“Work the LONG GAME.  You don’t want your relationship to last 6-8 months, you want it to last for years.” – Mike Allton. This is a quote called My Name!  We must play the long game, be patient, have the right marketing and sales approach, and truly care about our clients.  If we do it right, the results are incredible.  Building deep, trusting relationships can create a pipeline filled with passive income and referrals.  It’s the easiest way to make your sales results. 

Your connection to your best customers starts long before you know who they are. My guest and I will discuss her best tactics for building relationships with your following and converting them into happy clients.  It’s easier than you think!

YouTube: https://youtu.be/LUE_BNcyIng

About Rebecca Bertoldi:  Rebecca has created countless data-driven strategies for small, local businesses, tech startups, and multi-eight-figure global businesses. She was part of Personal Development Leader Mary Morrissey’s marketing team. Her unique experiences help her craft compelling campaigns that connect with her clients’ audiences, increasing the brand’s outreach and profitability. When she’s not creating campaigns, you can find Rebecca at her home in Connecticut with her husband and fur babies.

How to Get In Touch with Rebecca Bertoldi: 

• Email:  [email protected]
• Website:  https://www.rebeccabertoldi.com/
• Gift:  https://rebeccabertoldi.com/algorithms

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.

"I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel." – Maya Angelou. Whenever I hear this quote, I am reminded that marketing is step 1 in making a sale but will not make the dales for you.  To be relevant and top of mind to prospects and clients alike, we must have stellar communication skills and a clear sales process.  Marketing gets the client interested, and the conversation and relationships will help you make the sale more quickly.  Both resources are needed and work together; if you have a clear marketing and sales plan combined, you have a better chance of winning the game and serving your clients well.

YouTube: https://youtu.be/740Gqt2T4bw

About Tiffany Neuman: Tiffany is a visionary branding strategist who helps driven women entrepreneurs make their message into a movement. After 15 years in the corporate world, working with brands like Adidas, Stoli Vodka, and Burt’s Bees, she left to establish a revolutionary branding business that stays one step ahead of trends. 

Tiffany now works with clients worldwide to help them 10x their sales and shine even brighter as thought leaders. She is a contributor for Entrepreneur and has been featured in Forbes multiple times as a branding expert.

How to Get In Touch with Tiffany Neuman: 

• Website:  http://yourlegacybrand.com/
• Email:  [email protected]
• Gift:  https://yourlegacybrand.com/quiz/

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.

 “It’s about making connections through the data that you might not have made as a human being. AI has the uncanny ability to tease out things about the consumer you might never think about.” – Ryan Bezenek. I have been intrigued by ChatGPT since I heard about it years ago. I want to continue to grow my understanding of AI and how to use it to develop sales skills within my business. 

Today, my guest and I will discuss AI's transformative potential in sales and its ability to streamline sales strategies, provide actionable insights, and foster stronger customer relationships. Additionally, he will share insights on how AI can amplify sales success by identifying and leveraging internal networks for warm introductions, ultimately boosting win rates and accelerating deal closures. 

Youtube: https://youtu.be/aHAd5qUGJm0

About Nick Caruso:  With over twenty years in tech startups, he has pioneered the use of AI across sectors like national security, finance, and Fortune 1000 companies. Nick has consistently leveraged AI for efficiency and innovation, from early collaborations with U.S. Intelligence through IQT to streamlining the patent process at the U.S. Patent Office.

In 2019, he founded KnowledgeNet.ai to revolutionize organizational data analysis, empowering companies to harness intellectual capital for business growth. As Co-Founder & CRO, Nick showcases AI's role in enhancing sales without overshadowing human connection. 

Access his Secret Link: Extended Trial - KnowledgeNet.AI

How to Get In Touch with Nick Caruso:

• Website:  https://knowledgenet.ai/
• Email:  [email protected]
• Linkedin: https://www.linkedin.com/in/ncaruso/
• 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 you may have in your business.

“As we express our gratitude, we must never forget that the highest appreciation is not to utter words, but to live by them.” – John F. Kennedy. Recently, I have been working with several banks across the US. In Step 2 of my sales process, I teach how to authentically and organically build rapport with clients and prospects and at networking events. I created a template and am working on another AI tool (more to come on that in the future) that I share with the people in the class to create a dynamic Value Statement to use in various venues and situations.  

At the top of the worksheet, I ask everyone to write some fun facts about themselves and then fun facts about their organization.  Most people find this exercise challenging to share fun facts about themselves and ultimately create a VS that is predominately about the organization because we are taught how to play small and how not to brag or appear arrogant.  

The reality is that a strong Value Statement should reflect the cool and unique things about you.  People do business with people they know, like, and trust, yet we give that power by bragging about our organization.

YouTube: https://youtu.be/aDIZsbkzEzE

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.”

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.

“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: 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 are posted every week. Listen to Connie dive into new sales and business topics or problems you may have. 

Connie's motivational quote today is by – Ben Bernanke, "The ultimate purpose of economics, of course, is to understand and promote the enhancement of well-being." When I was in college many years ago, I double majored in Economics and Finance.  Yes, you can call me a dork! 

Even though I was unsure of what I wanted to be when I grew up and I knew that finance and economics were two important topics that I needed to understand to support my future business career. 

Fast forward 40 years and understanding these two huge topics has served me well.  I am excited about my conversation today, with my guest expert, Hunter Hastings.  We are not going to have a boring conversation about economics. We are going to dive in and discuss a business’s brand, the secret of value creation, and economics in business.

YouTube: https://youtu.be/yKcFQ38qyWg

About Hunter Hastings:  Hunter has been a CEO, a CMO, and a partner in management consulting and venture capital. He’s been a co-founder of three consulting startups and is currently an Ambassador for the Mises Institute. Born in the UK, educated at Cambridge University.

How to Get in Touch with Hunter

• Website:  econ4business.com
• Email:  [email protected]

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

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

My motivational quote for today is by – R. Roosevelt Thomas, Jr. “Let's stop believing that our differences make us superior or inferior to one another. A diverse mix of voices leads to better discussions, decisions, and outcomes for everyone.” - R. Roosevelt Thomas, Jr. 

I love this quote and find its relevance extremely timely in today’s divided world. My opinion is right; yours is wrong, which is an awful approach to communication and collaboration. Diverse thinking creates friction, which is a really good thing! This is where conflict resolution happens, allowing for innovations and combined thinking, which helps us end up in a better place than we started. The reality is that we all have our opinions based on our filters and perspectives, which are actually very limited.  This means that most of life happens in the grey areas where diversity and collaboration can create practical and valuable change.  Yet, many avoid the grey area so that they can be right.

YouTube: https://youtu.be/x1RwkK8flQE

About Eric Allan Eaton:

Recently, Eric shared with me that his bank has had four organizations merge into one this past year. Yikes!

Eric is a hardworking, honest, determined, and self-motivated individual. One of his missions in life is to leave the world in a better situation than he found it, and he enjoys seeing friends and family rewarded for hard work. He has over 15 years of branch and operational banking experience and two decades of stage and voice acting experience. 

How to Get In Touch With Eric Allan Eaton:

• LinkedIn  https://www.linkedin.com/in/eric-eaton-msc-a52b6864
• 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 post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

“Taking initiative pays off. It is hard to visualize someone as a leader if she is always waiting to be told what to do.” – Sheryl Sandberg. I have shared the Gallup Global Workplace Surveys about employee engagement at work over the years. Well, a new study just came out, and it’s not good! The study shows that 33 percent of American workers describe their work experience as meaningful or engaging. Let that sink in for a moment—77% are not engaged!

I want to break this down even further.  This translates to approximately 107 million working Americans who describe themselves as “unengaged.” Additionally, 17 percent of all US workers describe themselves as “actively disengaged.” That’s 22 million workers. Gallup estimates the global cost of disengagement at work to be 9 percent of the world’s GDP. Since the global GDP is about $100 trillion, the lost opportunity cost is around $9 trillion. 

Before I introduce my guest, I would like to share with you one more perspective on these results. What does this say about the human cost? What’s the human impact of decades of unengaging work for 107 million Americans? According to Gallup’s 2024 survey, 41 percent of all US workers report experiencing “a lot of stress at work.” So now we are talking about unengaging and stressful work. 

If you are a leader and don’t know where your organization’s employees fall within this study, you may want to take notes and see what can be done to change this landslide.

YouTube: https://youtu.be/AsTbdCKIA0M

About Rebecca Gebhardt: 

Rebecca is a best-selling author of Beyond the Board: How to Achieve Your Vision Board Goals in a Fulfilling and Sustainable Way. Former top 1% sales and sales team leader at Globe Life, Family Heritage Division, and also at Southwestern. Rebecca now helps ease the transition from sales to sales leadership.

How to Get In Touch with Rebecca Gebhardt: 

• Website:  RiseupConsultinggroup.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 post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

“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

YouTube: https://youtu.be/7VLfEVq5ifA

Check Out These Highlights:  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.  

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 sale most often goes to the most interested party.” – Steve Chandler. Being interested and curious about what our clients need today and in the future is critical to our sales success.  So, how do we show that we care, are curious, and are interested in helping our ideal client?  One way is to use resources available to us to spotlight our genius, experience, and level of care.  One resource that I see either underused or not used correctly is LinkedIn. 

It's a powerful resource; too many people use it, and it comes across as icky and pushy.  

YouTube: https://youtu.be/TX4xpAnxyCQ

About Indrek Põldvee:

Indrek is recognized as an Estonian LinkedIn guru with a wealth of experience in sales, marketing, and coaching. His journey and expertise are not just limited to his success but also include transforming businesses through LinkedIn strategies. 

How to Get In Touch with Indrek Põldvee:

• Email:  [email protected]
• Website: http://b2bgrowth.eu/
• LinkedIn profile for a quick overview: https://www.linkedin.com/in/indrek-poldvee-sales-marketing-coach/

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.