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Michael Pedone, founder of SalesBuzz
Anil Somaney, VP of Business
Development at InsideSales.com
CALL RELUCTANCE:
3 STEPS ...
Michael Pedone
Founder
Salesbuzz.com
linkedin.com/in/michaelpedone
@MichaelPedone
Today’s Speakers
Anil Somaney
VP Busines...
THANKS
FOR JOINING US LIVE!
HOW THIS WILL WORK
• This webinar will last about an hour
• Type in your questions in the Q&A box as you think of them
• W...
ABOUT ME
Anil Somaney is a seasoned executive with the
ability to leverage his analytical &
operational disciplines to tra...
ABOUT MICHAEL PEDONE
• Tell us a fun fact
• What is your role
• Where you gained your
experience
• What makes you an exper...
IF YOU’RE READY
GIVE US A THUMBS UP.
WHAT TO
EXPECT
What Causes “Call Reluctance”
How to Overcome it
How to Avoid it From Happening In
the Future
CALL RELUCTANCE | Michael Pedone
POLL 1:
CALL RELUCTANCE | Michael Pedone
The Negative Effectives
Of Call Reluctance Are…
CALL RELUCTANCE | Michael Pedone
SO…
WHAT CAUSES “CALL RELUCTANCE”
LIST Fear
LIST Fear
Rejection
CALL RELUCTANCE | Michael Pedone
TWO BIGGEST REASONS FOR
CALL RELUCTANCE ARE FEAR
AND REJECTION
WHAT
CAUSES
FEAR?
____________________________
____________________________
____________________________
WHAT
CAUSES
REJECTION?
____________________________
____________________________
____________________________
CALL RELUCTANCE | Michael Pedone
So How Do We SOLVE
These Two Factors?
CALL RELUCTANCE | Michael Pedone
CURING YOUR FEAR
CALL RELUCTANCE | Michael Pedone
Cure Your Fear by Knowing Your:
Sales Objective
CALL RELUCTANCE | Michael Pedone
Your Sales Objective is to Help!
CALL RELUCTANCE | Michael Pedone
How Do We Drastically
REDUCE REJECTION?
CALL RELUCTANCE | Michael Pedone
By Fixing What’s Broke
CALL RELUCTANCE | Michael Pedone
Your Sales Process is What’s Broke
CALL RELUCTANCE | Michael Pedone
THE FINAL PIECE TO ELIMINATING CALL
RELUCTANCE IS TO
ROLE-PLAY
3-STEPS TO
OVERCOME CALL
RELUCTANCE
Make Sales Calls with the Intent
to HELP Your Prospects
Fix Your Broken Sales Process
...
CONFIDENCE IS KING…
VS
POLL QUESTION
• Are you using any type of predictive analytics to know who
to call or when to call?
NOT ALL DIALS ARE EQUAL
TECHNOLOGY
VS
LOCAL
PRESENCE
GAMIFICATION
• Increase individual rep motivation
• Add Visibility Into Performance
• Recognize Top Performers
TRAINING
PRODUCT SALES SKILLS CAREER PATHING
• Product features &
functionality
• Only go as deep as the
role
• Be able to...
TODAYS WEBINAR RECORDING
• Tomorrow we will email you a link to today’s recorded
webinar. Feel free to share it with your ...
QUESTIONS &
ANSWERS
USE THE Q&A BOX NOW.
Michael Pedone
Founder
Salesbuzz.com
linkedin.com/in/michaelpedone
@MichaelPedone
Today’s Speakers
Anil Somaney
VP Busines...
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone
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Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 1 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 2 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 3 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 4 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 5 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 6 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 7 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 8 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 9 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 10 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 11 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 12 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 13 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 14 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 15 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 16 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 17 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 18 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 19 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 20 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 21 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 22 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 23 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 24 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 25 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 26 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 27 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 28 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 29 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 30 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 31 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 32 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 33 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 34 Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone Slide 35
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Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone

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Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com

Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence.

In this webinar you’ll learn:

• What causes call reluctance
• 3 steps to overcome your fear of rejection
• How to make sure it never comes back

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Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone

  1. 1. Michael Pedone, founder of SalesBuzz Anil Somaney, VP of Business Development at InsideSales.com CALL RELUCTANCE: 3 STEPS TO OVERCOME YOUR FEAR OF REJECTION WHEN SELLING BY PHONE
  2. 2. Michael Pedone Founder Salesbuzz.com linkedin.com/in/michaelpedone @MichaelPedone Today’s Speakers Anil Somaney VP Business Development InsideSales.com linkedin.com/in/anilsomaney
  3. 3. THANKS FOR JOINING US LIVE!
  4. 4. HOW THIS WILL WORK • This webinar will last about an hour • Type in your questions in the Q&A box as you think of them • Write down some action items • This is being recorded… I’ll tell you how to access the recording at the end • Refresh your browser if you experience any issues
  5. 5. ABOUT ME Anil Somaney is a seasoned executive with the ability to leverage his analytical & operational disciplines to transform a business. Anil has spent most of his career at AT&T where he held multiple roles across Sales, Sales Operations, and Finance. Currently, he is the Vice President of Business Development at InsideSales.com and serves as a product advisory board member at SalesHood. Anil, his wife Jennifer, and their 7 year old son reside in Allen, Texas. Anil Somaney VP Business Development InsideSales.com linkedin.com/in/anilsomaney
  6. 6. ABOUT MICHAEL PEDONE • Tell us a fun fact • What is your role • Where you gained your experience • What makes you an expert • Where people can find your content Michael Pedone Founder Salesbuzz.com linkedin.com/in/michaelpedone @MichaelPedone
  7. 7. IF YOU’RE READY GIVE US A THUMBS UP.
  8. 8. WHAT TO EXPECT What Causes “Call Reluctance” How to Overcome it How to Avoid it From Happening In the Future
  9. 9. CALL RELUCTANCE | Michael Pedone POLL 1:
  10. 10. CALL RELUCTANCE | Michael Pedone The Negative Effectives Of Call Reluctance Are…
  11. 11. CALL RELUCTANCE | Michael Pedone SO… WHAT CAUSES “CALL RELUCTANCE”
  12. 12. LIST Fear
  13. 13. LIST Fear Rejection
  14. 14. CALL RELUCTANCE | Michael Pedone TWO BIGGEST REASONS FOR CALL RELUCTANCE ARE FEAR AND REJECTION
  15. 15. WHAT CAUSES FEAR? ____________________________ ____________________________ ____________________________
  16. 16. WHAT CAUSES REJECTION? ____________________________ ____________________________ ____________________________
  17. 17. CALL RELUCTANCE | Michael Pedone So How Do We SOLVE These Two Factors?
  18. 18. CALL RELUCTANCE | Michael Pedone CURING YOUR FEAR
  19. 19. CALL RELUCTANCE | Michael Pedone Cure Your Fear by Knowing Your: Sales Objective
  20. 20. CALL RELUCTANCE | Michael Pedone Your Sales Objective is to Help!
  21. 21. CALL RELUCTANCE | Michael Pedone How Do We Drastically REDUCE REJECTION?
  22. 22. CALL RELUCTANCE | Michael Pedone By Fixing What’s Broke
  23. 23. CALL RELUCTANCE | Michael Pedone Your Sales Process is What’s Broke
  24. 24. CALL RELUCTANCE | Michael Pedone THE FINAL PIECE TO ELIMINATING CALL RELUCTANCE IS TO ROLE-PLAY
  25. 25. 3-STEPS TO OVERCOME CALL RELUCTANCE Make Sales Calls with the Intent to HELP Your Prospects Fix Your Broken Sales Process Role-Play
  26. 26. CONFIDENCE IS KING… VS
  27. 27. POLL QUESTION • Are you using any type of predictive analytics to know who to call or when to call?
  28. 28. NOT ALL DIALS ARE EQUAL
  29. 29. TECHNOLOGY VS LOCAL PRESENCE
  30. 30. GAMIFICATION • Increase individual rep motivation • Add Visibility Into Performance • Recognize Top Performers
  31. 31. TRAINING PRODUCT SALES SKILLS CAREER PATHING • Product features & functionality • Only go as deep as the role • Be able to understand application to customers • Ability to articulate benefits from using the tool themselves • Deep understanding of the sales motions • Be able to reference case studies, proof points, etc. • Reinforced through sales peers • Quarterly career planning discussions • Clear expectations for advancement • Coaching behind targeted skills OPERATIONAL • Daily targeted coaching behind published KPI’s • Remote call monitoring with feedback weekly (4/rep/month) • Coach behind trends (don’t play Whack a Mole)
  32. 32. TODAYS WEBINAR RECORDING • Tomorrow we will email you a link to today’s recorded webinar. Feel free to share it with your colleagues. • Take advantage of the resources available for download
  33. 33. QUESTIONS & ANSWERS USE THE Q&A BOX NOW.
  34. 34. Michael Pedone Founder Salesbuzz.com linkedin.com/in/michaelpedone @MichaelPedone Today’s Speakers Anil Somaney VP Business Development InsideSales.com linkedin.com/in/anilsomaney
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Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence. In this webinar you’ll learn: • What causes call reluctance • 3 steps to overcome your fear of rejection • How to make sure it never comes back

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