Podcasts about people first productivity solutions

Is there such a thing as a bad question? Asking questions is essential at work, and knowing how to ask better questions can help improve conversations with your team members.While it may sound like an easy concept, asking better questions is a craft that takes time and effort to master. Today's guest is Deb Calvert. Deb is the author of DISCOVER Questions® for Connections, Clarity & Control, and two previous bestsellers. As the founder of People First Leadership Academy and president of People First Productivity Solutions, Deb's work focuses on leadership development and team effectiveness. She's a Certified Master of The Leadership Challenge® and a certified executive coach. Deb was named one of the "65 Most Influential Women in Business" and was formerly an HR Director with a Fortune 500 company. In addition, Deb's research and methodologies have been published globally in academic journals.In this episode, Deb and I talk about the art of asking better questions. She shares the eight types of questions we should be asking, what happens when we ask sub-optimal questions, and provides alternatives to some common questions managers ask that really aren't helpful. Join the conversation now!Get FREE mini-sketchnotes with the big idea from the week's episode delivered to your inbox when you subscribe to my weekly email.Conversation Topics(00:00) Intro(01:57) The problem with asking poorly-crafted questions(03:24) What a sub-optimal question looks like(06:29) 8 types of questions that managers should be asking(18:10) A better alternative to a why question(21:19) Alternatives to some common questions managers ask that aren't helpful(27:57) A great manager Deb has worked with(29:21) Keep up with Deb(31:03) [Extended Episode Only] Benefits of asking good questions and why you should put more thought into it(34:55) [Extended Episode Only] How managers can help team members ask better questions(36:48) [Extended Episode Only] How to encourage people to step out of their comfort zone and ask questions(40:00) [Extended Episode Only] The best model for presenting information and asking questions to accommodate different personality typesAdditional Resources:- Get the extended episode by Joining The Modern Manager Podcast+ Community for just $15 per month- Read the full transcript here- Read the related blog article here- Follow me on Instagram here - Visit my website for more hereKeep up with Deb Calvert:- Follow Deb on LinkedIn here- Check out her company's website here- Learn more about her training programs and courses here- Grab a copy of Deb's book hereGuest Bonus: Discounted 3-Part Masterclass and Signed BookMembers can get an autographed copy of DISCOVER Questions® for Connections, Clarity & Control and access to a 3-part masterclass series to amp up your conversational skills for a total of $35. This is a savings of almost $100 compared to their individual list prices!Get all of these guest bonuses and many other member benefits when you join The Modern Manager Podcast+ Community.---------------------The Modern Manager is a leadership podcast for rockstar managers who want to create a working environment where people thrive, and great work gets done.Follow The Modern Manager on your favorite podcast platform so you won't miss an episode!

DISCOVER Questions® for Connections, Clarity & Control: The 10th Anniversary Edition by Deb Calvert About the Book: Field research, interviews, and practical application + updates for communicating effectively in these turbulent times. DISCOVER Questions® is a framework to make your questions more purposeful.  This is the book that will help you appreciate questions, be more deliberate in what you ask and how you ask it, and prepare you for dealing with various conversational barriers like information overload, multitasking, ambiguity, mistrust, unconscious biases, and more Deb Calvert's 2013 bestseller, DISCOVER Questions® Get You Connected: For Professional Sellers, introduced this framework and revolutionized how we think about questions.  This 10th Anniversary Edition is packed with new research, examples from a wide variety of fields, and complementary competencies for communication effectiveness in any situation or setting.  Now DISCOVER Questions® isn't just for sellers anymore! About the Author: As the founder of People First Leadership Academy and president of People First Productivity Solutions, Deb's work focuses on leadership development and team effectiveness.  Deb's background as an HR Director with a Fortune 500 company along with her diverse experience in Sales and Operations uniquely equips her to work across a variety of industries and functions.  She was named one of the "65 Most Influential Women in Business" and her field research spans 25 years, 20 nations, and thousands of buyers and sellers. And, interesting fact - her husband is the heir to the Calvert Whiskey fortune! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/discover-questions-deb-calvert

In this podcast episode, Dr. Jonathan H. Westover talks with Deb Calvert about encouraging and supporting leadership at every level of the organization. Deb Calvert (https://www.linkedin.com/in/debcalvertpeoplefirst/), president of People First Productivity Solutions and founder of People First Leadership Academy, is an ICF-Certified Executive Coach and Certified Master of The Leadership Challenge®. Previously, Deb was an HR Director with a Fortune 500 company. She works with clients to build organizational effectiveness by developing leaders, improving team cohesiveness, and strengthening soft skills. Deb has been recognized as “One of the 65 Most Influential Women in Business” by Treeline.  Check out all of the podcasts in the HCI Podcast Network! Check out the ⁠HCI Academy⁠: Courses, Micro-Credentials, and Certificates to Upskill and Reskill for the Future of Work! Check out the LinkedIn ⁠Alchemizing Human Capital⁠ Newsletter. Check out Dr. Westover's book, ⁠The Future Leader⁠. Check out Dr. Westover's book, ⁠'Bluer than Indigo' Leadership⁠. Check out Dr. Westover's book, ⁠The Alchemy of Truly Remarkable Leadership⁠. Check out the latest issue of the ⁠Human Capital Leadership magazine⁠. Each HCI Podcast episode (Program, ID No. 627454) has been approved for 0.50 HR (General) recertification credit hours toward aPHR™, aPHRi™, PHR®, PHRca®, SPHR®, GPHR®, PHRi™ and SPHRi™ recertification through HR Certification Institute® (HRCI®). Each HCI Podcast episode (Program ID: 24-DP529) has been approved for 0.50 HR (General) SHRM Professional Development Credits (PDCs) for SHRM-CP and SHRM-SCPHR recertification through SHRM, as part of the knowledge and competency programs related to the SHRM Body of Applied Skills and Knowledge™ (the SHRM BASK™). Human Capital Innovations has been pre-approved by the ATD Certification Institute to offer educational programs that can be used towards initial eligibility and recertification of the Certified Professional in Talent Development (CPTD) and Associate Professional in Talent Development (APTD) credentials. Each HCI Podcast episode qualifies for a maximum of 0.50 points.

Deb Calvert is the President of People First Productivity Solutions and founder of People First Leadership Academy. Previously, she was an HR Director with a Fortune 500 company. She talks about why the elimination of employees' performance reviews is a growing trend and suggests some new ways we can assess employees' performance. Host: Marie-Line Germain, Ph.D Mixing: Kelly Minnis

On this episode of HR Like a Boss we're joined by Deb Calvert! Deb is the president of People First Productivity Solutions and founder of People First Leadership Academy. During her interview, she discusses how to improve employee engagement, why there should be a change in how we evaluate employees, and why developing leadership is so important. About Deb Deb Calvert, president of People First Productivity Solutions and founder of People First Leadership Academy, is an ICF-Certified Executive Coach and Certified Master of The Leadership Challenge®. Previously, Deb was an HR Director with a Fortune 500 company. She works with clients to build organizational effectiveness by developing leaders, improving team cohesiveness, and strengthening soft skills. Deb has been recognized as “One of the 65 Most Influential Women in Business” by Treeline. About HR Like a Boss HR Like a Boss centers around the concept that with the right passion to be and think different, HR and business professionals can do amazingly awesome HR. People who do HR like a boss understand business concepts, what makes people tick, and how to approach HR as more than a compliance or cost center. This podcast builds the foundation for John Bernatovicz's upcoming book, "HR Like a Boss." If you're ready to take your HR career to the next level, this is the podcast for you. Share any comments with bridgette@willory.com. --- Send in a voice message: https://anchor.fm/willory/message

This is episode 1,111 of the Arete Coach Podcast with host Severin Sorensen and guest Deb Calvert. Deb Calvert is an executive coach, speaker, and author out of Kansas City. She is also the Founder and President of People First Productivity Solutions and Academy. Early in her career, Deb worked in the newspaper media industry in marketing and sales. Later she pivoted to sales leadership and coaching, and, most recently to executive leadership and team coaching. During the interview, she shared her simple yet powerful mantra: "Choose Joy."  She explains, "everything is a choice, right? And we can choose our attitude, we can choose our mood, we can choose how we interpret whatever's in front of us. Like everybody, I've had some very big challenges and difficulties in life. And even within those if I can find it somewhere, if I can choose joy, I can weather those storms a lot better." Deb has received a variety of honors and awards: Most Influential Women in Sales Award by Sales Hacker 2018, Most Innovated Sales Blogger Finalist II Commerciale 2018, Best Sales Books of All Time appearing on CNN, Forbes, and Inc., and a variety of other awards focusing on sales and marketing. Deb is also an avid writer with several publications such as “Dealing with the Infobesity Epidemic”, “No More Miserable Meetings”, “The Ultimate Guide to Soft Skills for Managers”, “Promoted! Now What? A Primer for First-Time Sales Managers”, and a variety of others. In the interview, we explore Deb's background, careers, coaching lessons, and several of her favorite coaching questions stems such as 'tell me more,' and others from her book on questions called DISCOVER. This interview is insightful, humorous, engaging, and a delight to listen to, as Deb is such a wonderful coach and human being. She knows who she is, and what she wants to accomplish. More on the topic is available at AreteCoach.io. The Arete Coach Podcast seeks to explore the art and science of executive coaching. You can find out more about this podcast at aretecoach.io. This episode was produced on 9 January 2022. Copyright © 2023 by Arete Coach™ LLC. All rights reserved.

In episode 79, Coffey talks with Deb Calvert about improving succession planning to identify and prepare future leaders.They discuss the problems with the 9-box model for succession planning; the challenge of objectively measuring potential; the risk of developing and losing talent;  how to improve the 9-box model; and effective ways to communicate succession planning to employees.  Read more about Deb's take on this topic at https://peoplefirstps.medium.com/behind-the-scenes-how-a-9-box-talent-review-model-may-hurt-you-professionally-9c4d113f05bd.Good Morning, HR is brought to you by Imperative—premium background checks with fast and friendly service. For more information about our commitment to quality and excellent customer service, visit us at https://imperativeinfo.com. If you are an HRCI or SHRM-certified professional, this episode of Good Morning, HR has been pre-approved for half a recertification credit. To obtain the recertification information for this episode, visit https://goodmorninghr.com. About our Guest:Deb Calvert, president of People First Productivity Solutions and founder of People First Leadership Academy, is an ICF-Certified Executive Coach and Certified Master of The Leadership Challenge®. Previously, Deb was an HR Director with a Fortune 500 company. She works with clients to build organizational effectiveness by developing leaders, improving team cohesiveness, and strengthening soft skills. Deb has been recognized as “One of the 65 Most Influential Women in Business” by Treeline.Deb Calvert can be reached at https://www.peoplefirstps.com https://www.linkedin.com/company/people-first-productivity-solutions https://www.facebook.com/PeopleFirstPS/ About Mike Coffey:Mike Coffey is an entrepreneur, human resources professional, licensed private investigator, and HR consultant.In 1999, he founded Imperative, a background investigations firm helping risk-averse companies make well-informed decisions about the people they involve in their business.Today, Imperative serves hundreds of businesses across the US and, through its PFC Caregiver & Household Screening brand, many more private estates, family offices, and personal service agencies.Mike has been recognized as an Entrepreneur of Excellence and has twice been named HR Professional of the Year. Additionally, Imperative has been named the Texas Association of Business' small business of the year and is accredited by the Professional Background Screening Association. Mike is a member of the Fort Worth chapter of the Entrepreneurs' Organization and volunteers with the SHRM Texas State Council.Mike maintains his certification as a Senior Professional in Human Resources (SPHR) through the HR Certification Institute. He is also a SHRM Senior Certified Professional (SHRM-SCP).Mike lives in Fort Worth with his very patient wife. He practices yoga and maintains a keto diet, about both of which he will gladly tell you way more than you want to know.Learning Objectives: 1. Understand the 9-box model for succession planning.2. Discover tools to identify potential leaders objectively.3. Create a succession plan that is objective and transparent.

It's a vicious cycle: employees feel burnt out, so their engagement drops. With less engagement, the burnout just continues to get worse. HR often tries to solve the problem with rewards, recognition, events, and culture initiatives. While all of these are great, they don't solve the issues at the heart of burnout. In this episode, Deb Calvert, president of People First Productivity Solutions, offers some simple but powerful methods to tackle burnout at its roots.During our discussion, we talked about: The rising levels of employee discontent and disengagement in 2022Who's responsible for minimizing workplace stressWhat factor influences employee engagement the mostWays that HR and management can work together productivelyFive things you can do to help employees feel less burnt outPeople First Productivity SolutionsPeople First Leadership Academy

Want to know how to REALLY connect with buyers and thrive in today's marketplace? Join host Hanna Hasl-Kelchner as she welcomes sales expert and author https://www.linkedin.com/in/debcalvertpeoplefirst/ (Deb Calvert), who says, "stop selling.” Is that crazy or what?   WHAT YOU'LL DISCOVER ABOUT HOW TO CONNECT WITH BUYERS: ● 3 powerful ways to build trust and connect with buyers. ● How to find out what really matters to buyers. ● How asking salient questions creates customer value. ● What you should be asking prospects but probably don't. ● Why natural conversations are more effective way to connect with buyers than pitching. ● And MUCH more. GUEST:Deb Calvert helps companies boost productivity and build organizational strength by helping you put people first.     She accomplishes this in a number of ways, through: ● sales training, coaching, and consulting; ● leadership programs; ● strategic planning with senior managers; and ● other team effectiveness work and executive coaching with business owners and senior managers. She's the founder and President of http://www.peoplefirstps.com/ (People First Productivity Solutions), a three-time Top 50 Sales and Marketing Influencer, and bestselling author of the book http://peoplefirstps.com/free-download-of-discover-questions-get-you-connected-ch-1/ (DISCOVER Questions® Get You Connected) as well as an award-winning blogger. Deb is also a member of the National Speakers Association and as a speaker has delighted audiences in a wide variety of industries. She is now leading the movement to "Stop Selling and Start Leading!" RELATED RESOURCES:Contact http://www.peoplefirstps.com/ (Deb) and connect with her on https://www.linkedin.com/in/debcalvertpeoplefirst (LinkedIn) and https://www.facebook.com/PeopleFirstPS/ (Facebook).  Get your http://peoplefirstps.com/free-download-of-discover-questions-get-you-connected-ch-1/ (free chapter) from Deb's book Discover Questions Get You Connected.   SUBSCRIBE, RATE AND REVIEW:Subscribing is easy and lets you have instant access to the latest tactics, strategies and tips.  Become a https://businessconfidentialradio.com/preferred-listener-signup (Preferred Listener) or https://businessconfidentialradio.com/subscribe-to-podcast/ (subscribe) to the show through your favorite podcast feed.  Rating and reviewing the show helps us grow our audience and allows us to bring you more of the information you need to succeed from our high-powered guests. Download ♥ Subscribe ♥ Listen ♥ Learn ♥ Share ♥ Review ♥ Enjoy

Selling With Love is more than a podcast! Join the community of like-minded entrepreneurs ready to overcome their sales blockages and transform the planet at: https://www.linkedin.com/groups/14070148/ ===== Looking for some fundamental principles to become a better seller? Get ready to take notes, because listening to Deb Calvert is going to feel like a masterclass, no matter if you're just starting in sales, or you've been on the phone for years. She'll bring huge clarity and refresh key concepts on how and when to use the right types of questions in your sales calls, what are the core values of shellership, and how developing your leadership skills may be what your clients expect from you as a seller. Go ahead and reframe what great sellers are by using the hashtag #sellership in your social media publications. =====

On the podcast this week is Deb Calvert. Deb has 25 years of experience in leadership development, organizational effectiveness, and management training. She was an HR Director with a Fortune 500 company prior to founding People First Productivity Solutions in 2005. Deb is an ICF-certified executive coach, licensed practitioner in numerous assessment tools, and a Certified Master of The Leadership Challenge®. She is a published author, and her research and methodologies have been published globally in academic journals. We talk about: Entelechy Ennoblement Engagement + What this means, and what it means for you! If you enjoyed this episode, why not sign up to our Newsletter? virti.com/newsletter When you sign up, you'll receive a copy of our weekly 'Level Up' newsletter straight to your inbox every Thursday, with the latest Virti product and feature announcements, as well as tips, tricks and news about all things human performance.

Our guest on the Sales Code Leadership Podcast this week is Deb Calvert.Deb is the president of People First Productivity Solutions where they build organizational strength by putting PEOPLE first. Deb authored Stop Selling & Start Leading® and DISCOVER Questions® Get You Connected (one of the “Most Highly-Rated Sales Books of All Time” according to HubSpot), along with the award-winning blogs CONNECT2Sell and CONNECT2Lead. She's received numerous accolades and recognitions like being named one of Treeline's "65 Most Influential Women in Business" a Top 30 Sales Guru. Deb's the founder of People First Leadership Academy and The Sales Experts and Sales Education Channels. She is a Certified Master of The Leadership Challenge® and an ICF-certified coach. Formerly, Deb was a sales development instructor at UC-Berkeley, an HR and Sales Director for a Fortune 400 company, and an on-air sales coach (before podcasting was cool!). For the past 15 years, she's been focused on buyer-side research, keynote addresses for international audiences, and her crusade to build professional sellership (a shift from salesmanship).    

Join host Adam Michalski as he interviews Deb Calvert, President of People First Productivity Solutions. They discuss how to maintain partnerships that challenge you in the right ways.Five Don'ts for Partnership1. Don't partner on personality alone. 2.Don't be vague on the front-end about your expectations, roles, and responsibilities. 3. Don't take your partner for granted. 4. Don't dodge the difficult conversations. 5. Don't put all your eggs in one basket.Topics Covered:How to pick a good partnershipSetting expectations and communicate effectivelyFollowing through on commitmentsSafeguarding your partners' trustKeep an exit strategy in mindPartner with People First Productivity Solutions:ContactLeadership AcademyDeb's LinkedInSponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

We are all exposed to 10,000 messages every single day. So, how do you cut through such deafening noise and reach your prospects? In this episode of INSIDE Inside Sales, Darryl teams up with Deb Calvert, the brilliant people engagement expert and president of People First Productivity Solutions, to talk about how to sell in the age of infobesity. They also share valuable tips on how to capture your prospects' attention without overloading them with information. You'll learn why prospects ghost you or often make price-based decisions, how to condense your message into bite-sized chunks, and why sense-making is the go-to strategy for selling in such circumstances. https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe now and find out why active listening should be your primary skill.)

Have you mastered the art of mobilizing others? Do you know how to step into your potential? Get the “insider” lessons of exemplary leaders from our guest, Deb Calvert, a Certified Master of The Leadership Challenge. Deb is a coach, author, and expert on research-based practices of high-quality leaders. She is also the Founder of People First Productivity Solutions and has over 25 years of experience in leadership development. Deb has a ton of insights for us on this episode and plenty of tips you can start using today, including:  How to start leading with your values  Understanding the 8 purposes behind any question  Simple shifts to lead more and manage less  The meaning of the term “entelechy”  And so much more This show is packed with information for anyone – sellers, buyers, and leaders of all stripes. Don't miss a word of our conversation – straight from the master herself.

Here's another wisdom-filled episode that will take your sales career to the next level, together with my guest, Deb Calvert. She is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. ✅ If you're looking to take your sales to the 7th level, book a “Clarity Call” below and let’s see if you're a good fit for our sales training program!

On this week's episode of Conversational Selling, we speak with Deb Calvert, the President of People First Productivity Solutions and the Host of The Monday Morning Sales Rally on The Sales Experts Channel. Deb also leads the Stop Selling and Start Leading Movement. She is certified as an Executive Sales Coach, is a certified Master of the Leadership Challenge, and her bestseller, DISCOVER Questions Get You Connected, has recently been named by HubSpot as one of the 20 most highly-rated sales books of all time.We chat about putting people first, as well as: The global need for sales content and the creation of The Sales Expert Channel  Why questions are critical to any type of relationship DISCOVER— the eight reasons to ask quality questions Ennobling your customers by engaging them And more

Deb Calvert is President of People First Productivity Solutions and founder of The Sales Experts Channel. She speaks to our host Subhanjan Sarkar on her book “Stop Selling & Start Leading – How to make Extraordinary Sales Happen”. The post Bizcast: Bits about books – In Conversation with Deb Calvert, Co-author, Stop Selling & Start Leading – How to make Extraordinary Sales Happen. appeared first on Business Podcast Network.

I thought it would be good to give a spotlight to some of the amazing guest and insights they shared on Scale Your Sales Podcast review of 2020 For those that do not know me, I am Janice B Gordon, the Customer Growth Expert, and founder of the Scale Your Sales podcast.  My clients are mid-cap companies that love to solve client problems but hate that existing customer revenue is flat, or that new incumbents are beating them to deals. I help solve this problem of flat-lining revenues through the Scale Your Sales Framework that connects leading-edge capabilities to secure, retain, and grow key client relationships for long-term value and partnership.    Unfortunately, I cannot mention all 50 guests of Scale Your Sales podcast. However, I can spotlight those episodes that received the highest viewers and mention a few of my favourites guest and memorable lessons.   First, I would like to thank all the viewers that tuned in to listen on iTunes or Spotify, Stitcher and other platforms or watched the video version on my YouTube channel, which you can find with search terms Janice B Gordon and YouTube. It has been a memorable year and like others, I must adapt to the changing circumstances, so first I would like to mention the February pre-recorded guest that had their episodes held back to a publish date in September.  It was important to ensure what we were discussing was relevant and the impact of COVID was the most compelling subject.   #051: Kristie Jones - It is Disrespectful to Ask Buyers a Question That is on the Internet Kristie builds Customer Health Scorecard to help SaaS start-ups instil that customer success starts at day one, people think of it as post-sale, says Kristie. How you treat customers and what they can expect from you and the trust level, starts at that first prospecting call, establishing how your company and culture operate. #050: Leigh Ashton –  Why Growth Mindset makes a difference   Salespeople who naturally has a growth mindset they account for the 10% top performers in every company, says Leigh. Rather than say 'I can't do that' - it is 'I can't do that yet', then you keep trying all different angles to find a way through. #052: Bev Hancock - Shift the Trust Needle and Make it About Them The companies who are going for good to great are the companies who are focusing in on loyalty and retention. It is just so much easier to keep your clients when they are part of your family. When you have a trusted relationship with your client, eventually the conversations are no longer a sales call, it is how are we going to work together. #048: Colleen Stanley - Demonstrates Empathy with Emotional Intelligence for Sales Leadership Everybody is looking down all the time at their smartphones, Colleen says, empathy is a paying attention skill, which means you got to lookup around and be perfectly present. #049: Tom Williams - Why Buyer Centred Selling is How Modern Sellers Engage & Collaborate with Buyers Tom is big on preparation for sales calls; it comes across that you are ready, you are confident, you ask better questions. No sports team goes and plays a game without preparation. Surgeons or a Pilot has a checklist, sales must be no different.   #060: David Priemer – the author of Sell the Way You Buy, says Salespeople Get the Idea of Selling Value All Wrong Emotion is the quickest way to get that value to create that rapport and Emotions help the customer understand how they will benefit from working with you. #055: Liz J Simpson - Who Best Understands Their Buyer Will Accelerate Results Digital gives you a direct line to your buyers said Liz and it gives you ways to build thought leadership. When you have the sales foundations, and then you layer on a digital strategy, to accelerates results. I love her, Big Money Movement that focuses on shattering the revenue disparity facing women in business.   Jill Konrath is a shero of mine and many others, she has led the way for many women in Sales. #053 Jill Konrath - Why Sales Leaders Must Learn to Lean Back Some top leaders who are really doing well in sales leadership always focused on their people. The top leaders have loyalty and connection with their people, their people know that they were being supported throughout these tough times as well as in good times. #040: Rakhi Voria - Passionate About Retaining Women in Sales Women in sales have barely increased in the last decade, Rakhi quotes gender bias in sales with only 1 in 5 women VP of sales. There are some genuine issues that women in sales experience, in what is a male-dominated industry. Rakhi talks about the importance of mentors and developing your network. 031: Adrian Swinscoe - How COVID19 Exposes What Excellent CX is and its Impact on Sales The difference between customer experience and the customers' experience is a country mile, say Adrian. Customer experience could be a thing that gets done in organisations, while the customers' experience has got nothing to do with the organisation, it is about what the customer experiences when they deal with the brand.  Sales is an intrinsic part of the whole customer journey with a particular brand and therefore, it is a massive part of what happens that makes up your customers’ experience. 021 - Sam Robinson: Sales Enablement Supports the Drive to Business Performance Sam said that their programme in Sage has helped their salespeople see that social selling is a route to market. Sellers runs away from feedback, but feedback is essential information, that feeds the three things salespeople must get in balance - Skillset, Mindset and Structure. 016 Elinor Stutz - Trusted Relationships is the Differentiator for Selling Well You must build trust upfront, grooming a professional personal relationship and understanding what is important to the customer first.  Elinor says if there is another preferred partner that the buyer is considering, then suggest being the backup supplier and ask them to test one of your smaller services upfront so you prove you can deliver outstanding service.   This last popular spotlight episode achieved double the downloads of any other. Episode 018 Deb Calvert: Buyers Want Sellers to Show-up As Leaders Deb Calvert is co-author of, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen, was named the #3 top sales book of 2018. Deb Calvert is founder of The Sales Experts Channel, a platform I am joining in 2021, and she is president of People First Productivity Solutions. Deb Calvert is also the author of DISCOVER Questions Great questions turn on the buyers' euphoria and open the possibilities for having a different kind of conversation that is engaging and bonding and become a game-changing competitive advantage.    Scale Your Sales weekly podcast in October achieved the listing of No 8. of 42 Best Podcast for Every Sales Professional 2020. The podcast is dedicated to learning from amazing experts and influencers to help you with your journey to Scale Your Sales. It is a show created for B2B executives, sales leaders, key account managers and customer serving professionals, who want to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how. I believe Sales is not a function of the business; sales are the primary outcome of the business. Marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale.  The more focused you are on the customer outcome, the more productive your sales process. More on Scale Your Sales website There is so much more great insight from the guests in all the 65 published episodes of Scale Your Sales podcast. Please do catch up on the episodes you may have missed.  I would appreciate you giving us a rating and review on iTunes and please subscribe so you do not miss the amazing expert's line-up for 2021.  Do not forget to SHARE the LOVE. https://www.linkedin.com/in/janice-b-gordon-customer-growth-expert

Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. On this episode of The Salesman Podcast Deb explains how we can use selling questions to remain in control of the sales […] The post #668: How To Stay In Control Of The Sales Conversation With Deb Calvert appeared first on Salesman.org.

On this special episode I have a series of short conversations with front-line sales leaders about the power and value of effective sales coaching. First up, I’m joined by Alex Smith, the Global Sales Development Manager at Headspace.  Then I speak with be Deb Calvert, the founder of The Sales Experts Channel and CEO of People First Productivity Solutions. Finally, I'll wrap things up with my friend Lori Harmon, the Vice President, Global Cloud Sales & Customer Success at NetApp.  My guests today are all on the panel of judges for 2020's Top Sales Coach Competition, brought to you by ringDNA and this podcast. To enter for your chance to be recognized as the World's Top Sales Coach and win $1,000 go to topcoach.ring.com. Learn more about your ad choices. Visit megaphone.fm/adchoices

Doing a good job of discovery and listening are so important to buyers, yet so many sellers are struggling to get this right, especially in today's now digital and remote selling environment. In this interview with Deb Calvert, an Inductee in the Sales Hall of Fame, Keynote Speaker and Sales Effectiveness Consultant as President of People First Productivity Solutions, we discuss what makes for "good discovery", especially how it is more a dialogue person to person than a qualification or diagnostic. In her thoughtful answers, Deb outlines the five essential discovery elements, and exactly how to make sure your sellers get discovery right. https://www.linkedin.com/in/debcalvertpeoplefirst/ #b2b #salesenablement #discovery #diagnosticassessment #dialogicassessment #needsassessment #Socratic #BANT #saleseffectiveness #salestransformation #valueselling #ChallengerSelling #digitalselling #remoteselling

Within this podcast with Deb Calvert, President of People First Productivity Solutions and Founder of the Sales Expert Channel shares how sales teams continue to fail to take a people-first sales approach. She joined us because she is concerned that too many companies are conducting affairs or are making decisions in response to an opportunity regardless of the sacrifice of ethical principles.Deb will share real examples of how sales teams are showing a lack of self-awareness and empathy in their social, email and live communications and how it's derailing sales. You will also learn what buyers want from sales now and how they rather be guided and supported rather than sold to. Listen to this podcast to see how sales can better connect with buyers so that when budgets open up, you will be a prospects' first call.

Deb Calvert is the founder of the Sales Experts Channel, where she brings educational and inspirational content to the sales community through a community of sales experts. She is the Founder of People First Productivity Solutions, which is a leading sales training organisation. She was voted the prestigious 'Most influential woman in sales award.'

What do you need to do to reach the next level in your sales career? Today, Jeff and Christie are joined by Deb Calvert, top sales trainer, founder of The Sales Experts Channel and President of People First Productivity Solutions to discuss scaling up. Deb explains that in order to scale up you need to have strong fundamentals, create genuine relationships, believe in what you sell, and how focusing your effort correctly will unleash your full potential.  Plus! Deb tells us why it is important to do away with old labels and how her term, "sellership" came about and why.  Find out more about The Sales Experts Channel here and more about People First Productivity Solutions here We have a LinkedIn Community where we're posting clips and having discussions about the episodes. Join us! Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is a Pod About It Production.

Here are some of the questions that we asked Deb on the podcast: 1. You've said that asking better questions improves the customer experience. What do you mean by the phrase "customer experience?" 2. What are the benefits of creating value and personalizing to create this kind of customer experience? 3. How would asking better questions accomplish what you're describing? 4. And it does not just question... you're saying "quality" questions. Tell us more about that. 5. What prevents sellers from asking quality questions? 6. Give us some examples of quality questions and how they're different from standard questions that sellers ask? 7. What else can sellers learn about asking quality questions? What resources can you offer them? Learn more about Hippo Video: www.hippovideo.io Visit: https://www.hippovideo.io/podcasts/listen-now.html to get updates on the upcoming episodes and share what we're learning on your social handles. Tweet us @thehippovideo

In today’s episode, we sit down with Deb Calvertー president of People First Productivity Solutions, who are all about getting people connected and engaged. From team members to business owners, they do it all. “Ultimately, the engagement of people and the knowledge they have that you are someone who can help them develop and reach their own goals and potential, all of that is really bonding,” says Deb when asked why she does what she does.

Critical thinking skills are an imperative attribute if you want to become a productive and successful salesperson. Why are they important? What does a productive salesperson look like? Today’s guest, Deb Calvert, answers these questions—and more—in this episode of Sales Reinvented. Deb has been in the sales industry for 15 years and is the President of People First Productivity Solutions. Their goal is to build organizational strength by putting people first. She is a certified executive coach, author, and one of the most influential women in the world of business. Listen to this episode of Sales Reinvented for her unique insight and knowledge of the industry! Outline of This Episode [0:20] Deb Calvert joins Paul in this episode! [1:03] What is productivity? [2:00] Why aren’t salespeople productive? [3:15] How to improve day-to-day effectiveness [4:35] Attributes that make a productive salesperson [6:05] Tools and strategies to increase productivity  [8:40] Top 3 Do’s and top 3 don'ts [11:00] Deb’s favorite productivity story E = O (Effort equals Opportunity) Productivity is about the ability to generate, create, and complete goals and it must lead to revenue production. Being a productive salesperson also means producing new ideas and creating relationships. If you aren’t able to produce the desired results, then you are not reaching your potential as a salesperson.  Being productive isn’t just being busy—it’s about being effective and driving a result.  Deb’s #1 rule of selling is E = O, in other words: “the amount of effort you put into any activity should be directly proportionate to the opportunity associated with that activity.'' She points out that the “big fish” should get more of your attention than the minnow. Deb notes that you need to be mindful of what you spend your time on and be sure it’s proportional to the effort you put in. Delegate and automate whatever isn’t essential Deb iterates that you must change your mindset. You can’t be stuck in the dark ages and refuse to use the technology available to you. Likewise, you must delegate whatever is not essential to the act of selling. Don’t fall trap to the mentality that only you can do something right—train others to take over non-essential responsibilities.  Be willing to set up software and applications that liberate your time. Save that precious time and utilize it only for activities that produce sales. For example, Deb embraces ‘Calendly’ to manage her schedule. She opens up time in a schedule that she has blocked for appointments, and allows her prospects to schedule at a time convenient to them. This saves her the hassle of emailing back and forth to nail down a time. Why critical thinking skills are essential  The #1 attribute that Deb believes a productive salesperson must have is critical thinking. You have to be able to make smart and calculated decisions about where to spend your time and energy. The ability to think critically gives you the power to cut through the noise and distractions. It allows you to be more discerning.  Deb is always looking for more effective ways to carry out tasks. If you have the necessary critical thinking skills required you’ll be able to discern what moves you need to take. Listen to the whole episode—Deb suggests some resources to hone your critical thinking skills that you won’t want to miss! Deb’s top productivity tips Deb has some favorite tools and strategies that she was kind enough to share:  Crystal Knows: this is a personality profiling assessment tool that you can use to look at someone’s LinkedIn and other social media profiles (anything available on the internet) and gives you a snapshot of their personality. This can help you gauge whether or not to be more direct with someone, how to communicate, and so forth.  Stop multitasking & start time-blocking: Deb points out that less than 3% of people can do quality work shifting between tasks. Instead, block similar activities or tasks together and focus on them until they’re completed. Work on what you don’t like: a little bit of front-end preparation and knocking out the hard things first allows you to focus on the goals that you’re reaching.  Experiment and find what works for you: there are so many strategies out there. Deb notes that you can’t be afraid to play around with different suggestions and find what works best for you—then stick with it. To hear Deb’s favorite productivity story and other resources she shares, listen to this episode now! Resources & People Mentioned Crystal People First Productivity Solutions on YouTube The Sales Experts Channel Connect with Deb Calvert LinkedIn Twitter Connect With Paul Watts  LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Deb Calvert is the author of DISCOVER Questions® and Stop Selling & Start Leading. She is founder of The Sales Experts Channel, President of People First Productivity Solutions, and a certified sales and executive coach. Deb has been named one of the "65 Most Influential Women in Business" and a Top 30 Global Sales Guru. The Sales Experts Channel, mission is to bring together thought leaders in sales that is available on-demand over 500 webinars and videos and every week new content goes out. Stop Selling and Start Leading: How to Make Extraordinary Sales Happen, was named the #3 top sales book of 2018, based on our research with buyers, Deb wrote the book with renowned Leadership experts, James M. Kouzes, Barry Z. Posner. The Leadership Challenge is the gold-standard manual for effective leadership and The Five Practices of Exemplary Leadership(R). Deb researched 530 B2B buyers with the premises what happens if sellers were to act more like leaders. The authors asked sellers, “Tell us a story at when you were at your personal best as a seller” and then looked at how many of the behaviours were leaderships behaviours. Stop Selling and Start Leading is a blueprint for making extraordinary sales as they know what buyers like and know what great sellers do. What was most surprising, inspire a shared vision, thought to be a key sales behaviour was least important for the buyer. Discover Question Get You Connected, Debs first book was also based on research. She said, for buyers’ great questions suggest the seller is truly interested in helping them. Great questions turn on the buyers' euphoria and open the possibilities for having a different kind of conversation that is engaging and bonding and become a game-changing competitive advantage. She cautions that seller must be in the moment and listen well to the answers, asking the follow-up questions. Deb got into sales by accident, when Deb was very young, she would sell candy for a youth organisation, her Mother taught her to ask questions they would laugh the strategic questions from a 7-year-old. People would laugh at the cheeky question and she sold a lot of candy. Deb got a journalism degree (ask questions) the first job was selling in a newspaper thinking that she would move over to editorial and she never did. Deb Mother was one of the first women US marines to go overseas, she recruited other marines before going overseas and they taught her. On diversity Deb recalls her Mother wise words, she would say you have to make room for everyone, you must make room for everyone and not taking away from anyone. The organisations that truly make room for everyone to be heard and valued. There are perceptual barriers, there are still boys’ clubs with barriers in opportunities and language, but it is a rewarding career. The Sales Experts Channel is very diverse with 76 sales experts from global influencers by 2020. Debs advice is to think of yourself as a leader, because that is how buyers see you, and that’s how buyers want you to behave. Not being too differential but asking challenging questions to stretch them. Anyone can be a leader, the root word is to guide how are you guiding your buyer colleagues, stepping into your full potential and unleashing the full possibilities. Offer free chapter from my first book, DISCOVER Questions Get You Connected. It includes specific tactics for improving connections with buyers by asking more purposeful and engaging questions. Listen to the podcast as you will love Debs frog story! @PeopleFirstPS https://www.facebook.com/PeopleFirstPS/ https://www.linkedin.com/in/debcalvertpeoplefirst/

  Questions are the simplest tool that you have available to you. Can you frame your questions so that they are heard, received, and respected by your prospects? Do you know how to formulate a good question so that you can have that deep 2-way dialogue your prospects crave? In this episode of INSIDE Inside Sales, Darryl speaks with Deb Calvert, the President of People First Productivity Solutions and Founder of the Sales Experts Channel. Darryl and Deb talk about how to craft those questions that can create instant value, bonding experiences, and even build trust in your prospects. They also discuss ways to stay in the moment, listening to the emotional tone of the conversation, as well as steps to avoid asking questions that make you sound like a census taker. Learn ways to enrich the dialogue with your prospects, right here on this episode of INSIDE Inside Sales! About Darryl's guest: Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. She is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller, DISCOVER Questions® Get You Connected”, has recently been named by HubSpot as one of the “20 Most Highly-Rated Sales Books of All Time.”  ___________________________________________ INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.     

Deb Calvert is the president of People First Productivity Solutions. She works with companies to build organizational strength by putting people first. Her work in sales training, leadership development and team effectiveness is research-based and people-focused. Deb's background as a Director with a Fortune 500 company along with her diverse experience in Sales, Human Resources and Operations uniquely equips her to work across a variety of industries and functions. Her field research spans 25 years, 20 nations, and thousands of buyers and sellers. While others work on sales enablement, Deb concentrates on buyer and seller ennoblement. She is the author of the book Stop Selling Start Leading. The book discusses the EXTRAORDINARY THINGS sellers do when they stop pushing people to buy before they're ready, and they start guiding buyers by transforming: VALUES INTO ACTIONS VISIONS INTO REALITIES OBSTACLES INTO INNOVATIONS SEPARATENESS INTO SOLIDARITY RISKS INTO REWARDS   https://peoplefirstps.com

#DebCalvert @PeopleFirstPS is best selling author of " #StopSelling#StartLeading " and " #DISCOVERQuestions ", founder and President of People First Productivity Solutions and founder of #TheSalesExpertsChannel We have a very robust conversation about what good, bad and ugly look like in the area of sales and management questions. #Questioning and #listening are critical skills in sales and leadership that are often butchered by average practitioners. Average questions leave your prospects saying "Meh!" and leave your salespeople confused or no better off. Questions should deliver insight, demonstrate credibility and differentiate you from your rivals. Most are like being savaged by a damp sheep! Deb and I explore #SalesEnablement vs #SalesEnoblement, a long overdue conversation about #Values and #SellerIntent. Too many golden nuggets to mention here. You're just going to have to listen. And then we pronounce a death sentence on sales management mediocrity. If you own or run a business, this section is a must listen. If you think hiring a bad salesperson is expensive, hire a series of bad managers and see how far back that sets your exit plan, your profits and your reputation. Deb is a sales titan who influences and serves some of the most successful sales organisations and top performers in the world. Smart, savvy and pulls no punches Check out her profile on #LinkedIn here: linkedin.com/in/debcalvertpeoplefirst Follow #TheSalesExpertsChannel here: https://www.linkedin.com/groups/13500564/

Before you can be an effective leader, there's one member of the team you have to get “buy-in” from first, says Deb Calvert, founder of People First Productivity Solutions. Hint: It's not a top manager or key employee.We also talk about what many business owners perceive as a “necessary evil”: sales. But that's exactly the wrong way to think about it, says Deb. We talk about the attitude you need instead if you want to propel business growth and preserve your core values.  We also cover how you should think of buyers – and how to talk to them without being “sales-y.” It's easier than you think. Listen in to discover… The “detours” that put you on the right road to success Careful decision-making strategies without analysis paralysis The questions that build trust with buyers How incentives for your salespeople can sabotage sales goals And more

How can you take the next step in your sales career? It's a question many in sales ask themselves on yearly, if not daily basis. Our guest expert this week is Deb Calvert, President of People First Productivity Solutions and world renowned author.  Starting off the new year with goals of sales management is a great thing to do, having a concrete plan in place to reach those goals is even better. Calvert shares her insights to help fill that concrete plan into a solid foundation.  This episode is brought to you by, The Why and The Buy, hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts.   On today's show... 03:21 - Deb Calvert recaps her 2018  09:05 - Deb's tips for gaining confidence in sales.  11:45 - Leadership isn't something you're born with, but rather a choice of behaviors 19:55 - " I was the worst sales manager of all time at my first job" - Deb Calvert 23:40 - What's next for Deb in 2019?   More on today's guest Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. She is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller, DISCOVER Questions® Get You Connected”, has recently been named by HubSpot as one of the “20 Most Highly Rated Sales Books of All Time.” Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!   Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy   NEW BOOK Order your copy of Jeffrey's new book Sales Manifesto TODAY! Imperative actions you need to take and master to dominate your competition and win for yourself...for the next decade.   SEE JEFFREY LIVE It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He'll be giving a seminar in a city near you. Be there!  

This episode's featured guest is Deb Calvert. Deb is the Founder of The Sales Experts Channel and is the President of People First Productivity Solutions. In today's episode, we talk to Deb Calvert about her books Stop Selling & Start Leading and DISCOVER Questions®, The Sales Experts Channel, and her experience as a coach and […] The post Let’s Talk Sales! Interview with Deb Calvert – Episode 101 appeared first on Criteria For Success.

Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. She leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. She is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller, DISCOVER Questions® Get You Connected”, has recently been named by HubSpot as one of the “20 Most Highly Rated Sales Books of All Time.” Quotes To Remember: “Those negative pervasive stereotypes about selling, that’s what causes buyers to shut down.” “When sellers are in selling mode, they come across to buyers as being self-serving, pushy, arrogant and really not all that interested in the buyer.” “Believing in a product starts with believing in the people who are responsible for the product.” “Credibility is a foundation.” “They can’t believe your message if they don’t believe in you as a messenger.”   What You’ll Learn: Difference Between Selling and Leading How to Make People Care About Your Brand The Awesome Connecting Experience How to Enable Collaborations on a Greater Scale   Key Links From The Show: Deb’s Site   Recommended Books: Content Marketing Secrets by Marc Guberti Podcast Domination by Marc Guberti Stop Selling and Start Leading by Barry Posner, Deb Calvert, and James M. Kouzes Learning Leadership by Barry Posner and James M. Kouzes Getting Naked by Patrick Lencioni Mindset by Carol Dweck

Deb Calvert is the president of People First Productivity Solutions. She is also the Co-Author of Stop Selling And Start Leading: How to Make Extraordinary Sales Happen. She is a certified Master of Sales Coach and Master Trainer. She is also a charter member of the Salesforce Advisory Board and graduate of the Accelerating Salesforce Performance Execution Program out of Northwestern University. Deb is a member of various organizations including the American Society for Training and Development. There is nothing this girl does not do! In addition, she is a certified practitioner in the Myers Briggs type indicator tools. Deb is one of the top sales trainers and sales leadership trainers in the world today, and she really knows her stuff. In this episode she will share actionable wisdom around enabling your team, how to be an effective leader, and avoiding the biggest pitfalls of sales leaders. Key Topics: What is keeping Deb busy in her career currently (1:56) What would happen if sellers adopted the behaviors that are proven for leaders to cause others to want to willingly follow them (2:53) Enabling Others to Act: one of the five practices (4:24) Behaviors involved in enabling others to act (4:36) Impact technology has on the buying process (5:17) How to be effective leaders (9:12) What to look for in sellers (9:58) Stereotype of seller persona (11:57) Leading people vs managing work (12:49) Biggest flaws in the ways leaders or sales managers are managing and leading people (14:14) Advice for sales managers (15:33) What to do if you don’t have the right resources (16:05) The element of “softness” (17:10) Reasons people leave (17:40) Bringing in outside resources (20:50) Leadership in the military (23:11) Advice for college-age individuals (25:30) Interact with Deb: LinkedIn - Deb Calvert Twitter/Skype – PeopleFirstPS Website - PeopleFirstPS.com Email - Deb.calvert@peoplefirstps.com Tweetable Quotes: “Buyers don’t know what they don’t know” (6:50) “Sellers who listen to buyers carefully and then give them the missing ingredients--those are the ones who stand out.” (8:27) “Buyers have raised the bar for sellers.” (9:46) “You manage work; you lead people.” (9:52) “One of the most important things to buyers is that we simply follow through on our promises and commitments.” (10:58) “Hiring is such a fear in people’s minds--it cripples them sometimes.” (11:42) “The more the sales manager does the front line work, the less the sellers are capable of doing it.” (15:10) “Sales managers have always been rewarded for and expected to do things on their own, so they don’t know how to delegate and trust others and collaborate to, let’s say, teach the HR person what it looks like to select the right candidate in sales.” (15:42) “You have to start showing the downside. The downside is, and it’s always there, we’re not making numbers or we are making numbers at the very last minute. We are never going to get ahead this way. And there is some serious ROI and lost opportunity costs that comes with that. You got to run the numbers and make the business case for being able to staff up appropriately.” (16:09) “Leadership philosophy is an exercise any leader can do. And it’s powerful.” (23:58) “Be flexible. The world is changing so fast. So instead of deciding on a job or title, think about the skills, your natural abilities. If you are really good and enjoy public speaking, think about all the options you have and keep an open mind to pursuing that passion using that skill.” (25:40) “Leverage your skills, know yourself well enough and don’t limit yourself to a job title that seems attractive.” (26:02)

[zilla_alert style=”yellow”]Click a link to subscribe for new episodes:  iTunes | Stitcher | Overcast[/zilla_alert] Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel. On this episode of The Salesman Podcast Deb shares why we don’t […] The post #536: Stop Being PUSHY To Close More Sales With Deb Calvert appeared first on Salesman.org.

Deb Calvert is known for her unique sales training approach that has helped thousands of sales teams reach peak performance and accelerate sales. She stands out as a sales coach by putting people first. In this episode, you’ll learn how to identify a real objection with ‘the test’ and how to specifically overcome price objections. Deb explains how certain selling behaviours might harm your performance and how you can start behaving like a leader today to win more deals! Deb has been named as one of “The 65 Most Influential Women in Business” and consistently appears on lists of Top Sales Influencers and Thought Leaders. She is a UC-Berkeley Instructor, field researcher, trainer, speaker, and best-selling author. Deb’s newest book is Stop Selling & Start Leading. Her bestseller, DISCOVER Questions® Get You Connected, has been named one of “The 20 Most Highly-Rated Sales Books of All Time” by HubSpot. Deb is the founder of The Sales Experts Channel, where you can find career advice and free education, and of the movement to Stop Selling & Start Leading®.   Here are some of the topics covered in this episode:    How to buy time, evaluate real objections and determine the best way to move forward Tips and tricks to overcome pricing objections How to Stop Selling & Start Leading® - Key takeaways from Deb’s book Seller behaviors - how they affect the sale and your relationship with the customer The best way to start a conversation with new leads   Listen to this episode on iTunes, Stitcher, Google Play or wherever you get your favorite podcast!   About the Guest: Deb Calvert is President and Founder of People First Productivity Solutions, a consulting and training firm that specializes in sales training, leadership development and team effectiveness. Prior to founding People First, 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 and sales management positions. Deb is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. She has been training sales trainers and teams for more than 15 years, helping them boost their sales productivity and revenue through people development.   Website: www.peoplefirstps.com LinkedIn: https://www.linkedin.com/in/debcalvertpeoplefirst/ Book: www.stopsellingstartleading.com Sales Experts Channel: http://www.thesalesexpertschannel.com/ Twitter: @PeopleFirstPS Facebook: https://www.facebook.com/PeopleFirstPS/

There are a lot of different things that you can try when you need to make more sales. But one of the most effective things that you can do to become a great salesperson is work on your leadership skills. Today’s guest is Deb Calvert, President of People First Productivity Solutions. In today’s episode, she’ll be talking about her new book, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen. Listen to the episode to hear what she has to say about what buyers really want and how sellers can make sure that they deliver, and stay tuned for a special offer at the end. Episode Highlights: Deb’s interest in doing real research into what buyers really want, and how that led to her new book The surprises that Deb found in the course of researching her book The importance of sellers establishing credibility with buyers by doing what they say they will do The backstory on the co-authors that Deb worked with when writing her new book The 30 behaviors that buyers respond to when sellers adopt them How the behaviors Deb describes in her book apply in different stages of the funnel Deb’s Five Practices of Exemplary Leadership that sellers can apply in their relationships with buyers How leadership behaviors can help sellers stand out from the crowd Deb’s online e-learning course, and a special offer for podcast listeners  Resources: Deb Calvert People First Productivity Solutions Stop Selling and Start Leading For free access to Deb’s online e-learning training course, Workplace Conversations, email a receipt for Stop Selling and Start Leading to Deb at deb.calvert@peoplefirstps.com

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Deb Calvert is the co-author of the brand new book, “Stop Selling and Start Leading” - a seminal work that outlines the actual responses of thousands of buyers to discover what they really want and need form the sellers they work alongside. This episode features a handful of the insights Deb and her co-authors gleaned in their research and is a great taste of how her book will help you make more sales through leading instead of selling. Deb is the president of People First Productivity Solutions, author of one of HubSpot’s “Top 20 Most Highly-Rated Sales Books of All Time”, and a certified sales and executive coach. Join me on this episode of #SellingWithSocial as Deb reveals the powerful truth of how you can actually increase sales when you stop selling and start leading. This podcast is being brought to you by The 10th Annual AA-ISP Leadership Summittaking place this April 3rd - 5th, 2018 in Chicago, IL. Register Now by using the Vengreso only discount code "Leadership1095" for your deeply discounted rate. USE THE BANNER IMAGE These Sales Tips Come From Asking Buyers What They Need From Sellers One of the most relevant parts of Deb Calvert’s new book, “Stop Selling and Start Leading” is that the insight it contains comes directly from responses buyers gave to this question, “What do you really need from the sellers you work with?” From those responses, 20 leadership behaviors were discovered that buyers want to experience more consistently from sellers. The good news is that each of them is easy to understand and simple to apply. The better we know our buyers’ needs, the better we’ll be able to serve them and provide the right solutions - and the research explained in Deb's new book makes the learning curve short and sweet. In this conversation, Deb and I talk about three of those 20 leadership behaviors, outline what they mean, and flesh them out with real-life examples. Don’t miss it! Stop Selling By Creating A Real Two-Way Dialogue With Buyers Most sales professionals believe they engage their buyers in dialogue to discover needs and offer appropriate solutions. Yet, the buyers who responded to Deb’s survey questions stressed that a two-way dialogue is something they want to experience more with buyers. That means we’re not being as effective as we think. Deb says dialogue is more than questions and answers. It’s more than asking qualifying questions (which is really nothing more than diagnostic analysis). Two-way dialogue requires that we pay close attention to what our buyers are saying and that we are present in every moment of the conversation rather than thinking of our next question or next step in the sales cycle. That kind of presence dignifies the buyer and enables us to understand why the solution the buyer needs matters to them and how it’s going to fit with everything else they are doing. That kind of understanding is what builds trust and long-term relationships. Learn the difference between asking questions and leading your buyers into a two-way dialogue, on this episode. This podcast is being brought to you by The 10th Annual AA-ISP Leadership Summittaking place this April 3rd - 5th, 2018 in Chicago, IL. Register Now by using the Vengreso only discount code "Leadership1095" for your deeply discounted rate. How You Can Encourage Your Sellers In Ways That Translate To More Sales Deb says that one of the leadership behaviors buyers want to see more from sellers is encouragement. When Deb speaks of encouraging buyers, she means a lot more than asking for the sale or prompting them to make a decision. She means sellers need to celebrate the shared values and shared victories they experience with the buyer as well as every struggle in the sales process. Think it through: we are asking buyers to champion our solution to the rest of their team. That’s often a very difficult step for them which may mean saying “no” to other things, fighting internally for budget resources, or working to change existing structures to accommodate our solution. They need encouragement to keep going, to stay engaged, and to keep believing in the results our solutions will provide for their team. Find out how you can better encourage your buyers and get more sales as a result, on this episode of Selling With Social. It’s Easy To Stop Selling And Start Leading. Find Out How When Deb Calvert initially said that her research discovered 20 leadership behaviors that buyers want sellers to demonstrate on a consistent basis, I have to admit it was a bit intimidating. So I asked her how easy it is to learn these behaviors and add them to my sales approach. She said it’s very easy and that the first thing we need to do is to think less of ourselves as a salesperson and more as a leader. Deb pointed out that every one of us already has others looking to us for guidance - and being a leader in sales is all about guidance. Buyers are looking for someone to guide them to understand the solutions available to them and the benefits they will provide. As a sales leader, you’re perfectly positioned to become that guide. Learn how to stop selling and start leading from Deb Calvert, on this episode - and find out how you can get a free download of the first chapter of her new book. Outline of This Episode [1:43] The launch of Deb’s new book: Stop Selling and Start Leading [6:18] Why Deb’s book is so unique and how the book came about [9:07] The top 5 leadership practices needed consistently in sales [17:15] Buyers want sellers to encourage their heart [21:56] An extraordinary story of selling through leading [30:25] How easy is it to implement these leadership behaviors? [33:14] How you can get Deb’s sneak peak of the book [34:01] A surprise Deb discovered: ALL buyers want these qualities in sellers Resources Mentioned www.StopSellingStartLeading.com - Deb’s website BOOK: Stop Selling, Start Leading on Amazon Deb on LinkedIn Deb on Twitter: @PeopleFirstPS BOOK: Discover Questions Get You Coinnected Deb’s all-time favorite movie: Up Jim Kouzes and Barry Posner (Deb’s co-authors) The Leadership Challenge Kyle Hullmann of All Search Professional Staffing Social Business Engine Podcast - Bernie Borges The 10th Annual AA-ISP Leadership Summit - April 3-5, 2018 - use the code “Leadership 1095” Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play Join Mario at The 10th Annual AA-ISP Leadership Summit - April 3-5, 2018 - and use the code “Leadership 1095” to get a Vengreso-only discount  

Buyer Enablement to accelerate the sales cycle and grow your small business with Deb Calvert. Deb is an entrepreneur, sales and leadership expert and consultant, and founder of People First Productivity Solutions. Henry and Deb chat about her new book, "Stop Selling & Start Leading: How to Make Extraordinary Sales Happen", and focus on the topic of enabling buyers - so that they can "act" - during the sales process. Henry Lopez is the host of this episode of The How of Business show – dedicated to helping you start, run and grow your small business. (TheHowOfBusiness.com)

Deb Calvert is the co-author of the book Stop Selling & Start Leading and author of DISCOVER Questions® Get You Connected - one of the "Top 20 Most Highly-Rated Sales Books of All Time," according to HubSpot. She is also the President of People First Productivity Solutions. In this episode, Audrey, Lee and Deb discuss: How management sets the culture, and smart management includes making deliberate decisions about the culture; How things will change again when Generation Z emerges in the workforce. Learn more about your ad choices. Visit megaphone.fm/adchoices

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Deb Calvert, President of People First Productivity Solutions and co-author of the new book, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen.

Buyers are bored with canned needs assessment questions. There is a way to get the information you need while also giving buyers a positive experience. Deb Calvert joins us to let us in on this all-new needs assessment, a simple shift you can make right away!  Deb is President of People First Productivity Solutions. She is also the author of Stop Selling & Start Leading® and DISCOVER Questions®Get You Connected (one of the “Top 20 Most Highly-Rated Sales Books of All Time”). Deb has been named one of the "65 Most Influential Women in Business" and a top 50 Sales Influencer. She is also founder of The Sales Experts Channel and a Berkeley Instructor on Sales Development Principles, a certified Master of The Leadership Challenge® and Certified Coach, Sales & Leadership Speaker, Trainer.  Today's show is sponsored by Audible.com. Audible.com is a leading provider of spoken audio entertainment and information. Listen to audiobooks whenever and wherever you want. Get a free book when you sign up for a 30-day free trial at audibletrial.com/businessgrowth.

Demanding buyers expect more from sellers. But what? Our preliminary research shows that sellers are more successful when they replace stereotypical sales behaviors with leadership behaviors. As a leader, you’ll align your actions with your behaviors. You’ll inspire your buyers instead of merely pitching them. You’ll challenge them and collaboratively co-create insights. You’ll encourage them to try new things and celebrate successes together. Best of all, you won't feel "icky" about selling. Learn more about this movement and how you can modify your behaviors to be more successful in connecting with buyers and closing more sales. Deb Calvert, “DISCOVER Questions® Get You Connected” author and Top 50 Sales Influencer, is President of People First Productivity Solutions, a UC Berkeley instructor (teaching the popular Sales Development Principles course), and a former Sales/Training Director of a Fortune 500 media company. She speaks and writes about the Stop Selling & Start Leading movement and offers sales training, coaching and consulting as well as leadership development programs. She is certified as an executive and sales coach by the ICF and is a Certified Master of The Leadership Challenge®. Deb has worked in every sector and in 14 countries to build leadership capacity, team effectiveness and sales productivity with a “people first” approach.   Today's show is sponsored by Audible.com. Audible.com is a leading provider of spoken audio entertainment and information. Listen to audiobooks whenever and wherever you want. Get a free book when you sign up for a 30-day free trial at audibletrial.com/businessgrowth.

Deb Calvert, “DISCOVER Questions® Get You Connected” author, Top 50 Sales Influencer, UC-Berkeley instructor. Deb leads the Stop Selling & Start Leading® movement and offers sales training, coaching and leadership development programs. Deb is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller has recently been named by HubSpot as one of the “20 Most Highly Rated Sales Books of All Time.”Learn more: www.peoplefirstps.comInfluential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Deb Calvert, “DISCOVER Questions® Get You Connected” author, Top 50 Sales Influencer, UC-Berkeley instructor. Deb leads the Stop Selling & Start Leading® movement and offers sales training, coaching and leadership development programs. Deb is certified as an executive and sales coach and is a Certified Master of The Leadership Challenge®. Her bestseller has recently been named by HubSpot as one of the “20 Most Highly Rated Sales Books of All Time.”Learn more: www.peoplefirstps.comInfluential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Sales leadership tips & techniques for small business owners. We are all in sales, and Deb Calvert shares her expertise in this area. She is an entrepreneur, coach, training, speaker, author and the founder of People First Productivity Solutions – helping small businesses boost productivity through people development. "Selling and leading are all about people getting connected." Henry Lopez is the host of this episode of The How of Business show – dedicated to helping you start, run and grow your small business. (TheHowOfBusiness.com)

Curiosity might have killed the cat, but it can save the sales rep! In this episode we’re joined by Deb Calvert, President of People First Productivity Solutions and an expert on asking the right questions to target buyers at the top of funnel. Deb explains her innovative DISCOVER method for asking questions, why you shouldn’t be afraid of negative feedback, and how to build trust and rapport over email communication.   Episode Highlights: How Deb Calvert began a career of questioning The D.I.S.C.O.V.E.R model of asking questions Asking questions that create value Scripts to follow Breaking down the acronym Leveraging questions with non-voice communications The data behind the movement Stop selling and start leading Resources:   DISCOVER Questions Get You Connected by Deb Calvert The Sales Experts Channel - BrightTALK People First Productivity Solutions Stop Selling and Start Leading Want to chat with Deb? Email her at: deb.calvert@peoplefirstps.com Quotes/Tweets: “Questions are one of the fastest ways to build bonds and create trust and rapport with people” - Deb “You have to try some things and not be afraid that questions will get negative reactions. They really don’t, not nearly as often as we think they will” - Deb

Want to know how to REALLY connect with buyers and thrive in today's marketplace? Join host Hanna Hasl-Kelchner as she welcomes sales expert and author Deb Calvert, who says, "stop selling." Is that crazy or what?  WHAT YOU'LL DISCOVER ABOUT HOW TO CONNECT WITH BUYERS: 3 powerful ways to build trust and connect with buyers.  How to find out what really matters to buyers. How asking salient questions creates customer value. What you should be asking prospects but probably don't. Why natural conversations are more effective way to connect with buyers than pitching. And MUCH more. GUEST:Deb Calvert helps companies boost productivity and build organizational strength by helping you put people first.   She accomplishes this in a number of ways, through: ◊ sales training, coaching and consulting;  ◊ leadership programs;  ◊ strategic planning with senior managers; and ◊ other team effectiveness work and executive coaching with business owners and senior managers. She's the founder and President of http://www.peoplefirstps.com/stop-selling-start-leading (People First Productivity Solutions), a three time Top 50 Sales and Marketing Influencer, and bestselling author of the book https://www.amazon.com/gp/product/098973790X/ref=as_li_tl?ie=UTF8&camp=1789&creative=9325&creativeASIN=098973790X&linkCode=as2&tag=businconfinow-20&linkId=1ee64399bfbf7d656276a367980f26ac%22%3EDISCOVER%20Questions%20Get%20You%20Connected:%20for%20professional%20sellers%3C/a%3E%3Cimg%20src=%22//ir-na.amazon-adsystem.com/e/ir?t=businconfinow-20&l=am2&o=1&a=098973790X%22%20width=%221%22%20height=%221%22%20border=%220%22%20alt=%22%22%20style=%22border:none%20!important;%20margin:0px%20!important;%22%20/%3E (DISCOVER Questions® Get You Connected) as well as an award winning blogger. Deb is also a member of the National Speakers Association and as a speaker has delighted audiences in a wide variety of industries. She is now leading the movement to "Stop Selling and Start Leading!"  RELATED RESOURCES:Contact http://www.peoplefirstps.com (Deb) and connect with her on https://www.linkedin.com/in/debcalvertpeoplefirst (LinkedIn) and https://www.facebook.com/PeopleFirstPS/ (Facebook).  Get your http://peoplefirstps.com/free-download-of-discover-questions-get-you-connected-ch-1/ (free chapter) from Deb's book Discover Questions Get You Connected. SUBSCRIBE, RATE AND REVIEW:Subscribing is easy and lets you have instant access to the latest tactics, strategies and tips.  Rating and reviewing the show helps us grow our audience and allows us to bring you more of the information you need to succeed from our high powered guests. Download ♥ Subscribe ♥ Listen ♥ Learn ♥ Share ♥ Review ♥ Enjoy

Steve's interview this week is with Deb Calvert. Deb was named a Top 50 Sales Influencer in 2014 and 2015 and is the author of the bestselling book Discover Questions® Get You Connected. She also is the President and Founder of People First Productivity Solutions. Deb shares her intensive research and experience, to let you know how how to be come a Sales Superstar!

When it comes to business, great leaders aren't born, they're made. So how do we ensure we're doing what we can to empower our employees? Deb Calvert, bestselling author and president of People First Productivity Solutions, joins us to discuss the importance of leadership development in your business. We'll cover all the latest trends in training and development—from engagement to productivity to the best tactics for developing the millennial workforce into the leaders of tomorrow. -- Articles & Resources Get the free Emerging Leaders training course: http://bit.ly/20O8iJC  Link to the BrightTALK on how to build the business case for leadership development: https://www.brighttalk.com/webcast/13989/195203 Article on Youth Leadership Development: http://bit.ly/1Wq4OO -- Follow Brandon Laws on Twitter @BrandonLaws Follow Deb Calvert on Twitter @PeopleFirstPS Visit the People First Productivity Solutions website    

One of our most popular episodes in the past 90 days was my conversation with Deb Calvert, President of People First Productivity Solutions. Deb is on a mission to transform how sellers view their roles in a sales transaction. In this episode Deb describes the powerful research findings about the leadership mindset that all sellers should adopt to inspire and lead their prospects to making favorable decisions. She also provides great insights into how leaders in sales build trust and use collaboration and the co-creation of value to help buyers challenge, and change, their own status quo. We all know that sales is changing. Deb provides a great framework for sellers to unlock the leader within. All sales leaders and sales reps need to listen to this game-changing episode.

In this episode, Deb Calvert (President of People First Productivity Solutions) describes the powerful research findings about the leadership mindset that all sellers should adopt to inspire and lead their prospects to making favorable decisions.

Deb Calvert, author of the DISCOVER Questions™ book series, founded People First Productivity Solutions in 2006 to help businesses build organizational strength by putting people first. The PFPS focus is to boost company productivity through people development. This work includes sales training, coaching and consulting; leadership program design and facilitation; strategic planning with senior managers; team effectiveness work and executive coaching. Deb has worked in, trained for and been featured as a keynote speaker in a wide variety of industries, and she has particular expertise in the produce/agriculture and media industries.  Deb has worked with private and public companies of all sizes and has helped family-owned businesses and start ups survive and thrive in a tough economic climate. Prior to starting her own company, Deb worked in senior-level Sales, Operations and Human Resources roles for a Fortune 500 company. Her unique mix of experience enables her to understand the challenges faced by entrepreneurs.  Due to her extensive research on how asking purposeful questions improves interpersonal and professional connections, Deb has been called “The Queen of Questions.”  Deb is also the author of DISCOVER Questions™ - Get You Connected: for Professional Sellers which is a finalist for Top Sales & Marketing Book of 2013, one of the Top 50 Summer Reads, and a best-selling book that's been hailed as "a new classic for every sales professional."  Please be sure to join us in the chat room!

Selling in a Skirt with Judy Hoberman and her guest Kalynn Amadio & Deb Calvert We show smart, savvy and motivated business owners how to kick it up online; even if you've tried and been disappointed before or technology just isn't your thing. Ikalynn, llc is the corporate entity founded by Internet marketing expert, Kalynn Amadio.  Ikalynn began in late 2007 as the endeavor of a working mom who had spent 13 years at home with three sons, but dreamed of being able to make a living as a work-at-home-mom, never again having to leave home to bring in a paycheck. Kalynn discovered that her unique set of educational, hobby and life skills made her a superb web designer and local business marketing consultant. And voila, a business was born. Since 2007, ikalynn, llc has exercised it's way into web design, affiliate marketing, PPC advertising, local search, social media and mobile marketing on the web. http://ikalynn.com Deb Calvert, author of the DISCOVER Questions book series, has worked as a sales productivity specialist and sales researcher since 2000. She has worked with the newspaper industry for over 25 years as a consultant, a corporate director in Sales and Human Resources for a Fortune 500 company and as an Operations Director, Training Manager, and Sales Manager. Deb's early career included a variety of inside, outside and major account sales positions. Over the past 10 years, Deb has worked with over 300 media companies to accelerate sales productivity. Deb hosts the CONNECT! online radio show for selling professionals where listeners cut out continuances, put an ending to pending and stop stalling out. As President and Founder of People First Productivity Solutions, Deb helps companies to boost productivity through people development. www.peoplefirstps.com

The “Queen of Questions” is now at our service. As a finalist for the 2013 Sales and Marketing Book of the Year, Deb Calvert shares her insight as to how the right questions will get you in the door and turn your female Prospects into Female Buyers. Deb founded People First Productivity Solutions to assist businesses and organizations to build connections through people development. She has taken her experience in Senior Level leadership roles in Operations and Human Resources for Fortune 500 companies and turned it into effective coaching strategies for small business and start-ups to survive and thrive in tough economic climates. In This Episode: – The difference between asking questions of men as opposed to women. – How to be the one seller that any buyer wants to talk to. – How to flex you question asking muscle. – 8 Reasons for asking questions. – How to start crafting and using quality questions. Brief Description: Deb describes how she became a tracker of questions. She tracked her own as well as the ones she heard others asking. Working across 31 markets tracking sales calls and how buyers reacted to questions, she noticed that reactions were more pronounced through women buyers. Deb’s coaching to her clients includes driving home the need for making a connection and how asking quality questions can make you stand out as a seller instead of giving “canned” presentations. She has noticed that initially people “push back” when told they need to learn to ask questions because they feel they have a lifetime of experience. Deb leadership training reinforces that asking questions is as natural as breathing, but there are times in your life that you need to focus on different methods of breathing or pay attention to how we breathe to get different results and asking questions is no different. Deb explains the significance of her DISCOVER acronym which will help us remember the 8 reasons for asking purposeful questions to yield the results we desire and how by going the distance it will give you better end results. Conclusion Deb’s coaching strategies are amazing! She will walk you through a discovery process that we seem to think should be common sense but requires thoughtful and deliberate action instead. She teaches you how to be the seller that will stand out and reach amazing results. Through her leadership she has learned to strike a balance between asking questions and interrogating a client and tells how you can do the same. If you want to be the cutting edge seller or the seller people will wait for, you won’t want to miss what Deb has to reveal! Tweets: Magic Word: It’s all about the “connection” Hidden Secret: Quality questions create value out of thin air! Leveraging a great relationship with women is just smart business DISCOVER is your “tower of power”

The “Queen of Questions” is now at our service. As a finalist for the 2013 Sales and Marketing Book of the Year, Deb Calvert shares her insight as to how the right questions will get you in the door and turn your female Prospects into Female Buyers. Deb founded People First Productivity Solutions to assist […]