Explorez tous les épisodes du podcast Sales Reinvented
| Titre | Date | Durée | |
|---|---|---|---|
| Top Negotiation Tactics Sales Pros Need to Stop Overlooking, with Mark Raffan Ep #459 | 18 Jun 2025 | 00:28:22 | |
Welcome back to the Sales Reinvented podcast! In this episode, I’m joined by globally recognized negotiation expert Mark Raffan, founder of Negotiations Ninja and author of "Nine Secrets to Win Deals and Influence Stakeholders." Mark is known for his straightforward, actionable insights that drive real results.
Our conversation unravels the often-misunderstood differences between negotiation strategy and tactics and explores how they can work together to produce winning outcomes in high-stakes deals. Mark shares his tried-and-tested techniques for planning, stakeholder mapping, and using both collaborative and competitive approaches. He also reveals his top negotiation dos and don’ts and provides a great real-world example of turning a stalled deal into a win through smart strategy and tactical moves.
To learn more about how to better prepare for complex negotiations and counter aggressive buyer tactics, tune into this episode—it’s packed with the kind of practical advice you won’t want to miss. Outline of This Episode
Negotiation Strategy vs. Tactics Mark sets the stage by making a critical distinction at the start: negotiation strategy is your overarching game plan, while tactics are the specific moves you make to get from point A to point B. Imagine setting sail; your route, preparation, and destination are your strategy, while the course corrections and adjustments you make en route are your tactics.
Negotiators often conflate the two, winging it with a handful of tactics and no defined destination. Mark’s advice is to know what you want before you even enter the room, or risk negotiating with nothing concrete to ask for or offer. Planning for High-Stakes Deals Mark underscores the vital role of planning in negotiation success: “80% of success is in the prep.” This isn’t about just showing up with instincts and hoping for the best—real value is discovered in understanding both your levers and those of every stakeholder involved.
Stakeholder mapping and leverage analysis are the bread and butter of Mark's approach. Many sales professionals make the mistake of only engaging with procurement, assuming that price and delivery are the be-all and end-all. In reality, multiple stakeholders shape a deal, and understanding their unique concerns opens new avenues to add value and find leverage.
Shockingly, Mark sees less than 20% of negotiators (maybe even less than 10% in sales) invest the necessary effort in planning. Those who skip prep and rely solely on talent or instinct often fail under pressure.
When it comes to effective negotiation tactics, Mark shares his top three:
After posing a question, resist the urge to fill the void. Silence gives the other party space to reveal more information—and sometimes their true position. It’s a sign of respect and a tool for deeper discovery. Mark recommends holding your tongue as long as it takes, even if the silence feels uncomfortable.
Never concede without getting something in return. If someone asks for a discount, don’t just agree. Make the concession conditional and specific—“I might be able to do that, if you can X.” Avoid open-ended or vague counteroffers.
To clarify the other side’s fallback plan (and your own), gently ask, “What will you do if I say no?” This can unblock negotiations and uncover true deal breakers, bringing clarity to tough conversations.
In complex sales scenarios, Mark recommends reading broadly and flexibly applying lessons drawn from various schools of negotiation thought. Whether it’s Harvard’s collaborative “win-win,” a competitive strategy, or a hybrid approach, sticking rigidly to one philosophy is a mistake.
Use whatever is best suited for the situation that you’re in, and be willing to flex. If the situation or negotiation style of the other party changes, so should your approach. The most effective negotiators are those who can pivot between collaboration and competition as needed. Handling Aggressive Buyer Tactics Sales professionals often face aggressive techniques—take-it-or-leave-it ultimatums, last-minute demands (nibbles), or attempts to rush. Mark’s advice: don’t get flustered or succumb to urgency. Most “take it or leave it” situations are bluffs; calmly acknowledge and probe for flexibility. If a nibble appears just as you’re about to close, slow the process down and, if you make a concession, always ask for something in return. Otherwise, you’re inviting further nibbles and training buyers to keep pushing limits. Resources & People Mentioned Connect with Mark Raffan Connect With Paul Watts | |||
| Balance Competition and Cooperation Instead of Compromise with Dr. Joshua Weiss, Ep #458 | 11 Jun 2025 | 00:23:26 | |
In this episode, we dive into the complex world of negotiation with Dr. Joshua Weiss, an expert in conflict resolution. Dr. Weiss is known for his ability to balance competition and cooperation in high-stakes negotiations, which allows negotiators to reach optimal agreements without compromising on key objectives. He walks us through the difference between strategy and tactics in negotiations and emphasizes the importance of approaching negotiations as opportunities for problem-solving. Rather than focusing on compromises, Dr. Weiss advocates for a strategic balance that allows both parties to achieve their goals while fostering long-term relationships. He shares his top negotiation tactics, including adaptability, radical empathy, and prioritizing collaboration over quick fixes. Tune in as we explore how to approach negotiations with clarity, confidence, and a mindset geared toward achieving meaningful outcomes. Outline of This Episode
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| Collaborative Negotiation: Strategies and Tactics for Success with Jeanette Nyden, Ep #449 | 09 Apr 2025 | 00:24:09 | |
In this episode of Sales Reinvented, Jeanette Nyden, a seasoned expert with over 20 years of experience in drafting and negotiating complex contracts, explores the power of collaboration in negotiation. She shares her insights on how adopting a collaborative mindset can lead to more successful and mutually beneficial outcomes in high-stakes deals. Whether you're negotiating with customers, suppliers, or partners, Jeanette’s approach emphasizes building relationships and aligning shared goals to achieve success. From understanding the balance between strategy and tactics to learning how collaboration can counter aggressive behaviors, this episode will equip you with practical tips to navigate negotiations with confidence and integrity. Outline of This Episode
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| Negotiation Mastery: Tactics, Strategies, and Countering Aggression with Phil Brown, Ep #448 | 02 Apr 2025 | 00:26:10 | |
In this episode of Sales Reinvented, host Paul Watts is joined by Phil Brown, founder of The Negotiation Club. With over 30 years of experience in procurement, Phil shares his wealth of knowledge on the nuances of negotiation strategy and tactics. Whether you’re negotiating high-stakes deals or everyday contracts, Phil’s insights will equip you with the tools to make confident, effective decisions and outmaneuver tricky negotiation tactics. Phil walks us through the key distinctions between strategy and tactics, the power of asking the right questions, and how to navigate aggressive negotiation styles with finesse. He also explains the psychology behind anchoring and shares simple but powerful tactics, like using odd numbers and summarizing, to create an edge in negotiations. Outline of This Episode
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| How Preparation Shapes Effective Negotiations with Scott Chepow, Ep #447 | 26 Mar 2025 | 00:15:51 | |
What if the key to success in any negotiation was in the preparation before you even sat down at the table? In today’s episode of Sales Reinvented, Scott Chepow, a global negotiation strategist, dives into the critical role preparation plays in successful negotiations. Scott shares how planning, understanding the stakes, and conditioning your counterpart are the cornerstones of securing favorable outcomes. Whether you’re closing a major deal or navigating everyday discussions, Scott’s insights will equip you with the tools you need to approach every negotiation with confidence and strategic foresight. Outline of This Episode
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| Unlocking the Secrets of Negotiation with Shawn Karol Sandy, Ep #446 | 19 Mar 2025 | 00:23:35 | |
What if you could approach every negotiation with the confidence that you’re setting yourself up for success from the start? Shawn Karol Sandy, a sales expert with over 13 years of experience leading high-performing teams and driving revenue, shares her most effective strategies for navigating tough negotiations and closing high-stakes deals. Whether you're looking to refine your approach or tackle negotiations with greater ease, Shawn’s insights will help you build the skills to engage with customers strategically and empathetically. Outline of This Episode
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| Why Understanding Character is Key to Negotiation Strategy per Jay Heinrichs, Ep #445 | 12 Mar 2025 | 00:18:09 | |
Negotiation isn’t just about the numbers—it’s about understanding the people and the underlying dynamics that drive every deal. That’s exactly what Jay Heinrichs, renowned persuasion consultant and author of Thank You for Arguing, brings to the table in this episode. With experience working alongside top organizations like NASA and Harvard, Jay has mastered the art of negotiation, and today he’s sharing his proven strategies and tactics. From understanding the character of your negotiation partner to mastering powerful persuasion techniques, Jay reveals insights that will change how you approach every deal. Whether you're negotiating a major contract or handling a challenging buyer, the expert advice in this episode will equip you with the tools you need to close with confidence and finesse. Outline of This Episode
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| Learn How to Resource-Based Modeling (RBM) in Negotiations with Santino Pasutto, Ep #444 | 05 Mar 2025 | 00:21:20 | |
]Mastering negotiation is a game-changer for any sales professional. In this episode, Santino Pasutto shares powerful strategies and proven tactics that have helped him navigate some of the most complex negotiations in the industry. From understanding the difference between strategy and tactics, to handling aggressive procurement techniques, Santino breaks down the essential elements that make negotiations successful. Whether you're aiming to refine your approach or improve your closing rate, the insights shared in this episode will help you negotiate with confidence and achieve the results you're looking for. Outline of This Episode
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| Strategies and Tactics for Negotiating High-Stakes Deals with Randy Kutz, Ep #443 | 26 Feb 2025 | 00:33:24 | |
Negotiation is an art, but it’s also a science—a skill that can be honed to achieve game-changing results. In this episode of Sales Reinvented, negotiation expert Randy Kutz reveals the core strategies and tactics that set top negotiators apart. Whether you’re at the bargaining table with a major client or negotiating internal deals, Randy’s insights will help you unlock better outcomes, build stronger relationships, and save both time and money. Tune in for a deep dive into the key principles that drive success at the highest levels. Outline of This Episode
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| Lucy Chamberlain’s Negotiation Tactics and Strategies to Close More Deals, Ep #442 | 19 Feb 2025 | 00:17:29 | |
In this episode of Sales Reinvented, I’m joined by Lucy Chamberlain, founder of C&C Search, to dive deep into the world of negotiation. As a recruitment pioneer in the finance and professional services sectors, Lucy shares her proven tactics and strategies that have helped her consistently win high-stakes deals. From creating a collaborative atmosphere to handling aggressive negotiation tactics, Lucy provides actionable insights that will help you elevate your own negotiation skills. Whether you’re negotiating with clients or within your team, this episode is packed with valuable lessons that can transform your approach and lead to more successful outcomes. Outline of This Episode
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| Mastering Negotiation Strategy and Tactics with Dr. Keld Jensen, Ep #441 | 12 Feb 2025 | 00:25:01 | |
Have you ever wondered what separates a successful negotiation from a failed one? Is it the strategy, the tactics, or perhaps something deeper? In this episode of Sales Reinvented, we dive into the art of negotiation with Dr. Keld Jensen, a globally recognized expert in the field. Keld shares his insights on how to craft the right strategy, implement effective tactics, and build trust in negotiations—helping you not only close deals but create lasting value. Whether you’re negotiating with a long-term partner or navigating a high-stakes deal, this episode is packed with valuable strategies that you can apply to your own negotiation process. Outline of This Episode
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| Art Sobzcak’s Four-Step Objection Handling Framework, Ep #440 | 05 Feb 2025 | 00:18:47 | |
The most common objections that salespeople hear are the ones they create themselves. They do this by talking too much, pitching too much, or failing to establish value in someone’s mind as to why they should pay for what the salesperson is selling. So how does Art handle objections when they arise? Using his curated four-step objection-handling framework. Learn all about it in this episode of Sales Reinvented. Outline of This Episode
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| The Noble Way to Negotiate (And Still Close Big Deals) with Lisa Earle McLeod, Ep #457 | 04 Jun 2025 | 00:22:39 | |
Most people–even most salespeople—walk into a negotiation focused on what they want. They’re thinking about numbers, margins, and commission. But that lens makes it easy to miss the real levers that move a deal forward. Lisa Earle McLeod breaks down why effective negotiators don’t start with tactics—they start with the other person’s world. What do they care about? What are they under pressure to deliver? What does a win look like for them? By grounding the conversation in outcomes that matter to the buyer, salespeople can create more alignment, trust, and momentum. Lisa shares how front-loading value and clarity early on often removes the need for drawn-out back-and-forths later. And when tension rises, the prep work you did—mapping out their goals, not just your own—is what keeps your lizard brain from hijacking the moment. Negotiation becomes less about squeezing out a win, and more about making it easy for the other side to say yes. Outline of This Episode
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| Turning Objections into Opportunities with Diane Helbig, Ep #439 | 29 Jan 2025 | 00:17:12 | |
In this episode of Sales Reinvented, sales expert Diane Helbig joins us to tackle one of the biggest hurdles in sales—handling objections. Diane shares her strategies for understanding and responding to objections with empathy, confidence, and a solution-focused mindset. From listening carefully to asking the right questions, Diane helps us see how thoughtful responses can turn potential roadblocks into opportunities. Tune in as she outlines her top dos and don’ts, shows how empathy can build trust, and reveals how the power of listening and learning can lead to sales success. Outline of This Episode
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| Master the Sales Process to Combat Objections per Justin Zappulla, Ep #438 | 22 Jan 2025 | 00:20:52 | |
According to Justin Zappulla, 90% of objections fall into three categories:
Most objections come up because salespeople don’t handle the sales process properly. Justin believes that the better you handle the process, the fewer objections you’ll get. But you have to qualify opportunities correctly. Learn more in this episode of Sales Reinvented. Outline of This Episode
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| From Obstacle to Opportunity: Uncovering Hidden Objections with Steve Hall, Ep #437 | 15 Jan 2025 | 00:18:12 | |
In this episode, sales expert Steve Hall challenges the idea of “overcoming” objections, seeing them instead as opportunities to build trust. He shares how understanding the nature of objections—whether they’re real concerns or just initial brush-offs—can strengthen sales conversations at every stage. Steve emphasizes the role of empathy, listening, and confidence, and provides his top objection-handling strategies, including how to address price concerns without immediately discounting. By reframing objections and approaching them with curiosity, Steve shows how sales professionals can turn these challenges into lasting relationships and closed deals. Outline of This Episode
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| Kendra Lee’s Guide to Overcoming Price Objections, Ep #436 | 08 Jan 2025 | 00:16:34 | |
Sales objections, often centered around price or perceived overselling, can trip up even the most seasoned sales professionals. Kendra Lee emphasizes the importance of listening without rushing to respond, allowing salespeople to truly understand whether they’re addressing a real concern or simply a misunderstanding. In this episode, she explains how to use thoughtful questions to uncover the prospect’s true motivations without setting “traps.” Building trust is key, as is showing prospects that their best interests are at the heart of the conversation. Tune in to learn Kendra’s top strategies for confidently addressing objections with empathy and skill. Outline of This Episode
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| Caryn Kopp’s 3 P’s for Handling Objections, Ep #435 | 01 Jan 2025 | 00:17:52 | |
What % of the time are you facing your top three objections? If it’s 75% of the time, it’s time to do something about it. You want to reduce the percentage of the time you’re receiving that objection. You can only do that by learning the most common objections you face. Caryn has the solution. Learn how to leverage her 3P process in this episode of Sales Reinvented. Outline of This Episode
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| Objection-Handling: Understand, Play Back, and Connect with Tim Wackel, Ep #434 | 25 Dec 2024 | 00:15:14 | |
In this episode of Sales Reinvented, Tim Wackel shares his tried-and-true strategies for navigating objections with confidence. He walks us through common mistakes salespeople make, emphasizing the importance of understanding where objections come from and responding thoughtfully rather than defensively. Tim breaks down his three-step approach—Understand, Play Back, and Connect—highlighting how to align with the prospect by showing empathy, gaining clarity, and building trust. Listen in to learn how to turn objections into opportunities for connection and build stronger customer relationships in the process. Outline of This Episode
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| The Root Cause of Objections: A Deep Dive with Melissa Madian, Ep #433 | 18 Dec 2024 | 00:15:56 | |
In this episode of Sales Reinvented, Melissa Madian dives into the psychology behind objections in sales conversations—specifically how most objections aren’t really about the surface-level concerns expressed by buyers. Instead, they stem from a fear of change and disruption to the status quo. Statements like:
…aren’t about price, complexity, or time. These objections reflect a deeper emotional resistance. So how can sales professionals address these concerns effectively? Melissa shares actionable strategies to help you navigate these hidden fears with empathy and confidence. Outline of This Episode
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| Mastering Objections with Empathy and Confidence: Lessons from Melinda Emerson, Ep #432 | 11 Dec 2024 | 00:19:36 | |
Handling sales objections is a delicate art—one that requires empathy, persistence, and creative problem-solving. Melinda Emerson, a seasoned sales expert, shares her strategies for overcoming objections, shifting conversations from price to value, and building trust with clients. Her insights offer valuable lessons for sales professionals navigating challenging negotiations, especially with small business owners. In this episode, she explores practical ways to handle objections with empathy and confidence, whether the pushback is about price, decision-making authority, or timing. Outline of This Episode
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| Determining the Root Cause of an Objection with Nick Kane, Ep #431 | 04 Dec 2024 | 00:16:47 | |
When a prospect voices an objection, it’s easy to assume the issue lies on the surface—whether it’s price, timing, trust, or product fit. But according to Nick Kane, these aren’t always the real obstacles. Often, the true cause remains hidden beneath what’s initially said. In this episode of Sales Reinvented, Nick emphasizes how understanding the root cause of an objection can turn pushback into a meaningful opportunity for growth. Outline of This Episode
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| Turn Pushback into Progress with Amy Franko, Ep #430 | 27 Nov 2024 | 00:20:20 | |
Objections are an inevitable—and valuable—part of the sales process. Amy Franko explains why it's essential to welcome objections from prospects. Often, objections reflect concerns around value, trust, or priorities. Identifying which category the objection falls into can guide how you respond. In episode #430, Amy offers actionable strategies to help you handle objections with confidence. Outline of This Episode
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| Strategies and Tactics to Drive Value and Close Deals with Sonia Dumas, Ep #456 | 28 May 2025 | 00:21:54 | |
What determines value in your company? What should founders be asking themselves regarding pricing to determine value in their company? How do you know an effective negotiation strategy? On today’s episode, Paul Watts welcomes back Sonia Dumas. Sonia is a selling strategist, entrepreneur, and co-author of The Market Ownership Method: 7 Proven Principles and One Profitable Plan for Higher ROI Clients. Sonia has worked with industry giants like Intuit, Investopedia, Starwood, and Marriott, just to name a few. Today she will discuss experience-based negation strategies and effective negation tactics. Outline of This Episode
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| Bob Apollo’s Guide to Navigating Customer Objections, Ep #429 | 20 Nov 2024 | 00:17:27 | |
Salespeople tend to assume that any question a customer asks has the potential to be an objection. But it may simply be a request for clarification or a concern. That being said, Bob Apollo believes that there are four significant categories of objections.
Some level of questions and concerns are natural. If they don’t challenge you, you have to wonder how seriously they’re evaluating it. When objections do arise, how do you handle them? Bob shares his strategy in this episode of Sales Reinvented. Outline of This Episode
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| "Brian Ahearn’s ‘Feel, Felt, Found’ Technique for Empathetic Objection Handling, Ep #428 | 13 Nov 2024 | 00:15:58 | |
In this episode of Sales Reinvented, Brian Ahearn breaks down how to effectively handle objections, with price being the most common. He explains that salespeople must guide comparisons to demonstrate value, making price less of a hurdle. Preparation is key—knowing objections in advance and addressing them early builds trust and credibility. Brian shares his “Feel, Felt, Found” technique to handle objections empathetically, using social proof and cognitive triggers to ease resistance. Finally, he recommends a “speed dating” style of role-playing objections to build confidence and sharpen skills through repetition. Outline of This Episode
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| Lisa Magnuson’s Empathetic Approach to Handling Objections, Ep #427 | 06 Nov 2024 | 00:21:45 | |
We’ve all heard the usual objections—“The price is too high” or “You’re not a good fit for us.” But what about the objections no one talks about? Many deals fall through because prospects perceive real or imagined risk. Others are paralyzed by decision fatigue, overwhelmed by the options in front of them. In this episode of Sales Reinvented, you’ll learn how to uncover these hidden barriers, shift objections into conversations, and build trust that leads to yes. Dive into the key insights below, then listen to the full episode to sharpen your sales game! Outline of This Episode
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| Tackle Scripted Cold-Calling with Wendy Weiss, Ep #426 | 30 Oct 2024 | 00:20:37 | |
Because so many competitors are hiding behind digital tools, far fewer are calling prospects. That’s why cold-calling is amazingly relevant. But you have to practice your craft. Wendy Weiss has been training salespeople for 24 years. When most people learn a simple scripted system, know it inside and out, and practice it consistently, picking up the phone is easy. She shares why she believes scripting is so important in this episode of Sales Reinvented. Outline of This Episode
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| Cold-Calling: Be Present with Your Prospects, with Keith Rosen, Ep #425 | 23 Oct 2024 | 00:22:38 | |
Cold-calling is the art of creating a new possibility. When someone makes a cold call, they’re often focused on “I have to get this meeting. I can’t blow this. I need this deal.” They’re so focused on themselves and their own agenda that they can’t create possibilities. You have to understand the prospect's greatest pain and how you can align their pain with the value that you can deliver. The only way any salesperson can do that is by discovering where the prospect is today and where they want to be tomorrow. Keith Rosen shares how to do that in this episode of Sales Reinvented. Outline of This Episode
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| Master Pattern Interruptions with Jordon Rowse, Ep #424 | 16 Oct 2024 | 00:14:30 | |
When you’re calling someone out of the blue, you have to gain their attention. To do so, you need to be direct, honest, and strong. But whatever you do, you have to meet the prospect as who they are. You need to know their personality to know the best way to pique their interest. Jordan covers the rules he follows to conquer cold calls and book meetings in this episode of Sales Reinvented. Outline of This Episode
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| The Art of Cold-Calling with Chris Cicconi, Ep #423 | 09 Oct 2024 | 00:21:29 | |
The Art of Cold-Calling with Chris Cicconi, Ep #423 Early in his career, Chris Cicconi believed cold-calling was a science. He came prepared with a script, knew everything about who he was talking to, and knew when to execute. But as his career has evolved, the process has become more of an art. Now he gathers a general idea of his persona, where they work, and what their industry is like but he doesn’t rely on the structure like he did in the past. He shares how his process helps him book more meetings in this episode of Sales Reinvented. Outline of This Episode
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| Cold Calls: How to be Positive, Passionate, and Prepared with Stuart Foster, Ep #422 | 02 Oct 2024 | 00:18:15 | |
There’s still nothing like picking up the phone and having a person-to-person conversation. But the key to a great conversation is being positive, passionate, and prepared. You have to gather data-driven insights and use them to refine your approach. You have to believe in and be passionate about your product or solution. You must be positive. Stuart shares how to combine the three keys to book more meetings in this episode of Sales Reinvented. Outline of This Episode
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| Conquer the Lost Art of Cold-Calling with Jamie Wood, Ep #421 | 25 Sep 2024 | 00:22:17 | |
Cold-calling is valuable because it’s the fastest and most efficient way to connect with a prospective client—and it’s becoming one of the least common prospecting channels. Too many people are intimidated by phone calls and avoid it entirely. If you’re one of the few salespeople still willing to pick up the phone, you have an advantage. Learn how to leverage that advantage in this episode of Sales Reinvented. Outline of This Episode
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| Why Cold-Calling is a Marathon per Simone Laraway, Ep #420 | 18 Sep 2024 | 00:16:15 | |
Cold-calling is an opportunity to plant seeds that you can nurture. It allows you to build meaningful new business relationships. Simone Laraway believes that as long as it’s part of a wider campaign, it’s still incredibly relevant. But how do you approach cold-calling? What makes it more effective? Simone shares her strategies in this episode of Sales Reinvented. Outline of This Episode
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| Take a Holistic Approach to Negotiation Success with Nicole Soames, Ep #455 | 21 May 2025 | 00:26:15 | |
According to experienced coach and emotional intelligence expert Nicole Soames, founder and CEO of Diadem, ambition is the strategy that helps people get the most out of their negotiations. Nicole joins Paul on the show to unravel the complexities of negotiation and explore everything from the critical differences between strategy and tactics to practical ways to prepare and plan for high-stakes deals. With over 30 years of experience, Nicole shares her expert insights on maintaining emotional intelligence, the power of ambition in negotiations, and how to effectively navigate and counter those challenging tactics often used by professional buyers. Tune in to this episode if you’re ready to revolutionize how you approach negotiation conversations. Outline of This Episode
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| Master Cold-Calling Questions with Ashleigh Early, Ep #419 | 11 Sep 2024 | 00:17:25 | |
Cold-calling success hinges on your ability to listen and ask great questions. The more good questions you ask, the more likely you are to get your prospect to say “yes” to a meeting. It can be too easy to interrupt and be combative when you know they don’t understand what you’re saying. Ashleigh’s process will help you move beyond baseless objections to that elusive “yes.” She details her strategy in this episode of Sales Reinvented. Outline of This Episode
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| Cold-Calling: Focus on What You Can Control with Scott Cowley, Ep #418 | 04 Sep 2024 | 00:20:52 | |
Cold-calling isn’t easy. You face constant rejection. But it’s all part of the process. The only thing you can control is doing your research so you know your prospects. You consistently make the calls and speak to the prospect’s pain points. What happens after your call is out of your control. Once you accept and embrace this fact, the pressure subsides. So how do you measure the process? Scott Cowley shares his strategy in this episode of Sales Reinvented. Outline of This Episode
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| Tyler Hickey: Dive Deeper into Objections to Conquer Cold Calls, Ep #417 | 28 Aug 2024 | 00:17:03 | |
Tyler Hickey is a science guy. He tried to make cold-calling a science. Eventually, he realized there’s an art to it as well—and you have to master both. If you start by mastering your scripts, learning frameworks, and digging deeper into objections, you’ll be well on your way. Tyler shares his trade secrets in this episode of @SalesReinvented. Outline of This Episode
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| How to Make Cold Calling Less Stressful per Rex Biberston, Ep #416 | 21 Aug 2024 | 00:20:47 | |
According to Rex Biberston, as long as people still pick up their phones, there will be value in cold-calling. Obviously, it’s truer for someone where using the phone is a normal part of their workday. If they’re talking to customers daily, they’re likely still answering unanticipated phone calls. That being said, there is a procedure and methodology to cold-calling that can make you more effective. The reality is that most of it can be learned and improved upon. Rex shares some of his expert tips in this episode of Sales Reinvented. Outline of This Episode
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| Master Research-Backed Cold-Calling with Dillon Tucker, Ep #415 | 14 Aug 2024 | 00:15:01 | |
Dillon emphasizes that you have to be articulate and understand that everyone you talk to is different. You have to learn the art of people. You’re a random person—it should be expected that you’ll get hung up on. To avoid the probability of that, you have to understand their business, ask the right questions, and say the right things. You need to learn more about the prospects than ever before. Knowing their title isn’t enough. You need to be able to offer them something of value. It all starts and ends with research. Learn Dillon’s research-backed cold-calling process in episode #415 of Sales Reinvented. Outline of This Episode
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| Valentyn Kokoshko’s Cold-Calling Rules, Ep #414 | 07 Aug 2024 | 00:17:43 | |
Cold-calling currently remains the only personal approach to interacting with a prospect that can’t be replicated by AI. That’s why the conversation you have is incredibly important. Valentyn Kokoshko believes that if you follow some simple rules on your calls. Valentyn lays out his efficient and effective process in this episode of Sales Reinvented. Outline of This Episode
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| Why Joe Pici Doesn’t Overcome Objections on Cold Calls, Ep #413 | 31 Jul 2024 | 00:18:24 | |
Joe Pici is direct. He believes you need to have great skills and an overall strategy with everything you’re doing related to cold-calling. In fact, Joe won’t put anyone on a phone until they’ve had 4–7 hours of in-depth strategy, skills, and scripting training. His three-day sales bootcamp is ranked #1 in the world. The first day, they only focus on communication styles (and how to adapt). On day two, they focus on value proposition, target market, and scripting. On day three, they make two hours of cold calls. They average a 77% conversion to appointments. They get 50–60 return phone calls the same day. So what does Joe do differently? Learn more in this episode of Sales Reinvented. Outline of This Episode
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| Why Your Voice is Your #1 Cold-Calling Tool per Arlo Hill, Ep #412 | 24 Jul 2024 | 00:16:47 | |
You can give two sellers the same script. One seller sounds like they’re reading the script in a monotone voice. The other achieves amazing results because they modulate their voice. You can also control tonality. You can vary the pitch of your voice. You can increase the flow of your breath to change how you sound. If you drill down and really strive to understand these things, they move from the realm of art and become a science. That’s why Arlo believes that your voice is your #1 cold-calling tool. When used properly, your voice can propel you toward the results you desire. Arlo shares the methods and techniques he uses to master cold-calling in this episode of Sales Reinvented. Outline of This Episode
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| Giulio Segantini’s Three-Step Objection-Handling Process, Ep #411 | 17 Jul 2024 | 00:17:11 | |
Cold-calling may not be the cornerstone of sales like it used to be but it’s still relevant, according to Giulio Segantini. But we must adapt it to today’s world. He believes that it comes down to science. There is psychological evidence to backup the best way to cold-call. It’s obvious what you should and shouldn’t do. You have to listen and ask the right questions and let the person sell to themselves. So how does Giulio do it? He shares his cold-calling techniques in this episode of Sales Reinvented. Outline of This Episode
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| Employ the Unexpected for Unexpected Cold-Calling Results per Tom Bertrand, Ep #410 | 10 Jul 2024 | 00:16:08 | |
Cold-calling is the fastest way to build rapport and get answers—if you know what you’re doing. If you’re still struggling with cold-calling and feeling ineffective, Tom Bertrand has some great strategies you can quickly learn to transform your results. Sometimes, it takes doing the unexpected to get the results you’re looking for. Listen to learn more. Outline of This Episode
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| How to Leverage Emotional Intelligence in Negotiation with Susan Borke, Ep #454 | 14 May 2025 | 00:22:25 | |
Your sales strategy gives you direction and frees up mental bandwidth, so don’t undervalue the importance of strategic planning before negotiations start. In this episode, I welcome back Susan Borke, a Negotiation Strategist, who shares the critical elements of negotiation strategy and tactics and how to prepare effectively and confidently engage in high-stakes deals. We explore the importance of preparation, understanding your counterparty’s interests, and the power of active listening in shaping successful negotiation outcomes. We also discuss common negotiation strategies used in complex sales and how to identify and address aggressive tactics with emotional intelligence. Susan shares personal experiences and offers practical tips to enhance your negotiation skills, ensuring all parties walk away happy. Outline of This Episode
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| Cold-Calling Requires You to Empathize, Connect, and Direct, per Lisa Schnare, Ep #409 | 03 Jul 2024 | 00:26:01 | |
Now, more than ever, there’s an element of authenticity that must be present when you make cold calls. People are beyond frustrated with AI-generated calls. You know the ones—where there’s dead space at the beginning of the call before someone connects. They have to know that you’re genuinely interested in the result of the call and what they need. Lisa shares how she empathizes, connects, and directs the cold-call conversation in this episode of Sales Reinvented. Outline of This Episode
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| Lester Sydney’s Fun Cold-Calling Opening Line, Ep #408 | 26 Jun 2024 | 00:17:20 | |
Lester Sydney firmly believes that you need a multi-threaded approach when it comes to prospecting. Cold-calling must be a part of your overall prospecting toolkit. So how do you prepare for cold-calling? How do you keep a cold call engaging and reach your objective of scheduling a follow-up? Lester shares his fun strategy in this episode of Sales Reinvented. Outline of This Episode
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| How to Cold-Call Your Highest-Probability Group per Scott Channell, Ep #407 | 19 Jun 2024 | 00:26:57 | |
When used correctly and strategically, cold-calling is always relevant. According to Scott Channell, cold-calling is an outbound call to your highest probability group—done methodically—to maximize the odds of an effective conversation. So how does he do it? Scott shares his secrets in this episode of Sales Reinvented. Outline of This Episode
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| The Importance of Consistent Cold Outreach with Nick Kane, Ep #406 | 12 Jun 2024 | 00:15:53 | |
To Nick Kane, cold-calling is most effective when accompanied by all cold outreach, including emails, canvassing in person, networking, and social selling activities. They must all work together to prospect for new business. How you approach will vary depending on numerous factors, including your industry. But the key to ultimate effectiveness is that your outreach must be consistent. Nick shares more about his cold outreach process in this episode of Sales Reinvented. Outline of This Episode
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