Changing The Sales Game

Hosted by Connie Whitman

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Episodes

272

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Aug 2026

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About the show

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.

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60 recent

August 18, 202618 min

Why Listening Is the Real Sales Skill with Connie Whitman (Episode 276)

In today's episode, you'll discover: 1. Why Active Listening earns its own dedicated step in the ESP (Easy Sales Process) — it's not a soft skill; it's the engine of the whole process. 2. The 70/30 ratio: what it actually sounds like on a real call, and the three listening traps that quietly flip the ratio in reverse. 3. A simple in-call technique — the Reflect-and-Confirm — that proves to your prospect you were actually listening, not just waiting for your turn. To support these three takeaways, I chose a quote from Stephen R. Covey: "Most people do not listen with the intent to understand; they listen with the intent to reply." About Connie Whitman: Connie has a 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. A three-time #1 International Best-Selling author of her book ESP (Easy Sales Process): 7-Steps to Sales Success, speaker, and podcast host, Connie's inspired teaching, transformational tools, and content ensure that business owners and salespeople grow their revenue streams by enhancing their communication skills. How to Get in Touch with Connie Whitman: Website: https://changingthesalesgame. com Email: Connie@changingthesalesgame. com Communication Style Assessment (CSA)™: https://www.assess.biz/ assessments/assessment_entry. asp?m=1188&a=1177 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.

August 11, 202635 min

Why AI Hasn't Improved Sales Performance with Jack Siney (Episode 275)

In today's episode, you'll discover: 1. Most sales leaders accept that salespeople have been asked to do two jobs simultaneously: the human job, and why this needs to change to create greater sales results. 2. That the human conversation is the only irreplaceable asset in sales. Everything around it - the prep, the follow-up, the coaching analysis, the content delivery- can and should be handled by AI. 3. Why the most important investment a sales leader can make right now is protecting the human moments in your sales process, and how you, as a leader, will thrive in the next decade if you know exactly what never to automate. To support these three takeaways, I chose a quote from John Barrows: "Let tech do all the heavy lifting. Let it do all the research. Let it even write all the emails. But right before you engage with the human, that's where you have to put that human factor in." About Jack Siney : Jack Siney is a 7-time entrepreneur with multiple successful exits and a recognized sales leader. He is the founder of FrontRace, a platform that identifies and measures what drives success, turning that insight into real-time decision guidance for revenue teams. Jack works with hundreds of companies deploying AI and is known for helping leaders move beyond hype to achieve measurable performance improvements. How to Get in Touch with Jack Siney : Website: http://www.frontrace.com/ Email : jack@frontrace.com 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.

August 4, 202640 min

AI Owns the Work. Humans Own the Conversation with Sreedhar Peddineni (Episode 274)

In today's episode, you'll discover: 1. Most sales leaders accept that salespeople have been asked to do two jobs simultaneously: the human job, and why this needs to change to create greater sales results. 2. That the human conversation is the only irreplaceable asset in sales. Everything around it - the prep, the follow-up, the coaching analysis, the content delivery- can and should be handled by AI. 3. Why the most important investment a sales leader can make right now is protecting the human moments in your sales process, and how you, as a leader, will thrive in the next decade if you know exactly what never to automate. To support these three takeaways, I chose a quote from Anita Nielsen: "The reality is that being unprepared is a choice. The benefits come when we see AI as a tool, not a terror, and bring it into our sales motions." About Sreedhar Peddineni : Sreedhar Peddineni is a three-time category creator and CEO of GTM Buddy, the Revenue Activation company. He previously helped define Enterprise Performance Management at Host Analytics and co-created the Customer Success category at Gainsight. Today he's building the category that replaces traditional sales enablement, one grounded in a single belief: AI owns the work around the conversation. Humans own the conversation. How to Get in Touch with Sreedhar Peddineni : Website: gtmbuddy.ai Email: sp@gtmbuddy.ai Gift: https://revenueactivation.ai/ 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.

July 28, 2026Episode 9538 min

[ENCORE] Double Your Revenue By Using These 3 Levers With Simon Severino (Episode 273)

Connie's motivational quote for today is by Napoleon Hill: "Strength and growth come only through continuous effort and struggle." s Watch this episode on YouTube . Podcast Super Summit Link . Check Out These Highlights: As I searched for the right quote to kick off today's show, this one immediately created an image in my mind of the caterpillar struggling out of his cocoon to become the beautiful butterfly that can stretch his wings and fly because of the struggle and effort to tear through the chrysalis. I know that I and many of my clients keep looking for a quick fix or answer. In the past 40 years, I have learned that there is no quick fix or magic answer to help us with our business and career growth. It takes effort like the caterpillar coming out of the chrysalis. So how do we build this business strength so we can continue to fly? About Simon Severino: Simon helps business owners in SaaS and Services run their companies more effectively, which results in sales that soar. Trusted by Google, Roche, Consilience Ventures, Amgen, and AbbVie. He created the Strategy Sprints™ Method that doubles revenue in 90 days by getting owners out of the weeds. TEDx speaker, Contributor to Forbes and Entrepreneur Magazine, and member of the SVBS Silicon Valley Blockchain Society. How to Get in Touch With Simon Severino: Website : https://www.strategysprints.com/ Email Free Gift Link Stalk me online! Connie's Website Connie's LinkTr.ee Connie's #1 International Bestseller Book - ESP (Easy Sales Process): 7-Step to Sales Success Download the FREE Communication Style Assessment Join our All-Star Community Subscribe and listen to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube . New episodes are posted every week on Web Talk Radio . Listen to Connie dive into new sales and business topics or problems you may have in your business.

July 21, 2026Episode 21038 min

[ENCORE] Sales Language Landmines with Liz Wendling (Episode 272)

"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.

July 14, 202636 min

When Is Enough, Enough? The Psychology of Sales Follow-Up with Connie Whitman (Episode 271)

In today's episode, you'll discover: 1. Why consistent follow-up is essential. 2. Why prospects sometimes say they are still interested even when they are unlikely to buy. 3. How to recognize the key indicators that indicate whether you should continue nurturing the relationship, shift the conversation, or respectfully let go. To support these three takeaways, I chose a quote from Farshad Asl : "Fortunes live in the follow-up—return with genuine care, and prospects become lifelong partners." About Connie Whitman: Connie has a 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. A three-time #1 International Best-Selling author of her book ESP (Easy Sales Process): 7-Steps to Sales Success, speaker, and podcast host, Connie's inspired teaching, transformational tools, and content ensure that business owners and salespeople grow their revenue streams by enhancing their communication skills. How to Get in Touch with Connie Whitman: Website: https://changingthesalesgame. com Email: Connie@changingthesalesgame. com CSA: https://changingthesalesgame.com/communication-style-assessment/ 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.

July 7, 202628 min

More Sales, Less Effort with Connie Whitman (Episode 270)

In today's episode, you'll discover: 1. Why having a plan, a backup plan, and a backup to your backup plan creates luck. 2. Why being generous in your client interactions increases your sales results in spades. 3. Why creating a system for every step in your sales process helps generate more revenue without working any harder or putting in more hours. To support these three takeaways, I chose a quote from Zig Ziglar: "Don't become a wandering generality. Be a meaningful specific." About Connie Whitman: Connie has a 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. A three-time #1 International Best-Selling author of her book ESP (Easy Sales Process): 7-Steps to Sales Success, speaker, and podcast host, Connie's inspired teaching, transformational tools, and content ensure that business owners and salespeople grow their revenue streams by enhancing their communication skills. How to Get in Touch with Connie Whitman: Website: https://changingthesalesgame. com Email: Connie@ changingthesalesgame.com Gift: https://changingthesalesgame. com/communication-style- assessment/ 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.

June 30, 202643 min

Warrior to Wealth with Jonathan Berryhill (Episode 269)

In today's episode, you'll discover: 1. Why you may feel stuck even when you are working so hard. 2. That discipline beats motivation, and how to build it into your life. 3. How to break generational cycles if you didn't grow up with the right examples To support these three takeaways, I chose a quote from Zig Ziglar: "People don't buy for logical reasons. They buy for emotional reasons." About Jonathan Berryhill : Jonathan Berryhill is a former U.S. Army Infantry Sergeant, law enforcement officer, and entrepreneur who built multiple seven- and eight-figure businesses after confronting the identity that held him back. After nearly losing his marriage, he rebuilt his life through faith and discipline. Now focused on real estate, he scaled to three brokerages and seven figures in five years, and helps men take ownership and build lasting success. How to Get in Touch with Jonathan Berryhill : Website: https://jonberryhill.com/ Email: jonathanberryhill@me.com 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.

June 23, 202645 min

Why People Really Buy With Owen Fitzpatrick (Episode 268)

In today's episode, you'll discover: 1. We think buying is a logical decision. It isn't. Every purchase goes through three filters in the buyer's mind, and what they are. 2. The science behind buying decisions shows how the most trusted sellers align with a client's existing beliefs and identity rather than arguing against them. 3. A practical, ethical framework for building trust faster, lowering resistance, and helping clients ay yes to what genuinely serves them, no pressure tactics required. To support these three takeaways, I chose a quote from Zig Ziglar: "People don't buy for logical reasons. They buy for emotional reasons." About Owen Fitzpatrick: Owen Fitzpatrick is a social psychologist, a keynote speaker, and the author of nine books translated into 21 languages. His newest book, Inner Propaganda, is out in August 2026 and is endorsed by Robert Cialdini, Tony Robbins, and Daniel Pink. For two decades, he's studied how beliefs form and change — in boardrooms at Google, LinkedIn, and Salesforce, and in conflict zones like North Korea and Rwanda. He's spoken in 33 countries, studied Exec Education at Harvard and MIT, and his TEDx talk has over 1.4 million views. He helps leaders and sellers earn genuine belief. How to Get in Touch with Owen Fitzpatrick: Website: http://owenfitzpatrick.com/ Book: http://innerpropaganda.com/ Email: owen@owenfitzpatrick.com 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.

June 16, 202641 min

Habits That Actually Drive Revenue with Natasha Walstra (Episode 267)

In today's episode, you'll discover: Half the game on LinkedIn is reactivating your existing network and knowing how to reach them. What an introvert does differently, and why the relationship-first approach works better for introverts than the "post every day and hustle" model? The absolute minimum effective dose of things to do on LinkedIn looks like for a busy leader, and what do you cut first when life gets full? To support these three takeaways, I chose a quote from Jill Rowley: "Before LinkedIn and other social networks, in the sales world, ABC stood for Always Be Closing. Now it means Always Be Connecting ." About Natasha Walstra : Natasha Walstra is the founder of NearPoint Strategies and creator of the REALationship Growth Method. She helps business owners and sales professionals build authentic personal brands on LinkedIn that generate real business — without cold outreach or sleazy tactics. A former VP of Sales turned entrepreneur, Natasha has grown NearPoint to over half a million in revenue in just two and a half years using her own methodology. She's especially known for helping business owners who are great at what they do but hate the idea of selling themselves. How to Get in Touch with Natasha Walstra : Website: http://www. nearpointstrategies.com/ Email: natasha@nearpointstrategies. com Gift: https://nearpoint-strategies. kit.com/changing-the-sales- game Previous Podcast Episode: https://podcasts. apple.com/us/podcast/changing- the-sales-game/id1543243616?i= 1000767485298 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.