Changing The Sales Game

"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 relevant tweaks where needed.

YouTube: https://youtu.be/NsUNY-5-Zmc

About Jaynie L. Smith: Jaynie is the CEO of Smart Advantage, Inc., a sales, marketing, and management consultancy whose clients range from mid-sized companies to Fortune 100. She consults nationally and internationally to help businesses define their competitive advantages.

She is the best-selling author of Creating Competitive Advantage, ranked in the top 1% on Amazon for many years. She is also the author of Relevant Selling.

Jaynie has been featured in Entrepreneur, Industry Week, Investor's Business Daily, Profit Magazine, and PGA & Business Strategies Magazine, to name a few. She has appeared on ABC World News This Morning, Bloomberg News (radio and T.V.), FoxBusiness.com, NPR affiliate WLRN, WABC radio, and many more.

How to Get in Touch With Jaynie L. Smith:

• Email: [email protected]
• Website: http://www.smartadvantage.com/
• Gift: https://smartadvantage.com/creating-competitive-advantage-first-chapter-free/

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.

"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 different countries, walks of life, and businesses. We only created a #1 Best Seller by supporting the book's publishing process.

YouTube: https://youtu.be/X3lN36EtJS0

About Ryan Charterina: Ryan works in three major pillars: helping business owners transform their businesses and lives through implementing EOS, a content production company called Blink Studios, which allows professional services businesses to create and deliver content to generate brand awareness and leads. And most importantly, he has a family of three: his wife Brit, their son Dean, and their dog Finn.

How to Get in Touch With Ryan Charterina:

• Email: [email protected]
• Website: http://www.ryancharterina.com/
• Gift: https://organizationalcheckup.com/get-started/[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 post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

"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 our brand and be seen in our markets, and you can only do business with them.

YouTube: https://youtu.be/vSAStZ8p6Nc

About Shannon Procise: Shannon is the go-to guide for visionaries seeking to create community and cultivate raving fans. Shannon is the founder of the Business Acceleration Network, a Trailblazing Community for Conscious Business owners who are here to make an impact.

How to Get in Touch With Shannon Procise:

• Website: Https://BusinessAccelerationNetwork.com
• Email: [email protected]
• Free Gift: https://shannonprocise.com/sc-bridge/affiliates/request-all/tjz9o7g1QIHB9gPL
• Free Media Magic Book: https://shannonprocise.com/mediamagic/GGMeZymlu3uWJsns

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.

“Every success story is a tale of constant adaption, revision, and change” – Richard Branson.  When I started this show over a decade ago, I asked a friend what they thought about me starting a podcast and if it would be worth the time and money to host a show.  Her response made so much sense because I could not see the forest from the trees.  She said, “Do you have an hour or two each week to host the show?  And will you be able to still pay your mortgage and put food on the table?”  Then she said, in the worst-case scenario, you waste time and money.  Can you live with that?  Finally, she said, “What if you become an international phenomenon?” 

So, I started the show and now have two shows. I paid my mortgage and put food on the table, and both my shows are ranked in the top 5% of all business podcasts. In hindsight, yes, it was worth it. At the time, I was a nervous wreck!  So, navigating change is real and constant!

YouTube: https://youtu.be/Ea0y5K6dvnI 

About Colin Scotland: 

Colin is an AI Marketing Coach who helps conscious entrepreneurs master AI for authentic, value-driven business success.

How to Get In Touch With Colin Scotland: 

Website:  https://colinscotland.com

Email:  [email protected]

Free Gift - AI Marketing Power Prompt:   https://colinscotland.com/powerprompt

Stalk me online!

LinkTree: https://linktr.ee/conniewhitman

Subscribe to the Enlightenment of Change 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. 

"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.

"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 and open doors.

YouTube: https://youtu.be/r5b4ofWjX-M

About Karen Yankovich: As a social media and LinkedIn evangelist, Karen guides entrepreneurs to create wealth by combining smart business practices with simple, proven systems that develop and maintain strong customer relationships. She offers results-oriented, expert conversational marketing strategies that position her clients to bring instant results. Karen's background includes over twenty years in information technology, marketing, and customer relationships, making social media her ideal niche.

How to Get in Touch With Karen Yankovich:

• Email: [email protected]
• Website: https://www.karenyankovich.com/
• Gift: LinkedInQuiz.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.

"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 have someone on this show who is an expert in Marketing, I listen and learn because it is not my zone of genius.

About Andy Neary: Andy is a former professional baseball player, a two-time Iron Man finisher, a business coach, and the founder of Complete Game Consulting. Combining the skills and talents he used to compete in professional baseball and Ironman, Andy's mission is to help business and insurance professionals succeed in their careers and lives. He helps insurance professionals target the right audiences at the right time. His programs help people cultivate the "off-field" habits, mindset, and rituals that lead to all-star performances.

How to Get in Touch With Andy Neary:

• Email: [email protected]
• Website: https:// completegameconsulting.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.

"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 client and prospect conversations! So, how important are stories in sales? Without getting lost in our story and keeping it grounded and relevant to the client or prospect in front of us…VERY!

YouTube: https://youtu.be/n0gWoPiK8GU

About Mike Bosworth: Mike is known throughout the business sales world as a thought leader, speaker, sales philosopher, entrepreneur, and the author of best-selling sales books Solution Selling and co-author of CustomerCentric Selling. Mike began studying the power of story as a framework for building emotional connection in 2008 and published What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story in January 2012.

How to Get in Touch With Mike Bosworth:

• Email: [email protected]
• LinekedIn: https://www.linkedin.com/in/mikebosworth/

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.

"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 not to let failure, whether for reasons under my control or not, kill my drive to keep going and move forward.

YouTube: https://youtu.be/6ZqTB5Psfi4

About Steven Pemberton: Steven is a husband, father, speaker, and business owner. He speaks transparently about overcoming business failure, losing everything, spending five and a half years in corporate, and co-founding two different e-commerce companies that grew to 1 million in top-line sales individually. He is the co-founder and CEO of Hollowco. A company that specializes in virtual events, marketing, and e-commerce consulting. He has been featured in numerous publications, podcasts, and summits.

How to Get in Touch With Steven Pemberton:

• Email: [email protected]
• Website: https://www.stevenpemberton.com/
• Free Gift: https://www.hollowco.com/event-builder

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.

"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 develop to generate new and more profitable businesses. In other words, behaviors drive numbers, not vice versa."

During today's show, we will discuss how to buy back tons of time by training and preparing sales reps to do the job.

YouTube: https://youtu.be/pYfgJI3BkhU

About Stephen Rhyne: Stephen is the CEO of ConveYour.com. Stephen is a CUTCO Hall of Fame sales rep, and now, it helps companies recruit, onboard, train, and retain more reps.

How to Get in Touch With Stephen Rhyne:

• Email: [email protected]
• Website: https://conveyour.com/
• Gift - Team Growth Confidence Course: https://learn.conveyour.com/c/ox43jkerj7/team-growth-confidence

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.