Changing The Sales Game

In today's episode, you'll discover: 1.     What is a buying committee, and why is it so important in B2B sales today? 2.     What is an account-based value proposition, in simple terms? 3.     What is the biggest mistake your sales team may be making when selling to large accounts? To support these three takeaways, I chose a quote from   Gemma Davies : "When you're trying to create change, you al...

In today's episode, you'll discover: 1.     How modern sales leaders can build high-performing teams, leverage communication data, and create scalable systems that drive consistent revenue growth. 2.     By coaching your reps on optimizing conversations with AI-driven insights, you will learn practical strategies to help your organization thrive in a competitive market. 3.     How companies can sc...

In today's episode, you'll discover: 1.     Why never splitting the difference is a dumb idea and may be costing you revenue? 2.     How negotiation and sales training have changed over the past fifty years, and what you need to do differently to close more deals effortlessly? 3.     The biggest negotiation mistakes you may be making that you aren't aware of. To support these three takeaways, I ch...

"Personal branding is going to be exponentially more important moving forward. People aren't going to know who to trust. Is the information from ChatGPT real? They trust people. If you build your brand and become a trusted brand, it will all meld together." – John Barrows Check Out These Highlights:   Who we are doesn't change because AI has entered the playing field.  It helps us prioritize our t...

"Don't celebrate closing a sale, celebrate opening a relationship." —  Patricia Fripp Check Out These Highlights: I chose this quote because the last step in my sales framework is not to close the sale but to open the relationship – Clearly Patricia Fripp gets me! Also, feel the difference between closing and opening. I choose to open all day, every day. I see sales leaders talk about building rel...

" To be yourself in a world that is constantly trying to make you something else is the greatest accomplishment."   –  Ralph Waldo Emerson Check Out These Highlights:   Over the past four decades, the one constant that has worked well for me and made my sales results easy is anchoring my strategy in who I naturally am, not in what old-school sales trainers told me to be.  We'll explore how salespe...

"The next evolution of partnerships isn't about headcount—it's about using AI to scale your best people, content, and insights into micro-moments that drive real customer impact." —  Barrett King Check Out These Highlights: I see this all the time - Sales professionals worry that AI will make selling feel transactional and robotic, but the opposite is true when used strategically. Using Scalable P...

"A good sales methodology isn't about scripts—it's about teaching repeatable A-player behaviors in a way that reps can personalize and internalize. That's how you turn process into performance." —  Paul Butterfield Check Out These Highlights: In my experience, when sales results stall, many leaders default to pressure. But in complex, high-stakes deals, pressure erodes trust and weakens influence....

"How you climb a mountain is more important than reaching the top." —  Yvon Chouinard Check Out These Highlights: In this episode, we have an honest conversation about the hidden challenges of scaling — including founder burnout, operational growing pains, cash-flow myths, hiring mistakes, and why more marketing doesn't always mean more growth — plus the practical strategies that actually create s...

"Never look down on anybody unless you're helping them up."  - Jesse Jackson Check Out These Highlights: I chose this quote because I feel that corporate America has decided to step on people to get ROI for shareholders. I know, cynical, right? I have felt this shift in the past year, specifically. I am not sure if many CEOs are looking to cash out with huge bonuses when they retire in the next co...

Connie's motivational quote for today is by – Peter F. Drucker, "The most important thing in communication is hearing what isn't said."  Our bodies speak volumes…do you know what your body is saying? I learned early on that my body language spoke to my client more than my words.  They reacted to me based on how open or closed my body was to receive their responses.  Here are some statistics on how...

"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 anothe...

"Good marketers see consumers as complete human beings with all the dimensions real people have." – Jonah Sachs Check Out These Highlights: In this episode, my friend and bestselling author Lori Turner-Wilson breaks down why authority is built around  people —not faceless brands—and how bankers can leverage a distributed authority strategy to generate higher-quality leads without chasing. Learn ho...

"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...