How to Win at Prospecting, Ep #519
Sales Reinvented
Sales prospecting and lead generation are the lifeblood of any thriving sales career—but they’re also some of the most misunderstood and mismanaged aspects of the job. Carole Mahoney, Darryl Praill, and Tim Hughes share insights that challenge traditional mindsets and equip listeners to approach prospecting with precision, empathy, and creativity. We explore the necessity of ongoing learning, time-blocking for prospecting, and seeking support from peers. My experts also discuss the risks of overvaluing a single champion in the sales cycle and the power of humanized content to...
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Building Connections that Convert, Ep #518
Sales Reinvented
We’re digging deep into the essentials of prospecting and lead generation with guests Brynne Tillman, Jeff Bajorek, and Caryn Kopp this week. They share their top actionable do's and don'ts, revealing prospecting strategies that they have found to work. You’ll hear real-world success stories—from making warm connections on LinkedIn to the power of consistent, quality touchpoints and the importance of solving your client’s real challenges, not just following the standard playbook. Outline of This Episode [05:53] Challenges of prospecting and leads [07:09] Taking...
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Unlocking the Science of Prospecting, Ep #517
Sales Reinvented
This 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 [01:49] Nurture prospects on LinkedIn by providing value and insight...
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Spinning Sales Gold—Why Stories Sell, Ep #516
Sales Reinvented
Today’s “Best Of” episode brings together top minds in storytelling for sales success. In this episode, you'll hear practical do’s and don’ts from Philip Humm, Doug Keeley, and Patti Pokorchak, who share how to craft stories that engage, connect, and create real value for clients. Whether it’s making your customer the hero, keeping stories concise and relevant, or demonstrating the undeniable power of value-driven storytelling, this episode is packed with actionable insights to elevate your sales conversations and results. Get ready to be inspired by compelling examples and...
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How to Captivate Customers, Ep #515
Sales Reinvented
Storytelling isn’t just a buzzword in the world of sales, it’s a transformative tool that can turn mundane pitches into memorable, persuasive conversations. This week, I bring together industry experts Mark Smyth, Kristie Jones, and Park Howell to share their top storytelling do’s and don’ts for sales professionals. Whether you struggle to keep your stories concise, want to captivate your audience, or wonder how to make your data more compelling, this episode will give you actionable advice and inspiring real-world examples. Outline of This Episode [01:40] Guide the...
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Don’t Just Tell—Engage, Listen, and Share Stories that Stick, Ep #514
Sales Reinvented
Sales isn't just about products, features, or numbers, it's all about forging genuine human connections. The best way to do this is by mastering the craft of storytelling. In this episode, I speak to some phenomenal sales experts, Mike Adams, John Livesay, and Kyle Gray, who share their favorite storytelling do’s and don’ts, and their personal strategies for winning business and building trust. Listen in as they share their wisdom and practical tips to help you refine your own sales storytelling. Outline of This Episode [00:00] Importance of knowing what a story is and isn't...
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Mastering Sales Storytelling, Ep #513
Sales Reinvented
This week, my three expert guests, Mary Jane Copps, Paul Smith, and Roy Furr, cover everything from injecting humor and vulnerability into your stories to crafting narratives that move prospects closer to a sale. They discuss the importance of using stories with purpose: tailoring them to your audience, keeping them concise, and ensuring they support your sales process. They also share their thoughts on the dangers of boastfulness, going off topic, or using stories without a clear connection to your sales goals. Tune in for practical advice, real-world examples, and memorable lessons to help...
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Mastering Referral Selling: Strategies, Stories, and Lessons from the Pros, Ep #512
Sales Reinvented
Referral selling remains a game-changer in modern sales, not just for filling pipelines with high-quality leads, but for building lasting business relationships rooted in trust. My guests, Stacey Brown Randall, Steve Hall, and Dr. Ivan Misner shared their most impactful referral selling strategies, missteps to avoid, and stories that deliver invaluable lessons for any sales professional looking to maximize their impact through referrals. The lessons shared in this episode will help you elevate your referral selling game to new heights. Outline of This Episode [01:04] Identify and revisit...
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How to Build Powerful Referral Networks, Ep #511
Sales Reinvented
Referrals are the lifeblood of high-performing sales organizations, yet many teams overlook their full potential. In this Best Of episode of Sales Reinvented, I bring together three dynamic referral selling experts, Steve Benson, Lori Richardson, and Joanne Black, to share actionable strategies, hard-hitting do’s and don’ts, and memorable stories from their own careers. Outline of This Episode [0:00] When to ask for referrals [00:55] Importance of tracking referrals [02:03] Making the referral process fun and personal [05:48] Creating value leads to natural,...
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Referral Rocket Fuel: Real Stories and Unbeatable Tactics from Top Sales Leaders, Ep #510
Sales Reinvented
In this “best of” episode, I’m sharing some golden nuggets from sales trailblazers, Jamie Crosby, Nick Kane, and Liz Heiman. They share the secrets behind scalable, trust-based referral selling to help you ditch haphazard “who do you know?” asks and start building referral systems that deliver. Today’s show is packed with actionable advice on referral selling—the dos, the don’ts, and lessons learned from real-world sales situations. Outline of This Episode [00:41] Jamie Crosby's top three referral selling do's and don'ts [05:12] Importance of organically building...
info_outlineWe’re digging deep into the essentials of prospecting and lead generation with guests Brynne Tillman, Jeff Bajorek, and Caryn Kopp this week. They share their top actionable do's and don'ts, revealing prospecting strategies that they have found to work. You’ll hear real-world success stories—from making warm connections on LinkedIn to the power of consistent, quality touchpoints and the importance of solving your client’s real challenges, not just following the standard playbook.
Outline of This Episode
- [05:53] Challenges of prospecting and leads
- [07:09] Taking ownership of the sales process
- [09:52] Balancing business responsibilities
- [13:11] Recognizing success and solving problems
- [19:18] Case study of following up with a longtime client
- [20:43] Phone call preparation tips
Building Genuine Connections
Prospecting is about people, not profiles. Brynne Tillman cautions against three critical mistakes—connecting and immediately pitching, connecting and then ignoring, and limiting your network solely to those who seem immediately sellable. Instead, she recommends sales professionals to connect and start a conversation, treating the person on the other side of the screen as if they were right across the table. The focus should never be detached from humanity: “Do not detach this human being from as if they were in a real-life, physical situation... this is our reality today. Almost everything is virtual and remote”.
Engagement is the heartbeat of meaningful prospecting. It’s not about going through the motions of a process but cultivating conversations that add value, recognizing that everyone who interacts with you deserves your attention and energy.
Take Responsibility, Don’t Outsource Your Success
Jeff Bajorek emphasizes taking ownership of the entire lead-generation process. Take responsibility for it, and don’t default to blaming others if your pipeline isn’t full. Even in companies with dedicated sales development representatives, account executives should actively nurture leads and stay versatile throughout the process.
Absolutely DON’T spam or " spray and pray,” remember that technology is a tool for scale, not for selling itself. Scaling ineffective outreach just amplifies ineffectiveness. Jeff recommends learning through direct engagement—by overcoming objections, understanding customer pain points, and refining methods through real-world experience. He realized that, despite not always following industry-sanctioned scripts, his approach—filled with referrals and authentic connections—kept his pipeline thriving.
Respect, Consistency, and Quality Touchpoints
Caryn Kopp strongly suggests that sales professionals discard rigid scripts in favor of authentic, quality conversations, always remembering that prospects are people first. Persistence is essential—50% of prospects never receive a second follow-up call, even though building relationships takes time.
A story from her early days illustrates the profound impact of personalized follow-ups. By meticulously noting a prospect’s story about an adopted dog’s peculiar fear, and referencing it months later, Caryn was able to foster trust and stand out from competitors. Every touchpoint will either build or ruin a relationship.
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