Sales Call Reluctance Archives - Business RadioX ®

North Fulton Business Radio

The Four Pillars of Sales, with Gerry Savage, Four Pillars Consulting Group

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The Four Pillars of Sales, with Gerry Savage, Four Pillars Consulting Group (North Fulton Business Radio, Episode 273)

Gerry Savage had seemingly taken every sales course and sales training class out there. He still wasn’t satisfied, so he wrote the book himself, you might say. Gerry joined host John Ray to discuss his book, The Four Pillars of Sales, and the sales consulting work he does for individuals and companies. “North Fulton Business Radio” is produced virtually by the North Fulton studio of Business RadioX® in Alpharetta.

Gerry Savage, Four Pillars Consulting Group

Gerry Savage began his sales career over three decades ago in 1985 after serving on active duty in the United States Marines. In 1991 he entered the field of total joint replacement, winning five President Club awards with Zimmer Orthopedics between 1995 and 2003. Gerry went on to become a distributor for Biomet Orthopedics and then eventually served as a Reginal Director for Conformis and Eastern Regional Vice President for MicroPort Orthopedics. Gerry is currently Vice President of Sales for Maxx Orthopedics U.S. He received both his undergraduate and graduate degrees in business administration from Eastern University in St. Davids, Pennsylvania, where he was also an adjunct professor.

Gerry’s book, The Four Pillars of Sales takes you on a real-life journey that gives you the tools necessary to reach the success you desire. Gerry eloquently weaves in his 34 years of sales experience into a unique sales process that identifies your own personality style and that of your customer. You will find yourself communicating effectively with your customers in a natural non-threatening way that finally allows you to build long-lasting relationships.

When not traveling and pursuing his next opportunity to grow business, Gerry looks forward to spending time in Maine with family and friends, writing with his trusted Cavalier King Charles Spaniel, Brady, by his side, or at the barn riding horses. An avid equestrian, his love for horses was passed down from his grandfather and father. He has competed in the hunter ring over fences as an equestrian throughout central Pennsylvania, where he has lived for the last twelve years with his family.

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Questions/Topics Discussed in this Show

How did you get where you are today?
What motivated you to write a book on sales?
Why the four pillars of sales?
How are you different from all the other consultants and programs out there?
Why is your personality assessment such a bit part of the book?
What is call reluctance and is it an issue?
What advice would you give someone who is new to sales and to those who are experienced?
What changes have you seen to sales processes amidst Covid-19 ?

North Fulton Business Radio” is hosted by John Ray and produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, iHeart Radio, Stitcher, TuneIn, and others.

Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has grown to become one of the Southeast’s strongest financial institutions with over $13 billion in assets and more than 190 banking, lending, wealth management and financial services offices in Mississippi, Alabama, Tennessee, Georgia and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.

Ger

Phoenix Business Radio

RHINO NATION ACN Regional Vice President Wendee Saunders and Exceptional Sales Performance Coach Connie Kadansky

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RHINO NATION ACN Regional Vice President Wendee Saunders and Exceptional Sales Performance Coach Connie Kadansky

ACN began as a reseller of long distance services in the U.S., and within their first five years in business, ACN ranked 22nd in Inc. magazine’s list of fastest-growing companies in North America.

Founded in 1993, ACN was the vision of four entrepreneurs – Greg Provenzano, Robert Stevanovski, Tony Cupisz and Mike Cupisz. They had countless years of direct sales experience between them, but were dissatisfied with other companies and job opportunities they had encountered. They realized that the only way to find a company they wanted to be a part of was to create that company.

So with a yellow legal pad in front of them, they formulated a business plan. On one side of the page they wrote down everything that they knew worked well, and on the other side everything that didn’t. They ripped the page in half and only kept the side that contained what would become the governing principles behind ACN – integrity, solid business practices, and a commitment to always putting the needs of the masses above the needs of themselves. And those are the same principles that drive the company today, over two decades later.

For over 25 years now Wendee Saunders has been celebrating a woman’s right to success and independence. Whether through her business, career, family or personal relationships. As a Mom she is committed to inspiring her kids to grow and become their highest potential and live a full, happy, purposeful life by being an example of what’s possible. As a business woman she is committed to bringing constant value to her clients and business partners, both economically and socially developing rewarding relationships along the way. All of this requires Wendee to be in a constant state of growth to appreciate all people and learning, to live in a state of abundance to attract wealth, greater opportunities and to inspire others to do the same.

Wendee is blessed to be in a business where she can continuously shoot for the stars, where they have a network of individuals that hold them to account, and that through the personal growth she is pushed towards each day, she can be an example for many.

Connect with Wendy on Twitter, Instagram and Facebook.

Connie Kadansky works with sales organizations where the activity management of the sales force is the highest priority. Organizations that want to make sure their salespeople are engaged in the right activities, i.e., getting in front of customers and selling their products. When salespeople are not focused on their daily key performance indicators, there are many different reasons. One reason which is often ignored and devilishly costly – Sales Call Reluctance, the emotional hesitation to prospect and self-promote.

Connie administers the only assessment on the market that measures the 12 types of Sales Call Reluctance, along with the motivation and goal orientation of the sales person. Proper diagnosis is key prior to any prescriptive measures. Once diagnosed, Connie consults/advises on getting the results. She has been working with diverse sales teams for 20 years.

Connie Kadansky is an exceptional sales coach and trainer who shares with clients how to increase sales and revenue generating bandwidth. She has discovered the art of developing and maintaining a sales process that works. Connie has a passion for helping clients take proactive steps to move the sales conversation forward and make sure the client is served. For the past 20 years, Connie has been licensed by Behavioral Sciences Research Press, Dallas, Texas, the world-renowned behavioral scientists who address Sales Call Reluctance, the emotional hesitation to prospect and self-promote. She has consulted with more than 1800 clients across the globe and has coached and/or trained clients in the financial services, insurance, real estate, banking, pharmaceutical, software, medical device, medical malpractice and microbiological culture media manufacturing.

Connie is particularly gifted in helping sales managers empower their teams to reach their goals. Interviewed by the Wall Street Journal, Bloomberg Business, Investor’s Business Daily, and Inc. Magazine, Connie shared insightful thoughts on topics that cover demonstrating increased productivity, creating a positive mindset, leveraging practical execution, overcoming limiting beliefs, and restarting a stalled career. She authored articles for Horsesmouth, Forbes and Salesforce.com. She is a certified Conversational IntelligenceTM coach and is certified through the International Coach Federation (ICF). Connie facilitates Roadmap to RevenueTM weekly on-line, on-camera mastermind groups. Clients benefit from the rhythm of accountability and productivity.

Connect with Connie on LinkedIn, Twitter and Facebook.

ABOUT RHINO NATION

Rhino Nation is a growing community of influential entrepreneurs and small business owners that share a common trait, they don’t walk, they don’t run, they CHARGE to their destiny. We acknowledge and celebrate their business expertise, leadership and fearless attitude to be victorious in their goals. Rhino Nation is committed to making powerful connections and providing enhanced exposure to broaden the reach and promote the extraordinary talents of our community members.

ABOUT YOUR SPONSOR

Rhino Online Strategies & eCreativity helps you free up your precious and limited time as a business owner, to do what you do best….running and growing your business. Michelle Faust and her partner, Jacob Fann, work with you to identify your content and marketing needs and provide you with fresh, innovative, dynamic copy that will effectively reach your target market, leading to increased customer engagement, a higher conversion rate, and increased sales.

Great content becomes the seeds of a bountiful business harvest, so you can cultivate and grow your business. We take the time to personally understand you and your company’s purpose, so your marketing message reflects who you are and speaks directly to your target market. For good content to be truly effective you need it to reach your ideal audience. A great strategic marketing plan includes the ability to target selectively and capture those targets for increased engagement which results in greater revenue generation. We’ll partner with you to develop powerful messaging strategies that work.

Michelle has an extensive background in sales, marketing and public speaking, primarily in the pharmaceutical industry. When she left her corporate career, she shifted into the entrepreneurial world, combining her experience, talents and passions to reinvent herself. As a marketer and content writer, Michelle thrives on discovering what motivates people into action and what their key emotional triggers are. Michelle and her team create powerful and targeted messaging that improve conversion rates and increase sales. Michelle loves to connect people through the power and beauty of the written word. Her passion is helping people create a road-map to success, so they can fulfill their dreams and live their destiny.

For more about Rhino Online Strategies & eCreativity find them at www.rhinostrategy.com, on Facebook and LinkedIn.

Jacob Fann is the CEO and Founder of Fanntastic Media, which has elevated over 90 businesses to a greater level of success. Gross revenues from his combined clients total over 32 million and that number continues to grow with his customized marketing strategies. He specializes in social media marketing; creating powerful brand presence, capturing new customers and finding untapped markets by optimizing target marketing and social media algorithms that results in higher conversion rates and increased sales.

Jacob first spread his entrepreneurial wings when he set up a lemonade stand in front of his home close to a popular hiking trail. Location, demand and an inherent business savviness netted him enough money to solidify his desire to be a future business owner and master of his own destiny. In 1963 Jacob’s grandfather Floyd and uncle Don founded Fann Toyota. The Fann legacy holds tradition for respected ethical practice, trust, and valued work. As a 22-year-old college graduate from Northern Arizona University, Jacob founded Fanntastic Media based on those same principles, which he learned first-hand by working in the family business.

After graduation he expanded his business knowledge and experience by getting his real estate license and working as a day trader. Since then he has built up an
impressive list of clients, connections, and relationships doing what he loves; helping people thrive in life and in business.