By Connie Whitman
5
5252 ratings
The podcast currently has 205 episodes available.
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 stream of referrals is to first prove yourself and build the know-like-trust factor!
YouTube: https://youtu.be/NsBtibIQ8i8
About Chris Jennings: Chris won the Vistage Lifetime Achievement Award. He is an award-winning speaker and bestselling author of Conversations Made Easy and The Client
Retention Matrix. He is personal, energetic, engaged, and rooting for you to succeed.
Chris runs a team of coaches who help individuals and organizations improve their sales performance through coaching, training, consulting, and sometimes serving as a fractional VP of Sales/CRO.
How to Get In Touch with Chris Jennings:
Stalk me online! LinkTree: https://linktr.ee/conniewhitman
Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week. Listen to Connie dive into new sales and business topics or problems your business may have.
“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 sick to my stomach that this type of bad selling was happening around me.
I still see some of this same behavior, except now buyers can do a ton of research, read reviews, and buy from a place of more confidence due to their research.
So, what's changed in sales today, and how do we close more deals quicker in this transparent world where the customer has researched everything? I'm glad you asked!
Youtube: https://youtu.be/qMyWwEqmLFQ
About Gail Kasper: Gail is a two-time TEDx speaker, TV host, sales trainer, and author who has worked with leading billion-dollar companies nationwide. She has reached millions by appearing on various morning and new shows nationwide and sharing her strategies.
How to Get In Touch with Gail Kasper:
Stalk me online! LinkTree: https://linktr.ee/conniewhitman
Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.
“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 decision-making. With 30-plus years of corporate leadership and production in the Financial Industry, he has changed the landscape of several US and international firms.
How to Get In Touch with Dr. Don Barden:
Stalk me online! LinkTree: https://linktr.ee/conniewhitman
Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.
“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 reasoning was sound. She shared that the more people saw and heard me and got a vibe of who I am and how I roll, the more apt they would be to follow my podcast. This would quickly build the know-like-trust factor, generating more leads and, ultimately, more sales.
Here's the funny thing: People started to say yes more quickly during sales conversations; they started following me on LinkedIn and other social media, and when I asked how they found me, the answer was always, "I saw you or heard you on my podcast or as a guest on another podcast. "As the old saying goes, a picture is worth a thousand words. So, is video your next step in generating more sales?
YouTube: https://youtu.be/5y1wUwEO-wc
About Dan Bennett: With over 15 years of experience in the video production industry, Dan Bennett has journeyed from working with Fortune 500 giants like Harley Davidson and Bud Light to founding Video For Entrepreneurs, which helps entrepreneurs and professionals who film themselves. His mission? To level the playing field for smaller businesses, helping them shine on camera just as brightly as the 'big dogs' with hefty budgets.
How to Get In Touch with Dan Bennett:
Stalk me online!
LinkTree: https://linktr.ee/conniewhitman
Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.
“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 go out and wing it.
In a recent survey - 82% of decision-makers (prospective clients) feel that the salespeople they deal with must prepare for the sales calls and show up ill-prepared. Interestingly, we cannot afford to show up unprepared and skip the extra work beforehand. When we prepare, the process accelerates, the prospect or client is more likely to say yes, and we feel a surge of confidence. It's like a flow of energy that makes everything seem effortless.
Let me share what I feel should be prepared before any sales conversations or efforts occur.
YouTube (Encore): https://youtu.be/zNLv-fIdAto
About Connie Whitman: Known for her high-energy, passionate, heart-centered, and enthusiastic approach to sales, teaching, and coaching, Connie Whitman has been the CEO of Changing the Sales Game for 20+ years, helping business owners, leaders, and sales teams build powerhouse organizations.
Connie is a four-time #1 International Best-Selling author, including her book ESP (Easy Sales Process): 7-Steps to Sales Success, speaker, and podcast host. Her inspired teaching, transformational tools, and content ensure business owners and salespeople grow their revenue streams through enhanced communication skills.
She is thrilled to share inspiring content on her international podcasts “Changing the Sales Game” and “Enlightenment of Change.”
How to Get in Touch with Connie Whitman:
Stalk me online! LinkTree: https://linktr.ee/conniewhitman
Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.
“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 best customers starts long before you know who they are. My guest and I will discuss her best tactics for building relationships with your following and converting them into happy clients. It’s easier than you think!
YouTube: https://youtu.be/LUE_BNcyIng
About Rebecca Bertoldi: Rebecca has created countless data-driven strategies for small, local businesses, tech startups, and multi-eight-figure global businesses. She was part of Personal Development Leader Mary Morrissey’s marketing team. Her unique experiences help her craft compelling campaigns that connect with her clients’ audiences, increasing the brand’s outreach and profitability. When she’s not creating campaigns, you can find Rebecca at her home in Connecticut with her husband and fur babies.
How to Get In Touch with Rebecca Bertoldi:
Stalk me online! LinkTree: https://linktr.ee/conniewhitman
Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.
"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 make the sale more quickly. Both resources are needed and work together; if you have a clear marketing and sales plan combined, you have a better chance of winning the game and serving your clients well.
YouTube: https://youtu.be/740Gqt2T4bw
About Tiffany Neuman: Tiffany is a visionary branding strategist who helps driven women entrepreneurs make their message into a movement. After 15 years in the corporate world, working with brands like Adidas, Stoli Vodka, and Burt’s Bees, she left to establish a revolutionary branding business that stays one step ahead of trends.
Tiffany now works with clients worldwide to help them 10x their sales and shine even brighter as thought leaders. She is a contributor for Entrepreneur and has been featured in Forbes multiple times as a branding expert.
How to Get In Touch with Tiffany Neuman:
Stalk me online! LinkTree: https://linktr.ee/conniewhitman
Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.
“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 strategies, provide actionable insights, and foster stronger customer relationships. Additionally, he will share insights on how AI can amplify sales success by identifying and leveraging internal networks for warm introductions, ultimately boosting win rates and accelerating deal closures.
Youtube: https://youtu.be/aHAd5qUGJm0
About Nick Caruso: With over twenty years in tech startups, he has pioneered the use of AI across sectors like national security, finance, and Fortune 1000 companies. Nick has consistently leveraged AI for efficiency and innovation, from early collaborations with U.S. Intelligence through IQT to streamlining the patent process at the U.S. Patent Office.
In 2019, he founded KnowledgeNet.ai to revolutionize organizational data analysis, empowering companies to harness intellectual capital for business growth. As Co-Founder & CRO, Nick showcases AI's role in enhancing sales without overshadowing human connection.
Access his Secret Link: Extended Trial - KnowledgeNet.AI
How to Get In Touch with Nick Caruso:
Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week. Listen to Connie dive into new sales and business topics or problems you may have in your business.
“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 dynamic Value Statement to use in various venues and situations.
At the top of the worksheet, I ask everyone to write some fun facts about themselves and then fun facts about their organization. Most people find this exercise challenging to share fun facts about themselves and ultimately create a VS that is predominately about the organization because we are taught how to play small and how not to brag or appear arrogant.
The reality is that a strong Value Statement should reflect the cool and unique things about you. People do business with people they know, like, and trust, yet we give that power by bragging about our organization.
YouTube: https://youtu.be/aDIZsbkzEzE
About Connie Whitman: Known for her high-energy, passionate, heart-centered, and enthusiastic approach to sales, teaching, and coaching, Connie Whitman has been the CEO of Changing the Sales Game for 20+ years, helping business owners, leaders, and sales teams build powerhouse organizations.
Connie is a four-time #1 International Best-Selling author, including her book ESP (Easy Sales Process): 7-Steps to Sales Success, speaker, and podcast host. Her inspired teaching, transformational tools, and content ensure business owners and salespeople grow their revenue streams through enhanced communication skills.
She is thrilled to share inspiring content on her international podcasts “Changing the Sales Game” and “Enlightenment of Change.”
Stalk me online! LinkTree: https://linktr.ee/conniewhitman
Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week. Listen to Connie dive into new sales and business topics or problems your business may have.
“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 go out and wing it.
In a recent survey - 82% of decision-makers (prospective clients) feel that the salespeople they deal with must prepare for the sales calls and show up ill-prepared. Interestingly, we cannot afford to show up unprepared and skip the extra work beforehand. When we prepare, the process accelerates, the prospect or client is more likely to say yes, and we feel a surge of confidence. It's like a flow of energy that makes everything seem effortless.
Let me share what I feel should be prepared before any sales conversations or efforts occur.
YouTube: https://youtu.be/zNLv-fIdAto
About Connie Whitman: Known for her high-energy, passionate, heart-centered, and enthusiastic approach to sales, teaching, and coaching, Connie Whitman has been the CEO of Changing the Sales Game for 20+ years, helping business owners, leaders, and sales teams build powerhouse organizations.
Connie is a four-time #1 International Best-Selling author, including her book ESP (Easy Sales Process): 7-Steps to Sales Success, speaker, and podcast host. Her inspired teaching, transformational tools, and content ensure business owners and salespeople grow their revenue streams through enhanced communication skills.
She is thrilled to share inspiring content on her international podcasts “Changing the Sales Game” and “Enlightenment of Change.”
How to Get in Touch with Connie Whitman:
Stalk me online! LinkTree: https://linktr.ee/conniewhitman
Subscribe to the Changing the Sales Game podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week. Listen to Connie dive into new sales and business topics or problems you may have.
The podcast currently has 205 episodes available.
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