“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 before I met the referred client. 

It’s simple, yet many people who need to engage and sell as part of their responsibilities still consider sales icky and sleazy. My motto is: If you are not selling from love, care, and respect, you need to stop! 

YouTube: https://youtu.be/CakpwY1A9xA

About Jackie Joy:  Jackie is a dynamic Leadership Coach and Sales Trainer at Selling From the Heart. With over 25 years of experience in various sales leadership roles, she is passionate about transforming the sales culture into a community of trust, authenticity, and credibility. Jackie’s unique approach combines her rich sales experience with her love for psychology and learning, making her an inspiring coach. Her vision is to elevate the sales profession and positively impact society.

How to Get in Touch With Jackie Joy: 

• Email:  [email protected]
• Website:  http://sellingfromtheheart.net/
• Gift:  Sellingfromtheheart.net/Freepass 

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.

“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 and promote. We’ll dive into the top 5 of the 16 types of Call reluctance and discuss the techniques to prospect confidently and consistently. After today’s show, you will be inspired to get your “ask” in gear.

About Connie Kadansky: Connie is an expert in combating Sales Call Reluctance. She provides salespeople with cutting-edge strategies to boost prospecting performance. She empowers salespeople to break through mental barriers by utilizing neuroscience and innovative apps, fostering sales success and personal fulfillment. Her insights are sought after in industry publications and have been featured in leading financial media.

Youtube: https://youtu.be/7mS6m6UH1KU

How to Get in Touch With Connie Kadansky:

• Website:   https://www.exceptionalsales.com/
• Email:  [email protected]
• Free Gift:  https://www.exceptionalsales.com/services/workshop-training/your-prospecting-ekg-complimentary/

Stalk me online! LinkTree: https://linktr.ee/conniewhitman

Download Free Communication Style Assessment: https://whitmanassoc.com/csa/ 

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.

“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: https://youtu.be/USK9bsNjpp0

About Chad Blackburn:  Chad is a hardcore Bitcoiner and a Director at a national accounting firm. He has extensive experience in business development, but the foundation of his skill stack is technical expertise. He holds an MBA and a Bachelor's in Management Information Systems. Blackburn is active in charitable organizations and is a competitive triathlete. He is married to Hillary with a 4-year-old girl and a 1-year-old boy.

How to Get In Touch with Chad Blackburn:

Website http://cbh.com/

Email:   [email protected]

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.

“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 glad you asked.

YouTube: https://youtu.be/t83G2-3brJA

About Darren Gibb: Darren has been a teacher for over a decade and now teaches coaches and executive coaches to create better content that attracts, repels, and converts. He excels at conversion, teaching a nuanced DM Strategy that helps people navigate the tricky waters of DMs to book more calls and ultimately close more prospects into new clients.

How to Get In Touch With Darren Gibb:

• Website:  http://www.darrengibb.com/
• Email:   [email protected]
• LinkedIn:  http://www.linkedin.com/in/drrengibb  

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.

“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 client's loyalty.  At the core, it is never about me; it’s always about the client and how I can support and help. 

Today, my guest and I will discuss several "big ideas" that will help you develop strong, trust-based relationships with your prospects/customers, enabling you to sell more in the long run by selling less.  

YouTube: https://youtu.be/7VLfEVq5ifA

About Dr. Jeff D. Standridge: Jeff helps organizations and their leaders generate sustained results in innovation, strategy, profit growth, organizational transformation, and leadership. 

Jeff serves as Managing Director for ARConductor.org, as well as for Innovation Junkie (InnovationJunkie.com). He is a co-founder and managing partner of Cadron Capital Partners and teaches at the University of Central Arkansas College of Business. 

Dr. Standridge is also a best-selling author of three books, “The Innovator’s Field Guide: Accelerators for Entrepreneurs, Innovators & Change Agents,” and “The Top Performer’s Field Guide: Catalysts for Leaders, Innovators & All Who Aspire to Be,” and “Creating Startup Junkies: Building Sustainable Venture Ecosystems in Unexpected Places.”

How to Get In Touch with Dr. Jeff D. Standridge:

• Email:  [email protected]
• Website: http://www.innovationjunkie.com/

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.

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:

• Website:  http://chrisjenningsgroup.com/
• Email:   [email protected]
•  

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:

• Website:  http://www.gailkasper.com/
• Email:   [email protected]
• Free Gift:  https://offer.gailkasper.com/podcast-gift
•  

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:

• Website:  https://donbarden.com/
• LinkedIn:  https://www.linkedin.com/in/donwbarden/
• EOC Show – Here Come the Girls: https://podcasts.apple.com/us/podcast/enlightenment-of-change/id1313299091?i=1000672186143

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:

• Website:  https://videoforentrepreneurs.com/
• Email:  [email protected]
• Gift:  https://vfe.media/101
• Links:  Https://DanHasLinks.com

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:

• Website:  https://changingthesalesgame.com/
• Email:  [email protected]
• Communication Style Assessment (CSA)™ Gift: https://www.assess.biz/assessments/assessment_entry.asp?m=1188&a=1177

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.