Changing The Sales Game

“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.

“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: sl@theroster.agency 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: kelsey@visionb2bview.co 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: dawn@theselftrustcoach.com 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: toby@tobymylescopywriting.com 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: dawn@theselftrustcoach.com 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: sl@theroster.agency 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.

A Leaders Guide to Address Common Challenges with Israel Duran (episode 219) “If you can't explain it simply, you don't understand it well enough.” – Albert Einstein Check Out These Highlights: I speak for a living. Whether in front of an audience or a team of employees at one of my banks. If I can't take complex ideas, thoughts, or circumstances and make them easy to understand, I will not generate a return on investment for my clients. Another key skill for leaders is using their voice with purpose, focusing on communication that genuinely serves and uplifts others. By embracing this approach, leaders can address common challenges like inspiring their teams, building trust, and fostering a culture of collaboration and growth. About Israel Duran: Israel is a sought-after business growth partner, speaker, and trainer who empowers purpose-driven leaders and corporate organizations to build profitable, impactful ventures grounded in servant leadership. With expertise in business, finance, and the art of meaningful communication, Israel has inspired thousands of entrepreneurs and corporate teams worldwide. He aims to help leaders leverage their skills and knowledge to create sustainable businesses that drive positive change while staying true to their core values. How to Get In Touch with Israel Duran: Email: service@israeldduran.com Website:   https://israelduran.com/ Free Gift:  https://www.instagram.com/israelduranassociates/ 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.

“You don't have to see the whole staircase, just the first step.” – Dr. Martin Luther King, Jr. Check Out These Highlights: Why do some days feel easier to get things done than others? I am sometimes clear about the next step and sometimes not. The reality is that to stop procrastination in its tracks and keep moving forward, we cannot always see the entire staircase. The next step is to keep moving forward and maintain that perspective of getting it done one step at a time. About Robin J. Emdon: Robin is an accountability coach, online marketer, and author of GetResultsology®—The Science of Getting Stuff Done!.  With a background in life coaching and a degree in psychology, philosophy, and history, Robin specializes in helping business owners and solopreneurs defeat procrastination and boost productivity. His unique system, GetResultsology®, offers science-backed strategies to transform habits and achieve success. Based in South Devon, England, Robin continues to coach clients worldwide. How To Get In Touch with Robin J. Emdon: Email: robin@getresultsology.com Website: http:// getresultsology.com Free Gift:  http://reallyusefultips.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 post every week—listen to Connie dive into new sales and business topics or problems you may have in your business.

“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.” – Seth Godin Check Out These Highlights:  Sales and marketing are married. You can't have one without the other. Personal branding, messaging & marketing will help you make the sale before the sales call starts.  Think that you are building the know, like, and trust factor every time you send a marketing message or meet someone live at a networking event.  Your message must be clear so that you can find your ideal client and stop wasting valuable time chasing the wrong lead. About Jason Moss:  Jason is a multi-six-figure business coach who helps online business owners generate leads and clients consistently. Starting his coaching business in 2016 with just $4,728 in sales, Jason scaled to $500,000+ per year through proven strategies and ethical marketing. He's built a thriving community of over 1,000 clients worldwide and is passionate about empowering others to grow their businesses in a way that works and feels good.  Jason lives in Boulder, Colorado, with his partner, Kimberly. How to Get In Touch with Jason Moss: Email: jason@jasonmoss.com Website:   http://jasonmoss.com/ Free Gift:  https://go.jasonmoss.com/messaging-cheatsheet?Source=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, and you can listen to Connie dive into new sales and business topics or problems your business may have.  

“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.” William Clement Stone Check Out These Highlights:  If used correctly, AI can be a great time saver and resource for salespeople. Sales automation is no longer a wish; it's necessary to remain a highly successful and productive salesperson.  Our mindset can help or hinder our success, too. So, we must find a blend of automation resources that allow us to accomplish more in less time while minding our brains to remain focused and diligent.  About Bill Rice:  Bill is a seasoned entrepreneur and marketing expert with over 20 years of experience in lead generation, digital marketing, and business growth. His journey began in counterespionage as an Air Force Officer before transitioning into the business world, where he has successfully built and sold multiple companies. How to Get In Touch with Bill Rice: Email: bill@billrice.com Website:   https://billricestrategy.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.

“It is the long history of humankind (and animal kind, too) that those who learned to collaborate and improvise most effectively have prevailed.” – Charles Darwin YouTube: Check Out These Highlights:   Humans seek connection and community, yet we also desire independence. Neither is good or bad; we need both. Being independent doesn't mean we shouldn't seek others' advice, help, or expertise because we can't do it alone.   Having different perspectives allows us to learn and grow and minimize blind spots. We can leverage the strength of others to protect us from our areas of growth or potential. About Amanda Banks:  Amanda is an Entrepreneur, TEDx Speaker, Host, and organizer, Former High-Level Competitive Athlete, Media Show Host, 2023 Nashville Emerging Leaders Award Finalist in the education Category, Consultant, and Business Leader. Her company, Create and Innovate Solutions, LLC, helps individuals and companies build authentic influence through platforms, events, and relationships. She has a strong sales, marketing, brand development, healthcare, and technology track record. She's passionate about her family and friends, as well as personal growth and development. She believes every conversation is an opportunity to make a positive impact in the lives of others. She serves the community on the Nashville Sports Council - Women in Sports Committee and is a Mentor for Vanderbilt's "The Wond'ry". How to Get In Touch with Amanda Banks: Email: amanda@createandinnovatesolutions.com Website:   http://www.amanda-banks.com/ Free Gift:  https://www.amanda-banks.com/offers/YLhjwbZy 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.

“Speech is power: speech is to persuade, to convert, to compel.”-Ralph Waldo Emerson YouTube: Check Out These Highlights:  This quote embodies sales. If we can dial in and develop our speeches and presentations, we can easily and authentically persuade without manipulation, convert because your solution is the correct fit, and compel because the person has been waiting to buy from you. Unfortunately, many of us speak AT the prospect or client and try to persuade using manipulation, so we don't convert the sale. About Leslie Fiorenzo: After failing to win the top prize in a speech contest early in her career, Leslie began her journey toward excellence in public speaking. Her unique approach comes from over 30 years in corporate environments using the skills she now teaches.  Leslie is the author of “Twenty-One Lessons to Master the Difficult Conversation” and “Find Your Voice: Conquer Your Fear & Share Your Story with Confidence” are available on Amazon. How to Get In Touch with Leslie Fiorenzo: Email: leslie@lesliefiorenzo.com Website:   lesliefiorenzo.com/ Free Gift: https://lesliefiorenzo.com/fsbebook-4813-6913 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.

"Nothing is perfect. Life is messy. Relationships are complex. Outcomes are uncertain. People are irrational." ― Hugh Mackay YouTube: Check Out These Highlights:  This quote is on point. There is no such thing as perfection; yes, life is messy. Yet, I feel like humans look for the easy, the quick fix, the magic pill. We are all here to inspire and create change in our lives and communities. This may be why leadership in organizations and businesses is messy and challenging. We are all human and have filters through which we see our version of the world.  Does that mean your colleague, boss, or family member is always right or wrong in all situations? Of course not. Understanding and being curious about why people do and say what they do can be life-changing at work and home.  About Dr. L. Carol Scott: Carol is a TEDx speaker, bestselling author, and coach who transforms success by enhancing social and emotional intelligence. With expertise in child development and trauma-sensitive tools, she reveals how relationships shape personal and professional growth. Dr. Scott's engaging approach blends research, neuroscience, and decades of experience to empower individuals to build better connections and confidently lead. How to Get In Touch with Dr. L. Carol Scott: Email: carol@lcarolscott.com Website:   www.lcarolscott.com Free Gift: Email Carol for her Booket—Become Your Sassy Self Free Quick Coach Link:  https://calendly.com/drcarol-sass/sassy-quick-coach 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, and you can listen to Connie discuss new sales and business topics or problems you may have in your business.

“The sale most often goes to the most interested party.” – Steve Chandler. Being interested and curious about what our clients need today and in the future is critical to our sales success.  So, how do we show that we care, are curious, and are interested in helping our ideal client?  One way is to use resources available to us to spotlight our genius, experience, and level of care.  One resource that I see either underused or not used correctly is LinkedIn.    It's a powerful resource; too many people use it, and it comes across as icky and pushy.     YouTube: https://youtu.be/TX4xpAnxyCQ   About Indrek Põldvee: Indrek is recognized as an Estonian LinkedIn guru with a wealth of experience in sales, marketing, and coaching. His journey and expertise are not just limited to his success but also include transforming businesses through LinkedIn strategies.    How to Get In Touch with Indrek Põldvee: Email:  indrek@b2bgrowth.eu Website: http://b2bgrowth.eu/ LinkedIn profile for a quick overview: https://www.linkedin.com/in/indrek-poldvee-sales-marketing-coach/   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.  

“Great things are done by a series of small things done together” – Vincent van Gogh. In other words, we must create a system of small tasks and habits and string them together to achieve sustainable results quickly.    What sales system do you use, if you have one at all? I just had a conversation with someone about sales from a mindset perspective.  No judgment: salespeople face an inner game, and our mindset or inner dialog can be a catalyst or a log jam for sales success.   So, in addition to mindset, all salespeople need to create a tangible, duplicatable sales system that can be taught and repeated so we can better predict sales results, our return on time, and money spent on sales activities.   YouTube: https://youtu.be/Ta5GG4o1apk   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 25+ 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.”   How to Get In Touch with Connie Whitman: Email:  connie@changingthesalesgame.com Website:  https://changingthesalesgame.com Communication Style Assessment (CSA)™:  https://changingthesalesgame.com/communication-style-assessment/   Stalk me online! LinkTree: https://linktr.ee/conniewhitman   Subscribe to the Enlightenment of Change 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.  

"Most people do not listen with the intent to understand; they listen with the intent to reply." — Stephen R. Covey. Omg, I love this quote.  I see it frequently, where people take turns talking at each other, not with each other.  UGH, it makes me crazy.  In my sales process, step 4 is Active listening.  I gave it its own step because listening is the heart and soul of being good at sales.  In my model, I believe we should be listening 70% of the time, so a 70/30 split.     Today, I'm so excited to explore the potent impact of language in sales and business as my guest, and I dive into how the words you choose can build trust, foster connection, or completely derail your conversations. Learn how to communicate with clarity, confidence, and authenticity to drive better results.   YouTube: https://youtu.be/kMhPuQhxNao   About Liz Wendling: Liz is the founder of The Sales Clinic and Purposed-Powered Selling. Liz is driven by the mantra: It's not WHAT you sell; it's HOW you sell that matters. Liz understands the sales challenges professionals face when selling in today's competitive environment.  She shows them how to make a profound difference in their sales approach, language, and process.   How to Get In Touch with Liz Wendling: Email: liz@lizwendling.com Website:   http://www.lizwendling.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 discuss any 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. Today, I am excited for my guest and me to discuss how AI-powered commercial intelligence can transform sales by providing actionable insights that enhance conversions and boost customer retention. We will explore practical strategies for leveraging AI to optimize the sales pipeline, personalize customer engagement, and make data-driven decisions that elevate revenue and streamline sales operations. You will see how AI can be a game-changer for sustainable sales growth and a competitive advantage in today's market.   YouTube: https://youtu.be/h6OFdg9VwxQ   About David DeWolf: David is the founder and CEO of Knownwell, specializing in AI-powered commercial intelligence solutions. With over 16 years of leadership at 3Pillar Global, David grew the company to more than 2,000 workers and made the Inc. 5000 list ten times. He now leads Knownwell, where he empowers businesses to harness AI for smarter decision-making, optimized sales strategies, and sustainable growth, transforming how organizations operate in today's competitive landscape.   How to Get In Touch with  David DeWolf: Email: mailto:knownwell@knownwell.com Website:   https://knownwell.com/ Free Gift - 3 months free: Knownwell.com/demo     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.

“Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time.” - Thomas Edison. This quote translates to the need for a consistent follow-up process.  My follow-up process is the last step in my 7-Step Easy Sales process.  I call it CPR follow-up, which means consistent, persistent, and respectful follow-up.  Notice the last word, respect, in my CPR Follow-up. You'll need to determine what respectful follow-up looks like for you and your industry.  Not having a process is the kiss of death! When I teach, I always say, “Follow-up, follow-up, follow-up - did I say follow-up?   Youtube: https://youtu.be/V4Yl-D05rJU     Doug C. Brown, CEO of CEO Sales Strategies, is a Sales Revenue and Profit Growth Expert. He created the Reliable, Predictable, Measurable Math-Based Model for Sales Revenue Growth, helping companies, business owners, and business consultants dramatically increase sales. He has raised close rates by 157%, boosted sales by 4150% for Tony Robbins and Chet Holmes, and generated over $900 million in sales. His latest venture, Vibitno, enhances follow-up efficiency to prevent lost sales.   How to Get In Touch with Doug Brown: Email: doug@ceosalesstrategies.com Website:   https://ceosalesstrategies.com/ Free Gift: https://ceosalesstrategies.com/checklist Software:  http://vibitno.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 post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

“This is not hard sell-it's heart sell.  Good questions get to the heart of the problem or the need very quickly, and the buyer doesn't feel like he or she is being pushed” – Jeffrey Gitomer. Selling from the heart and building long-term relationships were intuitive for me and helped me quickly stand out from my peers in the financial industry. By creating a solid foundation and reputation, I could generate ongoing referrals, and my close ratio was off the charts because I was a trusted resource before I met the referred client.    It's simple, yet many people who need to engage and sell as part of their responsibilities still consider sales icky and sleazy. My motto is: If you are not selling from love, care, and respect, you need to stop!    YouTube: https://youtu.be/CakpwY1A9xA   About Jackie Joy:  Jackie is a dynamic Leadership Coach and Sales Trainer at Selling From the Heart. With over 25 years of experience in various sales leadership roles, she is passionate about transforming the sales culture into a community of trust, authenticity, and credibility. Jackie's unique approach combines her rich sales experience with her love for psychology and learning, making her an inspiring coach. Her vision is to elevate the sales profession and positively impact society.   How to Get in Touch With Jackie Joy:  Email:  jjoy@sellingfromtheheart.net Website:  http://sellingfromtheheart.net/ Gift:  Sellingfromtheheart.net/Freepass    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.

“The confidence you have going into the sales call will determine the level of profit you have coming out.” – Mark Hunter. Being in sales for many decades, I have had my share of prospecting wows. Sometimes, I didn't feel like prospecting. Getting motivated to make cold calls, follow-up COI calls, and warm prospect calls to meet my revenue goals has not always been easy.    During today's show, my guest and I will unpack the challenge of Sales Call Reluctance and the emotional hesitation to prospect and promote. We'll dive into the top 5 of the 16 types of Call reluctance and discuss the techniques to prospect confidently and consistently. After today's show, you will be inspired to get your “ask” in gear.   About Connie Kadansky: Connie is an expert in combating Sales Call Reluctance. She provides salespeople with cutting-edge strategies to boost prospecting performance. She empowers salespeople to break through mental barriers by utilizing neuroscience and innovative apps, fostering sales success and personal fulfillment. Her insights are sought after in industry publications and have been featured in leading financial media.   Youtube: https://youtu.be/7mS6m6UH1KU   How to Get in Touch With Connie Kadansky: Website:   https://www.exceptionalsales.com/ Email:  connie@exceptionalsales.com Free Gift:  https://www.exceptionalsales.com/services/workshop-training/your-prospecting-ekg-complimentary/   Stalk me online! LinkTree: https://linktr.ee/conniewhitman   Download Free Communication Style Assessment: https://whitmanassoc.com/csa/    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 are contingent upon the attitude of the salesman, not the attitude of the prospect.” – William Clement Stone. Whether you work for a company or own your own business, sales are a key component to the business growing and scaling.  So how can we grow without working 100 hours per week?  Scaling doesn't mean you have to do everything. Automation helps us, as does time management skills. So, what are some strategies for scaling a business?  I'm glad you asked!    YouTube: https://youtu.be/USK9bsNjpp0   About Chad Blackburn:  Chad is a hardcore Bitcoiner and a Director at a national accounting firm. He has extensive experience in business development, but the foundation of his skill stack is technical expertise. He holds an MBA and a Bachelor's in Management Information Systems. Blackburn is active in charitable organizations and is a competitive triathlete. He is married to Hillary with a 4-year-old girl and a 1-year-old boy.   How to Get In Touch with Chad Blackburn: Website http://cbh.com/ Email:   chad@chadblackburn.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 your business may have.

“Social media is about the people. Not about your business. Provide for the people, and the people will provide for you.” – Matt Goulart, Over the past four decades, sales haven't changed much, yet it has changed significantly because of the many social media platforms we have to reach our potential customers easily. LinkedIn is one of the best for my work, but navigating algorithms and fighting through the noise is still challenging. So, how do we gain more traction and reach our ideal client? I'm glad you asked.   YouTube: https://youtu.be/t83G2-3brJA   About Darren Gibb: Darren has been a teacher for over a decade and now teaches coaches and executive coaches to create better content that attracts, repels, and converts. He excels at conversion, teaching a nuanced DM Strategy that helps people navigate the tricky waters of DMs to book more calls and ultimately close more prospects into new clients.   How to Get In Touch With Darren Gibb: Website:  http://www.darrengibb.com/ Email:   darren@darrengibb.com LinkedIn:  http://www.linkedin.com/in/drrengibb     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.

“People buy from people they know, like and trust. At the start of building a relationship with your buyer the only thing you can shoot for is 'Trust'. Building trust has to be very obvious from the very first contact you make with your buyer or you kill any chance of starting a dialogue.”- Michael deGroot. Sales have been my life for over four decades; I have lived by a code where sales for me means selling from love, care, and respect.  In short, it means selling by building trust and earning the client's loyalty.  At the core, it is never about me; it's always about the client and how I can support and help.    Today, my guest and I will discuss several "big ideas" that will help you develop strong, trust-based relationships with your prospects/customers, enabling you to sell more in the long run by selling less.     YouTube: https://youtu.be/7VLfEVq5ifA   About Dr. Jeff D. Standridge: Jeff helps organizations and their leaders generate sustained results in innovation, strategy, profit growth, organizational transformation, and leadership.    Jeff serves as Managing Director for ARConductor.org, as well as for Innovation Junkie (InnovationJunkie.com). He is a co-founder and managing partner of Cadron Capital Partners and teaches at the University of Central Arkansas College of Business.    Dr. Standridge is also a best-selling author of three books, “The Innovator's Field Guide: Accelerators for Entrepreneurs, Innovators & Change Agents,” and “The Top Performer's Field Guide: Catalysts for Leaders, Innovators & All Who Aspire to Be,” and “Creating Startup Junkies: Building Sustainable Venture Ecosystems in Unexpected Places.”   How to Get In Touch with Dr. Jeff D. Standridge: Email:  JeffS@InnovationJunkie.com Website: http://www.innovationjunkie.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 post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

The purpose of business is to create customers who create customers. - Shiv Singh. When I search for the perfect quote for each show, I often reflect on my own sales career. I love it when a quote hits home because I have proven that the idea behind it works.    Today, this quote landed for me because I have lived off referrals and generated so much passive income through the years due to referrals from existing clients or people who have gotten to know me within my network. The key to developing a stream of referrals is to first prove yourself and build the know-like-trust factor!   YouTube: https://youtu.be/NsBtibIQ8i8   About Chris Jennings:  Chris won the Vistage Lifetime Achievement Award. He is an award-winning speaker and bestselling author of Conversations Made Easy and The Client    Retention Matrix. He is personal, energetic, engaged, and rooting for you to succeed.  Chris runs a team of coaches who help individuals and organizations improve their sales performance through coaching, training, consulting, and sometimes serving as a fractional VP of Sales/CRO.   How to Get In Touch with Chris Jennings: Website:  http://chrisjenningsgroup.com/ Email:   CHRIS@CHRISJENNINGSGROUP.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 your business may have.

“It's no longer about interrupting, pitching, and closing. It is about listening, diagnosing, and prescribing.” - Mark Roberge. Lately, I feel like many sales trainers and consultants speak about building deep-rooted, transparent relationships as if this is a new concept in sales.    I remember 40 years ago, when I started my sales career in the financial service industry, there was a lot of pitching and pushing with little interest in the person, family, or organization being sold to. It made me sick to my stomach that this type of bad selling was happening around me.    I still see some of this same behavior, except now buyers can do a ton of research, read reviews, and buy from a place of more confidence due to their research.  So, what's changed in sales today, and how do we close more deals quicker in this transparent world where the customer has researched everything?  I'm glad you asked!   Youtube: https://youtu.be/qMyWwEqmLFQ   About Gail Kasper: Gail is a two-time TEDx speaker, TV host, sales trainer, and author who has worked with leading billion-dollar companies nationwide. She has reached millions by appearing on various morning and new shows nationwide and sharing her strategies.   How to Get In Touch with Gail Kasper: Website:  http://www.gailkasper.com/ Email:   gail@gailkasper.com Free Gift:  https://offer.gailkasper.com/podcast-gift   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.

“Ambition is the path to success. Persistence is the vehicle you arrive in.” – Bill Bradley. Being ambitious and persistent in sales is a critical piece of the puzzle. Today, my guest and I will discuss a process that is easy to understand and, with practice, can become your go-to strategy for meeting and exceeding your goals year after year.     YouTube: https://youtu.be/F0FyeCcRBIA   About Dr. Don Barden:  Don is a classically trained economist globally recognized as an expert in leadership and decision-making. With 30-plus years of corporate leadership and production in the Financial Industry, he has changed the landscape of several US and international firms.   How to Get In Touch with Dr. Don Barden: Website:  https://donbarden.com/ LinkedIn:  https://www.linkedin.com/in/donwbarden/ EOC Show – Here Come the Girls: https://podcasts.apple.com/us/podcast/enlightenment-of-change/id1313299091?i=1000672186143 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.

“Business decision-makers love online video because it gives them the most amount of information in the shortest amount of time.”– Robert Weiss. I think many of you have heard my story about starting my podcast using audio only. Then, one day, my producer shared that she felt I should use video, too. My response was not pretty…lol! I said to her, “You're crazy, and that's never happening.” Well, a few days later, I agreed to start using video.   Why did I agree so quickly? Well, because her reasoning was sound. She shared that the more people saw and heard me and got a vibe of who I am and how I roll, the more apt they would be to follow my podcast. This would quickly build the know-like-trust factor, generating more leads and, ultimately, more sales.     Here's the funny thing: People started to say yes more quickly during sales conversations; they started following me on LinkedIn and other social media, and when I asked how they found me, the answer was always, "I saw you or heard you on my podcast or as a guest on another podcast. "As the old saying goes, a picture is worth a thousand words. So, is video your next step in generating more sales?    YouTube: https://youtu.be/5y1wUwEO-wc     About Dan Bennett:  With over 15 years of experience in the video production industry, Dan Bennett has journeyed from working with Fortune 500 giants like Harley Davidson and Bud Light to founding Video For Entrepreneurs, which helps entrepreneurs and professionals who film themselves. His mission? To level the playing field for smaller businesses, helping them shine on camera just as brightly as the 'big dogs' with hefty budgets.   How to Get In Touch with Dan Bennett: Website:  https://videoforentrepreneurs.com/ Email:  videoforentrepreneurs@gmail.com Gift:  https://vfe.media/101 Links:  Https://DanHasLinks.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 post every week - 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 for the great.” — John D. Rockefeller. The most significant areas where I see salespeople and sales teams drop the ball are at the beginning and end of the sales process.   Step 1 is preparation at the beginning of the sales process. To put this in perspective, when we are doing our external business development efforts, 90% of successful BD is preparation. Yes, 90%. What I see with the teams I work with is that they feel so busy that they forfeit prep time and go out and wing it.   In a recent survey - 82% of decision-makers (prospective clients) feel that the salespeople they deal with must prepare for the sales calls and show up ill-prepared. Interestingly, we cannot afford to show up unprepared and skip the extra work beforehand. When we prepare, the process accelerates, the prospect or client is more likely to say yes, and we feel a surge of confidence. It's like a flow of energy that makes everything seem effortless.    Let me share what I feel should be prepared before any sales conversations or efforts occur.   YouTube (Encore): https://youtu.be/zNLv-fIdAto   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.”    How to Get in Touch with Connie Whitman: Website:  https://changingthesalesgame.com/ Email:  connie@changingthesalesgame.com Communication Style Assessment (CSA)™ Gift: https://www.assess.biz/assessments/assessment_entry.asp?m=1188&a=1177   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. 

“Work the LONG GAME.  You don't want your relationship to last 6-8 months, you want it to last for years.” – Mike Allton. This is a quote called My Name!  We must play the long game, be patient, have the right marketing and sales approach, and truly care about our clients.  If we do it right, the results are incredible.  Building deep, trusting relationships can create a pipeline filled with passive income and referrals.  It's the easiest way to make your sales results.    Your connection to your best customers starts long before you know who they are. My guest and I will discuss her best tactics for building relationships with your following and converting them into happy clients.  It's easier than you think!   YouTube: https://youtu.be/LUE_BNcyIng   About Rebecca Bertoldi:  Rebecca has created countless data-driven strategies for small, local businesses, tech startups, and multi-eight-figure global businesses. She was part of Personal Development Leader Mary Morrissey's marketing team. Her unique experiences help her craft compelling campaigns that connect with her clients' audiences, increasing the brand's outreach and profitability. When she's not creating campaigns, you can find Rebecca at her home in Connecticut with her husband and fur babies.   How to Get In Touch with Rebecca Bertoldi:  Email:  rebecca@rebeccabertoldi.com Website:  https://www.rebeccabertoldi.com/ Gift:  https://rebeccabertoldi.com/algorithms   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.

"I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel." – Maya Angelou. Whenever I hear this quote, I am reminded that marketing is step 1 in making a sale but will not make the dales for you.  To be relevant and top of mind to prospects and clients alike, we must have stellar communication skills and a clear sales process.  Marketing gets the client interested, and the conversation and relationships will help you make the sale more quickly.  Both resources are needed and work together; if you have a clear marketing and sales plan combined, you have a better chance of winning the game and serving your clients well.   YouTube: https://youtu.be/740Gqt2T4bw   About Tiffany Neuman: Tiffany is a visionary branding strategist who helps driven women entrepreneurs make their message into a movement. After 15 years in the corporate world, working with brands like Adidas, Stoli Vodka, and Burt's Bees, she left to establish a revolutionary branding business that stays one step ahead of trends.    Tiffany now works with clients worldwide to help them 10x their sales and shine even brighter as thought leaders. She is a contributor for Entrepreneur and has been featured in Forbes multiple times as a branding expert.   How to Get In Touch with Tiffany Neuman:  Website:  http://yourlegacybrand.com/ Email:  support@yourlegacybrand.com Gift:  https://yourlegacybrand.com/quiz/   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.

 “It's about making connections through the data that you might not have made as a human being. AI has the uncanny ability to tease out things about the consumer you might never think about.” – Ryan Bezenek. I have been intrigued by ChatGPT since I heard about it years ago. I want to continue to grow my understanding of AI and how to use it to develop sales skills within my business.    Today, my guest and I will discuss AI's transformative potential in sales and its ability to streamline sales strategies, provide actionable insights, and foster stronger customer relationships. Additionally, he will share insights on how AI can amplify sales success by identifying and leveraging internal networks for warm introductions, ultimately boosting win rates and accelerating deal closures.    Youtube: https://youtu.be/aHAd5qUGJm0   About Nick Caruso:  With over twenty years in tech startups, he has pioneered the use of AI across sectors like national security, finance, and Fortune 1000 companies. Nick has consistently leveraged AI for efficiency and innovation, from early collaborations with U.S. Intelligence through IQT to streamlining the patent process at the U.S. Patent Office. In 2019, he founded KnowledgeNet.ai to revolutionize organizational data analysis, empowering companies to harness intellectual capital for business growth. As Co-Founder & CRO, Nick showcases AI's role in enhancing sales without overshadowing human connection.    Access his Secret Link: Extended Trial - KnowledgeNet.AI   How to Get In Touch with Nick Caruso: Website:  https://knowledgenet.ai/ Email:  nick.caruso@knowledgenet.ai Linkedin: https://www.linkedin.com/in/ncaruso/ 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.

“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.

“Don't be afraid to give up the good for the great.” — John D. Rockefeller. The most significant areas where I see salespeople and sales teams drop the ball are at the beginning and end of the sales process.   Step 1 is preparation at the beginning of the sales process. To put this in perspective, when we are doing our external business development efforts, 90% of successful BD is preparation. Yes, 90%. What I see with the teams I work with is that they feel so busy that they forfeit prep time and go out and wing it.   In a recent survey - 82% of decision-makers (prospective clients) feel that the salespeople they deal with must prepare for the sales calls and show up ill-prepared. Interestingly, we cannot afford to show up unprepared and skip the extra work beforehand. When we prepare, the process accelerates, the prospect or client is more likely to say yes, and we feel a surge of confidence. It's like a flow of energy that makes everything seem effortless.    Let me share what I feel should be prepared before any sales conversations or efforts occur.   YouTube: https://youtu.be/zNLv-fIdAto   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.”    How to Get in Touch with Connie Whitman: Website:  https://changingthesalesgame.com/ Email:  connie@changingthesalesgame.com Communication Style Assessment (CSA)™ Gift: https://www.assess.biz/assessments/assessment_entry.asp?m=1188&a=1177   Stalk me online! LinkTree: https://linktr.ee/conniewhitman   Subscribe to the Enlightenment of Change 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. 

Connie's motivational quote today is by – Ben Bernanke, "The ultimate purpose of economics, of course, is to understand and promote the enhancement of well-being." When I was in college many years ago, I double majored in Economics and Finance.  Yes, you can call me a dork!  Even though I was unsure of what I wanted to be when I grew up and I knew that finance and economics were two important topics that I needed to understand to support my future business career.  Fast forward 40 years and understanding these two huge topics has served me well.  I am excited about my conversation today, with my guest expert, Hunter Hastings.  We are not going to have a boring conversation about economics. We are going to dive in and discuss a business's brand, the secret of value creation, and economics in business.   YouTube: https://youtu.be/yKcFQ38qyWg   About Hunter Hastings:  Hunter has been a CEO, a CMO, and a partner in management consulting and venture capital. He's been a co-founder of three consulting startups and is currently an Ambassador for the Mises Institute. Born in the UK, educated at Cambridge University.   How to Get in Touch with Hunter Website:  econ4business.com Email:  hunterhastings@icloud.com   Stalk me online! LinkTree: https://linktr.ee/conniewhitman   Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or on YouTube.  New episodes post every week on webtalkradio.net - listen to Connie dive into new sales and business topics or problems you may have in your business.

My motivational quote for today is by – R. Roosevelt Thomas, Jr. “Let's stop believing that our differences make us superior or inferior to one another. A diverse mix of voices leads to better discussions, decisions, and outcomes for everyone.” - R. Roosevelt Thomas, Jr.  I love this quote and find its relevance extremely timely in today's divided world. My opinion is right; yours is wrong, which is an awful approach to communication and collaboration. Diverse thinking creates friction, which is a really good thing! This is where conflict resolution happens, allowing for innovations and combined thinking, which helps us end up in a better place than we started. The reality is that we all have our opinions based on our filters and perspectives, which are actually very limited.  This means that most of life happens in the grey areas where diversity and collaboration can create practical and valuable change.  Yet, many avoid the grey area so that they can be right.   YouTube: https://youtu.be/x1RwkK8flQE   About Eric Allan Eaton: Recently, Eric shared with me that his bank has had four organizations merge into one this past year. Yikes! Eric is a hardworking, honest, determined, and self-motivated individual. One of his missions in life is to leave the world in a better situation than he found it, and he enjoys seeing friends and family rewarded for hard work. He has over 15 years of branch and operational banking experience and two decades of stage and voice acting experience.    How to Get In Touch With Eric Allan Eaton: LinkedIn  https://www.linkedin.com/in/eric-eaton-msc-a52b6864 Email:  eatonreb@gmail.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 post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

“Taking initiative pays off. It is hard to visualize someone as a leader if she is always waiting to be told what to do.” – Sheryl Sandberg. I have shared the Gallup Global Workplace Surveys about employee engagement at work over the years. Well, a new study just came out, and it's not good! The study shows that 33 percent of American workers describe their work experience as meaningful or engaging. Let that sink in for a moment—77% are not engaged!   I want to break this down even further.  This translates to approximately 107 million working Americans who describe themselves as “unengaged.” Additionally, 17 percent of all US workers describe themselves as “actively disengaged.” That's 22 million workers. Gallup estimates the global cost of disengagement at work to be 9 percent of the world's GDP. Since the global GDP is about $100 trillion, the lost opportunity cost is around $9 trillion.    Before I introduce my guest, I would like to share with you one more perspective on these results. What does this say about the human cost? What's the human impact of decades of unengaging work for 107 million Americans? According to Gallup's 2024 survey, 41 percent of all US workers report experiencing “a lot of stress at work.” So now we are talking about unengaging and stressful work.    If you are a leader and don't know where your organization's employees fall within this study, you may want to take notes and see what can be done to change this landslide.   YouTube: https://youtu.be/AsTbdCKIA0M   About Rebecca Gebhardt:  Rebecca is a best-selling author of Beyond the Board: How to Achieve Your Vision Board Goals in a Fulfilling and Sustainable Way. Former top 1% sales and sales team leader at Globe Life, Family Heritage Division, and also at Southwestern. Rebecca now helps ease the transition from sales to sales leadership.   How to Get In Touch with Rebecca Gebhardt:  Website:  RiseupConsultinggroup.com Email:  Rebecca@riseupconsultinggroup.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 post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

“People buy from people they know, like and trust. At the start of building a relationship with your buyer the only thing you can shoot for is 'Trust'. Building trust has to be very obvious from the very first contact you make with your buyer or you kill any chance of starting a dialogue.”- Michael deGroot   YouTube: https://youtu.be/7VLfEVq5ifA   Check Out These Highlights:  Sales have been my life for over four decades; I have lived by a code where sales for me means selling from love., care, and respect.  In short, it means selling by building trust and earning the client's loyalty.  At the core, it is never about me; it's always about the client and how I can support and help.  Today, my guest and I will discuss several "big ideas" that will help you develop strong, trust-based relationships with your prospects/customers, enabling you to sell more in the long run by selling less.     About Dr. Jeff D. Standridge: Jeff helps organizations and their leaders generate sustained results in innovation, strategy, profit growth, organizational transformation, and leadership.    Jeff serves as Managing Director for ARConductor.org, as well as for Innovation Junkie (InnovationJunkie.com). He is a co-founder and managing partner of Cadron Capital Partners and teaches at the University of Central Arkansas College of Business.    Dr. Standridge is also a best-selling author of three books, “The Innovator's Field Guide: Accelerators for Entrepreneurs, Innovators & Change Agents,” and “The Top Performer's Field Guide: Catalysts for Leaders, Innovators & All Who Aspire to Be,” and “Creating Startup Junkies: Building Sustainable Venture Ecosystems in Unexpected Places.”   How to Get In Touch with Dr. Jeff D. Standridge: Email:  JeffS@InnovationJunkie.com Website: http://www.innovationjunkie.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 post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

“The sale most often goes to the most interested party.” – Steve Chandler. Being interested and curious about what our clients need today and in the future is critical to our sales success.  So, how do we show that we care, are curious, and are interested in helping our ideal client?  One way is to use resources available to us to spotlight our genius, experience, and level of care.  One resource that I see either underused or not used correctly is LinkedIn.    It's a powerful resource; too many people use it, and it comes across as icky and pushy.     YouTube: https://youtu.be/TX4xpAnxyCQ   About Indrek Põldvee: Indrek is recognized as an Estonian LinkedIn guru with a wealth of experience in sales, marketing, and coaching. His journey and expertise are not just limited to his success but also include transforming businesses through LinkedIn strategies.    How to Get In Touch with Indrek Põldvee: Email:  indrek@b2bgrowth.eu Website: http://b2bgrowth.eu/ LinkedIn profile for a quick overview: https://www.linkedin.com/in/indrek-poldvee-sales-marketing-coach/   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.

“The confidence you have going into the sales call will determine the level of profit you have coming out.” – Mark Hunter. Being in sales for many decades, I have had my share of prospecting wows. Sometimes, I didn't feel like prospecting. Getting motivated to make cold calls, follow-up COI calls, and warm prospect calls to meet my revenue goals has not always been easy.    During today's show, my guest and I will unpack the challenge of Sales Call Reluctance and the emotional hesitation to prospect and promote. We'll dive into the top 5 of the 16 types of Call reluctance and discuss the techniques to prospect confidently and consistently. After today's show, you will be inspired to get your “ask” in gear.   About Connie Kadansky: Connie is an expert in combating Sales Call Reluctance. She provides salespeople with cutting-edge strategies to boost prospecting performance. She empowers salespeople to break through mental barriers by utilizing neuroscience and innovative apps, fostering sales success and personal fulfillment. Her insights are sought after in industry publications and have been featured in leading financial media.   How to Get in Touch With Connie Kadansky: Website:   https://www.exceptionalsales.com/ Email:  connie@exceptionalsales.com Free Gift:  https://www.exceptionalsales.com/services/workshop-training/your-prospecting-ekg-complimentary/   Stalk me online! LinkTree: https://linktr.ee/conniewhitman   Download Free Communication Style Assessment: https://whitmanassoc.com/csa/  Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube.  New episodes post everyweek – listen to Connie dive into new sales and business topics or problems you may have in your business.

“The secret to change is to focus all of your energy, not on fighting the old, but on building the new.” - Socrates. To make your email marketing efforts successful, one of the major components is building your list. Essentially, we are always doing two things: fueling our email marketing “machine” with leads and working to improve the conversion rate of our machine (through improving our messaging and leaning into relationship-based marketing messages). One of the more common ways to fill your list is through having a lead magnet.     I truly enjoy having marketing experts on my show; sales and marketing are very different.  Since I'm no expert in Marketing strategies, I always learn a tip or two or three from my guests on this topic.  Lead generation is critical for keeping our pipelines full so we can continue to connect and help our ideal clients using an effective sales process. Leads come in, and if our sales process aligns with our marketing message, sales come out.    YouTube: https://youtu.be/HzTp6T17y8o   About Amy Kuphal:  Amy is a lead generation and email marketing specialist and the founder of The Inbox Entrepreneur. This monthly membership helps online business owners grow their audience, generate more leads, and increase sales, all simply and sustainably. Amy is a fierce advocate for “anti-hustle entrepreneurship” and is on a mission to help business owners create businesses that both look and feel good.   How to Get In Touch with Amy Kuphal:  Email:  amy@amykuphal.com Website: https://www.amykuphal.com/ Gift:  https://www.amykuphal.com/masterclass EOC Episode:  https://podcasts.apple.com/us/podcast/enlightenment-of-change/id1313299091?i=1000660883505   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.

“When deploying AI, whether you focus on top-line growth or bottom-line profitability, start with the customer and work backward.” – Rob Garf. This quote is essential for sales teams to understand that sales have always been about building relationships and the human touch or experience.  At least, that has been the source of my success.    Early in my career, four decades ago, we didn't have computers or any type of technology. We were full-on analog. Yet computers, the Internet, and other technological advances have helped salespeople function at a higher and more efficient level. So, should AI be any different than these past innovations?    AI is a tool we need to utilize and understand.  So why is AI hyped right now, and how does it offer a path to simplifying business processes? Today, we will also discuss how data and AI accelerate us into the next industrial revolution and how businesses can adapt to it properly.   YouTube: https://youtu.be/qAHGzZ8vTy8   About Ethan Casin:  Ethan is an accomplished professional with extensive experience in consulting, data analysis, and machine learning. With a proven track in data science and analytics, Ethan is a valuable asset to any organization looking to enhance its market position and achieve sustained growth. His expertise and dedication make him a standout professional in his field.   How to Get In Touch with Ethan Casin:  Email:  ethanrobertcasin@gmail.com Website:  subscribepage.io/ecaisolutions Gift:  http://subscribepage.io/ec-marketing-maven   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.

"Your customers are the judge, jury, and executioner for your value proposition.  They will be merciless if you don't find the fit!" - Alexander Osterwalder.  The percentage of businesses that do not know customers' top buying criteria is frightening. A ton of research shows how few businesses know what their customers value, so they miss the mark with their value proposition. My guest today will reveal some of these stats and what to do about them so we can grow our business and revenue by making relevant tweaks where needed.   YouTube: https://youtu.be/NsUNY-5-Zmc   About Jaynie L. Smith: Jaynie is the CEO of Smart Advantage, Inc., a sales, marketing, and management consultancy whose clients range from mid-sized companies to Fortune 100. She consults nationally and internationally to help businesses define their competitive advantages.   She is the best-selling author of Creating Competitive Advantage, ranked in the top 1% on Amazon for many years.  She is also the author of Relevant Selling.    Jaynie has been featured in Entrepreneur, Industry Week, Investor's Business Daily, Profit Magazine, and PGA & Business Strategies Magazine, to name a few. She has appeared on ABC World News This Morning, Bloomberg News (radio and T.V.), FoxBusiness.com, NPR affiliate WLRN, WABC radio, and many more.   How to Get in Touch With Jaynie L. Smith: Email:  jsmith@smartadvantage.com Website:  http://www.smartadvantage.com/ Gift:  https://smartadvantage.com/creating-competitive-advantage-first-chapter-free/   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.

"To say my fate is not tied to your fate is like saying, 'Your end of the boat is sinking.'" - Hugh Downs.  I have always been part of a team, even as a business owner. I have learned, probably the hard way, that I can't achieve success alone. Both while raising my kids and starting my business, I needed experts to help me understand business, technology, administrative work, etc.      Last year, I sponsored a book called Ready, Connect, Grow. The authors who contributed to the anthology were from different countries, walks of life, and businesses. We only created a #1 Best Seller by supporting the book's publishing process.    YouTube: https://youtu.be/X3lN36EtJS0   About Ryan Charterina: Ryan works in three major pillars: helping business owners transform their businesses and lives through implementing EOS, a content production company called Blink Studios, which allows professional services businesses to create and deliver content to generate brand awareness and leads. And most importantly, he has a family of three: his wife Brit, their son Dean, and their dog Finn.   How to Get in Touch With Ryan Charterina:  Email:  ryan.charterina@eosworldwide.com Website:  http://www.ryancharterina.com/ Gift:  https://organizationalcheckup.com/get-started/?ref=ryan.charterina@eosworldwide.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 post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

“Marketing is no longer about the stuff you make, but about the stories you tell.” – Seth Godin.  A component of marketing ourselves and our companies is becoming memorable to potential clients so they choose to do business with us. This involves different forms of media exposure.    Publicity is one form of media exposure that helps us market our products or services. It gets us noticed and helps us build an innovative brand that people learn to respect and trust. Strategies exist to help us grow our brand and be seen in our markets, and you can only do business with them.    YouTube: https://youtu.be/vSAStZ8p6Nc   About Shannon Procise: Shannon is the go-to guide for visionaries seeking to create community and cultivate raving fans. Shannon is the founder of the Business Acceleration Network, a Trailblazing Community for Conscious Business owners who are here to make an impact.   How to Get in Touch With Shannon Procise:  Website:  Https://BusinessAccelerationNetwork.com Email:  info@shannonprocise.com Free Gift: https://shannonprocise.com/sc-bridge/affiliates/request-all/tjz9o7g1QIHB9gPL Free Media Magic Book:  https://shannonprocise.com/mediamagic/GGMeZymlu3uWJsns   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.

“Every success story is a tale of constant adaption, revision, and change” – Richard Branson.  When I started this show over a decade ago, I asked a friend what they thought about me starting a podcast and if it would be worth the time and money to host a show.  Her response made so much sense because I could not see the forest from the trees.  She said, “Do you have an hour or two each week to host the show?  And will you be able to still pay your mortgage and put food on the table?”  Then she said, in the worst-case scenario, you waste time and money.  Can you live with that?  Finally, she said, “What if you become an international phenomenon?”    So, I started the show and now have two shows. I paid my mortgage and put food on the table, and both my shows are ranked in the top 5% of all business podcasts. In hindsight, yes, it was worth it. At the time, I was a nervous wreck!  So, navigating change is real and constant!   YouTube: https://youtu.be/Ea0y5K6dvnI    About Colin Scotland:  Colin is an AI Marketing Coach who helps conscious entrepreneurs master AI for authentic, value-driven business success.   How to Get In Touch With Colin Scotland:  Website:  https://colinscotland.com Email:  colin@colinscotland.com Free Gift - AI Marketing Power Prompt:   https://colinscotland.com/powerprompt   Stalk me online!   LinkTree: https://linktr.ee/conniewhitman Subscribe to the Enlightenment of Change 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. 

“This is not hard sell-it's heart sell.  Good questions get to the heart of the problem or the need very quickly, and the buyer doesn't feel like he or she is being pushed” – Jeffrey Gitomer. Selling from the heart and building long-term relationships were intuitive for me and helped me quickly stand out from my peers in the financial industry. By creating a solid foundation and reputation, I could generate ongoing referrals, and my close ratio was off the charts because I was a trusted resource before I met the referred client.    It's simple, yet many people who need to engage and sell as part of their responsibilities still consider sales icky and sleazy. My motto is: If you are not selling from love, care, and respect, you need to stop!    YouTube: https://youtu.be/CakpwY1A9xA   About Jackie Joy:  Jackie is a dynamic Leadership Coach and Sales Trainer at Selling From the Heart. With over 25 years of experience in various sales leadership roles, she is passionate about transforming the sales culture into a community of trust, authenticity, and credibility. Jackie's unique approach combines her rich sales experience with her love for psychology and learning, making her an inspiring coach. Her vision is to elevate the sales profession and positively impact society.   How to Get in Touch With Jackie Joy:  Email:  jjoy@sellingfromtheheart.net Website:  http://sellingfromtheheart.net/ Gift:  Sellingfromtheheart.net/Freepass    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.

“In sales, a referral is the key to the door of resistance.” – Bo Bennett. For over 35 years, I have been blessed to live off referrals.  It's all about building relationships so deeply that your ideal clients know you and know who to refer to you.  I have learned that the key is harnessing the power of magnetic marketing with LinkedIn and PR, which will skyrocket your visibility, establish unshakable credibility in your niche, and ensure a magnetic attraction that will pull in your ideal audience and open doors.    YouTube: https://youtu.be/r5b4ofWjX-M   About Karen Yankovich:  As a social media and LinkedIn evangelist, Karen guides entrepreneurs to create wealth by combining smart business practices with simple, proven systems that develop and maintain strong customer relationships. She offers results-oriented, expert conversational marketing strategies that position her clients to bring instant results. Karen's background includes over twenty years in information technology, marketing, and customer relationships, making social media her ideal niche.   How to Get in Touch With Karen Yankovich:  Email:  karen@karenyankovich.com Website:  https://www.karenyankovich.com/ Gift:  LinkedInQuiz.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 post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

“Even when you are marketing to your entire audience or customer base, you are still simply speaking to a single human at any given time.” – Ann Handley. I always say this: Sales and Marketing are different. They support each other; they are like a marriage. Marketing gets people to agree to speak with you, while sales get the client or prospect to buy from you. My expertise is sales, and I have had to and continue to hire people to help me as I pivot or add to my existing business.   Whenever I have someone on this show who is an expert in Marketing, I listen and learn because it is not my zone of genius.     About Andy Neary: Andy is a former professional baseball player, a two-time Iron Man finisher, a business coach, and the founder of Complete Game Consulting. Combining the skills and talents he used to compete in professional baseball and Ironman, Andy's mission is to help business and insurance professionals succeed in their careers and lives. He helps insurance professionals target the right audiences at the right time. His programs help people cultivate the “off-field” habits, mindset, and rituals that lead to all-star performances.   How to Get in Touch With Andy Neary:  Email:  andy@completegameconsulting.com Website:  https:// completegameconsulting.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 post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.