Changing The Sales Game

"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...

"Nothing is perfect. Life is messy. Relationships are complex.  Outcomes are uncertain. People are irrational."  ―  Hugh Mackay YouTube: Check Out These Highlights:   This quote is on point. There is no such thing as perfection; yes, life is messy. Yet, I feel like humans look for the easy, the quick fix, the magic pill. We are all here to inspire and create change in our lives and communities. Th...

"The sale most often goes to the most interested party."  – Steve Chandler. Being interested and curious about what our clients need today and in the future is critical to our sales success.  So, how do we show that we care, are curious, and are interested in helping our ideal client?  One way is to use resources available to us to spotlight our genius, experience, and level of care.  One resource...

"Great things are done by a series of small things done together"  – Vincent van Gogh. In other words, we must create a system of small tasks and habits and string them together to achieve sustainable results quickly.    What sales system do you use, if you have one at all? I just had a conversation with someone about sales from a mindset perspective.  No judgment: salespeople face an inner game,...

"Most people do not listen with the intent to understand; they listen with the intent to reply." —  Stephen R. Covey. Omg, I love this quote.  I see it frequently, where people take turns talking at each other, not with each other.  UGH, it makes me crazy.  In my sales process, step 4 is Active listening.  I gave it its own step because listening is the heart and soul of being good at sales.  In m...

"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. Today, I am excited for my guest and me to discuss how AI-powered commercial intelligence can transform sales by providing actionable insights that enhance conversions and boost customer retention. We...

"Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time."  - Thomas Edison. This quote translates to the need for a consistent follow-up process.  My follow-up process is the last step in my 7-Step Easy Sales process.  I call it CPR follow-up, which means consistent, persistent, and respectful follow-up.  Notice the last word, respect, in my CP...

"This is not hard sell-it's heart sell.  Good questions get to the heart of the problem or the need very quickly, and the buyer doesn't feel like he or she is being pushed"  – Jeffrey Gitomer. Selling from the heart and building long-term relationships were intuitive for me and helped me quickly stand out from my peers in the financial industry. By creating a solid foundation and reputation, I cou...

"The confidence you have going into the sales call will determine the level of profit you have coming out." – Mark Hunter. Being in sales for many decades, I have had my share of prospecting wows. Sometimes, I didn't feel like prospecting. Getting motivated to make cold calls, follow-up COI calls, and warm prospect calls to meet my revenue goals has not always been easy.    During today's show, my...

"Sales are contingent upon the attitude of the salesman, not the attitude of the prospect." –  William Clement Stone. Whether you work for a company or own your own business, sales are a key component to the business growing and scaling.  So how can we grow without working 100 hours per week?  Scaling doesn't mean you have to do everything. Automation helps us, as does time management skills. So,...

"Social media is about the people. Not about your business. Provide for the people, and the people will provide for you."  – Matt Goulart, Over the past four decades, sales haven't changed much, yet it has changed significantly because of the many social media platforms we have to reach our potential customers easily. LinkedIn is one of the best for my work, but navigating algorithms and fighting...

"People buy from people they know, like and trust. At the start of building a relationship with your buyer the only thing you can shoot for is 'Trust'. Building trust has to be very obvious from the very first contact you make with your buyer or you kill any chance of starting a dialogue." - Michael deGroot. Sales have been my life for over four decades; I have lived by a code where sales for me m...

The purpose of business is to create customers who create customers.  - Shiv Singh. When I search for the perfect quote for each show, I often reflect on my own sales career. I love it when a quote hits home because I have proven that the idea behind it works.    Today, this quote landed for me because I have lived off referrals and generated so much passive income through the years due to referra...

"It's no longer about interrupting, pitching, and closing. It is about listening, diagnosing, and prescribing."  - Mark Roberge. Lately, I feel like many sales trainers and consultants speak about building deep-rooted, transparent relationships as if this is a new concept in sales.    I remember 40 years ago, when I started my sales career in the financial service industry, there was a lot of pitc...