Changing The Sales Game

"Great things are done by a series of small things done together." – Vincent van Gogh.

After COVID, I was forced to pivot and create an entire digital library of training and new business outreach. Understanding this new world of online automation, branding, and client outreach required a huge learning curve.

So what did I do? I buckled down, took many online classes, hired several coaches who had played in this space for over a decade, and hired people to help me create emailing sequences.

Fast-forward: The value of being digitized was life-changing for me and my business, from growing my client base to creating tremendous flexibility to working and teaching from wherever I wished.

About Adam Rosen:

Adam is a world-traveling entrepreneur who sold his first tech startup in 2019. He now leads eocworks.com, which helps startups get sales through cold email, and thenomadcloud.com, which supports entrepreneurs who want to explore the world.

This episode gives a peek into how to grow a business and live an adventurous life simultaneously.

How to Get in Touch With Adam Rosen:

• Instantly Link: https://instantly.ai/?via=eoc
• Email: [email protected]
• Website: http://eocworks.com/
• Free Gift: https://chat.openai.com/g/g-wNYbsSrkf-cold-email-writer-2-0

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.

"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 executives." – Fergal Glynn.

People often lump sales and marketing together and say, "You're good at marketing and sales." I immediately correct them and say I am good at teaching how to improve sales processes and improve client and prospect conversations to close more sales, not the marketing, copy, and behind-the-scenes that generate cold leads.

There is a difference in the skills needed to have effective marketing results versus profitable sales results.

YouTube: https://youtu.be/mmEV458twD0

About Taylor Frame:

Taylor is the current Chief Revenue Officer at Best Practice Media, a growth firm focused on e-commerce and Digital Products. Taylor resides in Santa Cruz, California, with his family.

He has been in the eCommerce world since 2011 when he started his career at Adobe. After being in the enterprise space for seven years, he started his first digital marketing agency and built that to 7 figures, which Best Practice Media acquired him. Now, he is building the Best Practice Media agency and enjoying the journey.

How to Get in Touch With Taylor Frame:

LinkedIn: https://www.linkedin.com/in/taylor-frame/

Website: http://www.bestpracticemedia.com/

Stalk me online!

LinkTree: https://linktr.ee/conniewhitman

Download Free Communication Style Assessment: https://tinyurl.com/CSAFreeGift

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.

"Let tech do all the heavy lifting. Let it do all the research. Let it even write all the emails. But right before you engage with the human, that's where you have to put that human factor in." – John Barrow. Unless you have been living under a rock, AI is everywhere. So, how do we use AI effectively without watering down our brand and, more importantly, our reputation as a trusted provider? During today's show, we will discuss the remarkable sales achievements AI is currently capable of.

About Thomas Ryan: Tom is the CEO and founder of Bigly Sales. Tom is a visionary leader reshaping the sales landscape through innovative AI solutions. With a background in staffing and executive experience at Workbeast LLC, Thomas identified the need for streamlined sales processes in the evolving market. His journey from the staffing industry to the forefront of AI-driven sales reflects his dedication to leveraging technology, evident in Bigly Sales' cutting-edge tools for lead generation and customizable landing pages.

Thomas's commitment to efficiency and client appreciation positions Bigly Sales as a trailblazer in the tech industry, showcasing his ongoing dedication to enhancing the sales experience through the power of artificial intelligence.

How to Get in Touch With Thomas Ryan:

• Email: [email protected]
• Website: https://biglysales.com/
• Gift: https://biglypage.com

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.

"If people like you, they'll listen to you, but if they trust you, they'll do business with you." - Zig Ziglar . Trust is such an interesting and important word. We think we know what it means but don't always know how to earn it.

Becoming a trusted partner isn't about discounting the fees you charge; it's about the relationship you continue to build through the years. It takes effort, honesty, care, patience, and curiosity about what happens in your clients' lives and businesses year after year.

YouTube: https://youtu.be/GJYoryDK6UU

About Dr. Yaniv Zaid: Dr. Zaid, known to the world as "Doctor Persuasion," is an economist and attorney. Dr. Zaid is a business consultant to government departments, private firms, and public organizations.

He holds a Ph.D. in law and utilizes his rich knowledge and experience to help others succeed. Dr. Zaid is recognized worldwide as an expert in public speaking, marketing, sales, negotiation, and persuasion. Following 20 years of international success, Dr. Zaid is the author of 11 best-seller books - including "Public Speaking," "Creative Marketing," and "Sales Bible."

How to Get in Touch With Dr. Yaniv Zaid:

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

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.

"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 curious and interested in learning about others' professional journeys and find inspiration in hearing their stories. That's why I love hosting this show. I get to interview and learn from so many experts.

YouTube: https://youtu.be/L_E9_YWS8jQ

About Jay Abdulaziz:

Jay has over two decades of invaluable experience in the insurance and call center industry. Jay excels in call center setup as a business success consultant, optimizing existing operations for increased profitability and helping field agents thrive.

Born to immigrant parents and attending a different school yearly, Jay had to find his own way. During his high school days, Jay worked in telemarketing from 4:00 p.m. to 10:00 p.m., doing vacation sales, and transitioned into health insurance phone sales after high school.

Since 2011, he has helped scale ten businesses and generated $120M+ in commissions and over $350M in insurance premiums. Jay and his story have been featured on NBC with one of the original sharks on Shark Tank, Kevin Harrington.

How to Get in Touch With Jay Abdulaziz:

• Email: [email protected]
• Website: http://jayabdulaziz.com/
• Gift: http://www.1callclosesale.com/

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.

"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/w1057KlbhTY

About Ian Campbell: Ian is the author of Wall Street Journal Best Seller "The Value Sale" and Chief Executive Officer of Nucleus Research, where he is responsible for the company's investigative research approach and overall corporate direction.

He is a recognized expert on value selling and using return on investment (ROI) to assess the operational benefits of technology. Ian has written and presented extensively on various organizational topics and the importance of matching technology to business objectives.

As an expert on technology value, he has been quoted in major business publications including The New York Times, the Wall Street Journal, and the Economist.

How to Get in Touch With Ian Campbell:

• Email: [email protected]
• Website: https://www.thevaluesale.com/
• Book Link: https://www.amazon.com/Value-Sale-Prove-More-Deals/dp/1544543301

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.

"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.

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

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.

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.

"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! So, like many of you, I had to find experts to help me grow my digital presence. I love learning and using the various ways to get exposure to help more people and serve bigger. To me, it all seems like magic!

YouTube: https://youtu.be/iIfREdB2cR8

About Jenna Warriner: Jenna is a Marketing Coach, Social Media Management agency owner, and the Shiny New Clients Podcast host. Through her program Magic Marketing Machine, she simplifies Instagram marketing. She teaches small business owners and freelancers how to create a gorgeous, sustainable online presence and turn their followers into clients.

How to Get in Touch With Jenna Warriner:

• Email: [email protected]
• Website: http://www.parkdalerepublic.com/
• Free Gift: https://parkdale-republic.lpages.co/evergreen-webinar-registration/

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.

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 continued business. So, how do we create value-added emails so people not only open them but take action to investigate and buy?

YouTube: https://youtu.be/ZpL2SFDnMTE

Guest Eric Boggs: Eric is the founder and CEO of RevBoss, a lead-generation company focused on outbound prospecting. He has spent the last 20 years of his career building SaaS companies and advising successful CEOs (Device Magic, Kevel, UserVoice, Ignite Social, and many more).

How to Get In Touch with Eric Boggs:

• Email: [email protected]
• Website: www.revboss.com
• Free Gift: http://www.revboss.com/secret-menu

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.

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 science. Yet, many organizations go through the churn and burn revolving door instead of trying the development route. Why?

YouTube: https://youtu.be/BWI6M3kZmTc

About Chet Lovegren:

With over 11 years of sales and sales leadership experience, Chet started The Sales Doctor in 2020 to provide a 'prescriptive' approach to revenue problems and struggling go-to-market strategies.

Chet has helped build sales processes and teams, leading to companies successfully raising over $100M in VC Funds. Chet follows a 'prescriptive' approach to solving revenue problems. He provides go-to-market professionals with practical and tactical info to stop the revenue bleeding from archaic practices and methods.

How to Get in Touch With Chet Lovegren:

Email: [email protected]

Website: https://www.thesalesdocrx.com/

Free Gift: https://www.thesalesdocrx.com/newsletter

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.