Podcast
Changing The Sales Game
Hosted by Connie Whitman · EN
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.
23episodes
Episodes
Newest firstAll episodes
[ENCORE] Become the Go-To Expert of your industry with Corey Poirier (Episode 228)
1w ago00:46:40Tap to summarize"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: corey@blutalks.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 to Connie dive into new sales and business topics or problems you may have in your business.
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Salesperson Value: Leveraging the Equation Really Matters with Lynn Hidy
2w ago00:34:08Tap to summarizeIn today's episode, you'll discover: 1. What is the salesperson value calculator, and where did the idea come from? 2. What does my guest mean by the PIA factor, and what happens if you ignore it? 3. What's the Can't, Won't, Don't Know How model, and where does it come in? To support these three takeaways, I chose a quote from Mark Hunter: "It's not about having the right opportunities. It's about handling the opportunities right." About Lynn Hidy: Lynn Hidy is the founder of UpYourTeleSales.com known for her clarity, candor, and actionable strategies. With decades in the trenches, she helps sales leaders ditch the chaos and build confident, high-performing sales teams who sell virtually and get results without losing their minds (or their humor). How to Get in Touch with Lynn Hidy: Website: https://upyourtelesales.com/ Email: lynn@upyourtelesales.com Gift: https://masteringinsidesalesleadership.com/ Amazon: https://www.amazon.com/Mastering-Inside-Sales-Leadership-Done-ebook/dp/B0GDZBQ6MH 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.
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Traditional Sales and Negotiation Training Is Already Obsolete with Derrick Chevalier (Episode 265)
3w ago00:39:22Tap to summarizeIn today's episode, you'll discover: 1. That negotiation is no longer just persuasion — it's people management. 2. How AI, information overload, and constant digital distraction have fundamentally changed the way negotiation and influence work today 3. Why traditional negotiation models often fail in complex modern sales environments?" About Derrick Chevalier: Derrick Chevalier, who is a protege of negotiation pioneer Chester Karrass. Derrick spent 15 years delivering the Karrass Effective Negotiating Seminar worldwide before embarking on the journey to develop the most significant advancement in negotiation theory in decades: CNSUF®. He is the author of four books, including EVOLVE OR BE SLAUGHTERED: Negotiation For The 21st Century. Additionally, Derrick is a Harvard-certified mediator and negotiation consultant who has worked with clients worldwide across numerous industries and sectors. How to Get in Touch with Derrick Chevalier: Website: h-c.com Email: info@h-c.com 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.
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Get On LinkedIn to Get Off LinkedIn That Drives Revenue with Natasha Walstra (Episode 264)
May 1200:37:11Tap to summarizeIn 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: natasha@nearpointstrategies.com 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.
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How The Right Words Turn Expertise into a Sales Pipeline with Sarra Richmond (Episode 263)
May 400:41:08Tap to summarizeIn 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: sarra@theghost.rocks 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.
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How AI + SEO Create Predictable Revenue with Matt Diamante (Episode 262)
Apr 2700:41:47Tap to summarizeIn 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.
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Performance Over Presentation with Carmen Sederino (Episode 261)
Apr 2000:42:57Tap to summarizeIn 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: carmen@illuminatedstory.com.au 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.
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Journey First Selling: Account-Based Value Propositions That Speak to Every Decision-Maker with Brent Keltner (Episode 260)
Apr 1300:38:35Tap to summarizeIn 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: partner@winalytics.com 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.
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Sales Leaders Win by Scaling Teams, Conversations, and Results with Erich Hugunin (Episode 259)
Apr 600:42:47Tap to summarizeIn 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: erich.hugunin@ringover.com 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.
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The Future Of Negotiation Is NOW with Derrick Chevalier (Episode 258)
Mar 3000:41:42Tap to summarizeIn 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: info@h-c.com 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.
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