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PODCAST

Changing The Sales Game

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

business marketing

All Episodes

37:23

Why You’re Not Hitting Your Goals with Dawn Ledet...

Changing The Sales Game ·

2025/05/01

“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

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37:51

Secret to Standout Sales Conversations with Toby...

Changing The Sales Game ·

2025/04/25

“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

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17:18

Sales Growth Through Coaching with Connie Whitman ...

Changing The Sales Game ·

2025/04/16

“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

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42:02

Why You’re Not Hitting Your Goals with Dawn Ledet...

Changing The Sales Game ·

2025/04/09

“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

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47:10

How Fractional Talent is Reshaping Business with...

Changing The Sales Game ·

2025/04/02

“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

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39:44

A Leaders Guide to Address Common Challenges with...

Changing The Sales Game ·

2025/03/27

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

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48:08

The Science of Getting Stuff Done with Robin J. Emdon...

Changing The Sales Game ·

2025/03/20

“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:

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44:31

The Pre-Selling Playbook with Jason Moss (Episode 217)

Changing The Sales Game ·

2025/03/12

“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

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44:52

Improve Sales Performance and Success with Bill Rice...

Changing The Sales Game ·

2025/03/04

“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

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43:38

The Power of Bringing People Together with Amanda...

Changing The Sales Game ·

2025/02/25

“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

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40:36

Presentations that Sell with Leslie Fiorenzo (episode...

Changing The Sales Game ·

2025/02/18

“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

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41:42

Self-Awareness the Key to Success with Dr. L. Carol...

Changing The Sales Game ·

2025/02/11

"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

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32:44

Encore: The Untapped Potential of LinkedIn for...

Changing The Sales Game ·

2025/02/04

“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

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16:45

Sales are Easy with a Repeatable System with Connie...

Changing The Sales Game ·

2025/01/28

“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

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38:49

Sales Language Landmines with Liz Wendling (episode 210)

Changing The Sales Game ·

2025/01/21

"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

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38:57

Unlocking Sales Growth with AI with David DeWolf...

Changing The Sales Game ·

2025/01/14

“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

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43:00

Follow-Up Generates More Sales with Doug C. Brown...

Changing The Sales Game ·

2025/01/07

“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.

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40:55

Encore: Common Myths around Selling with Jackie Joy...

Changing The Sales Game ·

2024/12/31

“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

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39:21

Re-Release: How to Overcome Sales Call Reluctance...

Changing The Sales Game ·

2024/12/24

“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

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38:07

Scaling your Sales Effort with Chad Blackburn...

Changing The Sales Game ·

2024/12/17

“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:

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