Changing The Sales Game

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 principle of good money management is crucial to the resilience and growth of any business.

YouTube: https://youtu.be/SzY1LYSeTdM

About Matt Putra: Matt is a Chief Financial Officer experienced in scaling, transforming, and financing small and medium-sized businesses. He makes sure you have the resources you need to achieve your mission.

How to Get in Touch With

Email: [email protected]

Website: http://eightx.co/

Free Gift: https://eightx.typeform.com/thesalesgame

Contact Connie:

LinkTree: https://linktr.ee/conniewhitman

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

All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or on 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 – 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 having a full and active pipeline, which helps to build trust and loyalty quickly because of my pipeline and follow-up.

YouTube: https://youtu.be/vwjIFkzUhdA

About Jamie Shanks:

Jamie is the Founder and CEO of Pipeline Signals, which aims to support companies in growing their sales pipeline at scale through Relationship Signals and Signal Intelligence.

A decade before founding Pipeline Signals, Jamie founded Sales for Life, the world's most extensive Social Selling training program for mid-market and enterprise companies. He has also authored two books: Social Selling Mastery, an essential resource for sales and marketing professionals looking for a better way to connect with today's customers and SPEAR Selling, the ultimate Account-based Sales guide for the modern, digital seller.

How to Get in Touch With Jamie Shanks:

Email: [email protected]

Website: https://pipelinesignals.com/

Free Gift: https://pipelinesignals.com/fortune-2000-companies-signals/

Stalk me online!

LinkTree: https://linktr.ee/conniewhitman

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

All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or on 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 – 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 owners believe that cold calling is dead. During the next 30 minutes or so, listen to find out three ways to implement cold calling today so that you can either test a new service, find more leads, or test a market. These are simple and easy strategies that you can use repeatedly.

YouTube: https://youtu.be/6xDSguQf3zk

About Michaela Smith:

Michaela is an entrepreneur and has been for the last 16 years. She owned a nine-year pet-sitting and dog-walking business, sold it in late 2018, and then became a business growth coach. She now has AppointSet, where she helps business owners grow their businesses quickly and sustainably to have a sales system and not wonder where the next sale is coming from.

How to Get in Touch With Michaela Smith:

Email: [email protected]

LinkedIn: https://www.linkedin.com/in/michaela-smith-ba907714/

Free Gift: https://www.linkedin.com/newsletters/7092265223734120448/

Contact Connie

LinkTree: https://linktr.ee/conniewhitman

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

All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or on 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 – 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? The answer is creating Sales hiring processes and best practices to promote elite teams.

YouTube: https://youtu.be/eSBQfvRLQwk

About Dan Fantasia:

Dan has been in sales recruiting since 1997 and founded Treeline in 2001. His exclusive focus on helping companies build world-class, elite sales teams has helped to change the lives of over 3,300 sales professionals.

Dan has built a deep knowledge of what it takes to build and grow a top-producing business. As a proven sales leader and innovator, Dan has created a positively charged culture that promotes the good in every person, resulting in a team that has developed best-in-practice methodologies and technology that continues to revolutionize the industry.

How to Get in Touch With Dan Fantasia:

Email: [email protected]

Website: https://www.treelineinc.com/

Free Gift: https://www.treelineinc.com/sales-recruitment-resources/

Stalk me online!

LinkTree: https://linktr.ee/conniewhitman

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

All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or on 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 – 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 what I discovered? All the small habits I had developed over my career in corporate when combined every day, added to a logical path to success. That was a very cool revelation, and my 7-Step Sales process was defined, and my #1 International book was born many years later. Keeping things simple works, and today my guest and I will discuss sales success to help you choose your next simple step forward.

YouTube: https://youtu.be/tPFoGuGcyHk

About Jeff Goldberg:

Jeff is the Head Coach and Lead Sales Trainer at JG & A, where they're dedicated to helping individuals and organizations attain measurable and sustainable sales increases. He's an award-winning sales professional with almost five decades of sales, sales management, training & coaching experience.

Goldberg is also a stand-up comedian and the co-author of two books…" Leverage Your Laziness" and "How to Be Your Own Coach!"

He delivers powerful, high-energy programs and speeches that draw on his years of experience as a theatre performer and stand-up comedy performer.

How to Get in Touch With Jeff Goldberg:

Email: [email protected]

Website: http://www.jgsalespro.com/

Free Gift: https://youtu.be/cVT6v8gapms

Facebook Group: http://www.facebook.com/groups/TheSalesProNetwork

Stalk me online!

LinkTree: https://linktr.ee/conniewhitman

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

All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or on 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 – 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 budgets are tighter, you can't afford to have C-Players on your team. And while most would try to find new talent to replace their lower performers, quality talent is difficult to find today. That's why revenue leaders have started to focus on developing their teams to turn their C-Players into B-Players, and their B-Players into A-Players." I find these statistics mind-blowing. I see this all the time. We fire salespeople, hire new folks, and then fire, hire again and again. Crazy right?

About Matt Green:

Matt has led sales and operations for multiple hyper-growth, venture-backed tech companies. In these roles, he oversaw personnel management, strategic planning, and sales leadership in multiple markets across the U.S. Matt now helps run the first and only Scale-as-a-Service platform for the country's most exciting B2B tech companies.

How to Get in Touch With Matt Green:

Email: [email protected]

Website: https://www.salesassembly.com/

LinkedIn: https://www.linkedin.com/in/matthewcorneliusgreen/

Free Gift: https://www.salesassembly.com/tour/

Stalk me online!

LinkTree: https://linktr.ee/conniewhitman

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

All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or on 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 – 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 and helps to build trust and loyalty quickly.

YouTube: https://youtu.be/7pgs6FMUb3k

About Doug C. Brown:

Doug is the CEO of CEO Sales Strategies and a Sales Revenue and Profit Growth Expert. He is the creator of the Top 1% Academy, where he trains on how to sell to buyers, whether CEOs, business owners, or entrepreneurs, and how to be in the top 1% of sales earners doing so.

How to Get in Touch With Doug C. Brown:

Email: [email protected]

Website: https://ceosalesstrategies.com/

Free Gift: Doug's book is here: https://ceosalesstrategies.com/1PE

Stalk me online!

LinkTree: https://linktr.ee/conniewhitman

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

All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or on 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 – Dave Ramsey, “You must gain control over your money, or the lack of it will forever control you.”  Reflecting on my career and business for today's show topic, I realize how curious I have become about my relationship with money.  I can see all the ups and downs financially due to things that have been in my control and beyond my control.  

The only control I have is being aware of my current situation, having a plan to support my future objectives and goals, and knowing when to change my plan or my price structure. 

So I ask you – what’s your relationship with money?  Are you thinking, “Connie, I love money; spending my money, and money is great!”  Or are you thinking, “Hum, that’s an excellent question?  I feel like I never have enough money, and no matter how hard I work, money seems hard for me to hold onto.” 

No matter the side you fall on with my questions, guess what? We all have money issues.  So how do we dig in and change our relationship with money?  I’m glad you asked! 

YouTube: https://youtu.be/_lDV6mAl0Bc

About Chella Diaz:  

Chella knew how to manage money at a very young age; at nine years old, she would go to the Farmer’s market and knew the vendors with the best product at the lowest price.   She purchased her car at 17 and her first home at 23.  

Chella is on a mission to guide women entrepreneurs to increase their fees and create the life they desire. 

How to Get In Touch With Chella Diaz:  

Email:  [email protected]

Website:  www.chelladiaz.com

LinkedIn:  https://www.linkedin.com/in/chelladiaz/

Stalk me online!

LinkTree: https://linktr.ee/conniewhitman

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

All-Star Community:  https://changingthesalesgame.mykajabi.com/All-Star-Community

Enlightenment of Change Facebook group:

tinyurl.com/EOCFacebookGroup

Subscribe and listen to the Enlightenment of Change podcast on your favorite podcast streaming service or on 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 – 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 together.

For those of you who know me personally, you know I live and breathe this notion of selling through love, care, and respect. It's the only way to show up and sell the right product or service to the right client needing your offer. It's always about customizing the solution for the client's real problem or situation.

About Sam King:

Sam has worked in every retail environment, from small mom-and-dad stores to big national corporate chains. B2C salespeople hire Sam to double their sales with half the stress in 2 years or less, guaranteed.

How to Get in Touch With Sam King:

Email: [email protected]

Website: http://www.fromfeartomindful.com/

Free Gift: http://subscribepage.io/ChangingTheSalesGame

Stalk me online!

LinkTree: https://linktr.ee/conniewhitman

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

All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or on 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 – 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 connect and stay connected with key people I choose to stay connected and work with. That beautiful tool is called LinkedIn!

So, how can you leverage LinkedIn, virtual networking, and F2F networking to take your relationships to another level to create explosive growth in your business?

Watch it on Youtube: https://youtu.be/pKHQROrQ5fQ

About Larry Kaufman:

Larry is the Author of The NCG Factor – A Formula for Building Life-Changing Relationships from College to Retirement. Larry is a connector, giver, and rainmaker who lives to help others succeed.

Larry is currently the Regional Managing Director for the Midwest Region at Jefferson Wells (a ManpowerGroup company). He is a Senior Level Sales & Operations Leader and has been a globally published speaker and trainer on LinkedIn for 15 years. Larry is also an investor and advisor to several local technology companies and supports various national and local charities.

How to Get in Touch With Larry Kaufman:

Website: https://www.kaufman-larry.com/

Email: [email protected]

Book Link: https://lnkd.in/dT9srZ5

Stalk me online!

LinkTree: https://linktr.ee/conniewhitman

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

All-Star Community: https://changingthesalesgame.mykajabi.com/All-Star-Community

Infinite List Community: https://mneeley.ontraport.com/t?orid=12172&opid=53

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or on YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.