Changing The Sales Game
Beyond the bottom line. Creating true success in sales is creating real solutions for your clients. Product knowledge is great but relationships, and understanding your client’s goals will help you stand out from the crowd. You’ll be able to anticipate their future needs and troubleshoot a potential problem. This means listening and focusing on the person you are working with, even if it’s on zoom. Connie Whitman knows sales. Changing The Sales Game will help you tighten the gap between you and your customer. Listen in for tips on how to become a trusted team member with resources, answers and ideas to solve the challenges they face, you'll be happy you did.
Episodes
“Finance is not merely about making money. It's about achieving our deep goals and protecting the fruits of our labor. It's about stewardship and, therefore, about achieving the good society.” – Robert J. Shiller
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Money is important because it allows us to take care of ourselves and our families. Lately, the financial service industry has be...
"You don't get paid for the hour. You get paid for the value you bring to the hour." – Jim Rohn
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In the midst of all the chaos, how do you stand out from the crowd and become the only logical choice in your field of expertise? In this episode, my guest will share proven principles that, when applied, have empowered people to monetize their lif...
"If you focus on what you left behind, you will never be able to see what lies ahead. Now go up and look around!" – Gusteau (Ratatouille)
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I had to choose an inspiring quote from a Disney movie because today, my guest and I are going to discuss how he, a former Disney leader, traded pixie dust for power washers. He is going to share how he tu...
“If there’s one reason we have done better than our peers in the internet space over the last six years, it is because we have focused like a laser on customer experience, and that really does matter, I think, in any business.” – Jeff Bezos
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When I started in sales, it was all about the product or service and how we could save time and money f...
“Great leaders must be able to realize when something isn’t working, no matter how hard they’ve worked to make it succeed.” —Patrick Thean
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Sometimes it’s hard to give up on a system that you’ve built over time. But what happens when the systems, people, and internal processes no longer work?
Great questions, and tod...
“The future of sales is to serve, not sell. Generative AI gives us guidance that’s so personal and precise, we’re always presenting the most relevant solutions—no pushing required.” —Rob Garf
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AI will not replace quality sales professionals. Instead, it will act as a huge time-saver, enabling great salespeople to meet new prospects and existing clients. It is quickly becoming a resour...
Authentic Selling in a Digital World with Maria-Katarina Johannesson (episode 233)
“Having the aspiration to be memorable is easy. The hard part is creating a crisp message you want others to articulate when you’re no longer in the room.” – Dr. Carmen Simon
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I believe this is the most significant issue we currently face ...
“If there is anything I would like to be remembered for, it is that I helped people understand that leadership is helping other people grow and succeed. To repeat myself, leadership is not just about you. It’s about them.” – Jack Welch
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A few years ago. I had a client who was trying to build a client journey culture rooted in love, care, and respect to foster relationships that grow to the point where our...
"Never look down on anybody unless you're helping them up." - Jesse Jackson
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I chose this quote because I feel that corporate America has decided to step on people to get ROI for shareholders. I know, cynical, right?
I have felt this shift in the past year, specifically. I am not sure if many CEOs are looking to cash out with huge bonuses when...
"The only way of finding the limits of the possible is by going beyond them into the impossible." – Arthur C. Clarke
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I love this quote because it reminds me of Olympic athletes who hold records, and then once that record is broken, it seems that several others come forward and break it yet again. Once what seemed impossible becomes possible, we take the blinders off and see what is truly possible, not ju...
“Don’t be afraid to give up the good to go for the great.” – John D. Rockefeller
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This is one of my favorite quotes. When things are going well, we generally don’t make any changes because everything is good. When things get bad, we stop and assess what changes may be needed to navigate the challenging situation. So good is the real enemy of ...
“A man who stops advertising to save money is like a man who stops the clock to save time.” – Henry Ford
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Sales and marketing are married. We need marketing to generate opportunities and leads that drive sales conversations and revenue. This quote resonated with me: often, we cut budgets instead of reviewing how to refine the marketing campaigns we are putting out that actually gene...
“Relationships feed on credibility, honesty, and consistency.” – Scott Borchetta
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In business, and more specifically in sales, I believe that selling and communicating from a place of love, care, and respect is vital for attracting the right people to your team and creating advocates for you and your business. This is how we can build long-term, profitable relationships and help to keep our pipelines ...
“The way to develop the best that is in a person is by appreciation and encouragement.” – Charles Schwab
In business, and more specifically in sales, I believe that selling and communicating from a place of love, care, and respect is vital for attracting the right people to your team and creating advocates for you and your business.
There is so much information and training on leadership, yet we are losing ground regarding apprecia...
AI Impacts on the Future of Work with Steve Lomas (episode 226)
“Humans are not perfect, and neither is AI. But together, we can create something extraordinary.” – Andrew Ng
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Lately, AI has been a big topic everywhere we look, from events and meetings to our offices. So, what does it mean for the future of work and its w...
“Hiring the wrong people is the fastest way to undermine a sustainable business.” ― Kevin J. Donaldson
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As a business owner, I know it’s impossible to get everything done independently. I need a team to help my business continue to grow. Who I choose to work with isn’t something I take lightly because they will either support or undermi...
“I never lose. I either win or learn.” – Nelson Mandela
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I believe that we never truly lose if we learn something from a loss, whether it's not meeting a goal or a negative experience. We need to trust ourselves, which isn’t always easy. One of the problems today is that decision fatigue and strategy overload keep high achievers stuck and cau...
“The human brain is wired to remember stories." - Unknown
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If you're tired of feeling salesy or pushy, this episode is for you. Join us as we explore how storytelling can transform your sales approach from transactional to truly transformational.
My guest shares why stories are the most powerful tool in your sales toolkit...
“I believe that wherever there is mastery, coaching is occurring, and whenever coaching is done, mastery will be the outcome.” – Andrea Lee
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Part of the deal for clients that hire me is that there has to be a coaching component after we train the employees. Suppose the organization has a coaching program, great. If not, I can share my program...
“There are no shortcuts to success. You have to believe in yourself and never give up.” – Neha Dhupia
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Trusting in ourselves isn’t always easy. The problem today is that decision fatigue and strategy overload keep high achievers stuck. You used to be motivated and successful, but now you feel stalled—like no matter how many strategies you try...
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