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PODCAST · business

Changing The Sales Game

by Connie Whitman

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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Episodes

  1. Left and Right Brain Sales Tips that Convert with Keith Gillispie (Episode 283)

    In today's episode, you'll discover: 1. Why being a consultant rather than a salesperson will create greater sales with ease. 2. How to use PIP– Problem, Impact, Picture Perfect during your sales conversations. 3. Creating movement by toggling between the right and left sides of the brain. To...

  2. A Better Path to Business Ownership with Jon Ostenson (Episode 282)

    In today's episode, you'll discover: Why franchising is often the better path than starting a business from scratch. The wide world of non-food opportunities most people never consider. How to choose the right franchise by matching your skills, especially sales and relationship skills. To support...

  3. Turn Digital Outreach into Lasting Sales with Jason Fishman (Episode 281)

    In today's episode, you'll discover: 1. What patterns are companies using that turn digital outreach into lasting relationships versus the ones that just chase numbers? 2. Some practical ways your company can build genuine connection through digital channels. 3. If your marketing is getting...

  4. Why 61-64% of Americans live Paycheck to Paycheck with Daman Grewal (Episode 280)

    In today's episode, you'll discover: 1. Why sales is one of the most important skills anyone can learn today. 2. What the biggest mistakes people make when trying to succeed in sales or business. 3. What "ethical, service-first sales" actually look like in practice. To support these three...

  5. Better Pricing in B2B Negotiations with Todd Caponi (Episode 279)

    In today's episode, you'll discover: What it means to change personalities in a business transaction right at the goal line, What's broken about how most companies handle deal negotiation, specifically discounting. The Four Levers: where they come from, and why they are universal. To support…

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  6. Build Wealth and Leadership Through Systems That Scale with Larry Weidel (Episode 278)

    In today's episode, you'll discover: Why working harder, selling more, and relying on personal effort alone won't create scalable success—and why the real breakthrough comes from building a system other people can duplicate. How to turn rookies into leaders who multiply leaders and create teams...

  7. Stop Selling. Start Understanding. With Karen Fox (Episode 277)

    In today's episode, you'll discover: You will learn why people often hear the same message differently, and how misunderstanding can quietly cost sales, trust, and long-term relationships. You will understand the way people process information can help you connect more effectively, ask better...

  8. Why Listening Is the Real Sales Skill with Connie Whitman (Episode 276)

    In today's episode, you'll discover: 1. Why Active Listening earns its own dedicated step in the ESP (Easy Sales Process) — it's not a soft skill; it's the engine of the whole process. 2. The 70/30 ratio: what it actually sounds like on a real call, and the three listening traps that quietly flip...

  9. 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...

  10. 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...

  11. [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 YouTube. Podcast Super Summit Link. Check Out These Highlights: As I searched for the right quote to kick off today's show, this one…

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  12. [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...

  13. 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...

  14. 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...

  15. 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...

  16. 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...

  17. 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...

  18. [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...

  19. [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...

  20. 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...

  21. 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…

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  22. 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...

  23. 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...

  24. 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…

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  25. 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...

  26. 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...

  27. 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...

  28. 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...

  29. 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...

  30. 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...

  31. 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…

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  32. 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...

  33. 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…

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  34. 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...

  35. 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…

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  36. 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...

  37. 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…

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  38. 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...

  39. Practical AI for Relationship-Driven Sales with Nikki Barua (Episode 250)

    "Excellence happens when you try, each day, to both do and be a little better than you were yesterday." – Pat Riley Check Out These Highlights: I'm excited to discuss our topic today on how to keep selling human while scaling AI across the funnel. We can get a little better each day, quickly now...

  40. The Future of Sales Workflow Automation with Artem Koren (Episode 249)

    "Sales is an outcome, not a goal. It's a function of doing numerous things right." – Jill Konrath Check Out These Highlights: I love how this quote blends the dynamics of selling through service with AI to personalize our approach to meeting clients' needs more quickly and with greater precision....

  41. ENCORE: Kate DiLeo – Building the Brand Trifecta (Episode 91)

    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, not so much at marketing or branding! Even though they are all key ingredients for business and career success…

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  42. Business Chaos to Business Clarity with Adam Hamadache (Episode 248)

    "The future of sales is to serve, not sell. Generative AI gives us guidance that's so personal and precise, we're always presenting the most relevant solutions — no pushing required." – Marcus Chan Check Out These Highlights: I love how this quote blends the dynamics of selling through service…

    more

  43. ENCORE: Achieving Goals Quickly Using Solutions That Stick With Amanda HarNess (EP. 115)

    Connie's motivational quote for today is by Lawrence J. Peter: "If you don't know where you are going, you will probably end up somewhere else." Watch this episode on YouTube. Check Out These Highlights: Today's quote actually made me pause and reflect on my own business journey over the past 21...

  44. How Account Based Marketing Strengthen Business Development with Lori Turner-Wilson (Episode 247)

    "Don't be afraid to give up the good to go for the great." - John D. Rockefeller Check Out These Highlights: I often think about this quote. Humans are interesting because we get comfortable, and when things are good, we tend to sit back and coast. It's when things go wrong that we say, "ok, I…

    more

  45. Emotional Intelligence Today and into the 2030s with Robin Hills (Episode 246)

    "It is very important to understand that emotional intelligence is not the opposite of intelligence, it is not the triumph of heart over head – it is the unique intersection of both." – David Caruso Check Out These Highlights: Everyone is talking about AI, and rightfully so, it's here and it's…

    more

  46. Psychology to Remove Barriers to Get the YES with Matt Sucha (Episode 245)

    Your customers don't need more reasons to say yes. They need fewer reasons to say no." ― Matt Sucha Check Out These Highlights: In this episode, my guest Matt Sucha takes us on a fascinating journey into the customer's subconscious. He will share the hidden forces that block decisions and kill...

  47. Scaling A Commission-Based Sales Team with Ryan Hohman (Episode 244)

    "If you think it's expensive to hire a professional, wait until you hire an amateur." ― Red Adair Check Out These Highlights: Hiring and recruiting for salespeople can sometimes seem like a revolving door within organizations. I love this quote because if we don't take the time to hire the right...

  48. Money Mindset Makeover with Laura Rotter (Episode 242)

    "The more time you spend complaining about what you deserve, the less time you have to focus on what you can create. Focus on what you can control." ― James Clear Check Out These Highlights: I actually interviewed James Clear when his book, Atomic Habits, was first released. His approach to…

    more

  49. Sales Are About Being Resilient and Getting Back Up with Akeem Shannon (ENCORE EPISODE)

    "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 innovation, growth, new opportunities, and potentially a better life. Most people think it's only...

  50. Curiosity, Operations, and Sales Growth with Jon Bassford (Episode 241)

    "Sales is an outcome, not a goal. It's a function of doing numerous things right." — Jill Konrath Check Out These Highlights: I love this quote. I would never say I am an operational mastermind. Everything I do in my business, and throughout my sales career, has been built on repeatable…

    more
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ABOUT THIS SHOW

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.

HOSTED BY

Connie Whitman

Frequently Asked Questions

How many episodes does Changing The Sales Game have?

Changing The Sales Game currently has 279 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.

What is Changing The Sales Game about?

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...

How often does Changing The Sales Game release new episodes?

Changing The Sales Game publishes regularly with 279 episodes available. Check the episode list for the typical release schedule.

Where can I listen to Changing The Sales Game?

You can listen to Changing The Sales Game on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.

Who hosts Changing The Sales Game?

Changing The Sales Game is created and hosted by Connie Whitman.
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