Radio Show Archive and Upcoming Shows




Weekly online radio show for selling professional hosted by your
Sales Coach, Deb Calvert.
Call in to talk live about your toughest selling challenges!
(347) 202-0896

What to Do When Your Buyer Says No

Sales legend Tom Hopkins joins us for an exciting interview on a subject that’s on the minds of many sellers – what do you do when the buyer says no?

Join your sales coach Deb Calvert as she talks with Tom about his new book, sales career and personal sales philosophies. In this one hour you’ll learn what buyers really mean when they say no, how to assess their “NEADS” and create a connection with customers that will enable you to close the sale even after they’ve said no.

Cut out continuances, put an end to pending and stop stalling out. Get connected with CONNECT! Online Radio Show.

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Upcoming shows

Call in with your toughest selling challenges!

April 12, 9:00 a.m. Pacific time
What to Do When the Buyer Says No with guest Tom Hopkins

April 26, 9:00 a.m. Pacific time:
LinkedIn for Selling with guest Lynn Hidy

May 3, 9:00 a.m. Pacific time:
Simplifying the Complex Sale with guest Brian Burns

May 10, 9:00 a.m. Pacific time:
There’s No Such Thing As Social Selling?!?! with guest Todd Schnick

May 17, 9:00 a.m. Pacific time:
How Agile Are You in Selling? with special guest Jill Konrath

May 31, 9:00 a.m. Pacific time:
Winning YOUR Shark Tank with guest Pierce Mars

June 7, 9:00 a.m. Pacific time:
Go for No! with guest Andrea Waltz

June 14, 9:00 a.m. Pacific time:
A Very Special Interview with Kendra Lee

To tune in to Connect! Radio Show for Selling Professionals, click here:
www.blogtalkradio.com/connect11

To have your selling questions answered on air, call 347-202-0896 during the program.

Be sure to check out our archived shows.

http://www.blogtalkradio.com/connect11/2014/01/04/navigating-the-sales-jungle-by-communicating-with-tribal-types

How to Overcome Your Fear of Cold Calling

Want to eliminate the fear, failure and rejection of cold calling? Then you’re in the right place! Join esteemed author and sales expert Art Sobczak to minimize your dread and maximize your effectiveness when you prospect by phone .

Your host and on-air sales coach Deb Calvert will interview Sobczak, author of bestsellers like Smart Calling and other resources for inside selling professionals. Sobczak is president of Business by Phone, Inc. and the recipient of the Lifetime Achievement Award from the American Association of Inside Sales Professionals.

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Connecting With the Challenging Customer

Working effectively with purchasing, third parties and gatekeepers.

Your buyers have needs, and you can meet those needs with your solution. So what is causing those annoying continuances and stalls? Why can’t we get this closed already?

Maybe, just maybe, there are some needs you haven’t considered. Maybe it’s time to take a step back and reconsider how you are interacting with the procurement department, purchasing agents, third party agencies, influencers and gatekeepers involved in this buy. Jill Harrington, president of SalesSHIFT, is here to help.

Harrington offers uncommon sense for sales teams seeing bigger, better, faster sales… She will help CONNECT! listeners accelerate sales by working with (not against!) the professional negotiators and buyers that are being consulted by the end user you’re serving. Her expertise in improving corporate performance is driven by her core belief that

“Too many sales people, even entire sales organizations, work way too hard doing the wrong things for the wrong reasons. Your team may be stuck in a rut doing what they’ve always done, doing what your competitors do, or simply doing too much of what doesn’t work. The net result… You’re making it way too hard for your clients and potential clients to choose you!”

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Nonstop Sales Boom

Putting an End to Boom and Bust Sales Cycles, Once and For All!

Feast or famine, boom or bust—it’s a stereotypical pattern that too many businesses regard as a necessary evil. For business and sales leaders, these cycles create enormous uncertainty and inconsistency. Yet it is considered “normal.”

In this session, Colleen will challenge you to reject boom and bust results and instead, learn the key strategies for your own perpetual sales growth, quarter over quarter, year over year. You will learn about innovative framework, Sales Radar™ that replaces the step-by-step mindset of traditional sales with a holistic, constantly spinning assessment of all the opportunities beyond the initial sale, including:

·         Sales that arise during the implementation phase;

·         Bigger sales to current customers looking to grow their engagement

·         New, qualified prospects from satisfied customers

Using real-life examples and strategies you can apply immediately to your own business, you will learn how to break the boom-and-bust cycle and instead lead your company to a perpetual sales boom

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Keep it Real!

Technology may be preventing you from making a genuine connection with your buyers. The world’s leading authority on Referral Selling and founder of No More Cold Calling will share some tips and ideas from her latest book Pick Up the Damn Phone!

You can join Joanne Black and your on-air host and sales coach Deb Calvert to cut out continuances, put an ending to pending and stop stalling out! Joanne will describe why it’s people, not technology, that will help you seal the deal.

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The First Sale is Always to Yourself

What’s the path to success in sales? Even for those who have mastered product-based selling, even for those who excel at consutlative selling, there’s always a way to go deeper. But how do you get to the point where buyers seek YOU out? The secret is in boosting seller confidence, and to get there, you have to sell it to yourself!

Join us as host Deb Calvert interviews coaching, training and mentoring expert Bernadette McClelland. Bernadette will share with listeners insights from her new book, including the revolutionary new framework for commercial thinking that will enable sales success mindsets. She’ll help sellers understand the difference between selling and “clicking” with buyers, and deliver her formula to increase business revenues on sales results.

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Turbo-Charge Your Value Proposition

When you see the world through your customers’ eyes, you can integrate marketing and sales techniques to create more relevant value propositions.

Join Lisa Dennis, President of Knowledgence Associates, for a workshop on how to improve the value propositions you present to your buyers. Lisa will be working with samples submitted in advance by CONNECT!  listeners, so don’t miss this unique opportunity for no-cost, no-obligation support that big companies pay big money to get!

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Connect Outside Your Comfort Zone

Once you’ve mastered the art of connecting with people inside your “inner circle” and figured out how to use the tools and techniques available for connecting with new prospects, you can get pretty comfortable in selling. You may even get a little complacent as you follow the processes and establish your own routines.

That’s why our guest, Jeff Shore, author of “Be Bold and Win the Sale,” says sellers are better defined by what they do outside their own comfort zone. Shore has worked to systematically dismantle sellers’ reactions to discomfort. He’ll be interviewed by your host and sales coach, Deb Calvert, about how B2C and B2B sellers can conquer inner discomfort and win more sales.

Shore is a sales expert, speaker, trainer and coach with 30 years experience in becoming bold. His approach is more than a sales technique. It’s a shift in how to approach your sales process. Join this special guest on CONNECT! Online Radio for Selling Professionals so you can cut out continuances, put an ending to pending and stop stalling out!

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I Made the Sale… Now What?

What if you could think bigger and longer-term to maximize your opportunities with key customers? What if you’re leaving money on the table by not thinking strategically?

Lisa Magnuson, sales strategist and founder of Top Line Sales, LLC, guides high potential sales people and account teams to land larger deals and accelerate sales. On CONNECT! Online Radio for Selling Professionals she’ll explain how you can cultivate the right relationships and grow your book of business.

Cut out continuances, put an ending to pending and stop stalling out with this author of 3 Secrets to Increase Sales with Existing Customers.

To listen to this episode click here.