Conversational Selling

About Brian Ahearn: Brian Ahearn, CPCU, CTM, CPT, CMCT, is a founder of Influence People, a company where they believe that Ethical Influence is the Secret to Your Professional Success and Personal Happiness. Brian is one of only a dozen individuals in the world who currently holds the Cialdini Method Certified Trainer® (CMCT) designation and one of just a handful to have earned the Cialdini Pre-suasion Trainer® (CPT) designation. He is also a faculty member of the prestigious Cialdini Institute. Brian's passion is to help you achieve greater professional success and enjoy more personal happiness. He teaches you how to ethically move others to action using the science of influence. A cum laude graduate of Miami University, Brian has been in the business arena for more than 35 years and training people for over two decades. In addition to his influence, sales, and leadership work, Brian has been a business coach to regional vice presidents, sales managers, field sales reps, and wealth advisors. Check out the latest episode of our Conversational Selling podcast to learn more about Brian.In this episode, Nancy and Brian discuss the following:The concept of ethical influenceWhy ethical influence is critical for success and happinessRevealing the secret of ethical influenceThe uniqueness of Cialdini certificationWhat differs Cialdini Training from other training organizationsThe principle of liking as a foundation of success Key Takeaways: Leaders aren't going to have success if their followers don't say Yes to the initiative.Scarcity is one of the things that draws people to want to engage or make decisions.Persuasion is about setting up the moment so that it's easier when you attempt to persuade somebody.We're learning machines, and we can be proactive about it or reactive to it, but our brains are always pulling in information and assimilating it, so we're learning." People can get influence and manipulation mixed up. And it happens quite often where somebody, you'll talk about influence, and they'll say, oh, it's just manipulation. And I think there's a big difference between ethically influencing people into decisions that are good for them. And it may also be good for you versus just getting somebody to do something because it benefits you. So, I love it when people throw up the objection that it's manipulation because it's so easy to answer that and educate people at the same time." – BRIAN."Well, one of the things that we talk about is that everything we do is based on research. This isn't "Hey, Nancy, this worked for me; maybe it'll work for you." If it worked for me, I will tell you psychologically why and support it with the principles of persuasion. So, everything that we do is based on research. The heavy emphasis is on the ethical part. And then the third thing that we try to bring forth is practical application. When talking to an audience, I always share a little bit of research to get people excited about how this could be powerful. Okay, here's a practical way to apply it. And I want people to leave, for example, if I do a keynote, to have at least half a dozen ideas they can start doing today to become more influential." – BRIAN."I would encourage everybody to start with that principle of liking because in addition to being more successful at work, think about how much better society would be, Nancy. Everybody had this mindset: I want to get to know and like you. I will look for the things we have in common: positive qualities; I will compliment you when I see the positive; I will temper myself if I see something negative and have a constructive conversation. But the world would be such a better place if people had that mindset. So that's what I would encourage your listeners to do today. After you hear this, the next person you look at, ask yourself, what can I do to come to know and like them more?" – BRIAN.Connect with Brian Ahearn:LinkedIn: https://www.linkedin.com/in/brianfahearn/Influence People:https://influencepeople.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/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 David D. Doerrier:  David D. Doerrier founded Present Your Way To Success, specializing in transforming intelligent individuals into extraordinary speakers and facilitators. David, a premier presenter in the business world, is dedicated to helping industry leaders and trainers create captivating presentations that deeply resonate with their audiences. Drawing on his experience as a radio broadcaster, stage actor, voiceover artist, and even a professional Santa Claus, David brings a one-of-a-kind approach that combines his unique style with best practices. Having spent 28 years as an air transportation specialist and kick-starting his training career in the USAF, David has worked with numerous Fortune 15 companies. Today, he empowers speakers, trainers, and leaders to significantly elevate their presentations and achieve outstanding results. Check out the latest episode of our Conversational Selling podcast to learn more about David.In this episode, Nancy and David discuss the following:The concept of the adult learning theoryWhy should presenters be familiar with this theoryTechniques to keep different learning types of audiences engaged Virtual and In-Person engagements: differences and similarities The tips with the camera to look more professional at the virtual presentationWhat do many presenters struggle with the mostThe definition of audience engagementKey Takeaways: Presenters should be familiar with it because, going back to my tagline, talking and telling ain't training or selling.Training is like running a marathon.One of the easiest ways of creating a connection or engagement with your virtual audience is to look into the camera.What you're hoping for is for your audience to ask questions, look at you, write things down, and look like they are engaged, but the way you get them to that point is by using these adult learning theories."The adult learning theory, at its core, is all about creating engagement with your audience. And I believe that the more engagement you have with your audience, the more your message will resonate and stick and be memorable with your audience." – DAVID."Well, there are many things, but I put three things at the top of the list that all presenters should keep in mind when presenting. The first step is to know your audience. I have seen it many times where a presenter at a networking event, for example, is talking to us in the audience as if we are experts in whatever field they are in. So, number one is to know your audience. Number two is to incorporate stories into your presentation. There is a right way and a wrong way of incorporating stories. You want to keep them short enough that you're able to provide enough color and enough information in the story. You don't want them to; you don't want to ramble on about the story. So, the story should incorporate three things. What was the problem? What solution did you provide? And third, what was the outcome after your client's solution? Now, there are many different types of stories. Now, what I described would be a business situation based on the problem, solution, and outcome. So, two of the three, number one is to know your audience, number two is to incorporate stories, and number three is to have a compelling conclusion. I can't tell you how many times I've heard someone give a presentation, they get to the end, and it's just "Okay, I'm outta here, bye-bye," some sort of conclusion, maybe a review or a call to action or a deal of some sort. So there needs to be a compelling conclusion." – DAVID."If it's a smaller audience, that gives me the luxury of maybe asking questions that can be answered, where I could ask actual questions to the audience, get them to participate through questions. I can still do that with a larger audience, but it depends on my time. This is also where the facilitator needs to be experienced enough to manage time. Asking questions of your audience and expecting feedback can set the whole presentation off the rails because now your audience could easily take over. So here, the facilitator needs to be experienced enough to keep control. So, I would say there are many more similarities than differences, where if you're not asking actual questions of your audience, you could ask rhetorical questions. Certainly, the way you present to a larger audience must be bigger and more robust, I guess, to be able to speak to and for everyone to hear you in that entire room. And just like acting, if you're going to be an actor on a stage, your mannerisms need to be bigger, your voice needs to be bigger, you need to project so your entire audience can hear you." – DAVID. Connect with David D. Doerrier:LinkedIn: https://www.linkedin.com/in/daviddoerrier/Present Your Way To Success:https://presentyourwaytosuccess.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/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 Clare Price: Clare Price is CEO of Octain, a marketing consultancy that is transforming the way companies do marketing. She started working remotely in the 1980s as a tech reporter for InformationWeek magazine, and later as a research director for Gartner. Before launching CFP MediaGroup (now Octain), she was Vice President of Research for Demand Metric, a strategic marketing advisory service where she led the research analysis into cloud computing applications for marketing automation, social platforms, and several other products. Clare is the author of two books and an experienced speaker with clients like the American Marketing Association, Vistage, and many others. Check out the latest episode of our Conversational Selling podcast to learn more about Clare.In this episode, Nancy and Clare discuss the following:Octaine Growth Systems - the new force in modern marketingWays to determine the best strategy for each companyTransitions from trial and error to predictable revenue growthEncouraging sales and marketing teams to work together Main facts from Clare’s book “Smart Marketing Execution”Customer Targeting and ProfilingAI revolution and why should we be cautious about it Key Takeaways: For most small business owners and fractional consultants, the brand is your reputation.We recommend understanding the customer's Why, not Who the customer is.You need to change the way marketing needs to redefine marketing.But I do think that the caution is to let AI do the work for you but don't let it think for you.Challenge your assumptions."We start with the structure that we've developed is what we call a canvas model, and we start with discovery. It is understanding where that company is in terms of what we call the six areas of market acceleration, which are brand development, customer acquisition, message clarity, market expansion, sales enablement, and product innovation. So, we will do a discovery assessment of that company in those six areas to see where they are today, where are their gaps, where are their opportunities, and from that standpoint, then we do an evaluation and recommendations." – CLARE."And what our sales enablement module does is bring the marketing and sales team together to create a unified team. We have a lot of tools that we use to help the team understand each other because you're more on the sales side, and I'm more on the marketing side. We have different ways of looking at the world, right? So, the marketing person is looking at the forest, and the salesperson is looking at that one tree that is going to give them the clothes they need for that month, right? And so, we have different ways of looking at the world, and we must understand and share each other's perspectives. So, one of the things that we recommend in the book with our sales enablement module is what we call ride-along: where the marketing person will get in the car. You want to do the physical live ride-along and drive up to the business owner's door or the virtual ride-along where they are in the Zoom call, and they can see how the salesperson navigates through the sales call. And we feel that that's a really good way to learn how to walk in each other's shoes. By contrast, the sales team could also get involved with our sales enablement approach in doing some planning for a marketing event like a conference or putting together a specific piece of collateral or material so that they kind of see, well, how does that marketing person put their magic together?” – CLARE."I think there have been a lot of changes, but I think the biggest change is from broadcasting your offer to personalizing, individualizing, and presenting deep individual value to your target. The idea of broadcasting out, we've got, you know “Hey, 25% off. Will you get it now?” is not something that a lot of savvy consumers want. And particularly the younger generation, millennials and younger, don't want to just buy a product or buy a professional service because it's going to solve a problem. They want to be part of something that's going to make their life, their community, and the world better. And that's a big shift." – CLARE. Connect with Clare Price:LinkedIn: https://www.linkedin.com/in/clareprice/Octaine Growth Systems:https://octaingrowth.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/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 Barbara Spector: Barbara Spector is the Founder of Smart Moves where she is an expert in sales force retention and development. She has a degree from Boston University, has been a guest lecturer at Syracuse University and is certified in over a dozen assessment methodologies.  She specializes in and speaks on helping the C-Suite make effective hiring decisions to accelerate their revenue. As a member of SHRM, ATD, AA-ISP, NAED, NAPW and the National Speakers Association, she has worked with companies such as Corning,  Merrill Lynch, US Bank, Citizens Bank, Woodruff Sawyer Insurance, Samsung, NEC, Raytheon, HCA & Sun Microsystems.  With over 20 years of sales success, she has been a multi-million-dollar producer in her own right and recently named the Woman of the Year by the National Association of Professional Women. Check out the latest episode of our Conversational Selling podcast to learn more about Barbara.In this episode, Nancy and Barbara discuss the following:Challenges faced by sales leaders today.The impact of mindset on sales team performance.How to instill a growth mindset in sales leaders.Metrics used to measure the success of transformation initiatives.Barbara's approach to sales training and coaching.Traits defining high-performing sales teams.Barbara's perspective on the effectiveness of cold calling.Key Takeaways: Rome was not built in the day, and people don't change behavior quickly.It starts with the level of commitment that this is going to be something that everyone must get involved in.The reason that people say cold calling doesn't work, is because they haven't fixed what's going on between their ears.Many individuals have a need to be liked and loved."You know that expression, there's sort of an expression, the longer things go, the more things don't change. So what I mean by not changing is that the majority of sales forces that are out there are really very mediocre and a large reason why they're mediocre is because a lot of the sales managers and sales leaders were put in those roles out of being salespeople and they never quite made the psychological jump from being an individual contributor to being a somebody who has to produce results through people. So, they're so they are still functioning with it with their own sales mindset and then expecting their salespeople to do something differently. So, one of the biggest issues that I see is if we're going to help salespeople, we've got to first work with sales leaders and sales managers to kind of get their heads screwed on right in the first place." – BARBARA."So, if the person at the top accepts the excuses of the next person down on the run, that gives permission, so to speak, of that individual to accept the excuses of the people below him or her. So, we're seeing that a lot gets lost that could be taken care of because when we make excuses, we're losing control because we're pointing the finger sort of out there like they, it wasn't for the competition, if it wasn't for the economy, if it wasn't for the fact that, you know, that they were comparison shopping, whatever it might be. We need to be able to point our thumb at ourselves and say “I forgot to do something. I didn't, I wasn't as effective as I could have been”. And for managers, they need to be able to hear that and then respectfully confront the salespeople that they're managing so that the excuse making stops.” – BARBARA."Because we all know people buy, everything we do in sales has an emotional content to it. Whether we're selling or buying, it's all emotional, but we rationalize logically. So, if we can get people in sales to emotionally be connected to the amount of money that they're asked to make or that they want to make, makes a huge difference." – BARBARA. Connect with Barbara Spector:LinkedIn: https://www.linkedin.com/in/barbaraspector/Smart Moves:https://www.smartmovesinc.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/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 Nico Verresen: Nico Verresen is a former elite-level athlete who has undergone world-class training. He is working with world-champion athletes, MDs, DEFI traders, CEOs, senior executives & top-level entrepreneurs. His top-level sporting career combined with extensive educational studies of the mind makes his approach highly effective and unique. Using the hypnosis practices and mindset strategies of world-class athletes, Nico trains high performers like you to turn your stress into a competitive advantage. With a career of over 12 years in professional fighting, Nico is a 5x Belgian, Benelux, European, and vice-world champion in Muay Thai. 4 world champions have prepared for their titles with Nico's coaching and mentorship. Nico is an MA, former university scholar, and published researcher at The Free University Of Brussels, Belgium. Check out the latest episode of our Conversational Selling podcast to learn more about Nico.In this episode, Nancy and Nico discuss the following:The truth is you don't need less stress to achieve the life you desire.Ways to embrace stress to elevate your performance, health, and relationships.Nico’s explanation on why stress is a friend rather than an enemy. The impact of hypnosis on the mindset strategies of all these world-class athletes.Hypnotic techniques in sales.Key Takeaways: Stress is there not to hurt you but to help you.Those people who believe that stress is good and helps them, and those who have the highest stress levels live the longest, healthiest, and most productive lives.The biggest challenge is not to start stressing about stress.if you just keep grinding forward as hard and fast as possible, you will not have space to get to effectiveness."So, if you do not stress about anything, the chance is very high that you have a bit of a lifeless life. What I've seen in research is that, well, and in my own life, the moments that I outperform myself were always the moments with the highest stress." – NICO."The reason that fighting was so addictive to me and so wonderful, and I miss it still every day, is that it is make or break. You know each other right now. It's a bit unhealthy for my body, and I learned through that process the second thing that puts the absolute top from the sub-top. You know, I was subbed up, and I had everything in me to get to the absolute top, but I forced it too much. I kept on grinding, I kept on going forward, and I lost a little bit of pleasure. That's why my company is called Perform with Pleasure." – NICO.“Well, the people in sales, very often they're a specific type of people. They love the push, they love the grind, they go hard, they need their deadlines, they need fast movements, you know. So, very often this is like a temperament that very often is much more hypnotizable. Now in sales, a lot of people use it also, hypnotic techniques to sell. The problem that I've often found is that in the current market, people are much more suspicious, and then when you go with traditional hypnotic language patterns, they often don't work because it will sound weird, and people will feel something is off." – NICO. Connect with Nico Verresen:LinkedIn: https://www.linkedin.com/in/nico-verresen/Website:https://www.2yourtop.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/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 Jenn Drummond:A car accident in 2018 left Jenn Drummond awestruck and emboldened. Rescue workers couldn't imagine any scenario where she came out of it alive, but she did. That's when she realized you don't get to choose when you leave this life…but you sure can choose how you live it. Strengthened by this awareness, she set out to live more authentically and adventurously. Inspired to climb a mountain for her birthday, her son raised the stakes by suggesting Mount Everest. Not one to back down from a challenge, she accepted the pursuit. During her training, her coach upped the ante and proposed she go for a Guinness World Record and become the first woman to climb the 7-second summits. The pursuit matched her desire to live a life of significance, not just success. Today, Jenn is a world record holder who elevates others to master their summit in life. She's a successful business owner and Mom of 7 remarkable kids who, as you have heard, boldly inspire and brazenly challenge her. She's also an international speaker, author, and Host of the Seek Your Next Summit podcast, focused on inspiring others to go beyond success to a life of significance. Check out the latest episode of our Conversational Selling podcast to learn more about Jenn.In this episode, Nancy and Jenn discuss the following:The concept of the seven-second summits.Jenn's journey of reevaluating life and setting ambitious goals.Jenn's training routine and creative training methods.The euphoria of setting a world record.Lessons from mountain experiences.The "What's your Everest?" concept. Jenn's Bold, Brave, and Beautiful Philosophy.The importance of checking in with oneself.Key Takeaways:  That woke me up to the concept that I don't get to choose when I die, but I sure get to choose how I live.It hasn't been done by a female, harder than the first seven continents, seven mountains, seven children: I think it sounds like a jackpot.I took the mountain experiences and extracted lessons that apply to the metaphorical mountains we climb every day.So do you because doing you gives others the courage to do themselves, and everybody benefits.I want the audience to own who they are and step into that as much as possible." So, when I started everything, I had no social media whatsoever because I just thought it was all racket and that wasn't necessary, and why would I share all this? This is my private life. And one of my friends convinced me, she's like: "Listen, we rarely get to see the environments that you're going to. We're not going to take on these mountains like you are. The closest that I get to having this experience is through you. So, it would be amazing if you would be willing to share this because it gives me a chance to be involved". I was like: "Okay, sure." So, I started the site as Bold. Brave. Beautiful. And those words came together because you have to be bold enough to say YES to what sets your heart on fire. Then, you have to be brave enough to put action behind it and be willing to be a beginner in whatever you're doing. And by doing those two things, being bold and being brave, whatever unfolds is beautiful because it's your story." – JENN." I'm checking in. You know, I think we need to just check in with ourselves and say: "Hey, is this working? Is this what I want my life to look like? Does this feel good? Is this getting me closer to my goals, or what am I doing right now? And is that hurting my progress?". So, I feel, you know, the book's called Break-Proof, and I feel we either break or take a break. So, taking a break is the proactive piece of that. Breaking is the reactive piece to it. And so, if we can plug in breaks and take those and just reflect and say: "Yeah, this is where I want to go, or this is what I want it to look like, or all this stuff's coming together." Then you're taking a proactive approach to your life and living with intention." – JENN."No one agrees with me on this. You know, I have a grump dump. So, I think the whole world has a gratitude journal, right? And everybody's like, listen to, list your gratitude, and do your gratitude journal and all these different things. I am grateful, 100%. But I also have grumpy things that go on, things that don't go my way, or things that I get frustrated with. And I have a journal, and I call it the grump dump. And I dump all those. I put terrible thoughts or feelings or unheard pieces of me into that journal to get it out of me instead of just pretending I'm happy all the time. And that grump dump journal helps me be authentic and lean into gratitude, but I need to get that yuck out and not pretend it's not there." – JENN. Connect with Jenn Drummond:LinkedIn: https://www.linkedin.com/in/jenn-drummond/Website:https://jenndrummond.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/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 Brian Jackson:Brian Jackson is the Owner of The Sandler Sales Coaching Program and a sales coach of the Sandler Methodology since 2006. His passion is helping seasoned, professional salespeople reach their greatest potential - both personally and professionally – by watching them win. Before owning Sandler Training, Brian invested over 20 years in healthcare equipment & SAAS sales, having served the most recent 12 years in various leadership roles. He enjoys coaching Owners, Executives, and all customer-facing, "selling" people within the Technology/SAAS vertical. Also, Brian has spoken on a wide variety of business and personal development topics and is available to speak at corporate events, trade shows, etc. Check out the latest episode of our Conversational Selling podcast to learn more about Brian.In this episode, Nancy and Brian discuss the following:A nerd at heart: the sales nature of Brian Jackson.The art of persuasion is all about selling, and the selling is all about communication.Brian's way of getting into Sandler's world.What differentiates Sandler from other sales methodologies?Features and benefits versus consultative selling.DISC and Sandler go hand in hand.Useful tricks to learn from DISC.Key Takeaways:  Not many people grow up saying, "I want to be in sales," but I'm one of those.I always knew that in the back of my mind, being a Sandler trainer was something I could do and enjoy, so here I am.Take advantage of the technology out there to prepare for your conversations.If you're a salesperson, you do not need to feel so much pressure to be the one to convince, persuade, and manipulate others magically.Sandler takes your career to another level." Be the contrarian salesperson. Get out of your way. Stop trying to sell, persuade, and manipulate people. Stop trying to script out what you're going to say. Instead, guide people on a path of self-discovery instead of trying to convince them. Go for the no. Guide them to self-discovery. Let them argue with you why they have the problems you solve and why they should be committed to fixing them. My favorite saying in the rule is, "People do not argue with their own data." To finish answering your question, I believe the art and the science of selling are to guide people on that path of self-discovery because they don't argue with their own data. And if you can do that, then you don't have the objections in the first place." – BRIAN."Sandler is important in personal communication because you want other people to feel that they're heard, understood, and prioritized. Like you said, selling is not about you. It's about the other person. So, there's no question that people like me who have bought into the standard franchise model or participants see improvements in our relationships just as much as we see improvements in our selling efforts because it's a different way that we treat people in our communication because of understanding Sandler. " – BRIAN."When I'm teaching DISC, I explain to people that once you know DISC, you can't go through your life the same way ever again. I'll be in the grocery store checkout aisle and overhear a conversation. I'll know somebody's DISC style. You know, when I meet somebody, I can subconsciously register their eye color, hair color, ethnicity, background, and distance. And you treat people how they would want to be treated. You're going to ask why it is so important. You're going to keep your conversation short and tight, to the point, focus on, you know, you're going to dab naturally. And that's just critical to selling." – BRIAN. Connect with Brian Jackson:LinkedIn: https://www.linkedin.com/in/sandlertraining/Sandler:https://www.salesrevenue.sandler.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/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 Brenden Kumarasamy: Brenden Kumarasamy is the founder of MasterTalk; he coaches ambitious executives & entrepreneurs to become the top 1% of communicators in their industry. He also has a popular YouTube channel, MasterTalk, to provide free access to communication tools for everyone worldwide. From the ages of 5 to 16, not only was he scared of communication, like most of us, but he had to give presentations in a language He DIDN'T EVEN KNOW! How CRAZY is that? Only in university did he start refining his communication skills through case competitions. This experience helped Brenden start his YouTube & coaching business, MasterTalk. Check out the latest episode of our Conversational Selling podcast to learn more about Brenden. In this episode, Nancy and Brenden discuss the following:Importance of communication in sales.Brenden's unique way of practicing communication entertainingly.Overcoming challenges in public speaking.Entertaining communication practices: random word exercises, question drill exercises, and video message strategy.Dealing with imposter syndrome when posting his first video on YouTube.Essential elements of effective communication: smiling, pausing, vocal tone variety, pacing, and putting it all together.Body language mistakes.Key Takeaways: Communication is like juggling 18 balls at the same time.If you can make sense out of nonsense, you can make sense out of anything.Smile when you're listening; don't have a poker face.The point is to practice one medium of communication at a time."Yeah, for sure, Nancy. And the reason is that when you switch communication mediums, you don't default back to zero but start pretty low. I'll give you an example. Giving presentations is a completely different skill set than presenting on social media. When you're presenting in front of an audience, there are 50 people in front of you. You can engage with them, you can hug them, you can give them a high five. When I first opened the camera and started presenting, there was nobody in front of me. So, I'm talking to a piece of metal. So, it was hard for me to bring the same energy and enthusiasm. And it was awkward the first time I started presenting on camera. That's why I was nervous about it and got better over time. Like podcast casting, the first time I was on the show, I wondered why somebody would want to interview me. I was like a 22, 23-year-old kid who barely had a business. So yeah, I had a lot of imposter syndrome.." – BRENDEN."Most people are bad at smiling when speaking, especially when listening. I'll give you an example. Let's say you're on a sales call, and we see this all the time with terrible sales reps; when they're listening to the prospect's answers to their questions, they're nodding their head but have a poker face on. So they go, mm-hmm, mm-hmm. So, what you're telling indirectly is you're telling the prospect, hey, I don't care about your answer; I want to sell you on my product. Whereas if you do the same thing but you're smiling, and you're saying, mm, a lot less, the prospect feels seen, heard, and understood. So that's one. " – BRENDEN."So, pacing just means a lot of speech coaches will always say speak slower. That's not always the right answer. And the reason is that if I'm slow, you get bored too. So, the key is to have the best speaker's pace. So, if I'm talking and then I take a moment for you to pause and say, hey, what I'm about to say is key, notice that because I'm constantly changing my pace as I'm speaking, it's just very subliminal. Most people aren't noticing this because I'm not pointing it out until right now. Then you're noticing that I'm paying attention to what Brenden says." – BRENDEN. Connect with Brenden Kumarasamy:LinkedIn: www.linkedin.com/in/brendenkumarasamyMaster Talk:https://www.mastertalk.ca/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/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 Mark Garrett Hayes: SalesCoachr's Founder, Mark Garrett Hayes, is the author of the value-packed and highly-praised book 'Sales Coaching Essentials.' Endorsed by best-selling authors like Mike Weinberg, Matt Dixon, Jeb Blount, and top sales leaders worldwide, this book will help you crack the code and show you how to enable your frontline sales managers to perform at their best as coaches. You'll discover why all sales leaders must become better coaches and learn practical ways to make this happen – so you can get the best from your most important strategic asset – your people. Check out the latest episode of our Conversational Selling podcast to learn more about Mark.In this episode, Nancy and Mark discuss the following:The importance of coaching in the modern world.The difference between coaching and bossing people around.Why trust is the fundamental skill required to coach people. Mark's story of transition from business development representative to a coach.How long does it take a person to make that transition?Different coaching styles.How often should people get coached?Proactive and reactive coaching.Key Takeaways:  Coaching will help you think more about how to involve your team in thinking for themselves and coming up with solutions.Coaching is like connecting with someone's operating system.We look at coaching through the prism of the kinds of meetings or reviews that sales leaders would run.Also, we apply coaching as a style in how you recruit, identify, recruit on board, and keep great salespeople.If you are running a business, you must ask yourself, where will something like coaching pay dividends?"Well, my area is sales coaching, but coaching is a universal skill because it leverages people's innate abilities. When we direct people, we boss people, we over-manage people, and we tend to impose our solutions upon them. In doing so, we overlook their contribution, responsibility, and accountability and shortcut their creativity. So, when I'm directing, bossing, and telling people what to do, I'm not involving them. Secondly, I'm creating huge amounts of work for myself. So, if I coach people, I get to enlist them and get them to co-create solutions, which often they will understand better than I will because they're the ones experiencing them through their eyes." – MARK."So, coaching also involves curiosity. To coach people, you must be curious about what they think and are experiencing, so you have to ask questions. And in doing so, that curiosity is helping people to create perhaps an understanding of something they didn't see before that. When you think of the great, I think the great movie parents, if you will, they're less autocratic and more democratic, which is not to say that we just throw all the strictures out the window and say, yeah, let's go crazy here and have no form of leadership, but rather it's a way to give people a feeling that, okay, you're my leader, but you trust me to think. And as a child, what is it like to be given that feeling that my parents trust me? Okay, they say, this is how we'd like you to behave. We don't want you to do these things, but we trust you to think, and we will involve you in decision-making what you think your boundaries are. And that's a whole different conversation." – MARK."I've coached in different parts of the world, understanding what coaching is and how coaching fits into sales leadership. The challenges that people face when using coaching styles and what that is. We used elements of psychology to understand what coaching means in terms of how you change gears in your mind and various psychology models, not too much psychology, but enough to be useful. And to help people tactfully and tactically apply coaching in everyday sales leadership positions. And what people said to me afterward was, this is practical. And I said that's the nicest thing you can say because I don't want people to say, oh, we love the handouts. Oh, we love the PowerPoint presentations. But people felt this connected with me. And I can now turn conversations and relationships with my salespeople around. I'm a better leader, and they're being led better." – MARK. Connect with Mark Garrett Hayes:LinkedIn: https://www.linkedin.com/in/markgarretthayes/SalesCoachr:https://www.salescoachr.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/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 Emanuel Rose: Emanuel Rose is a Founder and CEO of Strategic eMarketing, a digital marketing agency located in Ashland, OR, where he serves clients with one to 25 million dollars in sales. Emanuel manages prospecting, sales, client service, and a team of six creatives and support staff. He is also responsible for developing strategies and tracking the progress of marketing campaigns. With over 14 years of experience in the agency, he has established himself as a reputable expert in lead generation, branding, advertising, and digital agency operations. Before launching Strategic eMarketing, Emanuel served as a Sales and Marketing Manager for a consumer electronics company. He successfully generated sales with Fortune 1000 companies and oversaw the successful release of LED lighting and wifi radio lines. Emanuel Rose is an accomplished author and marketing expert. He is the author of several books including the Authenticity series. Check out the latest episode of our Conversational Selling podcast to learn more about Emanuel.In this episode, Nancy and Emanuel discuss the following:Emanuel’s understanding of why Gen Z is different and should be treated differently.Developing an individual marketing plan for Gen Z.The marketing mistakes to avoid with Gen Z.What motivated Emanuel to write “Authentic Marketing in the Age of AI”?The next big thing that will happen after the AI era.Will AI replace sales representatives?Emanuel's preference and recommendations for AI tools.Key Takeaways: Gen Z is truly the first digital natives.Gen Z has seen every trick, pop-up, and hack marketing technique since they could understand those things.We can sell on emotion in a deeper way than corporations do.Video and building a content calendar are more holistic than just product and product announcements.We still need human connection, and we need to be able to think together, that's where the AIs are not able to do that yet. "I've seen a lot of bad marketing over my entire career. But Gen Z won't stand it. The first thing is you've got two and a half seconds, less than a goldfish, which has almost a six-second attention span. So, you've got to bring either something very humorous or identifiable to the target persona you're going after. It has to feel that it's real and transparent and that it's something to engage with emotionally as well as intellectually. We have to treat them more so than other cohorts, treat them as individuals, and speak directly to their concerns." – EMANUEL."I'm amazed right now at the synthetic humans being produced by voice and video. And so, I think there will be in the next two years, the number of synthetic influencers will overtake the actual human influencers. So, I think that's when it is. You know, there are tools. If you're familiar with air.ai, it's an AI-generated outbound phone call system that has AI-created voice, and they're able to respond in such a clean and smooth way that it's, for the first time, I'm a little scared. " – EMANUEL.“I want everybody to take two minutes every Monday at 8 a.m. to investigate their cell phone and record a video about something important in your life or your company's life. Send that video to your marketing department and get it turned into a month's worth of content.” – EMANUEL. Connect with Emanuel Rose:LinkedIn: https://www.linkedin.com/in/b2b-leadgeneration/Strategic E-Marketing:https://strategicemarketing.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/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