Changing The Sales Game
Beyond the bottom line. Creating true success in sales is creating real solutions for your clients. Product knowledge is great but relationships, and understanding your client’s goals will help you stand out from the crowd. You’ll be able to anticipate their future needs and troubleshoot a potential problem. This means listening and focusing on the person you are working with, even if it’s on zoom. Connie Whitman knows sales. Changing The Sales Game will help you tighten the gap between you and your customer. Listen in for tips on how to become a trusted team member with resources, answers and ideas to solve the challenges they face, you'll be happy you did.
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Why AI Hasn’t Improved Sales Performance with Jack Siney (Episode 275)
08/11/2026
Why AI Hasn’t Improved Sales Performance with Jack Siney (Episode 275)
In today’s episode, you’ll discover: 1. Most sales leaders accept that salespeople have been asked to do two jobs simultaneously: the human job, and why this needs to change to create greater sales results. 2. That the human conversation is the only irreplaceable asset in sales. Everything around it - the prep, the follow-up, the coaching analysis, the content delivery- can and should be handled by AI. 3. Why the most important investment a sales leader can make right now is protecting the human moments in your sales process, and how you, as a leader, will thrive in the next decade if you know exactly what never to automate. To support these three takeaways, I chose a quote from John Barrows: "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.” About Jack Siney: Jack Siney is a 7-time entrepreneur with multiple successful exits and a recognized sales leader. He is the founder of FrontRace, a platform that identifies and measures what drives success, turning that insight into real-time decision guidance for revenue teams. Jack works with hundreds of companies deploying AI and is known for helping leaders move beyond hype to achieve measurable performance improvements. How to Get in Touch with Jack Siney: Website: Email: Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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AI Owns the Work. Humans Own the Conversation with Sreedhar Peddineni (Episode 274)
08/04/2026
AI Owns the Work. Humans Own the Conversation with Sreedhar Peddineni (Episode 274)
In today’s episode, you’ll discover: 1. Most sales leaders accept that salespeople have been asked to do two jobs simultaneously: the human job, and why this needs to change to create greater sales results. 2. That the human conversation is the only irreplaceable asset in sales. Everything around it - the prep, the follow-up, the coaching analysis, the content delivery- can and should be handled by AI. 3. Why the most important investment a sales leader can make right now is protecting the human moments in your sales process, and how you, as a leader, will thrive in the next decade if you know exactly what never to automate. To support these three takeaways, I chose a quote from Anita Nielsen: “The reality is that being unprepared is a choice. The benefits come when we see AI as a tool, not a terror, and bring it into our sales motions.” About Sreedhar Peddineni: Sreedhar Peddineni is a three-time category creator and CEO of GTM Buddy, the Revenue Activation company. He previously helped define Enterprise Performance Management at Host Analytics and co-created the Customer Success category at Gainsight. Today he's building the category that replaces traditional sales enablement, one grounded in a single belief: AI owns the work around the conversation. Humans own the conversation. How to Get in Touch with Sreedhar Peddineni: Website: Email: Gift: Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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[ENCORE] Double Your Revenue By Using These 3 Levers With Simon Severino (Episode 273)
07/28/2026
[ENCORE] Double Your Revenue By Using These 3 Levers With Simon Severino (Episode 273)
Connie’s motivational quote for today is by Napoleon Hill: “Strength and growth come only through continuous effort and struggle." s Watch this episode on . Podcast . Check Out These Highlights: As I searched for the right quote to kick off today's show, this one immediately created an image in my mind of the caterpillar struggling out of his cocoon to become the beautiful butterfly that can stretch his wings and fly because of the struggle and effort to tear through the chrysalis. I know that I and many of my clients keep looking for a quick fix or answer. In the past 40 years, I have learned that there is no quick fix or magic answer to help us with our business and career growth. It takes effort like the caterpillar coming out of the chrysalis. So how do we build this business strength so we can continue to fly? About Simon Severino: Simon helps business owners in SaaS and Services run their companies more effectively, which results in sales that soar. Trusted by Google, Roche, Consilience Ventures, Amgen, and AbbVie. He created the Strategy Sprints™ Method that doubles revenue in 90 days by getting owners out of the weeds. TEDx speaker, Contributor to Forbes and Entrepreneur Magazine, and member of the SVBS Silicon Valley Blockchain Society. How to Get in Touch With Simon Severino: : Stalk me online! Connie’s Connie’s Connie's #1 International Bestseller Book - Download the FREE Join our Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or . New episodes are posted every week on . Listen to Connie dive into new sales and business topics or problems you may have in your business.
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[ENCORE] Sales Language Landmines with Liz Wendling (Episode 272)
07/21/2026
[ENCORE] Sales Language Landmines with Liz Wendling (Episode 272)
"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 my model, I believe we should be listening 70% of the time, so a 70/30 split. Today, I’m so excited to explore the potent impact of language in sales and business as my guest, and I dive into how the words you choose can build trust, foster connection, or completely derail your conversations. Learn how to communicate with clarity, confidence, and authenticity to drive better results. YouTube: About Liz Wendling: Liz is the founder of The Sales Clinic and Purposed-Powered Selling. Liz is driven by the mantra: It's not WHAT you sell; it's HOW you sell that matters. Liz understands the sales challenges professionals face when selling in today's competitive environment. She shows them how to make a profound difference in their sales approach, language, and process. How to Get In Touch with Liz Wendling: Email: Website: Stalk me online! LinkTree: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week. Listen to Connie dive into new sales and business topics or discuss any problems you may have in your business.
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When Is Enough, Enough? The Psychology of Sales Follow-Up with Connie Whitman (Episode 271)
07/14/2026
When Is Enough, Enough? The Psychology of Sales Follow-Up with Connie Whitman (Episode 271)
In today’s episode, you’ll discover: 1. Why consistent follow-up is essential. 2. Why prospects sometimes say they are still interested even when they are unlikely to buy. 3. How to recognize the key indicators that indicate whether you should continue nurturing the relationship, shift the conversation, or respectfully let go. To support these three takeaways, I chose a quote from Farshad Asl: “Fortunes live in the follow-up—return with genuine care, and prospects become lifelong partners.” About Connie Whitman: Connie has a high-energy, passionate, heart-centered, and enthusiastic approach to sales, teaching, and coaching. Connie Whitman has been the CEO of Changing the Sales Game for 25+ years, helping business owners, leaders, and sales teams build powerhouse organizations. A three-time #1 International Best-Selling author of her book ESP (Easy Sales Process): 7-Steps to Sales Success, speaker, and podcast host, Connie’s inspired teaching, transformational tools, and content ensure that business owners and salespeople grow their revenue streams by enhancing their communication skills. How to Get in Touch with Connie Whitman: Website: Email: CSA: Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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More Sales, Less Effort with Connie Whitman (Episode 270)
07/07/2026
More Sales, Less Effort with Connie Whitman (Episode 270)
In today’s episode, you’ll discover: 1. Why having a plan, a backup plan, and a backup to your backup plan creates luck. 2. Why being generous in your client interactions increases your sales results in spades. 3. Why creating a system for every step in your sales process helps generate more revenue without working any harder or putting in more hours. To support these three takeaways, I chose a quote from Zig Ziglar: “Don’t become a wandering generality. Be a meaningful specific.” About Connie Whitman: Connie has a high-energy, passionate, heart-centered, and enthusiastic approach to sales, teaching, and coaching. Connie Whitman has been the CEO of Changing the Sales Game for 25+ years, helping business owners, leaders, and sales teams build powerhouse organizations. A three-time #1 International Best-Selling author of her book ESP (Easy Sales Process): 7-Steps to Sales Success, speaker, and podcast host, Connie’s inspired teaching, transformational tools, and content ensure that business owners and salespeople grow their revenue streams by enhancing their communication skills. How to Get in Touch with Connie Whitman: Website: Email: Gift: Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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Warrior to Wealth with Jonathan Berryhill (Episode 269)
06/30/2026
Warrior to Wealth with Jonathan Berryhill (Episode 269)
In today’s episode, you’ll discover: 1. Why you may feel stuck even when you are working so hard. 2. That discipline beats motivation, and how to build it into your life. 3. How to break generational cycles if you didn’t grow up with the right examples To support these three takeaways, I chose a quote from Zig Ziglar: “People don't buy for logical reasons. They buy for emotional reasons." About Jonathan Berryhill: Jonathan Berryhill is a former U.S. Army Infantry Sergeant, law enforcement officer, and entrepreneur who built multiple seven- and eight-figure businesses after confronting the identity that held him back. After nearly losing his marriage, he rebuilt his life through faith and discipline. Now focused on real estate, he scaled to three brokerages and seven figures in five years, and helps men take ownership and build lasting success. How to Get in Touch with Jonathan Berryhill: Website: Email: Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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Why People Really Buy With Owen Fitzpatrick (Episode 268)
06/23/2026
Why People Really Buy With Owen Fitzpatrick (Episode 268)
In today’s episode, you’ll discover: 1. We think buying is a logical decision. It isn't. Every purchase goes through three filters in the buyer's mind, and what they are. 2. The science behind buying decisions shows how the most trusted sellers align with a client's existing beliefs and identity rather than arguing against them. 3. A practical, ethical framework for building trust faster, lowering resistance, and helping clients ay yes to what genuinely serves them, no pressure tactics required. To support these three takeaways, I chose a quote from Zig Ziglar: “People don't buy for logical reasons. They buy for emotional reasons." About Owen Fitzpatrick: Owen Fitzpatrick is a social psychologist, a keynote speaker, and the author of nine books translated into 21 languages. His newest book, Inner Propaganda, is out in August 2026 and is endorsed by Robert Cialdini, Tony Robbins, and Daniel Pink. For two decades, he's studied how beliefs form and change — in boardrooms at Google, LinkedIn, and Salesforce, and in conflict zones like North Korea and Rwanda. He's spoken in 33 countries, studied Exec Education at Harvard and MIT, and his TEDx talk has over 1.4 million views. He helps leaders and sellers earn genuine belief. How to Get in Touch with Owen Fitzpatrick: Website: Book: Email: Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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Habits That Actually Drive Revenue with Natasha Walstra (Episode 267)
06/16/2026
Habits That Actually Drive Revenue with Natasha Walstra (Episode 267)
In today’s episode, you’ll discover: Half the game on LinkedIn is reactivating your existing network and knowing how to reach them. What an introvert does differently, and why the relationship-first approach works better for introverts than the "post every day and hustle" model? The absolute minimum effective dose of things to do on LinkedIn looks like for a busy leader, and what do you cut first when life gets full? To support these three takeaways, I chose a quote from Jill Rowley: “Before LinkedIn and other social networks, in the sales world, ABC stood for Always Be Closing. Now it means Always Be Connecting." About Natasha Walstra: Natasha Walstra is the founder of NearPoint Strategies and creator of the REALationship Growth Method. She helps business owners and sales professionals build authentic personal brands on LinkedIn that generate real business — without cold outreach or sleazy tactics. A former VP of Sales turned entrepreneur, Natasha has grown NearPoint to over half a million in revenue in just two and a half years using her own methodology. She's especially known for helping business owners who are great at what they do but hate the idea of selling themselves. How to Get in Touch with Natasha Walstra: Website: Email: Gift: Previous Podcast Episode: Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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[ENCORE] Coaching that Generates Sales Results with Connie Whitman (Episode 243)
06/09/2026
[ENCORE] Coaching that Generates Sales Results with Connie Whitman (Episode 243)
"A great coach not only inspires but supports and encourages others to get results." - Richard Schuy Check Out These Highlights: I chose this quote because being a great coach does exactly what this quote illustrates. Inspires, supports, and encourages results. At the end of the day, it’s about getting our teams to be as productive and efficient as possible so that together we can generate the results needed for ourselves and the organization we work for. Your employees have blind spots; in other words, they don’t know what they don’t know until you can help them see the next relevant step forward for their development. As their coach, you can help them identify the next skill needed for their growth and develop goals and action steps that show them how to achieve the new skill step-by-step. Recently, I have been teaching numerous coaching classes. Recently, we were discussing how different life stages are and how we need to modify our approach, not just based on skill level. So many factors come into play. About Connie Whitman: Known for her energetic, passionate, heart-centered, and enthusiastic approach to sales, teaching, and coaching, Connie Whitman has served as the CEO of Changing the Sales Game for over 25 years, helping business owners, leaders, and sales teams build powerful organizations. Connie is a four-time #1 International Best-Selling author, including her book ESP (Easy Sales Process): 7 Steps to Sales Success, as well as a speaker and podcast host. Her inspiring teaching, transformational tools, and informative content help business owners and salespeople increase their revenue streams by enhancing their communication skills. She is thrilled to share inspiring content on her international podcasts “” and “.” How to Get In Touch with Connie Whitman: Website: Email: Communication Style Assessment (CSA)™: Stalk me online! LinkTree: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics, or addresses problems you may have in your business.
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[ENCORE] Become the Go-To Expert of your industry with Corey Poirier (Episode 228)
06/02/2026
[ENCORE] Become the Go-To Expert of your industry with Corey Poirier (Episode 228)
“Relationships feed on credibility, honesty, and consistency.” – Scott Borchetta Check Out These Highlights: 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. This is how we can build long-term, profitable relationships and help to keep our pipelines full of quality business. About Corey Poirier: Corey is a multiple-time TEDx Speaker, Wall Street Journal / USA Today bestselling Author, SUCCESS Magazine Emerging Entrepreneur, and the founder of bLU Talks. How to Get in Touch with Corey Poirier: Website: Gift: Email: Stalk me online! LinkTree: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week. Listen to Connie dive into new sales and business topics or problems you may have in your business.
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Salesperson Value: Leveraging the Equation Really Matters with Lynn Hidy (Episode 266)
05/26/2026
Salesperson Value: Leveraging the Equation Really Matters with Lynn Hidy (Episode 266)
In today’s episode, you’ll discover: 1. What is the salesperson value calculator, and where did the idea come from? 2. What does my guest mean by the PIA factor, and what happens if you ignore it? 3. What’s the Can't, Won't, Don't Know How model, and where does it come in? To support these three takeaways, I chose a quote from Mark Hunter: “It’s not about having the right opportunities. It’s about handling the opportunities right.” About Lynn Hidy: Lynn Hidy is the founder of UpYourTeleSales.com known for her clarity, candor, and actionable strategies. With decades in the trenches, she helps sales leaders ditch the chaos and build confident, high-performing sales teams who sell virtually and get results without losing their minds (or their humor). How to Get in Touch with Lynn Hidy: Website: Email: Gift: Amazon: Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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Traditional Sales and Negotiation Training Is Already Obsolete with Derrick Chevalier (Episode 265)
05/19/2026
Traditional Sales and Negotiation Training Is Already Obsolete with Derrick Chevalier (Episode 265)
In today’s episode, you’ll discover: 1. That negotiation is no longer just persuasion — it’s people management. 2. How AI, information overload, and constant digital distraction have fundamentally changed the way negotiation and influence work today 3. Why traditional negotiation models often fail in complex modern sales environments?” About Derrick Chevalier: Derrick Chevalier, who is a protege of negotiation pioneer Chester Karrass. Derrick spent 15 years delivering the Karrass Effective Negotiating Seminar worldwide before embarking on the journey to develop the most significant advancement in negotiation theory in decades: CNSUF®. He is the author of four books, including EVOLVE OR BE SLAUGHTERED: Negotiation For The 21st Century. Additionally, Derrick is a Harvard-certified mediator and negotiation consultant who has worked with clients worldwide across numerous industries and sectors. How to Get in Touch with Derrick Chevalier: Website: Email: Gift: 30-minute free consult Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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Get On LinkedIn to Get Off LinkedIn That Drives Revenue with Natasha Walstra (Episode 264)
05/12/2026
Get On LinkedIn to Get Off LinkedIn That Drives Revenue with Natasha Walstra (Episode 264)
In today’s episode, you’ll discover: 1. Why personal branding matters more than ever in an AI-saturated world, how to create content that passes the "coffee shop test" (would you say it the same way in person?) 2. How to turn LinkedIn engagement into real conversations and real revenue. 3. If you hate the idea of "selling yourself," this conversation will completely reframe how you think about showing up online. To support these three takeaways, I chose a quote from David J.P. Fisher: “LinkedIn is a powerful tool for building relationships and expanding your network. Don't underestimate its value." About Natasha Walstra: Natasha Walstra is the founder of NearPoint Strategies and creator of the REALationship Growth Method. She helps business owners and sales professionals build authentic personal brands on LinkedIn that generate real business — without cold outreach or sleazy tactics. A former VP of Sales turned entrepreneur, Natasha has grown NearPoint to over half a million in revenue in just two and a half years using her own methodology. She's especially known for helping business owners who are great at what they do but hate the idea of selling themselves. How to Get in Touch with Natasha Walstra: Website: Email: Gift: Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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How The Right Words Turn Expertise into a Sales Pipeline with Sarra Richmond (Episode 263)
05/04/2026
How The Right Words Turn Expertise into a Sales Pipeline with Sarra Richmond (Episode 263)
In today’s episode, you’ll discover: 1. Why your voice is your most undervalued business asset. 2. How generic "thought leadership" is costing you money. 3. The specific process my guest uses to extract a salesperson or business owner’s real voice and turn it into content that generates inbound leads. To support these three takeaways, I chose a quote from Harvey Mackay: “You don’t need a big close as many sales reps believe. You risk losing your customer when you save all the good stuff for the end. Keep the customer actively involved throughout your presentation, and watch your results improve.” About Sarra Richmond: Sarra Richmond, aka The Ghost, is a LinkedIn ghostwriter and founder positioning expert based in the UK. She extracts the voice, stories, and expertise founders already have and turns them into authority-building content that fills their pipelines. Known for her anti-corporate, voice-first approach, Sarra works with 7-figure founders and consultants who are tired of being their industry's best-kept secret. How to Get in Touch with Sarra Richmond: Website: www.theghost.house Email: Gift: Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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How AI + SEO Create Predictable Revenue with Matt Diamante (Episode 262)
04/27/2026
How AI + SEO Create Predictable Revenue with Matt Diamante (Episode 262)
In today’s episode, you’ll discover: 1. How SEO has evolved in the age of AI — and what actually works in 2026 and beyond. 2. How entrepreneurs can use AI to create smarter content, improve visibility, and build long-term search traffic. 3. What modern tools, timeless fundamentals, and sustainable growth tools to use without burnout? To support these three takeaways, I chose a quote from Anita Nielsen: “The reality is that being unprepared is a choice. The benefits come when we see AI as a tool, not a terror, and bring it into our sales motions.” About Matt Diamante: Matt Diamante is the founder of HeyTony, an SEO agency he grew from a solo operation into a 15+ person team serving brands like RBC, Labatt, Nivea, and Coppertone. He’s also the author of Get Found, in which he shares the systems for building predictable demand through search. Matt is known for simplifying SEO and helping businesses grow organically — without paid ads or burnout. How to Get in Touch with Matt Diamante: Website: Gift: Amazon Book: Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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Performance Over Presentation with Carmen Sederino (Episode 261)
04/20/2026
Performance Over Presentation with Carmen Sederino (Episode 261)
In today’s episode, you’ll discover: 1. How to challenge the traditional approach to sales presentations by shifting the focus from slides and scripts to performance and presence. 2. Shares how sales professionals can transform routine pitches into engaging, trust-building experiences that move buyers to action. 3. Practical ways to elevate delivery, communicate value with clarity, and use storytelling and presence to stand out in competitive sales conversations. To support these three takeaways, I chose a quote from Robert McKee: “Stories are the creative conversion of life itself into a more powerful, clearer, more meaningful experience.” About Carmen Sederino: Carmen Sederino is the founder of Illuminated Story and a performance expert specializing in high-stakes communication. She helps executives, founders, and professionals transform presentations into compelling, story-driven experiences that build trust and inspire action. With over 18 years of managing a $300M portfolio, Carmen blends corporate strategy with theatrical training to develop executive presence. Through her Illuminated Story Method®, she equips leaders to communicate with clarity, confidence, and lasting impact in critical moments. How to Get in Touch with Carmen Sederino: Website: Email: Gift: Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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Journey First Selling: Account-Based Value Propositions That Speak to Every Decision-Maker with Brent Keltner (Episode 260)
04/13/2026
Journey First Selling: Account-Based Value Propositions That Speak to Every Decision-Maker with Brent Keltner (Episode 260)
In today’s episode, you’ll discover: 1. What is a buying committee, and why is it so important in B2B sales today? 2. What is an account-based value proposition, in simple terms? 3. What is the biggest mistake your sales team may be making when selling to large accounts? To support these three takeaways, I chose a quote from Gemma Davies: “When you’re trying to create change, you also need to change the mindset of the organizations you work with because they’re used to doing things their way.” About Brent Keltner, Ph.D: Brent is President of Winalytics LLC and creator of the Journey First Growth methodology. He helps B2B marketing and sales teams align around the buyer journey to accelerate revenue growth across industries, including SaaS, Education, and Healthcare. How to Get in Touch with Brent Keltner: Website: Email: Gift: Free Chapter on website- “The Revenue Acceleration Playbook.” Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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Sales Leaders Win by Scaling Teams, Conversations, and Results with Erich Hugunin (Episode 259)
04/06/2026
Sales Leaders Win by Scaling Teams, Conversations, and Results with Erich Hugunin (Episode 259)
In today’s episode, you’ll discover: 1. How modern sales leaders can build high-performing teams, leverage communication data, and create scalable systems that drive consistent revenue growth. 2. By coaching your reps on optimizing conversations with AI-driven insights, you will learn practical strategies to help your organization thrive in a competitive market. 3. How companies can scale their sales efforts without losing personalization. To support these three takeaways, I chose a quote from Barney Brown: “We’re using this term artificial intelligence, but in the role of selling and in our relationships, nothing about that relationship should be artificial. It should be genuine. So how we’re thinking about it is how do we use generative AI to help our account teams become more effective and productive, so they can double down on their interpersonal and relationship skills.” About Erich Hugunin: Erich Hugunin is the VP of Sales at Ringover, where he leads a high-performing sales team focused on driving growth through modern communication solutions. With extensive experience in scaling sales organizations, Erich specializes in leveraging data, technology, and coaching to improve performance and customer engagement. He is passionate about helping sales leaders adapt to today’s evolving landscape and build teams that consistently exceed targets. How to Get in Touch with Erich Hugunin: Website: Email: Gift: 7-Day Free Trial Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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The Future Of Negotiation Is NOW with Derrick Chevalier (Episode 258)
03/30/2026
The Future Of Negotiation Is NOW with Derrick Chevalier (Episode 258)
In today’s episode, you’ll discover: 1. Why never splitting the difference is a dumb idea and may be costing you revenue? 2. How negotiation and sales training have changed over the past fifty years, and what you need to do differently to close more deals effortlessly? 3. The biggest negotiation mistakes you may be making that you aren’t aware of. To support these three takeaways, I chose a quote from Nelson Mandela: "Our experience has taught us that with goodwill, a negotiated solution can be found for even the most profound problems." About Derrick Chevalier: Derrick is a protege of negotiation pioneer Chester Karrass. Derrick spent 15 years delivering the Karrass Effective Negotiating Seminar worldwide before embarking on the journey to develop the most significant advancement in negotiation theory in decades: CNSUF®. He is the author of four books, including EVOLVE OR BE SLAUGHTERED: Negotiation for the 21st Century. Additionally, Derrick is a Harvard-certified mediator and negotiation consultant who has worked with clients worldwide across numerous industries and sectors. How to Get in Touch with Derrick Chevalier: Website: Email: Gift: 30-Minute Free Consult Stalk me online! Linktr.ee: Communication Style Assessment (CSA)™: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.
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AI Usage for Sales Skill Development with Artem Koren (Episode 257)
03/23/2026
AI Usage for Sales Skill Development with Artem Koren (Episode 257)
"Personal branding is going to be exponentially more important moving forward. People aren’t going to know who to trust. Is the information from ChatGPT real? They trust people. If you build your brand and become a trusted brand, it will all meld together.” – John Barrows Check Out These Highlights: Who we are doesn’t change because AI has entered the playing field. It helps us prioritize our time so we use it wisely to generate REAL results, which can only happen by building lifetime relationships based on trust. When I started my career 42 years ago, we had no internet, and computers were pretty lame, used only for order-taking. Change is good when we leverage it to save time and deliver better results. Now more than ever, salespeople need to do numerous things correctly, including being well-versed in AI use throughout their entire sales process to save time and earn more money by doing what we do best – engaging with the client and building trust by proposing the perfect solutions. About Artem Koren: Artem is the Co-founder and Chief Product Officer of Sembly AI, a leading platform that transforms conversations into actionable intelligence for teams. With a background in systems engineering, product leadership, and enterprise consulting, Artem specializes in building AI that enhances how people work—not replaces them. He’s passionate about human-centered AI, meeting intelligence, and the future of collaborative workflows. How to get In Touch with Artem Koren: Website: Email: Affiliate Link: Previous Podcast Episode: Stalk me online! LinkTree: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics, or addresses problems you may have in your business.
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Turning Warm Introductions Into New Business with Joe Mindak (Episode 256)
03/16/2026
Turning Warm Introductions Into New Business with Joe Mindak (Episode 256)
“Don’t celebrate closing a sale, celebrate opening a relationship.” — Patricia Fripp Check Out These Highlights: I chose this quote because the last step in my sales framework is not to close the sale but to open the relationship – Clearly Patricia Fripp gets me! Also, feel the difference between closing and opening. I choose to open all day, every day. I see sales leaders talk about building relationships in sales, yet most of the time, I don’t see them provide tangible behaviors to actually build relationships that create client advocates. About Joe Mindak: Joe Mindak is the Co-founder and “Connector in Chief” at Nolodex and the founder of The Connective, a community built around relationship-led growth. He helps business owners and sales professionals turn warm introductions into consistent, measurable outcomes without gimmicks or sleazy tactics. Joe’s framework blends heart-centered sales with simple systems for follow-through, tracking, and accountability. He is the best-selling author of Connectors Get Paid: Build a Referral Network That Pays, which was released last fall. How to Get in Touch with Joe Mindak: Website: Email: Stalk me online! Linktr.ee: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics, or addresses problems you may have in your business.
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Selling From Your Strengths with April Palmer (Episode 255)
03/09/2026
Selling From Your Strengths with April Palmer (Episode 255)
“To be yourself in a world that is constantly trying to make you something else is the greatest accomplishment.” – Ralph Waldo Emerson Check Out These Highlights: Over the past four decades, the one constant that has worked well for me and made my sales results easy is anchoring my strategy in who I naturally am, not in what old-school sales trainers told me to be. We’ll explore how salespeople, leaders, and business owners can leverage their strengths, stories, and values to drive revenue, build trust, and create meaningful relationships. We want you to walk away with actionable steps you can implement immediately to grow your business or sales results without burnout, awkwardness, or pressure tactics. About April Palmer: April is a sales strategist and educator who helps founders and teams grow revenue by leveraging their natural strengths rather than outdated hustle tactics. Through human-centered frameworks, design thinking, and a touch of joyful chaos, she makes even the most intimidating sales challenges feel simple and doable. Her work empowers leaders to sell with confidence, clarity, and authenticity, creating sustainable success without burnout. How to Get in Touch with April Palmer: Website: Email: Stalk me online! LinkTree: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics, or addresses problems you may have in your business.
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AI Helps Sales Teams Build Deeper Client Relationships with John Munsell (Episode 254)
03/03/2026
AI Helps Sales Teams Build Deeper Client Relationships with John Munsell (Episode 254)
“The next evolution of partnerships isn’t about headcount—it’s about using AI to scale your best people, content, and insights into micro-moments that drive real customer impact.”— Barrett King Check Out These Highlights: I see this all the time - Sales professionals worry that AI will make selling feel transactional and robotic, but the opposite is true when used strategically. Using Scalable Prompt Engineering®, sales teams can automate the administrative burden—CRM updates, follow-up sequences, prospect research—freeing them to spend more time on what actually closes deals: genuine human connection. Today, my guest will reveal how top-performing sales teams use AI to remember client details at scale, personalize outreach without losing authenticity, and anticipate client needs before they're articulated. You will discover how to use AI as a relationship amplifier, not a replacement for the trust-building conversations that create loyal clients. About John Munsell: John Munsell, the CEO of Bizzuka and the author of INGRAIN AI. He is a recognized voice in the AI space, having guided hundreds of business leaders in AI adoption since 2022. How to Get in Touch with John Munsell: Website: Gift: Free Code: Changing the Sales Game Podcast Stalk me online! Linktr.ee: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics, or addresses problems you may have in your business.
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How Top Sellers Lead Their Buyers with Whitney Faires (Episode 253)
02/24/2026
How Top Sellers Lead Their Buyers with Whitney Faires (Episode 253)
“A good sales methodology isn’t about scripts—it’s about teaching repeatable A-player behaviors in a way that reps can personalize and internalize. That’s how you turn process into performance.” — Paul Butterfield Check Out These Highlights: In my experience, when sales results stall, many leaders default to pressure. But in complex, high-stakes deals, pressure erodes trust and weakens influence. My guest is going to break down how top-performing sellers operate as leaders, not closers—building strategic connections, creating urgency without force, and guiding buyers through moments of uncertainty. This conversation offers a practical framework for strengthening accountability, resilience, and trust so sales teams perform consistently without burning relationships. About Whitney Faires: Whitney Faires is an executive coach, keynote speaker, and former Fortune 500 leader with 20 years of experience in healthcare and sales leadership. She scaled a two-billion-dollar international finance portfolio at Intuitive Surgical and now helps leaders build resilient, high-performing teams. Whitney is known for translating real-world leadership pressure into practical tools that drive accountability, trust, and sustainable performance. How to Get in Touch with Whitney Faires: Website: Email: Gift: Stalk me online! Linktr.ee: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics, or addresses problems you may have in your business.
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What Nobody Tells You About Scaling a Business with Shane Barker (Episode 252)
02/17/2026
What Nobody Tells You About Scaling a Business with Shane Barker (Episode 252)
“How you climb a mountain is more important than reaching the top.” — Yvon Chouinard Check Out These Highlights: In this episode, we have an honest conversation about the hidden challenges of scaling — including founder burnout, operational growing pains, cash-flow myths, hiring mistakes, and why more marketing doesn’t always mean more growth — plus the practical strategies that actually create sustainable scale. About Shane Barker: Shane Barker, and his advice comes from hands-on experience helping hundreds of businesses grow — not from theory or recycled tactics. He’s spent over a decade in digital marketing working directly with brands and Amazon sellers, leading real campaigns, solving real problems, and generating measurable results. You will get practical guidance you can implement immediately, based on what actually works in today’s market. How to Get in Touch with Shane Barker: Website: Email: Gift: Stalk me online! LinkTree: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics, or addresses problems you may have in your business.
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ENCORE: Love in Business and Sales with Connie Whitman (Episode 232)
02/10/2026
ENCORE: Love in Business and Sales with Connie Whitman (Episode 232)
"Never look down on anybody unless you're helping them up." - Jesse Jackson Check Out These Highlights: I chose this quote because I feel that corporate America has decided to step on people to get ROI for shareholders. I know, cynical, right? I have felt this shift in the past year, specifically. I am not sure if many CEOs are looking to cash out with huge bonuses when they retire in the next couple of years or if the executives, AKA part of the human race, have decided to be a bunch of jerks. So what prompted this solo show? I had a meeting the other day with Mark Jones, the CEO of Saco & Biddeford Savings in Maine. I asked for an introduction by one of my long-time podcast guests and friends, Kevin Hancock. So what was the topic Mark and I discussed? The subject of our conversation and soon-to-be podcast episode, coming soon, was love in the workplace. Do I have your attention…lol? About Connie Whitman: Known for her energetic, passionate, heart-centered, and enthusiastic approach to sales, teaching, and coaching, Connie Whitman has served as the CEO of Changing the Sales Game for over 25 years, assisting business owners, leaders, and sales teams in building powerful organizations. Connie is a four-time #1 international best-selling author, including her book ESP (Easy Sales Process): 7 Steps to Sales Success, as well as a speaker and podcast host. Her inspiring teaching, transformational tools, and informative content help business owners and salespeople increase their revenue streams by enhancing their communication skills. She is thrilled to share inspiring content on her international podcasts “” and “.” How to Get in Touch with Connie Whitman: Website: Email: Free Gift:
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ENCORE: Rachel Cossar – Using AI to Uncover Body Language Blind Spots (Episode 137)
02/03/2026
ENCORE: Rachel Cossar – Using AI to Uncover Body Language Blind Spots (Episode 137)
Connie's motivational quote for today is by – Peter F. Drucker, “The most important thing in communication is hearing what isn't said." Our bodies speak volumes…do you know what your body is saying? I learned early on that my body language spoke to my client more than my words. They reacted to me based on how open or closed my body was to receive their responses. Here are some statistics on how others process our messages: 55% of our communication with other humans is perceived or processed through our body language or non-verbal cues. 38% of our communication or perception of others is through tone of voice. That leaves a whopping 7% of the messaging we send out based on words. Watch it on YouTube: About Rachel Cossar: Rachel is a leader in nonverbal communication and leadership presence facilitation. As a former nationally ranked athlete and professional ballet dancer, Rachel has a knack for translating unique skills into relatable business skills and competencies. Virtual Sapiens is an evolution of Rachel’s combined work as founder of Choreography for Business, a nonverbal communication consulting firm, a faculty member with Mobius Executive Leadership, and a leadership presence facilitator with Ariel Group. Rachel has worked with leaders from GE, BCG, Pfizer, Accenture, McKinsey, HBS, and more. She and her team at Virtual Sapiens are excited to open a world of access regarding one of the most human and essential skills in business – communication. How to Get in Touch With Rachel Cossar: Website: Email: Free Gift: Stalk me online! LinkTree: Download Free Communication Style Assessment: All-Star Community: Infinite List Community: Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or on YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.
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ENCORE: Your Value Statement to Generate Sales Quickly and Easily with Connie Whitman (episode 194)
01/27/2026
ENCORE: Your Value Statement to Generate Sales Quickly and Easily with Connie Whitman (episode 194)
“As we express our gratitude, we must never forget that the highest appreciation is not to utter words, but to live by them.” – John F. Kennedy. Recently, I have been working with several banks across the US. In Step 2 of my sales process, I teach how to authentically and organically build rapport with clients and prospects and at networking events. I created a template and am working on another AI tool (more to come on that in the future) that I share with the people in the class to create a dynamic Value Statement to use in various venues and situations. At the top of the worksheet, I ask everyone to write some fun facts about themselves and then fun facts about their organization. Most people find this exercise challenging to share fun facts about themselves and ultimately create a VS that is predominately about the organization because we are taught how to play small and how not to brag or appear arrogant. The reality is that a strong Value Statement should reflect the cool and unique things about you. People do business with people they know, like, and trust, yet we give that power by bragging about our organization. YouTube: About Connie Whitman: Known for her high-energy, passionate, heart-centered, and enthusiastic approach to sales, teaching, and coaching, Connie Whitman has been the CEO of Changing the Sales Game for 20+ years, helping business owners, leaders, and sales teams build powerhouse organizations. Connie is a four-time #1 International Best-Selling author, including her book ESP (Easy Sales Process): 7-Steps to Sales Success, speaker, and podcast host. Her inspired teaching, transformational tools, and content ensure business owners and salespeople grow their revenue streams through enhanced communication skills. She is thrilled to share inspiring content on her international podcasts “” and “.” Stalk me online! LinkTree: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week. Listen to Connie dive into new sales and business topics or problems your business may have.
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Trust-Driven Lead Generation with Lori Turner-Wilson (Episode 251)
01/20/2026
Trust-Driven Lead Generation with Lori Turner-Wilson (Episode 251)
“Good marketers see consumers as complete human beings with all the dimensions real people have.” – Jonah Sachs Check Out These Highlights: In this episode, my friend and bestselling author Lori Turner-Wilson breaks down why authority is built around people—not faceless brands—and how bankers can leverage a distributed authority strategy to generate higher-quality leads without chasing. Learn how niche focus, insight-driven teaching, and a cornerstone-plus-cobblestone content engine can transform trust, deal velocity, and predictable growth across your bank. About Lori Turner-Wilson: Lori is the founder of RedRover and is a trailblazer in business marketing. With 30+ years of experience, she has led transformative marketing strategies that drive measurable results for hundreds of companies. Under her leadership, RedRover became one of the only full-service B2B firms in the U.S. to guarantee marketing ROI, earning the moniker: “The Results-Guaranteed Agency.” Her innovative approach continues to reshape the industry, empowering businesses with strategies that deliver real, guaranteed outcomes. How to Get in Touch with Lori Turner-Wilson: Website: Email: Gift: Use Code: Podcast Previous Podcast Appearances: Stalk me online! LinkTree: Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics, or addresses problems you may have in your business.
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