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: 

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, but 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 my brand Changing the Sales Game with my tagline of “getting you off the bench and in the game!”  Pretty cool…right? The fact is, businesses need more than marketing; we need storytelling of our brand. 

 

Building The Brand Trifecta With Kate DiLeo (EP. 91)

 

I hope each week, you feel my passion and you understand my mission to change the word sales from icky, sleazy, and manipulation so that we can shift our paradigm of thinking. Every time we are in a sales conversation with a client prospect, it doesn’t matter. We want to come from a place of love, care, and respect.

To help you on that journey, I have a free gift. Two reports. One, showing your natural superpowers of how people are perceiving you in the world. It’s important to know that. You want to lean into those strengths. On the flip side, we have our lowest style or the way we don’t communicate. I shine a light by sharing a report on that blind spot. Hopefully, that helps you to show up a little bit more authentically and from love by using that free gift. If you are loving the show, please subscribe, rate, and review, so you don’t miss an episode. If you love me, share it with your peeps. I love being shared and sharing the love around the world. I’m honored that you are here. I am honored that you support the show.

My motivational quote today is by the amazing Seth Godin. He says, “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.” If you have been following me, you have heard me say marketing and sales are two very different things. They are equally important, but they are very different.

I’m great at sales. Anything sales related, I’m your gal. Anything marketing related, I am not your gal. Even though they are both key ingredients for business and career success, building the right brand is important so that we can attract the right clients. I have hired people to help me because I can’t do it on my own as we have built the Changing The Sales Game and rebranded. My tagline is getting you off the bench and in the game. It’s pretty cool. I needed help to discern and come up with that tagline. The fact is businesses need more than marketing. We need storytelling of our brand.

My amazing guest is Kate DiLeo. Kate is a brand architect who has partnered with more than 200 organizations to craft brands that bring more prospects to the table, more users who click, and more customers who buy. Kate, thank you so much for being on. I am excited to have you. This is a good conversation.

 

 

About Kate DiLeo: 

CSG 91 | Brand TrifectaKate is a brand architect who has partnered with more than 200 organizations to craft brands that bring more prospects to the table, more users who click, and more customers who buy.

 

 

 

How to Get in Touch with Kate DiLeo: 

 

Thank you, Connie. I’m thrilled to be here. It is going to be a fun conversation. I’m excited to talk all about sales and tie it with branding because I came from a sales background. That is my background and that’s how I fell into branding. I can’t wait to talk with you about the alignment between brand and sales.

 

From Sales To Branding

That’s the important piece. Marketing, branding, and sales are married. They live in the same house. They have very different roles. For me, it’s always building a relationship with the client. This is important. It’s clearly not my zone of genius. I love having guests like you, Kate. Let’s kick it off. Tell us a bit about how you went from sales and now into branding. How did that transpire?

CSG 91 | Brand Trifecta

I’m going to tell you a crazy story. I always joke. I call myself an accidental brand strategist because I did not go to school to do this. I was in academia. I had planned to pursue a PhD in linguistic and cultural anthropology. I wanted to be a professor and teach that, and then the market crashed.

Here I was and I had a professor that looked at me. He said, “We love you. We know that you love this work, but we don’t know where this field of study is going to be in the next ten years. You are young. I think that you should get out of academia for a little bit. Go get a job and pay off your debt.” My Italian father was like, “Please leave my house and pay off your debt. We love you so much, but it’s time to go now,” so I did.

I left academia and I went and I got a sales job. I share this because, in that first sales job, I took a job to cold call IT professionals and sell them $2,500 training classes. The dumbest sales job you can take. IT people love to be sold and love to be called, but I take this job. It’s one of that sink or swims moments because they put you through the sales training. They give you the sales scripts. They subscribe all your leads to a drip marketing campaign, and they go, “Good luck. Go smile and dial 40 dials a day.” I’m in there in a couple of weeks and I’m going, “Nothing is working and I’m going to be out of a job quickly.”

Being the problem child that I was, I decided to throw out the sales scripts and unsubscribe everybody from the marketing campaign. I was like, “I have nothing to lose. I’m going to try this my way.” I took a step back. What I did is I stepped back and I said, “Hold on. If I were on the other side of this call right now, what would I want to know to want to have a conversation with somebody?” I tested out a theory of a simple brand pitch that I have now spent more than a decade proving out based on buyer psychology and helping almost 300 companies use it. It’s very simple.

All I did is I call these people up and I told them three things in a brand pitch. “My name is Kate. This is what we do. This is how we can solve your problem at this company, and this is how we are different, 1, 2, and 3,” and then I shut up. It worked. I got the responses and emails. It worked and I ended up running a $1.2 million-a-year quota. Do the math. At $2,500 a pop for any classes you have to sell, I was over 100% a quota.

I ended up getting recruited to build brands based on this formula. I worked in an agency setting and then in Corporate America. I was a side hustler for many years. I was building brands on the side while having kids and building my family. About three years ago, I did take this full-time. Now we are here in 2022, with almost 300 companies I have worked with and building brands.

I’m laughing because when I started my career 40 years ago, I remember the same thing. They put you through the training. They gave you the script. In my day, that was cold calling, but they gave us a phone book because we did not have internet. We did not have anything. I’m a dutiful employee. I did what I was told. I picked up the phone and I read their script. It was horrifying. I remember I had quit a very good job with the salary to take this full commission job. I thought, “I could do this sales thing.” I was living at home at the time and I thought, “I’m going to be broke if I can’t get an appointment.”

I’m like, “I’m intelligent. Let me look at the script they gave me because it was not how I spoke. It was uncomfortable,” but I did take the framework from that script of what the flow of that phone conversation should sound like. I created my own and I still use it with my corporate clients and my private clients. It’s a template.

As you shared with that three-point template. My objective is going to be different from the next person. I don’t need a script. I need that template so I can fill in what I do, what makes me different, and how I can solve the problem. I figured that same thing out 40 years ago. I didn’t know it was branding because we didn’t have that word branding back then. For me, it was survival.

In the world of sales, it is survival. This is why I love talking about this. I have this philosophy that your brand is your path of least resistance to revenue. It’s the ability in 15 to 20 seconds to tell people those three things, what you do, how you solve their problem, and how you are different. Isn’t that the stuff that is going to get somebody on the other end of the line to go, “That’s interesting. I want to have a conversation.”

Your brand is your path of least resistance to revenue. Click To Tweet

 

The Glue That Binds Sales And Marketing

We complicate this idea of branding like, “That’s a marketing thing.” Hold on. Brand is this glue that aligns sales and marketing. It’s the top of the house. If you think about the organization, it’s the stuff that holds those two pillars together. It’s the unity of what you are saying and to whom in an authentic way that’s going to resonate at a heart level with your audiences. You talk about respect and care. Your brand is all about that. It’s about speaking to somebody as a human and creating a relationship, not a transaction. Somebody goes, “You get me. Yes. I want to talk with you.” “Let’s talk.”

It’s fascinating because we are defining, and you are right. Branding is such an important component. Throughout my career, branding was being done. I don’t know that it was a thing. Now that we are more digitized, we are more online, and we have websites and all of that, that branding component, at least during my lifetime, has become critical because there is so much noise in the marketplace. Years ago, everything was word of mouth or mailing. We did physical snail mail. That branding now has become exponentially important. I like how you say it. It’s almost the glue that ties everything together.

What’s fascinating too is when I work with companies, they could be any size. You could have an individual founder and solopreneur. I have worked with large enterprise companies. I will never take on a project unless the founder is in the room, because they hold the keys, which is the messaging, and there better be marketing and sales present. I want that sales team there.

It’s funny marketing says, “But this is ours.” “No. I need sales in the room. They are the boots on the ground. They are going to be the ones to shoot the holes in this. I need to have both of you in alignment so that whatever drip campaigns you are doing over here, it’s the same message that somebody shows up with their pitch in the room and cold calling and has coming out of their mouth and running their demos.” This has to be aligned so that the customers feel like, “This is the same thing. This is the singular message or perspective.” It’s all about alignment.

It happens all the time. I love that you say, “All the parties have to be present.” It’s almost a non-negotiable. It has to be and I love that because I can’t tell you the number of times I have a lot of corporate clients. I go in and all of a sudden, they are like, “We have this campaign we are pushing.” “I’m sales. What do you mean by pushing? What if the clients aren’t coming in for that campaign? Where did this campaign come from? What’s the expectation? Who’s monitoring?” They go, “We don’t know.” I say, “Marketing has to talk to the person who’s that product or service they are promoting to in the marketplace.” There has to be a combination of conversation.

I deal with banks a lot. Let’s say they have a credit card promotion. Everybody walking in does not need a credit card. If everybody walks into the branch and the first thing you say is, “Welcome to XYZ Bank. Have you heard about our home equity promotion or have you heard about our credit card promotion?” It becomes offensive because “I don’t own a home. I rent. Why are you talking to me about home equity? I’m trying to get rid of debt. I don’t need any more credit cards.” Sometimes marketing is like, “Let’s throw it against the wall and see what sticks,” and that becomes hard for the sales team. I love what you are saying. Having everybody present and making sure all the wheels on the bus are going in the same direction.

I was teaching this workshop to a group of founders out of New York City and they are coming through an accelerator program. They said, “At what point do we talk about all the cool features, benefits, product offerings, and this and that?” I said, “That’s a great question. Do you know what the truth is based on buyer psychology?” They said, “What?” I said, “Nobody gives a crap about your products and services yet until you can tell them what you do, how you solve their problem, and how you are different. It’s only when you tell them that in the first 30 seconds that 1 or 2 things is going to happen, and you want both to happen.”

Nobody gives a crap about your products and services until you tell them what you do, how you solve their problem, and how you are different. Click To Tweet

 

Conversations That Convert

The wrong people will self-select out and say, “Not for me,” and let them go. They are not right for you. The right ones would go, “That’s interesting.” How does that work? What offerings do you have? What does that look like? Do you know what happens? When I talk about conversations that convert. A brand message, those three components that I talked about, tell me what you do. Tagline. Tell me how you solve my problem. Value proposition statement. Tell me how you are different. The 1, 2, and 3 big bullets on the website that called differentiator statements.

You can lay that out. You can speak it and you can show it. Here’s the fascinating part, 15 to 20 seconds read and 15 to 20 seconds spoken. It brings people to the point of conversion. On a website, once they do that, it’s when they would click to watch your explainer video or go to your product or services page. I’m not kidding you. In a conversation, it’s when they ask the how and what questions in a sales conversation where they go, “That’s interesting. How does that work? What packages do you offer? I have this thing happening over here. Can you fix that too?” You got them and you did it all by allowing them to self-select throughout the process.

 

Muting The Megaphone

We’re pushing icky. Don’t do that. The self-selection is if they are not a right fit, that’s okay. There’s so much business to be had. We don’t have to force the square peg into the round hole. I want to talk about your book. You published the book, Muting the Megaphone: Stop Telling Stories and Start Having Conversations, aimed at founders, marketers, and sales professionals. Talk to me about the book. Why the book? What’s the content or concept within the book? Why did you write the book? I love hearing that from authors.

CSG 91 | Brand Trifecta
Muting the Megaphone: Stop Telling Stories and Start Having Conversations

First of all, I never wanted to write a book. If you had asked me two years ago, “Kate, you should write a book.” I will say, “That’s the dumbest idea. Nobody has time for this.” Honestly, what happened was this something that came along on the hinges of a number of my clients and friends asking me, “What’s the formula? You teach this. You do the same thing for every company. What would you give me practical step-by-step?” I thought, “It’s time to write the formula in a way that people could follow.”

This book is only 100 pages. Get the highlighter out. You are going to underline the stuff. It’s step by step by step. No fluff. I don’t like fluff. I’m a bit of an anti-fluff anti-marketer. I’m a total pragmatist. This was my marching order as if I were to go through the checklist of how to write this. This is what I do with every single company. The precipice is this. I say, “Stop telling stories and start having conversations,” because you know this. We are in the age of megaphone marketing.

We are inundated with sales funnel pages galore that go down 75 million words and you don’t know where to click and what to buy. We are inundated with special offers and features and benefits. Buy this and do this. The thing is we are overwhelmed, we are exhausted, and we are going deaf. What our consumers want and what we want is not to be told a story. We want to be given an opportunity to have a conversation.

That’s what great branding does. Storytelling is a one-way monologue. One person talking and making it all about them, and one person listening. How is that supposed to engage your customers and prospects? Great brands do not tell stories. They create conversations. Each piece of your message tagline to value proposition, and statement differentiators. It provokes that person internally and they are allowed to go, “Interesting. What do you mean by that? Hold on. Tell me more about that.” It’s allowing room for them to engage and respond. What I’m teaching is how you take a sales approach to branding. How do you create a conversation? Can we get back to the simple days of just having conversations with people?

Great brands do not tell stories. They create conversations. Click To Tweet

You are spot on with this because of what I find, and I do this often where we videotape a Zoom call with the client because I’d like to unpack it and say, “This was good. The phraseology was good. You went too fast here. Did you see you lost the client? Look at their body language.” Visuals are very helpful when we are improving our whole sales conversation, presentation, and all of those pieces. Inevitably, I say to the client, “Let’s turn the volume off and watch the body language or watch who’s talking.” Inevitably the salesperson. the business owner, or whoever it is talks and talks. You see the customer, the client, the prospect, or whoever it is nodding their head.

I say, “There’s no sound. What’s the problem?” They go, “The client isn’t even part of the conversation.” Flag on the play. That’s a problem because there has to be that engagement. If I’m talking to them, I don’t know. I love how you said, “I can help you with this and that,” and they go, “How?” As you are sharing the how “I think this will work for you. That will work for you.” They go, “What about I have this other problem.”

Now, it’s not just a single sale. You are going to create a package that’s customizable for that person in front of you. If we don’t have a conversation, we don’t get to the point where we know we can sell even more. When I say sell more, yay for me, that’s great, but yay for the client because you are serving them bigger and better.

You’re solving more problems.

That’s what they want. That’s what they need, and that’s why they are going to hire you. It’s not about, “She sold me a package. She ripped me off.” It’s, “She sent me the package that was perfect for me and my business, my career, or my situation.” That difference is really important. The other thing I wanted to comment on is stories.

People are getting confused by the usage of the story. I do think stories are important, but you have to get the hook. I don’t mean that in a bad way. The hook for me is when I see my prospect or client almost lean in like, “What did you just say? Can you expand on that?” It’s that curiosity and engagement. The story comes after that.

 

Stories Are Context

That’s right. Let’s put it this way. Stories are what we call context. They are great. They are examples. You said, “How did you get started?” “Let me tell you a quick story. Let me give you a quick example just for context for a second.” You deliver the brand, you tell them what you do, you tell them how you solve their problem, and you tell them how you are different. They go, “That is so interesting. Tell me a bit more.” You go, “Let me give you an example. Let me tell you a quick story.”

Do you see how stories come? What we are talking about here is the order of operation. I want you to get it in your head. This is about the formula. Brand is the formula. It’s a pure formula of how you get somebody to the point where they want to hear the stories. They want to hear the context. They want to hear the how, the what, the cut, features, benefits, and customization.

CSG 91 | Brand Trifecta
Brand Trifecta: The brand is the formula for how you get somebody to the point where they want to hear the stories, the context, the how, the what, and the features, benefits, and customization.

 

What I’m trying to get people to understand in the world of sales and marketing is I’m not saying throw the baby out with the bathwater. It’s about recognizing that nobody is ready to hear that yet until you can tell them those three pieces with your brand pitch. If you do that, you have opened the door for this beautiful back and forth. You can give the stories or you can give the context, and it’s going to make sense for that person.

 

Brand Is The Path Of Least Resistance And Revenue

You are putting the cart before the horse. It’s a formula. It’s logic and it works. That’s the other thing. You have rinsed and repeated it, and now you have written this book. You state that brand is the path of least resistance and revenue. Talk to me about what you mean by that because I agree, but I want to hear your concepts with that.

Do you know how we talk about this being the stuff that gets the person to go, “I want to have a conversation?” Can we talk metrics for a second here? If we are going to get practical for a second, what are the metrics that a great brand impacts? Number one, in the world of B2B, the things that you should be thinking about that directly impact revenue and bottom line is first and foremost if somebody hears or sees your message and they self-select in and out, you are going to have a higher number of qualified prospects that come to the table.

Number two, you will have a higher close rate clearly. They saw and heard the message. They felt understood. They come to the table and they have a conversation. They are like, “This is exactly what I need. Hello.” Third, and this is fascinating. What we find both for revenue and the bottom-line impact is that your sales cycle decreases. Think about it. Instead of somebody getting on the phone with you and going, “Tell me what you do, Kate.” They are like, “When you told me that one thing and I saw this on your website, I love that. Here’s the specific thing that I’m dealing with. Can you solve that for me?”

How much farther along are they self-selecting and already knowing that they want to get a price from you? Think about it. What I see as a direct correlation that my clients are experiencing is that their sales cycles decrease. Hallelujah. In the B2C world, if you are selling a product, it’s the same thing. You got the conversion rate, number of orders, number of purchases, and number of sales. What comes on the hinges of that and for the sales cycle is we find that we have metrics around shopping cart abandonment. We see other sales cycles in the B2C world as well. I want you to understand that. There’s a direct correlation between brand and revenue and the bottom line every single time.

If we can amp it up, turn up the volume, and speed up the process, it’s money in the bank. Even beyond that, because I’m sales. We do want to make money, but for me, that’s the byproduct of serving people quicker, better, and faster. Getting them to get the return on their time, return on their investment, and moving the needle for their health or whatever it is that their objective is. The faster we can do it, the better. Everybody wins. I like a win-win-win. The company wins and the salesperson wins or the person and the product, and the client wins. It’s the trifecta win. If we don’t have the trifecta win, is the equation right? Are we selling to the right person?

 

A Great Brand Message

I 100% agree. We are not even talking about referrals. You want loyalty programs and referrals kicking the gear. When your brand is on point and you delivered a promise and a message that’s very clear about what you do and what you don’t do, and very articulate and to the point that it’s almost like somebody goes, “You read my mail.” That’s what a great brand does.

When you can hit that with a great brand message and then you deliver on that, what do you think happens to your referrals versus you have a messy brand message? I think what you are going to do and then you deliver your thing. The customer is trying to make a connection in their mind between what you originally said and what you did. Great brands are so honest and true. They talk about truth in two ways. They are honest with what their capabilities are, but they are honest about what pain they can solve for somebody, and having that person feels so understood. That’s the bottom line.

Great brands are honest and true, and they talk about truth in two ways: they are honest with their capabilities and what pain they can solve for somebody, and having that person feel so understood. Click To Tweet

It’s that clarity. If we have clarity in our brand and we have clarity in who our target market is. They self-select and we have qualified leads. Clarity in getting in front of the right people. I’m clear in my sales presentation and my sales conversation. When there’s clarity going through the entire process. People make decisions when they have a clear objective and a clear knowledge of how it’s going to provide the solution for them.

That’s what’s exciting. That’s why I say that brand is the glue. What I find so fun is when I see companies that take the time to look at their messaging, and sit down and refine it as a collective team. We see the biggest a-ha moments in what are we even offering and why, who are you talking to and why. Can we simplify this a little bit? Why are you offering 30 products when you could offer 3?

That’s your best margins and the happiest customers. Same thing with whom you are going after. The thing that I always say is you are not in the business of convincing. You are in the business of converting. It is not our job with our brand, sales, and marketing to try and convince anybody and everybody to buy from us. Our job is to convert the ones that have self-selected and have come to the table because they had a brand that resonated with them deeply and they go, “Yes, I want that.”

It goes back to we want to solve and we want to help everybody, which I love. We are heart-centered. I love people like that because you do want to help everybody. You don’t want to limit yourself. The disaster is you are like, “I could do that.” You are like a chicken without a head instead of staying very focused.

All of those other people will find you once you are clear with who your original deep dive target market is, and the rest of the players come to the table. They will find you. It’s all about clarity. We are almost out of time, but I have a question. What’s the one big thing that you wanted people tuning in to take away and implement today? What would be the one thing?

Do you remember those three things I was saying about your brand? I need you to go look at your messaging right now and go, “Do we have a tagline that answers the question? What do you do? Do we have a value proposition statement that clearly says, ‘Here’s how we solve your deepest heart pain?’ Do you have a set of differentiators, the 1, 2, and 3 big bullets of how you are different and better than the rest?”

I want you to go look at that messaging and you better go find that on your website, and then now go look at your sales scripts and your email campaigns. Is it there? Is it in the wrong order or is it in that order like we talked about? If you can get that nailed and put it in the right order, you will create brand conversations that convert.

 

Quick Tips

It’s that clarity. I think that’s the word of the show. Any other quick tips for people?

You are close to your brand. You eat briefly this every day. Get an outside set of eyes. That doesn’t mean you need to hire a huge agency. You don’t even necessarily need to hire a brand architect like myself, but I want you to find somebody that knows how to write. I want you to find somebody that writes for a living. Ideally, I want you to find somebody that has written taglines and brands before.

Find this person that does a great job because you are so close to it. What’s the tendency when we write? We create this corporate mumbo jumbo and paragraph upon paragraph of content. To pull up and out of that, whether you are a sales professional and you are a wiz creating sales scripts or a marketing professional who creates email campaigns, I want you to find somebody whose job that they are good at is that wordsmith thing. If you can get that person in the room with you guys to do this, I guarantee you are going to come up with that crisp, sharp, and on-point language that’s going to resonate with your audiences.

We can’t see the forest from the trees for ourselves because we are so darn close to it. “I got to include that.” We can’t discern what are those three bullets. What are the three critical bullets that people are going to stop and go, “Wait, what did you say? Wait, what did I just read?” We are too close to it. You can’t see the forest from the trees. It’s true.

I have hired people because I’m not good at the written piece. I could talk them up a storm, but when you start to ask me and shrink it down into copy, it’s not my zone of genius. It’s not my jam. That’s the other thing too, Kate. We have people like you out in the world that could help us business owners and organizations.

This is the other fault I see or flaw. I will speak for myself as a business owner. “I could do that.” No, you can’t. Twenty-one years in business. No, you can’t. I know we are like, “Let me save the money,” but the reality is if you are out doing your business development and creating a new business that’s your zone of genius. It’s your business. You created it for a reason. Hire the people. You will get in front of more people, and then the return on the investment and the return on time becomes exponential. The cost factor of a brand architect like yourself becomes nominal in the long run.

It does. I lean on such beautiful experts in other parts of my business all the time. I didn’t build my website. I don’t do certain things. What’s exciting to me is as a business owner, we talk about relationships. I get to support other small business owners that can come in and guide me with their zone of expertise. We rub off on each other and it’s fun to see this relationship build where you go, “If I stay in my lane and they stay in theirs, what could we do together? How does that impact everybody here in a positive way?”

There’s one more piece to that. As I get to know the people who have helped me, what do you think I do? I refer to them. I vetted them. I love them. I’m getting the return on the investment every day. Spending that money and time. Giving up what isn’t your natural zone of genius and bringing someone else in. They could become a long-term partner, and that partnership can reap even more revenue because you are going to start referring to each other.

Stay in your lane. Know what you are good at. Don’t try to be good at everything. I hear all the time people that are good at marketing. They are like, “I can teach sales. I’m good at sales.” I think, “No, you are not. You are good. You are not great because sales aren’t your main focus.” It’s like marketing. I could tell someone, “Your marketing is off,” and they go, “What do I need to fix it?” “I don’t know. I have a friend Kate that I need to introduce you to.”

That’s like saying, “I would need to know SEO.” I don’t do SEO. I don’t do data analytics. I don’t run the HubSpot campaign. I think that we have to own it and be okay as a brand, individuals, entrepreneurs, and leaders. Stay in your lane. Great brands own their zone of expertise. When you can do that, like attracts like.

CSG 91 | Brand Trifecta
Brand Trifecta: Stay in your lane. Great brands own their zones of expertise.

 

That’s the other thing. You attract the right vendors for yourself, but then you become referring partners. It’s such an intimate friendship that we love and trust each other, and then what do you do? You want to brag. “I know what you need. Kate, she’s amazing. Look what she did for me.” People go, “No. I need her.”

We are aligned. I love it.

Everybody, you all need a Kate in your life. I’m willing to share. Her website is KateDiLeo.com. If you have an email and you have a question for her, please go directly to her email. It’s Kate@KateDiLeo.com. Buy her book. One more time. What’s the name of the book?

Muting the Megaphone.

I’m visual. Muting the Megaphone, you have this thing coming out of your mouth where it’s projecting for 10 miles and you can hear it. It’s so loud out there. The noise is ridiculous. We do have to differentiate ourselves. We have to turn down the volume on certain things so that we could turn up the volume on the right things to attract the right clients. I love that. I love the name of the book. Thank you so much for coming on. You’re a real joy.

Thank you so much for having me. This is a great conversation.

They could buy the book.

It’s available on my website. Go right over to KateDiLeo.com and you can grab it.

Thank you so much. Good summer reading, peeps. Thank you, Kate, for being on. Great conversation. I love branding, marketing, and sales. Three very different things tethered together. They are married. Thank you for defining that further for my audience because there’s confusion with marketing, branding, and sales. A lot of confusion out there. Thanks so much.

Thank you. I appreciate it.

I hope you will join me weekly as we question, build, and discover together. No matter where you are on your journey as it relates to changing your sales game, my guests and I want to get you off the bench into the game so that you could shine your light so brightly and change the world. One person at a time. One thought at a time.

My guest and I hopefully shared some stories, tips, and strategies that you can bring to the bank, apply immediately and start to see the results. Thank you. You have been tuning in to Changing The Sales Game. As always, I am honored to have you on this journey of business, career, and life. I hope that my guests and I help you move the needle in whatever aspect you are focusing on. Thank you so much. Have an inspired week, and again, what is your brand? We do have personal brands as well. Stop, think, and explore. Have a great week, everybody. Thanks for tuning in.

 

Important Links

Stalk me online!

 

Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week on Web Talk Radio. Listen to Connie dive into new sales and business topics or problems you may have in your business.