Changing The Sales Game

Connie Whitman
  • 5.0 (64)
  • MARKETING
  • UPDATED BIWEEKLY

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.

  1. Journey First Selling: Account-Based Value Propositions That Speak to Every Decision-Maker with Brent Keltner (Episode 260)

    5D AGO

    Journey First Selling: Account-Based Value Propositions That Speak to Every Decision-Maker with Brent Keltner (Episode 260)

    In today's episode, you'll discover: 1.     What is a buying committee, and why is it so important in B2B sales today? 2.     What is an account-based value proposition, in simple terms? 3.     What is the biggest mistake your sales team may be making when selling to large accounts? To support these three takeaways, I chose a quote from Gemma Davies: "When you're trying to create change, you also need to change the mindset of the organizations you work with because they're used to doing things their way." About Brent Keltner, Ph.D: Brent is President of Winalytics LLC and creator of the Journey First Growth methodology. He helps B2B marketing and sales teams align around the buyer journey to accelerate revenue growth across industries, including SaaS, Education, and Healthcare. How to Get in Touch with Brent Keltner: Website: 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.

    39 min
  2. Sales Leaders Win by Scaling Teams, Conversations, and Results with Erich Hugunin (Episode 259)

    APR 6

    Sales Leaders Win by Scaling Teams, Conversations, and Results with Erich Hugunin (Episode 259)

    In today's episode, you'll discover: 1.     How modern sales leaders can build high-performing teams, leverage communication data, and create scalable systems that drive consistent revenue growth. 2.     By coaching your reps on optimizing conversations with AI-driven insights, you will learn practical strategies to help your organization thrive in a competitive market. 3.     How companies can scale their sales efforts without losing personalization. To support these three takeaways, I chose a quote from Barney Brown:  "We're using this term artificial intelligence, but in the role of selling and in our relationships, nothing about that relationship should be artificial. It should be genuine. So how we're thinking about it is how do we use generative AI to help our account teams become more effective and productive, so they can double down on their interpersonal and relationship skills." About Erich Hugunin: Erich Hugunin is the VP of Sales at Ringover, where he leads a high-performing sales team focused on driving growth through modern communication solutions. With extensive experience in scaling sales organizations, Erich specializes in leveraging data, technology, and coaching to improve performance and customer engagement. He is passionate about helping sales leaders adapt to today's evolving landscape and build teams that consistently exceed targets. How to Get in Touch with Erich Hugunin: Website: 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.

    43 min
  3. The Future Of Negotiation Is NOW with Derrick Chevalier (Episode 258)

    MAR 30

    The Future Of Negotiation Is NOW with Derrick Chevalier (Episode 258)

    In today's episode, you'll discover: 1.     Why never splitting the difference is a dumb idea and may be costing you revenue? 2.     How negotiation and sales training have changed over the past fifty years, and what you need to do differently to close more deals effortlessly? 3.     The biggest negotiation mistakes you may be making that you aren't aware of. To support these three takeaways, I chose a quote from Nelson Mandela:  "Our experience has taught us that with goodwill, a negotiated solution can be found for even the most profound problems." About Derrick Chevalier: Derrick is a protege of negotiation pioneer Chester Karrass. Derrick spent 15 years delivering the Karrass Effective Negotiating Seminar worldwide before embarking on the journey to develop the most significant advancement in negotiation theory in decades: CNSUF®. He is the author of four books, including EVOLVE OR BE SLAUGHTERED: Negotiation for the 21st Century. Additionally, Derrick is a Harvard-certified mediator and negotiation consultant who has worked with clients worldwide across numerous industries and sectors. How to Get in Touch with Derrick Chevalier: Website:   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.

    42 min

  4. MAR 23

    AI Usage for Sales Skill Development with Artem Koren (Episode 257)

    "Personal branding is going to be exponentially more important moving forward. People aren't going to know who to trust. Is the information from ChatGPT real? They trust people. If you build your brand and become a trusted brand, it will all meld together." – John Barrows Check Out These Highlights:  Who we are doesn't change because AI has entered the playing field.  It helps us prioritize our time so we use it wisely to generate REAL results, which can only happen by building lifetime relationships based on trust. When I started my career 42 years ago, we had no internet, and computers were pretty lame, used only for order-taking. Change is good when we leverage it to save time and deliver better results.  Now more than ever, salespeople need to do numerous things correctly, including being well-versed in AI use throughout their entire sales process to save time and earn more money by doing what we do best – engaging with the client and building trust by proposing the perfect solutions.  About Artem Koren: Artem is the Co-founder and Chief Product Officer of Sembly AI, a leading platform that transforms conversations into actionable intelligence for teams. With a background in systems engineering, product leadership, and enterprise consulting, Artem specializes in building AI that enhances how people work—not replaces them. He's passionate about human-centered AI, meeting intelligence, and the future of collaborative workflows. How to get In Touch with Artem Koren: Website:   https://www.sembly.ai/ Email:  artem@sembly.ai 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.

    45 min
  5. Turning Warm Introductions Into New Business with Joe Mindak (Episode 256)

    MAR 16

    Turning Warm Introductions Into New Business with Joe Mindak (Episode 256)

    "Don't celebrate closing a sale, celebrate opening a relationship." — Patricia Fripp Check Out These Highlights: I chose this quote because the last step in my sales framework is not to close the sale but to open the relationship – Clearly Patricia Fripp gets me! Also, feel the difference between closing and opening. I choose to open all day, every day. I see sales leaders talk about building relationships in sales, yet most of the time, I don't see them provide tangible behaviors to actually build relationships that create client advocates.    About Joe Mindak: Joe Mindak is the Co-founder and "Connector in Chief" at Nolodex and the founder of The Connective, a community built around relationship-led growth. He helps business owners and sales professionals turn warm introductions into consistent, measurable outcomes without gimmicks or sleazy tactics. Joe's framework blends heart-centered sales with simple systems for follow-through, tracking, and accountability. He is the best-selling author of Connectors Get Paid: Build a Referral Network That Pays, which was released last fall. How to Get in Touch with Joe Mindak: Website:   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.

    38 min
  6. Selling From Your Strengths with April Palmer (Episode 255)

    MAR 9

    Selling From Your Strengths with April Palmer (Episode 255)

    "To be yourself in a world that is constantly trying to make you something else is the greatest accomplishment." – Ralph Waldo Emerson Check Out These Highlights:  Over the past four decades, the one constant that has worked well for me and made my sales results easy is anchoring my strategy in who I naturally am, not in what old-school sales trainers told me to be.  We'll explore how salespeople, leaders, and business owners can leverage their strengths, stories, and values to drive revenue, build trust, and create meaningful relationships. We want you to walk away with actionable steps you can implement immediately to grow your business or sales results without burnout, awkwardness, or pressure tactics. About April Palmer:  April is a sales strategist and educator who helps founders and teams grow revenue by leveraging their natural strengths rather than outdated hustle tactics. Through human-centered frameworks, design thinking, and a touch of joyful chaos, she makes even the most intimidating sales challenges feel simple and doable. Her work empowers leaders to sell with confidence, clarity, and authenticity, creating sustainable success without burnout. How to Get in Touch with April Palmer: Website:  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.

    41 min
  7. AI Helps Sales Teams Build Deeper Client Relationships with John Munsell (Episode 254)

    MAR 3

    AI Helps Sales Teams Build Deeper Client Relationships with John Munsell (Episode 254)

    "The next evolution of partnerships isn't about headcount—it's about using AI to scale your best people, content, and insights into micro-moments that drive real customer impact." — Barrett King Check Out These Highlights: I see this all the time - Sales professionals worry that AI will make selling feel transactional and robotic, but the opposite is true when used strategically. Using Scalable Prompt Engineering®, sales teams can automate the administrative burden—CRM updates, follow-up sequences, prospect research—freeing them to spend more time on what actually closes deals: genuine human connection. Today, my guest will reveal how top-performing sales teams use AI to remember client details at scale, personalize outreach without losing authenticity, and anticipate client needs before they're articulated. You will discover how to use AI as a relationship amplifier, not a replacement for the trust-building conversations that create loyal clients. About John Munsell: John Munsell, the CEO of Bizzuka and the author of INGRAIN AI. He is a recognized voice in the AI space, having guided hundreds of business leaders in AI adoption since 2022. How to Get in Touch with John Munsell: Website:   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.

    39 min
  8. How Top Sellers Lead Their Buyers with Whitney Faires (Episode 253)

    FEB 24

    How Top Sellers Lead Their Buyers with Whitney Faires (Episode 253)

    "A good sales methodology isn't about scripts—it's about teaching repeatable A-player behaviors in a way that reps can personalize and internalize. That's how you turn process into performance." — Paul Butterfield Check Out These Highlights: In my experience, when sales results stall, many leaders default to pressure. But in complex, high-stakes deals, pressure erodes trust and weakens influence. My guest is going to break down how top-performing sellers operate as leaders, not closers—building strategic connections, creating urgency without force, and guiding buyers through moments of uncertainty. This conversation offers a practical framework for strengthening accountability, resilience, and trust so sales teams perform consistently without burning relationships. About Whitney Faires: Whitney Faires is an executive coach, keynote speaker, and former Fortune 500 leader with 20 years of experience in healthcare and sales leadership. She scaled a two-billion-dollar international finance portfolio at Intuitive Surgical and now helps leaders build resilient, high-performing teams. Whitney is known for translating real-world leadership pressure into practical tools that drive accountability, trust, and sustainable performance. How to Get in Touch with Whitney Faires: Website:  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.

    35 min
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5
out of 5
64 Ratings

About

Beyond the bottom line. Creating true success in sales is creating real solutions for your clients. Product knowledge is great but relationships, and understanding your client's goals will help you stand out from the crowd. You'll be able to anticipate their future needs and troubleshoot a 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.

Information

  • Creator
    Connie Whitman
  • Years Active
    2020 - 2026
  • Episodes
    259
  • Rating
    Clean
  • Copyright
    ©2020
  • Show Website
    Changing The Sales Game