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  • 00:30

    Q & A Overcoming Sales Call Reluctance

    in Business

    Join Sales Call Reluctance Coach Connie Kadansky who will be answering Frequently Asked Questions about Sales Call Reluctance.
    Sales Call Reluctance is nothing to be embarrassed about, living with it needless is.
    For 13 years Connie has been training and coaching salespeople from diverse industries and all levels of experience from new salespeople to veteran top producers to overcome their fear of prospecting -- their Sales Call Reluctance.
    An insurance salesperson who has been coaching with Connie for five weeks recently sent this email:
    "I wrote 2 more policies today.  I also called a lady that I had "given up on" that had not called me back after several attempts and the first words out of her mouth were"I'm glad you called, I could not find your number" and I have an appointment with her on Tuesday.  That's 5 policies I've written this week and am probably going to write 2 more tomorrow afternoon.  Just wanted to let you know. Thanks. Justin
    Sales Call Reluctance is the emotional hesitation to prospect and Self Promote.  It shows up when a salesperson is in their office, they reach for the phone and stop, pivot and check email one more time, then they check the stock market, then they refresh their coffee, then they call to schedule a hair appointment, then it's time for lunch -- an entire morning goes by without any conversation with potential prospects.  Do you relate?
    Sales Call Reluctance influences the activity of all salespeople.
    Sales Call Reluctance is a registered trademark of Behavioral Sciences Research Press, Dallas, Texas

  • 00:12

    Unresolved Issues around Sales Call Reluctance ends careers

    in Business

    70.8% of 4,700 salespeople surveyed revealed that they get their business from direct prospecting.
    Please listen to Connie Kadansky, the Sales Call Reluctance coach talk some facts about Sales Call Reluctance and more importantly the four steps to overcome the fear of self-promotion.

  • 00:31

    Pre-Call Planning is the Key to Sales Call Success

    in Business

    Lively discussion with Lisa Magnuson:  Pre-Call Planning your Single Source for Prospecting Success

    When was the last time your team closed a seven-figure deal?  Despite the best sales talent, many high potential, big contracts either get whittled down, end up stalled, or are lost completely.  Large, strategic accounts are complex and require a very different approach to identify, develop and win.  Can you afford to chase smaller opportunities at the expense of bigger deals that can exponentially change your company’s growth curve?

    Top Line Sales has a proven track record of guiding account teams to land larger deals.  We’re proud to have enabled our clients to land over $100 million in new contracts.  We are not simply advice-givers - we work side-by side with your account executives, running deal war rooms, applying just-in-time expertise, tools and live deal coaching where it counts: in the field.

    Example: Top Line Sales helped one of their TOP Line Account War Room clients land a contract for a new customer worth 20m – their second largest deal in the country for that solution set

           Lisa's books: Secrets to Increase Sales with Existing Customers,The Simple Executive Engagement Plan, The 48-Hour Rule and Other Strategies for Career Survival



  • 00:27

    How to Engage Prospects Digitally to Drive Sales

    in Business

    Another exceptional interview with a dynamic salesperson and author. 

    Barb Giamanco heads up Social Centered Selling. She’s the co-author of The New Handshake: Sales Meets Social Media and the author of the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy. Her first of its kind research report: Social Media and Sales Quota proves the measurable return-on-investment when using social media to sell.

    Known internationally as an early evangelist and thought leader in Social Selling and Social Business, Barb is a sought after Sales and Social Media Advisor, Speaker and Coach.

    An avid blogger at www.barbaragiamanco.com, Barb is also a contributing writer and blogger for Top Sales World, Harvard Business Review, LinkedIn, Nimble and the Social Selling University. She is a Top Sales World 2014 Top Sales and Marketing Influencer, a Top 25 Sales Influencer on Twitter and her company was recently named one of the Top 23 Social Selling Training organizations in the United States.

    Barb has a proven, 30-year track record in generating sales and capped a corporate career at Microsoft, where she led sales teams.



  • 00:25

    Are you blowing it by winging it? Preparation is Vital for Successful Selling

    in Business

    Where do we draw the line of Overpreparation and Winging it? 

    Our guest today will share her thoughts on Preparation and Messaging that gets your prospects' attention!

    Margie Albert is an award winning media professional with over 35 years experience working in the print, television, radio and online industries.  Albert founded FOCUS ON CUSTOMER SUCCESS in March 2009 and is now dedicated to training Broadcasters and Television Sales staffs how to grow audience and revenue using her proven FOCUS ON CUSTOMER SUCCESS solution-based customer focused selling strategies.

    Prior, Margie was the Director of Digital Development and Training for Gannett Broadcasting. She was responsible for training the sales staffs in 20 markets and conducting training sessions for many advertising agencies and clients within those markets. Margie’s expertise in digital media training was mastered while working for Gannett’s media properties (The Arizona Republic, KPNX-TV and azcentral.com) in Phoenix, Arizona. There she led integrated media sales teams and authored and launched an employee and client digital media training program. Margie earned the prestigious Chairman’s Award at Gannett in 2007 in recognition of her many contributions to the company.

    Previous to her arrival in Phoenix, Margie was the National Sales Manager at KTHV-TV, Gannett’s CBS affiliate in Little Rock, Arkansas and served as an account executive at KARE11, Gannett’s NBC affiliate in Minneapolis.

    Margie lives in Phoenix, where she enjoys family, golfing, volunteering and beautiful Arizona sunsets.

    Margie Albert

    President, FOCUS on Customer Success




  • 00:20

    What is the best follow up system in the world?

    in Business

    When is the last time you got a real piece of personal mail?  Don't we always sift through our physical mail and look for the personal letters before we start opening the bills? 

    For 25 years Judy O'Higgins specialized in addictions and helping people overcome a variety of problems that were keeping them stuck.  After retiring Judy found and fell in love with a unique product that salespeople use all over the world to enhance their marketing and to make sure they follow up with the personal touch.

    Join us for a quick interview that just may change your sales results for the better.

    Judy's personal website is www.judyohiggins.com

    SendOutCards website is www.sendoutcards.com/judyo

    Website for a free report on the importance of businesses following up with their prospects and customers is:


  • 00:17

    How to Effectively Manage Multigenerational Sales Teams

    in Business

    Please join us for a lively interview tih Deanne DeMarco, an expert on generational communication.

    Deanne is the author of four books, and her articles have been published in over 300 trade magazines and professional journals. Her coaching program won national recognition from "Training Magazine's Top 100."

    Interesting Facts

    Deanne was a medical technologist and focused on medical research. During that time in her life she was a member of the three-member research team that first discovered the cancer link to secondhand smoke. Their work was published in the prestigious medical journal The Lancet.
    Deanne was a conflict mediator during the first Gulf War Crisis
    Her multicultural training and research extends across 28 countries and 52 cultures.
    Deanne is certified as a Corporate Coach Instructor
    Highly Acclaimed Keynote Speaker




  • 00:29

    How to Overcome Stage Fright Call Reluctance

    in Business

    You have worked hard to get in front of that “hot” prospect.  Today is the day that you have your one chance to make a good first impression.  Join us for an interview with Dr. Steve Broe who is truly an expert on communication skills. Dr. Broe is an executive coach who focuses on personal performance and transformational leadership for mid-career leaders in business and education.  Steve has over 25 years of management experience in education, real estate, and private asset management. He served as the senior level manager for a multi-state organization with over 120 employees. He opened a charter school organization, won numerous awards for public speaking, and instructed for the University of Phoenix Undergraduate Business and Management program since 2001. He has three times received a Toastmasters International Leadership Excellence award.
    Steve earned his doctorate in leadership from the University of Phoenix in 2008 with his study of the leadership experiences of military veterans in Arizona schools. His book, Leaders in Transition (2012) answers the question, "How do people change careers and become a leader in the process?"  Steve is currently working on a new book connecting leadership and success.
    Steve’s Website:   www.mycareerimpact.com

  • 00:24

    Everyone's In Sales

    in Business

    How do you feel about being a salesperson?  One of the most contagious types of Sales Call Reluctance is Role Rejection, where salespeople are expected to sell. However, they are embarrassed to be in sales.  They have identified with the negative descriptors of the sales profession.
    Please join us for a lively interview with Todd Cohen, the author of Everyone's in Sales.
    Todd is a frequent keynote speaker at sales conferences and national association meetings and his Sales Culture Workshopshave been met with wide acclaim. His book on Sales Culture Everyone’s In Sales was published in July 2010 and Todd has hosted his own radio show “Let’s Talk Sales Culture.”
    As the Principal of Sales Leader LLC, Todd inspires, advises, and builds high perfor­mance sales teams that produce outstanding results. He also provides strategic over­sight and serves as executive sales coach and advisor to clients ranging from small, rapidly growing start-ups to well-established, large corporations.
    Todd knows how to help companies build a dynamic sales culture Please visit his website:  www.toddcohen.com

  • 00:27

    How to Create a Rock Star Sales Team

    in Business

    Recently I was interviewed by Bloomberg Business about a question a sales manager posed:  “My sales team struggles to meet their goals.  What are some tips on how to motivate them?”   My first response was to get to the “cause” of the struggle.  Too many companies start addressing the “effect” – which is just a band aid.  It can be uncomfortable for a manager to get to the cause.  Join us for a lively conversation with Vickie Bouffard, a Rock Star Team Manager built a team from the ground up and funded over a billion dollars of loans annually as a JPM Chase Operations Manager. 
    She built her team from scratch; hired, trained, coached and developed millennials to baby boomers including those new to mortgage to 30 years of experience. She brings sales, training and development and operations experience.
    An award winning sales person for 15 years.  Consistently emerged as the top sales rep – made the most money while working the fewest hours!  Vickie's been training sales and operations people for 20 years. She took an underperforming dysfunctional team in last place to first place in 6 weeks. Nationally recognized team for Best Customer Satisfaction The Sales Department's Favorite Processing Team. As a former Dale Carnegie instructor, she received some of the best adult and experiential learning instructor training in the world. Vickie uses multiple learning modalities to make learning stick and when it sticks you own it; you perform like a Rock Star! You can purchase Vickie’s training entitled:  A Non-Sales Manager’s Guide to Managing a Sales Team at:  https://www.udemy.com/u/vickiebouffard2/

  • 00:23

    How to Get Trust and Business from High Level Prospects

    in Business

    Join us for a high-level interview with Scott Love who has been selling to the C-Suite for two decades.  Scott is ambitious, savvy, disciplined and eager to share his lessons learned.

    Scott works with companies that want more influence with high level prospects by giving them solutions and action steps to build trust and earn business from key decision-makers. Love is a business writer, author and keynote speaker on the topic of influence and sales.  He is a graduate of the United States Naval Academy in Annapolis, Maryland.



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