Conversational Selling

About Wesleyne Whitaker-Greer: Wesleyne is the founder of Transform Sales, a company dedicated to combining her love for sales with her passion for coaching. She has developed a proprietary seven-step sales leadership blueprint that identifies the blind spots, gaps, and inefficiencies in process, teams, and sales management in the technical fields. In addition, her coach-like approach allows her to work alongside managers to develop their sales, leadership, and teaching skills. Wesleyne’s management training improves sales leaders’ capability of holding productive conversations with internal sales team members, creating a collaborative, dynamic environment where everyone feels supported. Check out the latest episode of our Conversational Selling podcast to learn more about Wesleyne.
 

In this episode, Nancy and Wesleyne discuss:

• How does a former chemist get into or transition into international sales management?
• Why are there no comprehensive training programs for sales managers in STEM?
• Wesleyne’s seven-step process description.
• The qualities of a good leader in Wesleyne’s opinion.
• How long is the transformation to become a better leader?
• Does Wesleyne do any pure sales coaching for salespeople?
• Why do some teams resist sales trainings?
• How to motivate an underperforming sales team?
• How does culture play into having a great team?
• Referrals to key performance indicators and their role.
• Fun fact about Wesleyne.
• Something that's true that almost nobody agrees with Wesleyne on.
• What is the one takeaway you want to leave the audience with?
• How can my people find you?
   

Key Takeaways: 

• Everybody thinks that if you're a really good salesperson, you're gonna be a really good sales manager. But it's the opposite of what you think.
• The seven-step process is a full 360 view of what you need as a leader.
• Whatever the thing is that your salesperson, or the people on your team are working towards when you coach them when you try to push them, you focus on the thing that is important to them.
• As a leader, you can't just sit in an ivory tower as a leader and think that everybody fits into this little teeny tiny nice little neat box.
• As a salesperson, if you don't see your company investing in any kind of training, internal, external, or any kind of development, that means that they're not really committed to you as a person getting better
• I bring out the best in everyone.

“People were leaving. We weren't hitting our numbers. And so, I really realized that the only solution was on me as the leader to figure out how I need to fix myself, and the skills I needed to build so, I could then translate that into my team. And so, that's really what we do when we're working with organizations, figuring out what's the core nucleus of the problem and then translating those skills out to the team.” – WESLEYNE

“The one takeaway is your growth and development are important. If your company won't invest in you, invest in yourself. Find resources to make yourself better. Find resources to develop your skillset, your empathy, whatever the thing is that you're suffering. If you keep getting feedback from your leadership team, whether you're an individual contributor, a frontline manager, or all the way up, whatever the thing is you continue to get feedback on, find a way to get better at it. Find a way to really invest in yourself because that is gonna pay dividends for years for decades.” – WESLEYNE

Connect with Wesleyne Whitaker-Greer:

• LinkedIn: https://www.linkedin.com/in/wesleyne/
• Transformed Sales: https://www.transformedsales.com/

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

Connect with Nancy Calabrese: 

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

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:

• How did you get started in business?
• What is the difference between goal setting and goal achievement?
• Why do most people have difficulty managing their time?
• What's been your biggest life lesson?
• How do leaders adapt their leadership styles?
• DISC method in the sales arena.
• What impact do you want to impart in the business world?
• Why knowing the right strategy to get you where you want to go is more important now than ever?
• Something true that almost nobody agrees with Bertha on.

Key Takeaways: 

• We all can be mentors and coaches. And when we find out what they really want, what's the best environment where they thrive and grow, and if you can provide that, that's adapting.
• People are more generous than we tend to give them credit for.
• It's essential to have a good strategy to refresh it, review it, and have the courage to have conversations all the way around that inform your next steps.
• We have to be people-centered. At the end of the day, AI was created by a human being.

"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:

• LinkedIn: https://www.linkedin.com/in/bertharobinson/
• Star One Professional Services: https://www.staroneprofessional.com/

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

Connect with Nancy Calabrese: 

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

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:

• How to solve problems through conversations?
• Where do conversations come into play?
• How to use questions skillfully?
• What would be an open-ended question that Ivan recommends?
• How do we train ourselves to become better listeners and stop interrupting and talking in conversations?
• Why is it that so many people are uncomfortable with silence in a business call?
• Ivan’s good example of a consultative opener.
• The idea and purpose of the dessert tray.
• What do you teach your customers about being curious?
• Is there something that's true that almost nobody agrees with you on?
• Do you only work in the financial services industry? Do you have customers outside of that industry?

Key Takeaways: 

• If you saw a psychiatrist every day growing up, but not just that, you also saw a psychologist, it would shape you. And my parents were in the mental health business. And so no doubt it shaped me.
• I do identify 14 different ways to stop yourself from interrupting. And I personally have needed all 14 many times, but it's a discipline.
• Every conversation that we have changes something in our world.
• The model I've created includes a very explicit portion of a conversation, probably the most important portion around learning and exploring.
• You help get people in the door and my job is to make sure once they're in the door, they never leave.
• As a speaker, co-author, coach, and trainer, I do get outside of other industries, but I find that the service industry is probably the best place where I can make a difference because that's where my career has been in services.

“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:

• LinkedIn: https://www.linkedin.com/in/ivan-farber-823314/
• Conversations About Conversations, LLC: https://conversations.biz/

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

Connect with Nancy Calabrese: 

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

About Barry Shore: Known as Ambassador of JOY, Barry Shore is a mental wellness activist, philanthropist, multi-patent-holding entrepreneur, speaker, author, podcaster, and former quadriplegic who is swimming around the world. Barry believes that STRESS is THE leading Cause of Illness. And learning how to reduce, mitigate, and even eliminate negative STRESS through JOY can heal Us, the Workplace, and Our Nation. In the most productive, opportunity-oriented, powerful society in the history of the world, 68 % of the population claims to be 'dissatisfied, mildly depressed, and unfulfilled. Check out the latest episode of our Conversational Selling podcast to learn more about Barry.

 

In this episode, Nancy and Barry discuss:

• Why 68% of the population is depressed and what creates the stress?
• What is joy? How does Barry teach people to learn to live in joy?
• What is shift perspective?
• Positive aspect of stress.
• Absenteeism and non presenteeism as the main reasons for losing One TRILLION dollars of productivity. Can it be reversed?
• Shift in mentality that becomes joy at work.
• How long does it typically take for people to learn to live in joy?

Key Takeaways: 

• SAD (Stress, Anxiety, and Distraction) is a never-ending process in society.
• Joy is a fabulous acronym that stands for Journey of you, Journey of you. That's really what joy is all about. Isn't that beautiful?
• SMILE is an acronym that stands for seeing miracles in life every day.
• The culture of business must become a nurturing environment.

“Oftentimes people have a misimpression about the word sales or selling. Conversational selling, especially the way you talk about it and train people, is literally just that it is the ability to present goods and services in such a way that is a natural communication/conversation between one or more people recognizing that business is the foundational element of all life. And I'm going to share with everybody something that you all know, but you don't know it until you see it. And that's the word Business. Let's take a look at your business. Business is spelled. Of course, B U S I N E S S. Right as business, notice that the U comes before the I. Only when you are helping others, you can you actually gain a benefit. And that's what you do with conversational and selling, Nancy.” – BARRY SHORE

“We are sophisticated professionals, and we know that a certain part of the population not only wants but needs what we have available. And that's why we live in the world. Business with the U comes before the I.” – BARRY SHORE

Connect with Barry Shore:

• LinkedIn: https://www.linkedin.com/in/barryshore/
• BarryShore.com: https://barryshore.com/

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

Connect with Nancy Calabrese: 

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

About Kevin Hopp: Kevin Hopp is a Founder of Hopp Consulting Group. Kevin is an expert in outbound sales development for B2B SaaS companies. He has worked with over 50 organizations, crafting outbound campaigns that have generated tens of millions of dollars in revenue for some of Silicon Valley's fastest-growing companies. Kevin shares his top tips to win at cold calling, including having a script and following up. Check out the latest episode of our Conversational Selling podcast to learn more about Kevin.

 

In this episode, Nancy and Kevin discuss:

• Why does Cold Calling get such a bad rep?
• Why does training and having a well-structured system matter in sales?
• VM World – How long does Kevin pursue a prospect until moving to another one? How many attempts does he make?
• How to set a qualified appointment without cell mode?
• Kevin’s thoughts on the consultative discussion in setting appointments.
• Fun fact about Kevin – 3 thumbs!

Key Takeaways: 

• Nobody likes to be sold. Everybody likes to buy things.
• If you think cold calling is dead, you're just not doing it the right way.
• I believe passionately that if you get good at the systems and processes that make sales development people more efficient, you will enjoy your job more.

“Many salespeople, as you and I both know, are kind of unprepared to have a conversation with a live prospect at any given moment, and because they're unprepared. They're scared of it. They're really scared of cold calling. They're scared of what might happen. They're scared of getting told I'm not interested and getting hung up on. And they don't have a structure or a process. I've gotten so obsessed and so passionate about Cold Calling because I was an entry-level sales. Though that had to just cold call all day, and I had the pit of my stomach feeling every time before I pick up the phone. So I've dedicated, the beginning of my career here for the first 9-10 years just becoming as good as I could possibly be at having sales conversations.” - KEVIN HOPP

Connect with Kevin Hopp:

• LinkedIn:https://www.linkedin.com/in/khopp/
• Hopp Consulting Group: https://www.hoppconsultinggroup.com/

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

Connect with Nancy Calabrese: 

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

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:

• Why delegationis essential for the entrepreneur.
• Difference between a sales call and a discovery call.
• Darleen’s authentic ways to connect with prospects to understand their needs and offer solutions.
• Why is it important not to sell to everyone?
• Darleen’s attitude to customers who are not the right fit for the culture of the company.
• Importance of adding value to the conversation.

Key Takeaways: 

• The leader allows the entrepreneur to stay focused on working on the business and not being in the Business Minutia. 
• Customers may not need you today, but by building trust, they will keep you in mind for the future.

“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:

• LinkedIn: https://www.linkedin.com/in/darleenpriday/
• Peachtree Versatile Assistants: https://www.peachtreeva.com/
  
   

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

Connect with Nancy Calabrese: 

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

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:

• How Karthic got started in his career
• How Karthic got into the insurance industry
• Do-it-yourself marketing for agents
• The challenges of creating an online audience
• The problem with the digital insurance market
• Acquiring his first clients
   

Key Takeaways: 

• You have to be persistent in sales, if you do the right thing, everything will fall into place
• Small businesses should start diving into digital transformation today

“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:

• LinkedIn: https://www.linkedin.com/in/karthicnyc/
• AgnetKnox: https://agentknox.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: [email protected]

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:

• Empowering women in sales
• Why women want sales training
• Why men want sales coaching
• Stop busting out slides
• Pre-close intention
• Selling from the stage
• Why money is a good thing
   

Key Takeaways: 

• Process is important in selling
• The hate of money is brought by societal conditioning
• If you want to change the world, it's going to take a lot of money.

“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:

• LinkedIn: https://www.linkedin.com/in/amandaabella/
• Blog and Podcast: http://www.amandaabella.com/
• Free Training for Influencers: http://www.amandaabella.com/influencer
• Persuade to Profit Training: http://www.amandaabella.com/persuadetoprofit

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: [email protected]

About David Trapani: David is the Chief Executive Officer at Sandler. He and the team at Sandler closely work with business owners and high-powered salespeople to help them eliminate the frustrations they experience in their client development process, allowing these individuals to more effectively & efficiently bring solutions to their intended clients. David joins us today to discuss the method of developing our pipeline from the inside out.

In this episode, Nancy and David discuss:

• Developing your pipeline from the inside out
• Establishing relationships early on
• The center of influence
• Thanking people for referrals
• Tips for starting the year effectively
• The value of having a personal brand
   

Key Takeaways: 

• Start working your pipeline from the inside out
• Get some better habits and tactics in place
• Make sure prospects know that they can do business with us, but also that a NO is a very good answer
• Make 2023 the year to gain commitments

“We all get referrals, I think that's the mistake that we make, we all get referrals to find new opportunities, a client loves you. and they say, Hey, Dave, or Nancy, you should call on or I'm going to introduce you to to whomever you're somewhat satisfied with them. Imagine if we flip that script and started asking. So we need some talk tracks on how to ask.” - DAVID TRAPANI

Connect with David Trapani:

• LinkedIn: https://www.linkedin.com/in/davidtrapani/
• Sandler Training: https://www.linkedin.com/school/sandler-training/
• Sandler Website: https://reports.sandler.com/why-salespeople-fail/

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: [email protected]

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:

• Can AI replace the human element of sales?
• Knowing your customer’s profile
• How to segment your prospects based on personality
• How powerful is AI?
• What is AI and how does it work?
• Persona-based selling

Key Takeaways: 

• How to segment based on personality type
• How to structure written communication based on personality type

“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:

• LinkedIn: https://www.linkedin.com/in/collincmitchell/
• HumanticAI: https://humantic.ai/
• Sales Transformation: https://salestransformtion.transistor.fm/

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: [email protected]