Changing The Sales Game

“In sales, a referral is the key to the door of resistance.” – Bo Bennett. For over 35 years, I have been blessed to live off referrals.  It’s all about building relationships so deeply that your ide…

“Even when you are marketing to your entire audience or customer base, you are still simply speaking to a single human at any given time.” – Ann Handley. I always say this: Sales and Marketing are di…

“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…

“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 …

“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…

“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 …

“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. …

“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 necessa…

"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.” – Joh…

“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 do…

“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…

“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, man…

“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. So…

“Knowing is not enough; we must apply. Wishing is not enough; we must do.” – Johann Wolfgang. I love this quote because it is about taking action.  Everything was analog when I started my business, s…

Connie's motivational quote for today is by – Andrea Mignolo, “I want to do business with a company that treats e-mailing me as a privilege, not a transaction.”  When COVID hit, and many business act…

Connie's motivational quote for today is by – John D. Rockefeller, “Don’t be afraid to give up the good to go for the great.” Good is the enemy of great, yet sales leaders hire the wrong team members…

Connie's motivational quote for today is by – Nick Haase, “You only have so many hours in a day; let others make the money for you!"  I always felt like no one could deliver or duplicate my deliverab…

Connie's motivational quote for today is by – Napoleon Hill, “If you can't do great things, do small things in a great way." Okay, I am a Napoleon Hill geek and love his quotes.  The one I’ve chosen …

Connie's motivational quote for today is by – Bruce Lee, “Knowledge will give you power, but character respect.” I love talking about sales.  Most of you have been following me for a while and know m…

Connie's motivational quote for today is by – Carlos Ghosn, “Every single time you make a merger, somebody is losing his identity.  And saying something different is just rubbish." I remember that in…