Old School with New Tools
Business
Episodes
Old School with New Tools - #27 Contact Management
3/14/2016
Duration:00:23:09
Old School with New Tools - #26 Preparing for the week ahead
3/7/2016
In this episode we discuss Sunday night can be the most powerful time of your sales
week. You’ll learn how to you prepare your week by designing your three big goals
for the week, using your calendar wisely, designing ‘me time’, choose meetings and
the best forum to hold those meetings and which items to delegate.
New Tool: Choice Map If you are someone who struggles with decisions, you can
hyper-charged clarity through a tool like Choice Map which provides clarification of
your...
Duration:00:19:21
Old School with New Tools - #25 Sales Is Not A 4 Letter Word
2/29/2016
The title of salesperson has seemingly become a burden to big for some to bear…in
fact, we try to use creative sales titles to hide behind actually what we do. And over
the course of the last 100 years, the moniker of sales person generates a great deal
of angst. In this episode we discuss how this reputation has come about, and
ultimately, what you can do to control your reputation and design a title that is truly
reflective of who you are.
New Tool: Blab.im In episode 23, we took a...
Duration:00:19:04
Old School with New Tools - #24 The distinction between what’s wrong and what’s really wrong
2/22/2016
90% of what our customers tell us is what’s wrong…the other 10% is what’s really
wrong, and the true problem we should be out to sell. In this episode we discuss
how to ask the powerful questions which truly get to the root of what is the
customer’s pain (or gain).
New tool: Periscope and Meerkat are revolutionizing the face of live video. In this
new tools segment we address how you can use this tool to dramatically impact
your visibility in the immediate and long-term future.
Duration:00:17:38
Old School with New Tools - #23 Going through the Board—Having One Big Goal
2/15/2016
According to a Forbes article by Dan Diamond, Just 8% of us hold onto our New
Years Resolutions.
Why? A goal is not your bucket list…it’s like trying a shot gun/laundry list approach.
I’ll list 50 things and see how many I can get done.
We miss the smart goal format.
We miss a sequence of action steps to get to the end goal.
New Tools:
Fit Bit
any.do
Duration:00:20:38
Old School with New Tools - #22 Making A Great 2nd Impression
2/8/2016
Most of our first impressions are done via email and via digital means..but what
about our second impression?
New Tools:
Snap Dat
Flex Town
Duration:00:23:01
Old School with New Tools - #21 The Sales Journey, Interview with John Ivanko, CEO of Boon Road
2/1/2016
The world of sales is changing, but the Old School rule that People buy from People
they like and trust still applies.
So, how do you establish a relationship based in likability and trust based in your
online presence…well all of this comes down to your customer journey. Today, we
have an expert in the customer journey…John Ivanko CEO of Boon Road.
Duration:00:23:58
Old School with New Tools #20 - Urgency has a half-life
1/25/2016
New Tool: How to use iBooks or other Book/PDF apps.
Duration:00:17:16
Old School with New Tools - #19 The Brand Called You
1/18/2016
The reality of sales is that you are the brand! It’s not the product or service you
offer. You are the brand.
Duration:00:21:59
Old School with New Tools - #18 You Are Not Your Job Title
1/11/2016
Think about the last time you went to a business networking event. What’s the
second question that always follows…what’s your name? What do you do? The job
title seems to be ubiquitous and gives us social rank as well as context. The difficulty
is that many times we use our job titles to give us an identity, which dramatically
hinders our ability to sell.
New Tools:
mindtools.com
mindmapping.com
Duration:00:19:09
Old School with New Tools - #17 - Adding ING to Everything You Do
1/4/2016
We all want to have live a life with purpose, but most of us do
not take the intentional steps to focus on living each and every moment with
purpose. In this episode, we ask you to take a hard look at each and use the frame of
a simple, yet very powerful took to see ensure that each moment of your calendar is
focused on achieving your ‘greater than’ purpose.
New Tools:
http://inboxpause.com/
http://awayfind.com
Duration:00:18:46
Old School with New Tools - #16 Reframing Failure
12/28/2015
Everyone has a different way of defining what failure means. Why? Because we all
have different values, belief systems, fears and self-limiting habits. A failure to one
person can be defining while another person simply views the failure as another
opportunity to learn. What will you choose?
New Tech Tool of the Week
Coaching App: http://mentor-app.com
Duration:00:22:15
Old School with New Tools - #15 Making It Easy To Do Business With You
12/21/2015
We know our listeners do a great job of answering their phone and answering their email. You think it’s easy to do business with you right? Well maybe…in this podcast we learn to go beyond the basics and learn what it takes to truly make it even easier to do business with you.
New Tool: Doodle.com and Assistant.to
Old School With New Tools Dojo Handout
Duration:00:22:44
Old School with New Tools - #14 The Power of Relational Compound Interest
12/14/2015
With the holidays approaching, sales people are infamous for sending
along the holiday card or even the fancy holiday email. However, relationships are
operate much like an annuity…the more you invest, the more you get back. So, how
do you invest in a relationships so that your customers always know they are top of
mind. In this episode we discuss are variety of ways you can continually invest in
your most important relationships and activate trust with your clients anytime...
Duration:00:16:22
Old School with New Tools - #13 Always Have A Story To Tell
12/7/2015
In the Old School with New Tools training we discuss the Pain-Gain-Unique Proposition and Proof Model. This model allows for us to fulfill the 5:1 rule of listening and speaking as well as gives us a tool for matching our solution to their need. In this podcast, we learn how to expand upon our Proof, essentially: How to tell a compelling story which demonstrates the power of your offer.
Duration:00:21:44
Old School with New Tools #12 - What your customer is NOT saying
11/30/2015
Many times when you have conversations with customers, it’s not what they say that matters, but what they are NOT saying that you should pay attention to. In this episode, we’ll talk about how to truly listen, beyond the customer conversation to discover the hidden conversation going on in your prospect’s and customer’s head.
New Tool: LinkedIn Sales Navigator
Duration:00:19:02
Old School with New Tools #11 - Why Ask Questions
11/23/2015
During this episode we focus on Old School Questioning. We all know we are supposed to ask questions when we enter a sales meeting, but the truth is most of us do a TERRIBLE job of devising and delivering questions of substance and value. Though the Old School with New Tools framework, we talk about how to discover a clients Why, What and Will you?
Duration:00:20:54
Old School with New Tools - #10 Old School Email
11/16/2015
Most of us have used some form of email for almost 20 years now. Email has certainly involved over the course of that time and the rules of etiquette regarding email have changed as well. In this podcast, we talk about some of the little known and little practiced Old School email strategies that give you more time, and build more credibility with your prospects, customers and internal team.
Duration:00:22:08
Old School with New Tools #9 - The World of Sales is Changing
11/9/2015
No one needs to tell you that the world of sales is changing. But most of us are really
unsure about how to manage this change. During this episode we talk about how to
overcome what Dan Pink calls Information Asymmetry with your prospects. And
how to ensure that everyone on in your company understands that they are ALL in
sales.
New Tool: Google Alerts
Duration:00:23:17
Old School with New Tools - #8 6 Must-Have Apps Every Sales Professional Needs—Part 2
11/2/2015
Ever wonder how your competition is putting out more proposals, more rapidly
than you are. In this second part of the series, we learn the 3 must-have apps that
accelerate your urgency and the urgency of your clients building your likability and
trust with clients.
Duration:00:14:54