Changing The Sales Game

“Humans are not ideally set up to understand logic; they are ideally set up to understand stories.”- Roger C. Schank. I use stories in my sales conversations with prospects and when teaching. Years later, people approached me and said, “Do you remember when you taught us XYZ? I still think about that and remember how to use that concept with my clients.”

That defines success for me. Years later, the employee remembers the story but, more importantly, the concept and how to use it in real-life client and prospect conversations! So, how important are stories in sales? Without getting lost in our story and keeping it grounded and relevant to the client or prospect in front of us…VERY!

YouTube: https://youtu.be/n0gWoPiK8GU

About Mike Bosworth: Mike is known throughout the business sales world as a thought leader, speaker, sales philosopher, entrepreneur, and the author of best-selling sales books Solution Selling and co-author of CustomerCentric Selling. Mike began studying the power of story as a framework for building emotional connection in 2008 and published What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story in January 2012.

How to Get in Touch With Mike Bosworth:

• Email:[email protected]
• LinekedIn:https://www.linkedin.com/in/mikebosworth/

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

Subscribeto theChanging the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post everyweek - listen to Connie dive into new sales andbusiness topics or problems you may have in your business.

“Success is stumbling from failure to failure with no loss of enthusiasm.” – Winston Churchill.Boy, this quote hit home for me. I know I have failed many times in my life. We see quotes like this when we are in a crisis or facing failure and think, BS, I failed, I’m not good enough, or I don’t deserve the success. And there lies the issue—our minds! The negative record player that is on repeat, saying we aren’t good enough for X, Y, or Z. What I have learned is that in the face of failure, I try not to let failure, whether for reasons under my control or not, kill my drive to keep going and move forward.

YouTube: https://youtu.be/6ZqTB5Psfi4

About Steven Pemberton: Steven is a husband, father, speaker, and business owner. He speaks transparently about overcoming business failure, losing everything, spending five and a half years in corporate, and co-founding two different e-commerce companies that grew to 1 million in top-line sales individually.He is the co-founder and CEO of Hollowco. A company that specializes in virtual events, marketing, and e-commerce consulting. He has been featured in numerous publications, podcasts, and summits.

How to Get in Touch With Steven Pemberton:

• Email:[email protected]
• Website:https://www.stevenpemberton.com/
• Free Gift:https://www.hollowco.com/event-builder

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

Subscribeto theChanging the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post everyweek - listen to Connie dive into new sales andbusiness topics or problems you may have in your business.

“The greatest glory in living lies not in never falling, but in rising every time we fall.”— Nelson Mandela. I love this quote. If we didn’t continue to rise after we fail or fall, we wouldn’t have innovation, growth, new opportunities, and potentially a better life. Most people think it’s only about having the ability to achieve X, Y, or Z. The reality is resilience, and the choice to keep getting up and moving forward is very powerful. Especially in sales and business growth.

YouTube: https://youtu.be/w371gew_RFc

About Akeem Shannon: Hailing from St. Louis,Akeemis the creative mind behind Flipstik. This gravity-defying phone accessory not only earned him a spot on Shark Tank but also caught the attention of the legendary Snoop Dogg.

Akeem's journey is a fascinating tale of resilience, innovation, and navigating the dynamic world of sales. Let's delve into the unique experiences and insights of this dynamic individual.

How to Get in Touch With AkeemShannon:

• Email:[email protected]
• Website:http://akeemshannon.com/
• Gift:Text MENTOR to 314-789-9001 For a free 1 on 1 mentorship session

Stalk me online!

LinkTree:https://linktr.ee/conniewhitman

Subscribeto theChanging the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post everyweek - listen toConniedive into new sales andbusiness topics or problems you may have in your business.

“If you don’t have a defined process that moves your people forward so they can achieve greater results, then what is it you are managing? You’re managing the status quo.”– Keith Rosen.I often see managers managing numbers or metrics versus coaching someone to grow and build new and improved skills. Those who know me have heard me often say, “We can’t coach a number or metric to gain market share or grow sales results. We need to coach our teams based on their personal skill growth needed to develop to generate new and more profitable businesses. In other words, behaviors drive numbers, not vice versa.”

During today's show, we will discuss how to buy back tons of time by training and preparing sales reps to do the job.

YouTube: https://youtu.be/pYfgJI3BkhU

About Stephen Rhyne:Stephen istheCEO of ConveYour.com. Stephen is a CUTCO Hall of Fame sales rep, and now, it helps companies recruit, onboard, train, and retain more reps.

How to Get in Touch With StephenRhyne:

• Email:[email protected]
• Website:https://conveyour.com/
• Gift -Team Growth ConfidenceCourse:https://learn.conveyour.com/c/ox43jkerj7/team-growth-confidence

Stalk me online!

LinkTree:https://linktr.ee/conniewhitman

Subscribeto theChanging the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post everyweek - listen to Connie dive into new sales andbusiness topics or problems you may have in your business.

“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.

AboutAdam Rosen:

Adam is a world-traveling entrepreneur who sold his first tech startup in 2019. He now leadseocworks.com, which helps startups get sales through cold email, andthenomadcloud.com, which supportsentrepreneurs 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

Subscribeto theChanging the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post everyweek - listen to Connie dive into new sales andbusiness 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

AboutTaylor Frame:

Tayloris 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 careerat 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 buildingthe 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

DownloadFree Communication Style Assessment:https://tinyurl.com/CSAFreeGift

Subscribeto theChanging the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post everyweek - listen toConniedive into new sales andbusiness 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.

AboutThomas 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,Thomasidentified 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 ThomasRyan:

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

Stalk me online!

• LinkTree:https://linktr.ee/conniewhitman
• DownloadFree Communication Style Assessment:https://whitmanassoc.com/csa/

Subscribeto theChanging the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post everyweek - listen to Connie dive into new sales andbusiness 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
• DownloadFree Communication Style Assessment:https://whitmanassoc.com/csa/

Subscribeto theChanging the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post everyweek - listen to Connie dive into new sales andbusiness 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

AboutJay 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

DownloadFree Communication Style Assessment:https://whitmanassoc.com/csa/

Subscribeto theChanging the Sales Game Podcaston your favorite podcast streaming service or YouTube. New episodes post everyweek-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

AboutIan 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
• DownloadFree Communication Style Assessment:https://whitmanassoc.com/csa/

Subscribeto theChanging the Sales Game Podcaston your favorite podcast streaming service or YouTube. New episodes post everyweek-listen to Connie dive into new sales and business topics or problems you may have in your business.