Changing The Sales Game

"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...

"Hiring the wrong people is the fastest way to undermine a sustainable  business."   ― Kevin J. Donaldson Check Out These Highlights:   As a business owner, I know it's impossible to get everything done independently. I need a team to help my business continue to grow. Who I choose to work with isn't something I take lightly because they will either support or undermine my business goals and objec...

"I never lose. I either win or learn." – Nelson Mandela Check Out These Highlights:   I believe that we never truly lose if we learn something from a loss, whether it's not meeting a goal or a negative experience. We need to trust ourselves, which isn't always easy. One of the problems today is that decision fatigue and strategy overload keep high achievers stuck and cause them to question themsel...

"The human brain is wired to remember stories."  - Unknown Check Out These Highlights:   If you're tired of feeling salesy or pushy, this episode is for you. Join us as we explore how storytelling can transform your sales approach from transactional to truly transformational. My guest shares why stories are the most powerful tool in your sales toolkit, what kinds of stories drive connection and co...

"I believe that wherever there is mastery, coaching is occurring, and whenever coaching is done, mastery will be the outcome."  – Andrea Lee Check Out These Highlights:   Part of the deal for clients that hire me is that there has to be a coaching component after we train the employees. Suppose the organization has a coaching program, great. If not, I can share my program to help and support the c...

"There are no shortcuts to success. You have to believe in yourself and never give up."  – Neha Dhupia Check Out These Highlights:   Trusting in ourselves isn't always easy. The problem today is that decision fatigue and strategy overload keep high achievers stuck. You used to be motivated and successful, but now you feel stalled—like no matter how many strategies you try, you can't seem to get ov...

"Opportunities don't happen. You create them." – Chris Grosser Check Out These Highlights: The workforce has changed forever. Employees want flexibility, businesses need agility, and the traditional 9-to-5 model is giving way to a smarter, more dynamic approach. So, how do we navigate the evolving freelance economy and help businesses harness the power of fractional resources? Today, we will explo...

A Leaders Guide to Address Common Challenges with Israel Duran (episode 219) " If you can't explain it simply, you don't understand it well enough. " – Albert Einstein Check Out These Highlights: I speak for a living. Whether in front of an audience or a team of employees at one of my banks. If I can't take complex ideas, thoughts, or circumstances and make them easy to understand, I will not gene...

"You don't have to see the whole staircase, just the first step." – Dr. Martin Luther King, Jr. Check Out These Highlights: Why do some days feel easier to get things done than others? I am sometimes clear about the next step and sometimes not. The reality is that to stop procrastination in its tracks and keep moving forward, we cannot always see the entire staircase. The next step is to keep movi...

"A brand is the set of expectations, memories, stories, and relationships that, taken together, account for a consumer's decision to choose one product or service over another." – Seth Godin Check Out These Highlights:   Sales and marketing are married. You can't have one without the other. Personal branding, messaging & marketing will help you make the sale before the sales call starts.  Think th...

"Sales are contingent upon the attitude of the salesman, not the attitude of the prospect." William Clement Stone Check Out These Highlights:   If used correctly, AI can be a great time saver and resource for salespeople. Sales automation is no longer a wish; it's necessary to remain a highly successful and productive salesperson.  Our mindset can help or hinder our success, too. So, we must find...

"It is the long history of humankind (and animal kind, too) that those  who learned to collaborate and improvise most effectively have  prevailed."  – Charles Darwin YouTube: Check Out These Highlights:    Humans seek connection and community, yet we also desire independence. Neither is good or bad; we need both. Being independent doesn't mean we shouldn't seek others' advice, help, or expertise b...

"Speech is power: speech is to persuade, to convert, to compel." - Ralph Waldo Emerson YouTube: Check Out These Highlights:   This quote embodies sales. If we can dial in and develop our speeches and presentations, we can easily and authentically persuade without manipulation, convert because your solution is the correct fit, and compel because the person has been waiting to buy from you. Unfortun...