Conversational Selling (Nancy Calabrese)
Explorez tous les épisodes de Conversational Selling
| Date | Titre | Durée | |
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| 03 May 2024 | Jason Friedman: The Power of the Customer Journey | 00:22:04 | |
About Jason Friedman: Jason Friedman is the Founder and CEO at CXFormula, LLC, helping small businesses and entrepreneurs grow and scale their businesses, increasing customer engagement, loyalty, retention, revenues, and profits while improving their customer experience and creating raving fans. Their approach is at the intersection of psychology, theatre, business, and marketing. With decades of theatre experience between them, they combine the art of storytelling with the science of human behavior to create reliable and consistent customer momentum, generate massive engagement, and achieve incredible business growth. Jason has worked with some of the biggest brands in the world, including Nike, Disney, Foot Locker, Bank of America, and Harvard, to name a few. He's changing the way people look at the customer journey. Check out the latest episode of our Conversational Selling podcast to learn more about Jason. In this episode, Nancy and Jason discuss the following:
Key Takeaways:
"What we did in theater, it's like: people come into a show, and all the problems in the world are going on for them. Suddenly, they disappear as the orchestra plays, the lights fade, and they become very present. As the story continues, they laugh at certain moments, shriek back at others, and clap. It's all choreographed to the end, where they are on a journey, experiencing a transformation, moving to their feet with glorious applause and standing ovations. After like 20 years of doing this, I realized, you know what? Like, I know how to keep customers' attention and bring them in, crafting the journey that customers go on with brands, companies, online businesses, offline businesses, products, services - you name it. We help businesses create deeper engagement, focusing on clients and building deeper relationships. It results in much bigger businesses, helping you scale your business. That's what the Kinetic Customer Formula is: all those years of experience packed into one nice little package." – JASON "Because what ends up happening is the first light bulb that goes off is the realization that we as businesses make it hard for our customers to do business with us. [...] And so, the first thing I do is have them learn how to shift their perspective and understand the business from the customer's point of view. And when you do that, you realize: "Oh God, this is like, I wouldn't want to be my customer in many ways." And that first kind of light bulb that goes off is an emotional light bulb. Some people have, you know, felt bad because they have done everything they've done, and all they have decided to help the customers. [..] The second light bulb is where people start to understand: "Well, okay, I get it. We can remove the friction, but I still have all this competition, spending all this money on ads and all my clients. I'm still not getting as many people in. I'm still not optimized". And the second light bulb is that we spend all our energy focusing on how to get strangers to come to our business and talk to us, and very little of our energy and money resources on helping the people who said yes to us get those results. Now, I will help them shift their focus to the other side of the funnel. So, we flip the funnel. Those are the first two big light bulbs that blow up for people. And then from there, we go we go further." - JASON "If you can understand your customers that deeply, you can start to provide the journey they need to go on and make them feel safe and comfortable going on because you understand them. And most businesses know such superficial information about our customers, but when we start to go into this kind of a way to look at it, we uncover so much more. And that's where we start to realize: "Oh, you know what? I can look at the business through their lens. I get them now". In fact, in most companies that we work with, Nancy says to me: "Jason, you're great. I used to hate some of my customers. I have fallen in love with them. I understand them better, and they appreciate me more because they know they feel understood". And that changes the entire dynamic." – JASON Connect with Jason Friedman:
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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| 04 Nov 2020 | Judy Hoberman | Giving Women in Business the Tools They Need to Be Successful | 00:19:04 | |
On this week’s episode of Conversational Selling, we’re joined by special guest, Judy Hoberman, President of Walking on the Glass Floor and Selling in a Skirt. She is an international trainer, coach, author, and mentor, and her 30 years of business experience has given her both the knowledge and a great sense of humor about how men and women sell, work, and live differently. She is also one of the female pioneers in the insurance world and is the host of the weekly podcast, Selling in a Skirt.
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| 20 Sep 2022 | Marie-Elizabeth Mali: Cultivate Love and Connection in Personal and Professional Relationships | 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 | |||
| 29 Mar 2023 | Ivan Farber: Every Conversation is an Opportunity | 00:19:42 | |
About Ivan Farber: Ivan is a Chief Conversations Officer at Conversations About Conversations. For 30 years, Ivan has worked in marketing, sales, and relationship management in the financial services industry. And his Conversations About Conversations Podcast has over 250 episodes and tens of thousands of downloads. Listen Notes categorizes it as a top 10% global podcast. Also, Ivan wrote his first book Conversations: How to Manage Your Business Relationships One Conversation at a Time based on the lessons he learned from 10,000 conversations. Check out the latest episode of our Conversational Selling podcast to learn more about Ivan. In this episode, Nancy and Ivan discuss:
Key Takeaways:
“The moment that I owned the pause... was a moment that was very powerful for me. It's something that my mentor helped me with because he'd say when you keep talking and you go fast and you're skating over stuff, especially on the phone, you could lose people. And when you own the pause, especially following a very well-crafted question, you have to let people answer.” – IVAN FARBER “And I have an acronym for my model. The acronym is CLEAR. And inside of clear, you want to create the conversation, learn, and explore for the L and the E. A is for address and R is for resolve. But really, it's the learning, exploring and addressing, learning, exploring and addressing as kind of a cycle allows you to come up with a resolution at the end of it.” – IVAN FARBER “I work under five key beliefs. Belief number one is that conversations are how you get, what you need, and what you want in the world. Number two, they're the basic building blocks of our relationships. Number three, being successful in leading people, projects, and all of your endeavors requires very good skill in conversations. So four, they're at the root of all of our success in life. And then five, I believe that better conversations will lead to a better world.” – IVAN FARBER Connect with Ivan Farber:
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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| 29 Jun 2023 | Jennifer Standish: What do Hollywood Actors and Cold Callers have in Common? | 00:20:17 | |
About Jennifer Standish: Jennifer Standish is the author of Permission Granted: Live Your Life Full of Joy and Peace, a book in which she shares 91 self-limiting beliefs that, as a result of being raised by a narcissistic mother and an enabling father, she learned growing up and realized as an adult that she needed to change to be happy. She is also the Founder and President of Give Yourself Permission, which helps women create new rules for their lives, so they can overcome limiting attitudes that prevent them from achieving career success and finding happiness. Before becoming a transformational coach, she founded Prospecting Works, a successful business that assists salespeople in overcoming cold-call reluctance. Check out the latest episode of our Conversational Selling podcast to learn more about Jennifer. In this episode, Nancy and Jennifer discuss the following:
Key Takeaways:
"Let's look at it like it's a Hollywood script. Actors are memorizing scripts and they memorize them to the degree that when they speak to them, it sounds authentic. That's what you need to do. You maintain control of the conversation because over time it becomes very predictable what people are going to say. Stick to the same script. Don't reinvent it every single call. Say the same thing over and over again. And you'll be able to predict what people say in response, and then you'll be able to then craft your responses accordingly. So, it really makes your life so much easier if you know what you're going to say ahead of time." – JENNIFER
"Your delivery I think is 80% of it. If you're confident and you believe in what you're saying, even with a mediocre script, you're still going to schedule appointments. You have somebody with a very weak delivery and an amazing script, that person's not going to have any success because, in cold calling, our voice communicates so much more than the words that we're saying. And so, when you don't have a face and you don't have facial inspections and body language, all those little nuances in somebody's voice become incredibly important. And so, people follow confidence." – JENNIFER
“So be confident in what you're communicating and realize that you're really only selling the meeting. You're not selling a $3 million insurance policy, right? You're just selling the meeting. You're just asking for an introduction. And if you approach this with confidence, I mean, young, eager people, whether you're a financial advisor or you're a commercial insurance or whatever, where age might be seen as an advantage. You know, people still follow confidence and people will work with a young producer who's eager in building a book because they know they're going to get outstanding client service. So, I say, call, ask for the appointment. It's an introductory call. You're not asking them to like hand you a ton of money. You're just asking for time.” – JENNIFER
Connect with Jennifer Standish:
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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| 14 Mar 2024 | Julie Barlow & Jean-Benoît Nadeau: Transforming Passion into Profit | 00:21:41 | |
About Julie Barlow and Jean-Benoît Nadeau: Julie Barlow and Jean-Benoit Nadeau are the award-winning and bestselling authors of The Story of French, The Story of Spanish, and the bestselling Sixty Million Frenchmen Can't Be Wrong. Julie Barlow is the author of 8 nonfiction books. In 2023, Julie published a comprehensive guide to self-employment with her husband and writing partner, Jean-Benoit Nadeau. GOING SOLO: Everything You Need to Start Your Business and Succeed as Your Own Boss, with Jean-Benoît Nadeau, drawing on the couple's three decades of experience as freelance writers. Born in Sherbrooke, Quebec, and a political science graduate of McGill University, Jean-Benoît Nadeau once held a job for 29 days and has been self-employed for 35 years. A regular reporter and columnist for L'actualité (Canada's leading national French magazine), he has also been a past contributor to the Report on Business Magazine. He has signed papers for various American, Canadian, and French publications. His freelancer status has allowed him to live in various venues like Phoenix, Toronto, Paris, and Montreal and undertake radio, film, and book projects, some of which with his spouse and partner Julie Barlow. They currently work as journalists based in Canada. He also published "The Story of French," "The Story of Spanish," and "The Bonjour Effect: The Secret Codes of French Conversation Revealed. " Their books have been translated into French, Dutch, Mandarin, and Japanese. Check out the latest episode of our Conversational Selling podcast to learn more about Julie and Jean-Benoît. In this episode, Nancy, Julie, and Jean discuss the following:
Key Takeaways:
"The book is really for anybody who wants to start a business. But we're working from experience and maybe addressing more people in the creative field. Mind you, starting a business is creative, period. And I think one of the issues probably applies to all entrepreneurs. You know, you want to do something, be self-employed, and work from your passion. And then you very quickly must understand that it's a business. And it's hard for people to switch from being passionate about something to being business-like. And so, the book takes everybody through from the very beginning, writing your business plan through negotiation and operations and management and all the things you need to understand to make your passion make a living for you." – JULIE "It depends on whom you sell. Sometimes, the market that you have is very small. In effect, when we're magazine writers like us, we sell to about five or six publications. A lot of people publish these publications. But the person we must convince, the gatekeeper, is the editor-in-chief. And so, in that case, convincing them is putting together what we call the ingredients of a good idea, what's in it for them, what's so special about it. Sometimes, we have clients who are completely unknown to us. Some people want us to write a book on them. And so, in that case, most of the selling is just teaching the person how our business works because they have no clue. And if we do a good job there, we will have a client that will understand better where they will evolve." – JEAN "The book is about communication, particularly understanding your client's expectations and needs. So, for instance, we have people who want writing projects who don't really understand what involved the time and the work and what is involved in putting together some writing. So, part of our job is finding out how much they understand. And it's important to do that work sort of upstream from signing a contract with somebody and because it's all going to figure into how much you charge for it." – JULIE "I would say that you will quickly be busy once you have your business going. A very important thing is figuring out your purpose. Julie alluded to that. But you know, if you start a school for social dancing, you're not going to make all the hundreds of little decisions, whether your purpose is to start a franchise of school dancing or have your clients win the Olympics of social dancing or create a shoe for social dancing. You will not choose your clients in the same way as your venue, and you won't publicize in the same way. So, the idea of having a purpose, which is what you are doing this for, is very important. It's the essence of a business plan, which is not a 200-page document but a really, really a document about yourself. And knowing thyself better is the old Socrates motto, really applies to self-employed people." – JEAN Connect with Julie Barlow and Jean-Benoît Nadeau:
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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| 12 Apr 2024 | Dave Kahle: The Power of Process in Selling Anything, Anytime | 00:21:58 | |
About Dave Kahle: Dave Kahle is the President of Kahle Way Sales Systems, a company where they help CEOs and VPs of Sales for Wholesale Distributors increase sales, gain market share, and significantly increase the ROI from their salespeople in 15-30 minutes a week. He is a B2B sales expert and Christian business thought leader. Dave helps his clients increase their sales and improve their sales productivity. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of salespeople and transform hundreds of sales organizations. Sign up for his free weekly Ezine. Three international entities recognized his book, How to Sell Anything to Anyone Anytime, as "one of the five best English language business books." Check out the latest episode of our Conversational Selling podcast to learn more about Dave. In this episode, Nancy and Dave discuss the following:
Key Takeaways:
"In that book, we talk about two different levels of sales process. The big-picture sales process is what a sales organization and the salesperson do over time. And then what I call the day-to-day or the nitty-gritty sales process is what a salesperson does with a customer or a prospect. […] Let me talk about the nitty-gritty sales process and how it relates to everyday activity. So, the first step in the prospect is to engage with the right people. And that can trump everything else. If you spend your time with the wrong people, no matter how well you do everything else, it's a waste of time. So, step one is to engage with the right people. Step two is to make them comfortable with you. Because if they're uncomfortable with you, they won't react transparently and honestly. Step three: find out what they want. And again, there's a whole body of content surrounding each of these. I mean, a couple of days' training for each of these. The next step is to show them what you have given them and what they want. And again, that applies to anything, anywhere, anytime. That's why it's the title of the book. Then, you agree on the next step. And again, each one of these can be at least a couple of training days. At that point, you follow up because the decision is typically made in the business-to-business world. The decision to buy is typically made when you're not there. So, you follow up and leverage satisfaction with this, which salespeople often neglect to do but to leverage satisfaction into additional internal or external opportunities. And then you know what? You're back where you started from. So that's the process. That's the process that an individual salesperson uses to relate and sell anybody, anything. You have to do all those things regardless." – DAVE "There's a whole lot of things, like number one, that is so often overlooked, and that is to make an excellent first impression—to look like you, to sound like someone that people can talk to and relate to. So that's step one. And then there are so many things, like, for example, how you dress. I have a rule—you should dress like your customer, only a little better. So, if you're a man wearing a suit and tie, calling on farmers, I mean, your suit and tie is separating you from connecting with that farmer, from making that customer comfortable with you. So, you dress like the customer, only a little bit better. And that's the rule for everybody. And then, there's sharing. I like to share something personal. It forces the customer to see you as a human being, not just a role player. You're not just a salesperson; you're a real person.- DAVE "It's here to stay, and it's growing, and it has, and it required. It requires not necessarily something new, but the salespeople who are selling virtually have to be much better. For example, you cannot make an appointment to talk with somebody on a Zoom call and not be thoroughly prepared. You know, like so, the pressure to be thoroughly prepared so you're not wasting time looking foolish on a Zoom call is far greater than if you stop by. You're just going to stop by and see them, and sometimes you're not fully prepared, but you cannot do that on a Zoom call. Now, it's increased by a multiple. So, number one, they must be far more prepared. You know, with agendas and objectives of every sales call. That's always been a best practice, but many have ignored it. You can't ignore that anymore. And so, you know, that's a big one. And then there are lots of things that kind of fall underneath that, things that you need to do when you're selling virtually that you don't necessarily need to pay that much attention to when you're selling live." – DAVE Connect with Dave Kahle:
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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| 15 Jun 2022 | Fred Copestake: Teaching Customer-Centric Sales Strategies for the Future | 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 | |||
| 06 Dec 2022 | CONTAGIOUS PASSION: Improving Workplace Relations, Morale and Business Profitability | 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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| 08 Jan 2024 | Clare Price: Effective Sales and Marketing Collaboration | 00:21:14 | |
About Clare Price: Clare Price is CEO of Octain, a marketing consultancy that is transforming the way companies do marketing. She started working remotely in the 1980s as a tech reporter for InformationWeek magazine, and later as a research director for Gartner. Before launching CFP MediaGroup (now Octain), she was Vice President of Research for Demand Metric, a strategic marketing advisory service where she led the research analysis into cloud computing applications for marketing automation, social platforms, and several other products. Clare is the author of two books and an experienced speaker with clients like the American Marketing Association, Vistage, and many others. Check out the latest episode of our Conversational Selling podcast to learn more about Clare. In this episode, Nancy and Clare discuss the following:
"We start with the structure that we've developed is what we call a canvas model, and we start with discovery. It is understanding where that company is in terms of what we call the six areas of market acceleration, which are brand development, customer acquisition, message clarity, market expansion, sales enablement, and product innovation. So, we will do a discovery assessment of that company in those six areas to see where they are today, where are their gaps, where are their opportunities, and from that standpoint, then we do an evaluation and recommendations." – CLARE. "And what our sales enablement module does is bring the marketing and sales team together to create a unified team. We have a lot of tools that we use to help the team understand each other because you're more on the sales side, and I'm more on the marketing side. We have different ways of looking at the world, right? So, the marketing person is looking at the forest, and the salesperson is looking at that one tree that is going to give them the clothes they need for that month, right? And so, we have different ways of looking at the world, and we must understand and share each other's perspectives. So, one of the things that we recommend in the book with our sales enablement module is what we call ride-along: where the marketing person will get in the car. You want to do the physical live ride-along and drive up to the business owner's door or the virtual ride-along where they are in the Zoom call, and they can see how the salesperson navigates through the sales call. And we feel that that's a really good way to learn how to walk in each other's shoes. By contrast, the sales team could also get involved with our sales enablement approach in doing some planning for a marketing event like a conference or putting together a specific piece of collateral or material so that they kind of see, well, how does that marketing person put their magic together?” – CLARE. "I think there have been a lot of changes, but I think the biggest change is from broadcasting your offer to personalizing, individualizing, and presenting deep individual value to your target. The idea of broadcasting out, we've got, you know “Hey, 25% off. Will you get it now?” is not something that a lot of savvy consumers want. And particularly the younger generation, millennials and younger, don't want to just buy a product or buy a professional service because it's going to solve a problem. They want to be part of something that's going to make their life, their community, and the world better. And that's a big shift." – CLARE. Connect with Clare Price:
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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| 02 Mar 2021 | Fred Diamond | Three Keys to Successful Sales | 00:21:52 | |
On this week’s episode of Conversational Selling, we speak with Fred Diamond, President, Executive Director, and Co-Founder of IES, the Institute for Excellence in Sales. He's also the host of the award-winning Sales Game Changers Podcast.
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| 06 Sep 2022 | Kendra Lee: Take a Multi-Channel Approach to Selling | 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 | |||
| 08 Nov 2022 | Christopher Croner: Hire Quality Salespeople Through Effective Strategies | 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 | |||
| 04 May 2022 | Nigel Green: Fueling Healthcare Companies With Revenue Intelligence | 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 | |||
| 30 Jan 2024 | Malina Poshtova Delamere: Sailing to Success in the Sales World | 00:21:38 | |
About Malina Poshtova Delamere: Malina Poshtova Delamere is the Founder and President of Vida Rose Coaching Solutions, a leading executive coaching practice for women whose business, career, and life are in growth mode. Trained and certified by the Center for Executive Coaching and the Fowler International Academy of Professional Coaching, Malina is a Certified Executive Coach, Certified Professional Coach, and Certified Disaster Recovery Coach. She is a Fellow Member of the Institute of Coaching at McLean Hospital/Harvard Medical School and a member of the International Coaching Federation (ICF). A former Fulbright Scholar, Malina holds Master of Arts degrees from New York University (Journalism) and St. Kliment Ohridsky University of Sofia, Bulgaria (English Philology). Malina's coaching practice helps people - leaders, entrepreneurs, team builders - to achieve goals, accelerate growth, solve problems, move forward, and drive change.Malina is a lifelong learner. She is fluent in English, Bulgarian, and Russian and nearly fluent in French. In 2019, Malina learned to sail; Vida Rose is the name of her yacht. Sailing has taught Malina much about leadership, teamwork, trust, resilience, and creative problem-solving. Check out the latest episode of our Conversational Selling podcast to learn more about Malina. In this episode, Nancy and Malina discuss the following:
Key Takeaways:
" My dream job is to coach women. And here's why. Obviously, as a woman myself, I have been there. I have experienced the challenges of professional women, be they business owners, be they on the corporate career track, or entrepreneurs; I've been there, I've done it, I've felt it, I've learned a lot of lessons that I love to share with my clients to help them succeed. As a woman, I am deeply invested in women's success. And I've also had a lot of practice in my 20 years of corporate experience and corporate leadership experience. I coached a lot of men. So I also have the other side's view, if you will. And that is a very helpful perspective." – MALINA
"Growth mode is my way of saying you are ambitious, you have goals, and perhaps you need a little bit of help to get you there, or you need an accountability partner or a sounding board to check your decisions. But you are a woman on a mission who wants to succeed, whether in private practice, a corporate career, or as a business owner, and you have very specific goals. At least I can help you clarify and get those goals. So it's not just I want to start a business and grow it; it's more you know I want to start it within the next three, six, 12, 18 months. My goal is to achieve X in my first year and Y in the second year. X and Y could be monetary targets, revenue targets, the size of your team, and how many employees you want to have. I wanna grow my business to where I get to sell it to a larger corporation Top of FormBottom of Form." – MALINA "My unique idea is that adventure makes people better leaders. When you put someone very comfortably and safely out of their comfort zone. For example, I own a small yacht and take my clients sailing. It's not about the sailing. It's about being out on the water, making fast decisions, being aware of the situation, being in a small space with other people, and learning how to communicate with them clearly and impactfully set a strategy, for example, going back to the sailing. Depending on which way the wind blows, it may take you a longer time to get to your destination or a longer time to get back. And it would help if you kept that in mind when planning. Where are you going? Do you have enough time to get there? Do you have enough time to get back? What if changes or the current? What if there's other shipping traffic all around you? On my boat, which is fantastic, I have two helms and two wheels to drive the boat side by side. So, I like to put clients on one side. It's perfectly safe because a qualified captain is holding the other wheel or is standing by at the other wheel. But you put someone who wants to be a leader on a boat with six other people and tell them, hey, you've never driven a boat before; six other people's lives depend on you, drive. Yes, exactly. It's a very safe and controlled environment. But on the other hand, it puts you out of your comfort zone, and it challenges you to make fast decisions, to look all around, to be aware of what's going on." – MALINA Connect with Malina Poshtova Delamere:
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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| 07 Mar 2023 | Darleen Priday: Empathetic Selling and Relationship Building | 00:21:30 | |
About Darleen Priday: Darleen is the Director of Business Development at Peachtree Versatile Assistants. She has over 25 years of experience in Sales and Business Development. And for the last eight years, her primary focus has been working alongside entrepreneurs and business coaches. She loves helping them get the right support to scale their businesses. Darleen has a unique approach to business development. Empathetic selling and relationship building is the core of who she is. There are a lot of tips and tricks that she can give people that will benefit them regardless of what direction they go into. Learn more about Darleen in this latest episode of Conversational Selling. In this episode, Nancy and Darleen discuss:
Key Takeaways:
“I love what I do, so that is definitely not just giving to somebody, but it's also self-serving because I always feel good that I can help someone.” “Everybody is limited. You can't be everything to everybody. So, knowing those limitations and sharing that with your prospect, saying I can't do all of that. Here's what I can do, or we're not the service for you is very important” – DARLEEN PRIDAY
Connect with Darleen Priday:
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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| 13 Jun 2024 | Hamish Knox: Lessons from a Sandler Guru | 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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| 16 May 2024 | Alice Myerhoff: Ethical Sales Practices for Long-Term Success | 00:19:57 | |
About Alice Myerhoff: Alice Myerhoff is the Founder of Myerhoff Consulting, which helps mission-oriented startups and SMBs with growth strategy, partnerships, and sales processes to increase revenue and maximize their positive social impact. Alice is a Sales and Business Development leader, author, and strategic deal-maker who has built customer portfolios from the ground up and client bases from ZERO. She brings a wealth of multicultural experience across several corporate, education, and nonprofit sectors. 20+ years background in online media/news/advertising/events, educational technology/software, social impact/businesses, real estate, computer gaming, and financial services. Previously held executive-level positions at workforce development, gender equity, and education-focused organizations. Check out the latest episode of our Conversational Selling podcast to learn more about Alice. In this episode, Nancy and Alice discuss the following:
Key Takeaways:
"I think having a definition around who you're targeting is kind of the baseline number one issue. You can't really reach out to your targets if you don't have a target in mind. A phrase that I like to use is, 'You can't boil the ocean,' right? So, let's think about who the client is, how we can reach them, where they are, what they care about, and their pain points. That's the first step. And then having some methodology, like, do you have a CRM? Do you have it set up in a way that allows you to make strategic decisions based on the data you're collecting? Those types of things are pretty key. I like to get my hands dirty, you know?" – ALICE "Attendees don't like to be spammed. Imagine attending a conference; you'd have a hundred exhibitors, and everybody knew you would be there. How many emails are you going to get? And they'll annoy you. And maybe you won't attend the conference again because you don't want to be on that list. So, conferences don't do that. But that doesn't mean you can't figure out who's likely to be there, right? So, you can – this sounds super basic, but sometimes people don't think of it – look at the agenda for the conference. Who are the speakers? You know they'll be there, right? They must show up. Or, you know, sponsors, exhibitors –they will have people on site. And you can even build outreach campaigns just around that information, right? You can make a pretty good guess. This type of company will probably send out a salesperson or a marketing person, depending on what the conference is about. And even if that is your specific target, they can maybe help you connect with that person." - ALICE "People kind of like that idea of showing up at a conference and winging it. I think a lot of people are selling the same way. They're sort of winging it, and you can pick up little tidbits here and there. There's lots of thought leadership stuff happening. I mean, our little videos are part of that, too, even. But building a methodology that allows you to be consistent and have some rigor can make a huge difference. So yeah, I support that. And you know, Nancy, the bigger vision with Sales Glow Up is to create something like that." – ALICE Connect with Alice Myerhoff:
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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| 01 Sep 2023 | RJ Redden: The Secret Psychology of Disneyland and Sales! | 00:20:58 | |
About RJ Redden: RJ Redden is the Founder and human-in-charge at Black Belt Bots. Coaches hire RJ to skyrocket their engagement. RJ creates epic engagement experiences that motivate people to click that button, connect with you, and enroll like crazy. She holds two Master's degrees at the University of Nebraska at Omaha, a Master of Public Administration and a Master of Science in Management Information Systems. She is an adjunct faculty member at the University of Nebraska at Omaha and teaches technology skills to small businesses and nonprofits in the Omaha, Nebraska, and Council Bluffs, Iowa, metropolitan area. Redden specializes in websites, administrative streamlining, and social media campaigns. Check out the latest episode of our Conversational Selling podcast to learn more about RJ. In this episode, Nancy and RJ discuss the following:
Key Takeaways:
" The way to stand out right now, as I see it in the marketplace, is to do your writing, make your video, make your podcast, make everything personal, have that thumbprint in there. Do not accept "Oh, I could send 800 messages that all say the same thing to 800 people on LinkedIn today. Let's go ahead and press that button". Do not accept mass, you know, mass marketing, mass messaging. It's not the way to go. Make it personal. Make it personal because everybody is using these AI writers nowadays to, you know, throw out an article or two. You know, those sound like they're produced by robots, Nancy." – RJ
"And Disneyland thinks about every moment of the journey that you are taking, and they do their best to make it a frictionless journey. What I mean by that is, this was a couple of years ago, they developed these watches that your watch opens your hotel room door. Your watch pays for dinner. Your watch basically does everything. They give you information right when you need it so that you can use it right there so you're not carrying the cognitive load of where they say the thing was. All that kind of stuff. That intentional journey setting makes Disneyland what it is, which is a preferred destination for many, even those without kids. That journey is what your people need to take. That journey needs to be full of interaction with you. Some of its stuff that we kind of write into a process. The quizzes, games, choose your own adventure videos, all of these types of things allow people to get to know you at their own pace. You get to know a little bit about them, and that way, by the time they're sitting across from you. They know that they want to be part of your tribe." – RJ
Connect with RJ Redden:
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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| 14 Dec 2020 | Shari Levitin | Emotional Connection in Sales | 00:20:57 | |
On this week’s episode of Conversational Selling, we speak with Shari Levitin of The Levitin Group. She helps teams bridge the gap between beating quota and selling with an authentic, heartfelt approach. Throughout her career, she's helped create over a billion dollars in increased revenue for companies in over 40 countries. She's also the best selling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know and is a contributor to Forbes magazine, CEO Magazine, and Huffington Post.
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| 17 Aug 2021 | Brooke Dukes | The Secrets to Selling at the C-Level | 00:20:47 | |
Can you quickly identify the 4 types of executives?
Can you successfully sell to each of them?
Brooke Dukes can, and she’s here to share her secrets (and the science behind them).
As the Chief Sales Officer for the National Association of Sales Professionals, Brooke specializes in supporting salespeople in understanding the way the mind works. The NASP’s Human Success Operating System is a research-based program that integrates vision, motivation, and strategy into daily habits.
Our conversation goes into detail on a number of insightful, and actionable topics, including:
You are in for a treat today. If you are looking to get your foot in the door and start selling at the next level or if you have a measurable goal you are struggling to achieve, you do not want to miss this episode. Reboot, reprogram, and upgrade your operating system now! | |||
| 14 Dec 2023 | Jenn Drummond: Overcoming Challenges and Finding Your Everest | 00:20:29 | |
About Jenn Drummond:A car accident in 2018 left Jenn Drummond awestruck and emboldened. Rescue workers couldn't imagine any scenario where she came out of it alive, but she did. That's when she realized you don't get to choose when you leave this life…but you sure can choose how you live it. Strengthened by this awareness, she set out to live more authentically and adventurously. Inspired to climb a mountain for her birthday, her son raised the stakes by suggesting Mount Everest. Not one to back down from a challenge, she accepted the pursuit. During her training, her coach upped the ante and proposed she go for a Guinness World Record and become the first woman to climb the 7-second summits. The pursuit matched her desire to live a life of significance, not just success. Today, Jenn is a world record holder who elevates others to master their summit in life. She's a successful business owner and Mom of 7 remarkable kids who, as you have heard, boldly inspire and brazenly challenge her. She's also an international speaker, author, and Host of the Seek Your Next Summit podcast, focused on inspiring others to go beyond success to a life of significance. Check out the latest episode of our Conversational Selling podcast to learn more about Jenn. In this episode, Nancy and Jenn discuss the following:
" So, when I started everything, I had no social media whatsoever because I just thought it was all racket and that wasn't necessary, and why would I share all this? This is my private life. And one of my friends convinced me, she's like: "Listen, we rarely get to see the environments that you're going to. We're not going to take on these mountains like you are. The closest that I get to having this experience is through you. So, it would be amazing if you would be willing to share this because it gives me a chance to be involved". I was like: "Okay, sure." So, I started the site as Bold. Brave. Beautiful. And those words came together because you have to be bold enough to say YES to what sets your heart on fire. Then, you have to be brave enough to put action behind it and be willing to be a beginner in whatever you're doing. And by doing those two things, being bold and being brave, whatever unfolds is beautiful because it's your story." – JENN. " I'm checking in. You know, I think we need to just check in with ourselves and say: "Hey, is this working? Is this what I want my life to look like? Does this feel good? Is this getting me closer to my goals, or what am I doing right now? And is that hurting my progress?". So, I feel, you know, the book's called Break-Proof, and I feel we either break or take a break. So, taking a break is the proactive piece of that. Breaking is the reactive piece to it. And so, if we can plug in breaks and take those and just reflect and say: "Yeah, this is where I want to go, or this is what I want it to look like, or all this stuff's coming together." Then you're taking a proactive approach to your life and living with intention." – JENN. "No one agrees with me on this. You know, I have a grump dump. So, I think the whole world has a gratitude journal, right? And everybody's like, listen to, list your gratitude, and do your gratitude journal and all these different things. I am grateful, 100%. But I also have grumpy things that go on, things that don't go my way, or things that I get frustrated with. And I have a journal, and I call it the grump dump. And I dump all those. I put terrible thoughts or feelings or unheard pieces of me into that journal to get it out of me instead of just pretending I'm happy all the time. And that grump dump journal helps me be authentic and lean into gratitude, but I need to get that yuck out and not pretend it's not there." – JENN. Connect with Jenn Drummond:
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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| 24 Apr 2024 | Benjamin Brown: Understanding Sales as a Language | 00:20:23 | |
About Benjamin Brown: Benjamin Brown is the CEO of 360 Sales Consulting, a company specializing in helping businesses and entrepreneurs excel in sales and dramatically increase their bottom line. Their proprietary sales system has come to be recognized as a "game-changer" and is in demand by companies of all sizes throughout the United States. Ben's sales career of more than twenty years began with selling health club memberships and quickly worked his way into sales manager and sales director positions. Having held both inside and outside sales positions, his diverse experience includes selling autos, computer products and services, voice recognition software, staffing, and transportation services. Ben is a former United States Marine with six years of service and a Veteran of the Gulf War. Check out the latest episode of our Conversational Selling podcast to learn more about Benjamin. In this episode, Nancy and Benjamin discuss the following:
Key Takeaways:
" The best way to learn sales that I found is making sure that you have a proper mentor to work with or coach, especially if you haven't done it before or if you have done it not to the point where you've been satisfied. Sales is a skill, so it's better done in an apprentice-type situation where somebody is grading your performance as you do it. Theory, reading a book, watching videos and doing it and performing it doesn't work well because there's no way for you to get the direct feedback that you need to adjust." – BENJAMIN "We live in a Western civilization where we're trained that your worth and things you want must be earned through your work. You don't negotiate. If you make enough money to negotiate in America, the only thing you know in life is a house and a car. But if you go overseas and go to third-world countries or other places less, their actual mentality or culture is that if you go to a market, an open market in a second or third-world country, there are no prices. Everything is a negotiation. Right? Everything's in the good in some cultures. If you don't negotiate, they will see it as negative. So, I love it when I go overseas, and I go to these places, and at the end of the tour, you'll see the native, the local people selling their arts and crafts at the end, and they're coming at you with the, you know, the pressure for you to buy. You can look and see the Americans because they start to cringe. They're not used to that aggression. But this is how people get things done in their country. We live in an economy where we don't have to deal with that. But we get more inundation through our phones and television, driving down the road. We get hit just like they do. It's just not verbally in our face." - BENJAMIN "There's no need to fear sales if you understand that sales is a language. It's just like sign language or anything else, and if you can understand that, your life becomes a whole lot easier because you'll know when people are selling you and when you need to buy. And that comes through your personal life as well as your business. By doing that, your confidence level will increase because you now will understand that you need to listen more in a conversation because good salespeople are great listeners. And it is key. So, there are three things I say you need to do when you're a good salesperson: First, you need to know where you're going, which means a good sales process. Number two is that you need to be confident. You have to be able to take rejection. Number three is that you must listen. And you must do all three of those at the same time. Hence the skill of sales. So, some people could do one or two, but you need to do all three. And if you could do all three very well, you could become a great salesperson." – BENJAMIN Connect with Benjamin 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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| 15 Jan 2024 | Brian Ahearn: Unlock the Secrets of Influence | 00:21:35 | |
About Brian Ahearn: Brian Ahearn, CPCU, CTM, CPT, CMCT, is a founder of Influence People, a company where they believe that Ethical Influence is the Secret to Your Professional Success and Personal Happiness. Brian is one of only a dozen individuals in the world who currently holds the Cialdini Method Certified Trainer® (CMCT) designation and one of just a handful to have earned the Cialdini Pre-suasion Trainer® (CPT) designation. He is also a faculty member of the prestigious Cialdini Institute. Brian's passion is to help you achieve greater professional success and enjoy more personal happiness. He teaches you how to ethically move others to action using the science of influence. A cum laude graduate of Miami University, Brian has been in the business arena for more than 35 years and training people for over two decades. In addition to his influence, sales, and leadership work, Brian has been a business coach to regional vice presidents, sales managers, field sales reps, and wealth advisors. Check out the latest episode of our Conversational Selling podcast to learn more about Brian. In this episode, Nancy and Brian discuss the following:
Key Takeaways:
" People can get influence and manipulation mixed up. And it happens quite often where somebody, you'll talk about influence, and they'll say, oh, it's just manipulation. And I think there's a big difference between ethically influencing people into decisions that are good for them. And it may also be good for you versus just getting somebody to do something because it benefits you. So, I love it when people throw up the objection that it's manipulation because it's so easy to answer that and educate people at the same time." – BRIAN. "Well, one of the things that we talk about is that everything we do is based on research. This isn't "Hey, Nancy, this worked for me; maybe it'll work for you." If it worked for me, I will tell you psychologically why and support it with the principles of persuasion. So, everything that we do is based on research. The heavy emphasis is on the ethical part. And then the third thing that we try to bring forth is practical application. When talking to an audience, I always share a little bit of research to get people excited about how this could be powerful. Okay, here's a practical way to apply it. And I want people to leave, for example, if I do a keynote, to have at least half a dozen ideas they can start doing today to become more influential." – BRIAN. "I would encourage everybody to start with that principle of liking because in addition to being more successful at work, think about how much better society would be, Nancy. Everybody had this mindset: I want to get to know and like you. I will look for the things we have in common: positive qualities; I will compliment you when I see the positive; I will temper myself if I see something negative and have a constructive conversation. But the world would be such a better place if people had that mindset. So that's what I would encourage your listeners to do today. After you hear this, the next person you look at, ask yourself, what can I do to come to know and like them more?" – BRIAN. Connect with Brian Ahearn:
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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| 09 Mar 2022 | Steve Werner | Monetizing Your Tribe | 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 | |||
| 25 Oct 2022 | Fabienne Jacquet: Make Joy and Fun Part of Your Identity | 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 | |||
| 22 Feb 2023 | Amanda Abella: Helping Women Make Money Their Honey | 00:20:15 | |
About Amanda Abella: Amanda Abella is the founder and CEO of Make Money Your Honey, a marketing and sales training company that helps women coaches, consultants, and creatives triple their revenue while working half the time in 90 days by teaching a framework that covers systems, influence, and sales.
In this episode, Nancy and Amanda discuss:
Key Takeaways:
“Money is a fantastic thing, because if you want to change the world, it's going to take a lot of money.” - AMANDA ABELLA
Connect with Amanda Abella:
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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| 09 May 2024 | Nigel Green: Sales Leadership Secrets | 00:22:10 | |
About Nigel Green: Nigel Green is an Advisor to Founders and Sales Leaders and the Author of "Revenue Harvest: A Sales Leader's Almanac For Planning The Perfect Year." Executives and sales leaders hire Nigel to improve sales team performance. By the age of 31, he was a Fortune 300 executive sales leader who had led sales for two healthcare companies that both experienced successful financial exits. Since publishing Revenue Harvest, he has advised dozens of sales teams on building a best-in-class sales team. Two of his clients have scaled and sold for more than 3X EBITDA, while others have attracted investments from top venture funds. Most importantly, they hit their sales targets. Check out the latest episode of our Conversational Selling podcast to learn more about Nigel. In this episode, Nancy and Nigel discuss the following:
Key Takeaways:
"I think the problems that sales leaders face could be bucketed under majoring in the minor things. And what that means, if we were to unpack it, is that if you found yourself in this position, it would sound all too familiar to you. You look back on your day; you were busy and did a lot of stuff. Most of what you did was probably internal and not enough external, meaning that you were on, especially today; we're recording this on a Monday. So, a lot of sales leaders today will spend their entire Monday in meetings that will probably not create one single customer, and they will probably not be involved in any training or development of the sales team. And it's certainly not going to be involved in the overarching strategy of the business. It's probably going to be meetings that involve updates around product or operations, updates that have already happened and that you cannot control and ultimately won't matter in creating a customer, training a rep, or the overarching strategy of the business. And that's the biggest problem: many sales leaders don't have enough autonomy in their schedule. And if they do have autonomy, they're still not spending it on the three areas of the business that matter most: customers, reps, strategy." – NIGEL "I ask a lot of really good questions. So, it gets to where I'd never really have to ask anyone for an investment or to hire me because they see through the power of my questions that their life might be better if they had me as an extension of their team. So, that translates, I think, naturally to the types of things that I work on in my coaching business, which is primarily what I do as coach sales leaders. I help them improve the quality of their questions. And as they start asking better questions, they start having better problems. Better problems lead to better results. So, we get to this place where we don't have an activity problem, or we don't have a "we're not hitting our sales" problem. We start having deeper problems around strategy, positioning, technology, compensation plans, team structure, data, and augmenting sales reps with better support systems—not just hiring more people but hiring various sellers for different types of roles in the sales organization. And we start having better problems." - NIGEL "If you want to transform your sales team, you've got to understand that your sales team is only as good as your worst rep, and your worst rep is probably the one that gives you an insight into your sales leader's tolerance threshold. And so be pushing yourselves later to always try to replace your worst rep with a new one. And sometimes replacing your worst rep with a new rep is taking that individual and making them better, making them fundamentally. I'm not advocating for just creating a bunch of turnovers, but I think, you know, if I'm a leader of an organization, I'm trying to find out where's my weakest link and how do I go about systemically attacking that to making it better." – NIGEL Connect with Nigel Green:
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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| 16 Feb 2021 | Brandon Bornancin | Enlisting the Power of Artificial Intelligence to Build Sales Lists | 00:23:21 | |
Our special guest on this week’s episode of Conversational Selling is Brandon Bornancin, CEO and Founder of seamless.ai, a software platform that delivers the world's best sales leads with the first real-time B2B sales search engine powered by artificial intelligence. He is a serial salesperson, a motivational speaker, and a 15 times sales author obsessed with helping businesses maximize success.
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| 05 Dec 2023 | Mark Garrett Hayes: Emotional Coaching: Getting Right into the Hearts of People | 00:21:37 | |
About Mark Garrett Hayes: SalesCoachr's Founder, Mark Garrett Hayes, is the author of the value-packed and highly-praised book 'Sales Coaching Essentials.' Endorsed by best-selling authors like Mike Weinberg, Matt Dixon, Jeb Blount, and top sales leaders worldwide, this book will help you crack the code and show you how to enable your frontline sales managers to perform at their best as coaches. You'll discover why all sales leaders must become better coaches and learn practical ways to make this happen – so you can get the best from your most important strategic asset – your people. Check out the latest episode of our Conversational Selling podcast to learn more about Mark. In this episode, Nancy and Mark discuss the following:
"Well, my area is sales coaching, but coaching is a universal skill because it leverages people's innate abilities. When we direct people, we boss people, we over-manage people, and we tend to impose our solutions upon them. In doing so, we overlook their contribution, responsibility, and accountability and shortcut their creativity. So, when I'm directing, bossing, and telling people what to do, I'm not involving them. Secondly, I'm creating huge amounts of work for myself. So, if I coach people, I get to enlist them and get them to co-create solutions, which often they will understand better than I will because they're the ones experiencing them through their eyes." – MARK. "So, coaching also involves curiosity. To coach people, you must be curious about what they think and are experiencing, so you have to ask questions. And in doing so, that curiosity is helping people to create perhaps an understanding of something they didn't see before that. When you think of the great, I think the great movie parents, if you will, they're less autocratic and more democratic, which is not to say that we just throw all the strictures out the window and say, yeah, let's go crazy here and have no form of leadership, but rather it's a way to give people a feeling that, okay, you're my leader, but you trust me to think. And as a child, what is it like to be given that feeling that my parents trust me? Okay, they say, this is how we'd like you to behave. We don't want you to do these things, but we trust you to think, and we will involve you in decision-making what you think your boundaries are. And that's a whole different conversation." – MARK. "I've coached in different parts of the world, understanding what coaching is and how coaching fits into sales leadership. The challenges that people face when using coaching styles and what that is. We used elements of psychology to understand what coaching means in terms of how you change gears in your mind and various psychology models, not too much psychology, but enough to be useful. And to help people tactfully and tactically apply coaching in everyday sales leadership positions. And what people said to me afterward was, this is practical. And I said that's the nicest thing you can say because I don't want people to say, oh, we love the handouts. Oh, we love the PowerPoint presentations. But people felt this connected with me. And I can now turn conversations and relationships with my salespeople around. I'm a better leader, and they're being led better." – MARK. Connect with Mark Garrett Hayes:
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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| 26 Mar 2024 | Colleen Francis: The New Normal of Sales | 00:21:41 | |
About Colleen Francis: Colleen Francis is an award-winning speaker, consultant and bestselling author who helps leading businesses achieve dramatic increases in their sales results. A successful sales leader for over 20 years, she understands the particular challenges of selling in today’s competitive market, and that business leaders can no longer rely on approaches to sales based on techniques from decades ago—or even last year. Colleen doesn’t believe in the old-school mentality that only 20% of a sales team hit their sales targets. She says, that in today’s modern selling era, we should expect 100% of the sales teams to hit 100% of the quota. Colleen works with business and sales leaders to synergize the sales DNA of the organization to seize market opportunities. Whether designing a strategy to target a new market or working with a team to improve its productivity, Colleen's results have attracted clients such as Merck, Abbott, Merrill Lynch, Royal Bank, Dow, Adecco, Trend Micro, NCR, Chevron, and thousands of other global organizations. Her latest book, Right on the Money: New Principles for Bold Growth, provides readers with a proven, realistic game plan to redraw maps for sales and marketing in a topsy-turvy world. Check out the latest episode of our Conversational Selling podcast to learn more about Colleen. In this episode, Nancy and Colleen discuss the following:
Key Takeaways:
"I think one of the biggest challenges that we are facing in today's market is this massive demographic shift and lack of workers. So, reductions in workforce because there aren't people, we just aren't as populous as we used to be, have two or three major effects on us as salespeople. One, it's going to force companies to keep increasing their quotas because they're going to have to grow and they're not going to be able to find salespeople. So, we're going to have to learn how to be more effective at what we do by combining, you know, virtual and in-person and all those kinds of things. Two, it puts pressure on our buyers because there are fewer of them, right? And they're doing more work. They're doing, they have more jobs. And so we're gonna continue in this buying environment where it's risky, people are scared to make decisions, they lack experience making decisions, they have 18 other jobs to do so they don't have time to make decisions. So, I think that those, that one challenge in the marketplace is going to drive a bunch of challenges that we have as salespeople." – COLLEEN "So critical mass influence in my belief in selling is that we build the best client relationships when we have a very broad reach, high, low, you know, East-West, right? Critical mass influence is about building that so that people, so you're easy to find, you're easy to buy from, and everybody feels like they know you. So, it's about using multiple types of media. So, whether it be social media, if we want to call it that, LinkedIn, your email, blogs, all those kinds of media, and reaching out to everybody that is related or potentially related to your customer. You know, Nancy, years ago, there was an ad on TV, if you remember, and I think it was for Clarell, and it was that I told two friends, and they told two friends, and so on and so on and so on and so on. Yeah, right. This is sort of the modern version of that because people are so important to the sales process, including people you will never meet. And so we have to get to our buyers, our influencers, our stakeholders. We must figure out a way to get our message to the people whom our buyers, influencers, and stakeholders might be listening to onto the platforms that they might be reading. And we also need to get everyone in our organization to do that. It's not just a sales responsibility. It's a marketing responsibility. It's customer service, its operations, it's finance.” – COLLEEN Connect with Colleen Francis:
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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| 11 May 2021 | Brynne Tillman | Secrets from the LinkedIn Whisperer | 00:25:04 | |
On this week’s episode, our guest is “The LinkedIn Whisperer”, Brynne Tillman! Brynne is the CEO of Social Sales Link and for over a decade has been teaching entrepreneurs, sales teams, and business leaders how to leverage the awesome power of LinkedIn for social selling. She has adapted proven traditional sales techniques to the new, digital world in order to find and engage the right target market.
Brynne’s company offers e-learning memberships, coaching, and a community of like-minded business people making the most of what LinkedIn has to offer, but you can get all of her most important LinkedIn lessons by listening in now! | |||
| 16 Jul 2024 | Nancy Zare: The Importance of Knowing Your Own Style in Sales | 00:21:22 | |
About Nancy Zare: Dr. Nancy Zare is a sales psychologist, holding an MSW in Organizational Planning and Development and a Ph.D. in Social Work and Organizational Development from Boston College. She is also a founder of multiple ventures, including Rapport Builderz, which helps salespeople develop relationships with prospects that lead to new business, and the author of several books. She helps her clients learn the right words and know the right approach to attract new businesses without appearing "sales-y." Using her knowledge of human behavior and experience in sales, she started Rapport Builderz, where she advises service-based entrepreneurs on how to prospect online, generate leads, open sales conversations, follow up, and get hired. Check out the latest episode of our Conversational Selling podcast to learn more about Nancy. In this episode, Nancy and Nancy Zare discuss the following:
"I've discovered that there are four different ways that people are hardwired, and they communicate and make decisions based on one of four personality styles. And they actually coordinate with the quadrants of the brain. And so, when you speak to people in general, it turns out that you're only connecting maybe 25 % of the time with someone. The other 75%, you're not speaking their language. Hence, your words fall flat, and you're not making connections. " – NANCY "I was born a psychologist. It's true. My parents had a stormy marriage, and I was the youngest child, the only girl in this family. And I watched these adults and my older brothers. I mean, everybody was in a tizzy. And so, I was watching all of this, trying to figure out my place in this, you know, family. And it turns out that around the age of 10, I saw a TV show with an idea of how to get people to get along. So, I tried it on my folks. And I did, and they let me, which is a surprise, but I think it indicates, Nancy, just how distraught they were with their own relationship. Or maybe they saw something in their daughter that suggested I could help them. At the end of this conversation, I turned to my Dad; both parents were present, and both were native-born, English-speaking adults. I translated and said to my Dad, "This is what Mom needs you to do so she'll feel loved." And I turned to my Mom and said, "And this is what Dad needs for you to do so he will feel respected." And notice the words changed, and that's because Mom was the I in DISC. She was the one who needed lots of love, attention, you know, that sort of thing. And Dad was much more the S. He needed respect. He needed a system." – NANCY "Well, spirituality is definitely a big part of who I am. I may have majored in psychology, but I minored in philosophy. So, I've always been intrigued by understanding, you know, what's the meaning of it all and, you know, what's going on behind me. And, by the way, that's very typical of the I. The I tends to be one of those, you know, thinking in the stratosphere and thinking about doing things of significance beyond self. And so, spirituality to me is important because it allows me to connect again in an authentic way, to bring my heart, not just my head, into the sales conversation. So, I bring all of me. Does that make sense?" – NANCY Connect with Nancy Zare:
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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| 16 Aug 2022 | Laurel Bernstein: Creating a Dream Team with Leadership Guidance | 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 | |||
| 10 May 2023 | Brandon Leibowitz: Magic of SEO in the Sales World | 00:17:30 | |
About Brandon Leibowitz: Brandon Leibowitz, the Founder of SEO Optimizers, a Digital Marketing Agency that focuses on helping small and medium-sized businesses get more online traffic, which in turn converts into clients, sales, leads, etc. Brandon got his start in digital marketing in 2007 after graduating from college with a degree in Business Marketing. In his first job, he handled the marketing aspects of an e-commerce website. In 2008, he realized that most businesses would need a website to stay competitive in the future. Having a website is only one piece of the puzzle. Ultimately, they need someone to help market their website to bring in traffic that will, in turn, convert to clients. And this was the beginning of starting his own company. Check out the latest episode of our Conversational Selling podcast to learn more about Brandon. In this episode, Nancy and Brandon discuss the following:
Key Takeaways:
"SEO is a way to bring in traffic. So, when people search on Google, there are ads at the top. Those are all paid ads, but right below the paid ads are the organic results. And SEO is about getting you in those organic results, so you get that free traffic. So, when people search on Google for your keywords, you show up and you capture that free traffic. So, they go to your website, and hopefully on your website, you could convince them to become a sale, lead, phone call, email, whatever that conversion goal is." – BRANDON
"Traffic is just half the battle. And once you get people to your website, how do you get them to convert? And that's where I try to figure out what we do to your website to make it optimized for people. That way they become a lead, a sale, or a phone call because a lot of people just focus on getting traffic, but they don't focus on what happens after that traffic gets to my website. How do I make sure that they actually stay on my website, that they go from a visitor to actual, a lead or a sale? And that's how I try to focus on that. " – BRANDON
“If you don't have that positive mindset then you get distracted and frustrated because SEO does take time. It's not immediate So if you're expecting immediate results, then you got run paid ads but for SEO It's more of a long-term strategy where over time you're going to build yourself up build your credibility and trust up and that's going to just bring in more traffic, but it's all about patience with it because it is not immediate unfortunately.” – BRANDON
Connect with Brandon Leibowitz:
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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| 19 Oct 2021 | Shannon Mulligan | Helping SMB Companies Tackle The Time-Consuming Sales Follow-Up Process | 00:19:01 | |
| 07 Oct 2020 | David Trapani | Achieving Better Results Using Sandler Training | 00:20:31 | |
On this week’s episode of Conversational Selling, we’re joined by Dave Trapani, the CEO of AGT and Associates, an authorized Sandler Training center. Dave has over 25 years of sales, marketing, and management experience, and helps business owners and leaders gain an edge to move their business development efforts to the next level. He firmly believes that many sales challenges can be fixed by attitude, behavior, and technique, and as a longtime client of Dave’s, I can say firsthand that it works.
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| 07 Sep 2021 | Jerome Deroy | Using The Power Of Storytelling To Design Onboarding Programs That Engage Employees | 00:24:01 | |
| 22 Jul 2020 | More Leads and Sales With Conversational Selling | 00:08:36 | |
Lead generation and sales have changed dramatically in recent years. But cold calling – which many people in sales avoid with a passion – is an “old school” tactic that still works – albeit with a new approach. This isn’t the cold calling you remember. And if you’re not using it, you could be missing out. I created the Conversational Selling podcast to spread the word that outbound prospecting and cold calling should be an integral part of your sales process – and how to do it effectively, following a proven strategy I’ve developed that I call “conversational selling.” In an era of technology seemingly taking over everything, including marketing and sales, automation, while a valuable tool in many ways, can’t replace genuine human conversation. Essentially, how you talk to people, one-on-one, is critical. Scripts have their place in this process. But not in the way you might expect. And that’s just the beginning… I’ve created an outbound prospecting system that fills pipelines with qualified prospects for my clients’ inside sales teams. After all, marketing can’t ever succeed without the right prospecting. And even the best sales and marketing tactics in the world won’t work if they’re presented to the wrong audience. In each episode, I’ll be bringing you respected sales experts and thought leaders to highlight proven strategies for identifying the right prospects for your business, creating a compelling offer, and closing the deal. In upcoming episodes, you’ll meet…
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| 09 Feb 2024 | Tim Fitzpatrick: Accelerating Business Growth with Marketing Tips | 00:22:10 | |
About Tim Fitzpatrick: Tim Fitzpatrick founded Rialto Marketing, which provides marketing consulting, advisory, and outsourced or part-time marketing executive services. They help B2B professional service firms grow faster without the commitment or cost of a full-time executive. Tim achieves this by identifying and removing revenue roadblocks in three key marketing areas: Strategy, which serves as your fuel; Planning, your marketing vehicles; and Leadership, the driver behind it all. Aligning these three elements is crucial for accelerating your revenue growth. Tim tends to work with growth-focused B2B professional service firms like MSPs, IT consultants, cybersecurity firms, business consultants, accountants/tax advisors, attorneys, insurance brokers, etc. Check out the latest episode of our Conversational Selling podcast to learn more about Tim. In this episode, Nancy and Tim discuss the following:
Key Takeaways:
"There are several reasons why people are wasting time and money on marketing. In my opinion, what happens with marketing most of the time is that people battle information overload. There are so many different marketing channels and tactics within those marketing channels today. We're just like, where do we even start? And what most people do is jump right to tactics. I need to have a website. I need to have a YouTube channel or a podcast, or I need to be on Facebook. We just immediately jumped to acting. But when we do that, we're skipping strategy. And the way I think about strategy is strategy is like fuel. The marketing tactics, the channels, those are vehicles. And when we jump right into the vehicle with no fuel, we all know how well that's going to work, right? " – TIM "Too many businesses do not have a firm handle on their ideal clients. And because they don't have a firm handle on who their ideal clients are, their message to the market sucks. You can't create a message that will attract and engage people until you know who the heck you're trying to attract and engage. Without those two elements in place, it is very difficult for your marketing to work consistently and, frankly, for you to know why it's working. Because most people are just throwing the spaghetti up against a wall, hoping it sticks. So, if we can take a step back and invest the time in strategy and then go back to the marketing vehicles, it's going to work much better, it's going to be more effective, and you're going to experience much more consistent, repeatable results with it." – TIM "the pandemic is a perfect example of this. If you had a year-long marketing plan that you had put in place at the beginning of 2020, come March, that plan either went into a drawer or you lit it on fire. Because here's why I don't like yearlong plans. One, there is no year-long plan. And this goes with marketing. It goes with any other planning you're doing for your business. In my opinion, year-long plans are the same at the end as they were at the beginning. They change, and they change quickly. And what tends to happen with year-long plans is they become very complex. There are too many moving pieces, and complexity is the enemy of results. We need to keep things simple. And when we can keep them simple, we have a much higher likelihood of effectively implementing and executing them. And if it's going to change quickly anyways, why take the time?" – TIM Connect with Tim Fitzpatrick:
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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| 16 Aug 2024 | Jake Stahl: Blueprint for Sales Success | 00:23:04 | |
About Jake Stahl: Jake Stahl is a Fractional Chief Learning Officer who mixes innovation and mind science to redefine training and skill-building. The Chief Learning Officer (CLO) is the linchpin for organizational learning and development initiatives. Collaborating closely with key executives such as the Chief Revenue Officer, Chief Operating Officer, and Chief Marketing Officer, the CLO crafts and executes comprehensive training programs. With over 10,000 professionals trained in six countries, he has created more than 100 proprietary courses, facilitated thousands of workshops, and navigated the complexities of leadership development. His approach transcends traditional training, integrating value-based selling with the latest psychological techniques and neurolinguistic programming to offer personalized, high-impact solutions like his Adaptive Conversational Blueprint. Throughout his extensive career, he has doubled and tripled sales, sculpted award-winning sales representatives, and ignited leadership potential across ten distinct industries. His seven patents in the field force technology arena, the prestigious International Gold Award for Instructional Design, and invitations to speak nationally and globally on training and development highlight his dedication to excellence. With him, one isn't just investing in a program; they're embracing a custom-made experience that caters to specific needs, fueling growth and reimagining success. Check out the latest episode of our Conversational Selling podcast to learn more about Jake.
In this episode, Nancy and Jake discuss the following:
"I've been doing this for 30 years across six countries. I've trained over 10,000 people. And to me, the baseline of a good conversation will be trust. I think our flaw is that we don't take time to build that trust in the beginning by listening, understanding the situation a person is in, and then being able to adapt our conversation accordingly. These factors are things like emotional intelligence and the company's perception of your company, and you are taking a lot into play. But conditioning and perception, to me, are huge. If we can understand the other person's position when it comes to conditioning and perception, and we can build trust, the sale typically follows." – JAKE "Yeah, when most people have a conversation or start with somebody for the first time, they're anxious to tell them about themselves because that's always our favorite topic, right? We talk about ourselves. So, when you get into that conversation, my theory—and it's really shown itself to be true over the past 30 years—is that the more time I can give you at the beginning of a conversation to talk about you, the more receptive you're going to be to me. And the more I check in with you during a conversation, the more receptive you'll be to me. So, I established something called the 2-10 rule, which says every two minutes, check in with the person you're talking to in some way, shape, or form. Make a statement, ask a question. So, every two minutes, you do this. And I have some of my clients set a stopwatch because this is really tough for some people to get a hold of. At the end of 10 minutes, regroup. So, Nancy, I've been talking for the past 10 minutes. I've really been let loose. Do you have any questions about what we've talked about so far? Is there anything you don't understand? So, every 10 minutes, you do that. And when you do that, it takes care of one basic thing: the Q&A people typically have at the end. This whole premise, Nancy, is based on the fact that for every 10 minutes you talk, you generate two minutes' worth of questions in the other person's head. So, the 2-10 rule flips it on its head and says every two minutes check-in, every 10 minutes summarize and ask for questions, and your call and your trust level will go through the roof." – JAKE "How it works is by being interested versus interesting. So, when I get on the phone with a potential client, let me give you a great example. When I reach out on LinkedIn and try to connect, my first four connections with that person have nothing to do with me. So, I'll reach out the first time and say, 'Hey, I see you're another fractional executive. Just curious if you'd want to connect and catch up.' Then they write back, and I write—no matter their response—I write back and say, 'So, what's your ideal customer profile? Who are you looking for in the way of a customer?' And then the third reach-out is, 'So, what verticals are you in? What's the place that you live in the most?' And a miracle happens, Nancy. By the end of that third conversation, 80% of the time, somebody either says to me, 'Can I get on a call with you?' or, 'I've been talking all about myself. Tell me what you do.' Either way, Nancy, I'm a winner. And I hadn't even talked about what I did yet." – JAKE Connect with Jake Stahl:
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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| 28 Mar 2024 | Umar Hameed: The Power of Neuro-Linguistic Programming | 00:20:42 | |
About Umar Hameed: Umar Hameed aka Mr. Breakthrough is the CEO of No Limits Selling, a professional training and coaching company that specializes in improving the sales performance of realtors and other sales professionals. They use the latest insights from neuroscience and NLP to help realtors break through their limitations and perform at a higher level. Umar is a keynote speaker, an author, and a Neuro-Linguistic Programming (NLP) performance coach. Umar distinguishes himself from other consultants and trainers with his extensive track record and diverse skill set. With over 25 years of experience as a successful business and sales consultant, coupled with more than 13 years of expertise in utilizing Neuroscience, NLP, and Hypnosis to effect behavioral changes, Umar brings a unique perspective to his work. Renowned as a keynote speaker at conferences held in 14 countries, he shares his insights and knowledge with audiences worldwide. Additionally, Umar is an accomplished author, having penned three books, including the acclaimed "Unleash Your Crazy Sexy Brain!". Check out the latest episode of our Conversational Selling podcast to learn more about Umar. In this episode, Nancy and Umar discuss the following:
Key Takeaways:
" Mindset is very much how we see the world because there is no such thing as reality. So how do we get that perception? It's from our life experiences, and how we see the world. So, let's say, Nancy, for example, you thought that everybody that interacts with you wants to work with you. Let's say that was your belief. Let's say it was a lie, but if you really believed it, you're going to show up in a way that would be expectant of people to want to interact with you. And you know what? People would start doing that because you show up in that way. And if I went into the same meeting and my belief was nobody wants to do business with me, or we're too small a company, then of course, people wouldn't ask and I'd answer questions in a stumbling, bumbling way, not on purpose, but at an unconscious level. So yeah, mindset is how we perceive the world and the meanings we make out of it. And so, the sales mindset is the same, right? It's how we perceive the world. And one of the elements you'll be shocked to hear, Nancy, is our beliefs around money have a huge impact on how well we do in sales." – UMAR "Number one, you know who you are, and you know what you want so you get clarity on what you want to achieve in your sales career. Number two is you get confidence, like a massive amount of confidence that allows you, because your clients are going to borrow your confidence in your product and in yourself to go, I should make this decision. Then you need grit, so you do not give up. That allows you to keep on going, so when the person says no, three times in a row, you still handle the objection. You're not trying to be pushy and force them, but you also don't want them to miss out. And the last component is passion, which is more contagious than COVID. And if you can know your authentic self, you've got those four elements, clarity, confidence, grit, and passion. That's how you reach your potential. And that's what we teach, how to change your mindset. So, you figure that stuff out and it doubles your sales, not because we teach you any new techniques, is because you use the techniques you already know in a bolder, purposeful way. And I'm going to preach here just for a second, Nancy, that whatever you believe, let's label it God. You will put here on earth to shine. And oftentimes when we're babies, we shine so brightly. And then when life's experiences, we get a sense of I'm not good enough, people don't like me. And then we pull our punches, and we start living a smaller life. And that's not why you were put here. The reason you need to shine, Nancy, is because there are people in your life, your colleagues, your family, your community, that once they see you shine, it permits them to do so as well. So, when we live smaller lives, we're injuring people that we love around us." – UMAR "Fear is the biological imperative that when we're about to do something new, something scary, fear comes up. And the reason fear comes up is not to stop you. When you're in the mode of fear, your reaction time is the fastest. You are stronger. You don't feel pain when you get injured. It's all the things that you need to be successful. But in our lives, we've been trained when fear comes up, and go in the opposite direction. Don't do that scary thing. Biology is giving us the tools we need to go do it." – UMAR Connect with Umar Hameed:
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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| 05 Aug 2024 | Stan Gibson: Secrets for Successful Leadership | 00:25:41 | |
About Stan Gibson: Stan Gibson is passionate about guiding organizations to build thriving, human-centered cultures. Through his engaging keynotes and leadership coaching, Stan equips companies with frameworks and tools to put people first. He advises executives on adopting transparent, collaborative leadership styles that tap into teams' collective wisdom. Stan's actionable insights help leaders role model vulnerability, foster psychological safety, and unlock the full innovative potential of their people. Organizations that work with Stan soon benefit from improved trust, communication, and knowledge sharing. By focusing on developing a shared sense of purpose and community, Stan enables companies to boost engagement, agility, and performance. Check out the latest episode of our Conversational Selling podcast to learn more about Stan. In this episode, Nancy and Stan discuss the following:
"And so, I really work with many clients on how to start the day so that they have the energy, power, and passion to take care of everyone and everything they do. Despite being only 2.5% of our body weight, our brain consumes over 20 to 30% of our energy. When we spend a lot of time on Zoom, staring at our own reflection, it's like a 1.5 to 2X tax on our brain. Understanding these dynamics helps explain why an eight-to-nine-hour workday can feel like a 14-hour day. So, understanding the three-legged stool—emotional intelligence, well-being, and productivity—is crucial. Effective habits and systems that support asynchronous work, rather than endless meetings, are where I'm focusing my efforts with organizations, Nancy." – STAN "The first thing when you get up, is to thank God you are getting up. I think, "I'm alive, I'm well." The first thing I do is head out to get some water. Your body hasn't had any fluids for the last 10 hours, so it's important to hydrate. [...] The lemon juice comes in a glass bottle, which is better than plastic. This helps me get my electrolytes; even Olympic athletes hydrate first thing in the morning. The second thing I focus on is what I call "mind, body, and soul." You can tackle these in any order you prefer, but I believe you need to work on all three. If you want to work out next or go for a walk, that's great. I'm adapting my approach because, although I used to be a "no pain, no gain" type of person—an ex-athlete who pushed the limits—I understand the tremendous benefits of simple movement. Walking three miles or whatever you can manage in a day is incredibly valuable." – STAN "One tool I use is the Enneagram. I like the Enneagram—and for those who don't know, it's spelled E-N-N-E-A-G-R-A-M—because it identifies nine different personalities. This system is probably over 2,000 years old. The reason I like it is because it's part of your DNA. When you're born, you possess one of these nine types. Strength Finders is more about how you are in your current season of life, because it can change a little bit. But the Enneagram is so unbelievably accurate. It even delves into your fears, your stresses, how you act under stress, and how you react to fears. It explores a whole new element of things that I believe leaders really need to understand. For me, it's fantastic. It's just a real holy grail for self-awareness." – STAN Connect with Stan Gibson:
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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| 15 Jun 2021 | Gretchen Gordon | How to Sell More at Higher Prices | 00:23:22 | |
Our guest this episode is Gretchen Gordon, award-winning sales management blogger and dynamic speaker. Gretchen started her sales career as a reluctant salesperson but through mentorship, hard work, and perseverance she has become a self-proclaimed “sales nerd” and is widely recognized as a top sales influencer. She is the CEO of Boost Profits, a sales and pricing consultancy firm, and she is here to share some valuable lessons learned from more than 25 years in sales and sales management.
Oftentimes salespeople are worried that price increases will drive away customers and that economic downturns automatically require companies to drop prices for goods and services. Gretchen shows us why these fears are often unfounded and how a different mindset will lead to better returns. Tune in now and turn up your profits! | |||
| 07 May 2024 | Roy Osing: Audacious Strategies for Sales Success | 00:22:58 | |
About Roy Osing: Roy Osing is a former president, CMO, and entrepreneur with over 40 years of successful and unmatched experience in executive leadership in every aspect of business. As President of a major data and internet company, his leadership and audacious 'unheard-of ways' took the company from its early stage to $1 Billion in annual sales. He is devoted to inspiring leaders, entrepreneurs, and organizations to stand apart from the average boring crowd and achieve their true potential. He is a resolute blogger, keen content marketer, dedicated teacher, and mentor to young professionals. As an accomplished business advisor, he is the author of the no-nonsense book series 'BE DiFFERENT or be dead.' Check out the latest episode of our Conversational Selling podcast to learn more about Roy. In this episode, Nancy and Roy discuss the following:
Key Takeaways:
"And so, I came up with this hiring for Goosebumps approach, which went as follows. First, I, as President of the company, was involved in panel interviews with most of the people we were hiring. And I did that for a specific reason. First, I wanted to show the people in my organization who sat around me what to do, and hopefully, hopefully, that they would copy what I did. Secondly, it shows the person applying for a job that they are important. So, I asked them two fundamental questions. I go, "Nancy, what I'd like to know is, do you love human beings?" Now, you would typically go, "Wow, okay, I've never had that question before. I think I know the right answer, but I have no idea where this dude is going with it." And you would say, "Well, yes, I do, Roy. I love human beings." I'd say, "Okay." So, the second question would be, "Tell me a story. Tell me a story that proves to me that you love humans." Now, this is the killer question, okay, because it separated the wheat from the chaff. The people that treated this as an academic exercise would give me a story that left me cold. Okay. There wasn't any truth to it. It was all mumbo jumbo, superficial, narcissistic chatter from this individual, right? But the person that had the gene told me a story that was so rich and passionate in terms of how they related to people and their feelings for people. Guess what it did, Nancy. It left me with goosebumps, and I got him right now. I would hire that person and teach him the business. People thought I was crazy. To this day, I can have; a while ago, I had a podcast with a PhD in HR in New York, and I told her this story, and she just went apoplectic. In fact, we had to stop the interview. She couldn't take it." – ROY "I want you to be different. I want you to go out, be brave, be audacious, and choose to be different today, right now, in the moment, in some small way. I want you to be uncomfortable. I want you to treat discomfort as your strategic ally. I want you to do it. And tomorrow, I want you to do two things and be different. And the next day, I want you to do three things. I want you to sort of get this persona strand going for you because we need you to be different. Okay, we don't need you to conform. We don't need you to comply with the rules. Now, I'm not talking about being illegal. I'm saying step out, be creative, be innovative, and do things other people aren't doing. That's the source of joy. That's the source of economic opportunity. And we need you in business and organizations to be that way. And you salespeople, if you're not the only one that does what you do, Why do you have a job?" - ROY "Step outside of your comfort zone, but do things differently than everybody else does. Okay, I don't want you to be uncomfortable and continue to do the same thing as everybody else. I want you to be uncomfortable because you're doing things differently, right? In a way that people care about. And the only point I want to make here is that this is not about you doing things for yourself. This is about you doing things differently in a way other people care about. So, my whole "be different" philosophy, Nancy, is about serving others in a way that no one else does. And salespeople, I want you to do that. I want you to serve your clients like no one else does. And I don't care about the textbook. Okay, the textbook got you this far. I want you to put it down. I want you to put the textbook down and do some practical human things that are different than everybody else, including the textbook, that light fires in your client's eyes. And guess what it does to them? It wants them to buy from you because they believe in you, trust you, follow you, and be loyal to the company. Boom. And there goes the revenue lineup. And that's what we want you to do." – ROY Connect with Roy Osing:
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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| 19 Mar 2024 | Lisa Scotto: The Art of Conversational Selling: A Blueprint for Success | 00:21:17 | |
About Lisa Scotto: Lisa Scotto is the founder of LMS Growth Consulting, a Business Development Strategy company, and a Co-Founder of Your Cohort, women founded fractional C-suite executive team. Lisa brings to the table 20+ years of sales and marketing acumen, working for some of the largest entertainment and media brands. Past experiences include operationalizing an alternative revenue model for Lincoln Center for the Performing Arts, developing custom products at Crain Communications and the World Economic Forum, and initiating the sales and sponsorship team at Superfly X. Additionally, she has spent half of her career working at the Walt Disney Company in various sales and marketing roles.Philosophically, Lisa approaches sales as a discipline and believes that good salespeople don't just sell - they add value. She is passionate about working with teams that are open to new ways of addressing growth challenges and are committed to driving results through collaborative, forward-thinking approaches.Check out the latest episode of our Conversational Selling podcast to learn more about Lisa. In this episode, Nancy and Lisa discuss the following:
Key Takeaways:
"I do believe sales is a discipline in the sense that to have results, you need to show up consistently. And I like to use a gym as a reference, right? You don't roll up to the gym one day and decide to lift 250 pounds. You must sort of show up every day or every four days a week, right, over a consistent amount of time for you to build that strength and to build that muscle, right? So that requires discipline. Just like sales, you can't roll up to a client meeting without having done your research, without understanding what the client’s problem is. How can my specific service or product help with that problem? And I believe to be good at sales, you need to develop that as a discipline, right? You have to do that hard work, week in and week out to see the results because you never know which call or which prospect or which meeting is going to be fruitful, right? You must plant all the seeds, but you don't know which ones will be fruitful in the end." – LISA "I like to really try to leave no stone unturned and uncover where there might be opportunities. So, I'll give you an example. Let's say I'm pitching a Fortune 100 company, and they just had their annual meeting. I might take the time to review the video of the annual meeting and really understand what is the CEO talking about, right? What is the senior-most leadership team talking about and does that relate to my product or service, right? […] And then try to relate that to my product or service. Another tip that I've done that actually scored me a fantastic meeting with a large organization was I looked at various job openings at a company and mapped based on the roles that they were hiring that they could use my product at the time, right, and scored a meeting with the senior level leadership team.So, it's almost, again, with the lens of adding value, I think your research must go deeper than just rudimentary. It does really need to dig deeper so that you can best understand the client, where they're coming from, what's the conversation going on in their organizations." – LISA "There's this sort of idea that in the past, we went to school and then our school chapter was completed, then we went to work, right? And that was sort of the progression of adult life. You went to school, then you went to work, and then that was sort of where your learning started and ended. Nowadays, there's so much opportunity for people to learn, and not just about a function or, you know, a specific industry. There is an opportunity to learn across different industries and across functions. And I think that ultimately makes you a better salesperson, right? Like if again, if you could connect dots that other people aren't connecting for clients, that's the gold right there." – LISA Connect with Lisa Scotto:
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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| 23 Sep 2020 | Joe Pici | Taking a Consultative Approach to Selling | 00:17:54 | |
On this week’s episode of Conversational Selling, we’re joined by special guest, Joe Pici. Joe is the CEO and Co-Founder of Pici & Pici Inc., providing sales teams with skill training, professional speaking training, executive coaching, keynote presentations, and live phone call workshops. He is also currently ranked as the number one sales trainer worldwide by Global Gurus.
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| 04 Oct 2024 | Doug C. Brown: The Power of Conversational Selling Techniques | 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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| 22 Jun 2022 | Mark Hunter: Opening Relationships Is the Goal of Sales | 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 | |||
| 19 Jul 2023 | Deb Brown Maher: Selling Like Jesus | 00:19:15 | |
About Deb Brown Maher: Deb Brown Maher owns Deb Brown Sales, a company that helps small business owners succeed through improved sales performance. She has over thirty years of experience in sales leadership, training, and coaching. Her clients boast that she successfully moves them from "stuck" to "productive" by empowering them to change how they approach sales. Deb is passionate about helping people sell from a position of integrity. She shares her methods in her book and video training course "Sell Like Jesus: 7 Characteristics of Christ for Ethical Sales". Deb has an impressive track record of getting results — first as a salesperson, then as a sales leader for various organizations, and now as the owner of Deb Brown Sales. She loves working with small business owners who have to sell but hate to sell. Her long-term goal is to eliminate the negative stereotype of sales by changing how people sell. Check out the latest episode of our Conversational Selling podcast to learn more about Deb. In this episode, Nancy and Deb discuss the following:
Key Takeaways:
" What I did was look at how Jesus communicated. And I elevated the techniques that he used to these seven characteristics. The first one is a character, then connection, clarity, comprehension, certainty, choice, and commitment. Now you can imagine there are a lot of nuances under each one of those characteristics but basically what I did was take the steps of the sales process from preparation to setting expectations to having that sales conversation, closing, delivering, and doing the follow-up and follow-through, and applied that that structure in each of these characteristics, if that makes sense. " – DEB
"Going back to something you said about the importance of preparation, we need to be prepared for each sales process step. And when you're making a first contact, the goal is to go ahead and do your selling on that call if you're in a one-call close. But most people are not. And so, the goal of that first call is to create space to have a deeper discussion, whether it's face-to-face or a video conference, or a separate phone call where you have enough time set aside to go through the process of qualifying effectively." – DEB
Connect with Deb Brown Maher:
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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| 09 Apr 2024 | Craig Lowder: The Secrets of Smooth Selling | 00:22:34 | |
About Craig Lowder: Craig Lowder is the Founder and President of the Main Spring Sales Group, a specialized client acquisition consultancy focused on creating significant, predictable and sustainable sales growth for successful Financial Advisors, Consultants and Business Leaders making a 6-7 Figure Income seeking a strategic senior-level sales executive on a part-time, contract basis to develop and execute sales strategy, including sales process development, performance management systems, and ensure sales execution. With a 30-year track record of helping business owners and sales teams achieve their goals, as author of two highly-rated books, Smooth Selling Forever and Trusted Advisor Confidential℠, and as Founder and President of the Main Spring Sales Group, Craig has learned that success in sales comes down to three things: process, teamwork and access to experience that shortens the learning curve. Check out the latest episode of our Conversational Selling podcast to learn more about Craig. In this episode, Nancy and Craig discuss the following:
Key Takeaways:
"I have not found a company yet that has a defined, documented sales recruiting process. Step by step: what are the steps, who's involved, what are the desired outcomes? So, number one: having a documented sales hiring process. Number two: developing filtering questions based on the characteristics that you're seeking, so that you can also build an interview scorecard, which will tell you whether they're a good fit for your organization." – CRAIG "I've been on a four-decade journey of being a trusted advisor, a salesperson, a business development person, a new client acquisition person. And I saw a huge gap out there for individuals who are in business. The only way that they can earn a living is by eating what they sell. Unfortunately, whether they're financial advisors, commercial bankers, insurance brokers, consultants, coaches, or even marketing firms, they're very, very good at delivery, but they're not very competent or competent in developing new clients, having a process to do that. And with those, in many cases, particularly those who have letters after their name (PhD, JD, even MBA, I can say that because I have one of those), they go, "No, no, no, selling is too far below me." So, in the book, we don't use the word selling, but that's really what it is. If you were to ask every one of them, "Would you like to have more of the right fit clients?" Unanimously, they're going to say, "Yes." Well, as you and I know, that's technically business development and social selling. But it's like taking the curse off the call by talking about client acquisition. So, trusted advisor confidentiality is about communicating to them what are the six stars (and we're using that in celestial terms) that they need to follow to successively build a book of business filled with right-fit clients and significantly increase their personal income. And those stars include: targeting, messaging, sales process mapping, establishing sales success standards, effective generation, and having a healthy funnel." – CRAIG "Well, the six stars are developed in a hierarchical fashion. You have to have a good target audience and you have to have a message that resonates with them, and you have to have a lead conversion process that mirrors how they buy. So, it really all starts with targeting the right prospects, the right audience so that you can get the most out of your marketing activities as well as your limited sales time." – CRAIG Connect with Craig Lowder:
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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| 17 May 2022 | Debbie Allen: Using Your Expertise to Develop Brand Domination | 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 | |||
| 04 Oct 2022 | Liz Wendling: Make Selling Easy with the Right Mindset | 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 | |||
| 12 Sep 2024 | Tom Latourette: The Secrets Behind High-Performing Salespeople | 00:22:09 | |
About Tom Latourette: Tom Latourette has been a disciple of the M3 Learning process since 2000 when he was the VP of Sales and Marketing at SBR, Inc. With over 30 years of marketing, sales, and sales management experience, Tom can bring a unique, real-world perspective to your M3 Learning experience. His knowledgeable application of ProActive solutions can greatly impact your productivity as a sales manager or salesperson. Check out the latest episode of our Conversational Selling podcast to learn more about Tom. In this episode, Nancy and Tom discuss the following:
"And our answer was, well, Rich always hits his goal. That's what A players do. That's what high performers do. We didn't have to worry about Rich. And he goes, "Great. Great, I get it. But let me ask you guys a question. You're sitting here at this two-day leadership training program. We're going to be talking about a lot of great stuff. But what's Rich doing today? What's he doing to make success happen 12 months from now?" And, Nancy, we couldn't answer that question. We didn't know. We couldn't answer the question. Rich was already a really good salesperson. We didn't know. We didn't feel we could bring anything to the table for him. But what Skip helped us see was that if we couldn't articulate what success looked like, what the steps a successful salesperson was doing daily, then as a leadership team, or even as a company, we couldn't hire more Riches. We couldn't coach the rest of our people to be like Rich. And maybe we were going to lose Rich because he's watching us spend all of our time with our non-performers, trying to help them get better. Right? And that was a big moment. I remember midway through my career, I felt like my mind expanded and really got to that space of "What are things? How do I get my people to do the right things? And what are those things that they need to do? And how do we do more of them?" – TOM "Ithink, one, you know, probably one of the biggest things we have to do a better job of as leaders, not just of salespeople but leaders of humans, as other people, is. I think sales leaders often don't understand the "why" behind the humans we're working with. One of the questions I like to ask sales leaders I work with is, "Tell me why this person wants to perform better. What are they striving for?" You know, the great thing about Rich was that on January 1st of every year, Rich would take a picture of what he would spend his commission check on at the end of the year. And so, one year, it was a new truck. The next year, it was a hot tub. The year after that, it was a new deck. And so, as Rich's leader, every time I'd work with Rich, I'd go, "Hey Rich, what are we working towards today? What are we working towards this year?" And then I could get alignment on helping him achieve his goals, right? So, I think the first thing, Nancy, is we have to be better humans aligned with our people and understand their "why" better. What is it about this job? What about the goal they're setting for themselves that is important to them? I don't know if that makes sense, and it seems like a soft skill, but I see that too many leaders don't know the answer to that." – TOM "Think about your relationship with a client much like your relationship on a first date. A first date is not about telling you how great I am; it's about uncovering what you're looking for. The objective of a first date is to determine if a second date makes sense. Then, after a second date, you determine if a third date makes sense, and so on, until a strong relationship is formed. One of the things we talk about is getting salespeople out of the space where they think people want to be educated. People don't want to be educated; they want to be validated. Good discovery is about validating your needs and allowing you to be heard. I think salespeople have to get better at discovery, asking better, deeper questions, and being okay with asking before they tell." – TOM Connect with Tom Latourette:
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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| 29 Jul 2024 | Danielle Cobo: Breaking Through Roadblocks in Sales | 00:19:08 | |
About Danielle Cobo: Danielle Cobo is a speaker, author, and podcast host who works with organizations to develop the grit, resilience, and courage to thrive in a rapidly changing market. She is the author of the book and hosts the podcast "Unstoppable Grit" Breakthrough the 7 Roadblocks Standing Between You and Achieving Your Goals." This "monster truck driver in heels" gets Lou to jump in the truck while she's racing toward greatness in an unstoppable episode of Thrive LouD. As a former Fortune 500 Senior Sales Manager, she propelled her team to the top national ranking despite the upheaval of downsizing, restructuring, and acquisitions. Her commendable leadership earned her the prestigious title of Region Manager of the Year. Her resiliency motivated her to earn four consecutive national Sales Excellence Awards in a male-dominated industry. Check out the latest episode of our Conversational Selling podcast to learn more about Danielle. In this episode, Nancy and Danielle discuss the following:
"In my book, I talk about the seven roadblocks that stand between us and achieving our goals, and one of the most common roadblocks that we often run into is this fear of the unknown. Our mind likes to know what will happen in the future, but we don't always know what will happen in the future. And so sometimes when we're stepping in, when we're presented with an opportunity per se, say, it's a new job opportunity or a new sales opportunity, a new opportunity to work with a client, sometimes that fear of the unknown can be paralyzing because we don't want to fail. But at the same time, if we don't put ourselves out there and try and explore new avenues of growing our business, career, and life, we'll never know what's out there unless we try. So, fear of the unknown is a big roadblock that a lot of us run into." – DANIELLE "What inspired me to write the book is when working with clients, I saw some commonality amongst many of the clients I was working with. It was those common roadblocks: the fear of the unknown, perfectionism, imposter syndrome—all of these common roadblocks. I saw some consistency in what I saw and the advice I gave. I also found that many people continuously said, when in my initial conversations with them, "I want clarity. I want clarity on what the future is going to bring." So, in the book, I give people each chapter as a story, learning lessons learned through different experiences and practical advice that they can take away and apply to their life on how to build a career and life that they truly love, feel fulfilled and purposeful in. That's what inspired the book: I wanted more people to see what is possible truly, to think outside the box of what's possible in their career and their life, and have clarity on what they want." – DANIELLE "I would say that failure, we don't fail. I believe that when we say, "Well, we failed," it means it's definite. We did something, failed at it, and that's it. And if we look at failure as something that didn't work out, we miss the opportunity to learn and grow for something. So, I believe that we don't fail. We either choose to learn and grow. We learn and grow from every experience that we want. Maybe it didn't go in our desired direction, but we still took something out of it. So, to say that we failed gives ourselves a disservice of going through that experience." – DANIELLE Connect with Danielle Cobo: 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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| 06 Jul 2021 | Mary Kelly | Why Your Leadership Pyramid Needs to be Flipped | 00:23:08 | |
Our guest on this week’s episode is a PhD economist, certified speaking professional, retired US Navy Commander, internationally known leadership expert, and CEO of Productive Leaders. Mary Kelly has been helping companies and individuals in the fields of productivity, communication, profit growth, and leadership development since 1998. She is the author of 11 books combining the theory and practice of business and has been quoted in hundreds of periodicals like Forbes, Money Magazine, and The Wall Street Journal.
Her style is informative and entertaining, so listen in for the business and leadership advice and stick around for the orphaned kitten story, lessons from our pets, and why the Beatles got it wrong. Don’t miss it! | |||
| 07 Feb 2023 | Collin Mitchell: Personality-Based Communication and Selling | 00:19:56 | |
About Collin Mitchell: Collin started as a customer for HumanticAI, and with his great experience, he went ahead to join them as their Chief Evangelist, and now as their Head of Sales. Collin is a 4X founder and also the host and show runner of one of the top sales podcasts today, Sales Transformation.
In this episode, Nancy and Collin discuss:
Key Takeaways:
“AI is not going to replace the ability to you know, have human connection with people and to strategically close large deals, like AI can be used to help you understand your prospects better, that's what we do at Humantic. So we give sales teams personality insights into their buyers so that they can personalize all the way from prospecting to closing how they show up in that interaction, but AI cannot replace the interaction.” - COLLIN MITCHELL
Connect with Collin Mitchell:
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
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| 05 Apr 2023 | Bertha Robinson: Role of Conversations in Achieving the Goals | 00:19:04 | |
About Bertha Robinson: Bertha Robinson is the founder of Star One Professional Services, a business coaching and consulting firm that helps clients get beyond goal setting and get to goal achievement. Goal achievement is where life fulfillment soars. Bertha is certified in TriMetrix HD, DISC (observable behavior), 12 Driving Forces (motivation), and Acumen (measuring cognitive style; how we think & make decisions through TTI Success Insights. She is also qualified to assess EQ (emotional quotient) with a tool that can help individuals sense, understand and effectively apply the power of emotions to facilitate higher levels of collaboration and productivity. Check out the latest episode of our Conversational Selling podcast to learn more about Bertha. In this episode, Nancy and Bertha discuss the following:
Key Takeaways:
"So much being thrown at business leaders if we're looking just at the banking industry. There's a lot of fear, and there's a lot of too much movement going on, and not a lot of reflection. And when you stop and think about the strategy, you do just that, you stop. You think. You ask questions of your team if you have the courage of your competitors. And when you get all that information back, then you can really form a really great strategy as to how you move forward. Because when we all started our business, we started with that initial business plan, the mission, the vision, and the values. But your vision should get bigger, and you should get clearer. And if you want to be able to capture that, you need a really good strategy. And you need to revise that and review it often because things are moving." – BERTHA ROBINSON "In essence, you will find that what's already in you is what you cultivate. Thoughts are things. Create the relationships that you want. If you intend to create good relationships, you will; if you don't, you won't. So I truly believe that there's goodness in people. I hope that I impart that in my children and share that with my team and my clients." – BERTHA ROBINSON Connect with Bertha Robinson:
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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| 08 Jun 2021 | Kendra Lee | Be a Better Lead Generator | 00:25:03 | |
We welcome Kendra Lee to this week’s episode of the Conversational Selling podcast. Kendra is the President of KLA Group and a new business development authority. She helps SMB companies increase revenue through targeted, multichannel lead generation and sales strategies that focus directly on a business’s ideal prospects. She is also an author of multiple sales books and is an in-demand speaker.
Get past referral dead-ends, tie your lead generation activities with your sales efforts, and listen now! | |||
| 02 Nov 2021 | Kathey Porter | Consulting Services For Governmental Agencies, Corporations & Small Business | 00:19:49 | |
| 27 Jul 2021 | Bill McCormick | How to Leverage LinkedIn for Sales | 00:21:22 | |
“Ditch the pitch, provide value and insight,” so says our guest this week. Bill McCormick is the Chief Sales Officer and LinkedIn Strategist at Social Sales Link. He went from being a student of social selling to providing sales leaders and sales teams with the lessons and tools they need in order to deal with the changing environment of the modern buying journey. He teaches sellers how to build stronger relationships online and make the connection from digital to face-to-face.
LinkedIn is the Google of business, a networking room that is always open. Build relationships with your ideal clients. It starts with your profile; there are no quick steps to social selling success so approach it from what your clients need. Social selling is the way of sales today and we are fortunate to have Bill with us as we learn what works. And don’t miss his free offer. Listen now! | |||
| 26 May 2023 | Merit Kahn: Open the Minds – Close the Deals | 00:21:49 | |
About Merit Kahn: Merit Kahn, CEO of SELLect Sales Development, author of Myth Shift: Challenging the Truths That Sabotage Success, co-host of The Smarter Sales Show podcast. Merit is a certified emotional intelligence coach and certified speaking professional with over 25 years of experience. Throughout her career, Merit has worked with a variety of individuals, including salespeople, entrepreneurs, and professionals, as well as sales teams. She helps them shift their approach from selling to being chosen by their ideal clients. In her spare time, she is a stand-up comedian counting down the days until she trades in her title “single parent” for “empty nester." Check out the latest episode of our Conversational Selling podcast to learn more about Merit. In this episode, Nancy and Merit discuss the following:
Key Takeaways:
"Our core philosophy really is that selling is not about being pushy or aggressive, it's about being selected. So we really teach people to stop selling and start getting selected. And how you do that is really by Asking good questions, having good conversations, as you well know, it's not about what you say, it's about the questions that you ask. And those questions help your prospects understand that you are credible and confident, and you can solve their problems. And that's when they select you. And the second piece of it really is you want to be selected by them, but you also want to make sure that you're selecting every single one of your ideal clients because you're going to put a lot of effort and energy. " – Merit
"And the way that I distinguish marketing and sales is marketing is everything that happens before you're in a conversation. Once you're in a conversation, you're in the sales part of the process. And what you don't wanna do is send somebody " – Merit
“What I took from that when I read that study was, we all want to be perceived as open-minded. So how can we use that to our advantage? Not in a manipulative sale, you know, pushy way, but to recognize that I need to appeal to your bill, your desire to appear open-minded and once I remind you of that desire then you are inclined to agree with that. And now you're more likely to hear my value. And whether we select to work with each other or not, from there is a different story, but I promise you, you will not sell or close a deal to a closed mind.” – Merit
Connect with Merit Kahn, CSP:
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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| 01 Jun 2021 | John Asher | The 5 Factors for Success in Sales | 00:22:42 | |
Our guest on this week’s episode is author, speaker, and CEO John Asher. His company, Asher Strategies, offers sales advisory services to clients all over the world. Working with Vistage, an international network of CEOs, John has presented best practices in sales, sales management, and marketing. And his team has trained over 80,000 executives, salespeople, and managers in almost two dozen countries over the past 19 years. The author of Close Deals Faster and The Neuroscience of Selling is here to talk with us about all things sales.
John is truly a wealth of experience and information. He has helped so many salespeople get to the top of their game in the ever-changing landscape of modern sales. His approaches are backed by science and proven in the field. Become a more successful seller by becoming a perfect listener and listen now! | |||
| 17 Oct 2023 | Eric Recker: WINtheNOW: Become the Best Version of Yourself | 00:18:39 | |
About Eric Recker: Eric is the Owner and CEO of WintheNOW, LLC, where they help High-Achieving Leaders to #WINtheNOW and design a life where they are working to become the best version of themselves for themselves and those around them. He has also been a dentist since 2002 and has led a team of 18 dentists since 2002. Eric has been a pilot since 2018, traveling to 12 countries and 46 states. He has been mentoring and coaching most of his life. As a Certified Elite Success Coach, he works with high-achiever personalities who want to #WINtheNOW and enjoy life while realizing their goals. Check out the latest episode of our Conversational Selling podcast to learn more about Eric. In this episode, Nancy and Eric discuss the following:
"Yeah, I think what we're going to find in our lives is the biggest regrets that we're going to have been going to be at the end of our life when we realize things that we didn't try, things that we more of the regrets of omission. The things that we didn't put ourselves out there for. So, it's important for people to know what success looks like at this stage of life. And then also to know that that's dynamic. So, a year from now, success might look different. So, to keep re-examining that and realize: "Okay, what are the opportunities I have in front of me that I'm not taking advantage of? And the decisions I must make if I don't do these things... Are these the things that I will regret five years down the road, ten years down the road?" – ERIC.
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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| 17 Aug 2023 | Reuben Swartz: Unlocking CRM Magic: The Art of Effective Sales Conversations | 00:21:35 | |
About Reuben Swartz: Reuben Swartz is the founder of Mimiran, the “anti-CRM” for independent consultants who love serving clients but hate “selling.” Mimiran helps companies sell faster and more profitably by streamlining the sales process, converting more visitors into leads, more leads into conversations, and more conversations into e-signed proposals. He’s also the host and chief nerd on the Sales for Nerds podcast. He went from a computer science and software engineering background to sales and marketing consulting for the Fortune 500. His mission is to help other independent consultants make a bigger dent in the universe and get more clients by using their talents to teach instead of the market, connect instead of the network, and help instead of sell. Check out the latest episode of our Conversational Selling podcast to learn more about Reuben.
" You probably went to a restaurant recently and had a great experience with a waiter or waitress. That's a salesperson. You go to the doctor. That's a salesperson. A lot of these things that we don't think about that's really what we ought to be doing. We don't want to be selling to anybody. We don't want to be convincing them to do something that we want them to do. We want to be helping them to do the thing that they want to do." – REUBEN
"Most introverts I know don't want to be in a room full of tons of people, but they love having deep, interesting conversations, and they're good listeners. They've got everything they need, except the mindset and the process, and the organization to do that with intention.” – REUBEN Connect with Reuben Swartz:
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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| 29 Nov 2022 | SIMPLE, MAGICAL, POWERFUL: The Three Words That Humanize The Selling Conversation | 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 | |||
| 02 Mar 2022 | Antonio Thornton | Faster Growth, Greater Profits, and Improved Quality of Life Through Marketing | 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 | |||
| 25 Sep 2024 | Drewbie Wilson: "Call the Damn Leads" Approach | 00:23:38 | |
About Drewbie Wilson: Drewbie Wilson is the Founder of Call The Damn Leads®, where he empowers sales professionals through innovative tools like an e-commerce platform, a robust CRM, and educational resources designed to maximize success. Drewbie is a mindset and sales expert dedicated to helping individuals and businesses unlock their full potential. With a focus on personal growth and proven strategies, he has empowered countless clients to achieve remarkable success. Through his books "Crushing The Day" and "Social Media Mastery," Drewbie shares insights on overcoming limiting beliefs, implementing effective sales systems, and mastering marketing techniques. Check out the latest episode of our Conversational Selling podcast to learn more about Drewbie. In this episode, Nancy and Drewbie discuss the following:
"I like to take it one step further and look at it as I'm a servant first. We don't have to get too into the religion or spiritual side of things. But ultimately, I look at myself on this planet as a servant first. And so, I'm going into every conversation looking at how I can serve this individual and leave them better off than when I entered this situation, whether helping them with a product or service or sharing some wisdom or knowledge. And to me, I think that's a big differentiator; when you can get into a service-first mindset, you're not calling to sell someone. You're just calling to help. And it feels less transactional. And that's where you can build relationships. And I'm sure you've talked about this before, but people buy from people they know, like, and trust. And I think that trust comes from the ability to communicate, "Hey, I understand you, and I want to help you," because that's why people do business with anyone. They want to get out of pain or get into pleasure. And so, if you can help to be the conduit for that situation, then the transaction is easy to occur." – DREWBIE "So, I started thinking about time, where I'm spending it, and what I'm spending it on, which led me to understand that I get to choose my own work. I get to pick how much my time is worth, where I spend it, and where I invest it. The difference is I must have the skillset and the confidence to show up and deliver that to someone else who's going to be willing to pay me for my skillset, for my time, because time is our one true resource. You cannot buy it. You cannot win it in a poker tournament, as much as we'd love to get a box on Christmas or a card on our birthday. It never goes that way. So, that conversation sent me down a path of realizing that I get to decide what I do daily. And I get to decide where I spend my time, who I spend it with, and what I spend it on to know the kind of return I will get on that investment. As a sales professional, we aim to help prospects understand that the value of what they will receive far exceeds the price they will pay. So, when you can have that conversation with yourself about your time, it's amazing what you can truly start to accomplish." – DREWBIE "Know what your time is truly worth. At the end of the day, that is the one thing I can encourage anyone to take stock of. What is your time worth now? And what would you need it to be worth to live the life that you want to live? It's a matter of increasing your skill set or spending more time working doing what you do great. That's it. It's always a matter of what your time is worth. Where are you spending it? What are you spending it on? And who are you spending it with? Because that's what's going to end up being the recipe for the life that you get to live." – DREWBIE Connect with Drewbie Wilson:
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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| 05 Dec 2023 | Brenden Kumarasamy: Making Communication Fun and Engaging | 00:21:43 | |
About Brenden Kumarasamy: Brenden Kumarasamy is the founder of MasterTalk; he coaches ambitious executives & entrepreneurs to become the top 1% of communicators in their industry. He also has a popular YouTube channel, MasterTalk, to provide free access to communication tools for everyone worldwide. From the ages of 5 to 16, not only was he scared of communication, like most of us, but he had to give presentations in a language He DIDN'T EVEN KNOW! How CRAZY is that? Only in university did he start refining his communication skills through case competitions. This experience helped Brenden start his YouTube & coaching business, MasterTalk. Check out the latest episode of our Conversational Selling podcast to learn more about Brenden.
In this episode, Nancy and Brenden discuss the following:
"Yeah, for sure, Nancy. And the reason is that when you switch communication mediums, you don't default back to zero but start pretty low. I'll give you an example. Giving presentations is a completely different skill set than presenting on social media. When you're presenting in front of an audience, there are 50 people in front of you. You can engage with them, you can hug them, you can give them a high five. When I first opened the camera and started presenting, there was nobody in front of me. So, I'm talking to a piece of metal. So, it was hard for me to bring the same energy and enthusiasm. And it was awkward the first time I started presenting on camera. That's why I was nervous about it and got better over time. Like podcast casting, the first time I was on the show, I wondered why somebody would want to interview me. I was like a 22, 23-year-old kid who barely had a business. So yeah, I had a lot of imposter syndrome.." – BRENDEN. "Most people are bad at smiling when speaking, especially when listening. I'll give you an example. Let's say you're on a sales call, and we see this all the time with terrible sales reps; when they're listening to the prospect's answers to their questions, they're nodding their head but have a poker face on. So they go, mm-hmm, mm-hmm. So, what you're telling indirectly is you're telling the prospect, hey, I don't care about your answer; I want to sell you on my product. Whereas if you do the same thing but you're smiling, and you're saying, mm, a lot less, the prospect feels seen, heard, and understood. So that's one. " – BRENDEN. "So, pacing just means a lot of speech coaches will always say speak slower. That's not always the right answer. And the reason is that if I'm slow, you get bored too. So, the key is to have the best speaker's pace. So, if I'm talking and then I take a moment for you to pause and say, hey, what I'm about to say is key, notice that because I'm constantly changing my pace as I'm speaking, it's just very subliminal. Most people aren't noticing this because I'm not pointing it out until right now. Then you're noticing that I'm paying attention to what Brenden says." – BRENDEN. Connect with Brenden Kumarasamy:
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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| 06 Sep 2024 | Adi Klevit: The Power of Processes | 00:21:41 | |
About Adi Klevit: Adi is the leader and visionary of Business Success Consulting Group. Her twenty-five years of knowledge and experience as a trained Industrial Engineer, management consultant, and business executive give her a unique understanding of the challenges businesses face. Adi utilizes her practical know-how and wisdom to help organizations and companies of any size dramatically improve their efficiency and performance. By leveraging her ability to understand business processes as well as people and drawing on her high-caliber skills in vital areas of personnel management, finance, and operations, Adi can help virtually any business owner achieve their goals and bring order to their lives. Check out the latest episode of our Conversational Selling podcast to learn more about Adi. In this episode, Nancy and Adi discuss the following:
"The first thing that we do is we make sure that they have the mindset that processes and procedures will be used throughout the company. That's number one. Number two is that we have to make sure that the documented procedures and processes are accessible and written in such a format that everybody can follow them. So that's very important because if they are stored somewhere, nobody knows where it's very hard to follow and implement them. Then, we have a rollout process. It's a five-step rollout process, very specific, that intends to train everybody on those procedures and also make sure that there is buy-in and that every person understands the importance of having those processes documented. The next step after that is ensuring those processes are being utilized and used in day-to-day management. In terms of what we also do, we ensure that there are regular reviews of those processes and that regular review is either driven by time." – ADI "I think what sets us apart is that we have a strong team. And my idea is that you know, I can't be a solo practitioner. I have a team—a team of writers, a team of consultants, marketing, and sales. You know, I feel like I need to walk the walk, not just talk the talk, right? And I managed to scale my company. I managed to increase it, to make it bigger. All of that allows us to take on more and more clients, and we continually improve our own processes. We want to deliver a great product for our clients, and we do. So that is pretty unique." – ADI "You know, I think it's important to have well-documented processes and procedures that all follow. I think that is extremely important. It's something that people should look at, and having somebody do it for you is going to make a huge difference. Because, as one of my clients just said—and again, you can also watch her video on our website—she said if she tried to do it herself, she would still be on procedure number four. And, you know, I hear it over and over again. So, in terms of expediting things and increasing the organization, I recommend that you document your processes and procedures. And if you need help, contact us." – ADI. "Processes and procedures are not boring; they can actually be pretty exciting because they give you freedom, you know? That's another truism—it does give you freedom. And people sometimes think that it's restrictive, especially creative people. They might think that having processes and procedures is a restrictive activity, but the truth is, it's not. Because if you don't have your processes and procedures well-documented, that's restrictive because then you have to reinvent the wheel every single time." - ADI Connect with Adi Klevit:
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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| 06 Feb 2024 | Mike Bosworth: The Power of Story in Sales | 00:20:59 | |
About Mike Bosworth: Mike Bosworth is the author of three books on selling, a keynote speaker on sales, marketing, and leadership, and in his later years, enjoys being known as a 'sales philosopher.' Mike's passion is helping people land the job of their dreams, assisting salespeople in exceeding their goals, and supporting their families. He enjoys leading experiential workshops on sales and leadership. Mike began his career in the information technology industry in 1972 on the Help Desk for Xerox Computer Services. He was their top new business salesperson in 1975, managed the "Branch of the Year" in 1979, and was promoted to Manager of Field Sales in 1980. Mike founded his Solution Selling business in 1983. Mike has a B.S. in Business Management and Marketing from California State Polytechnic University. Check out the latest episode of our Conversational Selling podcast to learn more about Mike. In this episode, Nancy and Mike discuss the following:
Key Takeaways:
"The biggest problem large organizations with lots of salespeople have been trying to solve for the past 40 years that I've been a sales trainer is that 20% of the people sell 80% of the business. And that top 20%, the real difference—and it took me years to figure this out—is that they have an intuitive ability to connect and build trust quickly with strangers emotionally. So, my mission as a sales trainer for all these years has been to help the bottom 80%, the people who are not natural intuitive trust-building connectors, help them feed their families, buy a house, and send their kids to college. And when you go into the enterprise sales range, for instance, in the mid-90s, in my Solution Selling organization, we trained 15,000 IBM salespeople. " – MIKE "So, if you think about it, most people will not admit a problem to someone they don't trust, so the story creates an emotional connection and enough trust that they could risk sharing their problem. And once they share a problem, they go from suspect to prospect." – MIKE "The best salespeople I've known over the last 40 years rarely have to close because their EQ, their emotional intelligence, is so high, and they're willing to help the buyer buy rather than try and "sell" them something, and people love to buy. Human beings hate to feel sold to, but they love to buy. So, the very best salespeople rarely must close because they're so good at facilitating the buying. So smart companies, when they hire new salespeople, they don't teach them about the product; they teach them how their customers use the product." – MIKE
Connect with Mike Bosworth:
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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| 22 Jul 2020 | Matt Heinz | How Conversational Marketing Helps Drive Audience Engagement | 00:18:30 | |
On this week’s episode of Conversational Selling, we sit down with special guest Matt Heinz. Matt is the President of Heinz Marketing, which focuses on B2B sales and marketing based on buyer insights and market-driven best practices. He is also the host of a weekly podcast, Sales Pipeline Radio. He is also a prolific author, nationally recognized, award-winning blogger, and dynamic speaker, known for his keen insights and actionable takeaways.
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| 18 Apr 2024 | Christian Palmer: Demystifying Sales Enablement | 00:21:57 | |
About Christian Palmer: Christian Palmer is the Senior Manager of Sales Enablement at Justt, the only company fighting chargeback disputes for merchants and winning. Christian's background includes working as an L&D Consultant/Sales Trainer at Phaidon International, where they provided foundational academy training to new consultants and coached and mentored them on both team and individual levels. Christian also worked as a Clinical Consultant at ProClinical, a global recruitment company specializing in the life sciences industry. Earlier in their career, Christian worked as an Associate Consultant at Real Staffing, an international pharmaceutical recruitment agency, and as a Corporate Recruiter/HR Associate at Dutch-X. Christian began their professional journey at Apple, where they served as an Expert. Christian Palmer, M.S.Ed., has diverse experience in sales enablement, recruitment, learning and development, and leadership roles. Check out the latest episode of our Conversational Selling podcast to learn more about Christian. In this episode, Nancy and Christian discuss the following:
Key Takeaways:
"Sales enablement can be defined in a number of different ways. Because it is such a newer field, it tends to get mis-defined if that's a phrase all the time. And the best way for me to describe it is essentially twofold. I'll probably start with the more form formal definition of it. That is to provide the tools, resources, skills, processes, and infrastructure for sellers to enable them to be more efficient, skilled, and proficient with their actual product offering to sell more effectively over time. That is the more formal side, but I would say maybe something a little bit softer that I guess you could say is more layperson's terms for folks is going to be that I am more or less bridge or support system or the voice of the salespeople. And that can stretch across different cross-functional teams to senior leadership and stakeholders and be able to bridge that gap between what's going on in the ground with sellers and what's happening strategically in the organization." – CHRISTIAN "In probably an ideal world is that you have your LMS, your learning management system, that you're able to create content with and a CMS, a content management system, of which you're able to organize that content of what you made in the LMS into a digestible format for sellers and anybody else looking at it. Both of those tools, more so the CMS, should be able to help you measure success rates of reps over time. That could be done in a number of ways, through their behaviors, actions, and results, corresponding those specific results to maybe some items that they had done during the onboarding within that CMS. But those are probably the main tools. You could throw in another authoring tool or whatnot if you wanted to facilitate making even more differentiated content, like maybe an articulate or something along those lines. Any place that doesn't have either of those. It will be a bit more of a lift for an enabler to assemble something. Those tools make it a lot easier. But there's a ton of them out there. It's hard to know what's going to be best." - CHRISTIAN "I think the easiest way, or the standard way you'll see amongst most enablers, especially those with sales experience, is leveraging that you've been there before. Of course, this gets harder the longer you're not in a sales role. The harder it's going to be to align. However, I think the main foundational selling parts don't change. So, those aspects are what you can align with a rep. Whether it's somebody going on a performance improvement plan, I've been on it several times in my career. One time, it didn't work out too great; the other time, it worked out for me. Using that as leverage and explaining to a seller, like, hey, look, this isn't the end; it's just the beginning, shows vulnerability on my part and shows them that I can relate to what this is—the vulnerability aspect I bring up because that's how you build relationships with anybody. So, whether or not they're actual sellers doesn't matter as much to me. But the fact that they are, and I go in and let them know maybe areas that I'm weak in upfront, maybe areas that I know I'm strong in or where I think I can help them, and start adding value to them without them even asking for it. An example of this would be if you come into an organization where you don't have industry knowledge. This is very much how it was at Riskified for me. I knew nothing about chargebacks or the fraud or policy abuse space. But I did know all the different selling skills I've accumulated and enabled over the years. So, I was able to come in and create sessions and content and additional resources around some of these skills that were agnostic to what Riskified is and what industry it's in." – CHRISTIAN Connect with Christian Palmer:
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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| 01 Nov 2022 | Ari Galper: Build Trust When the Time is Right | 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 | |||
| 24 Aug 2021 | Ed Porter | Insider Tips from a Fractional CRO | 00:26:08 | |
Ed Porter is passionate about helping businesses like yours align their revenue systems – and avoid the mistakes of over-hiring in key positions.
The Chief Revenue Officer at Blue Chip CRO joins the show to share so much good stuff – from marketing and sales to customer success and right-sizing your leadership team. This conversation has something for everyone, including:
Aligning your revenue system is the single most important task to get your company on the fast track for growth and profitability, and Ed has the answers to all your questions. Don’t miss this episode. It’s your chance to get all the benefits of having your own expert CRO in under 30 minutes! | |||
| 12 Dec 2023 | Brian Jackson: Sandler and DISC as a Foundation of Sales World | 00:21:46 | |
About Brian Jackson:Brian Jackson is the Owner of The Sandler Sales Coaching Program and a sales coach of the Sandler Methodology since 2006. His passion is helping seasoned, professional salespeople reach their greatest potential - both personally and professionally – by watching them win. Before owning Sandler Training, Brian invested over 20 years in healthcare equipment & SAAS sales, having served the most recent 12 years in various leadership roles. He enjoys coaching Owners, Executives, and all customer-facing, "selling" people within the Technology/SAAS vertical. Also, Brian has spoken on a wide variety of business and personal development topics and is available to speak at corporate events, trade shows, etc. Check out the latest episode of our Conversational Selling podcast to learn more about Brian. In this episode, Nancy and Brian discuss the following:
" Be the contrarian salesperson. Get out of your way. Stop trying to sell, persuade, and manipulate people. Stop trying to script out what you're going to say. Instead, guide people on a path of self-discovery instead of trying to convince them. Go for the no. Guide them to self-discovery. Let them argue with you why they have the problems you solve and why they should be committed to fixing them. My favorite saying in the rule is, "People do not argue with their own data." To finish answering your question, I believe the art and the science of selling are to guide people on that path of self-discovery because they don't argue with their own data. And if you can do that, then you don't have the objections in the first place." – BRIAN. "Sandler is important in personal communication because you want other people to feel that they're heard, understood, and prioritized. Like you said, selling is not about you. It's about the other person. So, there's no question that people like me who have bought into the standard franchise model or participants see improvements in our relationships just as much as we see improvements in our selling efforts because it's a different way that we treat people in our communication because of understanding Sandler. " – BRIAN. "When I'm teaching DISC, I explain to people that once you know DISC, you can't go through your life the same way ever again. I'll be in the grocery store checkout aisle and overhear a conversation. I'll know somebody's DISC style. You know, when I meet somebody, I can subconsciously register their eye color, hair color, ethnicity, background, and distance. And you treat people how they would want to be treated. You're going to ask why it is so important. You're going to keep your conversation short and tight, to the point, focus on, you know, you're going to dab naturally. And that's just critical to selling." – BRIAN. Connect with Brian Jackson: 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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| 16 Mar 2022 | Rennie Gabriel | Create Wealth on Any Income & Become Philanthropic | 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 | |||
| 05 Jan 2021 | Delia Passi | The Women’s Choice Award® | 00:21:10 | |
Our special guest on this week’s episode of Conversational Selling is Delia Passi, Founder of Women Certified and Women's Choice Award. She has built the nation's leading authority on loyalty among women, advocating for consumers by offering reliable fact-based ratings. Delia is a former publisher of Working Women and Working Mother magazine, and the author of Winning the Toughest Customer, the Essential Guide to Selling to Women.
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| 26 Sep 2023 | Rachel Cossar: Importance of Body Language on the Video Calls | 00:18:22 | |
About Rachel Cossar: Rachel Cossar is a leader in the field of nonverbal communication and leadership presence facilitation. As a former nationally ranked athlete and professional ballet dancer, Rachel has a knack of translating unique skills into relatable business skills and competencies. Virtual Sapiens comes as an evolution of Rachel’s combined work as founder of Choreography for Business, a nonverbal communication consulting firm as well as a faculty member with Mobius Executive Leadership and as a leadership presence facilitator with Ariel Group. Rachel has worked with leaders from GE, BCG, Pfizer, Accenture, McKinsey, HBS and more. With the increased dependency of video events as a way to connect and drive impact across organizations, Rachel and her team at Virtual Sapiens are excited to open up a world of access when it comes to one of the most human, and most important skills in business – communication. Check out the latest episode of our Conversational Selling podcast to learn more about Rachel. In this episode, Nancy and Rachel discuss the following:
"Using hand gestures is a wonderful tool to create a sense of openness, warmth, of invitation. It helps people trust you more because they know that you are present with them, that you're not fiddling around with some unseen phone or tablet or... animal or whatever, right? People like to see open-palm hand gestures. It's very soothing. It's very reassuring. So that's number one. On the other end of the spectrum though, some people over-rely on hand gestures to communicate. And when the hand gestures are kind of waving around nonsensically and there's not an intentional connection between the way hand gestures are being used and the words that are being communicated, hand gestures, in that case, can be distracting. So yeah, I mean, it's all about, and then there's like different types of when you're touching your face with your hands, that can signal stress and anxiety and discomfort. And so, the way, what it really comes down to is developing a hand gesture vocabulary that supports the message you're trying to send." – RACHEL Connect with Rachel Cossar:
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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| 30 Mar 2021 | Mary Lombardo | Sales Management Secrets | 00:21:38 | |
Our special guest on this week’s episode of Conversational Selling is Mary Lombardo, CEO and Founder of the Sales Impact Group. They offer virtual sales solutions that save businesses the time and expense of hiring, training, and managing. As someone who has personally generated more than $50 million in sales, Mary helps SMEs drive sales growth through diagnostic and prescriptive sales training and outsource sales management. She is also a national speaker, a two-time winner of Salesperson of the Year, and is a member of The Million Dollar Club.
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| 19 Aug 2020 | Darryl Praill | Why Your Personal Brand Is More Important Now Than It’s Ever Been | 00:17:48 | |
On this week’s episode of Conversational Selling, we sit down with special guest Darryl Praill. Darryl is the Chief Revenue Officer at VanillaSoft, the industry’s most established sales engagement platform, as well as an award-winning marketer, a Sales World Top 50 Keynote Speaker, a Top 10 SaaS Branding Expert, radio broadcaster, podcaster, and social media influencer. He has also raised over $100 million in venture capital.
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| 09 Mar 2021 | Kristie Jones | Establishing More Accountability and Clearer Expectations | 00:23:57 | |
On this week’s episode of Conversational Selling, we speak with Kristie Jones, the Principal at Sales Acceleration Group. She is an expert in the Midwest that helps SaaS startups build and scale their sales and customer success teams, also helping with sales processes, strategy, hiring, and implementation. Her 19 plus years as a sales leader in the SaaS space fuels her passion for helping business owners increase revenue and retain customers.
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| 03 Aug 2021 | Melinda Emerson | How to Excel in Your Small Business | 00:22:59 | |
On this episode, we are joined by the world-renowned keynote speaker and America’s #1 Small Business Expert, Melinda Emerson, aka SmallBizLady.
So many businesses are trying to find their ground in our rapidly shifting economy. You don’t have to be one of them. Listen and learn how to navigate the digital content in the B2B and B2C marketplaces and become intentional about the content your business creates. Don’t just do it to do it, do it to succeed! | |||
| 10 Nov 2020 | Colleen Stanley | The Importance of Emotional Intelligence in Sales Leadership | 00:23:17 | |
On this week’s episode of Conversational Selling, we’re joined by Colleen Stanley, President of Sales Leadership, Inc., a sales development firm specializing in the integration of emotional intelligence, sales, and sales leadership skills. Salesforce.com named Colleen as one of the top sales influencers of the 21st century, in addition to her being mentioned among the top 50 sales and marketing influencers and the top 30 sales gurus. She is also the author of three fabulous books: Emotional Intelligence for Sales Success, Emotional Intelligence for Sales Leadership, and Growing Great Sales Teams.
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| 29 Dec 2020 | Darrell Amy | Accelerating Your Growth | 00:29:47 | |
On this week’s episode of Conversational Selling, we speak with special guest, international bestselling author and speaker, Darrell Amy. Darrell is a growth strategist who has consulted with Fortune 500 tech companies, specializing in providing clients with strategies to recover and grow revenue. He is also the author of The Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth and the co-host of the Selling From The Heart Podcast. Darrell’s mission is to help businesses “Rebound strong and build an engine that will accelerate growth through recovery and beyond.” Darrell shares his best practices from 27 years in sales, as well as:
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| 23 Feb 2021 | Stephen Fuoco | The Four Steps of Risk Management | 00:30:56 | |
On this week’s episode of Conversational Selling, we chat with Stephen Fuoco. Stephen is Senior Vice President and Sales Manager at Bradley & Parker, Inc, a large regional independent insurance agency in New York, where he directs and manages sales efforts and is known to his customers as their on-staff Risk Manager. He has 20 years of business insurance experience, ten years of experience running businesses, and is also an Insurance Counselor.
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| 22 Jun 2021 | Dave Nast | Hiring the Right People for the Right Roles | 00:20:46 | |
On this week’s episode we welcome workplace behavior expert and award-winning business coach David Nast. David has over 25 years of experience in human capital management, talent optimization, executive coaching, and leadership development. He is a top-ranked influencer on LinkedIn as well as a columnist for Raconteur and the business section of the Huffington Post. David is also a certified partner for the Predictive Index, a six-decade old program focused on understanding people and teams and what drives behaviors at work.
All business problems are people problems. Measuring what drives employees allows you to predict their needs, which in turn allows you to predict behavior. David’s work, and partnership with the Predictive Index, is all about taking the guesswork out of talent optimization now and into the future. Listen in to make sure you aren’t left behind! | |||
| 22 Feb 2024 | John Lester: Psychology, Mindset, and Success in Sales | 00:22:10 | |
About John Lester: John Lester is the Founder of Attitude Selling, helping struggling organizations and salespeople become sustainable revenue creators. Throughout his career, John has been acknowledged as a transformational leader, specializing in revitalizing underperforming organizations. He possesses a deep understanding of opportunity development, excelling in identifying and seizing market opportunities to accelerate expansion and boost revenue through fostering collaborative partnerships, strategic connections, and new market segmentation. Having managed extremely large and complex accounts, John understands the importance of delivering quality, consistent service. He exhibits a unique talent for root-cause analysis, swiftly pinpointing the core issues clients face and articulating them effectively while establishing optimal courses of action. He recognizes that business is ever-evolving. John's observations underscore the critical importance of aligning the organization along the "lead to satisfied customer" continuum for achieving large-scale, repeatable success in sales. John is also the author of "Winning the Inner Game of Sales: The Foundation of Success is Mindset." Check out the latest episode of our Conversational Selling podcast to learn more about John. In this episode, Nancy and John discuss the following:
Key Takeaways:
"Sales is so amazing for a couple of reasons. One is because it is not a science as much as it's an art. It is not practical as much as it's human. And what you're really dealing with in sales is human behaviors and human emotions. You can't predict any of that. And that makes it so much fun. But the other thing that's so amazing about sales is that good salespeople help other people achieve their dreams, their goals, their objectives." – JOHN "I would say the biggest misconception about the role of selling is that the seller needs to go, "Excuse me, but beat the living daylights out of the buyer into submission." All right? Don't. Stop. All right? It doesn't work. But there's so many. Sellers are told and taught, and hopefully not that much anymore, but told and taught that the buyer is uninformed, buys on price, and knows what they want. Stop! They were wrong, okay? The buyer buys because they think it's a good deal. No, none of its true. None of its true. They all come into play, but none of its true." – JOHN "Great question, but it's natural, and I want all the solopreneurs listening to take a deep breath. The solopreneurs, for the most part, start a business because they have some kind of expertise. Usually, it's technical expertise, some kind of subject matter that they know about, whether it's a physician, a psychologist, or a plumber. They go, "Hey, I want to deliver that expertise." So, they understand their expertise, and again, this goes back to what I said in the very beginning: their expertise is a technical, definable offering. But the decision to buy their expertise is not technical; it's not definable; it's human; it's behavioral. And so, they're operating at this technical level, which is fine. Still, in order to sell, they have to change who they are to a certain extent and operate at the human level, and operate at the—I will say—political, not in the sense that everybody thinks of political, but political from the perspective of interaction. They're not used to doing that. I mean, I don't know how many schools in the country at any level offer such courses on how to come to an agreement, how to read another person. I don't know anybody who does, but you need those things. We have lots of classes on accounting." – JOHN
Connect with John Lester:
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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| 06 Mar 2024 | April Adams Pertuis: Journey to Storytelling Excellence | 00:23:02 | |
About April Adams Pertuis: April Adams Pertuis is the visionary Founder and CEO of LIGHTbeamers, helping mission-driven leaders and entrepreneurs discover their inherent ability to reach people by teaching them how to share their stories so they can create deeper connections and build strategic relationships. When April speaks, audiences discover the power of their own story to create more cohesive communities, build stronger relationships, and attract ideal outcomes. The key message is always "everybody has a story," which is a powerful beacon used to shine a light on others. April is also a #1 Bestselling Author of 3 compilation books: Elevate Your Voice, Step Into Your Brave, and Shine Your Light, and a host of the top-rated (top 2 %) Podcast, The Inside Story with April Adams Pertuis in 4th year of weekly production. Check out the latest episode of our Conversational Selling podcast to learn more about April. In this episode, Nancy and April discuss the following:
Key Takeaways:
"It's innate in who we are and how we're designed as human beings that storytelling resonates. We tend to learn through storytelling. This is why storytelling has been around since the beginning of time. We can date it back to the caveman days, and that's how they communicated. They documented their existence by painting in the caves and telling a story. And so, stories do just that, right? They help document our existence. We've come a long way since the caveman days, and storytelling is very sophisticated. There are many ways we can utilize storytelling in our communication. We have unlimited ways to do that now in the digital age that we live in. But at the end of the day, it's still just about connecting with another human being and using storytelling to show that we are all kind of alike." – APRIL "The number one soft skill that most business owners overlook or disregard altogether. And it's what it is really like. I call it a secret weapon in business. This relates to sales, building an audience, and connecting with future and potential clients and existing clients storytelling; we can go so much further with our businesses if we incorporate more storytelling. What performs well on social media is when people, businesses, and the humans behind the business show up and tell real stories. It's not the marketing, it's not the sales pages, it's not even the beautifully crafted testimonials, although testimonials are a form of storytelling. It's just the human being a human. And so, I always say storytelling is going to be the thing that humanizes your business and will allow you to be seen differently than all the other fish in the water because it will make you unique. This is especially important right now in the world that we're entering with AI because AI cannot reproduce your story. So we're going to be bombarded, we are already being bombarded, and I think there's a place for AI; I'm not poo-pooing it, but we need to be careful not just to use AI, we need to use AI and use storytelling, and when you use storytelling, you're going to be able to infuse your personality, your own set of values kind of what you stand for, your flavor, you know, your personality. And that will help create conversions in your sales and your conversations; it's going to bring more people to you and into your audience. It's going to increase your engagement. All those things that we're all looking for as business owners." – APRIL "I'm a big fan of video because you're hearing my voice right now on the podcast. You don't broadcast anywhere on video. So you won't find me on video listening to this episode. But even just the voice, you can hear my voice and the intonation and the way I have inflection. But if you were to see me on video right now, number one, you would see my face. You will see what I look like. You would see my hand gestures because I'm quite animated when I talk, and I use my hands a lot. And I smile, right? I smile, or if I'm feeling something emotional, I might show a little more emotion in my face. And that allows, as human beings, it allows a visual clue as to who we are as people." – APRIL Connect with April Adams Pertuis:
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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| 20 Apr 2022 | Patty Block: Roadblocks to Building Blocks for Women-Owned Businesses | 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 | |||
| 31 Oct 2023 | Bruce Scheer: Sizzle Your Sales Story | 00:22:59 | |
About Bruce Scheer: Bruce Scheer is President of FutureSight and has over 20 years of business management and consulting experience. He brings unique and insightful perspectives to client engagements, reflecting his passion for technology, strategic marketing, and sales enablement. With confidence, optimism, and a sense of urgency, Bruce enjoys helping global IT services, software, hardware, and professional services organizations achieve marketing success and great business results. Before founding FutureSight, Bruce held executive positions in consulting firms and industries across North America and Asia. He also served as Vice President and West Coast Office Director for MSI Consulting, where he worked with industry-leading clients to identify strategic market opportunities and develop go-to-market campaigns for new products and services. A noted author and speaker, Bruce is available to share his expertise on a wide range of business topics, including the business value of IT and selling and marketing based on ROI. Check out the latest episode of our Conversational Selling podcast to learn more about Bruce. In this episode, Nancy and Bruce discuss the following:
" Well, it's an evergreen problem. But it's probably even more acute today. There are so many answers that buyers need to need to choose from. And I don't know if you've ever heard of this whole notion that too many options are shutting buyers down. The other thing is with all these options, you get into this whole selection buyers issue that also drives no decision. There's just so many answers, you know, think about going out and buying a new car or something, you know, there's so many answers to choose from, it might be overwhelming. So, how can you help your buyer buy? That's the bottom line. And to do so, I do believe you need to have a story that sizzles, helps you stand apart from the competitive pack, and helps your buyer get over that hump of fear, uncertainty, and doubt to want to buy from you and buy from you. And that strategic narrative, that story carries the day with that objective." – BRUCE.
"How do we characterize that problem, both verbally and visually? And that's one thing, Nancy, that I think most organizations that I see as they go to market are missing the characterization of the problem they solve. They're typically very solution-centric. "Hey, Nancy, I've got this new solution. Let me tell you all about it. Here's what it looks like. Here's what it feels like. Here are the benefits, features, and functions of that whole thing". That's not where you want to start; you want to start that narrative around the problem. And you want to plant that problem and point a spotlight on it, you know, just again, thinking of an analogy, think of that spotlight when you point it on something, that's what people see. And then often they can't unsee it when you do that well. And that's the fun part; if you can crack that code, you're typically going to sell way more and help so many buyers out by helping them have that clarity and conviction around the problem that you can help them solve." – BRUCE. Connect with Bruce Scheer:
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:
Email: leads@oneofakindsales.com | |||
| 31 Jan 2023 | The Journey To One Perfect Speech with Jane Paterson | 00:21:35 | |
About Jane Paterson: Jane Paterson is the owner and Speaking & Communications Coach of One Perfect Speech, and a professional public speaking coach who takes everyday speakers and transforms them into confident and engaging communicators. Today she tells her journey of discovering the power of your voice and becoming an excellent public speaker.
In this episode, Nancy and Jane discuss:
Key Takeaways:
“Before we even learn to read or write, we speak, we learn to speak as young toddlers, every relationship from then onwards is built around communication initially, often before any other medium. If you have never been trained in methods of effectively communicating, whether it'd be a difficult conversation, sharing hard news, inspiring somebody, or motivating somebody, if you haven't picked up some of the basic skills, you're setting yourself at a disadvantage.” - JANE PATERSON
Connect with Jane Paterson:
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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| 12 Jan 2021 | Sam Richter | Qualifying Prospects with Better Sales Intelligence | 00:25:17 | |
On this week’s episode of Conversational Selling, we speak with Sam Richter, founder and CEO of SBR Worldwide. He is an award-winning Hall of Fame Business Keynote Speaker and bestselling author of Take the Cold Out of Cold Calling. He’s also the founder and creator of the IntelNgine | Business and Sales Intel Engine program and an expert on all things related to online information, sales success, and digital management. We discuss the quality of calls, as well as:
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| 08 Aug 2023 | Mark Anthony: Sales is Easy! | 00:22:38 | |
About Mark Anthony: Mark Anthony is the Founder of Training for Success. For over 25 years, Mark has helped professionals, government institutions, corporate sales, and customer service teams worldwide find solutions to real-world challenges, leading to drastic sales, productivity, and management improvements. Mark started his first business at 19 and when he wasn't paid his commission, he competed with that firm and took over their offices 5 years later. He has since built 7 and 8-figure businesses and loves to help salespeople create selling breakthroughs with an easy-going service-first sales philosophy. Mark is the author of the #1 best seller, Join The 7 Figure Club. He has lectured on six continents as well as over 40 states including Alaska and Hawaii. He is a top-rated speaker at corporate sales meetings, conferences, and Universities. His excellent track record has meeting planners and HR professionals re-book him regularly. In addition to speaking engagements, Mark is published in numerous business publications and has appeared on many radio & TV business programs including CNN-FN & CBS News. Check out the latest episode of our Conversational Selling podcast to learn more about Mark. In this episode, Nancy and Mark discuss the following:
Key Takeaways:
" You know, we're all stopping for breakfast, we're all stopping for lunch. At some point, you make that time count and reach out to people to get together and learn about them. And I do find working is by far, one of the least expensive to do. I consider it, free is actually going to fundraising and community events. Yes, you may need to pay for them. But I want to be a contributor to my community. Anyway. So, if I'm going to a Sierra Club meeting or event or I'm going to a Chamber of Commerce meeting or something in between, I'm going there to meet people because I just like meeting people and I like learning about them and helping them. And that goes back to your very first question. You don't need to be focused on sales, you need to be just focused on people, and most-of-us-like people." – MARK
"There were sometimes when I got out of breath. But you know what? That was very much a metaphor to me, for moving business forward. I knew exactly where I wanted to go, and I kept doing it one step at a time. Most people would have gone up the first 300ft and stopped because they would have gotten out of breath. It would have gotten hard. They would have lost patience. The other thing, I went with a couple of buddies who are younger than me. I joke I'm born in a different year, but I am the same age as them. But they were younger and so their pace was faster. But what you do in life to really get to that seven-figure breakthrough that you want is you got to know where you're going to go, and you then need to keep pushing yourself at your pace and a little bit beyond that pace. And so, they got there faster than I did because they trained differently.” – MARK
Connect with Mark Anthony:
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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| 23 Mar 2021 | Andrea Waltz | Overcoming the Fear of Rejection | 00:22:32 | |
Our special guest on this week’s episode of Conversational Selling is Andrea Waltz, the Co-Founder of Courage Crafters, Inc. and co-author of the best selling book, Go for No!: Yes Is the Destination, No Is How You Get There. Andrea is a keynote speaker who’s known around the world as an expert on the topic of “No” and teaches through her online training and coaching course. She has also been featured as a sales influencer on lists curated by HubSpot, Salesforce, and Market Circle.
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| 26 Jan 2024 | Nicolas Toper: From Spam to Glam: Mastering Email Deliverability | 00:21:16 | |
About Nicolas Toper: Nicolas Toper is the Co-founder at Inboxbooster. His mission is to help email senders achieve better deliverability and avoid spam filters. With over 15 years of experience in web development, email technology, and cloud computing, he is passionate about creating innovative and scalable solutions for online communication. Before launching Inboxbooster, Nicolas founded and led CritSend, the first SMTP relay service that guaranteed email success. He also invented Pilo, a renewable energy battery that recharges when shaken. Nicolas holds multiple patents and certifications in computer science, and he graduated from Y Combinator and the Conservatoire National des Arts et Métiers. Fluent in French, German, and English, he enjoys sharing his insights and learnings in his newsletter. Check out the latest episode of our Conversational Selling podcast to learn more about Nicolas. In this episode, Nancy and Nicolas discuss the following:
Key Takeaways:
" So, you have a free tool on our system, the InboxBooster, that tells you how to, analyzes your little list, and tells you where you're emailing. Because if you're emailing just on Gmail, it's not the same thing as if you're emailing on the form of two Fortune 500 companies, which is not the same thing if you're emailing, so there is kind of because usually a lot of SMBs are using Outlook. Some other kinds of startups, lots of startups, are using Google Workspace. So, you really, the first step is really to investigate that. And until you know that it's kind of, you will not be able to sound efficiently. " – NICOLAS "Email has become a bit of a puzzle lately, and let me break it down for you. A decade ago, sending emails was a breeze—clear rules, automated stuff, and personal messages. Fast forward to today, and the line between human and machine-generated emails is blurred, thanks to outreach tools like AdRage and Apollo. Cold emails, though less annoying than cold calls, face skepticism, especially from Google, which prefers ads. Now, onto a fixer-upper story about Y Combinator: despite its strong brand, it battled spam on Gmail. Why? They imported a MailChimp template, and some pruning oversight led them back to the promotion tab. We sorted it out, and they saw a 35% click boost. The lesson? Fixing email glitches is like solving a puzzle, sometimes iterative but worthwhile." – NICOLAS "Sometimes we have customers sending probably more than a couple of thousands of emails per day on cold average, and it's working very well. So, it depends on what you're selling. The key elements are as follows: First, you need to know who you sell to if you do cold average. You need to know: "OK, So this is my ICP," and know those people will sell. And then what I'm saying usually is if you don't know who your ICP is, you need to experiment until you figure it out, but you shouldn't sell a lot of emails to be very careful. In deliverability, once you know who you're selling to, you can sell a lot. And the second thing is sometimes because you care about who you're selling to, so basically, what's your revenue? There is another side to it, and I mentioned it: engagement. So, you want one unsubscription link. One clicks the unsubscription link, now it will be a requirement for Google. And the second thing you want is to be between 0.5 and 1.5 of the unsubscription rate. If you do that, you're fine. This means that you have found a Via Negativa if that makes sense, your ICP. If you want people to unsubscribe a little bit because it's a little bit trying to sell them some stuff and some are not going to be interested, then that's fine, but you don't want too many of them not to be interested because if you're there, this means they don't care, and you're not emailing the right people." – NICOLAS Connect with Nicolas Toper:
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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| 02 Mar 2023 | Karthic Ravindranath: An Agent of Digital Transformation for Small Businesses | 00:20:33 | |
About Karthic Ravindranath: Karthic is a co-founder of two startups, most recently in AgentKnox and Gold Farm. His passion is building culture-driven and data-driven organizations through collaborative brainstorming and innovative thinking. He is currently working to make meaningful connections between agents and consumers digitally. Learn more about Karthic in this latest episode of Conversational Selling.
In this episode, Nancy and Karthic discuss:
Key Takeaways:
“The world is really changing very rapidly, and digital transformation is something that any small business has to adopt, and finding the right partners for them to handle them in the digital transformation journey is very important because most businesses are focusing on B2B and large clients leaving away all the small businesses.” - KARTHIC RAVINDRANATH
Connect with Karthic Ravindranath:
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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| 06 Apr 2021 | Meshell Baker | Leaving Imposter Syndrome Behind: How to Master the Sales Mindset | 00:26:37 | |
Our special guest on this week’s episode of Conversational Selling is Meshell Baker, the Owner of Meshell Baker Enterprises and SuperFan Solutions. Meshell is an award-winning Keynote Speaker, Sales Coach, and Mentor who works with sales leaders and individuals to inspire and ignite confidence, and influence conversations that cultivate client relationships and new business opportunities. With over 25 years of successful corporate experience in sales, she is on a mission to change the way sales is perceived.
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| 17 Nov 2020 | Christine Schlonski | The Sales Success Mindset | 00:22:20 | |
On this week’s episode of Conversational Selling, we sit down with Christine Schlonski, the Queen of the Sales Success Mindset and founder of christineschlonski.com. Christine has over 12 years of successful high ticket event sales in the corporate world, and has built and trained international sales teams, leading them to make millions in revenue. She is also the creator of the online Summit Series, Sales Mentality Makeover Masterclass, and the host of the Heart Sells! Podcast.
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| 25 Jan 2023 | Elaina Zuker: The Seven Secrets Of Influence | 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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