Conversational Selling

About Simon Severino: Simon is the Business Strategy Advisor at Strategy Sprints and the Founder of the Strategy Sprints Method. He talks about the method and how those in B2B businesses can maximize it and double revenue in 90 days. He also shares some insights on why building the right habits can be integral to one's success In this episode, Nancy and Simon discuss:How it's possible to double revenue in 90 daysThe core systems of the Strategy Sprints methodDeveloping the right habits to find and continue success Key Takeaways: Becoming magnetic and agile in preparation for slow growth or recessionary times is vitalWith the right habits, you can learn, adapt, and move on from whatever life throws at you."Month by month you de-risk your processes because you just build on what's working and you increase competitive advantage. If you are winning and you have 20% more budget on it now you're crushing it and it's now much harder for your competitors to eat your lunch." - Simon Severino Connect with Simon Severino:LinkedIn: https://www.linkedin.com/in/simonseverino/Website: https://www.strategysprints.com/Book: https://www.amazon.com/Strategy-Sprints-Accelerate-Growth-Business/dp/139860349X 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/212374882793164Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

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:Have a structure to enter a sales conversation with the right mindsetHow Liz started working with law firmsSales training should be an ongoing option because selling changes over time Key Takeaways: The buyer and seller are two human beings talking, not two professionals yet. First show you're a human, then show you have the expertise to helpAnyone with a love-hate relationship with sales should look at why they hate to sell. Look at why it's uncomfortable to find ways to make it more comfortable. "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:LinkedIn: https://www.linkedin.com/in/lizwendling/Website: https://www.lizwendling.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/212374882793164Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

About Cecelia Henderson: Cecelia is the Owner and Principal of WSI Marketing Edge. Being in the marketing business for over 25 years, she provides digital marketing solutions that attract customers, strengthen relationships, increase online presence, and more. She shares her insights on the current influence of the digital world, how to build on this power, and helping customers understand the advantages they can have.In this episode, Nancy and Cecelia discuss:The digital world is a great place to deliver the right messageHow to keep your customer from becoming distractedNot throwing every piece of content in a single website  Key Takeaways: Everybody has their own way of doing things. The challenge is showing them how other ways also have benefits.We're all working on our businesses but we need to take time periodically to think about a plan."The challenge, just like with other sales activities, is setting the right expectations that it will take time. We're trying to earn our way through the psyche of the people that we're trying to reach" - Cecelia Henderson Connect with Cecelia Henderson:LinkedIn: https://www.linkedin.com/in/ceceliahenderson/Website: www.wsimarketingedge.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/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

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:Teaching women to show up as authentic leaders in their relationships Why relationship transformation can be magicalHow love fits in the world of businessKey Takeaways: We have many different aspects in ourselves that are often in conflict and it can be amazing to get to know all of these altogether.You have to love what you're doing if you're choosing the transformative path of entrepreneurship."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:LinkedIn: https://www.linkedin.com/in/relationshipalchemymem/Website: https://www.relationshipalchemy.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/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

About Joe Apfelbaum: Joe is the CEO of Ajax Union and the author of several books including High Energy Networking. His mission is to connect with and help a thousand entrepreneurs with an effective 3-step process. He explains that not all connections are built the same way and that a healthy mix of quality and quantity will help you achieve your own goals.In this episode, Nancy and Joe discuss:A process will create an impact and gain you a reputation on LinkedIn.The right balance between quantity and quality connections gets you to your goal.The 5 levels of relationships. Key Takeaways: Define what success looks like to create an effective plan for getting there.Make sure you have the right target market and the right messaging."You literally can accomplish anything you want in your life. Like everything that you have right now is something that you created based on your thoughts, your habits, and your beliefs, and if you swap those around, you can create anything." - Joe Apfelbaum Connect with Joe Apfelbaum:LinkedIn: https://www.linkedin.com/in/joeapfelbaum/Website: http://joelinkedin.com/Amazon author page: https://www.amazon.com/Joe-Apfelbaum/e/B09LRNY6SK%3FTry 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/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

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:Engaging buyers in the channel that your target market uses.The goal of a cold call is not close a sale but to start a conversation.Sales and marketing teams are essential components of a revenue-generating system. Key Takeaways: A multi-channel approach to selling ensures you are present when a referral comes through that channel.Your first email should be short and always suggest a longer meeting to the prospect.Pay attention to leading indicators of sales and marketing success."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: 303-741-6636Try 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/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

About Michael Whitehouse : Mike is a coach, motivational speaker, networker, and the author of The Guy That Knows a Guy. He has over 18 years of experience running businesses and working with a diverse range of people. Michael helps others gain a clearer vision of their ideal future, develop gratitude to appreciate the life they already have, and build their toolbox of connections.In this episode, Nancy and Michael discuss:Networking takes you to a higher level of relationships, engagement, and trust.Your network will allow you to make up for your weaknesses so you can instead focus on your strengths. Key Takeaways: Pivot your weakness into a strength. Lean into what you are good at, don't get lost in planning, and take action.Anyone can be a connector. Make the decision that you are going to connect people and enter every conversation thinking about what connections you can make for that person."If you just take action, doesn't have to be massive, you don't have to commit the whole barn, but if you just take some action and get out there, you'll start discovering things, learning things, people discover you." - Michael Whitehouse Connect with Michael Whitehouse:LinkedIn: https://www.linkedin.com/in/mwhitehouse/Website: https://www.guywhoknowsaguy.com/Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164 Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

About Jeanine Dargis: Jeanine is the Owner of Payroll Vault, a boutique payroll and workforce management service designed for small businesses. She shares her growth from salesperson to cheesemaker to business owner and the franchising webinar that kicked it all off. Her franchise helps small businesses typically with less than 50 employees operate better by taking out the pain of payroll and letting business owners focus instead on growing their businesses.In this episode, Nancy and Jeanine discuss:Learning to sell with Cutco knives and becoming a cheesemaker for 6 years.Making a choice between buying a house and starting a business.Choosing to cater to small businesses and helping them grow.Key Takeaways: Selling is all about the art of communicating with people in their own style.Work on your business. You want to strategize, manage, and create systems so your business can run even without you.It is never too late to switch things up if you decide you want to try entrepreneurship. Take the lessons learned from your other experiences and apply them to something different. "You don't have to be an expert at what the business is as long as you are an expert at managing people or learning about the business or running the business." - Jeanine Dargis Connect with Jeanine Dargis:LinkedIn: https://www.linkedin.com/in/jeanine-dargis-o-donnell-41b2a0156/Website: https://www.payrollvault.com/187Try 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/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

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:Startups with guidance have a higher rate of success.Create a dream team in your organization.YAVIS explained as a methodology.Unlimited paid time off results in 30% less time off and burnout.Key Takeaways: Be willing to look at things differently. Sometimes team members will not see eye to eye and this will cause friction in the organization.Hire the perfect people not just in terms of skill but in terms of culture fit and adaptability to change.   YAVIS is a yes or no question that determines if the people around you are your people."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.comTry 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/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

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/AndreaPassPublicRelationsTry 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/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com