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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

41:42

The Future Of Negotiation Is NOW with Derrick...

Changing The Sales Game ·

2026/03/30

In today's episode, you'll discover: 1. Why never splitting the difference is a dumb idea and may be costing you revenue? 2. How negotiation and sales training have changed over the past fifty years, and what you need to do differently to close more deals effortlessly? 3. The biggest negotiation mistakes you may be making that you aren't aware of. To support these three takeaways, I chose a quote from Nelson Mandela: "Our experience has taught us that with goodwill, a negotiated

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44:34

AI Usage for Sales Skill Development with Artem Koren...

Changing The Sales Game ·

2026/03/23

"Personal branding is going to be exponentially more important moving forward. People aren't going to know who to trust. Is the information from ChatGPT real? They trust people. If you build your brand and become a trusted brand, it will all meld together." – John Barrows Check Out These Highlights: Who we are doesn't change because AI has entered the playing field. It helps us prioritize our time so we use it wisely to generate REAL results, which can only happen by building lifetime

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38:03

Turning Warm Introductions Into New Business with Joe...

Changing The Sales Game ·

2026/03/16

"Don't celebrate closing a sale, celebrate opening a relationship." — Patricia Fripp Check Out These Highlights: I chose this quote because the last step in my sales framework is not to close the sale but to open the relationship – Clearly Patricia Fripp gets me! Also, feel the difference between closing and opening. I choose to open all day, every day. I see sales leaders talk about building relationships in sales, yet most of the time, I don't see them provide tangible behaviors to actually build

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40:52

Selling From Your Strengths with April Palmer...

Changing The Sales Game ·

2026/03/09

"To be yourself in a world that is constantly trying to make you something else is the greatest accomplishment." – Ralph Waldo Emerson Check Out These Highlights: Over the past four decades, the one constant that has worked well for me and made my sales results easy is anchoring my strategy in who I naturally am, not in what old-school sales trainers told me to be. We'll explore how salespeople, leaders, and business owners can leverage their strengths, stories, and values to drive revenue, build

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38:42

AI Helps Sales Teams Build Deeper Client...

Changing The Sales Game ·

2026/03/03

"The next evolution of partnerships isn't about headcount—it's about using AI to scale your best people, content, and insights into micro-moments that drive real customer impact."— Barrett King Check Out These Highlights: I see this all the time - Sales professionals worry that AI will make selling feel transactional and robotic, but the opposite is true when used strategically. Using Scalable Prompt Engineering®, sales teams can automate the administrative burden—CRM updates, follow-up sequences,

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34:58

How Top Sellers Lead Their Buyers with Whitney Faires...

Changing The Sales Game ·

2026/02/24

"A good sales methodology isn't about scripts—it's about teaching repeatable A-player behaviors in a way that reps can personalize and internalize. That's how you turn process into performance." — Paul Butterfield Check Out These Highlights: In my experience, when sales results stall, many leaders default to pressure. But in complex, high-stakes deals, pressure erodes trust and weakens influence. My guest is going to break down how top-performing sellers operate as leaders, not closers—building

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39:49

What Nobody Tells You About Scaling a Business with...

Changing The Sales Game ·

2026/02/17

"How you climb a mountain is more important than reaching the top." — Yvon Chouinard Check Out These Highlights: In this episode, we have an honest conversation about the hidden challenges of scaling — including founder burnout, operational growing pains, cash-flow myths, hiring mistakes, and why more marketing doesn't always mean more growth — plus the practical strategies that actually create sustainable scale. About Shane Barker: Shane Barker, and his advice comes from hands-on experience helping

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39:30

Trust-Driven Lead Generation with Lori Turner-Wilson...

Changing The Sales Game ·

2026/01/20

"Good marketers see consumers as complete human beings with all the dimensions real people have." – Jonah Sachs Check Out These Highlights: In this episode, my friend and bestselling author Lori Turner-Wilson breaks down why authority is built around people—not faceless brands—and how bankers can leverage a distributed authority strategy to generate higher-quality leads without chasing. Learn how niche focus, insight-driven teaching, and a cornerstone-plus-cobblestone content engine can transform

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45:20

Practical AI for Relationship-Driven Sales with Nikki...

Changing The Sales Game ·

2026/01/13

"Excellence happens when you try, each day, to both do and be a little better than you were yesterday." – Pat Riley Check Out These Highlights: I'm excited to discuss our topic today on how to keep selling human while scaling AI across the funnel. We can get a little better each day, quickly now that we have AI tools that can help us navigate and get more done with ease, if leveraged correctly. In this episode, my guest will share simple workflow redesigns that free reps from admin and give them

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41:19

The Future of Sales Workflow Automation with Artem...

Changing The Sales Game ·

2026/01/06

"Sales is an outcome, not a goal. It's a function of doing numerous things right." – Jill Konrath Check Out These Highlights: I love how this quote blends the dynamics of selling through service with AI to personalize our approach to meeting clients' needs more quickly and with greater precision. When I started my career 42 years ago, we had no internet, and computers were pretty lame, used only for order-taking. Long gone are the days of using index cards and Pendaflex folders for my follow-up.

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43:41

Business Chaos to Business Clarity with Adam...

Changing The Sales Game ·

2025/12/02

"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 Check Out These Highlights: I love how this quote blends the dynamics of selling through service with how using AI can personalize our approach to meet clients' needs more quickly and with greater precision. When I started my career 42 years ago, we had no internet, and computers were pretty lame, used

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41:56

How Account Based Marketing Strengthen Business...

Changing The Sales Game ·

2025/11/11

"Don't be afraid to give up the good to go for the great." - John D. Rockefeller Check Out These Highlights: I often think about this quote. Humans are interesting because we get comfortable, and when things are good, we tend to sit back and coast. It's when things go wrong that we say, "ok, I need to make a change because it's not going well." The truth is, we need to evolve and grow every day, or we risk getting stuck in what's okay. I work with organizations in the financial services sector. A

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37:55

Emotional Intelligence Today and into the 2030s with...

Changing The Sales Game ·

2025/11/05

"It is very important to understand that emotional intelligence is not the opposite of intelligence, it is not the triumph of heart over head – it is the unique intersection of both." – David Caruso Check Out These Highlights: Everyone is talking about AI, and rightfully so, it's here and it's here to stay. So, how do we navigate technology when we're being very human? The reality is that the future of work is human. Today's show, we are going to explore how emotional intelligence is shaping

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37:40

Psychology to Remove Barriers to Get the YES with...

Changing The Sales Game ·

2025/10/31

Your customers don't need more reasons to say yes. They need fewer reasons to say no." ― Matt Sucha Check Out These Highlights: In this episode, my guest Matt Sucha takes us on a fascinating journey into the customer's subconscious. He will share the hidden forces that block decisions and kill conversions. You'll discover the four key psychological barriers that stand in your way. And learn how removing them makes sales flow naturally. Matt is the CEO of Mindworx and author of The Hidden YES. A

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42:34

Scaling A Commission-Based Sales Team with Ryan...

Changing The Sales Game ·

2025/10/15

“If you think it’s expensive to hire a professional, wait until you hire an amateur.” ― Red Adair Check Out These Highlights: Hiring and recruiting for salespeople can sometimes seem like a revolving door within organizations. I love this quote because if we don’t take the time to hire the right person for sales roles, we may be losing market share, whether we realize it or not. So, what's the answer to help us hire and develop the right people for our organization's sales teams? Glad you asked.

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16:21

Coaching that Generates Sales Results with Connie...

Changing The Sales Game ·

2025/10/08

"A great coach not only inspires but supports and encourages others to get results." - Richard Schuy Check Out These Highlights: I chose this quote because being a great coach does exactly what this quote illustrates. Inspires, supports, and encourages results. At the end of the day, it’s about getting our teams to be as productive and efficient as possible so that together we can generate the results needed for ourselves and the organization we work for. Your employees have blind spots; in other

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38:57

Money Mindset Makeover with Laura Rotter (Episode 242)

Changing The Sales Game ·

2025/09/30

“The more time you spend complaining about what you deserve, the less time you have to focus on what you can create. Focus on what you can control.” ― James Clear Check Out These Highlights: I actually interviewed James Clear when his book, Atomic Habits, was first released. His approach to making micro steps and building on those every day creates the life you’ve imagined and can actually achieve. It’s all about creating habits and implementing systems to help us thrive at work and at home. So,

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37:30

Curiosity, Operations, and Sales Growth with Jon...

Changing The Sales Game ·

2025/09/16

"Sales is an outcome, not a goal. It's a function of doing numerous things right." — Jill Konrath Check Out These Highlights: I love this quote. I would never say I am an operational mastermind. Everything I do in my business, and throughout my sales career, has been built on repeatable, duplicable systems and habits that work and can be taught and used to duplicate sales revenue and growth over and over again. In essence, defining sales without a strong operational or systems foundation is a

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41:30

People and Love Drive Profits with Mark Jones...

Changing The Sales Game ·

2025/09/09

“Finance is not merely about making money. It's about achieving our deep goals and protecting the fruits of our labor. It's about stewardship and, therefore, about achieving the good society.” – Robert J. Shiller Check Out These Highlights: Money is important because it allows us to take care of ourselves and our families. Lately, the financial service industry has been losing its way! They are laying off personnel to generate greater revenue due to cost reduction. The real question is, at what

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42:38

Speak, Teach, and Close with Predictive Precision...

Changing The Sales Game ·

2025/09/03

"You don't get paid for the hour. You get paid for the value you bring to the hour." – Jim Rohn Check Out These Highlights: In the midst of all the chaos, how do you stand out from the crowd and become the only logical choice in your field of expertise? In this episode, my guest will share proven principles that, when applied, have empowered people to monetize their life’s mission and create a lasting legacy for their family. So I ask you, “Are you ready to break free from your limiting beliefs, so

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