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Old School with New Tools - #26 Preparing for the week ahead

In this episode we discuss Sunday night can be the most powerful time of your salesweek. 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 priorities...


Old School with New Tools - #25 Sales Is Not A 4 Letter Word

The title of salesperson has seemingly become a burden to big for some to bear…infact, 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 look at...


Old School with New Tools - #24 The distinction between what’s wrong and what’s really wrong

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.


Old School with New Tools - #23 Going through the Board—Having One Big Goal

According to a Forbes article by Dan Diamond, Just 8% of us hold onto our NewYears 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


Old School with New Tools - #22 Making A Great 2nd Impression

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


Old School with New Tools - #21 The Sales Journey, Interview with John Ivanko, CEO of Boon Road

The world of sales is changing, but the Old School rule that People buy from Peoplethey 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.


Old School with New Tools #20 - Urgency has a half-life

New Tool: How to use iBooks or other Book/PDF apps.


Old School with New Tools - #19 The Brand Called You

The reality of sales is that you are the brand! It’s not the product or service youoffer. You are the brand.


Old School with New Tools - #18 You Are Not Your Job Title

Think about the last time you went to a business networking event. What’s thesecond 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


Old School with New Tools - #17 - Adding ING to Everything You Do

We all want to have live a life with purpose, but most of us donot 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


Old School with New Tools - #16 Reframing Failure

Everyone has a different way of defining what failure means. Why? Because we allhave 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


Old School with New Tools - #15 Making It Easy To Do Business With You

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


Old School with New Tools - #14 The Power of Relational Compound Interest

With the holidays approaching, sales people are infamous for sendingalong 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 of Companies...


Old School with New Tools - #13 Always Have A Story To Tell

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.


Old School with New Tools #12 - What your customer is NOT saying

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


Old School with New Tools #11 - Why Ask Questions

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?


Old School with New Tools - #10 Old School Email

Most of us have used some form of email for almost 20 years now. Email has certainly involved over the course of that time andthe rules of etiquette regardingemail 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.


Old School with New Tools #9 - The World of Sales is Changing

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


Old School with New Tools - #8 6 Must-Have Apps Every Sales Professional Needs—Part 2

Ever wonder how your competition is putting out more proposals, more rapidlythan 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.


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