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PODCAST

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

business marketing

All Episodes

39:21

Re-Release: How to Overcome Sales Call Reluctance...

Changing The Sales Game ·

2024/12/24

“The confidence you have going into the sales call will determine the level of profit you have coming out.” – Mark Hunter. Being in sales for many decades, I have had my share of prospecting wows. Sometimes, I didn’t feel like prospecting. Getting motivated to make cold calls, follow-up COI calls, and warm prospect calls to meet my revenue goals has not always been easy. During today’s show, my guest and I will unpack the challenge of Sales Call Reluctance and the emotional hesitation to prospect

en

38:07

Scaling your Sales Effort with Chad Blackburn...

Changing The Sales Game ·

2024/12/17

“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.” – William Clement Stone. Whether you work for a company or own your own business, sales are a key component to the business growing and scaling. So how can we grow without working 100 hours per week? Scaling doesn’t mean you have to do everything. Automation helps us, as does time management skills. So, what are some strategies for scaling a business? I'm glad you asked! YouTube:

en

39:52

Social Selling Without The Ick with Darren Gibb...

Changing The Sales Game ·

2024/12/10

“Social media is about the people. Not about your business. Provide for the people, and the people will provide for you.” – Matt Goulart, Over the past four decades, sales haven’t changed much, yet it has changed significantly because of the many social media platforms we have to reach our potential customers easily. LinkedIn is one of the best for my work, but navigating algorithms and fighting through the noise is still challenging. So, how do we gain more traction and reach our ideal client? I'm

en

36:35

Encore: How the Act of Selling Less can enable you to...

Changing The Sales Game ·

2024/12/03

“People buy from people they know, like and trust. At the start of building a relationship with your buyer the only thing you can shoot for is ’Trust’. Building trust has to be very obvious from the very first contact you make with your buyer or you kill any chance of starting a dialogue.”- Michael deGroot. Sales have been my life for over four decades; I have lived by a code where sales for me means selling from love, care, and respect. In short, it means selling by building trust and earning the

en

42:36

Referrals Increase Sales with Ease with Chris...

Changing The Sales Game ·

2024/11/26

The purpose of business is to create customers who create customers. - Shiv Singh. When I search for the perfect quote for each show, I often reflect on my own sales career. I love it when a quote hits home because I have proven that the idea behind it works. Today, this quote landed for me because I have lived off referrals and generated so much passive income through the years due to referrals from existing clients or people who have gotten to know me within my network. The key to developing a

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36:58

A Sales Process in a Transparent World with Gail...

Changing The Sales Game ·

2024/11/19

“It’s no longer about interrupting, pitching, and closing. It is about listening, diagnosing, and prescribing.” - Mark Roberge. Lately, I feel like many sales trainers and consultants speak about building deep-rooted, transparent relationships as if this is a new concept in sales. I remember 40 years ago, when I started my sales career in the financial service industry, there was a lot of pitching and pushing with little interest in the person, family, or organization being sold to. It made me

en

45:32

The Perfect Plan with Dr. Don Barden (Episode 200)

Changing The Sales Game ·

2024/11/12

“Ambition is the path to success. Persistence is the vehicle you arrive in.” – Bill Bradley. Being ambitious and persistent in sales is a critical piece of the puzzle. Today, my guest and I will discuss a process that is easy to understand and, with practice, can become your go-to strategy for meeting and exceeding your goals year after year. YouTube: https://youtu.be/F0FyeCcRBIA About Dr. Don Barden: Don is a classically trained economist globally recognized as an expert in leadership and

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42:39

Leads, Trust, and Sales Using Video with Dan Bennett...

Changing The Sales Game ·

2024/11/05

“Business decision-makers love online video because it gives them the most amount of information in the shortest amount of time.”– Robert Weiss. I think many of you have heard my story about starting my podcast using audio only. Then, one day, my producer shared that she felt I should use video, too. My response was not pretty…lol! I said to her, “You’re crazy, and that’s never happening.” Well, a few days later, I agreed to start using video. Why did I agree so quickly? Well, because her

en

20:12

How to Fast-Forward Sales Success (episode 198)

Changing The Sales Game ·

2024/10/29

“Don’t be afraid to give up the good for the great.” — John D. Rockefeller. The most significant areas where I see salespeople and sales teams drop the ball are at the beginning and end of the sales process. Step 1 is preparation at the beginning of the sales process. To put this in perspective, when we are doing our external business development efforts, 90% of successful BD is preparation. Yes, 90%. What I see with the teams I work with is that they feel so busy that they forfeit prep time and

en

38:25

Building Trust and Sales in a Digital World with...

Changing The Sales Game ·

2024/10/22

“Work the LONG GAME. You don’t want your relationship to last 6-8 months, you want it to last for years.” – Mike Allton. This is a quote called My Name! We must play the long game, be patient, have the right marketing and sales approach, and truly care about our clients. If we do it right, the results are incredible. Building deep, trusting relationships can create a pipeline filled with passive income and referrals. It’s the easiest way to make your sales results. Your connection to your

en

40:01

Legacy Branding Helps Generate Sales with Tiffany...

Changing The Sales Game ·

2024/10/15

"I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel." – Maya Angelou. Whenever I hear this quote, I am reminded that marketing is step 1 in making a sale but will not make the dales for you. To be relevant and top of mind to prospects and clients alike, we must have stellar communication skills and a clear sales process. Marketing gets the client interested, and the conversation and relationships will help you

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40:47

Leveraging AI To Access Actionable Sales Insights...

Changing The Sales Game ·

2024/10/08

“It’s about making connections through the data that you might not have made as a human being. AI has the uncanny ability to tease out things about the consumer you might never think about.” – Ryan Bezenek. I have been intrigued by ChatGPT since I heard about it years ago. I want to continue to grow my understanding of AI and how to use it to develop sales skills within my business. Today, my guest and I will discuss AI's transformative potential in sales and its ability to streamline sales

en

15:23

Your Value Statement to Generate Sales Quickly and...

Changing The Sales Game ·

2024/10/01

“As we express our gratitude, we must never forget that the highest appreciation is not to utter words, but to live by them.” – John F. Kennedy. Recently, I have been working with several banks across the US. In Step 2 of my sales process, I teach how to authentically and organically build rapport with clients and prospects and at networking events. I created a template and am working on another AI tool (more to come on that in the future) that I share with the people in the class to create a

en

20:12

Preparation and Follow-up to Fast Forward Sales...

Changing The Sales Game ·

2024/09/24

“Don’t be afraid to give up the good for the great.” — John D. Rockefeller. The most significant areas where I see salespeople and sales teams drop the ball are at the beginning and end of the sales process. Step 1 is preparation at the beginning of the sales process. To put this in perspective, when we are doing our external business development efforts, 90% of successful BD is preparation. Yes, 90%. What I see with the teams I work with is that they feel so busy that they forfeit prep time and

en

37:13

Encore: Economics For Entrepreneurs with Hunter...

Changing The Sales Game ·

2024/09/17

Connie's motivational quote today is by – Ben Bernanke, "The ultimate purpose of economics, of course, is to understand and promote the enhancement of well-being." When I was in college many years ago, I double majored in Economics and Finance. Yes, you can call me a dork! Even though I was unsure of what I wanted to be when I grew up and I knew that finance and economics were two important topics that I needed to understand to support my future business career. Fast forward 40 years and

en

40:47

Moving Forward Together in a Fractured and Divisive...

Changing The Sales Game ·

2024/09/10

My motivational quote for today is by – R. Roosevelt Thomas, Jr. “Let's stop believing that our differences make us superior or inferior to one another. A diverse mix of voices leads to better discussions, decisions, and outcomes for everyone.” - R. Roosevelt Thomas, Jr. I love this quote and find its relevance extremely timely in today’s divided world. My opinion is right; yours is wrong, which is an awful approach to communication and collaboration. Diverse thinking creates friction, which is a

en

38:27

Mindset Shifts From Sales to Sales Leadership with...

Changing The Sales Game ·

2024/09/03

“Taking initiative pays off. It is hard to visualize someone as a leader if she is always waiting to be told what to do.” – Sheryl Sandberg. I have shared the Gallup Global Workplace Surveys about employee engagement at work over the years. Well, a new study just came out, and it’s not good! The study shows that 33 percent of American workers describe their work experience as meaningful or engaging. Let that sink in for a moment—77% are not engaged! I want to break this down even further. This

en

36:35

How the Act of "Selling Less" Can Enable You to Sell...

Changing The Sales Game ·

2024/08/20

“People buy from people they know, like and trust. At the start of building a relationship with your buyer the only thing you can shoot for is ’Trust’. Building trust has to be very obvious from the very first contact you make with your buyer or you kill any chance of starting a dialogue.”- Michael deGroot YouTube: https://youtu.be/7VLfEVq5ifA Check Out These Highlights: Sales have been my life for over four decades; I have lived by a code where sales for me means selling from love., care, and

en

32:44

The Untapped Potential of LinkedIn for Business...

Changing The Sales Game ·

2024/08/13

“The sale most often goes to the most interested party.” – Steve Chandler. Being interested and curious about what our clients need today and in the future is critical to our sales success. So, how do we show that we care, are curious, and are interested in helping our ideal client? One way is to use resources available to us to spotlight our genius, experience, and level of care. One resource that I see either underused or not used correctly is LinkedIn. It's a powerful resource; too many

en

39:21

Encore: How to Overcome Sales Call Reluctance with...

Changing The Sales Game ·

2024/08/06

“The confidence you have going into the sales call will determine the level of profit you have coming out.” – Mark Hunter. Being in sales for many decades, I have had my share of prospecting wows. Sometimes, I didn’t feel like prospecting. Getting motivated to make cold calls, follow-up COI calls, and warm prospect calls to meet my revenue goals has not always been easy. During today’s show, my guest and I will unpack the challenge of Sales Call Reluctance and the emotional hesitation to prospect

en

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