Changing The Sales Game

"If you focus on what you left behind, you will never be able to see what lies ahead. Now go up and look around!" – Gusteau (Ratatouille)

Check Out These Highlights:

I had to choose an inspiring quote from a Disney movie because today, my guest and I are going to discuss how he, a former Disney leader, traded pixie dust for power washers. He is going to share how he turned Disney's legendary customer service into a blueprint for home service businesses to charge premium prices and create raving fans. In this episode, we unpack how to "Disnify" your business—turning ordinary interactions into unforgettable experiences that build trust, eliminate buyer resistance, and make sales feel like a service, not a pitch. Expect stories, sarcasm, and strategies that work.

About Vance Morris:

Vance helps business owners acquire, serve, and retain clients for life by creating personalized experiences and response-driven marketing. He is a Former Birth Control Factory Security Guard turned Disney Leader, turned Bankrupt out-of-work executive, turned Carpet Cleaner, turned Successful Entrepreneur.

How to Get in Touch with Vance Morris:

Website: https://deliverservicenow.com/

Email: [email protected]

Gift: https://wow52ways.com/

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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 as Connie delves into new sales and business topics, or addresses problems you may have in your business.

"If there's one reason we have done better than our peers in the internet space over the last six years, it is because we have focused like a laser on customer experience, and that really does matter, I think, in any business." – Jeff Bezos

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When I started in sales, it was all about the product or service and how we could save time and money for the client. This remains a crucial piece of the puzzle in highlighting the benefits to the client. The other key piece that is often overlooked is the client journey and the culture that needs to be built to earn the long-term respect and to become top-of-mind every time your client has a financial event, which is about every 90 days. So, if our efforts do not align with the marketing message from your marketing department, the results can be catastrophic, resulting in a significant loss of sales and missed sales opportunities.

About Lori Turner-Wilson:

Lori is the founder of RedRover, is a trailblazer in business marketing. With 30+ years of experience, she has led transformative marketing strategies that drive measurable results for hundreds of companies. Under her leadership, RedRover became one of the only full-service B2B firms in the U.S. to guarantee marketing ROI, earning the moniker "The Results-Guaranteed Agency." Her innovative approach continues to reshape the industry, empowering businesses with strategies that deliver real, guaranteed outcomes.

How to Get in Touch with Lori Turner-Wilson:

Website: marketingresultsguaranteed.com

Email: [email protected]

Gift: www.marketingresultsguaranteed.com/podcast

Use Discount Code: Podcast

Previous Podcast: https://podcasts.apple.com/us/podcast/changing-the-sales-game/id1543243616?i=1000711035912

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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 as Connie delves into new sales and business topics or addresses problems you may have in your business.

"Great leaders must be able to realize when something isn't working, no matter how hard they've worked to make it succeed." —Patrick Thean

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Sometimes it's hard to give up on a system that you've built over time. But what happens when the systems, people, and internal processes no longer work?

Great questions, and today, my guest and I will discuss how to transform corporate chaos into a competitive advantage and share how battle-tested principles can scale high-growth teams. We will also explore the real reasons why smart directors stay trapped in micromanagement and how to break free, as well as the battle-tested framework that works.

About Daryl D. Black:

Daryl helps high-growth executives eliminate toxic leadership and micromanagement, enabling them to lead and scale with clarity and confidence. A Top 5 LinkedIn Leadership Coach with 30+ years of crisis-tested leadership and $100M+ in IT project management, Daryl teaches leaders how to turn corporate chaos into competitive advantage. His Order to Chaos framework combines real-world disaster leadership with practical business strategies to help leaders build autonomous and innovative teams.

How to Get in Touch with Daryl Black:

Website: https://www.ddbleadership.com/

Email: [email protected]

Free Gift: https://diffconvoguide.daryldblack.com/

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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 as Connie delves into new sales and business topics or addresses problems you may have in your business.

"The future of sales is to serve, not sell. Generative AI gives us guidance that's so personal and precise, we're always presenting the most relevant solutions—no pushing required." —Rob Garf

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AI will not replace quality sales professionals. Instead, it will act as a huge time-saver, enabling great salespeople to meet new prospects and existing clients. It is quickly becoming a resource for working smarter, not harder.

In today's episode, my guest and I will discuss how the future of business lies in harnessing the power of artificial intelligence to work smarter, faster, and more efficiently. Whether you're streamlining operations, optimizing workflows, or enhancing customer experiences, the goal is simple: to help businesses thrive in a rapidly changing world.

About John Long:

John is the driving force behind Thynk.ai, blending his expertise in AI with a passion for empowering businesses to achieve transformative growth. With a proven ability to simplify complex technology, John helps organizations streamline operations, boost efficiency, and unlock practical AI solutions tailored to their needs. A sought-after mentor and speaker, John shares his insights on AI with diverse audiences, inspiring innovation and success. Known for his optimism and problem-solving skills, John is dedicated to helping others reach extraordinary levels of success.

How to Get in Touch with John Long:

Website: https://thynk.ai/

Email: [email protected]

Free Gift: https://thynk.ai/test?am_id=connie4970

AI Podcast: http://thynk.ai/podcast

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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 as Connie delves into new sales and business topics or addresses problems you may have in your business.

Authentic Selling in a Digital World with Maria-Katarina Johannesson (episode 233)

"Having the aspiration to be memorable is easy. The hard part is creating a crisp message you want others to articulate when you're no longer in the room." – Dr. Carmen Simon

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I believe this is the most significant issue we currently face in the sales industry. Being seen in the sea of noise that exists in our digital world is hard to make ourselves memorable.

Selling doesn't have to feel forced or transactional—it can grow naturally, just like a well-tended plant. In this episode, we'll explore how authentic engagement, relationship-driven sales, and even a touch of nature can transform the way businesses connect with their audience.

My guest will discuss the power of storytelling, trust-building, and organic growth strategies that make sales feel less like selling and more like cultivating lasting loyalty.

About Maria-Katarina Johannesson:

Maria-Katarina, is the founder of Linksandmaria, where she grows businesses and plants. Specializing in backlinks, digital PR, and authentic engagement, she helps brands build trust and visibility through storytelling and strategic connections. At Linksandmaria, selling isn't about pushing - it's about showing up, creating real connections.

How to Get in Touch with Maria-Katarina Johannesson:

Email: [email protected]

Website: http://www.linksandmaria.com/

Gift: https://drive.google.com/drive/folders/1k0vxgV8kGgdQwUmiFfgZHFrmXfavBOYW

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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 as Connie delves into new sales and business topics, or addresses problems you may have in your business.

"If there is anything I would like to be remembered for, it is that I helped people understand that leadership is helping other people grow and succeed. To repeat myself, leadership is not just about you. It's about them." – Jack Welch

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A few years ago. I had a client who was trying to build a client journey culture rooted in love, care, and respect to foster relationships that grow to the point where our clients become our best advocates, generating passive new business and revenue results. Great objective.

A year in, we were discussing next steps to continue raising the bar and identifying areas where their salespeople needed to grow their communication skills to create a more profitable culture. Sounds great, right?

During these discussions, I was informed that the coaching was too challenging and they were going in a different direction. When asked about the new direction, I was told that coaching wasn't part of it because it was considered too complicated and time-consuming. WOW! Needless to say, they are no longer one of my clients, and the leadership team fell short of their original objectives.

About Dr. Deepak Bhootra:

Dr. Deepak is the founder of Jabulani Consulting and a USA National Bestselling Author. With over 25 years in sales leadership and deep expertise in sales performance psychology, Deepak blends neuroscience, Sandler methodology, and mental coaching to help founders, reps, and sales teams crush quota without crushing their spirit.

How to Get in Touch with Dr. Deepak Bhootra:

Website: http://www.deepakbhootra.com

Email: [email protected]

Free Gift: https://storage.googleapis.com/msgsndr/nruK4Lkdw6o3h1FEj3vS/media/6813a81dac2c3f03d8629b0d.pdf

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 as Connie delves into new sales and business topics or addresses problems you may have in your business.

"The only way of finding the limits of the possible is by going beyond them into the impossible." – Arthur C. Clarke

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I love this quote because it reminds me of Olympic athletes who hold records, and then once that record is broken, it seems that several others come forward and break it yet again. Once what seemed impossible becomes possible, we take the blinders off and see what is truly possible, not just what we think is likely based on past performance only.

About Borja Cuan:

Borja joined the performance advertising industry in 1998 and has built a career in the industry, providing strategic business solutions for teams and clients. His track record of helping grow stable and successful organizations is underpinned by a career-long personal commitment to delivering exceptional client experiences. Borja combines a big-picture perspective with exacting attention to ensure that Four15's clients and team members derive value from their work every day.

How to Get in Touch with Borja Cuan:

Website: https://four15digital.com/

Email: [email protected]

Free Gift: $5K Audit—Sign Up on Website

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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 as Connie delves into new sales and business topics, or addresses problems you may have in your business.

"Don't be afraid to give up the good to go for the great." – John D. Rockefeller

Check Out These Highlights:

This is one of my favorite quotes. When things are going well, we generally don't make any changes because everything is good. When things get bad, we stop and assess what changes may be needed to navigate the challenging situation. So good is the real enemy of becoming great.

So what habits or systems do you need to evaluate to help you become your greatest self, so you generate more sales with less work while building lifelong profitable relationships?

About A.J. Vassar:

A.J. is the founder of the Pre-Sold Client System and Small Stages Big Profits. He helps entrepreneurs turn their message into money by getting in front of the right audiences, ready to buy. A.J. is on a mission to replace cold leads and hard sales with trust-based visibility that attracts ready-to-buy clients. His systems create income, impact, and influence—without the noise of ads or algorithms.

How to Get in Touch with A.J. Vassar:

Website: http://ajvassar.com/

Email: [email protected]

Free Gift: https://presoldclients.ajvassar.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 are posted every week - listen as Connie delves into new sales and business topics, or addresses problems you may have in your business.

"A man who stops advertising to save money is like a man who stops the clock to save time." – Henry Ford

Check Out These Highlights:

Sales and marketing are married. We need marketing to generate opportunities and leads that drive sales conversations and revenue. This quote resonated with me: often, we cut budgets instead of reviewing how to refine the marketing campaigns we are putting out that actually generate revenue and positive results.

I see it all too often where businesses accept that marketing is this mysterious, unpredictable expense, but it doesn't have to be. Today, my guest and I are going to discuss how you can demand guaranteed marketing outcomes, why most agencies don't offer them, and how to actually build a marketing strategy that's predictable, scalable, and repeatable. If you've ever felt frustrated by marketing that's hit-or-miss, this is going to be a game-changer for you!

About Lori Turner-Wilson:

Lori is the founder of RedRover, is a trailblazer in business marketing. With 30+ years of experience, she has led transformative marketing strategies that drive measurable results for hundreds of companies. Under her leadership, RedRover became one of the only full-service B2B firms in the U.S. to guarantee marketing ROI, earning the moniker: "The Results-Guaranteed Agency." Her innovative approach continues to reshape the industry, empowering businesses with strategies that deliver real, guaranteed outcomes.

How to Get in Touch with Lori Turner-Wilson:

Website: www.marketingresultsguaranteed.com

Email: [email protected]

Gift: www.marketingresultsguaranteed.com/podcast

Stalk me online!

LinkTree: https://linktr.ee/conniewhitman

"The way to develop the best that is in a person is by appreciation and encouragement." – Charles Schwab

In business, and more specifically in sales, I believe that selling and communicating from a place of love, care, and respect is vital for attracting the right people to your team and creating advocates for you and your business.

There is so much information and training on leadership, yet we are losing ground regarding appreciation and encouragement for our employees. Through conversations with colleagues, friends, and my own family, I see this lack of appreciation in different organizations and in various industries.

It's sad, but there is a better way to lead people to achieve their highest productivity levels. So, how do we accomplish this?

About Kevin Hancock:

Kevin is the managing owner and Chairman of one of America's oldest family businesses and an award-winning author and nationally recognized public speaker. Hancock Lumber is a ten-time recipient of the 'Best Places to Work in Maine and New Hampshire.

Kevin has three books published:

• Not For Sale: Finding Center in the Land of Crazy Horse
• The Seventh Power: One CEO's Journey into the Business of Shared Leadership
• 48 Whispers from Pine Ridge and the Northern Plains

Kevin also partners with the executive coaching firm DoorTwo to provide senior management training programs around shared leadership, dispersed power, and deep employee engagement.

Kevin is a frequent visitor to the Pine Ridge Indian Reservation in South Dakota and an advocate for strengthening the voices of all individuals within a company or a community through listening, empowering, and shared leadership.

How to Get in Touch with Kevin Hancock:

Website: https://thebusinessofsharedleadership.com/

Books: https://www.thebusinessofsharedleadership.com/resources/books/

Leadership Program: https://www.thebusinessofsharedleadership.com/about/workshop/

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.