Conversational Selling
Nancy Calabrese
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.
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.
Episodes
Mentioned books
Mar 30, 2021 • 22min
Mary Lombardo | Sales Management Secrets
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. We chat about effective virtual sales practices, as well as:
Sales training with diagnostic and prescriptive methods
Coaching timelines for practicing new methods learned in training
Offering outsourced sales management to help start-ups transition into market
How and when to reevaluate why you received a “no”
And more
Mar 23, 2021 • 23min
Andrea Waltz | Overcoming the Fear of Rejection
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.We chat about getting more comfortable with rejection, as well as:
Moving past the fear of failure in order to reach bigger clients
Implementing “no” goals and keeping momentum if you receive a “yes”
How to follow up with someone who says “no”
Adapting your language for success; turning “failures” into mere “setbacks”
And more
Mar 16, 2021 • 20min
Deb Calvert | How to Ask Effective Questions that Empower Customers
On this week’s episode of Conversational Selling, we speak with Deb Calvert, the President of People First Productivity Solutions and the Host of The Monday Morning Sales Rally on The Sales Experts Channel. Deb also leads the Stop Selling and Start Leading Movement. She is certified as an Executive Sales Coach, is a certified Master of the Leadership Challenge, and her bestseller, DISCOVER Questions Get You Connected, has recently been named by HubSpot as one of the 20 most highly-rated sales books of all time.We chat about putting people first, as well as:
The global need for sales content and the creation of The Sales Expert Channel
Why questions are critical to any type of relationship
DISCOVER— the eight reasons to ask quality questions
Ennobling your customers by engaging them
And more
Mar 9, 2021 • 24min
Kristie Jones | Establishing More Accountability and Clearer Expectations
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.We chat about communicating clearly with our teams, as well as:
The objective ways we measure goals
Creating a culture of accountability
The requirement for managers to set the expectations and targets
Growing up in a family-owned business, and her “kitchen table education”
Learning the hard way that culture is critical
And more
Mar 2, 2021 • 22min
Fred Diamond | Three Keys to Successful Sales
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. Fred started his prolific career in software sales with Apple, Compaq, and Compuware, and had a side-hustle as an in-demand party DJ. He has interviewed 1000s of sales professionals and leaders, always seeking tips to pass on to IES members to help them get better at the art and science of professional sales. We chat with Fred about all he’s learned from hosting a webinar a day, as well as:
The three big challenges everyone is facing right now
Being empathetic to customers’ concerns
The three keys to successful sales
Differentiating yourself as a professional by staying committed to your development
And more
Feb 23, 2021 • 31min
Stephen Fuoco | The Four Steps of Risk Management
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.We chat about identifying vulnerabilities, as well as:
Consultative selling as a way to win business
Spending time teaching people to do things the right way
Shifting away from the perception of insurance as a commodity
Applying risk management to businesses
And more
Feb 16, 2021 • 23min
Brandon Bornancin | Enlisting the Power of Artificial Intelligence to Build Sales Lists
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. “I went all-in on doing whatever it takes to help salespeople, marketers, and entrepreneurs, globally, make more money and maximize their sales today,” says Brandon.We chat with Brandon about putting in the hours, as well as:
The big shift toward working with a team for the customer
Using the shutdown time to write his next book, “Whatever It Takes”
Building the right sales lists
Writing out your scripts
The accuracy of artificial intelligence
And more
Feb 9, 2021 • 24min
Tommy Hilcken | Adapting to Remote Sales Calls
Our special guest on this week’s episode of Conversational Selling is Tommy Hilcken, Founder and Speaker at Tommy Hilcken Productions. Tommy helps a broad range of clients, including several celebrities and professional athletes, believe in their unlimited potential, define their goals, and take the steps that will bring them there. He’s also a member and past President of the New Jersey Chapter of the National Speakers Association, a Toastmasters Humorous Speech Champion, and a certified life success consultant. “We help people step up, we help people stand out, and we help you sell more,” says Tommy.We chat about adapting to remote sales when your strengths lie in live interaction, as well as:
Learning and studying from Zig Ziglar
The role of your own self-image in your success
The practical tools required to shine and build a strong business
And more
Feb 2, 2021 • 22min
Tibor Shanto | Cold Calling Isn’t Dead
Our special guest on this week’s episode of Conversational Selling is Tibor Shanto. He's the Chief Value Officer of Renbor Sales Solutions, helping B2B companies translate sales strategy to reality, as well as a brilliant sales tactician who’s obsessed with execution. Tibor is also the author of two books: Shift!: Harness the Trigger Events that Turn Prospects into Customers and Sales & Consequences and is a well-known expert of sales prospecting.We chat with Tibor about his keys to sales success, as well as:
Choosing to either fall for excuses or execute a strategy
Evaluating metrics, and what type of measurement is best
Utilizing voicemail effectively
The best attitude to make your prospects feel at ease
The dynamic of challenging a customer
And more
Jan 26, 2021 • 22min
Jim Padilla | Influencing the World Around You
Our special guest on this week’s episode of Conversational Selling is Jim Padilla, the Founder of 'Gain the Edge'. He is a Master Sales Trainer, an Expert Team Builder, and a Launch Expert with more than 20 years’ experience in building teams and leading them to success. Jim has a solid track record of achieving results; he and his team have led dozens of entrepreneurs to huge success in their launches, driving sales, and surpassing expectations.Jim says, “I have permission to not have to follow that process, and show up the way that I know that God made me to serve other people. We all have a specific blueprint inside of us that is designed to serve people. And when you land on that, which we help you do, then you're attracting all the right people.”We chat about Jim’s tenacity to overcome hardship, as well as:
Influencing the world around you
The Three C’s
Solution-oriented growth
Conscious reflection when hurdles seem insurmountable
Selling without scripts
And more
