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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 (00:00) Introduction to Susan Borke (06:14) Effective Negotiation Preparation Strategies (09:44) Embrace Diverse Perspectives in Sales (12:22) Understanding Clients' Perspectives in Negotiations (13:55) Recognizing and Disconnecting from Aggressive Negotiation Tactics (19:39) Negotiating Job Title and Staffing (21:07) Do Your Research and Determine Whether What You're Offering Fits Resources & People Mentioned Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury, and Bruce Patton Connect with Susan Borke Susan Borke on LinkedIn BorkeWorks Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Most shop owners I talk to are focused on the usual things: keeping the machines humming, staying profitable, maybe planning for growth or succession. But what if the real unlock for your shop wasn't more tech or tighter margins—but a completely different way of thinking about why your business exists in the first place? That's what today's episode is about. I sat down with Court Durkalski, CEO of Truline Industries, and honestly, this conversation hit me harder than most. Court runs a $23 million aerospace machining company with 120 employees—and they give away 10% of their gross sales to global charitable causes. Not profits—sales. That level of generosity is unheard of in manufacturing, and yet their quality metrics, delivery performance, and bottom line are world-class. The kicker? That whole culture came from a very personal place, and a journey that includes addiction, near financial collapse, and walking away from a path to ministry. I wanted to understand how a shop like Truline stays so focused, so precise, and so mission-aligned. And what I found is that none of it is accidental. From hiring practices to equipment decisions to the way they manage customer relationships, everything at Truline is built around this core belief that doing great work and doing good in the world aren't at odds—they're actually the same thing. If you're someone who's always thought values should stay separate from business—or maybe you've just never thought about your shop as a force for something bigger—I think this episode will leave you thinking differently. It sure did for me. You will want to hear this episode if you are interested in... (0:53) Grow your top and bottom line with CliftonLarsonAllen (CLA) (2:09) The moment I got choked up—and why Court's mission moved me (4:12) How Truline evolved from a tax write-off to an aerospace shop (12:10) Court's addiction and the personal crash that nearly ended it all (15:26) Leaving the shop behind for Bible college—and the shock that came next (17:23) The conference that changed Court's future and pulled him back to the business (19:20) Early steps toward CNC adoption and finding a niche in jet fuel pump parts (23:35) The tight tolerances, leaded bronze, and engineering details behind Truline's work (28:19) Ego, submission, and a defining leadership shift between father and son (34:05) What it means to run a “God-owned” company—and the cultural transformation it sparked (37:01) The 2008 recession, credit line debt, and the bold financial leap toward giving (48:42) The ROI of generosity: culture, retention, and $40M+ given away (50:39) How Truline earns customer trust—even when mission gets in the way of margins (57:04) The two things that are intrinsically tied to delivering excellence (1:02:22) Why you need to listen to Making Sparks Resources & People Mentioned Fellowship of Companies for Christ International Connect with Court Durkalski Truline Industries Connect with Court on LinkedIn Connect With Machine Shop Mastery The website LinkedIn YouTube Instagram Subscribe to Machine Shop Mastery on Apple, Spotify Audio Production and Show Notes by - PODCAST FAST TRACK
In this episode of Sales Reinvented, we sit down with Joanne Smith, a pricing expert and author of The Price Negotiation Playbook. Joanne dives deep into the world of price negotiation, sharing her proven strategies and tactics for navigating tough pricing conversations. Whether you're dealing with price pressure or high-stakes deals, Joanne's expert insights will help you confidently handle price negotiations and ensure you get the value you deserve. Outline of This Episode (0:52) What are the key differences between negotiation strategy and tactics? (1:58) How should companies adapt their pricing strategies during times of uncertainty? (3:50) Joanne's go-to negotiation strategy for high-stakes deals (5:45) Joanne's three favorite negotiation tactics (9:13) How important is planning in negotiation strategy and tactics? (10:35) Common negotiation strategies (and choosing the best to use) (14:40) How can salespeople recognize and counter aggressive negotiation tactics? (17:15) Joanne's top three negotiation strategy and tactics dos and don'ts (19:37) Can you share a real-world example of a successful negotiation? (15:00) What role does integrity and fairness play in successful negotiations? Connect with Joanne Smith Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Many golf courses pride themselves on their lush landscapes, but few stop to consider the unseen challenges of maintaining them—especially on remote islands. In this episode, we dive into the unexpected realities of water management at one of the world's most stunning new golf resorts, Cabot St. Lucia. Without easy access to freshwater, maintaining fairways and greens becomes a surprisingly complex and costly endeavor, revealing a hidden problem that many golf operations face without even realizing it. As director of agronomy Damon Di Giorgio explains, water scarcity isn't just a looming environmental issue—it's a daily operational reality that demands creative solutions. From reverse osmosis desalination systems to microclimate-specific management strategies, Damon and his team must be meticulous with every drop. Listeners will come to appreciate how standard practices elsewhere would spell disaster in a setting like St. Lucia—and why sustainable resource management isn't a bonus, but a necessity. By the end of the conversation, you'll see how Cabot St. Lucia isn't just surviving these challenges—they're setting a new standard for eco-conscious, cost-effective golf course management. Through innovative partnerships, on-site nurseries, and precision agronomy practices, the team at Cabot demonstrates that environmental sustainability and financial sustainability can—and must—go hand-in-hand for the future of golf. Topics covered: (0:00) Damon's intro and Cabot St. Lucia John Failla introduces Damon Di Giorgio and shares personal experience playing the course Damon shares his background and role at Cabot St. Lucia Overview of Cabot Collection and Point Hardy Golf Club (04:20) Damon's agronomy leadership Damon explains his “head trash picker-upper” philosophy Three key divisions: beach cleaning, landscaping, and course maintenance Emphasis on supporting and mentoring his team leaders (06:54) Defining sustainability locally Damon frames sustainability as both “the right thing” and “necessity” Explains high cost of desalinated irrigation water Describes Cabot's design prioritizing minimal water use (08:53) Island operations challenges Long, complex supply chains vs. mainland operations Heavy reliance on planning, stocking, and improvisation Specific issues with beach cleaning and sargassum influx (12:22) Big sustainability projects Replanting native plants removed during course construction Two onsite nurseries: landscaping propagation and organic farming Use of saltwater and organic fertilizers to reduce chemical use (20:44) Key partnerships advancing sustainability Entire Cabot Collection enrolled in Audubon's Platinum Signature Sanctuary program Toro partnership working toward AI-driven moisture management Regular soil testing and precision irrigation practices (27:10) Future vision and tech innovation Focus on microclimate-based management across the course Research collaborations to time pest and weed control naturally Dream of reusing desalination brine for sustainable herbicide solutions Resources & People Mentioned Cabot St. Lucia — https://cabotstlucia.com Audubon International's Platinum Signature Sanctuary Program — https://www.auduboninternational.org/signature-sanctuary-certification Toro and TurfRad Technologies — https://www.turfnet.com/news.html/toro-and-turfrad-develop-new-moisture-sensor-technology-r1840/ Connect with Damon Di Giorgio Connect with Damon Di Giorgio on LinkedIn Connect With Golf Sustainability LinkedIn Facebook Instagram X (Twitter) Email Subscribe to Golf Sustainability Apple Podcast Spotify Note: Timestamps provided are approximate. Thank you for listening to the Golf Sustainability podcast. If you found this episode interesting, don't forget to subscribe and leave a review! For more insights and updates on sustainable energy solutions, visit our website and follow us on social media. Audio, Video, and Show Notes by - PODCAST FAST TRACK
What if the key to successful negotiations wasn't about securing the best deal right away, but about building a lasting relationship that leads to ongoing success? In this episode, Paul Watts sits down with Mike Figliuolo, founder of Thought Leaders LLC, to explore how fostering relationships during the negotiation process can lead to more fruitful, long-term partnerships. Mike, a seasoned leader with a background in both the military and corporate America, shares how he's applied relationship-building strategies in high-stakes negotiations to ensure long-term success for both parties involved. Outline of This Episode (0:00) Introduction to Mike Figliuolo (1:40) The Difference Between Strategy and Tactics in Negotiation (2:31) Mike's Go-To Negotiation Strategies (3:37) Top Three Negotiation Tactics (5:59) Planning and Role-Playing for Successful Negotiations (7:06) Managing Complex Sales: Breaking Deals into Smaller Components (8:49) Counteracting Aggressive Negotiation Tactics (10:56) Top 3 Negotiation Strategy and Tactics dos and don'ts (14:41) The Importance of Relationships in Negotiation Resources & People Mentioned LinkedIn Learning Connect with Mike Figliuolo Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
What's the secret to successful negotiations? It's not just about making offers or striking deals—it's about creating the right kind of friction. In this episode, Paul Watts sits down with negotiation expert Saad Saad, who emphasizes that introducing healthy tension into conversations is a key strategy for achieving favorable outcomes. Saad explains how friction in a negotiation helps both parties fully assess the terms, leading to stronger, more deliberate decisions. Tune in to hear how mastering the art of friction can transform your approach to high-stakes deals and turn challenging negotiations into opportunities for success. Outline of This Episode (0:58) The difference between strategy and tactics (1:50) Saad's go-to negotiation strategy for high-stakes deals (2:47) Saad's three favorite negotiation tactics (4:56) The role of preparation and self-awareness in negotiation (6:52) Common negotiation strategies for complex sales (8:27) Handling aggressive negotiation tactics (11:35) Saad's top negotiation dos and don'ts (15:13) Saad's real-world negotiation story Connect with Saad Saad BOOK: In the Lead Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
What's the real difference between negotiation strategy and tactics, and why does it matter so much in high-stakes deals? In this episode of Sales Reinvented, we're joined by Stuart Foster, an international sales performance coach, who answers this question and shares his expertise on navigating complex negotiations. Stuart reveals how understanding the balance between strategy and tactics can be the key to closing deals, building long-term relationships, and ensuring mutual success. Whether you're negotiating with a tough buyer or trying to secure a lasting partnership, Stuart's actionable advice will equip you with the tools you need to master the art of negotiation. Outline of This Episode (0:51) What is the difference between negotiation strategy and tactics? (1:26) How should strategy and tactics complement each other in a deal? (2:22) Stuart's go-to negotiation strategy for high-stakes deals (5:28) The role of planning in negotiation strategy and tactics (6:55) Common negotiation strategies in complex sales (8:55) How to handle aggressive negotiation tactics from buyers (10:30) Stuart's top three negotiation strategy dos and don'ts (13:38) Real-world example of applying strategy and tactics in a high-stakes deal Connect with Stuart Foster Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
buildings—I knew I had to talk to the guy behind it. In this episode, I sit down with Billy Hogge, the second-generation leader of Screwmatics out of Pageland, South Carolina. His story is incredible. His parents started the company 37 years ago with just two screw machines, and today it's grown into one of the largest and most efficient high-volume machining operations I've ever seen. We talk about how Billy and his team have scaled so effectively by staying relentlessly sales-driven—even when they're at capacity—and by reinvesting in automation, Swiss and CNC machines, and lights-out manufacturing. One of the wildest things he shares? Their top six customers today weren't even customers five years ago. That's how aggressive and strategic their growth has been. We also dive deep into workforce development. Billy's all-in on building the next generation of machinists, partnering with local schools, serving on state workforce boards, and even helping shape tech school curriculums. He shares some great tips for how to find and keep good people—and how to help them grow within your team. Whether you're running a small job shop or a larger operation, there's something here for everyone. Billy offers so much wisdom on machine strategy, culture, sales, and what it really takes to grow and modernize a shop in today's market. This one's packed with insights, and I'm confident you'll walk away inspired—and probably scribbling down a few action items. You will want to hear this episode if you are interested in... (0:22) Why you need to complete the Modern Machine Shop Top Shops Survey (1:50) Overview of Screwmatics' size, history, and impressive 16-building campus (7:41) How they run lights-out automation and fully automated second shifts (9:13) Learn more about Screwmatic's global client base (13:07) Billy's personal journey into the business and rise to vice president (16:09) Achieving growth without a designated sales team (20:42) The secret sauce in Screwmatic's process (25:45) Operating in a high-volume environment (28:20) Why Billy is always filling the pipeline with opportunities (35:54) Strategic machine investments using Section 179 with strong ROI focus (37:24) Partnering with schools and shaping curriculum for workforce development (45:17) Their culture of individual growth, flexible pay, and long-term employee success (48:09) Using ChatGPT to train operators on G-code and boost self-learning (50:00) The automation implementation process at Screwmatics (1:03:20) Why you need to listen to the Lights Out podcast Resources & People Mentioned Complete the Modern Machine Shop Top Shops Survey Connect with Billy Hogge Screwmatics Connect on LinkedIn Billy.Hogge@Screwmatics.com Connect With Machine Shop Mastery The website LinkedIn YouTube Instagram Subscribe to Machine Shop Mastery on Apple, Spotify Audio Production and Show Notes by - PODCAST FAST TRACK
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 (1:00) Jeanette defines the difference between negotiation strategy and tactics (2:44) Jeanette's go-to negotiation strategy for high-stakes deals (3:57) Jeanette's three favorite negotiation tactics for leveraging tough deals (6:10) Normative leverage and how it applies to collaborative negotiations (7:35) The role of planning in developing negotiation strategies and tactics (8:51) How do you determine the most effective negotiation strategy? (11:16) Recognizing and countering aggressive negotiation tactics (15:24) Jeanette's top three negotiation do's and don'ts (18:53) Navigating a sticky real-world negotiation Resources & People Mentioned Negotiation Preparation on the Fly Connect with Jeanette Nyden Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
What if the next big movement in golf wasn't happening on the course, but in a dark room with a screen and a sensor? In this episode, we explore the future of the game through the lens of indoor golf — a trend that's already transformed the sport in South Korea and is poised to do the same in North America. Most golfers still think of simulators as a niche tech gimmick or a winter-time alternative. But for millions of new players in Asia, they're the starting point — and, increasingly, the standard. Sean Pyun, President & CEO of GOLFZON America, joins the show to break down how Korea built an entire golf ecosystem indoors — complete with leagues, tournaments, retail stores, and even its own network of green grass courses. It's not just about simulation accuracy; it's about accessibility, inclusivity, and rethinking how and where people engage with the game. If you've never considered indoor golf a serious part of the sport's future, this conversation will change that. Topics covered: The Indoor Golf Revolution (0:00) The emergence of a full-stack golf ecosystem in Korea (5:42) Why indoor golf isn't just a novelty — it's a pipeline (10:56) The American market needs more than a product — it needs localization (15:08) Overcoming simulator skepticism and changing minds (20:52) Turning indoor golf into a competitive league ecosystem (27:33) Bigger purpose: charity, inclusion, and City Golf's future (36:48) Resources & People Mentioned GOLFZON America – https://www.GOLFZONgolf.com Arnold Palmer Foundation – https://palmerfoundation.org/ TGL (Tech-Infused Golf League) – https://tglgolf.com Connect with Sean Pyun Connect with Sean Pyun on LinkedIn Connect With Golf Sustainability LinkedIn Facebook Instagram X (Twitter) Email Subscribe to Golf Sustainability Apple Podcast Spotify Note: Timestamps provided are approximate. Thank you for listening to the Golf Sustainability podcast. If you found this episode interesting, don't forget to subscribe and leave a review! For more insights and updates on sustainable energy solutions, visit our website and follow us on social media. Audio, Video, and Show Notes by - PODCAST FAST TRACK
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 (1:10) What's the difference between negotiation strategy and tactics? (2:06) Phil's go-to negotiation strategy for high-stakes deals (3:34) The top three negotiation tactics Phil swears by (6:35)) The role of planning in negotiations (7:56) The different strategies used in complex sales (10:41) Handling emotional responses in negotiations and why staying calm is key (15:06) Phil's Do's and Don'ts in negotiation strategy and tactics (20:03) How odd numbers made a big impact on the outcome of a negotiation Connect with Phil Brown Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
How do you go from being the kid who couldn't sit still in class to leading the machine shop for one of Elon Musk's most ambitious ventures? In this gripping and often jaw-dropping episode, I sit down with Jim Cooney—Head of the Machine Shop at Neuralink—for a raw and refreshingly honest conversation about resilience, reinvention, and the unconventional road to mastery in machining. While Jim isn't a shop owner (my usual guest profile), his story offers every bit of the leadership lessons, grit, and insight that Machine Shop Mastery is known for. From his humble beginnings as a high school co-op student in Canada, Jim details how a lack of direction became fuel for a deeply hands-on journey into the world of machining. With stories of brutal old-school shop cultures, tools thrown across the room, and managers who trained with tough love (and zero patience), Jim paints a vivid picture of how adversity shaped his technical excellence and emotional resilience. But what really sets this episode apart is Jim's transition from traditional tool & die work to the heart of Silicon Valley innovation. His career path took him from automotive stamping in Ontario to leading critical manufacturing efforts at Tesla, Apollo Fusion, and now Neuralink. He shares what it's like building high-stakes, high-tech parts under pressure—and how working insane hours during Tesla's “production hell” made him sharper, faster, and more adaptable. If you want a peek into the mindset and muscle it takes to thrive in a fast-paced, bleeding-edge manufacturing environment—or you're looking for inspiration on how to grow through adversity—this episode delivers in spades. You will want to hear this episode if you are interested in… (0:00) Jim kicks off with a fun story about getting a missile export license (0:14) Why you should complete the Modern Machine Shops Top Shops Survey (1:42) Learn about Jim Cooney and his unique journey in manufacturing (4:35) Jim shares how struggling in school led him to discover machining (8:00) Stories from his early days in tough, old-school Canadian machine shops (10:44) Jim explains Canada's apprenticeship system and earning his Red Seal (14:19) Jim's first exposure to CNC and CAM at Massiv Die Form (20:04) Why Jim quit on the spot after being massively undervalued (22:13) How Jim moved into machining instruction at a college (25:46) How teaching machining and coaching hockey built his leadership skills (28:27) A surprise text leads Jim to Tesla during “production hell” (31:17) Wild stories from Tesla's stamping department and nonstop chaos (34:21) Navigating the die process at Tesla (repair work) (38:15) Creating a game-changing apprenticeship program inside Tesla (40:41) Moving into the startup world with Apollo Fusion and later Astra (46:00) Facing burnout, broken promises, and the tough side of acquisitions (48:58) Quitting Astro and joining Neuralink the day he got his green card (51:49) Jim's experience working at Neuralink (and their trajectory) (57:12) Jim's process choosing the machinery they needed (1:00:15) Building and growing a team with a high standard of excellence (1:03:37) Skills to acquire if you aspire to be in leadership (1:06:33) Why you need to check out the Lights Out podcast Resources & People Mentioned Complete the Modern Machine Shops Top Shops Survey Tesla Neuralink Connect with Jim Cooney Connect on LinkedIn Connect With Machine Shop Mastery The website LinkedIn YouTube Instagram Subscribe to Machine Shop Mastery on Apple, Spotify Audio Production and Show Notes by - PODCAST FAST TRACK
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 (0:58) The difference between negotiation strategies and tactics (2:36) Scott's go-to strategy for high-stakes deals: The growth strategy (3:20) Scott reveals three of his most effective negotiation tactics (4:32) The importance of planning in negotiation (5:47) Understanding the role of conditioning in negotiation (6:30) The most effective negotiation strategy to use (8:16) Recognizing and countering aggressive negotiation tactics (10:26) Scott's do's and don'ts of negotiation strategy and tactics (12:23) Showcasing the power of planning and communication Connect with Scott Chepow Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Most people don't think twice about the public golf courses in their city—until they start disappearing. Across the country, historic municipal courses have been neglected for decades, leaving behind a patchwork of underfunded, undermaintained spaces that struggle to serve their communities. But there's a shift happening, and it's reshaping the future of the game. Will Smith, co-founder of the National Links Trust, has been at the center of that shift. He and his team took on the ambitious task of restoring three historic municipal courses in Washington, D.C., securing a 50-year lease and enlisting some of the best architects in the game. These aren't just renovations; they're a rethinking of what public golf can be. With a focus on accessibility, sustainability, and financial viability, the work being done is proving that municipal courses don't have to be stuck in a cycle of decline. The way forward for public golf isn't just about fixing tee boxes and bunkers—it's about creating spaces that truly serve their communities. The changes happening in D.C. offer a roadmap for how cities everywhere can reclaim their public courses and make the game more welcoming for generations to come. Topics covered: The neglected state of municipal golf and why it matters [00:50] The National Links Trust and the fight to restore public courses [03:00] Rethinking what a municipal golf course can be [08:10] The business model behind municipal golf's comeback [11:10] The future of public golf and what's at stake [16:30] How municipal golf courses can secure funding for long-term success [20:00] The national movement to restore and protect municipal golf courses [28:10] Final thoughts: The lasting impact of municipal golf restoration [36:00] Resources & People Mentioned National Links Trust – Revitalizing historic municipal golf courses. Troon – Management partner bringing sustainability to public golf. Gil Hanse & Tom Doak – World-class architects restoring D.C.'s muni courses. Doak's site. Connect with Will Smith Connect with Will Smith on LinkedIn Connect With Golf Sustainability LinkedIn Facebook Instagram X (Twitter) Email Subscribe to Golf Sustainability Apple Podcast Spotify Note: Timestamps provided are approximate. Thank you for listening to the Golf Sustainability podcast. If you found this episode interesting, don't forget to subscribe and leave a review! For more insights and updates on sustainable energy solutions, visit our website and follow us on social media. Audio, Video, and Show Notes by - PODCAST FAST TRACK
I'm excited to welcome Julia Hermann, CFA, Global Market Strategist at New York Life Investments, to today's episode. As a director on the Global Market Strategy team, Julia provides valuable economic research, asset allocation insights, and thought leadership that help guide investment decisions. She's also the co-host of the “Market Matters” podcast.Before joining New York Life, Julia worked as a Global Market Strategist for an emerging markets equity fund. She's a CFA Charterholder, a summa cum laude graduate from the University of Notre Dame, and holds a Master's in International Economics from Johns Hopkins SAIS. Today, Julia will share her insights on global market narratives and their impact on investment strategies moving forward.You will want to hear this episode if you are interested in...Welcome to UPThinking Finance (0:00)How Julia discovers what information is important to investors (1:30)How should people develop a reliable market view? (7:00)The narratives Julia believes have a significant impact on market decision-making (8:30)Julia's research strategies about USA Federal debt (10:10)AI's influence on the market (16:10)Impacts of tariffs on businesses and the market (25:00)Global markets exploring alternatives to the US dollar (31:40)Julie Herrman is not affiliated with or endorsed by LPL Financial or Capital Investment Advisers.Securities and Advisory services offered through LPL Financial. A registered investment advisor. Member FINRA & SIPC.The financial professionals associated with LPL Financial may discuss and/or transact business only with residents of the states in which they are properly registered or licensed. No offers may be made or accepted from any resident of any other state. Resources & People MentionedMarket Matters PodcastConnect With Julia Hermann, CFAJulia Hermann, CFAConnect on LinkedInConnect with Emerson FerschCapital Investment AdvisersOn LinkedInSubscribe to Upthinking FinanceAudio Production and Show Notes by - PODCAST FAST TRACK
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 (00:01) The key differences between negotiation strategy and negotiation tactics (03:10) Shawn's go-to negotiation strategy when entering a high-stakes deal (06:20) Shawn's three favorite negotiation tactics (09:30) The role of planning in the development and use of negotiation strategy (12:10) The common negotiation strategies being used in complex sales (14:50) How should a salesperson handle aggressive negotiation tactics? (16:30) Shawn's top three negotiation strategy and tactics do's and don'ts (19:10) Can you share a real-world example where you successfully applied negotiation strategy and tactics? Resources & People Mentioned CrystalKnows Connect with Shawn Karol Sandy Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Have you ever thought about what it takes to make the leap from employee to employer in the machining world? In this episode of Machine Shop Mastery, I'm joined by Adam Zimmer, the founder of Zimmer Design & Manufacturing. Adam's journey is a remarkable one—he went from working as a tool and die maker to owning and growing his own successful machine shop in just three years. What started as a one-person shop is now an operation with 11 employees, nine machines, and three shifts running. In our conversation, Adam reveals how he made this transition, from learning the ropes as an employee to becoming an employer and leader. Adam explains how he built a company culture based on trust and autonomy, while networking and community involvement played a key role in his success. He also highlights how strategic investments in technology, such as ERP systems and automation, have fueled his rapid growth. Adam also talks about the value of working with a business coach to refine his management and financial strategies. If you're considering making the jump from employee to employer, or simply looking for ways to scale your own machine shop, Adam's insights into hiring, process optimization, and leadership are sure to inspire you. This episode offers practical lessons from a business owner who has experienced it all firsthand. You will want to hear this episode if you are interested in... (0:00) Adam's transition from musician to machinist (3:53) How Adam started Zimmer Design & Manufacturing (7:06) Diving in and acquiring a business and customers (11:21) The importance of networking to grow your customer base (13:31) Building a company culture based on trust and autonomy (16:01) Delegation and leadership: Adam's approach (18:25) Using technology and automation to scale the business (20:57) How Adam finds and hires the right people (26:21) Why you need to check out Buy the Numbers (28:14) How Adam builds trust with his team (35:41) Overcoming challenges in the early stages of growth (42:58) Adam's strategic moves and biggest wins (45:37) Advice for new shop owners or those looking to scale their business (49:40) Why Adam decided to hire a business coach Resources & People Mentioned Zimmer Design & Manufacturing Store Adam on Manufacturing Transformed DiSC® Profile ProShop ERP Connect with Adam Zimmer Zimmer Design & Manufacturing Connect with Adam on LinkedIn Connect With Machine Shop Mastery The website LinkedIn YouTube Instagram Subscribe to Machine Shop Mastery on Apple, Spotify Audio Production and Show Notes by - PODCAST FAST TRACK
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 (0:00) Introduction to Jay Heinrichs and his background (1:03) The difference between negotiation strategy and tactics (1:51) Jay's go-to negotiation strategy for high-stakes deals (3:00) Jay shares his top three negotiation tactics (5:01) The role of planning in negotiation strategy (6:21) Why framing is a powerful persuasion tool (8:03) How to counter aggressive negotiation tactics (9:50) Jay's top three negotiation do's and don'ts (13:36) Jay's successful negotiation with NASA Resources & People Mentioned Thank You for Arguing Aristotle's Guide to Self Persuasion Connect with Jay Heinrichs Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Golf is at a pivotal moment, where the traditions of the game intersect with the pressing need to care for the environment in which we play. Today, I'm speaking with Eleanor Brown, Director of Sustainability at Southworth Development, whose work is charting a new course for the industry. Her role is not just groundbreaking—it's essential. As one of the first leaders of sustainability in golf, she's shaping practices that balance environmental stewardship with the high standards of luxury golf communities. Eleanor's journey is inspiring, beginning with her background in environmental law and evolving into a role where she applies those principles in a practical, business-focused way. Her work spans everything from introducing renewable energy solutions to eliminating single-use plastics, all while considering the unique challenges and opportunities presented by Southworth's properties, which range from Cape Cod to the Bahamas. This conversation is about what it takes to turn ideals into action. It's a look at how golf can honor its connection to nature while adapting to the challenges of a changing world. Whether you're deeply involved in the sport or just passionate about sustainability, there are lessons here for everyone. Let's hear how Eleanor is leading by example. Topics covered: Start (0:00) Eleanor's Background and Journey to Southworth (1:00) Southworth's Philosophy on Sustainability (6:26) Implementing Sustainability Across Diverse Properties (10:51) Eliminating Single-Use Plastics and Rethinking Waste (13:19) Renewable Energy Initiatives at Southworth (18:16) Linking Environmental and Social Sustainability (24:25) Personal Reflections on Sustainability and Leadership (30:00) Resources & People Mentioned Greenbridge Energy – Renewable energy solutions provider. Nordaq – Swedish water filtration company specializing in eliminating microplastics and pharmaceuticals. Pela Cases – Biodegradable phone covers (mentioned as a personal sustainability inspiration). Connect with Our Guests Eleanor Brown on LinkedIn Connect With Golf Sustainability LinkedIn Facebook Instagram X (Twitter) Email Subscribe to Golf Sustainability Apple Podcast Spotify Note: Timestamps provided are approximate. Thank you for listening to the Golf Sustainability podcast. If you found this episode interesting, don't forget to subscribe and leave a review! For more insights and updates on sustainable energy solutions, visit our website and follow us on social media. Audio, Video, and Show Notes by - PODCAST FAST TRACK
]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 (0:00) Introduction to Santino Pasutto (1:04) The differences between negotiation strategy vs. tactics (2:14) Santino's go-to negotiation strategy (3:33) Santino's favorite negotiation tactics (5:33) The role of planning strategy and tactics (6:39) Resource-Based Modeling (RBM) (9:55) How to recognize and counter aggressive negotiation tactics (12:28) Santino's top three negotiation strategy and tactics dos and don'ts (15:46) Closing the Deal: Know Your Worth Resources & People Mentioned Resource-Based Theory and the Value Creation Framework Connect with Santino Pasutto Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
What if understanding the true cost of every part you produce could be the key to scaling your machine shop? In this episode of Machine Shop Mastery, Paul Van Metre is joined by Marvin Rodriguez from True Precision Machining to explore the strategies that have driven the company's remarkable growth. Marvin shares his journey from starting with little formal education to leading a high-performance machine shop that blends cutting-edge technology with a deeply rooted commitment to craftsmanship. The conversation covers essential topics that all machine shop owners and managers should consider to scale their operations while ensuring quality and profitability. Marvin reveals how they use activity-based costing for accurate pricing, the importance of offering competitive yet fair quotes, and how to manage production shifts effectively. One of the key highlights of this episode is Marvin's discussion on how True Precision improved its profitability by understanding and adjusting their pricing models, not just for prototype work but also for high-volume production. He emphasizes the importance of paying attention to administrative and operational costs, which often get overlooked in traditional pricing models. They also delve into building a sustainable work culture, from offering six-figure salaries to top employees to providing clear communication and growth paths for all staff members. This approach has allowed True Precision to maintain quality while attracting and retaining top talent. Additionally, Marvin takes us through their innovative use of AI to streamline quoting and estimating processes, something that is transforming the way they handle administrative work. He talks about how automation and technology have enabled them to make smarter decisions, improve efficiency, and stay competitive in an ever-evolving manufacturing landscape. Whether you run a small shop or are looking to grow a larger operation, this episode offers invaluable insights into optimizing processes, building strong relationships with customers, and ensuring that your business can thrive for years to come. You will want to hear this episode if you are interested in... (0:00) Introduction to Marvin Rodriguez and True Precision Machining (2:48) Marvin's journey into the machining industry and his experience in various shops (4:50) True Precision's evolution from 10 CNCs to 17 CNCs and 45 employees (8:19) Activity-based costing and how it improves the company's pricing structure (10:52) Operational efficiency and the benefits of running multiple shifts (15:02) How True Precision improved its customer relationships (18:07) Strategies for managing R&D and prototype jobs while scaling production (24:32) Converting customers from R&D to high-production orders (27:05) Improving on-time delivery with ProShop ERP (28:10) The challenges and rewards of adding multiple shifts (33:04) Building a positive shop culture by recognizing and supporting employees (37:04) The management metrics that True Precision prioritizes (40:04) How True Precision approaches sales and marketing (45:12) The importance of paying employees well and offering clear growth paths (48:14) Key takeaways for shop owners looking to grow their business Resources & People Mentioned ProShop ERP Connect with Marvin Rodriguez True Precision Machining Connect With Machine Shop Mastery The website LinkedIn YouTube Instagram Subscribe to Machine Shop Mastery on Apple, Spotify Audio Production and Show Notes by - PODCAST FAST TRACK
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 (0:00) Introduction to Randy Kutz and (0:56) The differences between negotiation strategy vs. tactics (2:18) Randy's go-to negotiation strategy (4:35) Randy's top three negotiation tactics (9:25) The role of planning strategy and tactics (12:21) Common negotiation strategies for complex sales (16:31) How to recognize and counter aggressive negotiation tactics (21:53) Randy's top three negotiation strategy and tactics dos and don'ts (26:49) Why you shouldn't just throw money at problems Resources & People Mentioned Chris Voss Connect with Randy Kutz Scotwork Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
What if the key to the future of golf was hidden in how a course manages its water? For Matteo Serena, Senior Manager of Irrigation Research and Services at the USGA, this question drives his work every day. From native grasses to advanced irrigation systems, Matteo is exploring how courses can use less water without sacrificing playability. With a career spanning research in Italy and the arid Southwest of the United States, Matteo combines a passion for innovation with a deep understanding of turfgrass science. His work with the USGA's 15-30-45 initiative is transforming how courses think about their most critical resource, offering practical solutions that are already making an impact. Matteo's journey, from academic research to applying those findings on real courses, is a testament to his commitment to the game. By working with superintendents, researchers, and course managers, he's helping golf courses thrive while using smarter approaches to resource management. Topics covered: Why Water Use is Central to Golf's Future (0:00) Matteo's Journey: From Italy to the USGA (01:56) The USGA Green Section and the 15-30-45 Initiative (7:50) Innovations in Grasses and Irrigation Upgrades (15:40) Technology's Role in Precision Water Management (24:05) Partnerships and Knowledge Sharing in Golf (31:35) Challenges, Inspiration, and Building a Legacy (36:30) Resources & People Mentioned GCSAA – Supporting golf superintendents with education and resources. TifTuf and Tahoma 31 Cultivars – Drought-resistant grasses for improved water efficiency. Connect with Matteo Serena Matteo Serena on LinkedIn Connect With Golf Sustainability LinkedIn Facebook Instagram X (Twitter) Email Subscribe to Golf Sustainability Apple Podcast Spotify Note: Timestamps provided are approximate. Thank you for listening to the Golf Sustainability podcast. If you found this episode interesting, don't forget to subscribe and leave a review! For more insights and updates on sustainable energy solutions, visit our website and follow us on social media. Audio, Video, and Show Notes by - PODCAST FAST TRACK
How can 150 acres of urban public green space benefit a community beyond recreational access? How can a golf course address stormwater runoff and pollution issues, improve water quality, revitalize habitats, and improve biodiversity? How can it create partnerships and programs with other nonprofits to improve access and inclusion for underrepresented populations (while keeping the game affordable for all)? Andrew Szunyog has dedicated his career to improving the relationship between the game of golf and its surrounding communities. Municipal golf courses are becoming community centers to facilitate a healthy environment and places for people to go. As the Director of Sustainability at National Links Trust, he's laid out the most comprehensive framework for sustainability at a golf course that I've ever heard. His report outlines four buckets addressing emissions and runoffs, resource efficiency, waste management, and community and environmental stewardship. Topics covered: Andrew's career journey to the Director of Sustainability at National Links Trust [1:39] After graduating from the University of Florida in 2003 with a degree in Business and Sports Management, Andrew got a minimum-wage job at a local course working in outside operations. He quickly learned he wanted to spend his life in golf. Six months later, his dad passed away unexpectedly. His inheritance allowed him to complete a 16-month program at Professional Golfers Career College. He fell in love with running tournaments. He got an internship with the Arnold Palmer Invitational in 2006 and 2007 where he learned volunteer management, spectator management, ticket sales, and more. He completed a research project on “What does Sustainability in Golf Mean?” and what organizations are doing to be responsible for their impact on the environment. He realized there was an intersection between social and environmental justice and wanted to understand how golf fits in that. He wants the tournaments he runs to have some higher purpose that provides value. Together with Alex Baxter and Andre Paul, they created a golf sustainability mastermind group which transformed into a newsletter and blog. They created a platform for the golf industry to tell its sustainability journey. When he learned that The National Links Trust formed, he made himself available for volunteer opportunities. In 2021, he was working with Blue Strike Environmental when National Links Trust reached out to him to lead a sustainability panel for their first annual symposium on municipal golf. Afterward, NLT asked him to become their in-house sustainability professional. The origin, purpose, and mission of the National Links Trust [00:26:19] The National Links Trust is a 501C3 non-profit organization that has a 50-year lease with the National Park Service to manage the three public golf courses in D.C. The goal over the 50-year lease is to renovate all three courses to give them a fresh look, built with sustainability in mind, presenting the historical significance of what the courses mean to the city. They will break ground on Rock Creek Park on November 1st, 2024. They've set a two-year timeline for the renovations of each course. Developing a sustainability report for the National Links Trust [00:30:17] Andrew is writing a sustainability report and created frameworks to address the impact of their operations, how they will address root causes, and rebuild with sustainability in mind. Bucket one accounts for emissions and runoffs. It's looking at water quality monitoring to reduce waste pollution, looking at reducing emissions, and addressing nutrient and pesticide management. Bucket two looks at resource efficiency, covering energy audits, electrifying the infrastructure, lighting audits, upgraded HVAC systems, window tinting, automatic on/off switches, and water efficiency. This also includes retrofitting and upgrading their historical structures. Bucket three is waste management procurement. Their goal is to eliminate single-use practices, ban plastic tees, and work with vendors to make sure products are sent in compostable plastic packaging. They'll create partnerships to become zero waste. The fourth bucket is geared toward community and environmental stewardship, improving access to the game, and developing partnerships that promote sustainability, climate resilience, and social and environmental justice. They'll create volunteer programs, community programming, internships, and much more. What's motivating the reinvention of municipal golf courses [00:44:40] Their mission is to show the value that municipal courses have as community assets. These places are entry points for well over half of people who play golf. If a golf course is viewed as a park, money won't be set aside for upkeep. But if it's viewed as an asset, it becomes a sustainable business that can make money. What drives Andrew to make a difference in golf sustainability [00:50:18] Andrew strives to ensure that the game of golf continues for future generations, remaining affordable, accessible, and sustainable. He hopes that future golf professionals can work in an industry that's sustainable, responsible, and accountable for its actions and operations. Andrew's ultimate vision is that when people think of golf, they think of municipal golf. It's the place that drives community change within the sports world. Resources & People Mentioned The Greatest Game Ever Played Professional Golfers Career College Connect with Andrew Szunyog National Links Trust Driving the Green Connect on LinkedIn Connect With Golf Sustainability LinkedIn Facebook Instagram X (Twitter) Subscribe to Golf Sustainability Apple Podcast Spotify Note: Timestamps provided are approximate. Thank you for listening to the Golf Sustainability podcast. If you found this episode interesting, don't forget to subscribe and leave a review! For more insights and updates on sustainable energy solutions, visit our website and follow us on social media. Audio, Video, and Show Notes by - PODCAST FAST TRACK
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 (0:00) Introduction to Lucy Chamberlain (1:01) Strategy vs. Tactics: What's the Difference? (2:43) Lucy's Go-To Negotiation Frameworks (5:11) Top Negotiation Tactics: Power in the Pause & More (7:11) The Role of Planning in Negotiation (8:36) How to Determine what Strategy is Effective (9:41) Overcoming Aggressive Tactics (10:58) Lucy's Top Dos and Don'ts in Negotiation (13:42) Winning a High-Stakes Deal Connect with Lucy Chamberlain LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
In this episode of Machine Shop Mastery, Jason Davis, CEO of D&D Enterprises, is back for an insightful conversation on navigating growth and operational expansion in 2025. With nearly 26 years of experience in the machining industry, Jason shares his insights on scaling operations and avoiding the common pitfalls that come with growth. We dig into three main areas crucial for expanding your shop in the coming year: Adding capacity, improving sales and marketing, and managing new customer relationships. Jason dives into the specifics of adding shifts, particularly the challenges and best practices that come with implementing a second shift. From training the right people to ensuring smooth operations, this segment provides actionable tips that will help your shop maximize its potential. We also touch on how to navigate the complexities of working with new customers and industries, including handling new requirements and flow downs that can often lead to unexpected challenges. Jason shares his practical advice on how to minimize these risks and ensure smooth transitions when taking on new work. The episode also covers the importance of sales and marketing in driving growth. Jason highlights the role of trade shows, social media, and customer relationship-building in attracting new business and maintaining strong connections with existing clients. With a focus on providing tangible, real-world examples, this episode equips you with the tools you need to refine your business strategy for 2025 and beyond. Whether you're preparing for a year of growth or looking for ways to streamline your operations, this episode is filled with valuable insights that will help you tackle the challenges of scaling your machine shop with confidence. Tune in for practical tips that can make a big difference in your success this year. You will want to hear this episode if you are interested in... (0:00) Jason reintroduces himself and D&D Enterprises (7:45) Recapping what we covered in episode #63 (8:56) Prepare for growth in 2025 with a plan and process (12:42) Adding shifts and growing capacity without overextending resources (25:41) You can't undervalue the importance of an ERP system (31:42) Sales and marketing strategies for machine shops in 2025 (38:20) The importance of investing time into trade shows (50:53) The challenges of managing new customer relationships (35:00) Best practices for avoiding common pitfalls with new customers (45:00) Jason shares insights on effective communication and inspection practices (52:00) Key takeaways on being proactive in customer relationships (55:00) Maintaining momentum, continually improving processes, and adapting to changing needs Resources & People Mentioned 63. Solving the Puzzle of Strategic Growth with Jason Davis from D&D Enterprises Connect with Jason Davis D&D Enterprises Connect on LinkedIn Friend on Facebook Follow on Instagram Connect With Machine Shop Mastery The website LinkedIn YouTube Instagram Subscribe to Machine Shop Mastery on Apple, Spotify Audio Production and Show Notes by - PODCAST FAST TRACK
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 (0:00) Introduction of Dr. Keld Jensen and overview of the episode (1:00) Difference between negotiation Strategy and Tactics (2:42) Keld's go-to negotiation strategy (4:38) The power of NegoEconomics in negotiation (7:37) The role of planning in negotiation strategy (9:22) How to determine the most effective strategy (12:13) Countering aggressive negotiation tactics (16:43) Keld's negotiation do's and don'ts (20:38) Applying strategy and tactics to close a deal Resources & People Mentioned The Elements of Negotiation SMARTnership Connect with Keld Jensen Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
What if the game of golf could truly embrace its origins as a sport for everyone? Today I have the pleasure of sitting down with Russell Smith of Golf It! to uncover how this groundbreaking facility in Glasgow, Scotland, is redefining golf's accessibility and inclusivity. Golf It! is a bold and innovative concept backed by the Royal & Ancient Golf Club (R&A), and it challenges stereotypes while creating a welcoming pathway into the game for families, lapsed golfers, and time-starved players alike. Golf It! is breaking traditional rules to foster community connections, breathe new life into an underutilized space, and make golf accessible to all ages and abilities. From creating adventure golf courses inspired by children's ideas to embedding accessibility into every facet of their operations, Golf It! has become much more than a sports venue—it's a vibrant community hub transforming how people engage with golf. Whether you're passionate about sustainability, intrigued by the intersection of sport and social impact, or simply curious about the future of golf, this episode is packed with inspiration. From partnerships with global brands to programs for schools and individuals with disabilities, Golf It! sets a new benchmark for how golf can thrive for generations to come. Topics covered: Setting the Stage: Introducing Golf It! [0:00] The Origins and Mission of Golf It! [6:15] A New Pathway to Golf [14:35] Engaging the Community [25:00] Expanding Golf's Reach [34:23] Golf for All Abilities [42:43] Partnerships and Future Impact [48:58] Resources & People Mentioned Golf It!: Website The R&A: Website AIG Women's Open: Website EDGA: Website Callaway Golf: Website Arnold & Winnie Palmer Foundation: Website Russell Smith on LinkedIn Connect With Golf Sustainability LinkedIn Facebook Instagram X (Twitter) Email Subscribe to Golf Sustainability Apple Podcast Spotify Note: Timestamps provided are approximate. Thank you for listening to the Golf Sustainability podcast. If you found this episode interesting, don't forget to subscribe and leave a review! For more insights and updates on sustainable energy solutions, visit our website and follow us on social media. Audio, Video, and Show Notes by - PODCAST FAST TRACK
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 [1:08] The most common types of objections salespeople face [2:33] The biggest mistake that salespeople make [4:39] How Art responds to objections [7:25] The role of empathy in handling objections [8:40] How to handle objections with confidence [11:24] Art's top 3 objection handling dos and don'ts [14:44] Art's four-step framework at work Resources & People Mentioned Art's FREE objection masterclass Connect with Art Sobzcak Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Today's guest is Kirk Phelps from American Precision Partners, a key figure driving the growth and transformation of multiple machine shops. Kirk's journey into machining began as a teenager in his dad's shop, where he started on manual machines while attending trade school. After experiencing burnout, Kirk joined the Air Force and served for six years, eventually returning to machining with a fresh perspective. Through programming and a transition into management, Kirk discovered his passion for business development and leadership. Now, as Regional Manager at American Precision Partners, Kirk oversees five—soon to be six—shops, working alongside Mike Fritz (featured in Episodes #57 and #58). Kirk plays a critical role in identifying strengths, addressing deficiencies, and leading cultural transformations within each shop. Kirk's approach centers on building trust—both internally and with customers—to ensure smooth transitions. His dedication to fostering alignment between leadership and shop floor teams has driven impressive results, including a 40% growth last year at Quick Tek Machining. In this episode, we'll explore how Kirk cultivates trust, transforms systems and processes, and builds a culture of continuous improvement to unlock a shop's full potential. If you're looking to enhance your shop's operations, engage your team, or gain insights from a leader who leads by example, this episode is one you won't want to miss. You will want to hear this episode if you are interested in... (0:50) Introducing Kirk Phelps with American Precision Partners (5:40) Diving into Kirk's role as Regional Manager (10:56) What's different about working on the business (16:43) How Kirk approaches conversations with customers (27:38) Tackling on-time delivery in any shop (31:02) Building trust with your leadership teams (40:47) How a new process can transform your shop (45:24) The importance of becoming a better leader (53:59) Creating a culture of continuous improvement Resources & People Mentioned Episode #57 with Mike Fritz Episode #58 with Mike Fritz Connect with Kirk Phelps Connect on LinkedIn Kirk@QuickTekMachining.com Quick Tek Machining Connect With Machine Shop Mastery The website LinkedIn YouTube Instagram Subscribe to Machine Shop Mastery on Apple, Spotify Audio Production and Show Notes by - PODCAST FAST TRACK
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 [1:00] The most common types of objections [1:52] The biggest mistake salespeople make [3:23] How Diane responds to objections [5:17] The role of empathy in handling objections [7:59] How to handle objections with confidence [9:46] Diane's top three objection handling dos and don'ts [13:14] Overcoming your own objections Connect with Diane Helbig Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
The Golf Course Superintendents Association of America (GCSAA) plays a hugely important role in shaping the future of golf, and few people embody its mission like Rhett Evans. As CEO for over 15 years, Rhett has become the voice for the 20,000 members who manage and care for millions of acres of green space across the country. His leadership isn't just about turf management—it's about creating a sustainable future for the game we all love. Rhett brings a fascinating perspective, shaped by experiences that range from managing NBA franchises to scaling Mount Everest. His journey reflects a rare combination of vision and grit. The conversation touches on the incredible potential of golf to be a force for environmental good and the vital work GCSAA is doing to support superintendents in balancing playability with sustainability. From innovative education programs like First Green, which turns golf courses into outdoor classrooms, to best management practices that are raising standards nationwide, Rhett shares how golf can lead the way in environmental stewardship. His passion for the game and commitment to advancing its future leave no doubt about the importance of this work. If there's one takeaway, it's this: golf isn't just a sport. It's a community, a classroom, and a proving ground for environmental innovation. Rhett's leadership is ensuring it remains all those things and more for generations to come. Introduction and BMP Overview [00:00] Rhett's Journey to GCSAA [3:44] GCSAA's Mission and Member Community [5:52] Evolution of Education and Research [9:50] Best Management Practices (BMPs) in Detail [11:58] Collaborating with EPA on Regulations [17:20] First Green Program: STEM Meets Golf [18:58] The GCSAA Trade Show [22:29] Overcoming Perceptions of Golf and Sustainability [26:50] Lessons from Mount Everest and the Pursuit of Excellence [31:17] Resources & People Mentioned GCSAA: Website First Green Program: Overview Connect with Our Guests LinkedIn: Rhett Evans GCSAA Social Media: Twitter, Instagram Resources & People Mentioned Golf It!: Website The R&A: Website AIG Women's Open: Website EDGA: Website Callaway Golf: Website Arnold & Winnie Palmer Foundation: Website Russell Smith on LinkedIn Connect With Golf Sustainability LinkedIn Facebook Instagram X (Twitter) Email Subscribe to Golf Sustainability Apple Podcast Spotify Note: Timestamps provided are approximate. Thank you for listening to the Golf Sustainability podcast. If you found this episode interesting, don't forget to subscribe and leave a review! For more insights and updates on sustainable energy solutions, visit our website and follow us on social media. Audio, Video, and Show Notes by - PODCAST FAST TRACK
According to Justin Zappulla, 90% of objections fall into three categories: The customer doesn't see the value in what you're proposing as it relates to the price you're charging. They don't think you can help (or they don't trust that you can) and believe there's a better alternative. They don't have a need for your product or service (maybe you haven't quantified their pain point and identified their need to establish urgency). 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 [0:54] Common types of objections salespeople face [3:33] The biggest mistakes salespeople make [5:46] Justin's process to respond to objections [8:18] The role of empathy in handling objections [10:24] How to handle objections with confidence [12:43] Justin's top objection-handling dos and don'ts [16:23] Don't address the wrong objection Resources & People Mentioned Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals Connect with Justin Zappula Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Sustainability in golf is no longer just a buzzword; it's becoming a defining principle for the future of the sport. As challenges around resources and environmental impact grow, leaders in the industry are stepping forward with innovative approaches. Among them is David Robinson, Senior Director of Golf Grounds at Marriott International, who oversees a global portfolio of over 50 courses and has a unique perspective on how to balance tradition, performance, and responsibility. David brings decades of expertise in agronomy and a visionary mindset to his role. He's driven by a belief that the courses we enjoy today should be left in even better condition for future generations. His work emphasizes efficiency, creativity, and technology to address modern challenges in ways that make sense for both the environment and the bottom line. This conversation highlights Marriott Golf's proactive initiatives, from smarter water use to reducing inputs like chemicals and energy. David explores how innovative irrigation systems, turfgrass advancements, and automation are creating more sustainable, cost-effective, and reliable outcomes. His perspective shows how practical solutions can yield lasting benefits. David's leadership is a reminder that sustainability isn't about compromise; it's about opportunity. By focusing on smarter, data-driven practices and working with top partners in the industry, he's helping shape a future for golf that's both responsible and exciting, one decision at a time. Topics covered: David Robinson's Career and Role at Marriott Golf [00:00] Defining Sustainability at Marriott Golf [4:39] Tackling Carbon Footprints and Water Management [6:22] Challenges and Opportunities in a Global Portfolio [12:33] Partnerships and Cutting-Edge Technology [15:42] The Vision for the Future of Golf Course Irrigation [17:59] Personal Inspiration and Legacy [33:00] Resources & People Mentioned GEO Foundation – Leading tool for carbon footprint analysis in golf Audubon International – Environmental certification standard adopted by Marriott Golf USGA Green Section – Research leader in sustainable turfgrass and water management Connect with Our Guests LinkedIn: David Robinson Connect With Golf Sustainability LinkedIn Facebook Instagram X (Twitter) Email Subscribe to Golf Sustainability Apple Podcast Spotify Note: Timestamps provided are approximate. Thank you for listening to the Golf Sustainability podcast. If you found this episode interesting, don't forget to subscribe and leave a review! For more insights and updates on sustainable energy solutions, visit our website and follow us on social media. Audio, Video, and Show Notes by - PODCAST FAST TRACK
Greg McArthur's journey in manufacturing began as a child sweeping floors and cleaning mats in his father's machine shop. Over the years, he gained hands-on experience, evolving from a lathe hand to a skilled CNC machinist, estimator, and engineer. Eventually, Greg took a bold leap, bidding on a machine sight unseen on eBay and figuring out how to transport and operate it—foreshadowing his entrepreneurial spirit. In 2017, Greg founded NTL Industries in his garage while working a full-time job. By carefully building a financial foundation, he transitioned to renting a facility, leasing machines, and growing a team. Today, NTL Industries is a full-service CNC precision machining shop in Sterling Heights, MI, specializing in defense, aerospace, agriculture, and automation. The company has grown to 11 employees and is moving into a state-of-the-art, 13,000-square-foot facility that reflects its ambitious trajectory. From the beginning, Greg recognized the power of social media as a cornerstone of NTL's growth. He embraced platforms like LinkedIn to build a following, share exceptional work, and attract new clients. Greg's mantra is clear: if you're not promoting yourself every day, you're missing opportunities. By leveraging social media as a free marketing tool, NTL has gained exposure, received RFQs, and established a reputation for excellence. In this episode, Greg shares his story, insights on growing a machine shop, and advice for young entrepreneurs in manufacturing. Whether it's navigating an economic downturn, diversifying into new markets, or overcoming challenges like labor shortages, Greg's practical wisdom is a must-hear for anyone looking to grow their business. You will want to hear this episode if you are interested in... [1:01] Introducing Greg McArthur and NTL Industries [5:14] How Greg got into machining [11:25] Growing the business despite challenges [19:13] How and why NTL Industries diversified [22:54] Leveraging social media for growth [27:05] Growing into a 13,000 square foot facility [28:47] How they purchase their machines [31:37] What NTL's hiring process looks like [35:30] NTL's growth trajectory [41:02] The challenges they're overcoming [46:47] Meeting CMMC requirements [50:05] Greg's advice for young shops Resources & People Mentioned CyberAB CMMC Certification Connect with Greg McArthur NTL Industries Connect with Greg on LinkedIn Sales@NTLIndustries.com Instagram Twitter/X Facebook LinkedIn Connect With Machine Shop Mastery The website LinkedIn YouTube Instagram Subscribe to Machine Shop Mastery on Apple & Spotify Audio Production and Show Notes by - PODCAST FAST TRACK
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 [1:02] Common objections that salespeople face [2:14] The Biggest mistake salespeople make [3:20] How Steve responds to objections [6:38] The role of empathy in handling objections [7:43] How to handle objections with confidence [9:36] Steve's top 3 objection handling dos and don'ts [11:36] Turning challenging objections into sales Connect with Steve Hall Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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 [0:45] The most common objections salespeople face [1:50] The biggest mistake salespeople make [3:29] Kendra's strategy for responding to objections [5:05] The role of empathy in handling objections [6:58] How to handle objections with confidence [9:02] Kendra's top 3 objection handling dos and don'ts [10:29] Overcoming a price and scope objection Connect with Kendra Lee Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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 [0:58] Common types of objections salespeople face [2:48] The biggest mistake salespeople make [4:11] How Caryn responds to objections [6:01] The role of empathy in objection-handling [7:00] How to handle objections with confidence [9:45] Caryn's top objection-handling dos and don'ts [11:43] Flipping the switch with a hesitant prospect Connect with Caryn Kopp Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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 [0:46] Common types of objections salespeople face [1:38] The biggest mistakes salespeople make with objections [3:00] How Tim responds to objections [4:10] The role of empathy in objection-handling [5:53] How to handle objections with confidence [7:12] Tim's top objection-handling dos and don'ts [8:54] Don't get ahead of yourself [10:22] Handling a well-founded sales objection Connect with Tim Wackel Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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: “That feels expensive...” “That seems hard...” “I don't have time to do that...” …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 [1:07] The common type of objections salespeople face [2:30] The biggest mistake salespeople make with objections [4:50] How Melissa responds to objections [7:06] The role of empathy in objection handling [8:50] How to handle objections with confidence [12:00] Melissa's top objection-handling dos and don'ts Connect with Melissa Madian Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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 [1:19] Common types of sales objections [2:33] The biggest mistake salespeople make [6:10] How Melinda responds to objections [8:52] The role of empathy in handling objections [12:08] How to handle objections with confidence [13:39] Melinda's top 3 objection-handling dos and don'ts [15:50] Melinda's six-year sale 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 TRACK https://www.podcastfasttrack.com
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 [0:59] The most common types of objections [2:13] The biggest mistake salespeople make [3:44] How Nick responds to objections [5:10] The role of empathy in handling questions [6:17] How to handle objections confidently [8:18] Nick's top 3 dos and don'ts [11:27] Overcoming the “timing” objection Connect with Nick Kane Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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 [0:58] Common objections salespeople face [3:10] The biggest mistake(s) salespeople make [4:31] How to respond to objections [7:05] The role of empathy in handling objections [9:06] How to handle objections with confidence [11:32] Amy's dos and don'ts for handling objections [15:01] Turning a challenging objection into a sale Connect with Amy Franko Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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. The customer doesn't need what you're trying to promote They might need what you're trying to promote but there's no urgency to move quickly They'd like to move forward but they can't afford the cost They haven't built a relationship of trust with you and aren't sure they'll get the outcome they're looking for 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 [0:46] The most common types of objections [2:36] The biggest mistakes people make with objection handling [3:36] Bob's strategy for responding to objections [5:15] The role of empathy in handling objections [7:06] How to handle objections with confidence [10:22] Bob's top 3 objection handling dos and don'ts [12:21] Turning a challenging objection into a successful sale Connect with Bob Apollo Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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 [0:46] The most common types of objections [2:35] The biggest mistake (and how to avoid it) [4:10] How Brian responds to objections [5:43] The role of empathy in objection-handling [8:54] How to handle objections with confidence [11:54] Top 3 objection-handling dos and don'ts [13:05] Turning an objection into a successful sale Resources & People Mentioned Brian's TEDx talk about his wife Connect with Brian Ahearn Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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 [1:12] The most common types of objections [3:05] How to overcome prospect overwhelm [4:22] The biggest mistakes people make [7:45] How Lisa responds to objections [9:04] The role of empathy in objection-handling [11:09] How to handle objections with confidence [14:10] Top 3 objection-handling dos and don'ts [17:00] Turning an objection into a successful sale Resources & People Mentioned B2B Sales Strategy: Avoid Prospect Stalls and Stops Connect with Lisa Magnuson Follow on X Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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 [1:01] What is cold-calling? Is it still relevant? [2:42] Is cold-calling an art and a science? [3:32] How Wendy prepares for cold-calling [5:59] Wendy's effective opening lines and techniques [7:01] To script or not to script? [8:46] Tools, technology, and metrics Wendy uses [11:58] Wendy's top cold-calling dos and don'ts [15:01] How Wendy handles objections and rejections Resources & People Mentioned Contact Science Get Wendy's FREE Sales Prospecting Toolkit Connect with Wendy Weiss Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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 [1:00] What is cold-calling? Is it still relevant? [5:00] Is there a science to cold-calling? [16:24] Keith's top cold-calling dos and don'ts Connect with Keith Rosen Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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 [0:45] What is cold-calling? Is it still relevant? [1:34] Is cold-calling an art and a science? [2:09] Pattern interruptions [3:04] How Jordon prepares for cold-calling [4:21] Jordon's effective opening lines and techniques [5:22] To script or not to script? [6:19] Tools, technology, and metrics Jordon uses [7:48] Jordon's top cold-calling dos and don'ts [10:16] How Jordon handles objections and rejections Connect with Jordon Rowse Orum Koncert Kixie HubSpot Salesforce Crystal Knows Humantic.ai Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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 [0:46] What is cold-calling? Is it still relevant? [2:08] Is cold-calling an art and a science? [3:23] How Chris prepares for cold-calling [5:05] Chris's effective opening lines and techniques [7:11] How to keep a cold call engaging [9:06] Indispensable tools, technology, and metrics [10:26] Chris's top cold-calling dos and don'ts [15:57] How Chris handles objections and rejections Resources & People Mentioned Trellus Power Dialer Connect with Chris Cicconi Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
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