Emotional Literacy is Key to Sales Productivity with Connie Kadansky, Ep #176
Release Date: 01/15/2020
Mark Sellers Shares a Respectful Cold-Calling Method, Ep #399
Sales Reinvented
Between people not answering calls from phone numbers they don’t recognize, to spam filters, to people silencing their phones—it’s become harder and harder to connect when making cold calls. What is a salesperson supposed to do? Mark Sellers joins me in this episode of Sales Reinvented to share how he navigates making cold calls (or sending cold emails) in a way that captures his prospect’s interest—and respects their time. Outline of This Episode [1:17] Is cold-calling still relevant? [3:04] Is cold-calling an art and science? [3:38] How Mark prepares for cold-calling [5:51]...
info_outline
Boost Your Cold-Calling Effectiveness with Kristie Jones, Ep #398
Sales Reinvented
In its simplest sense, cold-calling is reaching out to someone by phone who may not know who you are. Is it still relevant in today’s sales world? According to Kristie Jones, yes, cold-calling still has a place. It still gives you the ability to create a human connection. But how do you master cold-calling? Kristie shares the art and science of cold-calling to kick off our newest series. Outline of This Episode [0:58] Kristie’s definition of cold-calling [1:25] The art and science of cold-calling [2:34] How Kristie prepares for cold-calling [5:10] The most effective way to...
info_outline
Leverage Your LinkedIn Profile as a Pre-Sales Tool per Mark White, Ep #397
Sales Reinvented
Until you meet someone, the only thing(s) you have to go off of is what you’ve learned about them online. When you create a LinkedIn profile, it’s indexed by search engines. It’s usually the first result when you Google someone’s name. It’s also a great place to learn about someone. You want your profile to give them the right information. Learn how to leverage your LinkedIn profile as a pre-sales tool in this episode of Sales Reinvented with special guest Mark White. Outline of This Episode [1:26] Why a compelling LinkedIn profile is key [2:55] The elements that have the...
info_outline
Your LinkedIn Profile Should Make You Sellable per Kevin Turner, Ep #396
Sales Reinvented
LinkedIn is a professional site built for business and networking—why not make it the best you can? Optimizing your profile photo, banner, and headline is a great place to start. But what can you do to make yourself sellable? How can you adjust things so that LinkedIn (and search engines ) prioritize you in search results? Kevin Turner shares some incredible tips in this episode of Sales Reinvented. Outline of This Episode [1:35] Why a compelling LinkedIn profile is important [2:27] The elements with the greatest impact on sales [4:14] How to tell your professional story on LinkedIn...
info_outline
Create a LinkedIn Profile that Serves Your Prospects with Karen Tisdell, Ep #395
Sales Reinvented
Everyone needs a LinkedIn profile. Why? People want to assess whether or not they can like you. They want to determine if you’re credible and trustworthy. Most people want to do this before meeting you or having a conversation so they don’t feel like they’re wasting their time. You have to show up in service to your prospects. How? Karen Tisdell shares her process in this episode of Sales Reinvented. Outline of This Episode [1:31] Why a compelling LinkedIn profile is important [3:02] Your headline follows you everywhere—prioritize it [4:15] How to tell your professional story on...
info_outline
Angela Dunz: Be Passionate on Your LinkedIn Profile, Ep #394
Sales Reinvented
When someone searches for your name in Google, LinkedIn is usually the first result. Take advantage of that opportunity. If you don’t provide someone with a great LinkedIn profile, why would they waste their time on you? Angela Dunz primarily works with attorneys. And according to the research, 94% of people look at an attorney’s LinkedIn profile before their website. Learn how to make good use of that real estate in this episode of Sales Reinvented. Outline of This Episode [1:11] Why a compelling LinkedIn profile is important [3:12] Above-the-fold curb appeal is...
info_outline
Leslie Hughes: Why You Need to Write Your LinkedIn Profile for Your Prospects, Ep #393
Sales Reinvented
How do you want the reader to feel once they’ve looked over your profile? What action are you hoping they’ll take? Writing for the reader is essential because it dictates what happens next. When someone feels like you’ve built trust, they’re more likely to take the next step. Leslie shares how to write your LinkedIn profile for your prospects in this episode of Sales Reinvented. Outline of This Episode [0:45] Why a compelling LinkedIn profile is important [1:21] Why your photo, banner, and headline are key [2:36] How to tell your professional story on LinkedIn [5:45]...
info_outline
How to Tell Your Professional Story on LinkedIn per Rhonda Sher, Ep #392
Sales Reinvented
70–80% of the time you Google someone, their LinkedIn profile will show up on the first page of results. And people are 2x more likely to believe what’s on LinkedIn than anyplace else. A stellar profile is absolutely essential, regardless of industry. So how do you tell your professional story on LinkedIn in a way that speaks to your ideal client? Rhonda Sher shares some great ideas in this episode of Sales Reinvented. Outline of This Episode [1:00] Why a compelling LinkedIn profile is important [1:42] Why your photo, headline, and banner are key [2:36] How to tell your professional...
info_outline
Learn to Leverage Video on Your LinkedIn Profile with Sheral DeVaughn, Ep #391
Sales Reinvented
If you want to gain visibility, authority, and generate leads that create revenue, a compelling LinkedIn profile is highly encouraged. Sheral DeVaughn is also a fan of leveraging video whenever possible. She shares why it’s important to get your face on camera—and how it helps you connect with potential clients—in this episode of Sales Reinvented. Outline of This Episode [1:17] Why a compelling LinkedIn profile is important [1:55] Why Sheral focuses on the featured section [3:09] How to tell your professional story on LinkedIn [4:30] Balancing professionalism and personality ...
info_outline
Creating Content Consistently is Key to LinkedIn Success per Andy Paul, Ep #390
Sales Reinvented
Commitment to creating content consistently is key when it comes to a LinkedIn profile that sells. Those who successfully build followings share original and compelling content with a unique point of view. Andy shares how he built a following of over 150,000 people in this episode of Sales Reinvented. Outline of This Episode [1:00] Why a compelling LinkedIn profile is important [1:52] It’s your content that attracts potential buyers [5:38] How to tell your professional story on LinkedIn [7:53] Balancing professionalism and personality [9:23] How often to update your LinkedIn...
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