81 episodios

In today’s world of business, when it comes to picking up the phone, most people hate it and won’t do it.

There’s a belief that cold calling doesn’t work. It won’t work if it’s not done consistently. Today’s audience tends to hide behind social media and uses excuses like “there’s no point, customers will be annoyed. They don’t like receiving cold calls”. That is completely false.
The truth is emotions are difficult to convey through words in a written email or in digital marketing. Bottom line? Robots will NEVER replace human conversation and emotion.

We imagine a time when more sales professionals feel empowered to connect with their clients through personable strategies like picking up the phone, chatting on a video call, or having meaningful in-person meetings. Which will create long-term relationships and stronger customer lifetime value- even if we must persevere through the “no’s” to find the “yes’s”.

The Conversational Selling Audience loves learning about the art of communication between human beings which leads to more meaningful connections. These connections drive new business at the right time and keep you top of mind when the prospect is ready to buy. Selling is not just a business skill, it's a life skill. At the end of the day, sales is just about the human connection.

Conversational Selling Nancy Calabrese

    • Economía y empresa

In today’s world of business, when it comes to picking up the phone, most people hate it and won’t do it.

There’s a belief that cold calling doesn’t work. It won’t work if it’s not done consistently. Today’s audience tends to hide behind social media and uses excuses like “there’s no point, customers will be annoyed. They don’t like receiving cold calls”. That is completely false.
The truth is emotions are difficult to convey through words in a written email or in digital marketing. Bottom line? Robots will NEVER replace human conversation and emotion.

We imagine a time when more sales professionals feel empowered to connect with their clients through personable strategies like picking up the phone, chatting on a video call, or having meaningful in-person meetings. Which will create long-term relationships and stronger customer lifetime value- even if we must persevere through the “no’s” to find the “yes’s”.

The Conversational Selling Audience loves learning about the art of communication between human beings which leads to more meaningful connections. These connections drive new business at the right time and keep you top of mind when the prospect is ready to buy. Selling is not just a business skill, it's a life skill. At the end of the day, sales is just about the human connection.

    Andrea Pass: A Private Investigator of Public Relations

    Andrea Pass: A Private Investigator of Public Relations

    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: leads@oneofakindsales.com

    • 18 min
    Chris Goegan: Engineered Marketing Differentiates Your Selling

    Chris Goegan: Engineered Marketing Differentiates Your Selling

    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: chris@chrisgoegan.com

    Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/
    Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164
    Connect with Nancy Calabrese:
    Twitter: https://twitter.com/oneofakindsales
    Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
    Website: https://oneofakindsales.com
    Phone: 908-879-2911
    LinkedIn: https://www.linkedin.com/in/ncalabrese/
    Email: leads@oneofakindsales.com

    • 19 min
    Tibor Shanto: Be a Professional Interruptor with a Worthwhile Message

    Tibor Shanto: Be a Professional Interruptor with a Worthwhile Message

    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: tibor@tiborshanto.com

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

    Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/
    Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164
    Connect with Nancy Calabrese:
    Twitter: https://twitter.com/oneofakindsales
    Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
    Website: https://oneofakindsales.com
    Phone: 908-879-2911
    LinkedIn: https://www.linkedin.com/in/ncalabrese/
    Email: leads@oneofakindsales.com

    • 24 min
    David Priemer: Sell the Way You Buy—Buying Is Emotional, Not Logical

    David Priemer: Sell the Way You Buy—Buying Is Emotional, Not Logical

    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: leads@oneofakindsales.com

    • 22 min
    Bill McCormick: The Platinum Rule—Treat Others How They Want to Be Treated

    Bill McCormick: The Platinum Rule—Treat Others How They Want to Be Treated

    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: bmccormick@sellingfromtheheart.net
    Website: https://www.sellingfromtheheart.net/
    Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/
    Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164
    Click on this link for a FREE course on How To Master The Trust Formula: https://bixel3.net/v1/t/c/420217e2-df36-9815-8f9e-87db74615b14/gm%3A82ac6f8e-47c4-4f70-a19d-871111d05a1b/Multiple%20Recipients/?https%3A%2F%2Fwww.sellingfromtheheart.net%2Ftrust-formula=

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

    • 22 min
    Jeff Goldberg: Conversational Selling Leads to Business Decisions

    Jeff Goldberg: Conversational Selling Leads to Business Decisions

    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: jeff@jgsalespro.com
    Phone: 516-608-4136
    Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/
    Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164
    Connect with Nancy Calabrese:
    Twitter: https://twitter.com/oneofakindsales
    Facebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
    Website: https://oneofakindsales.com
    Phone: 908-879-2911
    LinkedIn: https://www.linkedin.com/in/ncalabrese/
    Email: leads@oneofakindsales.com

    • 19 min

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