Changing The Sales Game artwork

Changing The Sales Game

237 episodes - English - Latest episode: 3 days ago - ★★★★★ - 29 ratings

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.

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Episodes

How To Grow Your Sales Results with Jay Abdulaziz (episode 171)

March 26, 2024 07:00 - 40 minutes - 14.3 MB

“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 ...

The Value Sale: How to Prove ROI and Win More Deals with Ian Campbell (Episode 170)

March 19, 2024 07:00 - 39 minutes - 13.8 MB

“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...

How to Overcome Sales Call Reluctance with Connie Kadansky (episode 169)

March 12, 2024 08:00 - 39 minutes - 13.8 MB

“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...

Make More Sales Using Social Media with Jenna Warriner (Episode 168)

February 27, 2024 09:20 - 39 minutes - 13.9 MB

“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...

167. Eric Boggs: Cold Emails Aren’t Dead Your Approach Is

February 20, 2024 20:00 - 40 minutes - 14.3 MB

Connie's motivational quote for today is by – Andrea Mignolo, “I want to do business with a company that treats e-mailing me as a privilege, not a transaction.”  When COVID hit, and many business activities stopped, the one thing that continued was email campaigns.  Now that things are kind of back on track, are email campaigns still relevant?    This is an essential question for all types of businesses to think about because our email lists are potentially our long-term lifeline for con...

166. Chet Lovegren – Building High-Performing Sales Teams 

February 13, 2024 09:20 - 45 minutes - 15.9 MB

Connie's motivational quote for today is by – John D. Rockefeller, “Don’t be afraid to give up the good to go for the great.” Good is the enemy of great, yet sales leaders hire the wrong team members or hire correctly but don’t provide long-term support.    I have more stories than I’d like to admit here where I’ve had the worst of the worst sales leaders throughout my corporate career. Hiring the right people, developing the right people, and building a high-performing team isn’t rocket...

165. Kris Ward – How to Crush Your Demanding Schedule And Grow Your Profits

February 06, 2024 09:25 - 36 minutes - 12.9 MB

Connie's motivational quote for today is by – Nick Haase, “You only have so many hours in a day; let others make the money for you!"  I always felt like no one could deliver or duplicate my deliverables in my career and business.  Well, our working life teaches us differently.  This quote nails today’s topic.  We can’t do it alone, and if we do it right by building a high-performing team, man, the results speak for themselves, and we get to work less and make more.  Sign me up…right?   ...

164. Encore: Joel Stevenson – Finding Success in Sales

January 30, 2024 09:20 - 39 minutes - 13.7 MB

Connie's motivational quote for today is by – Napoleon Hill, “If you can't do great things, do small things in a great way." Okay, I am a Napoleon Hill geek and love his quotes.  The one I’ve chosen for today’s show is no different.    For the past 40 years, I have lived my personal and professional life working on or creating micro habits that I could learn, execute, master, build upon, and then rinse and repeat with the next skill I needed to grow to get me to the next level of success...

163. Justine Beauregard – How to Get Paid Well for Your Expertise

January 23, 2024 09:00 - 44 minutes - 15.6 MB

Connie's motivational quote for today is by – Bruce Lee, “Knowledge will give you power, but character respect.” I love talking about sales.  Most of you have been following me for a while and know my motto for sales is selling through love, care, and respect.  Respect is probably my most important word to live and sell through!    We have one of the most important jobs in the world.  Serving and helping people with our products and services that somehow help their lives, careers, or bus...

162. Eric Allan Eaton – Cultural Shifts During Mergers

January 16, 2024 09:20 - 42 minutes - 14.9 MB

Connie's motivational quote for today is by – Carlos Ghosn, “Every single time you make a merger, somebody is losing his identity.  And saying something different is just rubbish." I remember that in the ‘90s, banks underwent a huge metamorphosis of banks merging.  We called it “merger mania. “  Being part of the transition team for two different mergers, I found that with open communication, even if nothing new needed to be shared, sharing that nothing new was happening played out well fo...

161. Ryan Staley – Leveraging AI for Sales Excellence

January 09, 2024 09:20 - 45 minutes - 15.8 MB

Connie's motivational quote for today is by – Brian Cornell “Technology is going to disrupt the future of work, perhaps sooner than we thought. We are exploring everything from AI to VR, but we see no substitute for our stores and employees. We focus on building talent and personal service.”   Since starting my career in the 80s, I have learned to go from analog tracking to digital over four decades.  Things seem to change quickly since AI has hit the main street with ChatGBT, Salesfor...

160. Kevin Hancock – Shared Leadership, Dispersed Power, and Deep Employee Engagement

January 02, 2024 09:20 - 42 minutes - 14.8 MB

Connie's motivational quote for today is by – Ryunosuke Satoro, “Individually, we are one drop.  Together, we are an ocean.’”  Recently, have you read any articles about new leadership skills needed to succeed?  Leadership skills like agility, empathy, respectful communication, listening to employees, and more.  As I reflect, leaders from around the globe are waking up to what true leadership should have been all along and that we have been blindly using the model used throughout corporate...

159. ENCORE: Atomic Habits with James Clear

December 25, 2023 09:20 - 36 minutes - 12.9 MB

Today James Clear and I are going to discuss his book Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones.  We are going to break down how to actually change or form a habit that will stick.   Do you have any bad habits?  Come on, you know what I am talking about!  If we know what is considered a good versus a bad habit, why do we still have so many that often seem to be out of control. What if I told you there is an almost foolproof way to really change up your beh...

158. Grant Lira – Easy Strategizes to Streamline Your Sales Process

December 18, 2023 09:00 - 40 minutes - 14.2 MB

Connie's motivational quote is by - Harvey Mackay, “To me, job titles don’t matter. Everyone is in sales. It’s the only way we stay in business. I love this quote.  Whether your child is trying to sell you that a dog or cat is a must for your household, or you’re trying to get an idea out to stakeholders in your organization or business, we are always selling!    How we do this varies, but at the end of the day, if we approach sales through love, care, and most importantly, word respect,...

157. Dan Fantasia – Sales Recruitment Strategies for the New Year

December 11, 2023 09:20 - 39 minutes - 13.7 MB

Connie's motivational quote for today is by – Lou Holtz, “Your talent determines what you can do. Your motivation determines how much you are willing to do. Your attitude determines how well you do it." As the new year fast approaches, many of us are either looking for a new sales position or need to hire quality sales professionals.   The cycle is never-ending for various reasons.  So how do we stay relevant when in job search mode and for the hiring manager or business owners looking for...

156. Grace Mei Yen Foo – Create Financial Freedom Using Progressive Disruptive Tools

December 04, 2023 09:00 - 36 minutes - 12.7 MB

Connie's motivational quote for today is by – Alexa Von Tobel, “A good financial plan is a road map that shows us exactly how the choices we make today will affect our future.” Being a Financial Advisor and Wealth Manager for over 18 years before starting my business helped me understand the importance of having a financial plan for my personal and professional lives. Without a plan, we allow life to happen instead of creating a life that inspires us to show up and share our gifts with the w...

155. Matt Diamante – Simple SEO Strategies That Work

November 27, 2023 09:20 - 42 minutes - 15 MB

Connie's motivational quote for today is by - Matt Cutts, “SEO is like a resume, you polish it, so you have your best foot forward.” As you can see from today’s quote, our topic is SEO rankings.  I have asked my guest today to come back for a second time to discuss SEO since I am still working on leveraging SEO for my business because I still lack knowledge on this topic.    So, I am personally excited to hear my guest’s thoughts about SEO generation, Google analytics, and how to leverag...

154. Ely Delaney – The Power of Follow-Up and Automation

November 20, 2023 09:00 - 40 minutes - 14.1 MB

Connie's motivational quote for today is by – @iSocailFanz, “You have to stop treating your social media like a billboard.  Turn one-way broadcasting into a two-way conversation.  NO ONE has ever had a relationship with a billboard.”   YouTube: https://youtu.be/oInZCVGWfk8   Check Out These Highlights:   Since COVID, I have spent a lot more money and time on my social media and email campaigns to help create a dynamic digital footprint for my business and spotlight my sales experti...

153. Gabe Lullo – Strategies for Sourcing New, Qualified Lead

November 13, 2023 09:20 - 35 minutes - 12.6 MB

Connie's motivational quote for today is by – Fergal Glynn, “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 execut...

152. Grant Lira – Using Empathy to Revolutionize Sales 

November 06, 2023 08:20 - 40 minutes - 14.3 MB

My motivational quote is by - Daniel Lubetzky, “Empathy is one of our greatest tools of business that is most underused.” OMG, when I found this quote, I knew it was the winner for today’s topic. For the past 40 years, Empathy and understanding have been a core piece of how I developed my career and, for the past 22 years, my business.       Empathy isn’t about being weak. On the contrary, it’s where strength and integrity come from.  Especially in sales, I see the need to be empathetic ...

151. Joel Stevenson – Finding Success in Sales

October 30, 2023 08:20 - 39 minutes - 13.7 MB

Connie's motivational quote for today is by – Napoleon Hill, “If you can't do great things, do small things in a great way." Okay, I am a Napoleon Hill geek and love his quotes.  The one I’ve chosen for today’s show is no different.    For the past 40 years, I have lived my personal and professional life working on or creating micro habits that I could learn, execute, master, build upon, and then rinse and repeat with the next skill I needed to grow to get me to the next level of success...

150. Gabe Lullo – Sales and Recruiting

October 23, 2023 08:20 - 39 minutes - 13.9 MB

My motivational quote for today is by – Red Adair, “If you think it’s expensive to hire a professional, wait until you hire an amateur.” You know that old saying, penny wise, dollar foolish?  I see it when organizations hire to fill a job and are not necessarily the perfect fit for long-term growth and employment. The revolving door is the circumstance we often find ourselves in. So, is there a better way to hire the right people who will exceed your wildest dreams?   YouTube: https://...

149. Bob Bruder – The Power of Referral Partner Networks 

October 16, 2023 08:20 - 38 minutes - 13.4 MB

Connie's motivational quote for today is by – Timothy M. Houston  , “Referrals are the privilege of the opportunity given to you by someone else to potentially do business with someone who wants, needs or desires the products or services you offer.” OMG, when I found this quote, I knew it was the winner for today’s topic.    For the past 35 years, I have lived off referrals, and my business has continued to grow by building lifelong, like-minded referral partners. Please take a moment an...

148. Jeff Blackman – How to Peak Your Profits and Always Hit Your BULLSEYE

October 09, 2023 08:20 - 38 minutes - 13.6 MB

Connie's motivational quote for today is by – Jim Rohn, “One customer, well taken care of, could be more valuable than $10,000 worth of advertising.“ After finding this quote for today's show, I began to reflect on the money I see many companies spend on advertising versus the value put on deliverables after new sales are made.    Too often, I see everyone striving to bring in new business; they need to remember to follow up and show up after new pieces of business close.  Essentially, b...

147. Daniel Alexander Viduya – Choosing A Brand Partner That Is Bound By Integrity 

October 02, 2023 08:20 - 36 minutes - 12.6 MB

Connie's motivational quote for today is by – Sally Gronow, “Good customer service costs less than bad customer service." This short quote says it all.  As a business owner, for me to not be responsive and over-deliver every time I speak and engage with my clients, I would not see the success and repeat business I am blessed to have.    There is always competition, so if we show up daily to serve and deliver our products and services better, all that matters is the customer.  The competi...

146. Lady Jen Du Plessis - Building World-Class Teams 

September 25, 2023 08:20 - 40 minutes - 14.1 MB

Connie's motivational quote for today is by – Nelson Mandella, “Do not judge me by my success; judge me by how many times I fell down and got back up again.”  I love this quote.  For a moment, think about how many times you’ve hit hard times or fallen.  I’ll bet it’s a ton!   We have all had hard times, uncertainty about the next best step to take, and most importantly, when things go poorly, we stand back up, dust ourselves off, and start all over again. I don’t believe there is such a ...

145. Matt Putra – How to Manage Cash Flow for eCommerce Businesses 

September 18, 2023 08:20 - 41 minutes - 14.4 MB

Connie's motivational quote for today is by – Hendrith Vanlon Smith, Jr., “If you want your business to be resilient, you gotta improve cash flow and widen margins.”  I love talking about money with my guests.  It’s an important topic since it is a measure or an energy exchange based on efforts and outcomes (ROI) we share with our ideal clients. I’ll bet most of us have a budget we adhere to with our household bills and cash flow.  As a business owner or CFO at an organization, the same prin...

144. Jamie Shanks – Relationship Signals: To Increase Your Sales Pipeline

September 11, 2023 08:20 - 39 minutes - 13.9 MB

Connie's motivational quote for today is by – Brian Tracy, “Keep your sales pipeline full by prospecting continuously.  Always have more people to see than you have time to see them.“  Throughout my career and business, I have had ups and downs with the number of sales I have made.  There is one constant that has worked well for me.  That is always building deep, long-term relationships with my clients.  That has created short- and long-term sales results for me.  I do this by focusing on ...

143. Michaela Smith – Why Cold Calling Isn't Dead!

September 04, 2023 08:20 - 38 minutes - 13.4 MB

Connie's motivational quote for today is by – Tim Nadela, “Cold calling is not dead.  Have the conversation mapped out in advance.  Make it your guide for structuring your next sales calls.”  When I started in sales 40 years ago, cold calling was our only strategy.  There was no internet, LinkedIn, Instagram, Twitter, or even the internet.    We had to buy lists (that were typically outdated) and make cold calls to secure 15 appointments weekly.  It was not an easy task!  Most business o...

142. Dan Fantasia – Sales Recruitment Strategies to Scale Your Business

August 21, 2023 08:20 - 36 minutes - 12.9 MB

Connie's motivational quote for today is by – Stephen Covey, “Accountability breeds responsibility.” Through the years, as a leader both in business and corporate, years ago, one thing rang true for me and my teams.  Accountability is vital to creating a thriving, revenue-driven culture where the client, the organization, and the salesperson win.  I call it the hat trick of sales success or the win/win/win formula.   So where do we start to foster this growth and accountability mindset? ...

141. Jeff Goldberg – Increasing Your Sales in Any Economy

August 14, 2023 08:20 - 40 minutes - 14.3 MB

Connie's motivational quote for today is by – Robert Collier, “Success is the sum of small efforts, repeated day in and day out. “ After finding this quote for today's show, I began to reflect on what small efforts have created success in my business and life.  Whether intentional or intuitive, when I started my business and sat down without any idea of how I would teach others how to be successful in sales and, more importantly, by selling through love, care, and respect.    Do you know...

140. Matt Green – Skill Gaps for Revenue Team Members

August 07, 2023 08:20 - 38 minutes - 13.5 MB

Connie's motivational quote for today is by – Mark Hunter, “It’s not about having the right opportunities.  It’s about handling the opportunities right. “ Over the past four decades, opportunities have been everywhere, and how I have responded to those opportunities resulted in success and yes even failures.  It’s all a learning experience.    My guest today provided me with some stats that I feel compelled to share: “55% of sellers are lacking basic sales skills. And in 2023, when budge...

139. Doug C. Brown – 5 Must-Have Components to Close More Sales

July 31, 2023 08:20 - 38 minutes - 13.5 MB

Connie's motivational quote for today is by – Jeffrey Gitomer, “Great salespeople are relationship builders who provide value and help their customers win. “ Throughout my career and business, I have had up and downs with the number of sales I have made.  There is one constant that has worked well for me.  That is always building deep and intimate (not in a weird way) relationships with my clients.  That has created short- and long-term sales and income for me. How I make people feel matters...

138. Sam King – Double Your Sales with Half the Stress, Guaranteed

July 24, 2023 08:20 - 34 minutes - 12.1 MB

Connie's motivational quote for today is by – Tiffani Bova, “How you sell matters. What your process is matters. But how your customers feel when they engage with you matters more.”    YouTube: https://youtu.be/bKKymHGvGbs   Check Out These Highlights: In 40 years, one thing stays the same in relation to solid sales skills.  That is, it’s all about the relationship and our ability to engage and service the client in a customized and loving way.  Yup, I used the word love and sales to...

137. Rachel Cossar – Using AI to Uncover Body Language Blind Spots

July 10, 2023 08:20 - 38 minutes - 13.6 MB

Connie's motivational quote for today is by – Peter F. Drucker, “The most important thing in communication is hearing what isn't said."  Our bodies speak volumes…do you know what your body is saying? I learned early on that my body language spoke to my client more than my words.  They reacted to me based on how open or closed my body was to receive their responses.  Here are some statistics on how others process our messages:  55% of our communication with other humans is perceived or pr...

136. Larry Kaufman – Building Relationships to Grow Your Business

July 03, 2023 08:20 - 34 minutes - 48.2 MB

Connie's motivational quote for today is by – Albert Einstein, “Strive not to be a success, but rather to be of value.“ Throughout my career, networking, business development, and building lifelong professional relationships have all been cornerstones of my growth.  Lately, I feel like everyone is talking about building relationships as a core strategy to grow business and career.     I agree because I have lived this philosophy for 40 years.  Today it has become so much easier to connec...

135. Cathy Davis – Publishing an Anthology to Grow Your Network

June 26, 2023 14:23 - 37 minutes - 13 MB

Connie's motivational quote for today is by – Ruth Fishel, “Everything that is created begins in the mind.”   YouTube: https://youtu.be/j8UpKB9T9Ao   Check Out These Highlights:   In 2020 during the height of COVID, I had the time to write and publish my first book ESP (Easy Sales Process): 7 Steps to Sales Success which hit #1 International Best Seller due to the help and guidance of my guest today.    Since that first book three years ago, the itch to continue to write has gr...

134. Dr. Jean Oursler – Control Your Caveman Brain

June 12, 2023 08:20 - 36 minutes - 12.8 MB

Connie's motivational quote for today is by – Martin Luther King Jr., “If you can’t fly, then run. If you can’t run, then walk. And, if you can’t walk, then crawl. But whatever you do, you have to keep moving forward.” For 20 years, my business has been in growth mode.  Sometimes the next step to achieve that growth was easy.  At other times, I felt unsure about where to focus my time, money, and effort. Today’s discussion is about… How to survive the growing pains of your business, The #...

133. Jim Niswonger - Why Smart People Stay Stuck

June 05, 2023 08:20 - 49 minutes - 17.2 MB

Connie's motivational quote for today is by – Ursula K. LeGuin , “There are no RIGHT answers to WRONG questions.”  So, here’s the deal, if you have extraordinary products or services, but you’re not making enough sales, you will find todays show life changing. Jim and I want your best work to be seen, understood, and appreciated by the people who need it most. So, they BUY from you. Your X-Factor lifts you above the noise in your niche, so you’re known for your best work, sell more of your b...

132. Atomic Habits with James Clear

May 29, 2023 08:20 - 36 minutes - 12.9 MB

Connie's motivational quote today is by Stephen Covey “Our character is basically a composite of our habits.  Because they are consistent, often unconscious patterns, they constantly, daily, express our character.”   Do you have any bad habits?  Come on, you know what I am talking about!  If we know what is considered a good versus a bad habit, why do we still have so many that often seem to be out of control. What if I told you there is an almost foolproof way to really change up your b...

131. Cathy Davis – Publishing a Book to Attract More Sales 

May 22, 2023 08:20 - 39 minutes - 13.9 MB

Connie's motivational quote for today is by – Erich Fromm, “Creativity requires the courage to let go of certainties.”   YouTube: https://youtu.be/k7NqXQ5zlS4   Check Out These Highlights:  I don’t know about you, but I feel like competition for the attention of my target audiences is at an all-time high.  I am constantly exploring ways to shine my light and stand out, get noticed, and be seen as THE credible expert so I can more easily attract new business.    If you are a sal...

130. Alan Versteeg – The Blindspots Stalling Your Sales Results

May 15, 2023 08:20 - 40 minutes - 14.1 MB

Connie's motivational quote for today is by – General Colin Powell, “Great leaders are almost always great simplifiers, who can cut through argument, debate, and doubt to offer a solution everybody can understand.”  I have found that simple strategies usually work best, especially when it comes to sales activity.    Early in my career, my sales managers could have been better leaders.  Additionally, I have also found that successful salespeople do not always make the best sales leaders. ...

129. Rene Zamora – Sales Paradigm Shifts Start at The Top

May 08, 2023 08:20 - 37 minutes - 13.3 MB

Connie's motivational quote for today is by – Simon Sinek, “Remember, you are not in charge; you are responsible for those in your charge.” Being in Sales and Sales Management for over four decades, I have seen all the good, the bad, and the ugly regarding leadership skills.    At times during this time frame, I have been pleased, but I have been mostly horrified at what Sales Managers deem motivational coaching versus punitive. Many years ago, when I was learning and growing my sales sk...

128. Rob Fortier – Build Relationships with Email to Grow Your Business 

May 01, 2023 08:00 - 41 minutes - 14.5 MB

Connie's motivational quote for today is by – Mari Smith, “Content is King, but engagement is Queen, and the lady rules the house!”   YouTube: https://youtu.be/LiNERCiIu4w   Check Out These Highlights:    As entrepreneurs, we know that regularly sending emails to our subscribers should be essential to our marketing plan. But so many of us spend a great deal of time building our email lists…. and never send emails! Having a healthy email list can significantly impact the growth an...

127. Liz Wilcox – Effective Networking Using an Email List 

April 24, 2023 06:20 - 35 minutes - 12.6 MB

Connie's motivational quote for today is by – Karl Murray, “Focus on growing your list all the time as newer subscribers are more engaged, adding to healthier open rates and ROI.”   Three years ago, I met my business coach, and one of the first things we addressed was starting an email list.  Before COVID, I had done everything live, so I had no email list, nurturing email sequences, lead magnets, digital programs, and so on.  I had yet to learn what a lead magnet or email sequence even ...

126. Donna Serdula – Leveraging Your LinkedIn Profile for Improving Networking Results 

April 17, 2023 08:20 - 40 minutes - 14 MB

Connie's motivational quote for today is by – Jill Rowley, “Before LinkedIn and other social networks, in the sales world, ABC stood for Always Be Closing. Now, ABC means Always Be Connecting because your connections lead to your next hire, your next job, your next lead, and your next close.”   YouTube: https://youtu.be/G4HxHfJK5cQ   Check Out These Highlights:   When I was trained in financial sales 40 years ago, that motto of always be closing was said repeatedly.  Glengarry Glen...

125. Angela Kristen Taylor – Changing Sales Behaviors Drives Results

April 10, 2023 08:00 - 40 minutes - 14.2 MB

Connie's motivational quote for today is by – Jim Cathcart, “Become the person who would attract the results you seek.” Throughout my sales career, my managers seemed to use numbers as the sole measurement to identify if I was successful at sales. The funny thing is it takes time to generate real, consistent results, and there must be an element of a behavior change to generate the results we seek. During my four decades in sales, I learned that looking solely at numbers is very dangerous....

124 - Park Howell - Cutting Through the Noise in Social Media

April 03, 2023 08:20 - 38 minutes - 13.6 MB

Connie's motivational quote for today is by – Katherine Ryan, “Our attention spans have been reduced by the immediate gratification provided by smartphones and social media.”   I feel like with each passing year in business, my need to learn about automation, AI, and other platforms that get my message out there is never-ending.  I also feel like my message goes into the abyss, and perhaps no one hears or sees my content.  It’s frustrating to put so much effort out for most of it to be...

123 - Rick Elmore – Hand Written Builds Long-Term Meaningful Relationships

March 27, 2023 08:20 - 39 minutes - 13.7 MB

Connie's motivational quote for today is by – Elizabeth Kostova, “It’s funny; in this era of email and voice mail and all those things that even I did not grow up with, a plain old paper letter takes on amazing intimacy.  It’s funny when I teach my clients about sales and I share how we didn’t have computers or calendar systems.  We used the old-fashioned paper and pen for note taking, a paper calendar, and my favorite, a tickler or follow-up system that used notes on index cards that I plac...

122 - Andrew Fitzgerald – The Power of Resilience in Business and Sales

March 20, 2023 09:20 - 41 minutes - 14.6 MB

Connie's motivational quote for today is by – Winston Churchill, “Success is not final; failure is not fatal; it is the courage to continue that counts.”   Check Out These Highlights: I’m not sure about you, but I know from experience that life throws us the biggest curve balls when we least expect it.     I remember when I first had my kids, life seemed to be filled with chaos, fitting it all in.  Work, kids, family, household needs, and the list seemed to go on.  So how do we lea...