Conversational Selling

About Andrea Pass: Andrea is the Owner of Andrea Pass Public Relations. She has been creating and implementing public relations campaigns in a wide range of categories for thirty years, including consumer products, lifestyle, B2B, education, and many more. She secures media coverage to grow brand awareness, increase reputation, and drive sales using third-party editorial endorsement. Her motto is "now is the time to get your business in the media."

In this episode, Nancy and Andrea discuss:

• Being a private investigator for public relations involves researching for the proper media contacts for your business.
• Modern PR: Moving from cold calls to email pitches. When your story gets published, it gives you content to add to your website and social media.

Key Takeaways: 

• Media outlets are harder to reach today because there are more freelancers working for them.
• PR should be part of your marketing mix. Editorial endorsement ranks high on the selling scale, so get started today.

"It's the same no matter what size your business is. You can be a solopreneur with a national topic, business, service, and you can be a huge corporation with your company having thousands of employees. It won't matter. It's reaching the right press to get the story." - Andrea Pass

Connect with Andrea Pass:

LinkedIn: https://www.linkedin.com/in/andrea-pass/

Website: https://www.andreapasspr.com/

Facebook: https://www.facebook.com/AndreaPassPublicRelations

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

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

Connect with Nancy Calabrese: 

Twitter: https://twitter.com/oneofakindsales

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

Website: https://oneofakindsales.com

Phone: 908-879-2911 

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

Email: [email protected]

About Chris Goegan: Chris is the Founder and CMO of Engineered Growth Systems. He is a business growth consultant who helps clients grow and scale their businesses using a proprietary methodology called Engineered Marketing, a time-tested and proven way of building the ultimate internet selling machine. His mission is to simplify small business growth and help good people build great businesses.

In this episode, Nancy and Chris discuss:

• Engineered Marketing speaks to hots, warms, and colds differently and uses the medium that speaks to each best.
• Collaborating with Michael E. Gerber to sell The Dreaming Room.

Key Takeaways: 

• You don't need the latest trends like funnels to sell well, what you need are differentiators and a selling system.

"Instead of focusing on traffic, let's start with people. Let's start with the hots, people that are ready to buy." - Chris Goegan

Connect with Chris Goegan:

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

Website: https://www.chrisgoegan.com/

Email: [email protected]

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 Tibor Shanto: Tibor is the Chief Prospecting Officer of Renbor Sales Solutions, as well as the author of two great books. He helps B2B companies translate sales strategies into reality and develops salespeople who understand that success in sales is about execution. Today, Tibor discusses how to be a professional interruptor and how to make this interruption worthwhile to your prospect. 

In this episode, Nancy and Tibor discuss:

• How to be professional interruptors. If you put an idea in front of people who were not anticipating it but benefited from it, then the interruption was worthwhile.
• Leaving voicemail is an effective tactic but the messaging should be different compared to how a regular cold call goes. 
• Buyers can be actively-looking or passively-looking.

Key Takeaways: 

• Voicemail messaging is best used to create mystery. The human mind naturally hates mystery, so create voicemail that compels prospects to resolve it by calling you back.
• Invest time by revisiting successful deals. Ask how their workflow changed because that is the story you can tell your next customer.

"In having a story or conversation about the workflow, your product will have a starring role, but the story and the movie will be more interesting to the client because it's about the overall process they're going to go through, it's about the growth that they're going to go through." - Tibor Shanto

Connect with Tibor Shanto:

LinkedIn: https://www.linkedin.com/in/tibor-shanto-b2b-prospecting-specialist/

Website: https://www.tiborshanto.com/

Email: [email protected]

Amazon: https://www.amazon.com/Tibor-Shanto/e/B0043TEI84%3F

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

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

Connect with Nancy Calabrese: 

Twitter: https://twitter.com/oneofakindsales

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

Website: https://oneofakindsales.com

Phone: 908-879-2911 

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

Email: [email protected]

About David Priemer: David is the Founder & Chief Sales Scientist of Cerebral Selling and the author of Sell the Way You Buy. After leaving his research science background, he deconstructed the traditional sales approach and developed his methodology based on consumer science, research, and psychology. He is a widely-recognized thought leader in sales and sales leadership and has been published in the Harvard Business Review, Forbes, Entrepreneur, and many more.

In this episode, Nancy and David discuss:

• The Cobra Kai Paradox: Executing wrong sales tactics taught by senseis
• Buying is emotional, so align your selling to this decision pathway
• Why goal setting is a waste of time

Key Takeaways: 

• Ongoing training is necessary to sharpen the skills of top performers, but be aware that not all salespeople are keen on improving.
• Goal setting can encumber us. Many times, we work towards the goal and then stop. Try to challenge yourself by doing as many of your tasks as possible and you might surprise yourself that you've exceeded your initial goals.
• Be curious about the emotional drivers behind why people buy. When you connect with customers and sell to them, they are buying with those exact same emotional pathways.

“Really be curious about the pathways and mechanisms by which human beings make decisions so you can sell along those pathways because we don't do that enough." - David Priemer

Connect with David Priemer:

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

Amazon: https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203

Website: https://cerebralselling.com/

YouTube: https://www.youtube.com/c/CerebralSelling

Book your FREE 30-minute coaching session with Bill here: https://meetings.hubspot.com/bill-mccormick

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

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

Connect with Nancy Calabrese: 

Twitter: https://twitter.com/oneofakindsales

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

Website: https://oneofakindsales.com

Phone: 908-879-2911 

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

Email: [email protected]

About Bill McCormick: Bill is the Trust Enablement Trainer at Selling from the Heart. He enables sales teams to build trust and expand relationships and revenue. His passion for helping sales leaders allows them to tap into their authentic selves and build relationships based on the value that they offer to their prospects. He reminds others that all selling is social and to meet your prospects where they are.

In this episode, Nancy and Bill discuss:

• Inauthenticity and lack of substance as the biggest obstacles to selling
• The platinum rule
• Bill learns communication as a 911 dispatcher

Key Takeaways: 

• Say what you mean and mean what you say. Inauthenticity is easy to spot.
• Be open about the relationship that you want to develop with someone.
• All selling is social selling. Sellers must not limit themselves to just one bucket of selling and branch out (cold calls, email, TikTok, etc).

“We start out with the golden rule and we treat other people the way that we want to be treated. Until we have some communication, we find out how they want to be treated. That's the platinum rule: treating others the way that they want to be treated. .” - Bill McCormick

Connect with Bill McCormick:

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

Email: [email protected]

Website: https://www.sellingfromtheheart.net/

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

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

Click on this link for a FREE course on How To Master The Trust Formula: https://bixel3.net/v1/t/c/420217e2-df36-9815-8f9e-87db74615b14/gm%3A82ac6f8e-47c4-4f70-a19d-871111d05a1b/Multiple%20Recipients/?https%3A%2F%2Fwww.sellingfromtheheart.net%2Ftrust-formula=

Connect with Nancy Calabrese: 

Twitter: https://twitter.com/oneofakindsales

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

Website: https://oneofakindsales.com

Phone: 908-879-2911 

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

Email: [email protected]

About Jeff Goldberg: Jeff is the owner of JGA, a sales training, coaching, and outsourced sales management firm. He is an award-winning sales professional with 4 decades of sales management, training, coaching, and consulting experience, as well as co-author of How To Be Your Own Coach - Six Simple Questions for Achieving Your Goals.

In this episode, Nancy and Jeff discuss:

• Salespeople must invest in themselves
• How and why polite persistence is necessary for following up
• Jeff’s professional sales journey and prospecting strategies. 

Key Takeaways: 

• While most prospects won't follow through, leave a voicemail anyway and provide a personalized subject line.
• Conversational selling leads a person to a decision to do business with you or not.
• Have great conversations as it removes the pressure, and have lots of them so you don't run out of prospects.

“Salespeople, quite often, hang on to deals that have absolutely no shot and, at some point, it is time to give up. My suggestion is always when you start working on a deal, you follow up fairly continuously. But as time goes on, time kills all deals.” - Jeff Goldberg

Connect with Jeff Goldberg:

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

Facebook: https://www.facebook.com/groups/TheSalesProNetwork/

Website: https://jgsalespro.com/

Email: [email protected]

Phone: 516-608-4136

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

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

Connect with Nancy Calabrese: 

Twitter:https://twitter.com/oneofakindsales

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

Website:https://oneofakindsales.com

Phone: 908-879-2911 

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

Email: [email protected]

About Frank Wander: Frank is a turnaround CIO, as well as CEO and Founder of PeopleProductive, a human performance engineering company that helps organizations unlock their growth and innovation and get the best out of their people.

He is a sought-after keynote speaker and author of Transforming IT Culture: How to Use Social Intelligence, Human Factors, and Collaboration to Create an IT Department That Outperforms.

In this episode, Nancy and Frank discuss:

• The 4-day work week and its improvements in productivity
• COVID fast-forwarded the global adoption of hybrid work
• A talent operating system and telltale signs of a bad work culture

Key Takeaways: 

• Shorter work weeks make people more focused and give people back their time.
• Creating genuine connections in a hybrid work setup is still a work in progress.
• Care about your people and one another more than anything. These people are the ones who will stand with you once the dust settles.

“I want to build an operating system where companies can methodically take talent and create real measurable financial results and ultimately have a company where the people and the company thrive together, because that's where the world has to end up.” - Frank Wander

Connect with Frank Wander:

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

LinkedIn (Company): https://www.linkedin.com/company/peopleproductive/

Website: https://www.peopleproductive.com/

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

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

Connect with Nancy Calabrese: 

Twitter:https://twitter.com/oneofakindsales

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

Website:https://oneofakindsales.com

Phone: 908-879-2911 

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

Email: [email protected]

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:

• The difference between closing sales and opening relationships
• In a period of inflation, sellers should not be discounting price but concentrating on adding value
• Sales is not a job, it's a lifestyle
• The Sales Hunter Podcast

Key Takeaways: 

• Sales is not bowling. It's not about knocking down as many pins, taking their money, and moving on. Rather, sales is about opening relationships.
• Create value by first creating trust. Trust is the currency of business.
• Calling still works so incorporate it into your sales.
• Aim to be a person of influential impact.

“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: [email protected]

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:

• Selling Through Partnering Skills: Salespeople's 3 main challenges and partnering intelligence (PQ) theory
• Hybrid Selling: Adapt to changes in selling. Sales professionals need to know how to use multifaceted, collaborative, and customer-centric selling strategies to stay relevant into the future.

Key Takeaways: 

• Busy Busy Busy is focusing on the wrong activities resulting in wasted opportunities and effort. Become more effective through planning and process.
• Oldie Worldly refers to old methods which simply do not work anymore. Today it's about being customer-focused. Self-centered strategies are fit for a bygone era of selling.
• Muddled Mindset is misalignment. Develop clarity within the organization, encourage coaching by management, and allow individuals confirmation that the way they work is making consistent with top performance.
• A top trend to adopt right now is video. Shifts in sales today also include a focus on helping more and co-creation. Consultative still works but the future is about collaboration.

“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: [email protected]

About Justin Krane: Justin is a money strategist for business owners whose mission is to help business owners understand the money side of their business. Justin is the President of Krane Financial Solutions and he discusses how to achieve complete financial and personal freedom.

Justin teaches entrepreneurs how to be strategic with their money to grow their businesses and has since focused on working with female business owners. In his book, Money, You Got This, he takes funny everyday life experiences and turns them into short stories that teach simple money strategies. 

As a Certified Financial Planner, Justin manages investment portfolios and creates savings and spending plans for both business and personal finances. He helps design financial plans to help others get a higher return on life. 

In this episode, Nancy and Justin discuss:

• Challenges and strengths of female business owners
• The psychology of money: Risk, savings, and spending
• Return on life vs return on investment
• Media portrayals of money are all for the short term

Key Takeaways: 

• Women are wired differently. Generally speaking, they are more empathic and are stronger because of the simultaneous responsibilities of family, career, and personal development.
• Balance savings and spending. Remember to live your life and spend money on things and experiences you actually enjoy.
• Long-term savings and wealth are generated through compounding interest.
• You can build your wealth. It's all about progress, a little bit each day, and maybe with the help of others who can guide you through the process.

“It's about using your money to be congruent with what you really want rather than guessing and not being intentional with what you want. So it's about return on life, not just return on investment.” - Justin Krane

Connect with Justin Krane:

• LinkedIn: https://www.linkedin.com/in/justinkrane/
• Website: https://kranefinancialsolutions.com/
• Email: [email protected]
• Phone: 310-237-6491

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]