Sales Reinvented

ChatGPT, short for Generative Pre-trained Transformer, is an innovative tool that has the ability to generate new and original content based on its training data. While some might anthropomorphize it as a person, it's essential to recognize that it's a sophisticated tool with vast potential for sales professionals. In this episode of Sales Reinvented, Stan Robinson Jr., an expert in social selling, will shed light on leveraging ChatGPT to personalize your approach.  Time-Stamped Outline of Questions [01:24] What is ChatGPT?  [03:21] Unlocking the Potential: Key Features of ChatGPT [4:28] Empowering Sales Practices with ChatGPT [7:32] Navigating Challenges and Limitations [9:40] Maintaining authenticity in sales conversations [11:57] Stan’s top three ChatGPT dos and don’ts [16:19]] Lesson Learned: Embrace Creativity and Experimentation Resources & People Mentioned WebChatGPT chrome extension Magical FlyMSG Connect with Stan Robinson Jr.  Connect on LinkedIn Follow on Twitter Connect With Paul Watts 

How can you use ChatGPT to optimize email marketing? Melinda Emerson believes that with some great input and a few tweaks, ChatGPT can be a game-changer for email marketing. In this episode of Sales Reinvented, she shares how you can ChatGPT to enhance the sales process and improve customer interactions. Let's dive in and discover how ChatGPT can transform your sales engagement! Outline of This Episode [1:19] How can ChatGPT enhance the sales process? [2:14] Key features and capabilities of ChatGPT [3:14] How ChatGPT can help with prospecting [4:21] ChatGPT can create images/graphics [4:53] The challenges or limitations of ChatGPT [6:46] How ChatGPT handles personalization [8:25] Top three chatGPT dos and don’ts [10:03] Melinda’s favorite ChatGPT story Resources & People Mentioned ChatGPT There’s an AI for That Connect with Melinda Emerson Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST T

You can ask ChatGPT anything. And anyone can apply it in their field. But most salespeople just don’t know how to leverage it. Ollie Whitfield believes that self-awareness allows you to fully utilize ChatGPT. How?  It can help you improve your emails, rewrite cold-calling scripts, and even summarize notes. ChatGPT can reframe your thoughts in a more succinct and engaging way. Ollie shares how he uses this to his advantage in this episode of Sales Reinvented!  Outline of This Episode [0:41] How can ChatGPT enhance the sales process? [2:01] Key features and capabilities of ChatGPT [3:19] How ChatGPT can help with prospecting [5:41] Ollie’s ChatGPT success story [7:18] The challenges or limitations of ChatGPT [9:56] How ChatGPT handles personalization  [12:05] Ollie’s top three ChatGPT dos and don’ts [15:00] Use Chat GPT to summarize notes Resources & People Mentioned Crystal Knows ChatGPT Connect with Ollie Whitfield Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Su

Everyone is trying to find ways to leverage ChatGPT to increase their productivity, including the world of sales. But how do you apply ChatGPT? Lisa Magnuson believes that one of the best ways to use ChatGPT is as a presentation planning tool. She shares her best practices for using ChatGPT to change your presentation game in this episode of Sales Reinvented.  Outline of This Episode [1:17] How can ChatGPT enhance the sales process? [1:48] Why ChatGPT is useful for sales presentations [7:35] Lisa’s ChatGPT client success stories [8:47] The challenges and limitations of ChatGPT [11:48] How ChatGPT handles personalization  [13:58] Top three ChatGPT dos and don’ts [16:38] Use ChatGPT to transform your presentations Resources & People Mentioned ChatGPT Connect with Lisa Magnuson Connect on LinkedIn lisa(at)toplinesales.com Connect with Paul Watts LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

According to Brynne Tillman, a win/loss analysis—or in her words, a post-mortem—is about figuring out why you got a deal or you didn’t. You want to learn why your clients chose you. It also helps you understand the playing field even when you win. Most salespeople move on when they lose a deal. But if you don’t know why you lost a deal, you may continue the same behavior. So you have to ask actional questions in your post-mortem to make positive changes to win more deals.  Outline of This Episode [1:01] What is a post-mortem and why is it important? [2:33] The insights you can gain from a post-mortem [3:55] Common mistakes salespeople make with post-mortems [6:21] How to make sure the feedback you gather is unbiased  [7:46] Best practices for conducting post-mortem interviews  [10:44] The role of technology in post-mortems [12:08] Brynne’s top three post-mortem dos and don’ts [14:08] Why you should never take a loss personally Resources & People Mentioned Zoom Connect with Brynne Tillman Connect on L

What was your customer’s perspective of the sales process? How did it align to their preferred buying journey? How does it compare to the competition? Why did they choose you? Or why didn’t they?  These data points are critical to refine your sales process. And one of the only ways to get these answers is by doing a win-loss analysis. This information is vital to the business as a whole to consistently improve performance. Learn how Justin obtains this critical information in this episode of Sales Reinvented.  Outline of This Episode [0:50] What is win/loss analysis and why is it important? [1:33] The insights you can gain from a win-loss analysis [2:55] Common mistakes salespeople make with win-loss analyses [4:05] How to make sure the feedback you gather is unbiased  [6:03] Best practices for conducting win/loss interviews  [7:12] The role of technology in win/loss analysis [9:09] Top three win/loss analysis dos and don’ts [12:06] A win-loss analysis can quickly make an impact  Connect with Justin Zappull

A win/loss analysis is a conversation with prospects or customers where you identify why you won—or lost—a particular opportunity. The ultimate goal of the conversation is to gather information to help you win more deals in the long run. How do you gather unbiased information? How can you leverage technology? What mistakes should you avoid? Bill Storey covers it all in this episode of Sales Reinvented. Outline of This Episode [1:17] What is win/loss analysis and why is it important? [1:43] The insights you can gain from a win/loss analysis [3:55] Common mistakes salespeople make with win/loss analyses [5:17] How to make sure the feedback you gather is unbiased  [6:18] Best practices for conducting win/loss interviews  [8:15] The role of technology in win/loss analysis [10:12] Top three win/loss analysis dos and don’ts [12:07] Every win/loss analysis yields different results Resources & People Mentioned Zoom Microsoft Teams Calendly REV Connect with Bill Storey Connect on LinkedIn Connect With Paul Wa

A win/loss analysis is simply having a conversation with your customers and prospects about their perception of your company versus the competition. You want to cover every part of the sales process. Did you address customer problems and goals with the proposed solution? Doing a win/loss analysis the right way will help you gain a competitive advantage. But what is the right way? Ellen Naylor—a pioneer in the field of competitive intelligence (CI) and Win/Loss analysis—shares her strategy in this episode of Sales Reinvented. Outline of This Episode [1:11] What is win/loss analysis and why is it important? [1:53] Common insights you can gain from a win/loss interview [2:50] Common mistakes salespeople make and how to avoid them [3:50] How to make sure the feedback you gather is unbiased  [5:10] Best practices for conducting win/loss analysis  [9:47] Should we be compensating the customer for their time? [10:36] The role of technology in win/loss analysis [12:26] Top three win/loss analysis dos and don’ts [15:

Conducting a win/loss analysis is about spending time at the end of a sales cycle to extract some feedback from the customer you’ve interacted with. It can help you learn what went well and where you can improve. It’s immensely valuable. You have to make numerous assumptions in the sales cycle.  This allows you to park the assumptions and get honest feedback from your customer and then take action based on that information. Conducting a win/loss analysis is one of the best ways to improve your sales. Learn more from Cian McLoughlin in this episode of Sales Reinvented! Outline of This Episode [1:01] What is win/loss analysis and why is it important?  [2:39] The common insights sales teams can gain [3:44] Mistakes to avoid when conducting a win/loss analysis [7:06] Create an environment where the customer can be honest [9:25] Best practices for conducting win/loss interviews  [11:04] What role does technology play in win/loss analysis?  [13:00] Cian’s top three win/loss analysis dos and don’ts [15:38] You can’

Referrals are when existing customers, friends, colleagues, or associates share that there’s someone you need to know that would value a relationship with you (and you’d find value from the relationship with them). They’re the best type of lead that salespeople can get. But there’s a right way—and a wrong way—to start the referral conversation. Joey Coleman shares what you should do in this episode of Sales Reinvented! Outline of This Episode [1:10] What are referrals? How do they help in sales?  [1:45] Common mistakes for salespeople to avoid  [3:07] How to leverage social media and online tools [4:16] Advice for salespeople exploring referral-based sales [6:23] How to measure the success of a referral program  [11:16] How Joey approaches asking for referrals [14:31] A best practice most organizations miss [16:17] The role of technology in referral selling  [17:42] Top three referral selling dos and don’ts [21:43] When a referral conversation goes terribly wrong Connect with Joey Coleman Connect on Linked

A referral is an opportunity to do business with someone in the market to buy your product or service. They’re expecting you to contact them to have a conversation. It’s different from a normal lead. A referral is someone ready to chat with you. But how do you get to that point? Ivan Misner has identified the “VCP” process to go from visibility and credibility to profitability. Learn what it is in this episode of Sales Reinvented! Outline of This Episode [1:24] What are referrals? How do they help?  [2:00] Mistakes salespeople make when asking for referrals [3:42] How can salespeople leverage social media? [4:56] The VCP process: Visibility, credibility, and profitability [6:18] What metrics to track with your referral program [7:30] How to ask for referrals without being pushy [10:08] What role does technology play in referral selling [11:10] Top 3 referral selling dos and don’ts [13:25] Don’t assume your referrals are great Resources & People Mentioned Networking Like a Pro Jab, Jab, Jab, Right Hook

Most people think of referrals as going to customers and saying, “Now that you love me, who else might love me? Who might want to buy our stuff?” If you’re trying to find new prospects to sell to, this is great. But Steve believes there’s a better way. It starts with knowing your market, knowing who you’re trying to target, and finding people who can help you get to them. Steve shares how he makes this strategy come to life in this episode of Sales Reinvented! Outline of This Episode [1:07] What are referrals? How do they work in sales [2:19] Common mistake sand how to avoid them [4:09] Can you leverage social media to generate referrals? [5:53] Steve’s advice for those just getting started with referrals [8:32] How to measure the success of a referral program [9:53] How to ask for a referral without being pushy [10:14] Best practices for asking for client referrals [11:26] The role of technology in referral selling [12:17] Steve’s top 3 referral selling dos and don’ts [14:31] Create a referral chain to buil

Stacey Brown Randall agrees with the majority definition of a referral: It is a potential client being referred to you. To qualify as a referral, there has to be a personal connection to the referral source. Secondly, the prospect needs to know they have a problem and are interested in solving it (thus willing to be connected with you).  But getting referrals is where Stacey’s strategy differs from the norm. Stacey believes that you should never ask for referrals. So how do you get them? Listen to this episode of Sales Reinvented to find out!  Outline of This Episode [1:00] What are referrals? How do they work in sales? [2:09] Common mistakes salespeople make and how to avoid them [4:40] How to leverage social media to generate referrals [6:35] The #1 thing you need to do is look at referral sources [8:27] How to measure the success of a referral program [10:05] How to cultivate existing relationships to get referrals [12:56] Best practices for generating referrals [14:41] The role of technology in referral

How do referrals work in the context of selling? When should you ask for referrals during the sales process? According to Joanne Black, when you close a deal, ask for a referral. They’ve signed on the dotted line and they believe in you. And when you ask, get intel. Learn as much as you can about the people they’ll refer to you. What else should you do? Find out in this episode of Sales Reinvented! Outline of This Episode [1:28] What are referrals? How do they work in sales? [2:27] Common mistakes and how to avoid them [3:29] Why people—not social media—generate referrals [5:47] Advice for someone exploring referral-based sales [6:55] How to measure the success of a referral program [8:06] The right way to ask for introductions  [10:31] The role of technology in referral selling [11:20] Top 3 referral selling dos and don’ts [13:22] Leverage the relationships you have with clients Connect with Joanne Black Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES

Lori Richardson built her entire business around referrals. She believes that referrals are magical. You can work with one person and get multiple sales opportunities from that person. It’s so much easier to develop a relationship this way versus focusing on one-off sales. Lori shares the strategies she’s learned over the years in this episode of Sales Reinvented! Outline of This Episode [0:55] What are referrals? How do they work?  [1:44] Common mistakes salespeople make asking for referrals [4:15] How to leverage social media to generate referrals [5:56] Using referral-based selling as a sales strategy [7:41] How to measure the success of a referral program  [9:44] How to ask for referrals without being pushy [11:34] Best practices for requesting referrals [13:00] Why you need to have three lists [15:04] Lori’s top 3 referral selling dos and don’ts [17:04] Why relationships matter in sales Connect with Lori Richardson  Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Su

Some referrals are through people you have relationships with. Others are from friends and family. Still others are from customers. They all have a different impact depending on the industry you’re in. But generally speaking, referrals need to be a large part of your sales strategy. Steve Benson agrees with this sentiment but believes there’s an easier way to get referrals: Call them “introductions” instead. Listen to this episode to learn why he takes this stance!  Outline of This Episode [1:05] What are referrals? How do they work?  [1:52] Common mistakes salespeople make asking for referrals [2:38] How to leverage social media to generate referrals [3:23] Using referral-based selling as a sales strategy [4:41] How to measure the success of a referral program  [6:11] How to ask for referrals without being pushy [6:40] Best practices for requesting referrals [8:08] The role of technology in referral selling [10:35] Steve’s top 3 referral selling dos and don’ts [12:29] Leveraging the power of introductions

According to Liz Heiman, there are two types of referrals. A referral could be from someone who doesn’t buy from you but can share leads with you. The other type of referral is from an existing customer. They’re both introducing you to people you might not know. Liz shares the approach she takes when asking for referrals in this episode of Sales Reinvented. Don’t miss it!  Outline of This Episode [0:58] What are referrals? How do they work in sales? [1:43] Common mistakes salespeople make asking for referrals [2:43] How salespeople can leverage social media to generate referrals [5:20] Liz’s advice for those exploring referral-based selling  [6:47] How to measure the success of a referral program [8:49] The right way to ask for client referrals [11:05] Best practices for asking for referrals  [13:48] The role technology plays in referral selling [15:10] Liz’s top 3 referral selling dos and don’ts [17:06] Don’t be afraid to take a creative approach How salespeople can leverage social media to generate referr

Referrals are a recommendation from a satisfied customer or trusted network of people you interact with, i.e. your center of influence. If you’re in sales and you aren’t asking your customers or sphere of influence for referrals, you’re leaving money on the table. But what are the best practices for asking for referrals? Nick Kane shares his referral-selling dos and don’ts in this episode of Sales Reinvented. Check it out!  Outline of This Episode [1:04] What are referrals? How do they work in sales? [1:34] Common mistakes salespeople make asking for referrals [2:21] How salespeople can leverage social media to generate referrals [3:10] Nick’s advice for those exploring referral-based selling  [5:06] How to measure the success of a referral program [6:07] Best Practices: The right way to ask for client referrals [8:40] The role technology plays in referral selling [10:20] Nick’s top 3 referral selling dos and don’ts [14:29] A story that drives home the importance of creativity  Nick’s advice for those explo

People who refer someone to you are your greatest advocates. When you cultivate happy customers, you create an army of salespeople working for you. But how do you ask for referrals? Is there a certain time in the client lifecycle that’s the best to ask? How do you let a referral source know they’re appreciated? Jame Crosbie answers these questions—and much more—in the first episode of our new series on referral selling. Don’t miss it!  Outline of This Episode [1:04] What are referrals? How do they work in sales? [1:54] Common mistakes salespeople make asking for referrals [3:28] How salespeople can leverage social media to generate referrals [4:09] Jamie’s advice for those exploring referral-based selling  [5:04] How to measure the success of a referral program [6:12] Best Practices: The right way to ask for client referrals [8:48] The role technology plays in referral selling [9:42] Jamie’s top 3 referral selling dos and don’ts [11:48] Why adding value should be your #1 priority Common mistakes salespeople

We are in a market where there are too many sellers and not enough buyers. And the buyers are armed with tactical information. So Patrick Tinney believes that salespeople need to take a strategic approach to negotiation. If they don’t have one, they’ll get smashed. And the key to a successful negotiation is preparation. He shares his strategies for preparing for a successful negotiation in this episode of Sales Reinvented!  Outline of This Episode [1:04] Why planning and preparation is an important step in negotiation [1:42] The key steps you should take to prepare for a negotiation [3:52] The attributes or characteristics that make a great negotiation planner [4:48] Tools and resources to improve your negotiation outcomes [6:39] Patrick’s top negotiation planning dos and don’ts [9:01] Remember that not every deal is worth winning The key steps you should take to prepare for a negotiation When you go into a negotiation, you want to learn about the team on the other side. You can do this by researching on so