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.
32episodes
Episodes
Newest firstAll episodes
Turning Warm Introductions Into New Business with Joe Mindak (Episode 256)
Mar 1600:38:03Tap to summarize"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: joe@nolodex.com 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.
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Selling From Your Strengths with April Palmer (Episode 255)
Mar 900:40:52Tap to summarize"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: april@unmba.io 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.
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AI Helps Sales Teams Build Deeper Client Relationships with John Munsell (Episode 254)
Mar 300:38:42Tap to summarize"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.
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How Top Sellers Lead Their Buyers with Whitney Faires (Episode 253)
Feb 2400:34:58Tap to summarize"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: whitney@whitneyfaires.com 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.
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What Nobody Tells You About Scaling a Business with Shane Barker (Episode 252)
Feb 1700:39:49Tap to summarize"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: shane@tracefuse.ai 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.
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ENCORE: Love in Business and Sales with Connie Whitman (Episode 232)
Feb 1000:16:36Tap to summarize"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: connie@changingthesalesgame.com Free Gift: https://changingthesalesgame.com/communication-style-assessment/
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ENCORE: Rachel Cossar – Using AI to Uncover Body Language Blind Spots (Episode 137)
Feb 300:38:43Tap to summarizeConnie'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: rachel@virtualsapiens.co 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.
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ENCORE: Your Value Statement to Generate Sales Quickly and Easily with Connie Whitman (episode 194)
Jan 2700:15:23Tap to summarize"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.
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Trust-Driven Lead Generation with Lori Turner-Wilson (Episode 251)
Jan 2000:39:30Tap to summarize"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: lori@redrovercompany.com 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.
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Practical AI for Relationship-Driven Sales with Nikki Barua (Episode 250)
Jan 1300:45:20Tap to summarize"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.
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