Conversational Selling – Details, episodes & analysis

About Jordan Ledwein: Jordan Ledwein helps companies and sales teams improve efficiency and effectiveness through proven systems, processes, and technology. Widely known as The AI Sales Guy, Jordan is passionate about sharing his insights and proven best practices for AI- and automation-based selling to help sales professionals achieve new heights of success. After graduating from Clemson with a degree in Economics in 2017, Jordan took on a technical sales position with a manufacturing and engineering company. But almost 15 years after first listening to Sandler CDs in the back of his dad's car, Jordan rejoined Sandler full-time at the beginning of 2022. His focus within Sandler shifted to AI & automation as he realized the potential impact it could have on their own business and their current clients. With the release of ChatGPT in late 2022, Jordan decided it was time to start sharing what he had learned about AI and how he was using it in his selling process. He started by creating a newsletter on LinkedIn, The AI Sales Guy, then moved on to international Sandler webinars & podcasts. He began creating content for Sandler and has now created a sales-focused AI Automation Agency - Sell Smarter. His passion is to help others learn how to combine a proven sales methodology, AI, and automation to help them become more efficient and successful. Check out the latest episode of our Conversational Selling podcast to learn more about Jordan.

In this episode, Nancy and Jordan discuss the following:

• Understanding commission-only sales
• Jordan Ledwein's experience in using AI to enhance sales processes
• How AI tools, like Humantic and Clay, help personalize and scale sales efforts
• The importance of optimizing sales systems before integrating AI
• Misconceptions about AI's role in sales – it assists but doesn't replace human effort
• A case study showing AI improving productivity and quote acceptance rates
• The integration of Sandler methodology with AI platforms like HubSpot

Key Takeaways: 

• People want AI to be the easy button, but instead, think of it as, "How can it make me twice as efficient?".
• I think of AI that way, where it's assisting what we're doing, not replacing what we're doing. 
• What's coming with Apple intelligence will probably be the most significant improvement we've seen with AI since chat GPTs were released.
• When it comes to building an AI-powered process, it doesn't happen overnight.

"Ialways talk about one of my first experiences with AI—it was with just a Google Home in my apartment, allowing me to turn on my lights or do simple things around the house. It started on a very personal level, and I just enjoyed playing around with it. I used a few different sales tools early on, even before ChatGPT was released, that incorporated some AI into them. I was amazed by how much time they saved me and how they improved my workflow and efficiency. Then, when ChatGPT was released, probably the week after it came out, I realized this was where things were heading. I researched AI and learned how to use it in my sales process. I also began explaining it to people in my network on LinkedIn and to clients in different professional contexts, helping them understand its potential as well." – JORDAN

"A couple of different ways, and I'll do a webinar for Sandler. I don't even know if I've mentioned this to you, Nancy, but I'll be doing a webinar later in August of this year. I'm not sure if this will get up before or after that, but for Sandler and how we're using AI to bridge the gap, that is what we're saying between the methodology and the technology. The DISC portion is one way that we're doing it. Another big way is through HubSpot, right? What we're doing at SalesLift is building Sandler's methodology into HubSpot in the form of tools, playbooks, process sequences and properties, and all these different things. So, that's one thing we're doing that's been successful, and it's exciting to see how that has grown over the last year or two. But we're also adding in other tools, right? So, another tool we're starting to use is Attention AI. Attention AI is another note-taker, similar to Fathom, Sybil, Otter, or whatever people use nowadays. But we've paid attention to that and customized it to Sandler's methodology. So, it talks about the pains, investment criteria, and decision-making process we discussed on this call. And for those of you familiar with Sandler, those are the three pieces we look for to qualify for an opportunity. So, attention takes that exact transcript and pulls any of those pieces out of the call. Then, when we build a HubSpot that's kind of Sandler optimized, it has the same properties as HubSpot. So, we can actually use attention, and it pushes that deal information right into HubSpot so that reps using both don't even have to update their deals. These tools are doing it for them. It's making Sandler in the flow of work is kind of the terminology that we're using, but also just making it so the tools can easily help us apply this process and just really power everything." – JORDAN

"I think the one thing I've been saying, and I think I can still say it for now, is that it's still really early with AI. I know many people are a little hesitant about the idea, and I don't blame them for that, honestly. I can be a little bit hesitant about the idea myself. But I'd rather understand how to use it, how not to use it, use it effectively, use it safely, use it ethically—all of those things. Just starting somewhere to learn how to use it is the best thing you can do. It could be ChatGPT or one of these simple AI programs that just help you create dinner recipes, create a procedure or document, or something like that. I mean, it doesn't have to be that complex. But the better you understand how to use it, the more set up you will be for the future, both professionally and personally. So, just start somewhere." – JORDAN

Connect with Jordan Ledwein:

• LinkedIn:https://www.linkedin.com/in/jordanledwein/
• Sales Lift: https://saleslift.com/

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/
  

Connect with Nancy Calabrese: 

• Twitter:https://twitter.com/oneofakindsales
• Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website:https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com
  
   

About Doug C. Brown: Doug C. Brown is the CEO of CEO Sales Strategies and a Sales Revenue and Profit Growth Expert. He has led client award-winning and high-performance teams as well as pioneered profitable development programs for companies. He has advised companies such as Intuit, CBS Television, Procter & Gamble, Enterprise Rent-A-Car, Nationwide, Embassy Suites, Inc. 500 to 5000 companies, and thousands of other businesses and entrepreneurs. As an independent division head, Doug created, trained, and presented high-impact, results-oriented web seminars for prospects of Tony Robbins and Chet Holmes. Doug increased their division sales by 864% and close rate by 62% in just six months. Today, he helps companies and individuals increase their sales by incorporating sales revenue and profit growth strategies used by top 1% performers through the Top 1% Academy, Sales Revenue, and Profit Growth Masterminds. He also specializes in creating commission-only sales teams and advises companies on how to properly prepare for a high-performing sales team so they can attract and retain elite sales producers. Check out the latest episode of our Conversational Selling podcast to learn more about Doug.

In this episode, Nancy and Doug discuss the following:

• Understanding commission-only sales
• Optimizing sales strategies
• Doug’s experience in revolutionizing seminars for Tony Robbins and Chet Holmes
• How does someone become a 1 % earner
• The definition and importance of sales optimization
• Working techniques to close the sale 
• Why “Maybies” are the great start of sales

Key Takeaways: 

• Optimization is taking a look at everything that you're doing and then asking two questions: How do I make it more effective? How do I make it more efficient?
• There are no bad clients, there are bad sales and buying decisions that turn into bad clients.
• If you make mistakes, don't beat yourself up for it because multi-billionaires who are selling make mistakes too.

"I became a 1% earner firstly, through declaring and deciding that that's what's going to be. It's a mental game in that regard. A lot of people talk about wanting to become a 1% earner, they want to double their sales, but it's just an idea. It's not a committed idea. Firstly, it requires that commitment and, quite frankly, one's now asking to be in the top 1% of earners in the world. You know, that's a commitment, and it takes time, energy, a lot of studying, and a lot of practice—and frankly, money, right? Because we've got to, we must be investing in things and getting around people who are in the 1% and learning what they're doing and how they're doing it. You know, fortunately for us, we train on that. So, you know, somebody comes here, obviously, they'll learn that. But it's still about getting around, you know, and I still do the same thing today, Nancy. I mean, I search out people that I feel a little uncomfortable being around because of their place in life, right?” – DOUG

"So, the conversation of selling is really about having a conversion conversation, and I'll explain what that is versus having a sales conversation, right? Conversion conversations are really doing three things. First, they’re boosting rapport continuously. So, you know, we’re working on trust, like, and respect. A little luck sometimes doesn’t hurt, but it’s really about promoting those three. Second, it’s constantly moving the conversation in the direction of the business return on investment or personal return on investment that the potential buyer is always looking for. I can expand upon that. And third, we’re always creating what we call "yes states." When we move from step to step in the buyer’s mind, they’re thinking, "Yes, this makes sense," "Yes, wow," or "I didn’t know that that’s good." You want to constantly create a state of yes throughout the process. Now, on business and personal returns, people buy for different reasons, but they all fall into two categories: What is my business return on investment? What is my personal return on investment? When we really understand that ideal client profile and the ideal buyer persona—their motivations, what they want, need, feel, fear, and value—we can construct our conversation to be more like what we’re doing right now: just having a conversation. It’s not about taking them step by step, like, "Well, hey, we built rapport here. Next step, let’s do a discovery session. Next step, let’s..." and so on. That’s a sales conversation. If you do conversational conversion the right way, in most cases, you never even do a presentation. They never ask for it." – DOUG

"So, the other thing I wanted to say about that, Nancy, is if they’re getting a "maybe," I would suggest that through their conversational conversion, they haven’t been qualifying or disqualifying. When we’re thinking about creating these yes states, if we’re creating these yes states, but they’re turning out to be "nos," it’s like your radar goes up as the selling entity. It might be time for you to disengage or at least qualify why. A lot of times, the "maybes" will come at the end because they’re thinking the same thing you are: "I’m really not sure if this will work, but we’re trying to get it to a sale." And that’s where the apprehension comes up, right? As the seller, we would be much better off going—and we do teach this—if you are not the right fit for this, you gracefully disengage and find out who the right fit is. It goes a long way versus just trying to push the sale. Because there are no bad clients, but there are bad sales and buying decisions that turn into bad clients." – DOUG

Connect with Doug C. Brown:

• LinkedIn:https://www.linkedin.com/in/dougbrown123/
• CEO Sales Strategies: https://ceosalesstrategies.com/
• Download the E-Book: https://www.ceosalesstrategies.com/1PE

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/
  

Connect with Nancy Calabrese: 

• Twitter:https://twitter.com/oneofakindsales
• Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website:https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com
  
   

About Ryan Pollyniak: Ryan Pollyniak is a Cloud Transformation Executive at Western Computer, a Microsoft Gold Partner specializing in Microsoft Dynamics 365 Cloud solutions. Ryan is a seasoned sales professional with a rich background in the Microsoft Dynamics space. Before joining Western Computer in 2015, Ryan spent significant time with an ISV (add-on solution) in the Microsoft Dynamics ecosystem, working closely with partners to sell products to companies using Microsoft Dynamics. Catering to medium- to enterprise-sized businesses, Ryan is well-versed in ERP and CRM strategies and is heavily involved in the Microsoft Dynamics Channel. Check out the latest episode of our Conversational Selling podcast to learn more about Ryan.

In this episode, Nancy and Ryan discuss the following:

• Understanding ISVs in the Microsoft Dynamics Space 
• Aligning sales and marketing strategies for success
• Prioritizing ideal prospects and avoiding shotgun approaches 
• The importance of transparency and alignment in sales conversations
• Critical strategies for ensuring customer satisfaction in complex engagements 
• The role of CRM in organizational success

Key Takeaways: 

• Building that network in a closed ecosystem is a continuous act. 
• You can never let your ego or feelings get in the way of treating people correctly because they will come back around.
• If you sell people things that they don't need, it'll come back to bite you.
• We're not satisfied if we don't have a satisfied customer at the end of an engagement.

"And there's a great book out there called Essentialism that focuses on how well some organizations have done that in the past to great effect. So, when taking that line of thought, you want to ensure that your marketing messaging and target audience align with the projects you want to bring in as an organization and what you want your salespeople to follow up on. Otherwise, you end up with a shotgun approach of, you know, getting all kinds of leads in terms of high volume and high quantity, but maybe not particularly the type of companies that you would want to be working with. And that leads to your salespeople getting frustrated, sorting through endless low-value leads. There's a huge cost to that organization." – RYAN

"I don't try to convince people very much, which sounds a little bit silly in a sales scenario, but I'm not a big believer in really trying to persuade as much as I am trying to help prospective clients understand once I've identified that we have a good fit and I understand what the client is looking for. It's really about explaining that and making sure that they understand why I am in the position I'm in with all my experience in this industry and why I think the solution is a good fit. And I've had people tell me right out of the gate, 'We're trying to narrow down prospective vendors. Give me the short story; why should I go with you guys?' And I say, my answer to that, Nancy, is, and it takes people back sometimes, is, 'I don't know that we are the right fit yet. Can we talk a little bit more?'" – RYAN

"Be honest with people and do what you're good at. Don't try to be all things to everyone, and keep yourself organized in your CRM. That's critical. If your boss is asking you to update CRM or if you're the boss and you're asking people to update CRM, I'm a big believer in systems. Nobody—I can't speak for everybody, but I can't keep everything straight in my head or on paper. I need systems, I need reminders, I need processes. And I think any good salesperson is going to follow those. Any good sales organization will have best practices established in terms of how to use the system and get the most out of it. So don't fight CRM. It is there to help." – RYAN

Connect with Ryan Pollyniak:

• LinkedIn:https://www.linkedin.com/in/microsoftdynamicssolutions/
• Western Computer: https://www.westerncomputer.com/

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/
  

Connect with Nancy Calabrese: 

• Twitter:https://twitter.com/oneofakindsales
• Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website:https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com
  
   

About Elaina Zuker: Elaina the president of Elaina Zuker Associates, a management training and consulting firm. Elaina has worked with many Fortune 500 companies and has written a best-selling book on the subject of influence. She explains her unique theories in a humorous and conversational manner. When asked why she is an expert on influence, Elaina explains that she has been selling since she was old enough to talk. She has a unique origin story that has allowed her to gain extensive knowledge and experience in the world of sales and marketing.

In this episode, Nancy and Elaina discuss:

• Introducing Elaina Zuker: Expert on Influence
• Art of Selling and the Importance of Influence
• Developing Influence Skills in the Modern Workplace
• Influence Profiles and Communication Styles
• The Natural Gift of Influence
• The Seventh Secret
   

Key Takeaways: 

• Influence = Attentiveness
• Be attentive to your prospects to find the style that suits them

“I call influence skills, portable power. Nobody can take that away from you because it's within yourself. So that's one reason why influence matters now.” - ELAINA ZUKER

Connect with Elaina Zuker:

• LinkedIn: https://www.linkedin.com/in/elaina-zuker-6173725/
• Website: https://www.ezinfluence.com/
• Get the “5 Influence Hacks to Give the Etra Edge” for free now! https://www.ezinfluence.com/5influencehacks/

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

• Twitter: https://twitter.com/oneofakindsales
• Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website: https://oneofakindsales.com
• Phone: 908-879-2911
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com

About Lou Bortone: Lou is a popular speaker, author, and ghostwriter of six business books. He has been a pioneer and thought leader in the video space since the launch of YouTube in 2005. In this episode, Lou Bortone talks about video marketing and how to do it successfully. Lou shared his expertise as well as stories and quotes from the movie 'The Godfather', about loyalty, trust, and favors.

In this episode, Nancy and Mark discuss:

• Building Brand Loyalty Through Video Marketing
• Importance of Loyalty in Business Relationships
• Importance of Authenticity in Video Marketing
• Leadership Lessons from The Godfather and Building Trust in Business
• Benefits of Video Marketing

Key Takeaways: 

• Building trust is the key to getting favors for your business
• Trust is the ingredient to building loyalty
• When doing a video, just be yourself and don’t put on any mask

“The most expensive thing in the world is trust. It can take years to earn and just a matter of seconds to lose, and I really liked that one, because it talks about the fact that like, you know, loyalty and trust is really something that is kind of delicate and has to be nurtured. And yeah, easy to break.” - LOU BORTONE

Connect with Lou Bortone:

• LinkedIn: https://www.linkedin.com/in/loubortone/
• Website: https://loubortone.lpages.co/

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

• Twitter: https://twitter.com/oneofakindsales
• Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website: https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com

About Thomas Ellis: Thomas is a Chief Sales Coach, Business Coach, and LinkedIn Trainer at EWC Consultants. He is also the author of B.U.D, The Sales Process That Gets Results. Thomas emphasizes the importance of being curious, helpful, and strategic in order to be a successful salesperson.

In this episode, Nancy and Mark discuss:

• The Essential Sales Skills You Need to Know
• Listening and Being Persistent in Sales
• Following Up with Your Leads
• Posting Consistently on LinkedIn
• Benefits of a Simple Sales Process
• Importance of a Unified Sales Process

Key Takeaways: 

• Wherever you are, in the evolution of your sales, or process, or company, you reach out and get some help from somebody that can help you get to the next level.
• We need to surround ourselves with some good people with knowledge that will help us get to the next level and your mission is to find those people and work together.

“So I tell people to take away the word SELL and put the word HELP. Then people get more customers, Oh, wow. Yes, you have a service or product that you got to HELP somebody solve their problem.” - THOMAS ELLIS

Connect with Thomas Ellis:

• LinkedIn: https://www.linkedin.com/in/thomaseellis/
• Email: tellis@ewcconsultants.com

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

• Twitter: https://twitter.com/oneofakindsales
• Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website: https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com

About Mark Sirkin: Mark is a management consultant and psychologist with over 30 years of experience applying psychological science to real-world problems in business. He focuses on developing people to be capable of tackling leadership challenges.

In this episode, Nancy and Mark discuss:

• The DISC Profile: A Powerful Tool for Developing Relationships
• Psychologists, Psychiatrists, and the Difference Between Them
• The Benefits of Applied Psychology
• The Benefits of the DISC Model in the WorkplaceThe Importance of Knowing Yourself and Others in Sales

Key Takeaways: 

• The DISC personality model is a scientifically based typology for understanding yourself and others
• The principle of using psychological assessments to help you perform better and your team perform better is the most important thing.

“There are tools out there that have been developed to help people know themselves better and know each other better people on their team as well as the people to whom they're selling. I happen to like the disc very much, but the principle of using psychological assessments to help you perform better and help your team perform better and to help you relate better to other people, is for me, the most important takeaway.” - Mark Sirkin

Connect with Mark Sirkin:

• LinkedIn: https://www.linkedin.com/in/mark-sirkin-44a2836/
• Email: mark@sirkinadvisors.com

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link:

• https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution:

•  https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

• Twitter: https://twitter.com/oneofakindsales
• Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website: https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com

About David Lindsay: David is the owner of Phenom Leap Education and a Keynote Speaker at David Lindsay Integrated Health and Vitality. He is focused on discussing how his years as a coach, trainer, and athlete have taught him important lessons about being part of a team and staying motivated. He explains how these lessons can be applied to business settings in order to improve workplace relations, morale, and profitability.

In this episode, Nancy and Laurel discuss:

• The Five Steps To Increase Vitality In The Workplace With David Lindsay
• The Power Of Mentality In Sports And Business
• The Three Pillars Of High Performance
• The Power Of Leverage, Confidence, And Following The Footpath
• Being a passionate entrepreneur

Key Takeaways: 

• Everyone has a position and each is important
• We're not 100% strong in every element
• It’s boring if everyone is perfect in everything
• We need to TAP every once in a while

"Every position, the salesperson, they can go out and be an exceptional salesman, but they're not there developing the product. So we all have positions, we will have skill sets, we all have mindsets, and so long as you play your position, exceptionally well. And as part of the team, it follows off the back of that.” - David Lindsay

Connect with David Lindsay:

• LinkedIn: https://www.linkedin.com/in/david-lindsay-324899a0/
• Website: http://www.davidlindsay.com.au/

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

• Twitter: https://twitter.com/oneofakindsales
• Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website: https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com

About Laurel Bernstein: Laurel is the Founder and President of Laurel Bernstein & Associates, and an executive coach with a focus on small to mid-sized companies. She has a track record of improving organizational effectiveness and individual achievements. 

In this episode, Nancy and Laurel discuss:

•  The Power of "Tell Me More" in Sales and Life
• The Power of Influence
• Misconceptions on Quiet Quitting in the Workplace

Key Takeaways: 

• The Tell Me More method helps humanize the selling conversation all through out
• You really need to be memorable when introducing yourself, especially in networking

"I think sometimes if you just connect it to sales, they think that the method methodology is only helpful when you're selling. But when you humanize it and realize that in almost any conversation, if you really want to know what's going on saying Tell Me More in any situation really gives you a whole different way of looking at what you're encountering and what you're communicating.” - Laurel Bernstein

Connect with Laurel Bernstein:

• LinkedIn: https://www.linkedin.com/in/laurelbernsteinexecutivecoach/
• Website: https://laurelbernstein.com/

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

Twitter: https://twitter.com/oneofakindsales

Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/

Website: https://oneofakindsales.com

Phone: 908-879-2911 

LinkedIn: https://www.linkedin.com/in/ncalabrese/

Email: leads@oneofakindsales.com

About Dr. Christopher Croner, Ph.D.: Christopher is the Principal at SalesDrive and the Co-Author of Never Hire a Bad Salesperson Again. He talks about the "farmer" and "hunter" roles when it comes to hiring and how understanding these can help you find the best performers. He also shares about the key characteristics to look out for in high-performance individuals.

In this episode, Nancy and Christopher discuss:

• Why organizations still struggle to hire the right producers
• 3 non-teachable characteristics you'll find in high-performing salespeople
• Questions to ask in relation to the elements of drive

Key Takeaways: 

• The need for achievement, competitiveness, and optimism will set you apart
• Combining an online assessment of drive with interview techniques will stack your team with high-performance sales athletes

"They'll sit down with the sales candidate and that's what they want to determine, 'do I like this person?' And so that gut instinct challenge becomes even stronger. The interviewer determines via their gut instinct whether the person's going to be a good salesperson and that can be a disaster." - Christopher Croner

Connect with Christopher Croner:

• LinkedIn: https://www.linkedin.com/in/christophercroner/
• Website: https://salesdrive.info/
• Book: https://www.amazon.com/Never-Hire-Bad-Salesperson-Again/dp/0974199613

Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/

Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164

Connect with Nancy Calabrese: 

Twitter: https://twitter.com/oneofakindsales

Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/

Website: https://oneofakindsales.com

Phone: 908-879-2911 

LinkedIn: https://www.linkedin.com/in/ncalabrese/

Email: leads@oneofakindsales.com