My special guest this week is Deb Calvert, President and Founder of People First Productivity Solutions. Deb is a Keynote Speaker, Top 50 Sales Influencer, UC Berkeley Instructor, and author of the DISCOVER Questions® bestselling book series. Deb has worked as a sales productivity specialist and sales researcher since 2000. Prior to founding PFPS in 2006, Deb was a Corporate Training Director for a Fortune 500 Media Company. Deb’s early career included a variety of inside, outside and major account sales positions.
Separate yourself from your competition with an amazing connecting experience.
Deb helps companies to boost productivity through people development. This work includes Sales Training, Team Effectiveness Consulting, and Leadership Program Design. Deb is a Certified Master of The Leadership Challenge® and a Certified Executive Coach. Additionally, Deb is a Certified Practitioner with the Myers Briggs Type Indicator (MBTI) and other assessment tools. Deb’s unique mix of senior-level Sales, Human Resources, and Operations experience gives her a unique perspective in understanding the challenges faced by companies and senior leaders.
In the Age of Empowered Buyers, it's becoming increasingly difficult to get quality time with a prospect. Research with buyers gives us important clues about how we can positively differentiate ourselves and earn buyer trust and time. Deb will give you some field-tested strategies and tactics for connecting with prospects in more meaningful and effective ways.
Today you will learn:
- What economists say is the most important differentiator today
- What is value creation?
- The simplest way to create value for your buyers and differentiate yourself
- The Top 7 things buyers want to do in their first meeting with you… And where sellers miss the mark
- How to “flip the script” and be more effective than you are today
Would you like to receive the first chapter of Deb’s book, DISCOVER Questions, Get You Connected? Email Deb at deb.calvert (at) peoplefirstps (dot) com
Want to connect with Deb?
deb.calvert (at) peoplefirstps (dot) com
Skype Handle: PeopleFirstPS
Twitter Handle: PeopleFirstPS
Book on Amazon: http://amzn.to/29ww5xI
This week’s Prospecting Gold Nugget: “What was, is not what is. Things change. Don’t ever rule out any prospect forever. Their needs will change.” ~ Deb Calvert
This week’s Sales Quote: “A goal is a dream with a deadline.” ~ Napoleon Hill
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