Changing The Sales Game

Connie's motivational quote for today is by Anne M. Mulcahy: "One of the things we often miss in succession planning is that it should be gradual and thoughtful, with lots of sharing of information and knowledge, and perspective, so that it's almost a non-event when it happens."

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Being in business for over 20 years, I am busy running my business, and sometimes we business owners forget that our lengthy to-do lists will never compete!

As I am aging, I have thought about succession planning to either sell my business in the next decade or my kids choose to take it over. Either way, I need to infrastructurally as well as organizationally have a plan that allows me the opportunity to step aside and cash out.

Some interesting stats: 70% of business owners are looking to fund their retirement from the value of their business - yet only 2% know how much their business is worth. When the owner and their business have an actionable plan, it makes the business worth it no matter when the business owner leaves.

About Christine Nicholson:

Christine and I are going to discuss the topic of generating real value that business owners can extract to fund a better retirement AND leave a thriving business for the next owners. It all starts with letting go.

Christine is a multi-award-winning professional business mentor with 40 years of experience. She has written 4 books, spoken at over 200 events, is qualified as an accountant, and has a law degree and a couple of other master's degrees. I've saved businesses in different sectors THOUSANDS of pounds/dollars and helped owners increase the value of their business by MILLIONS.

How to Get in Touch With Christine Nicholson:

• Website

• Email

• Free Gift/Quiz

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Connie's Website

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Connie's #1 International Bestseller Book - ESP (Easy Sales Process): 7-Step to Sales Success

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Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week on Web Talk Radio. 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 Ronn Torossin: "PR is a mix of journalism, psychology, and lawyering – it's an ever-changing and always interesting landscape."

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It's funny how important PR is to any business, and yet for me, I feel like I don't fully understand the many outlets that exist, how to tap into the correct platforms or resources, and lastly how to stand out and remain relevant for the long game. Being an expert in sales is a far cry from understanding, let alone being a PR expert.

About Lynette Hoy:

Lynette is the founder of Firetalker PR. We are going to discuss how we can all start showing up to get seen and heard in the industry we serve.

It is about going after the right media, so we can reach our ideal client through interviews that count. But where do we begin? Lynette will lead us!

Since 1994, Lynette Hoy has practiced public relations in different capacities, inclusive of founding her firm, Firetalker PR, 11 years ago.

The "fire chief" has worked with organizations like the National Institutes of Health, and the American Cancer Society to put their products, services, and events on the map. In the profit sector, Lynette has turned C-suite executives into speakers and thought leaders featured in major media, including CNN, MSNBC, Inc. Magazine, and Fortune Magazine, to name a few. A fiery connector and idea generator, her work increases the bottom line!

How to Get in Touch With Lynette Hoy:

• Website

• Email

• Free Gift: 20 Tips to Get Visible Starting Now

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Connie's Website

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Connie's #1 International Bestseller Book - ESP (Easy Sales Process): 7-Step to Sales Success

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Join our All-Star Community

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week on Web Talk Radio. 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 Johann Wolfgang von Goethe: "Treat people as if they were what they ought to be, and you help them become what they are capable of being."

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Recently, I had a conversation with my oldest son about good and bad bosses and how there is much to learn from both types. I also shared that in my 20 years in corporate before I started my buses 21 years ago, I had one amazing leader and six really bad bosses. Notice I used the word boss for the bad ones and leader for the good ones.

I believe that bosses think they are right because they are the boss. End of story! While leaders seek others' opinions to gain a greater perspective of the situation, the organization's strategic plan, etc., it starts with the leader at the top and works its way down. If good leadership is not demanded by the organizational culture, in my experience, bad bosses live and thrive.

About Hamish Thomson:

A New Zealander by birth, Hamish is a seasoned global leadership executive. In a 30-year career, he has been a successful CEO/Regional President and Global Brand head for Mars Incorporated (UK, Australia, and Chicago), a senior marketing and sales lead for Reebok International (England and the Netherlands), and a fresh-faced account executive in the London advertising scene.

A start-up adviser and investor, board director, and keynote speaker, he is the author of the Wiley-published international business book, It's Not Always Right to Be Right –an autobiographical account of leadership and personal lessons relating to breakthrough and transformation. He currently resides in Sydney, Australia with his wife and three children.

How to Get in Touch With Hamish Thomson:

• Website

• Email

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Connie's Website

Connie's LinkTr.ee

Connie's #1 International Bestseller Book - ESP (Easy Sales Process): 7-Step to Sales Success

Download the FREE Communication Style Assessment

Join our All-Star Community

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week on Web Talk Radio. 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 Suster: "Persistence, persistence, persistence. I'm surprised how few entrepreneurs follow up."

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I don't think I have ever shared this on my podcast. I have a 7-step sales process I use which is the premise of my #1 Best Selling book ESP: Easy Sales Process – 7 Steps to Sales Success.

The last step in my process is called CPR follow-up. This means consistent, persistent, and respectful follow-up. You get the idea. All relationships need CPR to keep breathing life into that relationship. Respectfully following up is such a key piece of generating new business, closing more sales, building the "know, like, trust" factor, and bottom line, the easiest way to make more money…all done respectfully!

Yet one of the mistakes I see with my clients and with other sales folks make is the lack of follow-up. And here is the funny thing, every salesperson, or business owner I speak with, knows how important follow-up is. Yet, when I ask what their follow-up process is, I usually hear things like I don't have a specific follow-up process, or I use my Outlook calendar.

About Mostafa Hosseini:

Mostafa is the founder of Persyo Inc and the creator of

• Simple Retention Formula

• Simple Marketing Formula

• Simple Offer Formula, and more

For the past 12 years, he has helped business owners and entrepreneurs build profitable businesses in various niche markets and industries. Currently, his call center helps established businesses fix their follow-up problems and scale through referrals and customer retention (without spending any money on Ads).

How to Get in Touch With Mostafa Hosseini:

• Website

• Free Gift - Blueprint to Simple Retention Formula

• Facebook

• LinkedIn

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Connie's Website

Connie's LinkTr.ee

Connie's #1 International Bestseller Book - ESP (Easy Sales Process): 7-Step to Sales Success

Download the FREE Communication Style Assessment

Join our All-Star Community

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week on Web Talk Radio. 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 Jacob Moss: "Whatever you do and whatever story you're writing, make it human – make sure the human element is at the center of it and shapes it."

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I believe we all love a good story. In fact, we watch movies and TV shows because we love the storytelling that happens within them and the journey they take us on. But somehow in business, I think, we get a disconnect between storytelling, our brand, and marketing.

Like me, I am sure many businesses spend tons of money on marketing, believing that it will make a difference. Sometimes I feel like we are missing the greatest marketing advantage each of us has…and that is telling our story…our unique story that could resonate with more potential customers and clients.

The fact is businesses need more than marketing, we need storytelling of our brand.

About Paul Furiga:

Paul and his book, "Finding Your Capital S Story: Why Your Story Drives Your Brand," takes you on a journey to understand the research and history of how storytelling is scientifically, biologically, and historically the best marketing you have available to you.

How to Get in Touch With Paul Furiga:

• Website

• Email

• Free Gift

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Connie's Website

Connie's LinkTr.ee

Connie's #1 International Bestseller Book - ESP (Easy Sales Process): 7-Step to Sales Success

Download the FREE Communication Style Assessment

Join our All-Star Community

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week on Web Talk Radio. 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 Diane Helbig: "Networking is an investment in your business. It takes time and when done correctly can yield great results for years to come."

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I love this quote. I feel so many of us sometimes feel like we keep hearing we need to network, we need to post and create content on LinkedIn, FB, or other SM platforms. Sometimes I feel like it is one more thing to fit in, yet it is very necessary to the success of our business and careers! So where do we start? How do we get organized and create an organized plan of attack to boost our network by adding value every day?

About Joe Apfelbaum:

Joe is the CEO of Ajax Union, a B2B digital marketing agency. Joe is a business strategist, marketing expert, and certified Google trainer. Joe is the author of his new book High Energy Networking: How to Build Relationships and Get Anything you Want in Life.

Joe is a LinkedIn expert and trains hundreds of coaches, consultants, and sales professionals each month with his courses and group coaching programs. When Joe is not Motivating entrepreneurs at events and on social media, he enjoys being with his 5 kids in Brooklyn, NY.

How to Get in Touch With Joe Apfelbaum:

• Website

• Email

• Book on Amazon

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Connie's Website

Connie's LinkTr.ee

Connie's #1 International Bestseller Book - ESP (Easy Sales Process): 7-Step to Sales Success

Download the FREE Communication Style Assessment

Join our All-Star Community

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

Connie's motivational quote today is by Jack Welch: "Before you are a leader, success is all about growing yourself. When you become a leader, success is all about growing others."

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As I write the introduction for this show, I reflect on the many bosses I have had during my 20-year corporate career before opening my business 21 years ago. I've had the gamut of good, bad, and ugly bosses. Lol! Sadly, the majority were not very good leaders, and I felt like I had to fend for myself.

I remember my first sales manager, who trained me by going out on prospect calls with me. After the appointments, he would yell at me in the car, pointing out everything I didn't say or said incorrectly. There was never any positive feedback. Ever!

Finally, after working as a financial advisor for about a year, I sold my first million-dollar life policy to a small business owner. When I got to our office in the morning, I was so excited to share my success, and this is what he said, "why didn't you sell a two-million-dollar policy?" He was never voted boss of the year!

About Talmar Anderson:

Talmar is the CEO and Founder of Boss Actions, the Boss best practices and Hiring Strategy firm that delivers the secret to work-life balance for business owners. Talmar Anderson is on a mission to teach you that it does NOT have to be hard to build, lead, and celebrate with your dream team.

Talmar, "The Boss Muse," has been featured on AppleTV, Roku, and more. He is a sought-after speaker as the creator of Bossification - the ground-breaking program that delivers step-by-step processes and insights on HOW to hire, HOW to manage, and HOW to step fully into your thriving Boss role. Talmar knows how to create dramatic shifts in your perspective on what it means to be the boss of a successfully growing business.

How to Get in Touch With Talmar Anderson:

• Website

• Email

• Free Boss Assessment - Which Boss type are YOU?

Stalk me online!

Connie's Website

Connie's LinkTr.ee

Connie's #1 International Bestseller Book - ESP (Easy Sales Process): 7-Step to Sales Success

Download the FREE Communication Style Assessment

Join our All-Star Community

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week on Web Talk Radio. 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 Ferriss: "Focus on being productive instead of busy."

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Mamie Kanfer Stewart and I are going to discuss how to stop wasting time and draining energy in unproductive meetings.

As I observe my own productivity challenges, I realize that most of us spend so much time in meetings discussing what needs to get done versus actually doing what needs to get done. This reminded me of the time my husband came home from work (before remote) one Friday night and shared with me that he calculated the amount of time he was in meetings for that week. Wait for it!

The number of hours in meetings that week was 35! 35 hours, holy smokes! Of course, I asked him, "Who does the work, and when does it actually get done?" He answered that he wasn't sure. Shocking the amount of time, we feel the need to be in meetings for optics or to show we are an important player in the organization or the need to just feel needed.

Studies have shown that unproductive meetings are one of the greatest forms of waste in business today. Not only do they hamper productivity, but they also drain energy and diminish morale. Learn three simple strategies to make all your meetings effective and engaging.

About Mamie Kanfer Stewart:

Mamie is the Founder of Meeteor, the author of Moment: Creating Effective, Engaging, and Enjoyable Meetings, and the Host of the Modern Manager podcast. Meeteor helps people thrive at work through effective collaboration, with a special emphasis on effective meetings

How to Get in Touch With Mamie Kanfer Stewart:

• Website

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Connie's Website

Connie's LinkTr.ee

Connie's #1 International Bestseller Book - ESP (Easy Sales Process): 7-Step to Sales Success

Download the FREE Communication Style Assessment

Join our All-Star Community

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week on Web Talk Radio. 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 Anne Lamott: "Almost everything will work again if you unplug it for a few minutes…including you."

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Burnout is real and can affect all areas of your life. How do we reach that point of exhaustion and burnout? More importantly, how can you avoid reaching burnout when it is on the rise? While we often point to external circumstances like the demands or culture of our job, so much of what leads to burnout is the way we think about those circumstances and our beliefs about ourselves. In the next half hour, you will find out how your mind contributes to your exhaustion and what you can do to turn it around.

About Dr. Sharon Grossman:

Sharon is a success coach, speaker, and author of the Amazon bestseller, The 7E Solution to Burnout, who helps high achievers crack the code of their burnout so they can find tailored solutions for recovery.

If you've tried workshops and therapy and feel like nothing sticks, working with Dr. Sharon will show you how you can totally transform your relationship with your work by working on yourself instead of trying to change your job or career. She's shared her grounded yet practical approach with numerous organizations, nonprofits, and universities.

How to Get in Touch with Dr. Sharon Grossman:

• Podcast: Decode Your Burnout

• Free Link to Crack My Code

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Connie's Website

Connie's LinkTr.ee

Connie's #1 International Bestseller Book - ESP (Easy Sales Process): 7-Step to Sales Success

Download the FREE Communication Style Assessment

Join our All-Star Community

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week on Web Talk Radio. 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 Jonah Sachs: "Good marketers see consumers as complete human beings with all the dimensions real people have."

Watch this episode on YouTube.

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Being in business for 21 years, it has become evident to me that business growth comes from building quality and long-term profitable relationships. For me, a profitable relationship means everyone in the relationship wins in some way. I call it a win/win formula! This win/win formula allows you to generate consistent, quality referrals from the deep connections you have with the people in your network.

About Jennifer Tamborski:

Jennifer and I are going to discuss how client relationships and getting clients are similar to the real-life dating game. Where you learn how to identify your ideal client, attract them, approach them, spot deal-breakers, and nurture the relationship. Jennifer is a Digital Marketing Strategist and CEO for Virtual Marketing Experts. Jennifer delivers high-energy keynote presentations that break down marketing into an understandable process designed to help the audience remove marketing overwhelm and grow their business.

Jennifer has created a team of experts that work with 6- and 7-figure coaches, consultants, and online course creators. She and her team are passionate about helping their clients grow their businesses, increase their revenue, and scale their impact.

How to Get in Touch with Jennifer Tamborski:

• Website

• Email

Stalk me online!

Connie's Website

Connie's LinkTr.ee

Connie's #1 International Bestseller Book - ESP (Easy Sales Process): 7-Step to Sales Success

Download the FREE Communication Style Assessment

Join our All-Star Community

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