by Nancy Calabrese | Feb 16, 2023 | Podcast
About David Trapani: David is the Chief Executive Officer at Sandler. He and the team at Sandler closely work with business owners and high-powered salespeople to help them eliminate the frustrations they experience in their client development process, allowing these individuals to more effectively & efficiently bring solutions to their intended clients. David joins us today to discuss the method of developing our pipeline from the inside out.
In this episode, Nancy and David discuss:
- Developing your pipeline from the inside out
- Establishing relationships early on
- The center of influence
- Thanking people for referrals
- Tips for starting the year effectively
- The value of having a personal brand
Key Takeaways:
- Start working your pipeline from the inside out
- Get some better habits and tactics in place
- Make sure prospects know that they can do business with us, but also that a NO is a very good answer
- Make 2023 the year to gain commitments
“We all get referrals, I think that’s the mistake that we make, we all get referrals to find new opportunities, a client loves you. and they say, Hey, Dave, or Nancy, you should call on or I’m going to introduce you to to whomever you’re somewhat satisfied with them. Imagine if we flip that script and started asking. So we need some talk tracks on how to ask.” – DAVID TRAPANI
Connect with David Trapani:
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:
by Nancy Calabrese | Feb 7, 2023 | Podcast
About Collin Mitchell: Collin started as a customer for HumanticAI, and with his great experience, he went ahead to join them as their Chief Evangelist, and now as their Head of Sales. Collin is a 4X founder and also the host and show runner of one of the top sales podcasts today, Sales Transformation.
In this episode, Nancy and Collin discuss:
- Can AI replace the human element of sales?
- Knowing your customer’s profile
- How to segment your prospects based on personality
- How powerful is AI?
- What is AI and how does it work?
- Persona-based selling
Key Takeaways:
- How to segment based on personality type
- How to structure written communication based on personality type
“AI is not going to replace the ability to you know, have human connection with people and to strategically close large deals, like AI can be used to help you understand your prospects better, that’s what we do at Humantic. So we give sales teams personality insights into their buyers so that they can personalize all the way from prospecting to closing how they show up in that interaction, but AI cannot replace the interaction.” – COLLIN MITCHELL
Connect with Collin Mitchell:
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:
by Nancy Calabrese | Jan 31, 2023 | Podcast
About Jane Paterson: Jane Paterson is the owner and Speaking & Communications Coach of One Perfect Speech, and a professional public speaking coach who takes everyday speakers and transforms them into confident and engaging communicators. Today she tells her journey of discovering the power of your voice and becoming an excellent public speaker.
In this episode, Nancy and Jane discuss:
- The importance of effective communication
- Why most people are uncomfortable with public speaking
- Nancy’s background and how she got involved in speech coaching
- Importance of the voice in speaking
- Pacing is natural and innate
- Public speaking on a virtual platform
Key Takeaways:
- Slow down your pace and become cognizant of speaking slightly slower
- Slowing down can eliminate fillers by giving your brain time to download to your tongue
“Before we even learn to read or write, we speak, we learn to speak as young toddlers, every relationship from then onwards is built around communication initially, often before any other medium. If you have never been trained in methods of effectively communicating, whether it’d be a difficult conversation, sharing hard news, inspiring somebody, or motivating somebody, if you haven’t picked up some of the basic skills, you’re setting yourself at a disadvantage.” – JANE PATERSON
Connect with Jane Paterson:
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:
by Nancy Calabrese | Jan 25, 2023 | Podcast
About Elaina Zuker: Elaina the president of Elaina Zuker Associates, a management training and consulting firm. Elaina has worked with many Fortune 500 companies and has written a best-selling book on the subject of influence. She explains her unique theories in a humorous and conversational manner. When asked why she is an expert on influence, Elaina explains that she has been selling since she was old enough to talk. She has a unique origin story that has allowed her to gain extensive knowledge and experience in the world of sales and marketing.
In this episode, Nancy and Elaina discuss:
- Introducing Elaina Zuker: Expert on Influence
- Art of Selling and the Importance of Influence
- Developing Influence Skills in the Modern Workplace
- Influence Profiles and Communication Styles
- The Natural Gift of Influence
- The Seventh Secret
Key Takeaways:
- Influence = Attentiveness
- Be attentive to your prospects to find the style that suits them
“I call influence skills, portable power. Nobody can take that away from you because it’s within yourself. So that’s one reason why influence matters now.” – ELAINA ZUKER
Connect with Elaina Zuker:
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:
by Nancy Calabrese | Jan 17, 2023 | Podcast
About Lou Bortone: Lou is a popular speaker, author, and ghostwriter of six business books. He has been a pioneer and thought leader in the video space since the launch of YouTube in 2005. In this episode, Lou Bortone talks about video marketing and how to do it successfully. Lou shared his expertise as well as stories and quotes from the movie ‘The Godfather’, about loyalty, trust, and favors.
In this episode, Nancy and Mark discuss:
- Building Brand Loyalty Through Video Marketing
- Importance of Loyalty in Business Relationships
- Importance of Authenticity in Video Marketing
- Leadership Lessons from The Godfather and Building Trust in Business
- Benefits of Video Marketing
Key Takeaways:
- Building trust is the key to getting favors for your business
- Trust is the ingredient to building loyalty
- When doing a video, just be yourself and don’t put on any mask
“The most expensive thing in the world is trust. It can take years to earn and just a matter of seconds to lose, and I really liked that one, because it talks about the fact that like, you know, loyalty and trust is really something that is kind of delicate and has to be nurtured. And yeah, easy to break.” – LOU BORTONE
Connect with Lou Bortone:
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: