x

75% of people globally want unbiased news (Pew Research) but are concerned they're not getting that.

Get balanced coverage with Symby. See how stories are covered across diverse outlets and spot when one side covers a story the other skips.

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

37:31

Lead Generation and Email Marketing That Works with...

Changing The Sales Game ·

2024/07/30

“The secret to change is to focus all of your energy, not on fighting the old, but on building the new.” - Socrates. To make your email marketing efforts successful, one of the major components is building your list. Essentially, we are always doing two things: fueling our email marketing “machine” with leads and working to improve the conversion rate of our machine (through improving our messaging and leaning into relationship-based marketing messages). One of the more common ways to fill your list

en

41:06

AI and the Upcoming Augmented Technology Revolution...

Changing The Sales Game ·

2024/07/23

“When deploying AI, whether you focus on top-line growth or bottom-line profitability, start with the customer and work backward.” – Rob Garf. This quote is essential for sales teams to understand that sales have always been about building relationships and the human touch or experience. At least, that has been the source of my success. Early in my career, four decades ago, we didn’t have computers or any type of technology. We were full-on analog. Yet computers, the Internet, and other

en

37:36

Relevant Value Propositions to Increase Sales Results...

Changing The Sales Game ·

2024/07/09

"Your customers are the judge, jury, and executioner for your value proposition. They will be merciless if you don't find the fit!" - Alexander Osterwalder. The percentage of businesses that do not know customers’ top buying criteria is frightening. A ton of research shows how few businesses know what their customers value, so they miss the mark with their value proposition. My guest today will reveal some of these stats and what to do about them so we can grow our business and revenue by making

en

43:28

Cultivate a High-Performing Sales Team to Achieve...

Changing The Sales Game ·

2024/07/02

"To say my fate is not tied to your fate is like saying, 'Your end of the boat is sinking.'" - Hugh Downs. I have always been part of a team, even as a business owner. I have learned, probably the hard way, that I can’t achieve success alone. Both while raising my kids and starting my business, I needed experts to help me understand business, technology, administrative work, etc. Last year, I sponsored a book called Ready, Connect, Grow. The authors who contributed to the anthology were from

en

42:27

Build Personal and Business Brand Using Media and PR...

Changing The Sales Game ·

2024/06/25

“Marketing is no longer about the stuff you make, but about the stories you tell.” – Seth Godin. A component of marketing ourselves and our companies is becoming memorable to potential clients so they choose to do business with us. This involves different forms of media exposure. Publicity is one form of media exposure that helps us market our products or services. It gets us noticed and helps us build an innovative brand that people learn to respect and trust. Strategies exist to help us grow

en

40:55

Common Myths around Selling with Jackie Joy (episode...

Changing The Sales Game ·

2024/06/18

“This is not hard sell-it’s heart sell. Good questions get to the heart of the problem or the need very quickly, and the buyer doesn’t feel like he or she is being pushed” – Jeffrey Gitomer. Selling from the heart and building long-term relationships were intuitive for me and helped me quickly stand out from my peers in the financial industry. By creating a solid foundation and reputation, I could generate ongoing referrals, and my close ratio was off the charts because I was a trusted resource

en

37:41

Marketing with LinkedIn and PR with Karen Yankovich...

Changing The Sales Game ·

2024/06/11

“In sales, a referral is the key to the door of resistance.” – Bo Bennett. For over 35 years, I have been blessed to live off referrals. It’s all about building relationships so deeply that your ideal clients know you and know who to refer to you. I have learned that the key is harnessing the power of magnetic marketing with LinkedIn and PR, which will skyrocket your visibility, establish unshakable credibility in your niche, and ensure a magnetic attraction that will pull in your ideal audience

en

32:31

Insurance Sales - Four Pillars of Effective Marketing...

Changing The Sales Game ·

2024/06/04

“Even when you are marketing to your entire audience or customer base, you are still simply speaking to a single human at any given time.” – Ann Handley. I always say this: Sales and Marketing are different. They support each other; they are like a marriage. Marketing gets people to agree to speak with you, while sales get the client or prospect to buy from you. My expertise is sales, and I have had to and continue to hire people to help me as I pivot or add to my existing business. Whenever I

en

40:55

Grow Sales Results Using Stories with Mike Bosworth...

Changing The Sales Game ·

2024/05/28

“Humans are not ideally set up to understand logic; they are ideally set up to understand stories.” - Roger C. Schank. I use stories in my sales conversations with prospects and when teaching. Years later, people approached me and said, “Do you remember when you taught us XYZ? I still think about that and remember how to use that concept with my clients.” That defines success for me. Years later, the employee remembers the story but, more importantly, the concept and how to use it in real-life

en

44:45

Roadmap from Business Failure to Success with Steven...

Changing The Sales Game ·

2024/05/21

“Success is stumbling from failure to failure with no loss of enthusiasm.” – Winston Churchill. Boy, this quote hit home for me. I know I have failed many times in my life. We see quotes like this when we are in a crisis or facing failure and think, BS, I failed, I’m not good enough, or I don’t deserve the success. And there lies the issue—our minds! The negative record player that is on repeat, saying we aren’t good enough for X, Y, or Z. What I have learned is that in the face of failure, I try

en

40:40

Sales Are About Being Resilient and Getting Back Up...

Changing The Sales Game ·

2024/05/14

“The greatest glory in living lies not in never falling, but in rising every time we fall.” — Nelson Mandela. I love this quote. If we didn’t continue to rise after we fail or fall, we wouldn’t have innovation, growth, new opportunities, and potentially a better life. Most people think it’s only about having the ability to achieve X, Y, or Z. The reality is resilience, and the choice to keep getting up and moving forward is very powerful. Especially in sales and business growth. YouTube:

en

41:33

How to Recruit Better Sales Reps with Stephen Rhyne...

Changing The Sales Game ·

2024/05/07

“If you don’t have a defined process that moves your people forward so they can achieve greater results, then what is it you are managing? You’re managing the status quo.” – Keith Rosen. I often see managers managing numbers or metrics versus coaching someone to grow and build new and improved skills. Those who know me have heard me often say, “We can’t coach a number or metric to gain market share or grow sales results. We need to coach our teams based on their personal skill growth needed to

en

43:15

Cold Email, Sales, and Life as a Digital Nomad...

Changing The Sales Game ·

2024/04/30

“Great things are done by a series of small things done together.” – Vincent van Gogh. After COVID, I was forced to pivot and create an entire digital library of training and new business outreach. Understanding this new world of online automation, branding, and client outreach required a huge learning curve. So what did I do? I buckled down, took many online classes, hired several coaches who had played in this space for over a decade, and hired people to help me create emailing sequences.

en

36:11

Marketing and Sales Strategies Create Higher Profits...

Changing The Sales Game ·

2024/04/23

“A bad habit appearing at many companies is to put reps in the unenviable position of trying to hit their quota by feverishly working through as many opportunities as they can. But this isn’t necessarily the ideal solution. Data-driven sales teams are finding that it is usually more effective to spend more time on qualification earlier in a sales cycle in an effort to only deliver the best opportunities to highly paid account executives.” – Fergal Glynn. People often lump sales and marketing

en

40:08

Using AI to Grow Sales and Business Growth with...

Changing The Sales Game ·

2024/04/16

"Let tech do all the heavy lifting. Let it do all the research. Let it even write all the emails. But right before you engage with the human, that’s where you have to put that human factor in.” – John Barrow. Unless you have been living under a rock, AI is everywhere. So, how do we use AI effectively without watering down our brand and, more importantly, our reputation as a trusted provider? During today's show, we will discuss the remarkable sales achievements AI is currently capable of

en

39:32

How to Increase Income by Making More Sales with Dr....

Changing The Sales Game ·

2024/04/09

“If people like you, they’ll listen to you, but if they trust you, they’ll do business with you.” - Zig Ziglar . Trust is such an interesting and important word. We think we know what it means but don’t always know how to earn it. Becoming a trusted partner isn’t about discounting the fees you charge; it’s about the relationship you continue to build through the years. It takes effort, honesty, care, patience, and curiosity about what happens in your clients' lives and businesses year after year.

en

40:43

How To Grow Your Sales Results with Jay Abdulaziz...

Changing The Sales Game ·

2024/03/26

“Your attitude, not your aptitude, will determine your altitude.”- Zig Ziglar. I had a huge paper to write for one of my business classes in college. As part of my research, I read a Zig Ziglar book (yes, a real book, not online references), and my life was changed forever! His brilliant approach to business and life was all I needed to know I had chosen the right major: business. It is funny how those pivotal moments are so clear and the path forward seamless. I have always been curious and

en

39:25

The Value Sale: How to Prove ROI and Win More Deals...

Changing The Sales Game ·

2024/03/19

“When you say ROI, do you mean return on investment or risk of inaction?” – Paul Gillin, I love this quote. Having been in sales for many decades, I know the importance of measuring ROI. However, many leaders try to measure ROI by managing their sales teams solely through numbers. I believe using numbers as your only metric may be dangerous. If we do not look at the behaviors that are driving those numbers, we may be missing a huge piece of improving ROI. YouTube: https://youtu.be/w1057KlbhTY

en

39:21

How to Overcome Sales Call Reluctance with Connie...

Changing The Sales Game ·

2024/03/12

“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

39:33

Make More Sales Using Social Media with Jenna...

Changing The Sales Game ·

2024/02/27

“Knowing is not enough; we must apply. Wishing is not enough; we must do.” – Johann Wolfgang. I love this quote because it is about taking action. Everything was analog when I started my business, so there was no internet or social media. Wow, how times have changed! Looking back, the learning curve for using social media, email campaigns, and other digital resources was like learning a foreign language. Since this is not my zone of genius, I stay in my lane with what I know: Sales! So, like

en

247 results

Similar Podcasts

TaxTalent.com The Golden Rule Podcast

Adam Golden

TaxTalent.com Podcast

Tony Santiago

Handelsblatt Crime - spannende Streitfälle der deutschen Wirtschaft

Ina Karabasz, Solveig Gode, Sönke Iwersen

Deffner und Zschäpitz – Der Wirtschafts-Talk von WELT

WELT

Black Box - La scatola nera della finanza

Guido Brera e Gian Luca Comandini -...