Hi [[ session.user.profile.firstName ]]

Prioritizing Profitable Prospecting: How to Overcome Sales Call Reluctance

Call Reluctance is the emotional hesitation to prospect. It affects follow through, asking for referrals, asking for the business, recommending a higher-priced option, prospecting upscale clientele, and creating relationships with strategic partners. You will learn:1) Four Steps to Overcome Sales Call Reluctance 2) Four energy blocks that affect prospecting 3) Neurochemistry of Prospecting 4) Techniques to Profitably Prospect


Prospecting, Sales, Networking, Sales Productivity, Sales Calls, Customers
Recorded Feb 21 2018 45 mins
Your place is confirmed,
we'll send you email reminders
Presented by
Connie Kadansky
Presentation preview: Prioritizing Profitable Prospecting:  How to Overcome Sales Call Reluctance

Network with like-minded attendees

  • [[ session.user.profile.displayName ]]
    Add a photo
    • [[ session.user.profile.displayName ]]
    • [[ session.user.profile.jobTitle ]]
    • [[ session.user.profile.companyName ]]
    • [[ userProfileTemplateHelper.getLocation(session.user.profile) ]]
  • [[ card.displayName ]]
    • [[ card.displayName ]]
    • [[ card.jobTitle ]]
    • [[ card.companyName ]]
    • [[ userProfileTemplateHelper.getLocation(card) ]]
  • Channel
  • Channel profile
  • What Every Sales Pro Needs to Know About AI Aug 22 2018 6:00 pm UTC 45 mins
    Deb Calvert with special guest Adam Honig
    Have a love/hate relationship with your CRM? Prospecting frustrations? Never enough time? Then you’re gonna love using AI in your selling. Join Spiro CEO Adam Honig and Deb Calvert to learn how AI is the ultimate sales hack that can make YOU a sales machine!

    Attend this webinar to learn how selling with AI can make your job more fun, easier, and more rewarding. You'll discover how AI:

    - Provides faster and better business insights
    - Creates reminders and updates for you and your team
    - Identifies contacts for you
    - Gives early alerts about problems in your pipeline
    - Reduces data entry

    Register today to learn about the future of selling, because the future is now!
  • Sales Legends Series - An Interview with Tom Ziglar Aug 16 2018 8:00 pm UTC 45 mins
    Deb Calvert with special guest Tom Ziglar
    Join Deb Calvert as she interviews Tom Ziglar. Tom has had the rare privilege of spending his entire life surrounded by world-class leaders, innovators, and motivators. Family dinner included the presence of the world’s TOP motivator, his father, Zig Ziglar. As a result, Tom’s arsenal of experience and information is absolutely unparalleled.

    As CEO of Ziglar, Inc., Tom Ziglar carries on the Ziglar philosophy: “You can have everything in life you want if you will just help enough other people get what they want.”
  • The Best Sales Managers Do These Four Things Jul 24 2018 5:00 pm UTC 45 mins
    Kevin F. Davis, President of Topline & Tom Gundrum, Director of Training
    Month after month it’s the same pattern. A rep (or two) misses quota. You sit down for a 1-on-1 to discuss results and goals, to motivate the rep to sell more! Yet nothing changes. Results remain stagnant or perhaps even get worse. Your CEO is demanding growth, so now what?
    In this webinar, TopLine Leadership’s Kevin F. Davis and Tom Gundrum will show you how to improve results for your sales team by:

    1.Replacing your sales instincts with new leadership thinking
    2.Raising the performance bar with standards that drive better accountability
    3.Becoming a proactive sales coach
    4.Refocusing your sales coaching for revenue growth
  • Get on Board with Your Buyers’ Journey Jul 24 2018 3:00 pm UTC 45 mins
    Janice Mars, Principal and Founder w/special guests Lynn Hidy and Lisa Dennis
    Stop chasing and start really participating in your buyers’ journey from a panel of experts in direct sales, indirect sales and marketing. Learn buyer-centric approaches that drive deeper and wider engagement across your most valuable and wish-list accounts that will result in greater relationships, reputation and revenue.
  • How to Unlock Amazing Sales Results by Improving Your Social Evidence Jul 9 2018 7:00 pm UTC 45 mins
    Paul Watts CSP CSL
    Are You Looking for…Higher Quality Leads / Referrals, More Motivated Customers, Increased Deal Velocity or Improved Close Ratios? Then, You should consider how your Social Evidence is working for You or not. This webinar will explore the power of Social Evidence and how to leverage it for your business.
  • The Power of Discovery for Increasing Win Rates Jun 14 2018 5:00 pm UTC 45 mins
    Mike Kunkle, VP, Sales Transformation Services
    What’s the single best thing to improve your win-rates? The answer is better discovery.

    In this webinar, Mike Kunkle shares a framework that will enable your sales force to understand your customers better than ever before, to build a compelling case for change and deliver what our buyers value.
  • Value Prop Clinic - Fixing a Broken Message Jun 13 2018 3:00 pm UTC 45 mins
    Lisa Dennis
    See LIVE how to transform a mediocre value prop into one that will get buyers’ attention. Too often marketing has one version, and sales must generate their own that is conversation-relevant. Result: a confusing and fractured message. See the BEFORE, DURING and AFTER of a real value prop transformation.
  • Fireside Chat Series - Sales Management: How to Execute with Excellence Jun 8 2018 4:00 pm UTC 45 mins
    Steven Rosen with special guest Tibor Shanto
    Join sales management expert Steven Rosen and his guest sales expert Tibor Shanto for a no holds barred fire side chat sharing their insights on the most challenging issues facing sales managers today.

    No powperpoint, no videos, just open and frank discussion.

    Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.
  • 3 Crucial Sales Manager Competencies Jun 7 2018 9:00 pm UTC 45 mins
    Carole Mahoney, Sales Change Agent & Coach
    There are a lot of demands on a sales manager, but only 3 areas where a sales manager should be spending 75% of their time. In this session you will learn which 3 competencies are crucial, what is involved in each, and how they impact the team.
  • The Building Blocks of an Effective Sales Enablement Function Jun 7 2018 5:00 pm UTC 45 mins
    Mike Kunkle, VP, Sales Transformation Services
    Whether you’re establishing a new sales enablement function or upgrading your current approach, join sales enablement expert Mike Kunkle for this webinar to hear:
    How sales enablement should be defined
    The foundational building blocks that will lead to success
    Services to consider offering
    How to perpetuate success with systems thinking
  • Sales Success Mistakes Survival – How often are mistakes fatal? Jun 6 2018 9:00 pm UTC 45 mins
    Debbie Mrazek
    Mistakes are a natural part of business and yet we don’t always deal with them very well. Please join us to:
    Get more comfortable with mistakes
    How to move past them
    How to learn from them
    …..and be even more successful in sales because of them.
  • Nailing Your Forecast - Assuring Accuracy and Avoiding Mistakes Jun 6 2018 5:00 pm UTC 45 mins
    Michael Griego, International Sales Thought Leader, Consultant, Trainer, Coach, Speaker and Author
    Want to solve the mystery of Sales Forecasting? It's actually not a secret. There are major keys that Sales Leaders and Salespeople miss in all the weekly/monthly sales commotion. We'll lock down on best-practices and ways to assure forecasting accuracy and avoid common errors and misconceptions. Let's nail your forecast!
  • Quickly and Confidently Connect with Prospects with these Acting Tips Jun 5 2018 5:00 pm UTC 45 mins
    Julie Hansen, Founder, Performance Sales and Training- Keynote Speaker
    When you have one chance with a prospect, how do you quickly establish the connection necessary to move the call forward? In this session you’ll learn how professional actors quickly connect with scene partners and confidently engage audiences - and how to apply those skills for more successful sales calls!
  • Sales Legends Series - An Interview with Mike Bosworth Jun 4 2018 9:00 pm UTC 45 mins
    Deb Calvert with special guest Mike Bosworth
    Mike Bosworth has been a thought leader within the field of sales and marketing over the last several decades. He is an author, speaker, entrepreneur, story seeker and sales philosopher.
    Bosworth is the best-selling author of Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993) co-author of Customer Centric Selling (McGraw-Hill, 2003) and co-author of What Great Salespeople Do: The Science of Selling Through Emotional Connection and The Power of Story (McGraw-Hill, 2012).
  • Are you too nice to close the deal? May 23 2018 4:00 pm UTC 45 mins
    Connie Kadansky, Sales Call Reluctance Coach
    You cannot depend on relationship-building skills alone to make the sale for you! Relationships are important, but buyers primarily want you to fulfill their needs and solve their problems. Customers do not take action unless they are challenged to take action. Learn how to avoid the amygdala hijack and how to overcome yielder Call Reluctance and close the sale.
  • Sales Legends Series - An Interview with Gerhard Gschwandtner May 22 2018 7:00 pm UTC 45 mins
    Deb Calvert with special guest Gerhard Gschwandtner
    Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied the lives of hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.
  • A Plan to Grow New Business with a Big Customer May 22 2018 4:00 pm UTC 45 mins
    Barbara Weaver Smith, CEO, The Whale Hunters
    Your best business is new business with your current large accounts. As the CEO or chief sales officer of a $5m to $250m company, how do you deploy your sales resources to make that happen systematically? You need a carefully crafted plan! Tune in to learn more.
  • Fireside Chat Series - Sales Management: Coaching Difficult Sales People Recorded: May 11 2018 49 mins
    Steven Rosen and Kevin Davis
    Sales management expert Steven Rosen is hosting a fireside chat with fellow sales management expert Kevin Davis. Steven and Kevin will have a no holds barred chat sharing their insights on the most challenging issues facing sales managers today.

    No powperpoint, no videos, just open and frank discussion.

    Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.
  • YOUR NEW BIZ DEV STRATEGY: Stop Endlessly Prospecting Recorded: May 11 2018 35 mins
    Shawn Karol Sandy
    For Account Executives, Business Owners, or Service Providers, prospecting, and new business development often falls to the bottom of the priorities pile. Current customers are more urgent with more immediate rewards. Endless prospecting is difficult to sustain and produces nominal results. This session delivers a NEW BIZ DEV strategy – a new concept with increased results.
  • Building a Sales Playbook that Salespeople Will Really Use Recorded: May 10 2018 46 mins
    Michael Griego
    Trying to get your sales team to be on the same page? Locking down on optimized sales actions and best-practices? Want to build a Sales Playbook beyond paper documentation? We'll show how to lock down right-practices and roll it out to your salespeople in a way that they'll REALLY use.
We're working together to bring ideas and info to the sales community
New and on-demand content from dozens of global sales authors, speakers, researchers, coaches, trainers & thought leaders. If it's about selling, sales management or sales productivity, this channel is where you'll find it!

Embed in website or blog

Successfully added emails: 0
Remove all
  • Title: Prioritizing Profitable Prospecting: How to Overcome Sales Call Reluctance
  • Live at: Feb 21 2018 5:00 pm
  • Presented by: Connie Kadansky
  • From:
Your email has been sent.
or close