exceptionalsales.com · Connie Kadansky, MCC
Prospect journey — where diagnostics connect
■ Blue connectors = diagnostic tool touchpoints — the two moments where behavioral science makes the sale before Connie enters the conversation.
Sales Call Reluctance Expert · Master Certified Coach
"Sales Call Reluctance is nothing to be embarrassed about.
Allowing it to persist needlessly is."
Unlock your true sales potential. Identify and overcome the hidden psychological barriers holding you back from prospecting success with the world's leading expert in Sales Call Reluctance.
What is Sales Call Reluctance?
It's Not Laziness. It's Psychology.
Sales Call Reluctance is an emotional hesitation to prospect and promote, despite having the skills, knowledge, and incentives to do so. It's not incompetence — it's psychological self-protection masquerading as avoidance, hesitation, and procrastination.
01
Fear Response
Fear-based emotional response to prospecting activities
02
Deep Assumptions
Deep-seated assumptions about visibility and "selling"
03
Identity Conflict
When prospecting action threatens self-image
1-on-1
Coaching
Identify specific barriers, targeted breakthrough strategies
Team
Workshops
Transform entire sales teams, create lasting cultural change
Keynote
Speaking
Conferences, corporate events, and annual meetings
Ready?
Ready to Stop Sabotaging Your Prospecting Success?
Get answers about Sales Call Reluctance and how to overcome it.
■ WORKING
The headline earns it
"Allowing it to persist needlessly is" is a punchy, non-shaming close. It names the problem without attacking the person — important for an audience that already feels embarrassed. Keep this exact framing; it's doing real work.
■ WORKING
Media bar above the fold
WSJ, Forbes, Bloomberg Businessweek in the first screenful removes the "who is this person?" question before it forms. Authority granted in the first 3 seconds.
◆ GAP
Two CTAs compete equally
"Take Free Quiz" and "Meet Connie" are the same visual weight. One should be clearly primary. The quiz is the right primary: it captures leads and routes people into the diagnostic funnel before asking for a call.
◆ GAP
Audience split is invisible
Individual salespeople and sales managers have different problems and different budgets. The homepage treats them as one. A simple "Are you a salesperson or a sales manager?" split near the hero would route each to the right service path without redesigning the page.
DIAGNOSTIC WIRE
The Free Quiz / Prospecting EKG CTA is the primary lead capture mechanism. Every click should route to an email gate before the result, creating a lead record in the CRM automatically. Currently the quiz and the email capture are separate steps — they should be one.
○ OBSERVE
Emotional register is right
The site doesn't promise "10x revenue" or "close more deals." It talks about fear, avoidance, and self-image. This is accurate and it creates trust with salespeople who've heard every script. Don't normalize it.
Coaching
"Have you tried coaching but it just hasn't worked?"
After a Leadership forum at Radio Music Hall, 72% of VPs and higher said the most significant career investment they had made was business coaching. Knowing it and doing it are two different things.
Connie's Approach
Performance + Developmental Coaching
Unique combination of performance coaching (closing gaps, preparing for advancement) and developmental coaching (curiosity, new possibilities, new behaviors). Most clients start by taking the SPQ*Gold — the only assessment in the world that measures Sales Call Reluctance.
The 9-Step Coaching Method
For Managers
Sales Manager
"Just pick up the phone" isn't working. Proven solutions for your team.
For Individuals
Salesperson
Ready to double or triple your income? Start with the free Prospecting EKG.
Free
Take First Step
Free Prospecting EKG — a quick snapshot of where you stand.
Ready to Double or Triple Your Income?
Call Connie today — 602-380-5431
■ WORKING
The 9-step process is the differentiator
Most coaches describe a feeling. Connie describes a procedure. Steps 1–3 are essentially a qualification funnel — the SPQ*Gold at step 2 does the work of determining if coaching will stick. That's sophisticated and trustworthy. It should be more prominent.
DIAGNOSTIC WIRE — STEP 2
The SPQ*Gold assessment at Step 2 is both a product and a qualification gate. A prospect who takes it is committed. The intake form should automatically trigger the SPQ*Gold purchase flow — not leave the prospect to find it separately on the site.
◆ GAP
Three tiers need clearer routing
"For Managers" and "For Salespeople" link to different experiences but look visually identical. A manager landing on the salesperson page wastes the visit. The split needs to happen earlier — ideally at the homepage or nav level.
○ OBSERVE
"Have you tried coaching but it hasn't worked?" is a strong opener
This pre-handles the #1 objection for any coaching engagement. It acknowledges the buyer's skepticism before they voice it. Keep it high on the page.
For Sales Managers
"Put an End to Your Sales Team's Call Reluctance"
High-impact training sessions that transform entire sales teams and create lasting cultural change. If your team has the skills but not the activity, this is a behavioral issue — not a skills issue.
Diagnostic Tools — Entry Points & Qualification Gates
FREE ENTRY POINT
Prospecting EKG
A complimentary 10-minute assessment that shows where prospecting friction lives. Available for both salespeople and managers. The EKG is the lowest-friction diagnostic — and the primary lead capture mechanism.
PAID QUALIFIER
SPQ*Gold Assessment
The only validated tool in the world that measures all 16 types of Sales Call Reluctance. Not a personality test — a behavioral diagnostic designed for action. Functions as both a product and a coaching prerequisite.
What SPQ*Gold measures — 16 types of Call Reluctance include
Additional Training Programs
8-Week Live Class
Master Sales Negotiation
Live cohort-based class. Structured curriculum with accountability built in.
Mental Fitness Program
Positive Intelligence (PQ)
Boost mental fitness for more prospecting success. Complements the SCR work.
Start with the Free Prospecting EKG
Know where the friction is before you invest in anything else.
Take Free EKG Now →DIAGNOSTIC WIRE — ENTRY POINT
The Free Prospecting EKG is the most important page on the site that nobody is optimizing. It's the top-of-funnel lead capture — but it's buried in a dropdown. It should have its own prominent nav link and a dedicated landing page.
DIAGNOSTIC WIRE — QUALIFICATION GATE
SPQ*Gold acts as a paid qualifier before coaching begins. A prospect who has paid for the assessment and reviewed results with Connie is 10x more likely to continue to a coaching engagement than a cold inbound lead. The purchase flow needs to be seamless from any service page.
◆ GAP
The EKG → SPQ*Gold upgrade path isn't visible
Someone who takes the free EKG should immediately see a clear path to the paid SPQ*Gold. Currently that upgrade path requires navigating the site manually. A single "go deeper" CTA on the EKG results page would increase SPQ*Gold conversions significantly.
■ WORKING
Two separate EKGs for two audiences
The salesperson EKG and the manager EKG are distinct products with distinct intakes. That's correct — a manager's problem (team productivity) is different from a salesperson's (personal avoidance). The separation is right; the navigation to find them is not.
Speaking
"Opportunities are never lost. The ones you miss go to someone else."
A much sought-after speaker at conferences and corporate events. Customized Sales Call Reluctance programs deliver transformational results for salespeople, financial advisors, and executive recruiters.
Notable International Engagements
Customized Speaking Programs
Manager Resources
The Mysteries of Willpower
Understanding and harnessing willpower for consistent prospecting
Mindset is the Key, Heartset is What Unlocks the Door
Aligning emotional intelligence with sales goals
Book Connie for Your Event
Conferences, corporate meetings, annual sales kickoffs, team training days.
■ WORKING
International track record signals premium positioning
Prague, Norway, Rwanda — these aren't domestic trade show slots. They position Connie as a sought-after practitioner at the international level. This belongs above the program list, not below it. Move it to the hero zone.
◆ GAP
No intake form on the Speaking page
The CTA goes to a generic contact page. A speaking inquiry is a distinct type of request — it needs event date, audience size, topic preferences, and budget range. A speaking-specific intake form here would dramatically increase the quality of inbound speaking inquiries.
DIAGNOSTIC WIRE — POST-EVENT
Every speaking engagement is a lead generation event. Attendees who hear Connie and want to go further should have a direct path to the Free Prospecting EKG. A QR code or post-event landing page with the EKG CTA turns one keynote into dozens of leads — currently there's no mechanism for this.
◆ GAP
Program titles, no outcomes
"Are You Too Nice to Close the Deal?" is a great title. But the description underneath it is generic. Each program should have one measurable outcome statement alongside the title — that's what a meeting planner needs to justify the booking internally.
Why Choose Connie
"The secret sauce is landing someone who knows their stuff inside and out."
Connie Kadansky brings 25+ years of professional experience helping sales professionals and teams overcome the psychological barriers that prevent them from reaching their true potential.
Featured In
The Four Cornerstones — What to Look for in a Coach
01
Proven Authority
Experience with powerhouse organizations and published recognition in major business publications.
02
Master Communicator
Connect with salespeople, identify their needs, teach what they need to know, inspire them to change.
03
Sustainable Change
Tools and techniques for breaking through barriers, improving prospecting, increasing appointments.
04
Engage & Entertain
Lead salespeople through self-evaluation, inspiring accountability in a safe environment where change can occur.
Professional Certifications
"Sales isn't about what we do, it's about who we believe we are when we do it."
— Connie Kadansky, MCC · Exceptional Sales Performance
Ready to Transform Your Sales Team?
Book Connie for your next conference, corporate event, or team meeting.
■ WORKING
The Four Cornerstones flip the script
Instead of saying "here's why I'm great," the page says "here's what to look for in any coach — and then demonstrates Connie meets every criterion. That's more convincing than a straight credentials dump. Smart structure.
■ WORKING
MCC credential is load-bearing
Master Certified Coach is the highest credential issued by the ICF — fewer than 4% of coaches hold it. This should appear in the hero/eyebrow, not buried in the credentials section. It's a trust signal most visitors won't understand unless it's explained.
◆ GAP
No client testimonials on the About page
The About page makes claims about Connie's ability to create change. The most effective proof is clients saying it happened to them. One or two specific, outcome-based testimonials here would do more than all six certification badges.
◆ GAP
Organizations that trust Connie — logos without names
The client logos section exists but the actual company names/logos aren't visible in text. A list of recognizable clients in plain text is more credible than anonymous image placeholders. If any clients can be named publicly, name them.
Contact / Intake Form
Inquiry type ↓
Direct Contact
602-380-5431
Call Connie directly. Available for conversations about coaching, workshops, and speaking engagements.
NOT READY TO TALK YET?
Take the Free Prospecting EKG
10-minute assessment. Shows where your prospecting friction lives. No call required. Results delivered immediately.
READY TO GO DEEPER?
SPQ*Gold Assessment
Full behavioral diagnostic measuring all 16 types of call reluctance. Results reviewed with Connie. The first step in coaching.
DIAGNOSTIC WIRE — CONTACT PAGE
The Contact page is the terminal conversion point for every path on the site. But not every visitor is ready to call. The Free EKG and SPQ*Gold should be explicit alternatives on this page — not just buried in a dropdown. Give people a way to start without committing.
◆ GAP
One form serves three inquiry types
A coaching inquiry, a speaking booking, and a workshop inquiry need different information. A speaking contact needs event date, audience size, topic. A coaching inquiry needs role, current team size, main obstacle. One generic form produces low-quality leads across all three.
◆ GAP
No pre-qualification on the form
The intake form doesn't ask "What's the main prospecting challenge you're facing?" A single qualifying question would help Connie prepare for the call — and signal to the prospect that this is a serious conversation, not a sales pitch.
◈ SYSTEM WIRE
Form → CRM → Calendar
Current flow likely: form submission → email to Connie → manual follow-up. Recommended: form submission → CRM record created automatically → Cal.com booking link sent immediately → confirmed appointment logged in CRM. Eliminates the follow-up delay that kills momentum.
■ WORKING
Phone number is prominent
The 602-380-5431 number appears in the nav and throughout the site. Displaying it prominently signals that a real person answers — which matters for an audience that already struggles with making calls. It models the behavior.
All intake touchpoints — how each connects to the system
| Touchpoint | Audience | Cost | What it produces | Where it connects | Status |
|---|---|---|---|---|---|
| Free Prospecting EKG — Salesperson | Individual producer | Free | Email lead + call reluctance snapshot | CRM record → nurture sequence → SPQ*Gold offer | Diagnostic |
| Free Prospecting EKG — Manager | Sales manager | Free | Email lead + team reluctance indicator | CRM record → workshop inquiry path | Diagnostic |
| SPQ*Gold Assessment | Individual / team | Paid | Full 16-type behavioral profile | Results call with Connie → coaching or workshop | Coaching gate |
| Contact Form — Coaching | Individual producer | — | Inquiry record | Manual follow-up → coaching proposal | Direct CTA |
| Contact Form — Speaking | Meeting planner / manager | — | Speaking inquiry | Manual follow-up → proposal & date hold | Direct CTA |
| Free Quiz (homepage CTA) | All visitors | Free | Email + informal SCR indicator | Lead nurture → EKG upgrade offer | Trust builder |
| Schedule a Consultation (site-wide) | All visitors | — | Direct booking intent | Cal.com → confirmed call → CRM record | Direct CTA |
Are you here for yourself, or for your team?