Master the People Side of Sales, Ep #529
Sales Reinvented
On this episode, I’m joined by acclaimed author, speaker, and sales leader Kelly Riggs, founder of Business Locker Room Inc. We discuss the key steps to building high-performance sales teams and explore the art of effective coaching and talent development. Kelly also shares candid advice on understanding which metrics really matter, and his top dos and don’ts for leading a thriving sales organization. Outline of This Episode [03:12] Mentorship and constructive feedback [07:23] Advocating for one-on-one meetings [10:27] Sales coaching and meeting strategy [16:02]...
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From Struggling Sales Teams to Sustained Growth Ep #528
Sales Reinvented
This week on the podcast, revenue leader Santino Pasutto joins me to discuss the core elements that drive high-performing sales organizations. Drawing on his experience leading growth across startups and billion-dollar portfolios, Santino shares his strategies for building accountable, engaged, and results-oriented sales teams. Outline of This Episode [04:51] Building team engagement remotely [10:08] Importance of mastering sales basics [12:00] Balancing AI with human work [14:58] Leadership and spans of control [20:33] Standardizing Conversations and KPIs [21:27]...
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From Managing Numbers to Leading People, Ep #527
Sales Reinvented
Understanding what sets remarkable sales leaders apart can be the key to consistent, breakthrough results. Industry expert Jamie Crosbie joins me to share her experience on building successful sales teams and harnessing new technology without losing the human touch. We discuss habits that set elite sales leaders apart, and how mindset outshines skill set in driving success. Packed with practical dos and don'ts, and a powerful real-world story of leadership in action, this episode is a must-listen for anyone looking to elevate their sales team’s performance. Outline of This Episode ...
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Skills and Mindset for Future-Proofing Results, Ep #526
Sales Reinvented
Kristie Jones, sales leader and author of Selling Your Way In, joins me to explore the recent changes in sales leadership methodology. With over 20 years of experience transforming B2B SaaS startups, Kristie shares her perspective on the distinctions between leadership and management, the strategic role of AI in coaching, and the leadership skills modern organizations must develop to thrive. We discuss practical strategies for building high-performance sales teams, and Kristie gives her actionable advice for hiring, coaching, and leading sales teams effectively. Outline of This...
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How to Protect Leadership Priorities in Sales, Ep #525
Sales Reinvented
Today, I’m joined by Steven Rosen, founder of STAR Results, sales leadership coach, consultant, and author of Focused: A Sales Leadership Discipline for Sales Managers Under Pressure. We discuss the differences between sales management and sales leadership, reveal how top sales leaders create environments where teams thrive, and explore some strategies for coaching, engagement, and accountability. Steven also shares his views on the impact of technology and AI on modern sales leadership and the importance of leading indicators over lagging ones. Outline of This Episode [00:00]...
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Aligning Teams and Coaching for Client-Centered Success, Ep #524
Sales Reinvented
With over 45 years in engineering, enterprise software, sales leadership, and global sales enablement, Art Fromm joins us to share his thoughs on what sets exceptional sales leaders apart from sales managers, how to build high-performing, collaborative sales teams, and the importance of aligning around the client’s buying journey rather than just the sales process. We discuss what makes coaching effective, how to leverage technology without losing the human touch, and which leading indicators really predict sales success. Outline of This Episode [00:00] Traits of effective...
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Building High-Performance Teams with Humanity, Humor, and High Expectations, Ep #523
Sales Reinvented
On the show this week, I’m joined by John Klymshyn—multi-instrumentalist, composer, acclaimed author of The Ultimate Sales Manager’s Guide and Open the Valve, and a seasoned leader in enterprise sales. We discuss the nuances of sales leadership versus sales management, exploring how culture, vision, and practical coaching distinguish the most successful teams. John shares his strategies for building high-performance sales teams, the critical traits of effective sales leaders, and why humanity, humor, and high expectations are the pillars of sustainable sales excellence. Outline...
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Essential Tools and Tactics for Successful Key Account Managers, Ep #522
Sales Reinvented
Key account management (KAM) is one of the most impactful strategies for driving sustainable business growth, particularly in professional services and technology sectors. In this episode of the show, I welcome bestselling author and LinkedIn Top Sales Voice, Amy Franko, to discuss best practices and common pitfalls in key account management. We explore how sales professionals can strategically differentiate key accounts, build robust relationships, and design actionable plans that propel long-term organizational success. Outline of This Episode 00:00 Building mutual value with...
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Network Your Way to Sales Success, Ep #521
Sales Reinvented
This week’s conversation focuses on the enduring necessity of a generous, relationship-first approach to sales. We discuss the power of "giving first," which means genuinely contributing to a prospect’s or client’s success before expecting anything in return. Another key factor that emerged was consistency. Mediocre actions done regularly outperform sporadic brilliance. Building a steady, visible presence in your digital community will create more long-term opportunities than hoping for a viral hit. Outline of This Episode 00:00 Networking by giving first 05:55 Social selling...
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Practical Do’s and Don’ts for Lead Generation, Ep #520
Sales Reinvented
This week I’m joined by three inspiring industry experts, Mark Hunter, Sonia Dumas, and Diane Helbig, who unravel the secrets behind effective prospecting and lead generation. We discuss best practices and attitude shifts, and each guest shares their story sharing their experience of the transformative power of the right prospecting process. You’ll be inspired by my guests' essential prospecting and lead generation do’s and don’ts that have shaped successful outreach strategies. As well as tactical advice, we also dig into the mindset changes necessary for long-term...
info_outlineThis episode of Sales Reinvented dives deep into the essential do’s and don’ts of prospecting and lead generation with advice from three industry trailblazers. I host Bill McCormick, Mary Grothe, and Tony Hughes to help you transform cold outreach into meaningful connections and qualified leads. You'll hear their top do's and don'ts for successful lead generation, compelling real-world sales stories, and get their lessons learned from overcoming challenges in the field.
Outline of This Episode
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[01:49] Nurture prospects on LinkedIn by providing value and insight without pitching
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[05:05] Navigating lengthy sales processes
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[08:23] Strategic prospecting and lead generation
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[12:31] Building lead gen strategy
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[14:48] Time block prospecting and outbound activities
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[13:23] Aligning Strategy with your target audience
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[19:02] Leveraging existing client relationships
LinkedIn, Patience, and Nurture
Bill discusses the power of leveraging LinkedIn for more than just cold outreach. He recommends connecting with all your clients on the platform to expand your prospecting potential and insists on building a clear ideal-client profile to sharpen your targeting. Nurturing relationships over time—without jumping straight into a pitch—forms the cornerstone of his methodology. On the flip side, he cautions against using impersonal connect-and-pitch tactics, being fixated on closing rather than conversing, and trying to rush prospects through the sales funnel. Patience and persistent value-driven follow-up can turn long sales cycles into lasting business wins.
Own Your Pipeline
For Mary, successful prospecting begins with actually doing the work and being radically customer-centric. She underscores the importance of authentic, warm messaging—regardless of your outreach medium—and stresses the need for a quantifiable, strategic approach that aligns with your sales goals. Her top don’ts are not to skip prospecting, resort to robotic or spammy tactics, or blame marketing for a lack of leads. Mary’s story about refining her own inbound strategy is a great blueprint for adapting messaging and targeting the right persona, showing that retooling your approach based on hard lessons can lead to a stronger, more effective funnel.
Time Block, Talk Results, and Embrace Sales Hygiene
Tony shares his mantra: time-block and truly execute your outbound efforts. He stresses the need to “nail your narrative” by focusing every conversation on the prospect’s world and their opportunities for improved results. Tony warns against the pitfalls of talking only about your own products, making excuses, and skimping on sales processes or CRM practices. His real-life client story illuminates the power of monitoring trigger events and leveraging referrals—not just to secure new business, but to protect and expand existing relationships. By covering account risks and opportunistically following key contacts as they move into new roles, he demonstrates that proactive, value-led prospecting is the fastest route to revenue.
Resources & People Mentioned
Connect with Bill McCormick
Connect with Mary Grothe
Connect with Tony Hughes
Connect With Paul Watts
Audio Production and Notes by
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