Leveraging Referrals Positively Impacts Productivity with Joanne Black, Ep #190
Release Date: 04/22/2020
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...
info_outline
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...
info_outline
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,...
info_outline
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...
info_outline
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]...
info_outline
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...
info_outline
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...
info_outline
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]...
info_outline
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...
info_outline
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_outlineStaying productive is an ever-evolving problem as a sales professional—but leveraging the power of referrals could help. Salespeople wear many hats: they prospect, write proposals, work with internal teams, handle customers, and more. Utilizing any tactic to help smooth the process can be a gamechanger. In this episode of Sales Reinvented, Joanne Black joins Paul to share her take.
Joanne Black founded No More Cold Calling 23 years ago and has been helping sales leaders drive revenue for their teams ever since. She is a referral consultant, speaker, and author of multiple books on sales. Her goal is to help sales professionals ensure qualified pipeline leads and shorten prospecting time and increase close rate.
Outline of This Episode
- [0:19] Joanne Black joins Paul!
- [054] What is productivity?
- [2:00] Salespeople need to focus on discipline
- [3:43] Do what’s closest to cash every day
- [5:55] Attributes of a productive salesperson
- [7:13] Joanne’s #1 recommendation
- [9:45] Top productivity dos and don’ts
- [11:32] Joanne’s favorite productivity story
Sales professionals must face a hard truth
Joanne doesn’t mince words—she believes many sales professionals are lazy and lack discipline. She notes that salespeople do everything they can to avoid prospecting and connecting with customers. Salespeople resist CRM and systems because it is more work. It’s expected that marketing will source and send leads down the pipeline.
But sales professionals are accountable for what they produce. They must take a long hard look at their behaviors and systems in place. Society as a whole wants the end results without the work that goes with it. Sales professionals must work hard to overcome the preconception that people have that they’re lazy. That starts by learning to be disciplined and staying accountable.
Do what’s “closest to cash” every day
Joanne’s mantra is “do what’s closest to cash every day”. What do you have to do to move things along and meet your quota? Is it writing a proposal? Do you have to corral a team and strategize? She points out that your job is all about prospecting and proposal writing—and whatever it takes to move forward.
To stay focused, you must prioritize and time-block what’s important. Limit how often you’re checking email and don’t get lost in the social media time-suck. She also recommends exercising and eating healthy. If you are tired and unfocused, you won’t be able to do your best work.
STOP cold-calling and embrace referrals
According to Joanne, it takes at least 8 touches to reach someone with cold calling. But if you get a referral? It’s one phone call and you’re in a conversation with someone who wants to speak with you. Her #1 recommendation to be more productive is to STOP cold calling and embrace referrals.
This allows you to spend less time prospecting, shortens the sales process, and helps your conversion rates soar to over 70%. How? Trust. When a client refers someone to you, they have already forged a level of trust with that person. That bond of trust gets transferred to you and completely changes the conversation you have.
Focus on what customers are saying (or NOT saying)
Joanne believes many salespeople are so bent on “doing” that they don’t think to ask what customers actually need. Every customer needs and wants different things and you can’t assume you know what those needs are without listening first. Joanne believes, “Every individual has a different need to know at a different time”. It’s your job to find out what that need is and provide a solution.
You also need to be able to know when a client is giving you the brush-off—by understanding their silence. Joanne worked for a company that was contacted to submit a proposal for what would have been a million-dollar deal. They were looking for some advanced sales training and their current vendor didn’t offer what they needed. But her contact gave her the runaround and Joanne ended up losing the deal.
The constant stalling and dodging of calls was a red-flag that Joanne missed. Be sure you’re paying attention to a potential client to get a concrete answer—”maybe” or “not sure” isn’t good enough. Getting a concrete “yes” or “no” will keep you from wasting your time and lead to more productivity. Listen to the whole episode for all of Joanne’s strategies to stay productive!
Resources & People Mentioned
- The SPEED of Trust by Stephen Covey
- No More Cold Calling by Joanne Black
Connect with Joanne Black
Connect With Paul Watts
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com