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Introducing Prospecting Intensive

Whether we believe it or not, we’re all in sales.

We’ve always been in sales. From the time we’re little children, we’re selling our ideas to our parents, hoping they’ll let us do and get what we want. As we get older, we bring our best selves forward, selling ourselves to our teachers, friends, prospective partners and employers, etc. When we speak at professional presentations, we’re selling our theories, attempting to influence research, get funding, forge partnerships.

Underlying all sales is the science and art of persuasion and influence. If our values are aligned with what we’re selling, then we can do good and do well.

Yet so many people think selling is beneath them, that it is fake, even sleazy, or unprofessional. We avoid doing it or hope that it will happen by itself. But really, we’re hiding from the reality that “no one’s coming.” If we want it to happen (whatever it is), we must initiate forward movement which, usually involves sales.

What if we truly believed we could sell AND be our authentic selves? That we didn’t have to fake it. We could really show up, influence people for good, do well, and be who we feel we really are, deep inside. Wouldn’t that make it easier to put ourselves out there and stop procrastinating? And what if we realized that we could cope with our worst fears? If we initiated, were brushed aside, or got no response, what then? If we initiated and were criticized or challenged and humiliated, could we suffer that and go on, anyway? How many of us hold back initiating a new idea for fear that we’ll be ignored or scoffed in some way?

To address the challenges that come with the territory, I’m joining forces with a colleague, Russ Salzer, to launch an 8-week Prospecting Intensive this Fall.

Russ’ business is selling and teaching people to sell. He brings years of experience teaching the behavioral side of prospecting since he knows that the more people you get in your pipeline, the more likely you are to close a sale. However, believing that more could be done to make prospecting even more efficient and effective, we decided to collaborate to create a program that supports people in dealing with their impediments and diminishing their fears. As many of you know, I bring my knowledge and expertise in psychology, authenticity, leadership, neuroscience, and communication to combine with Russ’ strong base in sales and leadership.

Here’s a link to the Prospecting Intensive program description and tear sheet. Please contact Russ or me for more information. Please forward this blog to anyone who's primary objective is driving revenue for their organization or for themselves as a solopreneur. Even if you don't believe that you will get value from learning about prospecting, I hope that you'll stay with me for the next several weeks as I blog about how self-concept and sales are intimately related. Your feedback is always appreciated. Thanks in advance! I hope to see you online soon.

Judith Bell, M.S., Master LHEP™

Judith Bell, M.S., Master LHEP™

Judith is the founder and president of Rewire Leadership Institute®. A master facilitator, consultant, teacher, and coach, she has created and facilitated personal growth, team development and organizational change seminars, coached executives and teams, facilitated strategic planning and high visibility meetings, and supported culture change for over four decades. Judith works with a diverse range of companies from government agencies, non-profit, Fortune Global 500, to small and mid-sized family owned businesses including such organizations as NASA, Seaflow, Total Oil, Restoration Hardware, San Antonio Water System, and Culver Company.

Superb at supporting individuals, pairs, and teams in developing the skills necessary to realize their full potential, Judith helps executives, managers, and staff gain the ability to respond flexibly and rapidly to their changing environment. Through extensive experience and research, she utilizes a number of different approaches including the FIRO theory, systems theory, cybernetics, neuroscience, cognitive, positive, and success psychology.

As one of the world’s leading experts on the FIRO theory, she trains consultants internationally. A consultant’s consultant, Judith mentors facilitators, coaches, therapists and other professionals in the integration of the FIRO theory in their work. From 1981 until 2004, she worked closely with Dr. Will Schutz, the creator of FIRO theory. Independently, Judith developed FIRO Theory Profiling, which has been lauded as the first innovation in the FIRO theory instruments aside from Dr. Schutz’ own developments. She continues to develop courses that synthesize her studies and experience and are based in FIRO theory.

Starting in her teenage years, Judith has been a pioneer in her passion for authenticity, clear communication, and positive change. She is lauded for her ability to see others’ potential and help them realize it—be they individuals, pairs, teams, or organizations. Judith’s zest for life, appreciation for others, and generosity of spirit inspires those with whom she works.

An honor’s student at the University of Wisconsin, Madison, Judith’s desire and passion to learn about authenticity motivated her to move her studies to The Institute for Creative and Artistic Development (ICAD) in Oakland, California. As the youngest student in their teacher training program, she created and graduated with an undergraduate degree that focused on authenticity through California State University, Sonoma. Continuing on her quest to study authenticity and creativity, Judith began taking courses at California State University, Hayward where she also created and graduated with a unique Master’s degree that focused on communication, transformation, and the creative arts.

Interested in systems and change, Judith began experimenting with her innovative action-oriented approach to assess and intervene with families, groups, and organizations. Through this work, she became a much sought-after instructor, training masters and doctoral students in her seminal work. As chair of a psychology program focused on Creative Arts Therapies at Antioch University, San Francisco, she developed curriculum and continued to serve as guest faculty and lecturer at universities nationwide.

In addition to leading Rewire Leadership, Judith and her husband, Daniel Ellenberg, co-founded Relationships That Work®, where she serves as Vice President. She and Daniel co-authored Lovers for Life: Creating Lasting Passion, Trust, and True Partnership, which applies the principles of Rewire Leadership Institute® to romantic relationships. Recently, they co-authored a chapter in Mastering the Art of Success: Volume 8. With Matt White, Judith recently co-authored Leading with Courage.

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