Emotional Literacy is Key to Sales Productivity with Connie Kadansky, Ep #176
Release Date: 01/15/2020
Simple Fitness Changes for Salespeople on the Go, Ep #481
Sales Reinvented
Ian Cartwright thrives on maintaining headspace through disciplined organization, both physically and mentally. Drawing inspiration from his training routine, he likens his approach to rowing—focusing on executing every stroke perfectly rather than worrying about the outcome. For Ian, success in sales, much like athletic performance, comes from controlling the controllables: dedicating time to preparation, fitness, and structure. By keeping his environment and routines in order, Ian believes the desired results will naturally follow.Joining me is Ian, a New Zealand-based sales coach,...
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Small Fitness Habits, Big Sales Wins, Ep #480
Sales Reinvented
There’s a powerful link between physical fitness and professional sales performance, and my guest, Nick Kane, founder and managing partner of Janek Performance Group, joins me to dig into the details this week. With over 25 years of experience, Nick shares compelling insights on how building healthy habits and maintaining physical well-being can sharpen your focus, increase energy, boost confidence, and fortify resilience—essentials for thriving in the demanding world of sales. From morning routines and movement throughout the workday to the importance of treating health as an investment,...
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Morning Routines That Boost Sales Energy and Focus, Ep #479
Sales Reinvented
On the show this week, I’m joined by renowned sales expert Mark Hunter—also known as "The Sales Hunter"—for a dynamic conversation about the powerful link between physical fitness and sales performance. Mark shares personal stories and actionable insights, drawing from decades of experience, including his global speaking and best-selling books like "A Mind for Sales" and "High Profit Prospecting." We explore how daily fitness habits foster energy, resilience, and relentless discipline—essential ingredients for thriving in the demanding world of professional sales. You’ll hear...
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How Fitness Habits Drive Sales Success, Ep #478
Sales Reinvented
Karen Kelly’s approach to corporate sales has always gone beyond scripts and talk tracks—it’s rooted in her personal commitment to fitness and wellbeing. Early in her career, Karen set herself apart not just through her expertise, but through the discipline of starting each day with a run. Her colleagues quickly came to recognize that when she arrived fresh from her morning exercise, Karen was “unstoppable.” This daily ritual gave her mental clarity, energy, and stamina for the long days and tough meetings ahead. Unlike others who needed a caffeine boost by midafternoon, Karen found...
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Why Strong Bodies Build Better Sales Careers, Ep #477
Sales Reinvented
This week on the show, we welcome Denis Champagne—a trilingual sales coach, elite athlete, and creator of the Body Business Balance framework—for a powerful conversation all about the link between physical fitness and sales performance. Drawing on over 35 years of experience in international sales leadership and coaching, Denis shares how athletic discipline, strength training, and healthy lifestyle choices can transform not only your personal well-being but also your professional sales results. From the value of discipline over motivation, to practical advice on building resilience...
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Managing Stress and Burnout on the Road Through Healthy Habits, Ep #476
Sales Reinvented
Renowned negotiation strategist Dr. Keld Jensen—ranked among the top three negotiation experts globally and author of 27 books, including the upcoming "The Smart Negotiator" joins me on the show to shine a spotlight on the powerful link between physical fitness and professional sales performance. As someone who spends more than 200 days a year on the road advising governments and Fortune 500 companies, Keld brings invaluable personal insights on how exercise, nutrition, sleep, and even fasting keep him sharp, resilient, and creative—no matter the demands of travel or high-stakes...
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Improving Sales Results With These Simple Daily Fitness Habits, Ep #475
Sales Reinvented
Brandon Cornthwaite’s story is one of discipline overcoming distraction. Growing up in South Africa, a country shaped by military rigor, Brandon’s journey took him from the world of elite cycling to a life in the military. Throughout his varied career, Brandon discovered that maintaining physical fitness wasn’t just about health—it was key to unlocking energy, focus, and professional success. Living with ADHD, Brandon dedicated himself to exercise as a way to boost cognitive performance, manage neurotransmitter balance, and avoid the need for medication. His commitment to staying...
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Fitness Habits That Elevate Your Sales, Ep #474
Sales Reinvented
Kristie Jones — sales consultant, B2B SaaS expert, and author of "Selling Your Way In”- discovered that her best workouts aren’t defined by the time of day, but by consistency. After long, sometimes challenging days at the sales office, Kristie prefers to “defrag” with evening exercise sessions, finding them the perfect way to unwind and recharge. Rather than chasing morning routines, she focuses on fitting in activity at least five days a week, motivated by the endorphin boost each session brings. For Kristie, the most important part of fitness is enjoying the process and staying...
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From Burnout to Breakthrough Sales Success Through Wellness, Ep #473
Sales Reinvented
There’s a powerful connection between physical fitness and professional sales success. Bob Woods, a leading LinkedIn and social selling strategist, best-selling author, and Chief Product Officer at Social Sales Link, shares how fitness energizes and builds resilience—key ingredients that help sales professionals shine in their roles. From his personal journey of losing 120 pounds to the daily habits that keep him sharp, Bob offers practical strategies and real-world examples of how movement, sleep, and consistency fuel both business achievements and personal health. Whether it’s treating...
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Uplevel Your Sales with Fitness and Mindset Routines, Ep #472
Sales Reinvented
Laura Hayton, Head of Business Development North at Transicon and a passionate advocate for the power of physical fitness in boosting sales performance, is with us on the show this week. Laura opens up about her personal journey, revealing how strength training helped her overcome anxiety, build resilience, and unlock a new level of professional success—all while balancing the demands of her career and being a single mother to neurodivergent twins. We explore the direct connections between physical well-being and high performance in sales, and discuss the practical steps sales professionals...
info_outlineEmotional literacy—sometimes also referred to as self-awareness—is the ability to appropriately understand and express your feelings. It is key to becoming a productive sales professional. Why? Understanding your emotions and what keeps you from being a successful salesperson gives you the steps to move in a positive direction.
Here to talk with Paul about emotional literacy and sales call reluctance is Connie Kadansky. She is the president of Exceptional Sales Performance and a notable coach in the industry, specializing in sales call reluctance. If you’re ready to overcome what’s holding you back and become a productive and effective professional—don’t miss this one!
Outline of This Episode
- [0:20] Paul introduces Connie Kadansky.
- [1:20] What is productivity?
- [1:40] Why is being productive important?
- [2:00] Why aren’t sales professionals productive?
- [3:10] Steps to improve productivity
- [5:40] Attributes of a salesperson
- [7:30] Productivity tools and strategies
- [9:30] Top 3 do’s and top 3 don’ts
- [13:55] Favorite productivity story
Sales call reluctance and its impact on productivity
Connie’s definition of productivity is “aligning and integrating all activities with the salesperson’s goals and the goals of the company”. If a sales professional is struggling with productivity and unable to reach their goals—they’re not aligned with the goals of the company. So, why aren’t they productive?
Connie points out that it is often tied to sales call reluctance. Sales call reluctance is an emotional hesitation to prospect. She recommends facing the reluctance head-on. There is always a purpose to the emotion, but you must learn how to identify and navigate those emotions to become productive.
Keep listening as Connie and Paul discuss steps to improve productivity and attributes of a productive sales professional.
Emotional literacy and other tools for success
Emotional literacy and sales reluctance go hand-in-hand. You must face the emotions that are holding you back from prospecting—not ignore them. When you accept the emotion for what it is, then you can decide to move into a more productive emotion.
Connie points out that it becomes much easier when you acknowledge that the sale isn’t about you.
You are offering a potential client a product or system that will offer them value! She also notes that finding an accountability buddy can be instrumental in reaching your goals. In fact, your chances of achieving a goal go up to 72% if you have someone to keep you accountable.
Connie’s top tips to become more productive
Connie’s top 5 tips to become a more productive sales professional include:
- Take on call reluctance head-on!
- Use scorecards: Score yourself on activities, because whatever you measure, improves.
- Learn how to center yourself; don’t waste time transitioning from activity to activity.
- Don’t go to lunch with colleagues—go with prospects! Or anyone you can learn from.
- Learn how to say an “enlightened no”. Say no to things you know will distract you and sidetrack your day.
To hear more details about Connie’s tips make sure you listen to the full episode!
How to assess your priorities
A great quote from Jim Collin’s reads “If you have more than 3 priorities, then you don’t have any priorities”. Connie took this quote to heart, and wrote out a lost of her top priorities—and came up with twenty-seven. Knowing she needed to narrow this list down, she asked herself three questions:
What is the most important task? What is most urgent? What priorities have deadlines?
Once you have narrowed down your tasks to three works in progress, an effective way to knock them out is by chunking out the work. Break the tasks down into manageable steps and be disciplined enough to carry them out. Planning and prioritizing can make all the difference.
To hear more of Connie’s advice, tips, and strategies, listen to the whole episode of Sales Reinvented!
Resources & People Mentioned
- The Unopened Book by Dan Newby and Lucy Nunez
- Good to Great by Jim Collins
- Sales Call Reluctance by Connie Kadansky
Connect with Connie Kadansky
Connect With Paul Watts
Audio Production and Show notes by
PODCAST FAST TRACK
https://www.podcastfasttrack.com