being can directly impact confidence, stress management, and ultimately, sales results. Steve shares actionable tips on bringing your best self to every client interaction, and shares a...
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Simple Fitness Changes for Salespeople on the Go, Ep #481
Sales Reinvented
Ian Cartwright thrives on maintaining headspace through disciplined organization, both physically and mentally. Drawing inspiration from his training routine, he likens his approach to rowing—focusing on executing every stroke perfectly rather than worrying about the outcome. For Ian, success in sales, much like athletic performance, comes from controlling the controllables: dedicating time to preparation, fitness, and structure. By keeping his environment and routines in order, Ian believes the desired results will naturally follow.Joining me is Ian, a New Zealand-based sales coach,...
info_outlineGoal alignment in business can be a powerful tool. It’s not only a tool—but a necessity. Are the different departments working in unison? Are you part of a sales team at war with the marketing team? If you’re ready to become more productive and ready to find ways to align with the goals of the company, listen to this episode now!
Christopher Ryan joins Paul to share his experience with goal alignment and how it was the key to his success. He is the CEO, founder, and Revenue Growth Catalyst and Execution Expert at Fusion Marketing partners. He is an expert in B2B marketing and helping businesses grow their revenue.
Outline of This Episode
- [1:00] Christopher Ryan shares what productivity means to him
- [1:55] Why aren’t salespeople effective?
- [4:55] What are the attributes of a productive salesperson?
- [7:20] Tools, strategies, and tactics
- [10:05] Top 3 productivity do’s and top 3 don’ts
- [14:30] Christopher’s favorite productivity story
Knowledge and a desire to serve will set you apart
A productive salesperson also needs to master their niche. They should have deep product and domain knowledge. They know how to bring information and resources to the table that a competitor can’t match.
A sales representative doesn’t need to be aggressive. In fact, Christopher points out that the best sales professionals have a desire to serve. They are people who really want to help, not just make a sale. They’ve mastered the art of friendly persistence and the ability to sell without offending the prospect.
Above all else, they recognize that their prospects are human beings. Human beings who aren’t looking for a transaction, but a relationship, a rapport. Successful salespeople have pleasing personalities—they want their prospects to feel happy and confident with the relationship.
Christopher’s favorite tools + tactics
Christopher shares his top 4 solutions for helping a sales professional stay productive. What are they?
- Use a CRM system: It helps keep you organized. It is a tool to help capture everything you’re trying to keep in your head.
- Use a calendar tool: Christopher recommends Calendly or any tool that makes it easy for prospects to book time with you.
- Content Management System (CMS): What resources do you need at certain points in the sales cycle to facilitate the process of selling? Organize it here.
- Find a content curation system: gather information so you understand what’s being talked about and what will help your prospects.
Christopher’s top 3 productivity do’s and don’ts
Christopher brought so much value in this episode and shared some of his best productivity hacks. These are the top 3 things he believes you must do:
- Understand and promote a unique brand promise. If you are different, unique, and offer something of value your product is set apart.
- Work closely with your marketing division. You must agree on a process and recognize you’re on the same team.
- Plug revenue leakages. What leads weren’t followed up on? Was something handled outside of the system? Make the process easier.
What things shouldn’t you do?
- Don’t waste valuable time with unqualified prospects. Make sure you’re talking to the right people.
- Don’t do your own lead qualification. Allow your sales development team to handle this part of the process.
- Never stay in an unpleasant or hostile business. Don’t be afraid to leave. Happy and healthy employees produce the best results.
Why goal alignment is so important
Christopher was the VP of marketing at a software company. The business didn’t have good processes in place. Sales reps were unhappy—and unproductive. With full permission, he met with his sales counterpart. They worked together to establish joint goals, defined what a qualified lead was, and implemented a nurturing process.
The aligned their vision and goals. It changed everything.
The cost to acquire a lead dropped from $150 to $65. They went from less than 50% lead follow-up to over 90%. Lead leakage was lowered to less than 10%. That is the power of discipline and goal alignment.
Christopher confidently stated, “If you put your minds together and look forward in the same direction, and have joint goals, you can do anything”.
Resources & People Mentioned
Connect with Christopher Ryan
Connect With Paul Watts
Audio Production and Show notes by
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