Changing The Sales Game

"Excellence happens when you try, each day, to both do and be a little better than you were yesterday." – Pat Riley Check Out These Highlights:   I'm excited to discuss our topic today on how to keep selling human while scaling AI across the funnel. We can get a little better each day, quickly now that we have AI tools that can help us navigate and get more done with ease, if leveraged correctly....

"Sales is an outcome, not a goal. It's a function of doing numerous things right." – Jill Konrath Check Out These Highlights:   I love how this quote blends the dynamics of selling through service with AI to personalize our approach to meeting clients' needs more quickly and with greater precision. When I started my career 42 years ago, we had no internet, and computers were pretty lame, used only...

I know you have all heard me say that marketing and sales are married but are two very different things that are equally important to a business. I am great at all things sales, not so much at marketing or branding!  Even though they are all key ingredients for business and career success, building the right brand is important to attracting the right clients.  I have hired people to help me build...

"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."  –  Marcus Chan Check Out These Highlights:    I love how this quote blends the dynamics of selling through service with how using AI can personalize our approach to meet clients' needs more quickly and with greater...

Connie's motivational quote for today is by Lawrence J. Peter: "If you don't know where you are going, you will probably end up somewhere else."   Watch this episode on YouTube .   Check Out These Highlights:   Today's quote actually made me pause and reflect on my own business journey over the past 21 years and knowing where I was going was not always clear or easy to define!    I know for me as...

"Don't be afraid to give up the good to go for the great."  - John D. Rockefeller Check Out These Highlights: I often think about this quote. Humans are interesting because we get comfortable, and when things are good, we tend to sit back and coast. It's when things go wrong that we say, "ok, I need to make a change because it's not going well." The truth is, we need to evolve and grow every day,...

"It is very important to understand that emotional intelligence is not the opposite of intelligence, it is not the triumph of heart over head – it is the unique intersection of both." – David Caruso Check Out These Highlights:    Everyone is talking about AI, and rightfully so, it's here and it's here to stay.  So, how do we navigate technology when we're being very human? The reality is that the...

Your customers don't need more reasons to say yes. They need fewer reasons to say no." ― Matt Sucha Check Out These Highlights:   In this episode, my guest Matt Sucha takes us on a fascinating journey into the customer's subconscious. He will share the hidden forces that block decisions and kill conversions. You'll discover the four key psychological barriers that stand in your way. And learn how...

"If you think it's expensive to hire a professional, wait until you hire an amateur." ― Red Adair Check Out These Highlights:   Hiring and recruiting for salespeople can sometimes seem like a revolving door within organizations. I love this quote because if we don't take the time to hire the right person for sales roles, we may be losing market share, whether we realize it or not. So, what's the a...

"The more time you spend complaining about what you deserve, the less time you have to focus on what you can create. Focus on what you can control." ― James Clear Check Out These Highlights:    I actually interviewed James Clear when his book, Atomic Habits, was first released. His approach to making micro steps and building on those every day creates the life you've imagined and can actually achi...

"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 g...

"Sales is an outcome, not a goal. It's a function of doing numerous things right." — Jill Konrath  Check Out These Highlights:    I love this quote.  I would never say I am an operational mastermind. Everything I do in my business, and throughout my sales career, has been built on repeatable, duplicable systems and habits that work and can be taught and used to duplicate sales revenue and growth o...

"Finance is not merely about making money. It's about achieving our deep goals and protecting the fruits of our labor. It's about stewardship and, therefore, about achieving the good society. "  – Robert J. Shiller  Check Out These Highlights:   Money is important because it allows us to take care of ourselves and our families. Lately, the financial service industry has been losing its way! They a...

"You don't get paid for the hour. You get paid for the value you bring to the hour."  –  Jim Rohn Check Out These Highlights: In the midst of all the chaos, how do you stand out from the crowd and become the only logical choice in your field of expertise? In this episode, my guest will share proven principles that, when applied, have empowered people to monetize their life's mission and create a l...

"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 c...

"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 Check Out These Highlights: 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 remain...

"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 Check Out These Highlights: 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 corp...

"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 Check Out These Highlights: 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 b...

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   Check Out These Highlights: I believe this is the most significant issue we currently face in the sales industry. Being seen in the sea of n...

"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 Check Out These Highlights: 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 relationshi...

"The only way of finding the limits of the possible is by going beyond them into the impossible."  – Arthur C. Clarke Check Out These Highlights: 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 an...

"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 h...

"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 t...

"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 a...

AI Impacts on the Future of Work with Steve Lomas (episode 226)  "Humans are not perfect, and neither is AI. But together, we can create something extraordinary." – Andrew Ng Check Out These Highlights:   Lately, AI has been a big topic everywhere we look, from events and meetings to our offices. So, what does it mean for the future of work and its workers? This is a critical question, as it revea...