Frank Wander: Adapting to Modern Ways of Working

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: leads@oneofakindsales.com

Mark Hunter: Opening Relationships Is the Goal of Sales

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: leads@oneofakindsales.com

Fred Copestake: Teaching Customer-Centric Sales Strategies for the Future

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: leads@oneofakindsales.com

Justin Krane: Helping Women Entrepreneurs Get Returns on Life

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 along with higher returns on investment. 

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: info@kranefinancialsolutions.com

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: leads@oneofakindsales.com

Debbie Allen: Using Your Expertise to Develop Brand Domination

About Debbie Allen: Debbie has built and sold 6 million-dollar companies in diverse industries and has been an entrepreneur since the young age of 19. Today, she is known as The Market Positioning Expert by supporting her clients in developing brand domination around their expertise. Debbie works with small business owners, entrepreneurs, coaches, speakers and experts in many different niche markets. 

Debbie has been a professional business speaker for over 25 years and has presented before thousands of people in 28 countries around the world. She is an award-winning entrepreneur and bestselling author of 9 books including her newest books The Highly Paid Expert and Success Is Easy published by Entrepreneur Press. 

Her expertise has been featured in dozens of publications including a regular featured expert with Entrepreneur Magazine. Additional media includes Forbes, Washington Post and USA Today.
 

In this episode, Nancy and Debbie discuss: 

  • Renewing yourself constantly 
  • Monetizing your brilliance 
  • Becoming an expert
  • Developing your expertise 

Key Takeaways: 

  • Life consists of constantly renewing yourself, making yourself better or making yourself different in order to fit your current situation. It’s important that all throughout, you are carried by your passion. 
  • Some people are very brilliant and good at what they do but they don’t know how to monetize that brilliance. It often takes a coach for someone to truly realize their potential. 
  • Find what’s unique about you and strive to achieve an expert status in that niche. Being an expert automatically gives you a lot more credibility and trustworthiness.
  • Developing your expertise and your uniqueness takes an investment of time, money, and effort – but the pay-off is huge. 

 

“If you don’t have at least a side hustle, some kind of online business for yourself, you need to rethink it because this is where the world is going, this is where financial freedom is…” – Debbie Allen

 

Connect with Debbie Allen:

 Twitter: https://twitter.com/debbieallencsp

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

 Website: https://debbieallen.com/

 Podcast: https://feeds.feedblitz.com/debbieallen

 YouTube: https://www.youtube.com/user/dallen7001

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

 

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