Changing The Sales Game

I know you have all heard me say that marketing and sales are married but are two very different things that are equally important to a business. I am great at all things sales, not so much at marketing or branding!  Even though they are all key ingredients for business and career success, building the right brand is important to attracting the right clients.  I have hired people to help me build my brand Changing the Sales Game with my tag line of, "getting you off the bench and in the game!"  Pretty cool…right?  The fact is businesses need m...

"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." – Marcus Chan

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I love how this quote blends the dynamics of selling through service with how using AI can personalize our approach to meet clients' needs more quickly and with greater precision. 

When I started my career 42 years ago, we had no internet, and computers were pretty lame, used only for order-taking. Long gone are the days of using index cards and...

Connie's motivational quote for today is by Lawrence J. Peter: "If you don't know where you are going, you will probably end up somewhere else."

Watch this episode on YouTube.

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Today's quote actually made me pause and reflect on my own business journey over the past 21 years and knowing where I was going was not always clear or easy to define! 

I know for me as a business owner, finding the next step is important yet I have also learned that moving...

"Don't be afraid to give up the good to go for the great." - John D. Rockefeller

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I often think about this quote. Humans are interesting because we get comfortable, and when things are good, we tend to sit back and coast. It's when things go wrong that we say, "ok, I need to make a change because it's not going well." The truth is, we need to evolve and grow every day, or we risk getting stuck in what's okay.

I work with organizations in the financial services...

"It is very important to understand that emotional intelligence is not the opposite of intelligence, it is not the triumph of heart over head – it is the unique intersection of both." – David Caruso

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Everyone is talking about AI, and rightfully so, it's here and it's here to stay.  So, how do we navigate technology when we're being very human?

The reality is that the future of work is human. Today's show, we are going to explore how emotional intelligence is shaping success now and will define leadership, collaboration, and innovat...

Your customers don't need more reasons to say yes. They need fewer reasons to say no." ― Matt Sucha

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In this episode, my guest Matt Sucha takes us on a fascinating journey into the customer's subconscious. He will share the hidden forces that block decisions and kill conversions. You'll discover the four key psychological barriers that stand in your way. And learn how removing them makes sales flow naturally.

Matt is the CEO of Mindworx and author of The Hidden YES. A mathematician who left the corporate world to apply insig...

"If you think it's expensive to hire a professional, wait until you hire an amateur." ― Red Adair

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Hiring and recruiting for salespeople can sometimes seem like a revolving door within organizations. I love this quote because if we don't take the time to hire the right person for sales roles, we may be losing market share, whether we realize it or not. So, what's the answer to help us hire and develop the right people for our organization's sales teams? 

Glad you asked.  Today…

About Ryan Hohman:

Ry...

"A great coach not only inspires but supports and encourages others to get results." - Richard Schuy

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I chose this quote because being a great coach does exactly what this quote illustrates. Inspires, supports, and encourages results. At the end of the day, it's about getting our teams to be as productive and efficient as possible so that together we can generate the results needed for ourselves and the organization we work for. Your employees have blind spots; in other words, they don't know what they don't know until you can...

"The more time you spend complaining about what you deserve, the less time you have to focus on what you can create. Focus on what you can control." ― James Clear

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I actually interviewed James Clear when his book, Atomic Habits, was first released. His approach to making micro steps and building on those every day creates the life you've imagined and can actually achieve.  It's all about creating habits and implementing systems to help us thrive at work and at home. So, how do we apply the concept of micro habits to sh...

"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: https://youtu.be/w371gew_RFc

About Akee...

"Sales is an outcome, not a goal. It's a function of doing numerous things right." — Jill Konrath 

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I love this quote.  I would never say I am an operational mastermind. Everything I do in my business, and throughout my sales career, has been built on repeatable, duplicable systems and habits that work and can be taught and used to duplicate sales revenue and growth over and over again. In essence, defining sales without a strong operational or systems foundation is a strategic mistake. 

About Jon Bassford:

Jon is an ope...

"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 been losing its way! They are laying off personnel to generate greater revenue due to cost reduction. The real question is, at what cost for the consumer and reduction in employee loyalty?

I am on a mis...

"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 life's mission and create a lasting legacy for their family.

So I ask you, "Are you ready to break free from your limiting beliefs, so you...

"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 turned Disney's legendary customer service into a blueprint for home service businesses to charge premium prices and create raving fans. In this episode, we unpack how to "...

"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 for the client. This remains a crucial piece of the puzzle in highlighting the benefits to the client. The other key piece that is often overlooked is t...

"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 today, my guest and I will discuss how to transform corporate chaos into a competitive advantage and share how battle-tested principles can scale high-growth teams. We will also explore the real reasons why smart directors stay tra...

"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 resource for working smarter, not harder.

In today's episode, my guest and I will discuss how the future of business lies in harnessing the power of artificial intelligence to wo...

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 in the sales industry. Being seen in the sea of noise that exists in our digital world is hard to make ourselves memorable.

Selling doesn't have to feel forced or transactional—it can grow naturally, just l...

"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 clients become our best advocates, generating passive new business and revenue results. Great objective.

A ye...

"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 they retire in the next couple of years or if the executives, AKA part of the human race, have decided to be a bunch of j...

"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 just what we think is likely based on past performance only.

About Borja Cuan:

Borja join...

"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 becoming great.  

So what habits or systems do you need to evaluate to help you become your greatest self, so you generate more sales with less work...

"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 generate revenue and positive results.

I see it all too often where businesses accept that marketing is this mysterious, unpredictable expense, but it doesn't have to be...

"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 full of quality business. 

About Corey Poirier:

Corey is a multiple-time TEDx Speaker, Wall Street Journal / USA Today bestselling Author, SUCCESS...

"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 appreciation and encouragement for our employees. Through conversations with colleagues, friends, and my own family, I see this lack of appreciation in different or...

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 workers?

This is a critical question, as it reveals the skills or understanding you may need to acquire to remain relevant in an ever-changing world filled with automation and AI opti...

"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 undermine my business goals and objectives.

During today's show, my guest will reveal how businesses can create self-sustaining companies with engaged, loyal employees. From hiring strategies to retention secrets, he will share practic...

"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 cause them to question themselves. You used to be motivated and successful, but now you feel stalled—like no matter how many strategies you try, you can't seem to get over this h...

"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, what kinds of stories drive connection and conversion, and the must-have stories every business owner and salesperson should keep in their Core Story Hub. Whether posting or on a sales call, these story strategies will he...

"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 to help and support the change in behaviors the organization seeks, get the new behaviors and habits to stick, and ultimately grow sales because changing behaviors will always drive the numbers or r...

"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, you can't seem to get over this hump. My guest and I will discuss 3 Self-Trust Solution tips today for breaking free from this cycle and moving forward! 

About Dawn Ledet:

Dawn i...

"Opportunities don't happen. You create them." – Chris Grosser

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The workforce has changed forever. Employees want flexibility, businesses need agility, and the traditional 9-to-5 model is giving way to a smarter, more dynamic approach. So, how do we navigate the evolving freelance economy and help businesses harness the power of fractional resources?

Today, we will explore why the old employer-employee loyalty contract is fading, how companies can strategically integrate freelance and fractional talent, and the best practices for managing a hybrid workforce. Whether you're struggling with hiring, looking for ways to...

A Leaders Guide to Address Common Challenges with Israel Duran (episode 219)

"If you can't explain it simply, you don't understand it well enough." – Albert Einstein

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I speak for a living. Whether in front of an audience or a team of employees at one of my banks. If I can't take complex ideas, thoughts, or circumstances and make them easy to understand, I will not generate a return on investment for my clients.

Another key skill for leaders is using their voice with purpose, focusing on communication th...

"You don't have to see the whole staircase, just the first step." – Dr. Martin Luther King, Jr.

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Why do some days feel easier to get things done than others? I am sometimes clear about the next step and sometimes not. The reality is that to stop procrastination in its tracks and keep moving forward, we cannot always see the entire staircase. The next step is to keep moving forward and maintain that perspective of getting it done one step at a time.

About Robin J. Emdon:

Robin is...

"A brand is the set of expectations, memories, stories, and relationships that, taken together, account for a consumer's decision to choose one product or service over another." – Seth Godin

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Sales and marketing are married. You can't have one without the other. Personal branding, messaging & marketing will help you make the sale before the sales call starts.  Think that you are building the know, like, and trust factor every time you send a marketing message or meet someone live at a networking event. 

Your message must be clear so that you ca...

"Sales are contingent upon the attitude of the salesman, not the attitude of the prospect." William Clement Stone

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If used correctly, AI can be a great time saver and resource for salespeople. Sales automation is no longer a wish; it's necessary to remain a highly successful and productive salesperson. 

Our mindset can help or hinder our success, too. So, we must find a blend of automation resources that allow us to accomplish more in less time while minding our brains to remain focused and diligent. 

About Bill Rice...

"It is the long history of humankind (and animal kind, too) that those who learned to collaborate and improvise most effectively have prevailed." – Charles Darwin

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Humans seek connection and community, yet we also desire independence. Neither is good or bad; we need both. Being independent doesn't mean we shouldn't seek others' advice, help, or expertise because we can't do it alone.  

Having different perspectives allows us to learn and grow and minimize blind spots. We can leverage the strength of others to protect us from our areas of...

"Speech is power: speech is to persuade, to convert, to compel."
-Ralph Waldo Emerson

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This quote embodies sales. If we can dial in and develop our speeches and presentations, we can easily and authentically persuade without manipulation, convert because your solution is the correct fit, and compel because the person has been waiting to buy from you.

Unfortunately, many of us speak AT the prospect or client and try to persuade using manipulation, so we don't convert the sale.

About Leslie Fiorenzo:

...

"Nothing is perfect. Life is messy. Relationships are complex. Outcomes are uncertain. People are irrational." ― Hugh Mackay

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This quote is on point. There is no such thing as perfection; yes, life is messy. Yet, I feel like humans look for the easy, the quick fix, the magic pill. We are all here to inspire and create change in our lives and communities.

This may be why leadership in organizations and businesses is messy and challenging. We are all human and have filters through which we see our ve...

"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 people use it, and it comes across as icky and...