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In this episode of Enabling B2B Buying with Charles Bernard, Charles speaks with Jennifer Morgan, founder and CEO of Connective Communication and author of Hearts, Minds and Wallets: The Thin Book That Closes Gigantic Deals.

After 15 years on Wall Street with firms like Credit Suisse, Citigroup, and J.P. Morgan Asset and Wealth Management, Jennifer now helps leaders and teams communicate with clarity, close bigger deals, and create lasting relationships.

Drawing on her experience working with more than 45,000 people in 16 countries, Jennifer explains how to win hearts, minds, and wallets by serving others, asking better questions, and preparing thoughtfully for every interaction. She shares the story behind her book, the mentors who shaped it, and the tools and templates that help sellers move from pressure-driven pitches to clear, consultative conversations that enable buying.

• How 15 years on Wall Street led Jennifer to launch Connective Communication
• The origin story of Hearts, Minds and Wallets and the two mentors who brought it to life
• Why “showing up in service of others” is at the core of closing bigger deals
• The idea of being “authentic with boundaries” in high-stakes business settings
• How to curate long-term relationships instead of settling for quick, transactional wins
• Moving from “Always Be Closing” to “Always be client- or colleague-ready”
• The role of people, process, and performance, and why people are the true edge in any market
• How gratitude, service, and a clear personal ethos keep you grounded as you grow

• Hearts, Minds and Wallets: The Thin Book That Closes Gigantic Deals by Jennifer Morgan
• Connective Communication
• Make-A-Wish Foundation
• How to Win Friends and Influence People by Dale Carnegie
• International Coaching Federation (ICF)
• Morningstar (people, process, performance framework)

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To learn more about Charles Bernard’s book Enabling Buying in a World of Selling, visit enablingbuying.com.

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