Explore every episode of the podcast Conversational Selling
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Jordan Ledwein: Optimizing Sales Through AI | 23 Oct 2024 | 00:21:51 | |
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:
"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:
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:
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| Doug C. Brown: The Power of Conversational Selling Techniques | 04 Oct 2024 | 00:26:09 | |
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:
"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:
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:
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| Ryan Pollyniak: The Art of Qualifying Prospects in Enterprise Sales | 20 Jun 2024 | 00:21:35 | |
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:
"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:
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:
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| Elaina Zuker: The Seven Secrets Of Influence | 25 Jan 2023 | 00:21:18 | |
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:
Key Takeaways:
“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:
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:
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| Lou Bortone: The Godfather’s Secret To Building Trust, Loyalty, And Earning Favors | 17 Jan 2023 | 00:16:50 | |
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:
Key Takeaways:
“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:
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:
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| Thomas Ellis: Better, Unique, And Desirable: The Sales Process That Gets Results | 10 Jan 2023 | 00:21:18 | |
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:
Key Takeaways:
“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:
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:
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| AMAZING DISCovery: Learning the DISC Personality Model | 13 Dec 2022 | 00:21:30 | |
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:
Key Takeaways:
“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:
Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link:
Click on this link to download a FREE digital copy of The Inside Sales Solution:
Connect with Nancy Calabrese:
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| CONTAGIOUS PASSION: Improving Workplace Relations, Morale and Business Profitability | 06 Dec 2022 | 00:19:23 | |
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:
Key Takeaways:
"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:
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:
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| SIMPLE, MAGICAL, POWERFUL: The Three Words That Humanize The Selling Conversation | 29 Nov 2022 | 00:17:30 | |
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:
Key Takeaways:
"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:
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 | |||
| Christopher Croner: Hire Quality Salespeople Through Effective Strategies | 08 Nov 2022 | 00:19:53 | |
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:
Key Takeaways:
"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:
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 | |||
| Ari Galper: Build Trust When the Time is Right | 01 Nov 2022 | 00:23:49 | |
About Ari Galper: Ari is the CEO & Chairman of Unlock the Sales Game, CEO & Founder of Trusted Authority, and the Author of Unlock the Sales Game. He talks about the essentials of building trust and addresses why salespeople get it wrong in the first place. Ari shares his insights in shifting the mindset more toward eliminating the long sales process as well.
In this episode, Nancy and Ari discuss:
Key Takeaways:
"We shift the momentum. Let them be in control, let them feel comfortable opening up to us on where they're at. We don't make any assumptions, that's the difference here. And that's hard for people who are selling because we've been taught and trained to move people forward." - Ari Galper
Connect with Ari Galper:
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 | |||
| Fabienne Jacquet: Make Joy and Fun Part of Your Identity | 25 Oct 2022 | 00:19:12 | |
About Fabienne Jacquet: Fabienne is the Founder and CEO of INNOVEVE and the Author of Venus Genius. She talks about how innovation and curiosity became a big part of her move from having a Ph.D. in organic chemistry to the marketing space. She also shares about discovering and understanding our own unique gifts that we can bring to the world.
In this episode, Nancy and Fabienne discuss:
Key Takeaways:
"One of the lessons of innovation besides being curious is to be persistent. Innovation is this burst word and everybody thinks that innovation is reserved for the elite and you need a lot of money and resources to innovate. No. " - Fabienne Jacquet
Connect with Fabienne Jacquet:
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 | |||
| Cesar Hasselmann: Learning and Challenging is a Product of Change | 18 Oct 2022 | 00:26:59 | |
About Cesar Hasselmann: Cesar is the Founder of AMH Consultancy and author of The Life Breakthrough. He talks about how he grew a company to a hundred and twenty employees from the ground up and shares some insights on how small-medium companies and leaders can as well.
In this episode, Nancy and Cesar discuss:
Key Takeaways:
"With that knowledge and business partnership, this allows me to go crazy. Now that I have the people who know how to deliver much bigger volumes of products, they have the people who can deliver, why don't get risks?" - Cesar Hasselmann
Connect with Cesar Hasselmann:
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 | |||
| Carlos A. Alvarenga: The Art and Science of Persuasion | 19 Jun 2024 | 00:22:16 | |
About Carlos A. Alvarenga: Carlos A. Alvarenga is an independent researcher, writer, and coach. His new book, "The Rules of Persuasion: How the World's Greatest Communicators Convince, Inspire, Lead—and, Sometimes, Deceive" (Post Hill Press, 2023), not only explains how persuasion works in all forms of human communication but also presents a clear and effective model that can be used in both personal and professional lives. Before his current roles, Carlos was the Executive Director of World 50 Labs, the member-innovation team at World 50, Inc. Before that, he served as a Principal in Ernst & Young's Advisory Practice and as a Managing Director at Accenture. Additionally, he was an adjunct professor at the Robert H. Smith School of Business at the University of Maryland. Currently, Carlos is pursuing his Ph.D. in language, writing, and rhetoric at the University of Maryland. Check out the latest episode of our Conversational Selling podcast to learn more about Carlos. In this episode, Nancy and Carlos discuss the following:
"I explained in the book that if we take these three modes—character, argument, and emotion—we can divide each into seven elements. So, the seven parts of character include, for example, the language you use, your history, where you come from, and these kinds of things. There are seven elements of argument: evidence, logic, and witnesses. Then, there are seven kinds of emotion: positive, negative, contemplative, etc. When I had these 21 elements, I needed a metaphor to help clarify it for me and the reader. I went back to high school chemistry and said, it's like a periodic table. Every message I've ever looked at, and I've looked at thousands, combines these 21 elements. So that's step one. It's like learning chemistry, right, Nancy? First, start with elements like carbon, hydrogen, and whatever else you will use. Then, you learn some very simple formulas. Learn the elements that work for you, which ones you feel comfortable working with, and which you like to work with, and then start putting them to work. Within an hour of coaching, I've seen people become better at this because they now understand that if they use their origin as one of the elements, people will want to believe them more." – CARLOS "Logic is one of the seven elements of argument, so it's on the periodic table. It certainly can be used, right? And people who are doctors and scientists often use logic to persuade. We have broadly spoken about two types of education. If you want to use logic, you can become a philosopher, right? And become a logician and get a PhD in logic. You can become a lawyer. Lawyers also get trained in the use of logic to persuade. But it's one of the 21 elements. We are often persuaded, and we are more often persuaded, I think, by other things. Because you must go to specialized schools to use argument well, most people are not experts at it, either in creating or receiving logical persuasion. So, we tend to be persuaded more by character, for example, or emotion. They operate in different ways. And so, logic is certainly helpful. But I always challenge executives. I say I want you to start persuading me using nothing but logic—strict, well-constructed, internally consistent, effective logical sequences. And if you can make it to three minutes, I'll give you a prize. Unless you're a professional, you can't. Most people fall apart after about a sentence and a half." – CARLOS "Let's start with the fact that persuasion is predictable. Yeah, I can tell you how someone will, what form of listening they'll use most of the time, and whether it'll be effective. And sometimes it's like magic. I work, coach, and say, I want you to change these two or three things you just told me. And the effect is dramatically different. I've had people break into tears when they finally get the message right. And they think it's something that's special. And I say, it's not. You wouldn't be amazed if you went to a chemist and the chemist made you aspirin. Don't be amazed. I'm just following the rules. And if you follow the rules, more often than not, exactly what should happen will happen, just like with real chemistry." – CARLOS Connect with Carlos A. Alvarenga: 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:
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| Simon Severino: Establishing Flow for Success | 11 Oct 2022 | 00:20:45 | |
About Simon Severino: Simon is the Business Strategy Advisor at Strategy Sprints and the Founder of the Strategy Sprints Method. He talks about the method and how those in B2B businesses can maximize it and double revenue in 90 days. He also shares some insights on why building the right habits can be integral to one's success
In this episode, Nancy and Simon discuss:
Key Takeaways:
"Month by month you de-risk your processes because you just build on what's working and you increase competitive advantage. If you are winning and you have 20% more budget on it now you're crushing it and it's now much harder for your competitors to eat your lunch." - Simon Severino
Connect with Simon Severino:
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 | |||
| Liz Wendling: Make Selling Easy with the Right Mindset | 04 Oct 2022 | 00:20:34 | |
About Liz Wendling: Liz is the President of Insight Business Consultants and the Rainmaking Coach for Attorneys. She works with the mantra, "It's not what you sell, it's how you sell that matters". Liz shares her insights on why too many professionals shy away from selling and what they can actually do to overcome this situation.
In this episode, Nancy and Liz discuss:
Key Takeaways:
"People make selling way harder than it has to be when really, it's not that hard. But it's easier to make it sound really difficult when you don't want to learn how to do it in a way that aligns with who you are." - Liz Wendling
Connect with Liz Wendling:
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 | |||
| Cecelia Henderson: Seize the Power of the Digital World | 27 Sep 2022 | 00:17:46 | |
About Cecelia Henderson: Cecelia is the Owner and Principal of WSI Marketing Edge. Being in the marketing business for over 25 years, she provides digital marketing solutions that attract customers, strengthen relationships, increase online presence, and more. She shares her insights on the current influence of the digital world, how to build on this power, and helping customers understand the advantages they can have. In this episode, Nancy and Cecelia discuss:
Key Takeaways:
"The challenge, just like with other sales activities, is setting the right expectations that it will take time. We're trying to earn our way through the psyche of the people that we're trying to reach" - Cecelia Henderson
Connect with Cecelia Henderson:
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 | |||
| Marie-Elizabeth Mali: Cultivate Love and Connection in Personal and Professional Relationships | 20 Sep 2022 | 00:20:18 | |
About Marie-Elizabeth Mali: Marie-Elizabeth is a Relationship Alchemist with Relationship Alchemy LLC and an Official Member of the Forbes Business Council. She is a Relationship Transformation Expert and she talks about how understanding the different aspects of our life can lead us to become more powerful individuals in our relationships. In this episode, Nancy and Marie-Elizabeth discuss:
Key Takeaways:
"You're going to revisit the same things over and over again in your life because your brain was wired a certain way by your childhood. However, how you relate to those issues that show up again and again, that's the evidence of growth. Most often you see the same thing again but from a different perspective" - Marie-Elizabeth Mali
Connect with Marie-Elizabeth Mali:
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 | |||
| Joe Apfelbaum: Get Anything You Want While Building Relationships That Last a Lifetime | 13 Sep 2022 | 00:21:27 | |
About Joe Apfelbaum: Joe is the CEO of Ajax Union and the author of several books including High Energy Networking. His mission is to connect with and help a thousand entrepreneurs with an effective 3-step process. He explains that not all connections are built the same way and that a healthy mix of quality and quantity will help you achieve your own goals. In this episode, Nancy and Joe discuss:
Key Takeaways:
"You literally can accomplish anything you want in your life. Like everything that you have right now is something that you created based on your thoughts, your habits, and your beliefs, and if you swap those around, you can create anything." - Joe Apfelbaum
Connect with Joe Apfelbaum:
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 | |||
| Kendra Lee: Take a Multi-Channel Approach to Selling | 06 Sep 2022 | 00:21:05 | |
About Kendra Lee: Kendra is the President of KLA Group, as well as author, speaker, and new business development authority. She founded her company after a career in IBM with the philosophy that sales is not an art and that it can be learned. She shares how a multi-channel approach is essential to selling today and some actionable tips on improving your cold calling. For business owners, Kendra also discusses leading indicators of sales and marketing that guide your business. In this episode, Nancy and Kendra discuss:
Key Takeaways:
"You're getting referrals from people and you weren't maybe even trying to get referrals. So you want to be in all the different places that your prospects could be or people who could refer you." - Kendra Lee
Connect with Kendra Lee: LinkedIn: https://www.linkedin.com/in/kendralee/ Website: https://www.klagroup.com/ Phone: 303-741-6636 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 | |||
| Michael Whitehouse: Your Network Is Your Greatest Asset | 30 Aug 2022 | 00:20:58 | |
About Michael Whitehouse : Mike is a coach, motivational speaker, networker, and the author of The Guy That Knows a Guy. He has over 18 years of experience running businesses and working with a diverse range of people. Michael helps others gain a clearer vision of their ideal future, develop gratitude to appreciate the life they already have, and build their toolbox of connections. In this episode, Nancy and Michael discuss:
Key Takeaways:
"If you just take action, doesn't have to be massive, you don't have to commit the whole barn, but if you just take some action and get out there, you'll start discovering things, learning things, people discover you." - Michael Whitehouse
Connect with Michael Whitehouse: LinkedIn: https://www.linkedin.com/in/mwhitehouse/ Website: https://www.guywhoknowsaguy.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 | |||
| Jeanine Dargis: From Cheesemaker to Franchising a Payroll Service | 23 Aug 2022 | 00:21:25 | |
About Jeanine Dargis: Jeanine is the Owner of Payroll Vault, a boutique payroll and workforce management service designed for small businesses. She shares her growth from salesperson to cheesemaker to business owner and the franchising webinar that kicked it all off. Her franchise helps small businesses typically with less than 50 employees operate better by taking out the pain of payroll and letting business owners focus instead on growing their businesses. In this episode, Nancy and Jeanine discuss:
Key Takeaways:
"You don't have to be an expert at what the business is as long as you are an expert at managing people or learning about the business or running the business." - Jeanine Dargis
Connect with Jeanine Dargis: LinkedIn: https://www.linkedin.com/in/jeanine-dargis-o-donnell-41b2a0156/ Website: https://www.payrollvault.com/187 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 | |||
| Laurel Bernstein: Creating a Dream Team with Leadership Guidance | 16 Aug 2022 | 00:19:41 | |
About Laurel Bernstein: Laurel is the President and Founder of Laurel Bernstein and Associates, a consulting and training firm focused on enhancing the performance and leadership skills of key professionals and business owners. She is Nancy's mentor and they have been working together for almost 7 years. Laurel explains that a process called YAVIS (Youthful, Attractive, Verbal, Intelligent, Successful) helps leaders determine if they are surrounded by the best people. In this episode, Nancy and Laurel discuss:
Key Takeaways:
"My vision has always been provide as much knowledge as you can and help people understand that what they've got to have is a dream team. Your business can rise and fall on whether or not you have the best people doing the best work for you." - Laurel Bernstein
Connect with Laurel Bernstein: LinkedIn: https://www.linkedin.com/in/laurelbernsteinexecutivecoach/ Website: https://laurelbernstein.com/ Email: laurel@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 | |||
| Andrea Pass: A Private Investigator of Public Relations | 09 Aug 2022 | 00:18:34 | |
About Andrea Pass: Andrea is the Owner of Andrea Pass Public Relations. She has been creating and implementing public relations campaigns in a wide range of categories for thirty years, including consumer products, lifestyle, B2B, education, and many more. She secures media coverage to grow brand awareness, increase reputation, and drive sales using third-party editorial endorsement. Her motto is "now is the time to get your business in the media." In this episode, Nancy and Andrea discuss:
Key Takeaways:
"It's the same no matter what size your business is. You can be a solopreneur with a national topic, business, service, and you can be a huge corporation with your company having thousands of employees. It won't matter. It's reaching the right press to get the story." - Andrea Pass
Connect with Andrea Pass: LinkedIn: https://www.linkedin.com/in/andrea-pass/ Website: https://www.andreapasspr.com/ Facebook: https://www.facebook.com/AndreaPassPublicRelations 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 | |||
| Hamish Knox: Lessons from a Sandler Guru | 13 Jun 2024 | 00:22:28 | |
About Hamish Knox: Hamish Knox is a member of the global Sandler network. Hamish supports private organizations in Southern Alberta create and maintain a scalable, repeatable, consistent sales engines and an engaged, motivated team by holding them accountable to implementing the structures, systems, and processes shared in our sessions. Before joining the Sandler network, Hamish worked in various industries, including media, communication services, software, and professional sports, which melded his passions for sales and education. Hamish was named the 2020 David H. Sandler Award winner, Sandler's highest honor, becoming the first Canadian trainer to receive that award. He was the first two-time author in the Sandler network, writing books on topics no one likes to talk about. His first book was on Accountability the Sandler Way, and his second on Change the Sandler Way. Sandler Home Office regularly invites Hamish to speak at Sandler's train-the-trainer conferences and Sandler's public Sales and Leadership Summit in Orlando. Check out the latest episode of our Conversational Selling podcast to learn more about Hamish. In this episode, Nancy and Hamish discuss the following:
"You know, people, what's the cliche about people fear three things: death, taxes, and change? Because our brains are wired to keep us safe, which usually means stuck. Because no matter where you believe that we all came from, whoever, you know, the listeners out there, wherever you believe that humanity emerged from, ultimately, our brains are still wired that way, right? Our brains are still looking for the lions and the saber-toothed tigers that are going to eat us. And so, ultimately, change used to mean that you died, or you went hungry, and then you died. So, you were dead, but you were just more or less full in your stomach when you died. And so, our brains are still back there. So, no one likes change. And the book Change the Sandler Way is really about the human side of change because, ultimately, Nancy, change is super simple. Like, it's, we don't have a CRM today, we do have a CRM tomorrow. That's change. Human beings don't change, they transition, and transition is almost like the five stages of grief. And so that book is all about how we support leaders who go through these same emotions well before their team members actually manage a successful change. I recently saw that 89% of all corporate change initiatives fail. Yeah, like it was a number that blew my mind. And you think about how many probable billions of dollars are spent on these initiatives from buying the product or service and having the team meetings and getting things going to have it fail that much. There's got to be a better way." – HAMISH "Sandler is a number of things. So, number one, it's about differentiating on how you sell, not what you sell. Because what we sell is a commodity in the minds of our buyers. It doesn't matter what we're selling. And the only way to differentiate a commodity is typically by price. And so, with Sandler, we seek to create clarity with our buyers. I was talking to a very, very successful entrepreneur yesterday. We're in a mastermind group, and they were saying, well, what do you suggest I do? Because I'm the primary seller. And I said, well, let's pretend I'm your client. What would you say to me when I say, well, what's going to happen today, right? We booked a call. What's going to happen today? And they're like, well, you know, here's our process for building out, you know, the services that we offer. And I said, well, that's great. But what's gonna happen to me now in this sales call? And he said, well, I don't know. And I said, well, that's a problem because no one wants to talk to a salesperson. And so, If we don't create clarity upfront with our potential, with our buyers, all they're thinking is when is Hamish going to ask for my wallet? They're not actually listening. So, we need to create that clarity upfront using the upfront contract, and which is like a supercharged agenda for listeners who haven't heard about it before. And then pain, humans are animals, biologically that's true, biologically we're animals and animals are wired to move away from pain or towards pleasure. There was a study done in Vegas, which is a great place to study both pain and pleasure, that pain was a five times greater motivator than pleasure. And a lot of people, when they hear that, they don't wanna think about pain. And what I tell my clients is you're never going to say pain to your buyer. You're never gonna say, "Nancy, let's talk about your pain with getting real qualified opportunities in the top of your funnel," because you're going to look at me like, "You went to a sales training class, didn't you? You've got a shiny new toy you want to try out." – HAMISH "The one takeaway I want the audience to go with is it's never about us, it's always about the buyer. So, if the buyer calls up and goes, if we ring ring hello and the buyer goes, what, that's not about us. And if the buyer says, well, why should I work with you? And you say, well, here's some reasons why other people have worked with us. Are any of those relevant to you? So always making it about the buyer and never about us and getting our emotional needs met is very, very powerful." – HAMISH Connect with Hamish Knox:
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:
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| Chris Goegan: Engineered Marketing Differentiates Your Selling | 02 Aug 2022 | 00:19:40 | |
About Chris Goegan: Chris is the Founder and CMO of Engineered Growth Systems. He is a business growth consultant who helps clients grow and scale their businesses using a proprietary methodology called Engineered Marketing, a time-tested and proven way of building the ultimate internet selling machine. His mission is to simplify small business growth and help good people build great businesses. In this episode, Nancy and Chris discuss:
Key Takeaways:
"Instead of focusing on traffic, let's start with people. Let's start with the hots, people that are ready to buy." - Chris Goegan
Connect with Chris Goegan: LinkedIn: https://www.linkedin.com/in/chrisgoegan/ Website: https://www.chrisgoegan.com/ Email: chris@chrisgoegan.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 | |||
| Tibor Shanto: Be a Professional Interruptor with a Worthwhile Message | 26 Jul 2022 | 00:24:09 | |
About Tibor Shanto: Tibor is the Chief Prospecting Officer of Renbor Sales Solutions, as well as the author of two great books. He helps B2B companies translate sales strategies into reality and develops salespeople who understand that success in sales is about execution. Today, Tibor discusses how to be a professional interruptor and how to make this interruption worthwhile to your prospect. In this episode, Nancy and Tibor discuss:
Key Takeaways:
"In having a story or conversation about the workflow, your product will have a starring role, but the story and the movie will be more interesting to the client because it's about the overall process they're going to go through, it's about the growth that they're going to go through." - Tibor Shanto
Connect with Tibor Shanto: LinkedIn: https://www.linkedin.com/in/tibor-shanto-b2b-prospecting-specialist/ Website: https://www.tiborshanto.com/ Email: tibor@tiborshanto.com Amazon: https://www.amazon.com/Tibor-Shanto/e/B0043TEI84%3F 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 | |||
| David Priemer: Sell the Way You Buy—Buying Is Emotional, Not Logical | 19 Jul 2022 | 00:22:00 | |
About David Priemer: David is the Founder & Chief Sales Scientist of Cerebral Selling and the author of Sell the Way You Buy. After leaving his research science background, he deconstructed the traditional sales approach and developed his methodology based on consumer science, research, and psychology. He is a widely-recognized thought leader in sales and sales leadership and has been published in the Harvard Business Review, Forbes, Entrepreneur, and many more. In this episode, Nancy and David discuss:
Key Takeaways:
“Really be curious about the pathways and mechanisms by which human beings make decisions so you can sell along those pathways because we don't do that enough." - David Priemer
Connect with David Priemer: LinkedIn: https://www.linkedin.com/in/dpriemer/ Amazon: https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203 Website: https://cerebralselling.com/ YouTube: https://www.youtube.com/c/CerebralSelling Book your FREE 30-minute coaching session with Bill here: https://meetings.hubspot.com/bill-mccormick 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 | |||
| Bill McCormick: The Platinum Rule—Treat Others How They Want to Be Treated | 12 Jul 2022 | 00:22:53 | |
About Bill McCormick: Bill is the Trust Enablement Trainer at Selling from the Heart. He enables sales teams to build trust and expand relationships and revenue. His passion for helping sales leaders allows them to tap into their authentic selves and build relationships based on the value that they offer to their prospects. He reminds others that all selling is social and to meet your prospects where they are. In this episode, Nancy and Bill discuss:
Key Takeaways:
“We start out with the golden rule and we treat other people the way that we want to be treated. Until we have some communication, we find out how they want to be treated. That's the platinum rule: treating others the way that they want to be treated. .” - Bill McCormick
Connect with Bill McCormick: LinkedIn: https://www.linkedin.com/in/billmccormicksfth/ Email: bmccormick@sellingfromtheheart.net Website: https://www.sellingfromtheheart.net/ 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 Click on this link for a FREE course on How To Master The Trust Formula: https://bixel3.net/v1/t/c/420217e2-df36-9815-8f9e-87db74615b14/gm%3A82ac6f8e-47c4-4f70-a19d-871111d05a1b/Multiple%20Recipients/?https%3A%2F%2Fwww.sellingfromtheheart.net%2Ftrust-formula=
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 | |||
| Jeff Goldberg: Conversational Selling Leads to Business Decisions | 05 Jul 2022 | 00:19:52 | |
About Jeff Goldberg: Jeff is the owner of JGA, a sales training, coaching, and outsourced sales management firm. He is an award-winning sales professional with 4 decades of sales management, training, coaching, and consulting experience, as well as co-author of How To Be Your Own Coach - Six Simple Questions for Achieving Your Goals. In this episode, Nancy and Jeff discuss:
Key Takeaways:
“Salespeople, quite often, hang on to deals that have absolutely no shot and, at some point, it is time to give up. My suggestion is always when you start working on a deal, you follow up fairly continuously. But as time goes on, time kills all deals.” - Jeff Goldberg
Connect with Jeff Goldberg: LinkedIn: https://www.linkedin.com/in/jeffgoldbergsalescoach/ Facebook: https://www.facebook.com/groups/TheSalesProNetwork/ Website: https://jgsalespro.com/ Email: jeff@jgsalespro.com Phone: 516-608-4136 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 | |||
| Frank Wander: Adapting to Modern Ways of Working | 28 Jun 2022 | 00:21:12 | |
About Frank Wander: Frank is a turnaround CIO, as well as CEO and Founder of PeopleProductive, a human performance engineering company that helps organizations unlock their growth and innovation and get the best out of their people. He is a sought-after keynote speaker and author of Transforming IT Culture: How to Use Social Intelligence, Human Factors, and Collaboration to Create an IT Department That Outperforms. In this episode, Nancy and Frank discuss:
Key Takeaways:
“I want to build an operating system where companies can methodically take talent and create real measurable financial results and ultimately have a company where the people and the company thrive together, because that's where the world has to end up.” - Frank Wander
Connect with Frank Wander: LinkedIn: https://www.linkedin.com/in/frankwander/ LinkedIn (Company): https://www.linkedin.com/company/peopleproductive/ Website: https://www.peopleproductive.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 | |||
| Mark Hunter: Opening Relationships Is the Goal of Sales | 22 Jun 2022 | 00:18:36 | |
About Mark Hunter: Mark, also known as "The Sales Hunter," is recognized as one of the top 50 most influential sales and marketing leaders in the world. Recently, he was awarded as a Global Sales Guru and is the author of 3 bestselling books including his most recent one called A Mind for Sales. Mark helps companies and salespeople find and retain better prospects they can close at full price. He is an accomplished keynote speaker, sales trainer, and consultant with 30+ years of sales leadership experience. Mark focuses on improving sales professionals’ prospecting, price, leadership, and sales motivation. In this episode, Nancy and Mark discuss:
Key Takeaways:
“In the absence of value, price is everything. If we haven't created value for the customer, well, of course, they're going to be looking for a discount. But that's shame on us. Then we haven't taken the time to really listen and understand the needs of the customer.” - Mark Hunter
Connect with Mark Hunter: LinkedIn: https://www.linkedin.com/in/markhunter/ Website: https://thesaleshunter.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 | |||
| Fred Copestake: Teaching Customer-Centric Sales Strategies for the Future | 15 Jun 2022 | 00:21:00 | |
About Fred Copestake: Fred is a consultant, trainer, coach, and expert in helping sales professionals from all over the world improve their performance and unleash their full potential. He is the Founder of Brindis, a leading sales training consultancy, and author of Selling Through Partnering Skills: A Modern Approach to Winning Business and Hybrid Selling. Over the last 22 years, he has traveled around the world 14 times and visited 36 countries to work with over 10,000 salespeople. His focus is on how salespeople can develop a more modern and collaborative approach to working with customers. He has learned the 3 universal challenges of salespeople that he calls Busy Busy Busy, Oldie Worldly, and Muddled Mindset, and how to counter them using modern frameworks and mindsets. In this episode, Nancy and Fred discuss:
Key Takeaways:
“We need to be comfortable with change. I mean, salespeople, we sell change that way. If we're not comfortable with it, if we don't understand it, it's hard for us to really help people change themselves.” - Fred Copestake
Connect with Fred Copestake: LinkedIn: https://www.linkedin.com/in/fredcopestake/ App: https://collaborativeselling.scoreapp.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 | |||
| Justin Krane: Helping Women Entrepreneurs Get Returns on Life | 07 Jun 2022 | 00:20:08 | |
About Justin Krane: Justin is a money strategist for business owners whose mission is to help business owners understand the money side of their business. Justin is the President of Krane Financial Solutions and he discusses how to achieve complete financial and personal freedom. Justin teaches entrepreneurs how to be strategic with their money to grow their businesses and has since focused on working with female business owners. In his book, Money, You Got This, he takes funny everyday life experiences and turns them into short stories that teach simple money strategies. As a Certified Financial Planner, Justin manages investment portfolios and creates savings and spending plans for both business and personal finances. He helps design financial plans to help others get a higher return on life.
In this episode, Nancy and Justin discuss:
Key Takeaways:
“It's about using your money to be congruent with what you really want rather than guessing and not being intentional with what you want. So it's about return on life, not just return on investment.” - Justin Krane
Connect with Justin Krane:
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:
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| Debbie Allen: Using Your Expertise to Develop Brand Domination | 17 May 2022 | 00:20:27 | |
About Debbie Allen: Debbie has built and sold 6 million-dollar companies in diverse industries and has been an entrepreneur since the young age of 19. Today, she is known as The Market Positioning Expert by supporting her clients in developing brand domination around their expertise. Debbie works with small business owners, entrepreneurs, coaches, speakers and experts in many different niche markets. Debbie has been a professional business speaker for over 25 years and has presented before thousands of people in 28 countries around the world. She is an award-winning entrepreneur and bestselling author of 9 books including her newest books The Highly Paid Expert and Success Is Easy published by Entrepreneur Press. Her expertise has been featured in dozens of publications including a regular featured expert with Entrepreneur Magazine. Additional media includes Forbes, Washington Post and USA Today. In this episode, Nancy and Debbie discuss:
Key Takeaways:
“If you don’t have at least a side hustle, some kind of online business for yourself, you need to rethink it because this is where the world is going, this is where financial freedom is…” - Debbie Allen
Connect with Debbie Allen: Twitter: https://twitter.com/debbieallencsp Facebook: https://www.facebook.com/DebbieAllenInternational Website: https://debbieallen.com/ Podcast: https://feeds.feedblitz.com/debbieallen YouTube: https://www.youtube.com/user/dallen7001 LinkedIn: https://www.linkedin.com/in/debbieallenspeaker
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 | |||
| Usman Sheikh: Simplifying Sales with AI | 06 Jun 2024 | 00:22:14 | |
About Usman Sheikh: Usman Sheikh is the visionary founder and CEO of xiQ, an award-winning B2B sales and marketing platform. With the fusion of generative AI (x GPT), behavioral science, and a curated up-to-the-minute business corpus, xiQ is revolutionizing the industry with its groundbreaking personality-driven sales approach. As a futurist and design thinker, Usman aims to humanize B2B sales and marketing by harnessing the power of generative AI and psychology. Through xiQ, sellers gain the ability to understand the mindset of prospective buyers, facilitating hyper-personalized engagement throughout the sales cycle. Usman strongly believes in achieving excellence through disciplined and relentless execution. Check out the latest episode of our Conversational Selling podcast to learn more about Usman. In this episode, Nancy and Usman discuss the following:
"And we use AI to help you formulate these kinds of capabilities, bringing them into sales to personalize the sales engagement. Nobody wants to talk to somebody who doesn't know who you are, doesn't understand your problems, and cannot empathize with or relate to your actions. They're just in there to sell, and nobody's interested in that, especially in high-ticket sales. So, it becomes increasingly important to be able to find the sweet spots of the person within their personality and cater to them so you can have a better chance of winning." – USMAN "We're not a plug-in to LinkedIn, although I think we get a lot of data from LinkedIn. Think of our platform as an independent search engine; we throw a very wide net out there to collect information. So, you type in the name of a person in their company and start looking for them. You find the person by clicking on them if there is more than one. And it goes, fetches information, analyzes it, and makes a prediction call. All of it, less than three seconds." – USMAN "So, we were living in the pre-internet era. Would that be correct? I was. I saw the internet come. You did, right? And everything was paper-based. If you needed to look up a person or do some research, you had to use Encyclopedia Britannica or one of those, right? There was no Google. It was a different world. And the big brands that were there were those serving Yellow Pages and all that stuff. Those were the brands. But then came the internet age, Google and Yahoo, and now ZoomInfo and Salesforce, and all of these became tools that people used, right? And the old Yellow Pages and so on didn't translate into becoming the ZoomInfo of the business world. It was like the Yellow Pages of the business world in the pre-internet days, right? And so, two things happened. The way we did business changed. Secondly, the players that provided the technology changed as well, and the solutions changed as well. Now, we're entering the AI era. It's a big leap. So, if the internet was a thousand to the paper-based era, then AI is a hundred million to the thousand. That's the big leap, okay? Because it can crunch out this big data and make sense of it in microseconds, right? And so, it can crunch a lot of data to do that, right? Pretty much the whole internet, right? And then some. So, but you know, we as humans need to be able to access that data, that much data in a consumable manner to be interesting." – USMAN "I think not to be afraid of AI. AI provides a lot of new opportunities. So, if the audience is in sales or any business, use AI to discover new opportunities. Everybody who's going to use AI will realize that it can create a lot of new worlds. As a matter of fact, what McKinsey is quoting in terms of generative AI creating net new value for sales is $1.4 trillion a year in sales productivity. That's a lot, right? That's a huge amount. So, that's the opportunity. And as a result of that, Nancy, the way we used to sell, traditional sellers used to create fear, uncertainty, and doubt. And here we have a chance to move away from that selling into more selling hope and opportunity because there's a lot of hope and opportunity with what we can do with AI." – USMAN Connect with Usman Sheikh:
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:
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| Ian Garlic: Building an Arsenal of Stories To Attract More Clients | 10 May 2022 | 00:21:42 | |
About Ian Garlic: For over 10 years, he has helped service-based business find their most powerful client stories, capture them on video and deliver them at the perfect time to guarantee more leads, better clients, and more sales. Ian is the Founder of VideoCaseStory.com, the Garlic Marketing Show, and Authentic Web Agency. He has recorded over 250 episodes of The Garlic Marketing Show, has created over 10 marketing courses, and produced more than 2000 videos for his clients.
In this episode, Nancy and Ian Garlic discuss:
Key Takeaways:
“There is not one perfect story. There’s a perfect story for that person at that moment and that thing that you want them to do.” - Ian Garlic
Connect with Ian Garlic: Twitter: https://twitter.com/iangarlic Facebook: https://www.facebook.com/ian.garlic Website: https://iangarlic.com/ | https://www.storycrews.com/ Show: https://iangarlic.com/podcasts/ LinkedIn: https://www.linkedin.com/in/iangarlic
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 | |||
| Nigel Green: Fueling Healthcare Companies With Revenue Intelligence | 04 May 2022 | 00:20:37 | |
About Nigel Green: He is a consultant, author, and advisor who’s widely regarded as the leading authority on building high performing sales teams. With over 15 years of executive experience ranging from Fortune 500 companies to early-stage growth companies, he is sought after by executives to improve selling efforts. He’s worked with dozens of B2B sales teams across the globe including Universal Health Services, Ascension Healthcare, and Reload and they more than doubled their sales production. In 2019, Nigel published his book, “Revenue Harvest: A Sales Leader's Almanac For Planning The Perfect Year.”
In this episode, Nancy and Nigel discuss:
Key Takeaways:
“If we can lean in to the wisdom of our friends in the farmer community who still produce crops despite these uncontrollables, I think we have a better shot at year in and year out consistently getting our sales numbers” - Nigel Green
Connect with Nigel Green: Website: https://www.nigelgreen.co/ Email: nigel@nigelgreen.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 | |||
| Shawn Johal: Scaling Up Entrepreneurs To Find Growth, Happiness & Balance | 27 Apr 2022 | 00:20:40 | |
About Shawn Johal: He is the CEO of Elevation Leaders and Co-Founder of DALS Lighting. In 2009, Shawn took DALS Lighting from scratch to over 40 employees, he implemented the scaling of growth system that led the company to three times its revenue well into eight figures. Shawn is a Scaling Up certified coach who works with entrepreneurs and their business to help accelerate their growth while finding personal balance and happiness. He passionately participates in mentoring programs, helping young entrepreneurs improve as both business leaders and individuals. Additionally, Shawn is the director on the board of The Champions of Life Foundation and an international bestselling author. His first book, “The Happy Leader”, is a must-read for business owners and families - a leadership fable about transformation in business and in life teaches us about karma and the power of change.
In this episode, Nancy and Shawn discuss:
Key Takeaways:
“You can’t determine happiness on a set event in the future, it has to be a way of life.” - Shawn Johal
Connect with Shawn Johal: Twitter: https://twitter.com/Shawnjohal Website: https://www.elevationleaders.com/ | http://www.dalslighting.com/ Book: https://www.amazon.com/Shawn-Johal/e/B091MNMQRL%3F LinkedIn: https://www.linkedin.com/in/shawnjohal/
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 | |||
| Patty Block: Roadblocks to Building Blocks for Women-Owned Businesses | 20 Apr 2022 | 00:20:34 | |
About Patty Block: In 2006, she created The Block Group to empower women business owners who are experts in their fields. As their trusted advisor, Patty brings a unique perspective, having experienced and solved many of the same complex issues women face as leaders, as moms, daughters and sisters. 62% of women rely on their businesses for their primary income, yet 88% of these businesses generate less than $100,000 in annual revenue. Having seen the same struggles time and again, she teaches women how to shift their mindset and build their confidence to generate more revenue with less stress by reimagining pricing and selling. She is a firm believer that, when women earn more, everyone around them benefits - their staff, their family and their community. This meaningful work allows her to fulfill her mission of turning roadblocks into building blocks for women-owned businesses.
In this episode, Nancy and Patty discuss:
Key Takeaways:
“Everybody else in our business gets the whole cookie - we live on crumbs. I diagnose that as the foundational problem” - Patty Block
Connect with Patty Block: Twitter: https://twitter.com/TheBlockGroup Facebook: https://www.facebook.com/TheBlockGroupInc/ Instagram: https://www.instagram.com/theblockgroupinc/ Website: https://www.theblockgroup.net/ YouTube: https://www.youtube.com/channel/UCGnNGlsxixM2E4_UNtfyWyg LinkedIn: https://www.linkedin.com/in/pattyblock/ Pinterest: https://www.pinterest.com.mx/TheBlockGroupInc/
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 | |||
| Michael Zipursky: Consistently Attract Clients & Win More Proposals | 13 Apr 2022 | 00:22:18 | |
About Michael Zipursky: Michael Zipursky is the CEO of Consulting Success®. He's advised organizations like Financial Times, Dow Jones, RBC, Omron, Sumitomo and helped Panasonic launch new products into global markets, but more importantly, he's helped over 500 consultants from around the world in over 75 industries add six and seven figures to their annual revenues. He is one of the world's top authorities on growing a consulting business.
In this episode, Nancy and Michael discuss:
Key Takeaways:
“That’s meaningful success - it’s not just about the accumulation of things or money, it’s really about being able to live a life that you desire and dream of on your own terms.” - Michael Zipursky
Connect with Michael Zipursky: Twitter: https://twitter.com/MichaelZipursky Website: https://www.consultingsuccess.com/ LinkedIn: https://www.linkedin.com/in/zipursky/
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 | |||
| Dan King: The Spectrum of CEO Personalities | 06 Apr 2022 | 00:20:17 | |
About Dan King: He is the Co-founder and Growth Strategist of Fireside Strategic, helping creator CEOs direct their time, energy, and teams towards dramatic growth. There are two types of CEOs, first are Engineers who focus on optimizing the assembly line ot perfection. In contrast, Creator CEOs want to create a significant and profitable business and for them business is an extension of self. Mission, ideas, and people drive them, they are the world changers but as Dan states, the thing about Creator CEOs is that they are full of ideas which means the creator and the business simultaneously try to move in many direction and this is a gift and a curse. On top of all of this, Dan is a recovering lawyer turned sales strategist and executive coach. He built and sold a coaching and recruiting company serving the legal industry, he’s coached hundreds of people including CEOs, members of the US and Canadian military and senior politicians, and he also serves as an advisor to one of the sharks in the TV show.
In this episode, Nancy and Dan discuss:
Key Takeaways:
“The secret - to selling is to get out of the space of analytically just talking about your widget, your features, and your benefits - you gotta inspire people. Whether your pitching to a new customer, a potential investor, to a potential employee, you got to inspire them to join a movement.” - Dan King
Connect with Dan King: Website: https://www.firesidestrategic.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 | |||
| Dan Lefave: Building Your Future Identity & Keeping to it | 30 Mar 2022 | 00:19:45 | |
About Dan Lefave: He empowers six and seven figure business owners to establish self-managing business systems, automations, and mindsets in just a few short weeks. He’s taught profitable entrepreneurs worldwide in a variety of industries how to systematize and automate their businesses which gave the entrepreneurs the freedom to enjoy even better health that they wanted, the family that they wanted, and the lifestyle choices they wanted. As a born entrepreneur, growing up on a family business, he generated millions before he was thirty and now the creator of the three month year inner circle, Dan has a unique behind the scenes perspective of the strategic planning, processes, systems, and business automations required to grow and scale sustainable self managing businesses.
In this episode, Nancy and Dan Lefave discuss:
Key Takeaways:
“Unless we’re focusing on our future and thinking about what we want then we are only replicating what we know based on our past.” - Dan Lefave
Connect with Dan Lefave: Facebook: https://www.facebook.com/DanLeFaveCoaching/ Instagram: https://www.instagram.com/dan.lefave/ Website: https://lefavecoaching.com/ LinkedIn: https://www.linkedin.com/in/danlefave/
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 | |||
| Craig Handley | Support People's Dreams - Both Who Have Quit & Stayed | 23 Mar 2022 | 00:24:35 | |
About Craig Handley: Craig was one of original owners of Listen Up Espanol prior to the company rebranding to ListenTrust. He started with Client Integration, this role expanding to managing client relationships and vendor management. Craig also performs financial analysis for pricing and client profitability. Craig has fulfilled assignments and multiple roles within the company throughout the years and his skills include software development, project and program management. He has had his hand in all aspects of the company and is a great resource to everybody. Craig is a Maine native happily married to his wife Blessing for 11 years. Together they have 3 kids aged 10, 8, and 7. When not playing sports and enjoying various school activities, they enjoy visiting as many Maine lighthouses, forts, waterfalls and scenic hikes as Vacationland has to offer.
In this episode, Nancy and Craig discuss:
Key Takeaways:
“If you listen to people, they will trust you and they become buyers… you have two ears and one mouth for a reason.” - Craig Handley
Click on the link below to order Criag’s book, “Hired to Quit, Inspired to Stay: How Focusing on Employee Dreams Built an Exceptional Culture and an Unbreakable Company”: https://www.amazon.com/Hired-Quit-Inspired-Stay-Exceptional-ebook/dp/B07H8PK6KJ
Connect with Craig Handley: Twitter: https://twitter.com/CraigAHandley Website: https://www.listentrust.com/ LinkedIn: https://www.linkedin.com/in/craighandley/ Instagram: https://www.instagram.com/craighandley/
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 | |||
| Rennie Gabriel | Create Wealth on Any Income & Become Philanthropic | 16 Mar 2022 | 00:19:22 | |
About Rennie Gabriel: He is the author of the best-selling book, “Wealth on Any Income: 12 Steps to Freedom” which is translated into 8 languages. He went from broke at the age of 50 to multi-millionaire in a few years while only earning $5000 a month. He failed high-school math, but he learned three secrets of the wealthy and now lives on his real-estate investment income. In addition, Rennie donates 100% of his book, training, and coaching profits to Shelter to Soldier, where dogs are rescued from toxic environments and trained as service animals for post-911 soldiers who have returned with post-traumatic stress disorders and traumatic brain injuries. As the president of the Financial Coach Inc., he provides education, training, and practical money skills - reducing debt, growing businesses, and creating work as a choice instead of a requirement. He is fluent in English, humor, and dog.
In this episode, Nancy and Rennie Gabriel discuss:
Key Takeaways:
“Recognize that it is ineffective to create wealth by yourself. Wealth creation is a team sport, not a solo sport.” - Rennie Gabriel
Connect with Rennie Gabriel: Facebook: https://www.facebook.com/renniegabrielcom/ Instagram: https://www.instagram.com/wealthonanyincome/ Website: https://renniegabriel.com/ YouTube: https://www.youtube.com/channel/UCdIkYMOuvzHQqVXe4e_L8Pg LinkedIn: https://www.linkedin.com/in/renniegabriel
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 | |||
| Steve Werner | Monetizing Your Tribe | 09 Mar 2022 | 00:21:41 | |
About Steve Werner: He is the founder of Monetize Your Tribe. He works with business coaches, entrepreneurs, and small business owners by turning their passion into a full time lifestyle through webinars, presentations, and events that change lives. He’s created and held more than 63 sold out events, both live and virtual, for himself and clients, generating more than $2.8 million in sales. As he states, most presentations are snooze-fests and have people checking out in the first 5 minutes, he shows his clients how to stop this and double sales on webinars by teaching 5 core areas that make webinars rein sales. Steve has spoken at Harvard on marketing and presentations and has trained in NLP for one too many presentations. In this episode, Nancy and Steve discuss:
Key Takeaways:
“Your favorite teacher probably taught less but they were more engaging, they were funny, to this day I bet you still remember something that they told you” - Steve Werner Get Access To Steve’s FREE Webinar Blueprint by clicking here: https://www.deathtobadwebinars.com/ Connect with Steve Werner: Website: https://www.steven.coffee/coffee Email: stevenpwerner@gmail.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 | |||
| Kelly Lichtenberger: Sales Strategies and Emotional Intelligence | 29 May 2024 | 00:21:51 | |
About Kelly Lichtenberger: Kelly Lichtenberger has a strong background in sales and marketing, with experience in various leadership roles. From 2021 onwards, she has worked as the Global Head of Sales Development at Avanan. Before this, she worked at The InsideOut Technologies Company as a Principal, focusing on building and optimizing Inside Sales teams. From 2017 to 2019, Kelly held multiple roles at Razberi Technologies, including Vice President of Marketing and Inside Sales. She was key in delivering network video recording, cyber security, and remote health management solutions during her time there. Before that, Kelly was the President of Consulting Services Group (CSG), where they provided superior customer experience and implemented top talent and technologies for business success. Kelly was also involved in building high-performance sales teams and instituting best-selling processes at Carousel Industries as the Vice President of Inside Sales. Overall, Kelly Lichtenberger has a wealth of experience in sales development, marketing, and team management and has consistently demonstrated success in driving revenue growth and achieving results. Check out the latest episode of our Conversational Selling podcast to learn more about Kelly. In this episode, Nancy and Kelly discuss the following:
Key Takeaways:
"I still very much believe in the human element. We hear a lot about AI and tools, what these tools can do, and what this system can do. We miss a big part of the sales cycle when we leave out the human element. I talk to my team often about this, and I think what happens is it comes down to skill set. There are a lot of people who don't have the skill set to use the phone as a selling device appropriately. So, it's easier to say it doesn't work and it's dead. The more people say that, the more it helps me and my teams because it opens the doors. Fewer people are calling, so I'll get through." – KELLY "So, when you think about emotional intelligence, it's the same as EQ. People have heard of IQ, which is knowing how. EQ is knowing you. Emotional intelligence encompasses self-awareness, self-regulation, motivation, empathy, and social skills. It's really about adding the human element into sales. When working with a team, I tell them, "We're not going in to sell on step one of the first conversation. We're looking at how to build a relationship, even in your personal life. It's about being you." One of the things that people forget to do often is to focus so much on the product know-how and forget that there's an actual person on the other end. Do we understand their role? Their pain points? What would be helpful to them in their position? If you're facing rejections, know how to handle it, pivot, and not get upset if you have a day where there are many hang-ups or didn't get through and set up the demo. Knowing that motivation, if you're not doing those things again, how do you turn something like cold calling into a skill set and not just give up because it's not working for you? Many people do. Then again, they want to say, "This didn't work." Well, maybe it's that you didn't work on that one." - KELLY "So, active listening is a big part of emotional intelligence, which comes in a few places. It's going to come into social skills. It will come into self-awareness, but really, the social skills of understanding. Knowing when to let somebody speak and actively listening to have it be heard allows you to respond appropriately. When we call someone, I must remind them that they may not always love our product or think that everyone on the planet needs it, but not everybody does, or maybe they don't see it. So, how do we have conversations to open up what they need? And if we fit, great. If we don't, then at least know how to build that relationship because, down the road, there might be something new added into your line of products that they could need." – KELLY Connect with Kelly Lichtenberger:
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:
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| Antonio Thornton | Faster Growth, Greater Profits, and Improved Quality of Life Through Marketing | 02 Mar 2022 | 00:19:16 | |
About Antonio Thornton: The founder of Money Mouth Marketing, which is a performance-based marketing firm and only one of the companies in the country that guarantees a minimum 3X ROI. Money Mouth Marketing is the recognized leader in strategic growth for small to midsize growth companies and for over 20 years, Antonio has touched more than 250,000 business owners from around the globe to help them achieve faster growth, greater profits, and improved quality of life. He is also affectionately known as the Profit Engineer and is most known for creating something from nothing. His expertise is developing widely creative and profitable promotions that build brand loyalty and goodwill without being obnoxious or sales-y.
In this episode, Nancy and Antonio discuss:
Key Takeaways:
“When you understand human behavior from a foundational perspective, you can pretty much sell and market everything. Cause you understand their desires, wants, motivations - these are the things that create buying decisions.” - Antonio Thornton
Get Antonio’s FREE giveaway by clicking on this link: https://moneymouthmarketing.com/nancy
Connect with Antonio Thornton: Twitter: https://twitter.com/moneymouth Facebook: https://www.facebook.com/moneymouthmarketing Pinterest: http://pinterest.com/mmouthmarketing Website: https://moneymouthmarketing.com YouTube: http://www.youtube.com/MoneyMouthMarketing LinkedIn: https://www.linkedin.com/in/antoniothornton/ | http://www.linkedin.com/company/2356846 Email: antonio@fearlessimpact.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 | |||
| Dov Gordon | Networking and the Power of Referral Based Marketing | 23 Feb 2022 | 00:17:03 | |
| Dr Matthew Champagne – Survey Conversations to Keep Your Customers Forever | 15 Feb 2022 | 00:21:39 | |