Changing The Sales Game

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: http://www.nearpointstrategies.com/ Email:  [email protected] Gift: https://nearpoint-strategies.kit.com/changing-the-sales-game Stalk me online! Linktr.ee: https://linktr.ee/conniewhitman Communication Style Assessment (CSA)™:  https://changingthesalesgame.com/communication-style-assessment/ 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.

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:  [email protected] Gift: https://calendly.com/sarratheghost/20mins Stalk me online! Linktr.ee: https://linktr.ee/conniewhitman Communication Style Assessment (CSA)™:  https://changingthesalesgame.com/communication-style-assessment/   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.

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: https://heytony.ca/ Gift: https://heytony.ca/understanding-seo-socials/ Amazon Book: https://www.amazon.com/Get-Found-No-Fluff-Becoming-Customers/dp/1068826401 Stalk me online! Linktr.ee: https://linktr.ee/conniewhitman Communication Style Assessment (CSA)™:  https://changingthesalesgame.com/communication-style-assessment/   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.

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: https://illuminatedstory.com/about/ Email: [email protected] Gift: https://illuminatedstory.com/masterclass/ Stalk me online! Linktr.ee: https://linktr.ee/conniewhitman Communication Style Assessment (CSA)™:  https://changingthesalesgame.com/communication-style-assessment/   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.

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: https://winalytics.com/ Email:  [email protected] Gift: Free Chapter on website- "The Revenue Acceleration Playbook." Stalk me online! Linktr.ee: https://linktr.ee/conniewhitman Communication Style Assessment (CSA)™:  https://changingthesalesgame.com/communication-style-assessment/   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.

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: https://www.ringover.com/ Email:  [email protected] Gift: 7-Day Free Trial Stalk me online! Linktr.ee: https://linktr.ee/conniewhitman Communication Style Assessment (CSA)™:  https://changingthesalesgame.com/communication-style-assessment/ 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.

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:   https://h-c.com/ Email: [email protected] Gift: 30-Minute Free Consult Stalk me online! Linktr.ee: https://linktr.ee/conniewhitman Communication Style Assessment (CSA)™:  https://changingthesalesgame.com/communication-style-assessment/   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.

"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:   https://www.sembly.ai/ Email:  [email protected] Affiliate Link: https://sembly.ai/?fpr=connie18 Previous Podcast Episode: https://podcasts.apple.com/us/podcast/changing-the-sales-game/id1543243616?i=1000744116660 Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"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:   https://www.nolodex.com/ Email: [email protected] Stalk me online! Linktr.ee: https://linktr.ee/conniewhitman 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.

"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:  https://www.linkedin.com/in/hotmessboss/ Email: [email protected] Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"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:   http://www.bizzuka.com/ Gift: https://ingrain.ai/2026 Free Code: Changing the Sales Game Podcast Stalk me online! Linktr.ee: https://linktr.ee/conniewhitman 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.

"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:  https://whitneyfaires.com/ Email: [email protected] Gift: https://whitneyfaires.com/freebie/ Stalk me online! Linktr.ee: https://linktr.ee/conniewhitman 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.  

"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:   https://shanebarker.com/ Email: [email protected] Gift: https://shanebarker.com/meet-shane/books/ Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.  

"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 "Changing the Sales Game" and "Enlightenment of Change."  How to Get in Touch with Connie Whitman: Website:  https://changingthesalesgame.com Email: [email protected] Free Gift: https://changingthesalesgame.com/communication-style-assessment/ 

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: https://youtu.be/3fs4QLjwXdQ   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:  http://www.virtualsapiens.co/  Email:   [email protected] Free Gift:  https://assessment.virtualsapiens.co/orgurl/9e06ef2c-9e80-46bb-ad08-2376e0daae38   Stalk me online! LinkTree: https://linktr.ee/conniewhitman   Download Free Communication Style Assessment: https://whitmanassoc.com/csa/  All-Star Community:  https://changingthesalesgame.mykajabi.com/All-Star-Community Infinite List Community:  https://mneeley.ontraport.com/t?orid=12172&opid=53   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.

"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: https://youtu.be/aDIZsbkzEzE   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 "Changing the Sales Game" and "Enlightenment of Change."   Stalk me online! LinkTree: https://linktr.ee/conniewhitman   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.

"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: marketingresultsguaranteed.com Email:  [email protected] Gift: www.marketingresultsguaranteed.com/podcast Use Code: Podcast  Previous Podcast Appearances:  https://podcasts.apple.com/us/podcast/changing-the-sales-game/id1543243616?i=1000736284245 https://podcasts.apple.com/us/podcast/changing-the-sales-game/id1543243616?i=1000711035912 https://podcasts.apple.com/us/podcast/changing-the-sales-game/id1543243616?i=1000722731054 Stalk me online! LinkTree: https://linktr.ee/conniewhitman   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.  

"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 that we have AI tools that can help us navigate and get more done with ease, if leveraged correctly. In this episode, my guest will share simple workflow redesigns that free reps from admin and give them more time with customers. You will learn how to pair AI with trust, curiosity, and clear next steps. She will share practical plays teams can use this week, and explain how managers coach behaviors that stick and how to measure progress with leading indicators. About Nikki Barua: Nikki is a serial entrepreneur, keynote speaker, and bestselling author. She is CEO and Co-Founder of FlipWork, the human + agentic system for workforce reinvention. For 25 years, she has helped global brands transform strategy, culture, and capabilities. A recognized expert on digital transformation and change, Nikki is featured by CNBC, Bloomberg, Fortune, and Forbes, and honored by EY and Entrepreneur Magazine for visionary leadership and impact. How to Get in Touch with Nikki Barua: Website:   https://www.flipwork.ai/ LinkedIn: https://www.linkedin.com/in/nikkibarua/ Newsletter: https://www.nikkibarua.com/newsletters/reinvention-roadmap/subscribe Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"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. When I started my career 42 years ago, we had no internet, and computers were pretty lame, used only for order-taking. Long gone are the days of using index cards and Pendaflex folders for my follow-up.  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.  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:   https://www.sembly.ai/ Email:  [email protected] Stalk me online! LinkTree: https://linktr.ee/conniewhitman   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.

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, 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 tag line 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.    Connie's motivational quote for today is by – Seth Godin, "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."   YouTube: https://youtu.be/kqSXJR0Nv0k   About 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.   How to Get in Touch With Kate DiLeo: Website:  http://www.katedileo.com/ Email:  [email protected]   Stalk me online! LinkTree: https://linktr.ee/conniewhitman Download Free Communication Style Assessment: https://www.changingthesalesgame.com/communication-style-assessment  All-Star Community:  https://changingthesalesgame.mykajabi.com/All-Star-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.

"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 with how using AI can personalize our approach to meet clients' needs more quickly and with greater precision.  When I started my career 42 years ago, we had no internet, and computers were pretty lame, used only for order-taking. Long gone are the days of using index cards and Pendaflex folders for my follow-up.  Change is good if we understand how to leverage it to save time and generate more results.  About Adam Hamadache: Adam is a proven business builder, leader, and digital strategist with deep expertise in both growing companies and navigating the evolving intersection of AI, SEO, and hospitality. As founder and CEO of Formula, Adam has spent over a decade scaling his own agency into a trusted digital growth partner for brands across the UK and internationally. How to Get in Touch with Adam Hamadache: Website:   http://thisisformula.com/ Email:  [email protected] Gift: https://scoreplan.ai/ Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

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 years and knowing where I was going was not always clear or easy to define!    I know for me as a business owner, finding the next step is important yet I have also learned that moving forward, even if a misstep is still good and allows for easier shifts and pivots. It also allows for learning and defining what is working and what changes are needed along the way.     So is there an easier way to grow a business using goals to support long-term solutions that stick?    About Amanda HarNess:   Amanda is the owner of Business Excelerated and works with service-based organizations to resolve the problems that are keeping owners from achieving their business goals.   With a focus on growth strategy, people & leadership, and change navigation, her clients can close the gap between where they are now and where they want to be. She helps owners determine real goals, supports them to increase the speed of execution, and provides long-term solutions that stick.   How to Get in Touch With Amanda HarNess: Website Email Free Gift 7 Early Warning Signs of Leadership Breakdown   Stalk me online! Connie's Website Connie's LinkTr.ee Connie's #1 International Bestseller Book - ESP (Easy Sales Process): 7-Step to Sales Success Download the FREE Communication Style Assessment Join our All-Star Community 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.

"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 need to make a change because it's not going well." The truth is, we need to evolve and grow every day, or we risk getting stuck in what's okay.   I work with organizations in the financial services sector. A few years ago, one of my clients, after working with me for a year, said that the effort to build relationships with their clients and have their managers coach their employees every month was just too time-consuming and challenging, and that they were doing ok with their current profitability.  What???  Needless to say, I no longer work with them.  It's always about the client and about staying relevant and focused on the client's experience. Otherwise, we will lose business over time that will be lost forever.  About Lori Turner-Wilson: Lori is the founder of RedRover, is a trailblazer in business marketing. With over 30 years of experience, she has led transformative marketing strategies that deliver 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:   marketingresultsguaranteed.com Email:  [email protected] Gift: www.marketingresultsguaranteed.com/podcast Use Code: Podcast Changing the Sales Podcast Episodes: 1. https://podcasts.apple.com/us/podcast/changing-the-sales-game/id1543243616?i=1000722731054 2. https://podcasts.apple.com/us/podcast/changing-the-sales-game/id1543243616?i=1000711035912  Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"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 here to stay.  So, how do we navigate technology when we're being very human? The reality is that the future of work is human. Today's show, we are going to explore how emotional intelligence is shaping success now and will define leadership, collaboration, and innovation in the 2030s as technology accelerates and global challenges intensify. My guest today is Dr. Robin Hills is a business psychologist and one of the world's leading voices on emotional intelligence. As director of Ei4Change, he's helped over 500,000 people in 200+ countries use emotional intelligence to work, lead, and live better. A global speaker and author, Robin has shared his insights at Harvard, received an Honorary Doctorate in Psychology, and earned multiple international awards recognizing his impact in the field of emotional intelligence education. How to Get in Touch with Robin Hills: Website: https://ei4change.com/ Email:  [email protected] Gift - Free Book – Developing your Emotional Intelligence https://courses.ei4change.info/courses/free-book Stalk me online! LinkTree: https://linktr.ee/conniewhitman   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.  

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 conversions. You'll discover the four key psychological barriers that stand in your way. And learn how removing them makes sales flow naturally. Matt is the CEO of Mindworx and author of The Hidden YES. A mathematician who left the corporate world to apply insights from behavioral economics, he has spent over a decade helping banks, insurers, and telecoms in 15+ countries use consumer psychology to boost sales. Matt created the SURF™ Method, now taught worldwide, and is recognized as a leading voice in applying behavioral science to business performance. Outside work, he enjoys hiking, historical novels, and perfecting cappuccino art. How to Get in Touch with Matt Sucha: Website: https://mindworx.net/ Website: https://thehiddenyes.com Email:  [email protected] Gift: https://mindworx.net/book-the-hidden-yes/ Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"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 person for sales roles, we may be losing market share, whether we realize it or not. So, what's the answer to help us hire and develop the right people for our organization's sales teams?  Glad you asked.  Today… About Ryan Hohman: Ryan is the CEO and founder of Sales Recruiting University, based in Salt Lake City. A former top commission salesperson turned recruiting leader, he built SRU into a 50+ person firm that places over 1,000 commission-based representatives monthly for more than 1,500 companies. Ryan pioneered an A-to-Z recruiting and onboarding system—including group interviews, custom sales universities, and AI-driven role-play—that reduced hiring workload and boosted retention for fast-growing sales teams. How to Get In Touch with Ryan Hohman: Website: https://salesrecruitinguniversity.com/ Email:  [email protected] Gift: https://www.s20salesteam.com/ Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"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 "Changing the Sales Game" and "Enlightenment of Change."  How to Get In Touch with Connie Whitman: Website:  https://changingthesalesgame.com Email:  [email protected] Communication Style Assessment (CSA)™:  https://changingthesalesgame.com/communication-style-assessment/ Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"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 making micro steps and building on those every day creates the life you've imagined and can actually achieve.  It's all about creating habits and implementing systems to help us thrive at work and at home. So, how do we apply the concept of micro habits to shift our mindset and habits around money? About Laura Rotter: Laura is a CFA, MBA, CFP®, and the founder of True Abundance Advisors. After a successful career managing money on Wall Street, Laura experienced her own transformation — shifting from a life driven by achievement and fear to one guided by purpose and presence. Today, she helps midlife professionals in transition develop a healthier relationship with money, combining financial planning with mindfulness to create lives of clarity, confidence, and true abundance. How to Get in Touch with Laura Rotter: Website: http://www.trueabundanceadvisors.com/ Email:  [email protected] Gift: https://sharingyourinput.com/trueabundance/kzyq586/start Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"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 about having the ability to achieve X, Y, or Z.  The reality is resilience, and the choice to keep getting up and moving forward is very powerful.  Especially in sales and business growth.    YouTube: https://youtu.be/w371gew_RFc   About Akeem Shannon: Hailing from St. Louis, Akeem is the creative mind behind Flipstik. This gravity-defying phone accessory not only earned him a spot on Shark Tank but also caught the attention of the legendary Snoop Dogg.   Akeem's journey is a fascinating tale of resilience, innovation, and navigating the dynamic world of sales. Let's delve into the unique experiences and insights of this dynamic individual.   How to Get in Touch With Akeem Shannon:  Email:  [email protected] Website:  http://akeemshannon.com/ Gift:  Text MENTOR to 314-789-9001 For a free 1 on 1 mentorship session   Stalk me online! LinkTree: https://linktr.ee/conniewhitman Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube.  New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

"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, duplicable systems and habits that work and can be taught and used to duplicate sales revenue and growth over and over again. In essence, defining sales without a strong operational or systems foundation is a strategic mistake.  About Jon Bassford: Jon is an operations professional and entrepreneur driven by his Curiosity! Curiosity is his superpower, and it has driven his personal and professional advancement. After law school, Jon put this curiosity to work launching, managing, and improving operations for venture-backed startups to global nonprofits with impact! For Jon, there is nothing that curiosity can't help. Today, Jon is known for his curiosity-driven leadership, helping organizations and individuals innovate, change, and grow by adopting Curiosity as their superpower. Jon is the author of the best-selling book The Curious Leader: Unlocking Innovation, Empowering Teams, and Driving Change How to Get in Touch with Jon Bassford: Website: https://jonbassford.com/ Email:  [email protected] Gift: Text "chapter" to 33777 Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"Finance is not merely about making money. It's about achieving our deep goals and protecting the fruits of our labor. It's about stewardship and, therefore, about achieving the good society." – Robert J. Shiller  Check Out These Highlights:  Money is important because it allows us to take care of ourselves and our families. Lately, the financial service industry has been losing its way! They are laying off personnel to generate greater revenue due to cost reduction. The real question is, at what cost for the consumer and reduction in employee loyalty? I am on a mission to change what's happening in leadership in corporate America to shift from dog-eat-dog to one filled with love and accountability. My guest was introduced to me by one of my dear friends, the CEO of Hancock Lumber.  He and my guest both feel that we need to bring love back into the workplace.  About Mark Jones:  Mark is the CEO and President of Sacco & Biddeford Savings Bank. Mark, who joined in 1985 and remains committed to building on the founding principles of SBSI, meets the financial needs of Southern Maine.  He shows this commitment through his volunteer work as a board member and treasurer of Shutterbugs4Charity, board member and Vice-Chair of Hospice of Southern Maine, as well as a Trustee and Treasurer of Saco United Baptist Church.  Outside of SBSI, he has an unrivaled passion for learning, practicing, and teaching that pushes him to spend time with others who provide reminders and lessons for staying focused on those things most important in life: service, love, and care for those in his circle of influence. How to Get in Touch With Mark Jones: Website:   https://www.sbsavings.bank/ LinkedIn:  https://www.linkedin.com/in/mark-jones-61b5b59/ Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"You don't get paid for the hour. You get paid for the value you bring to the hour." – Jim Rohn Check Out These Highlights: In the midst of all the chaos, how do you stand out from the crowd and become the only logical choice in your field of expertise? In this episode, my guest will share proven principles that, when applied, have empowered people to monetize their life's mission and create a lasting legacy for their family. So I ask you, "Are you ready to break free from your limiting beliefs, so you can design your destiny and monetize your expertise like never before?" About Joel Bauer: Joel has trained some of the world's top income-producing speakers, presenters, and online marketers to monetize their life experience, both online and offline. For decades, Joel's principles have set the bar for speaking, teaching, and closing at the highest level. By applying Joel's strategies, you can break free from limitations, design your destiny, and monetize your expertise like never before. How to Get in Touch with Joel Bauer: Website:   https://joelbauer.com/ Email:  [email protected] Gift - 5Moves2Authority on Instagram:  https://www.instagram.com/joelbauermentor/  direct message the phrase, "5Moves"  Stalk me online! LinkTree: https://linktr.ee/conniewhitman   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.

"If you focus on what you left behind, you will never be able to see what lies ahead. Now go up and look around!" – Gusteau (Ratatouille)  Check Out These Highlights: I had to choose an inspiring quote from a Disney movie because today, my guest and I are going to discuss how he, a former Disney leader, traded pixie dust for power washers. He is going to share how he turned Disney's legendary customer service into a blueprint for home service businesses to charge premium prices and create raving fans. In this episode, we unpack how to "Disnify" your business—turning ordinary interactions into unforgettable experiences that build trust, eliminate buyer resistance, and make sales feel like a service, not a pitch. Expect stories, sarcasm, and strategies that work. About Vance Morris: Vance helps business owners acquire, serve, and retain clients for life by creating personalized experiences and response-driven marketing. He is a Former Birth Control Factory Security Guard turned Disney Leader, turned Bankrupt out-of-work executive, turned Carpet Cleaner, turned Successful Entrepreneur. How to Get in Touch with Vance Morris: Website:   https://deliverservicenow.com/ Email:  [email protected] Gift: https://wow52ways.com/ Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"If there's one reason we have done better than our peers in the internet space over the last six years, it is because we have focused like a laser on customer experience, and that really does matter, I think, in any business." – Jeff Bezos Check Out These Highlights: When I started in sales, it was all about the product or service and how we could save time and money for the client. This remains a crucial piece of the puzzle in highlighting the benefits to the client. The other key piece that is often overlooked is the client journey and the culture that needs to be built to earn the long-term respect and to become top-of-mind every time your client has a financial event, which is about every 90 days. So, if our efforts do not align with the marketing message from your marketing department, the results can be catastrophic, resulting in a significant loss of sales and missed sales opportunities. About Lori Turner-Wilson: Lori is the founder of RedRover, 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:   marketingresultsguaranteed.com Email:  [email protected] Gift: www.marketingresultsguaranteed.com/podcast Use Discount Code: Podcast Previous Podcast: https://podcasts.apple.com/us/podcast/changing-the-sales-game/id1543243616?i=1000711035912 Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"Great leaders must be able to realize when something isn't working, no matter how hard they've worked to make it succeed." —Patrick Thean Check Out These Highlights: Sometimes it's hard to give up on a system that you've built over time. But what happens when the systems, people, and internal processes no longer work? Great questions, and today, my guest and I will discuss how to transform corporate chaos into a competitive advantage and share how battle-tested principles can scale high-growth teams. We will also explore the real reasons why smart directors stay trapped in micromanagement and how to break free, as well as the battle-tested framework that works. About Daryl D. Black: Daryl helps high-growth executives eliminate toxic leadership and micromanagement, enabling them to lead and scale with clarity and confidence. A Top 5 LinkedIn Leadership Coach with 30+ years of crisis-tested leadership and $100M+ in IT project management, Daryl teaches leaders how to turn corporate chaos into competitive advantage. His Order to Chaos framework combines real-world disaster leadership with practical business strategies to help leaders build autonomous and innovative teams. How to Get in Touch with Daryl Black: Website:  https://www.ddbleadership.com/ Email: [email protected] Free Gift: https://diffconvoguide.daryldblack.com/ Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.  

"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." —Rob Garf Check Out These Highlights: AI will not replace quality sales professionals. Instead, it will act as a huge time-saver, enabling great salespeople to meet new prospects and existing clients. It is quickly becoming a resource for working smarter, not harder. In today's episode, my guest and I will discuss how the future of business lies in harnessing the power of artificial intelligence to work smarter, faster, and more efficiently. Whether you're streamlining operations, optimizing workflows, or enhancing customer experiences, the goal is simple: to help businesses thrive in a rapidly changing world.  About John Long: John is the driving force behind Thynk.ai, blending his expertise in AI with a passion for empowering businesses to achieve transformative growth. With a proven ability to simplify complex technology, John helps organizations streamline operations, boost efficiency, and unlock practical AI solutions tailored to their needs. A sought-after mentor and speaker, John shares his insights on AI with diverse audiences, inspiring innovation and success. Known for his optimism and problem-solving skills, John is dedicated to helping others reach extraordinary levels of success.   How to Get in Touch with John Long: Website:  https://thynk.ai/ Email: [email protected] Free Gift: https://thynk.ai/test?am_id=connie4970 AI Podcast: http://thynk.ai/podcast   Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

Authentic Selling in a Digital World with Maria-Katarina Johannesson (episode 233) "Having the aspiration to be memorable is easy. The hard part is creating a crisp message you want others to articulate when you're no longer in the room." – Dr. Carmen Simon   Check Out These Highlights: I believe this is the most significant issue we currently face in the sales industry. Being seen in the sea of noise that exists in our digital world is hard to make ourselves memorable. Selling doesn't have to feel forced or transactional—it can grow naturally, just like a well-tended plant. In this episode, we'll explore how authentic engagement, relationship-driven sales, and even a touch of nature can transform the way businesses connect with their audience. My guest will discuss the power of storytelling, trust-building, and organic growth strategies that make sales feel less like selling and more like cultivating lasting loyalty. About Maria-Katarina Johannesson: Maria-Katarina, is the founder of Linksandmaria, where she grows businesses and plants. Specializing in backlinks, digital PR, and authentic engagement, she helps brands build trust and visibility through storytelling and strategic connections. At Linksandmaria, selling isn't about pushing - it's about showing up, creating real connections. How to Get in Touch with Maria-Katarina Johannesson: Email: [email protected] Website: http://www.linksandmaria.com/   Gift: https://drive.google.com/drive/folders/1k0vxgV8kGgdQwUmiFfgZHFrmXfavBOYW Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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. 

"If there is anything I would like to be remembered for, it is that I helped people understand that leadership is helping other people grow and succeed. To repeat myself, leadership is not just about you. It's about them." – Jack Welch Check Out These Highlights: A few years ago. I had a client who was trying to build a client journey culture rooted in love, care, and respect to foster relationships that grow to the point where our clients become our best advocates, generating passive new business and revenue results. Great objective. A year in, we were discussing next steps to continue raising the bar and identifying areas where their salespeople needed to grow their communication skills to create a more profitable culture. Sounds great, right?  During these discussions, I was informed that the coaching was too challenging and they were going in a different direction. When asked about the new direction, I was told that coaching wasn't part of it because it was considered too complicated and time-consuming. WOW! Needless to say, they are no longer one of my clients, and the leadership team fell short of their original objectives. About Dr. Deepak Bhootra: Dr. Deepak is the founder of Jabulani Consulting and a USA National Bestselling Author. With over 25 years in sales leadership and deep expertise in sales performance psychology, Deepak blends neuroscience, Sandler methodology, and mental coaching to help founders, reps, and sales teams crush quota without crushing their spirit. How to Get in Touch with Dr. Deepak Bhootra: Website:  http://www.deepakbhootra.com Email: [email protected] Free Gift: https://storage.googleapis.com/msgsndr/nruK4Lkdw6o3h1FEj3vS/media/6813a81dac2c3f03d8629b0d.pdf Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"The only way of finding the limits of the possible is by going beyond them into the impossible." – Arthur C. Clarke Check Out These Highlights: I love this quote because it reminds me of Olympic athletes who hold records, and then once that record is broken, it seems that several others come forward and break it yet again. Once what seemed impossible becomes possible, we take the blinders off and see what is truly possible, not just what we think is likely based on past performance only. About Borja Cuan: Borja joined the performance advertising industry in 1998 and has built a career in the industry, providing strategic business solutions for teams and clients. His track record of helping grow stable and successful organizations is underpinned by a career-long personal commitment to delivering exceptional client experiences. Borja combines a big-picture perspective with exacting attention to ensure that Four15's clients and team members derive value from their work every day. How to Get in Touch with Borja Cuan: Website:  https://four15digital.com/ Email: [email protected]   Free Gift: $5K Audit—Sign Up on Website Stalk me online! LinkTree: https://linktr.ee/conniewhitman   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.

"Don't be afraid to give up the good to go for the great." – John D. Rockefeller Check Out These Highlights:  This is one of my favorite quotes. When things are going well, we generally don't make any changes because everything is good. When things get bad, we stop and assess what changes may be needed to navigate the challenging situation. So good is the real enemy of becoming great.   So what habits or systems do you need to evaluate to help you become your greatest self, so you generate more sales with less work while building lifelong profitable relationships?  About A.J. Vassar: A.J. is the founder of the Pre-Sold Client System and Small Stages Big Profits. He helps entrepreneurs turn their message into money by getting in front of the right audiences, ready to buy. A.J. is on a mission to replace cold leads and hard sales with trust-based visibility that attracts ready-to-buy clients. His systems create income, impact, and influence—without the noise of ads or algorithms. How to Get in Touch with A.J. Vassar: Website:  http://ajvassar.com/ Email: [email protected] Free Gift: https://presoldclients.ajvassar.com/ Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"A man who stops advertising to save money is like a man who stops the clock to save time."  – Henry Ford Check Out These Highlights:  Sales and marketing are married. We need marketing to generate opportunities and leads that drive sales conversations and revenue. This quote resonated with me: often, we cut budgets instead of reviewing how to refine the marketing campaigns we are putting out that actually generate revenue and positive results. I see it all too often where businesses accept that marketing is this mysterious, unpredictable expense, but it doesn't have to be. Today, my guest and I are going to discuss how you can demand guaranteed marketing outcomes, why most agencies don't offer them, and how to actually build a marketing strategy that's predictable, scalable, and repeatable. If you've ever felt frustrated by marketing that's hit-or-miss, this is going to be a game-changer for you! About Lori Turner-Wilson: Lori is the founder of RedRover, 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: www.marketingresultsguaranteed.com Email: [email protected]   Gift: www.marketingresultsguaranteed.com/podcast  Stalk me online! LinkTree: https://linktr.ee/conniewhitman

"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: http://www.coreypoiriermedia.com/ Gift: https://thebookofpublicspeaking.com/ Email: [email protected]   Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"The way to develop the best that is in a person is by appreciation and encouragement." – Charles Schwab 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. There is so much information and training on leadership, yet we are losing ground regarding appreciation and encouragement for our employees. Through conversations with colleagues, friends, and my own family, I see this lack of appreciation in different organizations and in various industries.   It's sad, but there is a better way to lead people to achieve their highest productivity levels. So, how do we accomplish this? About Kevin Hancock:  Kevin is the managing owner and Chairman of one of America's oldest family businesses and an award-winning author and nationally recognized public speaker. Hancock Lumber is a ten-time recipient of the 'Best Places to Work in Maine and New Hampshire.  Kevin has three books published: Not For Sale: Finding Center in the Land of Crazy Horse The Seventh Power: One CEO's Journey into the Business of Shared Leadership 48 Whispers from Pine Ridge and the Northern Plains Kevin also partners with the executive coaching firm DoorTwo to provide senior management training programs around shared leadership, dispersed power, and deep employee engagement. Kevin is a frequent visitor to the Pine Ridge Indian Reservation in South Dakota and an advocate for strengthening the voices of all individuals within a company or a community through listening, empowering, and shared leadership.  How to Get in Touch with Kevin Hancock: Website:  https://thebusinessofsharedleadership.com/ Books: https://www.thebusinessofsharedleadership.com/resources/books/ Leadership Program:  https://www.thebusinessofsharedleadership.com/about/workshop/ Stalk me online! LinkTree: https://linktr.ee/conniewhitman   Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

AI Impacts on the Future of Work with Steve Lomas (episode 226)  "Humans are not perfect, and neither is AI. But together, we can create something extraordinary." – Andrew Ng Check Out These Highlights:  Lately, AI has been a big topic everywhere we look, from events and meetings to our offices. So, what does it mean for the future of work and its workers? This is a critical question, as it reveals the skills or understanding you may need to acquire to remain relevant in an ever-changing world filled with automation and AI options.  About Steve Lomas:  Steve is the CEO of The Roster Agency, Nashville's premier provider of fractional creative resources. A Fortune 500 innovator and serial startup founder, he has collaborated with DreamWorks, EA Games, Philips, and ABC. As a talent acquisition consultant for lynda.com (now LinkedIn Learning), he honed his ability to identify top talent—insight he now brings to The Roster. Passionate about the freelance economy, Lomas connects professionals with leading brands, driving innovation and excellence. How to Get in Touch with Steve Lomas: Email: [email protected] Website: https://www.theroster.agency/ Podcast Episode from 4/2/25:  https://podcasts.apple.com/us/podcast/changing-the-sales-game/id1543243616?i=1000701894929 Stalk me online! LinkTree: https://linktr.ee/conniewhitman   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.

"Hiring the wrong people is the fastest way to undermine a sustainable business." ― Kevin J. Donaldson Check Out These Highlights:  As a business owner, I know it's impossible to get everything done independently. I need a team to help my business continue to grow. Who I choose to work with isn't something I take lightly because they will either support or undermine my business goals and objectives. During today's show, my guest will reveal how businesses can create self-sustaining companies with engaged, loyal employees. From hiring strategies to retention secrets, he will share practical insights on culture-building that lead to business success and personal freedom. About Ken Rusk:  Ken is a bestselling author, entrepreneur, and workplace culture expert who built Rusk Industries into a nine-figure company. With 40 years of experience, he helps entrepreneurs reduce turnover, increase loyalty, and create self-managed teams. His book, Blue-Collar Cash, became a Wall Street Journal bestseller, and his insights have been featured in Forbes, Fox Business, and USA Today. Ken's mission is to help business owners build thriving teams and gain freedom in their personal lives. How to Get in Touch with Ken Rusk:  Email: [email protected] Website: https://www.KenRusk.com Life Design Package Link: https://courses.kenrusk.com/ Use Discount Code: 30OFF Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"I never lose. I either win or learn." – Nelson Mandela Check Out These Highlights:  I believe that we never truly lose if we learn something from a loss, whether it's not meeting a goal or a negative experience. We need to trust ourselves, which isn't always easy. One of the problems today is that decision fatigue and strategy overload keep high achievers stuck and cause them to question themselves. You used to be motivated and successful, but now you feel stalled—like no matter how many strategies you try, you can't seem to get over this hump. About Dawn Ledet: Daen is a seasoned life and business coach, host of The Self Trust Solution Podcast, and author of Master Your Inner Dialogue. As the creator of The Self Trust Lab, home of the proven 3E Success Method, Dawn helps individuals cultivate self-trust to set and achieve their most meaningful goals. With over 20 years of leadership experience and more than 6,000 coaching sessions, Dawn has guided countless individuals in breaking free from self-doubt, procrastination, and perfectionism. Her work emphasizes transforming self-talk, overcoming obstacles, and building a mindset of achievement that fosters personal and professional success.  How to Get in Touch with Dawn Ledet: Email: [email protected] Website: http://www.theselftrustcoach.com/ Free Gift: https://www.theselftrustcoach.com/assessments/2148479238 Previous Show: https://podcasts.apple.com/us/podcast/changing-the-sales-game/id1543243616?i=1000702780215 Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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 explore new sales and business topics or address problems you may have in your business.

"The human brain is wired to remember stories." - Unknown Check Out These Highlights:  If you're tired of feeling salesy or pushy, this episode is for you. Join us as we explore how storytelling can transform your sales approach from transactional to truly transformational. My guest shares why stories are the most powerful tool in your sales toolkit, what kinds of stories drive connection and conversion, and the must-have stories every business owner and salesperson should keep in their Core Story Hub. Whether posting or on a sales call, these story strategies will help you stay rooted in the message or service you provide to your ideal client and help you show up with confidence and clarity.  About Toby Myles: Toby is a story coach and strategic copywriter who helps her clients find the beauty in their stories and use them to build deep connections and trust in their marketing. Through her workshops, private story coaching, and signature Core Storyhub Framework, she helps entrepreneurs bring their voices to life, enabling them to confidently speak and sell. How to Get in Touch with Toby Myles: Email: [email protected] Website: https://www.tobymyles.com Free Gift:  https://chipper-creator-2128.kit.com/56150443a6   Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"I believe that wherever there is mastery, coaching is occurring, and whenever coaching is done, mastery will be the outcome." – Andrea Lee Check Out These Highlights:  Part of the deal for clients that hire me is that there has to be a coaching component after we train the employees. Suppose the organization has a coaching program, great. If not, I can share my program to help and support the change in behaviors the organization seeks, get the new behaviors and habits to stick, and ultimately grow sales because changing behaviors will always drive the numbers or results. Yet, I have found that most leaders—80%—feel that coaching is too hard, they are unsure how to do it, and they feel it's too time-consuming. The reality is that without coaching, we are wasting so much time, energy, and revenue growth. Showing up for your clients is not about grand gestures. It's about consistency, persistence, and respect in all your follow-ups, conversations, and outreach. There must be monthly detailed coaching to create this consistency and focus. About Connie Whitman: Connie Whitman is known for her energetic, passionate, heart-centered, and enthusiastic approach to sales, teaching, and coaching. She 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 revenue streams through improved communication skills.  She is thrilled to share inspiring content on her international podcasts "Changing the Sales Game" and "Enlightenment of Change."  Stalk me online! LinkTree: https://linktr.ee/conniewhitman Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

"There are no shortcuts to success. You have to believe in yourself and never give up." – Neha Dhupia Check Out These Highlights:  Trusting in ourselves isn't always easy. The problem today is that decision fatigue and strategy overload keep high achievers stuck. You used to be motivated and successful, but now you feel stalled—like no matter how many strategies you try, you can't seem to get over this hump. My guest and I will discuss 3 Self-Trust Solution tips today for breaking free from this cycle and moving forward!  About Dawn Ledet: Dawn is a seasoned life and business coach, host of The Self Trust Solution Podcast, and author of Master Your Inner Dialogue. As the creator of The Self Trust Lab, home of the proven 3E Success Method, Dawn helps individuals cultivate self-trust to set and achieve their most meaningful goals. With over 20 years of leadership experience and over 6,000 coaching sessions, Dawn has guided countless individuals to break free from self-doubt, procrastination, and perfectionism. Her work emphasizes transforming self-talk, overcoming obstacles, and building a mindset of achievement that fosters personal and professional success.  How to Get in Touch With Dawn Ledet: Email: [email protected] Website:   http://www.theselftrustcoach.com/ Free Gift:  https://www.theselftrustcoach.com/a/2148063176/moAgFopF Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.

"Opportunities don't happen. You create them." – Chris Grosser Check Out These Highlights: The workforce has changed forever. Employees want flexibility, businesses need agility, and the traditional 9-to-5 model is giving way to a smarter, more dynamic approach. So, how do we navigate the evolving freelance economy and help businesses harness the power of fractional resources? Today, we will explore why the old employer-employee loyalty contract is fading, how companies can strategically integrate freelance and fractional talent, and the best practices for managing a hybrid workforce. Whether you're struggling with hiring, looking for ways to future-proof your business, or just curious about where the workforce is headed, today's show will offer practical insights, actionable strategies, and a fresh perspective on how to make the most of the new world of work. About Steve Lomas:  Steve is the CEO of The Roster Agency, Nashville's premier provider of fractional creative resources. A Fortune 500 innovator and serial startup founder, he has collaborated with DreamWorks, EA Games, Philips, and ABC. As a talent acquisition consultant for lynda.com (now LinkedIn Learning), he honed his ability to identify top talent—insight he now brings to The Roster. Passionate about the freelance economy, Lomas connects professionals with leading brands, driving innovation and excellence. How to Get In Touch with Steve Lomas: Email: [email protected] Website: https://www.theroster.agency/  Stalk me online! LinkTree: https://linktr.ee/conniewhitman 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.