Mike Bosworth: The Power of Story in Sales

About Beate Chelette: Beate Chelette is the Growth Architect and Founder of The Women's Code and provides visionaries and leaders with proven strategies, blueprints, and growth maps that provide clear steps to improve business systems, strengthen leadership skills and teams so that our clients and audiences can maximize profits and scale their impact. Beate is known as a straight shooter, and she can inspire, empower, and overcome adversity. Her super skill is working with unique personalities and big thinkers and building executable systems. A first-generation immigrant with $135,000 in debt as a single parent, Beate bootstrapped her passion for photography into a global business that licensed content in 79 countries. She exited in a multimillion-dollar deal when she sold the company to Bill Gates. She is listed among the "Top 100 Global Thought Leaders" by PeopleHum and "One of 50 Must Follow Women Entrepreneurs" by HuffPost. Check out the latest episode of our Conversational Selling podcast to learn more about Beate.

In this episode, Nancy and Beate discuss the following:

• Meaning of "Happy Woman, Happy World"
• Three essential elements for becoming an authority in one's field
• Beate's insights on strategically growing authority as an expert, seeking recommendations
• Common mistakes hindering leaders from expedited authority growth and how to avoid them
• The role of mindset in achieving success
• Experience selling a business to Bill Gates

Key Takeaways:

• Your strategy must align with your market and your unique expertise.
• Failure isn't personal; it's an opportunity to reassess and pivot.
• Your understanding of the problem isn't always the actual problem.
• Mindset isn't about wishful thinking; it's about decisive action.

"When we take care of our women who are the mothers to our children, who are the responsible gender for the preservation of the human race, the nurturers, the first thing a child sees when it's born, if we take care of women, the world is probably in a much better place." – BEATE

"A lot of times when people talk about: "I want to be successful. I want to be an authority". They're unclear about what authority means or have a strategy to become an authority. Let's investigate that an authority is not a celebrity or an influencer. An authority is a subject matter expert. Most of us are not celebrities. Most of us are not influencers we might want to be, but most of us are experts in what we do. Authority building is specific to your expertise. People often get wrong about this because they look at what other people are doing and promising, especially in the internet marketing world. Then, they are not sure why their TikTok videos are not going viral because TikTok is often used for a particular audience. So, if you are an authority with a particular audience that might not be on TikTok, then you can do whatever you want on TikTok, but it'll never take hold as an authority. So, you have to have a strategy in place that is very specific to who you are, what you want to achieve." – BEATE

"In the actual studies of mindset, the objective is it's not wishing, and it's not dreaming. It's deciding this is what I'm going to do. Then, take action and allow God's birth, the universe, whatever you want to call it, to put the right things in front of you because the path is never what you think it is. A higher power always determines the path. Otherwise, we all be successful, but most people think they know best. We don't. We can decide, but we need to let energy spirit guide us in the direction because we have control over our vibration, not how we get there. We keep making the decisions that we believe get us there. And then, as things happen and unfold, my path has never been exactly as I thought it would be. My path has been completely different. And yet I have gotten to places that I never thought I could get." – BEATE

Connect with Beate Chelette:

• LinkedIn: https://www.linkedin.com/in/beatechelette/?locale=de_DE
• The Growth Architect: https://beatechelette.com/
• What's Your Talent Worth?: https://quiz.whatsyourtalentworth.com/sf/c666d9e3

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:

• Twitter:https://twitter.com/oneofakindsales
• Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website:https://oneofakindsales.com
• Phone: 908-879-2911
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com

About April Adams Pertuis: April Adams Pertuis is the visionary Founder and CEO of LIGHTbeamers, helping mission-driven leaders and entrepreneurs discover their inherent ability to reach people by teaching them how to share their stories so they can create deeper connections and build strategic relationships. When April speaks, audiences discover the power of their own story to create more cohesive communities, build stronger relationships, and attract ideal outcomes. The key message is always "everybody has a story," which is a powerful beacon used to shine a light on others. April is also a #1 Bestselling Author of 3 compilation books: Elevate Your Voice, Step Into Your Brave, and Shine Your Light, and a host of the top-rated (top 2 %) Podcast, The Inside Story with April Adams Pertuis in 4th year of weekly production. Check out the latest episode of our Conversational Selling podcast to learn more about April.

In this episode, Nancy and April discuss the following:

• April's expertise in storytelling across various platforms
• LightBeamers: the origin of her company name
• Methodology behind crafting a compelling story
• Significance of storytelling in business and its impact on audience engagement
• Challenges people face in sharing their stories
• "Little" stories vs. "Big" traumatic stories

Key Takeaways:

• We learn by listening to other people's stories and how they navigated their choppy waters.
• There is a natural, magical way to share that story in a way that will be light. There are light beamers.
• You're human, and nobody wants to do business with robots.
• In the digital age of AI, we will do a lot of business with robots in the future.

"It's innate in who we are and how we're designed as human beings that storytelling resonates. We tend to learn through storytelling. This is why storytelling has been around since the beginning of time. We can date it back to the caveman days, and that's how they communicated. They documented their existence by painting in the caves and telling a story. And so, stories do just that, right? They help document our existence. We've come a long way since the caveman days, and storytelling is very sophisticated. There are many ways we can utilize storytelling in our communication. We have unlimited ways to do that now in the digital age that we live in. But at the end of the day, it's still just about connecting with another human being and using storytelling to show that we are all kind of alike." – APRIL

"The number one soft skill that most business owners overlook or disregard altogether. And it's what it is really like. I call it a secret weapon in business. This relates to sales, building an audience, and connecting with future and potential clients and existing clients storytelling; we can go so much further with our businesses if we incorporate more storytelling. What performs well on social media is when people, businesses, and the humans behind the business show up and tell real stories. It's not the marketing, it's not the sales pages, it's not even the beautifully crafted testimonials, although testimonials are a form of storytelling. It's just the human being a human. And so, I always say storytelling is going to be the thing that humanizes your business and will allow you to be seen differently than all the other fish in the water because it will make you unique. This is especially important right now in the world that we're entering with AI because AI cannot reproduce your story. So we're going to be bombarded, we are already being bombarded, and I think there's a place for AI; I'm not poo-pooing it, but we need to be careful not just to use AI, we need to use AI and use storytelling, and when you use storytelling, you're going to be able to infuse your personality, your own set of values kind of what you stand for, your flavor, you know, your personality. And that will help create conversions in your sales and your conversations; it's going to bring more people to you and into your audience. It's going to increase your engagement. All those things that we're all looking for as business owners." – APRIL

"I'm a big fan of video because you're hearing my voice right now on the podcast. You don't broadcast anywhere on video. So you won't find me on video listening to this episode. But even just the voice, you can hear my voice and the intonation and the way I have inflection. But if you were to see me on video right now, number one, you would see my face. You will see what I look like. You would see my hand gestures because I'm quite animated when I talk, and I use my hands a lot. And I smile, right? I smile, or if I'm feeling something emotional, I might show a little more emotion in my face. And that allows, as human beings, it allows a visual clue as to who we are as people." – APRIL

Connect with April Adams Pertuis:

• LinkedIn: https://www.linkedin.com/in/lightbeamers/
• Lightbeamers: https://www.lightbeamers.com/

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:

• Twitter:https://twitter.com/oneofakindsales
• Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website:https://oneofakindsales.com
• Phone: 908-879-2911
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com

About Craig Lowder: Craig Lowder is a Founder and President of the Main Spring Sales Group, a specialized client acquisition consultancy focused on creating significant, predictable, and sustainable sales growth for successful Financial Advisors, Consultants, and Business Leaders, making a 6-7 Figure Income seeking a strategic senior-level sales executive on a part-time, contract basis to develop and execute sales strategy, including sales process development, performance management systems, and ensure sales execution. With a unique blend of foundational sales science & real-world experience, Craig partners with businesses and advisors to transform their sales trajectory, ensuring consistent, measurable growth in every endeavor. Craig has worked with over 50 companies in various industries, from retail to manufacturing, financial services to business services. He has increased first-year annual sales by 22 to 142 percent for every client. Craig is the author of two highly-rated books, Smooth Selling Forever and Trusted Advisor Confidential℠. Check out the latest episode of our Conversational Selling podcast to learn more about Craig.

In this episode, Nancy and Craig discuss the following:

• The secret of growing a company to 142%
• Shift to virtual Selling and digital self-serve
• Challenges in virtual Selling: Adapting to new technology, maximizing efficiency, and reducing the cost of sales
• From cold calls to warm introductions: Increasing touchpoints with prospects
• Overcoming challenges such as wrong people in wrong seats, lack of clearly defined sales metrics, and absence of sales processes
• Keys to building an effective sales team
• Importance of ongoing learning, open communication, mentoring, and recognition and reward systems

Key Takeaways: 

• We are in a virtual selling and a digital self-serve world; the old days of in-person meetings have gone.
• The virtual meetings that are being held are shorter and more on point.
• The definition of cold calling nowadays is getting a list of names and numbers and just banging the phone and calling people.
• Too many salespeople give up after two or three times, and studies show it may take six or seven outreaches.
   

"There are a lot of opportunities for enhancement or growth in the company. A lot of it gets down to having a detailed sales growth plan that everyone is following, making sure that there are defined sales processes that everyone follows, which shorten sales cycles, improve conversion rates, making sure that there are sales success standards present, that are activity as well as results-based, and that there are targets which generally increases the level of activity that's taking place, making sure that organizations have an ideal client profile, understanding the difference between a crow and a pheasant. So, they invest their time in marketing, lead generation, and lead conversion on those opportunities that are the best fit for them. And then finally, and most importantly, ensuring that they have the right people in their sales organization in the right seats." – CRAIG

"The reality is, and I believe I said it in the article, there is absolutely no justification for a cold call. With all the technology available today, whether it's LinkedIn, the focus of prospecting should be on getting introduced to the individual in the organization we're targeting to warm up the call. So, there's a likelihood that an individual will either return your call or respond to an email. I would say it continues because of the amount of, and I hate to say it, noise that's out there digitally. If you remember back when you and I were doing this several decades ago, the studies were showing it took, you know, six to seven interactions for you to begin to develop a level of trust. Today, because of all that noise out there, it's taking twice that number of touches before somebody's willing to trust you. So, I think that the trend is that we need to be in more frequent touch with our prospects. The conversations, the emails need to be shorter with a very defined agenda and take a waypoint for the listener, the reader." – CRAIG

"In my book, Smooth Selling Forever, I outline 12 reasons why significant predictable and sustainable sales growth will not happen unless you overcome 12 challenges. The top four include the wrong people in the wrong seats. We know that in a virtual selling environment, the role definitions, the makeup of the sales team's skill sets, and experience have changed. Third was not having clearly defined sales metrics, activities, and results. The focus is typically on the results, but we must understand that results are lagging success indicators. We really need to determine the leading indicators of success, which are activities, their calls, their opportunities discovered, proposals or quotes that go out the door, and how healthy our sales funnel is, just at a very basic level. The second of the top four are no defined sales processes. I'm a firm advocate that you need to have clearly defined sales processes, which are technically the documentation of best practices of those responsible for the Selling. And there are at least three, if not more. One, new customer, new project. Two, existing customers, new project. And it could be upsold, cross-sell. The third is renewals or, re-business or reorder business. And they all have different paths that require different steps and may involve different people. But the bottom line in building sales processes is that the sales process needs to be congruent with your target audience's buying process." – CRAIG

Connect with Craig Lowder:

• LinkedIn: https://www.linkedin.com/in/craiglowder/
• Smooth Selling Forever: https://www.smoothsellingforever.com/
• Personal: https://www.craiglowder.com/

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: 

• Twitter:https://twitter.com/oneofakindsales
• Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website:https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com
   

About Mike Ulmer: Mike Ulmer is CEO of Catapult Bookwriting and the author of books about business, hockey, Canada, and leadership. Mike's company, Catapult Bookwriting, has published Unapologetic Leadership by Dr. Kwadwo Kyeremanteng, Drop the Mic Marketing by Jason Hunt, Show and Tell Writing: A Great Short Business Book About How to Write A Great Short Business Book by Mike Ulmer, The Myth-Guided Mind: Unleash Your God-Given Genius At Work And At Home by Michael Hynes, The 50 Year-Old Millenial by Marc Petitpas and The 40 Ways Of The Fox by Ron Foxcroft. He has written for three wire services: the Thomson News Service, Southam News, and The Canadian Press. His work has appeared in Chill: The Beer Magazine, Saturday Night Magazine, and in a compendium of sports Stories called The Way It Looks From Here (2004 Knopf), edited by Steven Brunt. Mike's book M is for Maple is, the bestselling alphabet book in Canadian publishing history. He has appeared in front of 20,000 elementary school students across Ontario and Alberta to talk about writing and everything Canadian. Check out the latest episode of our Conversational Selling podcast to learn more about Mike.

In this episode, Nancy and Mike discuss the following:

• Mike's three-step formula for writing a book: Proposition, Backstory, Recommendations
• Importance of a book for business growth and personal branding
• The power of a book as a marketing tool and credibility builder
• Advice on starting the book-writing process with personal storytelling
• Tips on daily writing goals and word counts
• Views on deadlines and their effectiveness in book writing

Key Takeaways: 

• Podcasting, blogging, and books form the Holy Trinity of communication.
• A book provides a 24/7 representation of your expertise.
• The key is honesty and vulnerability.
• People invest their time when they read your book; honor that.
  
   

"Because when you write a book, people are just so impressed. And I've been living off that for about 30 years. So, I'm going to tell you it's true. There's a disproportionate amount of prestige when you write a book. So, it's really a great thing for a business. And if you're the only person telling your story, then you're the only story that counts." – MIKE

"If you want to write the book, we can coach you and all that stuff. We can help you do that for a very reasonable cost. But if you want to just do it by yourself, that's okay too. We also do that if you want us to write the book for you. But to answer your question, I don't know if everyone can write a book, but everyone can figure out who they are, what they are, and why they do it." – MIKE

"If you feel that your story is not worth telling, someone has gotten in your ear and lied to you because everyone has a compelling story. I make a living finding them. And that's probably not going to be Jermaine to the hundreds and thousands, not hundreds, but thousands of people listening to your podcast. But here's what is Jermaine. That person who told you haven't got a story worth listening lied to you. Right. And that person should be consigned to the seventh circle of hell because people carry around that lie and build their beliefs on top of that thing. It's like a faulty foundation. All you're trying to do is build a good house, but if someone leaves you with that terrible foundation, you'll never have a great house. Whoever told you you couldn't write a book lied to you. Everyone can do it." – MIKE

Connect with Mike Ulmer:

• LinkedIn: https://www.linkedin.com/in/mike-ulmer-554814a3/
• Personal: https://www.mikeulmer.com/

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: 

• Twitter:https://twitter.com/oneofakindsales
• Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website:https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com
  
   

About John Lester: John Lester is the Founder of Attitude Selling, helping struggling organizations and salespeople become sustainable revenue creators. Throughout his career, John has been acknowledged as a transformational leader, specializing in revitalizing underperforming organizations. He possesses a deep understanding of opportunity development, excelling in identifying and seizing market opportunities to accelerate expansion and boost revenue through fostering collaborative partnerships, strategic connections, and new market segmentation. Having managed extremely large and complex accounts, John understands the importance of delivering quality, consistent service. He exhibits a unique talent for root-cause analysis, swiftly pinpointing the core issues clients face and articulating them effectively while establishing optimal courses of action. He recognizes that business is ever-evolving. John's observations underscore the critical importance of aligning the organization along the "lead to satisfied customer" continuum for achieving large-scale, repeatable success in sales. John is also the author of "Winning the Inner Game of Sales: The Foundation of Success is Mindset." Check out the latest episode of our Conversational Selling podcast to learn more about John.

In this episode, Nancy and John discuss the following:

• John Lester's background and expertise in sales
• Sales as an art and the importance of human connection
• Challenges in sales and the impact of mental models
• The importance of understanding buyers and their psychology
• Difficulties solopreneurs face in sales
• Explanation of Attitude Selling and its focus on mindset
• The Sales Mastermind program and its purpose

Key Takeaways: 

• Good salespeople help others achieve their dreams, goals, and objectives.
• All these mental models are in your head, and until you get them out, they won't work.
• Wait a minute, if the person asks about price, wouldn't it be worth figuring out why they're asking about price right away instead of pushing that conversation away?
• You're not going to make progress if you don't get pushed.
   

"Sales is so amazing for a couple of reasons. One is because it is not a science as much as it's an art. It is not practical as much as it's human. And what you're really dealing with in sales is human behaviors and human emotions. You can't predict any of that. And that makes it so much fun. But the other thing that's so amazing about sales is that good salespeople help other people achieve their dreams, their goals, their objectives." – JOHN

"I would say the biggest misconception about the role of selling is that the seller needs to go, "Excuse me, but beat the living daylights out of the buyer into submission." All right? Don't. Stop. All right? It doesn't work. But there's so many. Sellers are told and taught, and hopefully not that much anymore, but told and taught that the buyer is uninformed, buys on price, and knows what they want. Stop! They were wrong, okay? The buyer buys because they think it's a good deal. No, none of its true. None of its true. They all come into play, but none of its true." – JOHN

"Great question, but it's natural, and I want all the solopreneurs listening to take a deep breath. The solopreneurs, for the most part, start a business because they have some kind of expertise. Usually, it's technical expertise, some kind of subject matter that they know about, whether it's a physician, a psychologist, or a plumber. They go, "Hey, I want to deliver that expertise." So, they understand their expertise, and again, this goes back to what I said in the very beginning: their expertise is a technical, definable offering. But the decision to buy their expertise is not technical; it's not definable; it's human; it's behavioral. And so, they're operating at this technical level, which is fine. Still, in order to sell, they have to change who they are to a certain extent and operate at the human level, and operate at the—I will say—political, not in the sense that everybody thinks of political, but political from the perspective of interaction. They're not used to doing that. I mean, I don't know how many schools in the country at any level offer such courses on how to come to an agreement, how to read another person. I don't know anybody who does, but you need those things. We have lots of classes on accounting." – JOHN

Connect with John Lester:

• LinkedIn: https://www.linkedin.com/in/johnlester973/
• Attitude Selling: https://attitudeselling.com/

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: 

• Twitter:https://twitter.com/oneofakindsales
• Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website:https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com
  
   

About Chet Lovegren: Chet Lovegren is the Founder & Head Sales RX'er of The Sales Doctor, a company that helps clients prevent their revenue bleed from archaic training, coaching, and implementation practices. After working for 7+ years as an individual contributor, Chet started The Sales Doctor in 2020 as a way for salespeople and sales leaders to take a 'prescriptive' approach to diagnose and solve problems in their go-to-market strategy. Since then, he's helped companies raise over $100M in VC Funds and seen over 125 professionals perform at their best, get promoted, and achieve their true earning potential. His foundations and teachings are a combination of his 11+ years in the go-to-market space, both as a seller and leader. Check out the latest episode of our Conversational Selling podcast to learn more about Chet.

In this episode, Nancy and Chet discuss the following:

• Importance of prescriptive approach in sales
• Comparison of sales strategies to medical diagnosis
• Significance of onboarding for new sales reps and managers
• Use of technology in improving hiring processes
• Importance of measuring performance and engagement
• Strategies for identifying and nurturing future leaders
• Advice on managing and leading sales teams

Key Takeaways: 

• 90% of what I do is an aggregate of all the information I've taken in, eaten the fish, and spit out the bones.
• Try a lot of things and see what works best for you.
• The forgetting curve: within 30 days, we forget 87% of what we learned.
• Empathy does not mean a lack of accountability.
   

"I like to use the idea of prescriptive because if you're a doctor and you are doing it right, it's not a one-size-fits-all all. And the best doctors who have done the most critical work in saving lives have dug deep into the core problems, not solving for symptoms. But why are these symptoms happening? Because you think about if you have a fever, you're gonna have similar symptoms as if you have a cold, their shared symptoms across certain problems or diagnoses, right? And my favorite saying is a doctor who provides a diagnosis without examination is guilty of malpractice. I think many LinkedIn gurus do this, but many sales teams do it for their opportunities and customers. And if we want to be transparent, honest, value-driven salespeople, let's walk the walk and not just talk the talk. And so, you have to dig deep into what's the problem that my customer thinks they have, what's the problem I know they have because I'm the subject matter expert, what's the gap in that way of thinking, and how can I get them to think, not understand my point of view critically? You know, we're in politics season, and I'm sure everybody's watching all these debates going on." – CHET

"Yeah, I think one of the best ways to do this is with software. I'm not one to typically plug software, but there's a tool called Yardstick. Founder Lucas Price has built this incredible tool that helps increase the collaboration between hiring managers, department heads, and maybe individual contributors who are also interviewing people for the role and helps them collaborate in real time so that they have a foundation once that new hire starts to be able to go back and measure, do we have who we thought we had? This way, you can essentially know who you have faster, know if they're the person you hired, and if they're not, work with your HR team to get them out of the seat and get somebody in who will be. Because that's the unfortunate thing." – CHET

"I'm okay accepting no when making 50 cold calls a day. You want to make 20 cause that's what's comfortable for you, and you can do that because you're sending more video messages and doing much more personalized email outreach, and it works for you; that's great. Cause I have another rep who can't convert anything via email, but they're fantastic on the phone. And so, I say, if it's working for you, prioritize that. Do we want to try to upscale you on cold email writing? Sure, but if you're booking 20 appointments monthly to make a hundred cold calls a day, I'm not opposed to that. You're hitting your number, which might be what you're good at. And so, I do want to make you better at cold email writing if there are gaps that I recognize, but there's a whole bunch behind that with email deliverability that might've also happened with that gentleman. So, I think it'd be okay with no, but expect why. And remember that empathy does not mean a lack of accountability; you're not a bad person if you want to instill some accountability in your process. Still, you must pull back the books, use a data-driven leadership model, and show people why accountability is in place. And don't manage to the bottom 20% of people who don't want to be at your org anyway. Stop making rules and things that they must follow. Make rules and processes and accountability for the 80% because all you do when you're reactive, and you manage to the bottom 20% is the other 80% of people that want to be there feel like they're getting squeezed out and they quit, and they go take $5,000 a year to work somewhere else." – CHET

Connect with Chet Lovegren:

• LinkedIn: https://www.linkedin.com/in/chetlovegren/
• The Sales Doctor: https://www.thesalesdocrx.com/
• Linktree:https://linktr.ee/thesalesdoctor_rx

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: 

• Twitter:https://twitter.com/oneofakindsales
• Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website:https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com
  
   

About Manuj Aggarwal: Manuj Aggarwal is the Chief Technology Officer of TetraNoodle Technologies, a company he founded in 2000 that provides startups with technology consulting and ongoing education. Manuj started as a factory worker in India, earning $2/day, and ended up in the boardrooms of Fortune 500 companies in Canada and the USA. Located in Vancouver, Canada, TetraNoodle has served clients ranging from startups to large corporations. They are focused on empowering businesses with Artificial Intelligence (AI) capabilities. They are an end-to-end service provider for all AI and technology solutions. They do whatever it takes to enable AI capabilities for your organization. Whether building data engineering pipelines, enabling cloud migration, developing data products to validate AI models, or performing QA, they provide the full spectrum of services necessary to succeed in your AI plans. They work with three kinds of customers: Early-Stage Startups that want to embed AI into their products, Small and Medium Businesses that cannot have their own AI teams, and Large Enterprises that need AI expertise to guide their teams. Check out the latest episode of our Conversational Selling podcast to learn more about Manuj.

In this episode, Nancy and Manuj discuss the following:

• Manuj's background in technology and AI
• The concept of data being the new oil and AI being the new engine
• How AI can be both beneficial and potentially harmful, depending on its use
• The overlap between technology and human psychology
• The need for businesses to embrace technology, particularly AI, to stay competitive

Key Takeaways: 

• Data can now be converted into dollars.
• You can create powerful solutions once you understand how to utilize data and use AI to crunch big numbers.
• AI is a tool to help you be creative faster.
• We are entering a vast new era of a new way of doing work. Every company is going to be a technology company moving forward.
  
   

"The world always values useful resources. So, we consume oil. That's a very valuable resource. We consume food. All kinds of materials that we consume are resources. And people who own that resource can charge money for it. Now, if you look at platforms like Facebook or Twitter, they are, or even Google, giving away everything for free. You can use most of the Google products for free, Facebook for free, and Twitter for free. So, how are these companies making so much money? Yeah, by advertising based on the data that they collect on you." – MANUJ

"Yeah, every business grows based on a few factors. One is whether they have a great team managing the business. Another one is whether they have good brand credibility in the market. Another one is whether customers are coming in regularly into their storefront or what have you. All of these take a massive amount of skill and energy. You need to find trained people, experienced people. But imagine if you could use AI to supplement their capabilities. So, let's say if you have a team of five people and use AI to double their productivity in the next 30 days, right? That means your business will grow double within the next 30 days." – MANUJ

"See, the thing is that AI is analyzing data and recognizing patterns in that data. So, our world is complex. So, I'll give you an example. So, let's say a child, a 10-year-old child, touches a hot stove. They will know that they shouldn't touch it next time because it will hurt. So, our mind has learned one data point. And it has become intelligent now that this is the wrong action to take. But let's say that child is in the middle of Antarctica, and they are wearing heat-resistant gloves, and it's really chilly out there. And now they touch the stove, it will feel warm and pleasant, not hot. So now their mind is learning that, OK, even there are variations of this situation. So, if the parameters are correct, it may be OK to touch the hot stove. Right? Yeah, so our mind collects this data and then understands these patterns. But let's say extrapolate that to large problems like climate change or finding a cure for cancer or anything like that. There are millions and millions of parameters involved in that." – MANUJ

Connect with Manuj Aggarwal:

• LinkedIn: https://www.linkedin.com/in/manujaggarwal/
• Personal: https://manujaggarwal.com/
• TetraNoodle:https://tetranoodle.com/

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: 

• Twitter:https://twitter.com/oneofakindsales
• Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website:https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com
  
   

About Chris Weiher: Chris Weiher owns CLEAVER Creative, which produces high-quality videos to get clients' ideas out into the world. They believe that now there is more need than ever to own and understand the value of effective video marketing, and they seek to not only tell the client's story but make sure your audience hears, sees, and feels it. Chris started his career directing and producing short films before founding CLEAVER Creative in 2013. He grew the company by creating animation videos for companies including Accenture, Salesforce, and SAP. In 2019, before the pandemic struck, Chris discovered significant organic traction by creating videos on LinkedIn. Since then, he's been helping businesses develop their video strategies through B2B videos on LinkedIn to grow their brands authentically. Check out the latest episode of our Conversational Selling podcast to learn more about Chris.

In this episode, Nancy and Chris discuss the following:

• The importance of video in the modern sales world
• Starting your way in video marketing
• First video creation suggestions 
• The most beneficial places to post videos
• Chris'es recommendations of mixing personal and professional topics to engage viewers
• Why should your dress code match the style of ideal clients
  
   

Key Takeaways: 

• The hardest part for most people is to try and get started.
• LinkedIn is still the best place to post business-related content and videos.
• I think where people go wrong with video is they want it to be perfect because we want to be seen as perfect.
• You must continue to be creative and think of other things, but that can be as easy as just going into your living room and filming a video there: it's not rocket science.

"So, a really easy way to get started is to write out 10 FAQs, frequently asked questions, that you receive from your prospective clients. And then 10 questions you don't get asked, but you wish somebody would, you wish someone would say. Well: "Why do I need to be using your service?" That's often a question that people don't come to me with because, by the time we're talking, they know they want to use video, but they don't ask why. And those frequently unasked questions are a good place to start because it gives you a chance to speak your mind about things that people aren't asking you but are very important, and you want to tell them." – CHRIS

"I recommend one video a week. There's a lot of folks out there that are in the social media game that are saying you need to have something out every single day. I totally disagree with that. For most people, it will burn out your audience, and they will ignore you. If you are a real B2B company, one video a week is plenty for people to see your face, see you. It's just like going to a networking event. You don't go every day; you go once a month or weekly. And then you want to have some other supplemental material you're also putting out. That could be an article, that could be newsletters, or it could be other kinds of posts to supplement that video. But for some of my clients, they really were doing one, one of my newest clients, he's doing a video a week, and he's already getting referrals from that." – CHRIS

"Technology is moving very quickly. That said, the human component will be the hardest thing to replace. And if you can leverage video as a part of your communication strategy, I think that element is never really going to be fully replaced, but it will be supplemented, I think, by AI." – CHRIS

Connect with Chris Weiher:

• LinkedIn: https://www.linkedin.com/in/chrisweiher/
• CLEAVER-Creative: https://www.cleavercreates.com/

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: 

• Twitter:https://twitter.com/oneofakindsales
• Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website:https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com
  
   

About Tim Fitzpatrick: Tim Fitzpatrick founded Rialto Marketing, which provides marketing consulting, advisory, and outsourced or part-time marketing executive services. They help B2B professional service firms grow faster without the commitment or cost of a full-time executive. Tim achieves this by identifying and removing revenue roadblocks in three key marketing areas: Strategy, which serves as your fuel; Planning, your marketing vehicles; and Leadership, the driver behind it all. Aligning these three elements is crucial for accelerating your revenue growth. Tim tends to work with growth-focused B2B professional service firms like MSPs, IT consultants, cybersecurity firms, business consultants, accountants/tax advisors, attorneys, insurance brokers, etc. Check out the latest episode of our Conversational Selling podcast to learn more about Tim.

In this episode, Nancy and Tim discuss the following:

• Tim's journey from a mathematics major to entrepreneurship in marketing
• The common pitfalls businesses face in wasting time and money on marketing due to information overload
• Why having a narrow target market is crucial for effective marketing
• Insights on the frequency and value of marketing messages
• The benefits of 90-day planning cycles over year-long plans.
  
   

Key Takeaways: 

• I will be the first person to tell you from a marketing standpoint that it is about testing: there is a lot of marketing you will do that will not work.
• I am a huge proponent of narrowing your market.
• The Revenant Roadblock Scorecard is a self-assessment and takes less than five minutes.
• How can you expect to consistently convert leads if you don't have a sales process?

"There are several reasons why people are wasting time and money on marketing. In my opinion, what happens with marketing most of the time is that people battle information overload. There are so many different marketing channels and tactics within those marketing channels today. We're just like, where do we even start? And what most people do is jump right to tactics. I need to have a website. I need to have a YouTube channel or a podcast, or I need to be on Facebook. We just immediately jumped to acting. But when we do that, we're skipping strategy. And the way I think about strategy is strategy is like fuel. The marketing tactics, the channels, those are vehicles. And when we jump right into the vehicle with no fuel, we all know how well that's going to work, right? " – TIM

"Too many businesses do not have a firm handle on their ideal clients. And because they don't have a firm handle on who their ideal clients are, their message to the market sucks. You can't create a message that will attract and engage people until you know who the heck you're trying to attract and engage. Without those two elements in place, it is very difficult for your marketing to work consistently and, frankly, for you to know why it's working. Because most people are just throwing the spaghetti up against a wall, hoping it sticks. So, if we can take a step back and invest the time in strategy and then go back to the marketing vehicles, it's going to work much better, it's going to be more effective, and you're going to experience much more consistent, repeatable results with it." – TIM

"the pandemic is a perfect example of this. If you had a year-long marketing plan that you had put in place at the beginning of 2020, come March, that plan either went into a drawer or you lit it on fire. Because here's why I don't like yearlong plans. One, there is no year-long plan. And this goes with marketing. It goes with any other planning you're doing for your business. In my opinion, year-long plans are the same at the end as they were at the beginning. They change, and they change quickly. And what tends to happen with year-long plans is they become very complex. There are too many moving pieces, and complexity is the enemy of results. We need to keep things simple. And when we can keep them simple, we have a much higher likelihood of effectively implementing and executing them. And if it's going to change quickly anyways, why take the time?" – TIM

Connect with Tim Fitzpatrick:

• LinkedIn: https://www.linkedin.com/in/timpfitzpatrick/
• Rialto Marketing: https://www.rialtomarketing.com/

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: 

• Twitter:https://twitter.com/oneofakindsales
• Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website:https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com
  
   

About Mike Bosworth: Mike Bosworth is the author of three books on selling, a keynote speaker on sales, marketing, and leadership, and in his later years, enjoys being known as a 'sales philosopher.' Mike's passion is helping people land the job of their dreams, assisting salespeople in exceeding their goals, and supporting their families. He enjoys leading experiential workshops on sales and leadership. Mike began his career in the information technology industry in 1972 on the Help Desk for Xerox Computer Services. He was their top new business salesperson in 1975, managed the "Branch of the Year" in 1979, and was promoted to Manager of Field Sales in 1980. Mike founded his Solution Selling business in 1983. Mike has a B.S. in Business Management and Marketing from California State Polytechnic University. Check out the latest episode of our Conversational Selling podcast to learn more about Mike.

In this episode, Nancy and Mike discuss the following:

• The science of selling through emotional connection
• Why most people do not like salespeople
• The importance of asking for permission to tell the story
• The science behind storytelling for sales success 
• Leveraging the psychology of storytelling in sales conversations 

Key Takeaways: 

• The authentic secret sauce of connecting with strangers is a 60-second customer hero story.
• When you're in sales, that's like original sin.
• No matter how good your story is, you can't go up to a stranger and start telling even a 60-second story: you must get permission.

"The biggest problem large organizations with lots of salespeople have been trying to solve for the past 40 years that I've been a sales trainer is that 20% of the people sell 80% of the business. And that top 20%, the real difference—and it took me years to figure this out—is that they have an intuitive ability to connect and build trust quickly with strangers emotionally. So, my mission as a sales trainer for all these years has been to help the bottom 80%, the people who are not natural intuitive trust-building connectors, help them feed their families, buy a house, and send their kids to college. And when you go into the enterprise sales range, for instance, in the mid-90s, in my Solution Selling organization, we trained 15,000 IBM salespeople. " – MIKE

"So, if you think about it, most people will not admit a problem to someone they don't trust, so the story creates an emotional connection and enough trust that they could risk sharing their problem. And once they share a problem, they go from suspect to prospect." – MIKE

"The best salespeople I've known over the last 40 years rarely have to close because their EQ, their emotional intelligence, is so high, and they're willing to help the buyer buy rather than try and "sell" them something, and people love to buy. Human beings hate to feel sold to, but they love to buy. So, the very best salespeople rarely must close because they're so good at facilitating the buying. So smart companies, when they hire new salespeople, they don't teach them about the product; they teach them how their customers use the product." – MIKE

Connect with Mike Bosworth:

• LinkedIn: https://www.linkedin.com/in/mikebosworth/
• Story Seekers: https://www.storyseekers.us/
• We Concile: https://weconcile.com/

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: 

• Twitter:https://twitter.com/oneofakindsales
• Facebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/
• Website:https://oneofakindsales.com
• Phone: 908-879-2911 
• LinkedIn: https://www.linkedin.com/in/ncalabrese/
• Email: leads@oneofakindsales.com