Changing The Sales Game

In today's episode, you'll discover:

1. Get specific about who you want to meet by defining your ideal customer (or ICP) and clearly communicating what you do so people in your network can spot opportunities and make useful introductions.
2. Build relationships that lead to business by learning how to approach networking conversations, identify potential referral partners, and make introductions easier for everyone involved.
3. Create habits that keep your pipeline moving by exploring practical routines for outreach, meeting preparation, and follow-up, including how AI can support the process while preserving a personal connection.

To support these three takeaways, I chose a quote from Michele Jennae:

"Networking is not about just connecting people. It's about connecting people with people, people with ideas, and people with opportunities." About Joe Mindak:

Joe Mindak is an entrepreneur, founder of The Connective, and co-founder of Nolodex. He has spent more than 25 years building businesses across marketing, publishing, and other industries, with relationships and referrals central to his approach. His new book, Why You Suck at Networking, shares candid lessons from his successes and mistakes, helping business owners and sales professionals develop the habits that turn connections into business opportunities.

How to Get in Touch with Joe Mindak:

Website: https://www.theconnective.me/

Email: [email protected]

Gift: Free Kindle Version of Why You Suck at Networking

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Linktr.ee: https://linktr.ee/conniewhitman

Communication Style Assessment (CSA)™: https://www.assess.biz/assessments/assessment_entry.asp?m=1188&a=1177

Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes post weekly; listen as Connie dives into new sales and business topics or addresses problems you may have in your business.

In today's episode, you'll discover:

1. The Cost of "Winging It": Why practicing on live prospects damages pipeline and how to transition to a zero-risk AI sandbox.
2. Mastering High-Stakes Objections: How AI role-play simulates real-world pushback so you can build muscle memory and confidence in your responses.
3. Building a Daily Practice Habit: Simple ways sales reps and founders can use AI practice to spot blind spots before hitting "Join Meeting."

To support these three takeaways, I chose a quote from Aneesh Raman:

Neha Gupta is the founder and CEO of Breakthrough AI, an advanced communication intelligence and training platform that helps professionals master challenging conversations through AI-driven practice and targeted feedback. Previously, she held leadership roles at SaverLife, Clorox, and Unilever, and founded BellyFire Branding to advise mission-driven organizations on strategy and positioning. A first-generation corporate leader committed to expanding access to executive presence and career growth, Neha holds an MBA from Yale and a BA from Stanford.

How to Get in Touch with Neha Gupta:

Website: joinbreakthrough.ai

Email: [email protected]

Gift: https://breakthrough-ai.assessments.cx/sales-practice-gap-audit

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Linktr.ee: https://linktr.ee/conniewhitman

Communication Style Assessment (CSA)™: https://www.assess.biz/assessments/assessment_entry.asp?m=1188&a=1177

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.

In today's episode, you'll discover:

1. Why being a consultant rather than a salesperson will create greater sales with ease.

2. How to use PIP– Problem, Impact, Picture Perfect during your sales conversations.

3. Creating movement by toggling between the right and left sides of the brain.

To support these three takeaways, I chose a quote from Henry Ford:

"When everything seems to be going against you, remember that the airplane takes off against the wind, not with it."

About Keith Gillispie:

Keith Gillispie is a former active-duty Marine turned serial entrepreneur and the founder of REI Automated. He has personally invested across 34 states, raised over $10 million in private capital, and coached more than 400 students to financial freedom. Ditching traditional tactics like cold calling, Keith uses proven, automated systems to help investors consistently close five-figure deals and reclaim their time.

How to Get in Touch with Keith Gillispie:

Website: http://www.reiautomated.io/demo

Gift: https://playbook.reiautomated.io/?source=Keith&campaign=OFC

Enlightenment of Change Episode: https://podcasts.apple.com/us/podcast/enlightenment-of-change/id1313299091?i=1000790023243

Stalk me online!

Linktr.ee: https://linktr.ee/conniewhitman

Communication Style Assessment (CSA)™: https://www.assess.biz/assessments/assessment_entry.asp?m=1188&a=1177

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.

In today's episode, you'll discover:

1. Why franchising is often the better path than starting a business from scratch.
2. The wide world of non-food opportunities most people never consider.
3. How to choose the right franchise by matching your skills, especially sales and relationship skills.

To support these three takeaways, I chose a quote from Mark Twain:

"The secret of getting ahead is getting started."

About Jon Ostenson:

Jon Ostenson is the Founder and CEO of FranBridge Consulting, a two-time Inc. 5000 company, and a top 1% franchise consultant nationally. A former Inc. 500 franchise president (ShelfGenie) and multi-brand franchisee, Jon is the author of the bestselling book 'Non-Food Franchising' and has helped thousands of entrepreneurs and investors explore business ownership. He is a member of the Forbes Business Council and is a frequent contributor on franchising.

How to Get in Touch with Jon Ostenson:

Website: https://franbridgeconsulting.com/

Email: [email protected]

Gift: https://franbridgeconsulting.com/

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Linktr.ee: https://linktr.ee/conniewhitman

Communication Style Assessment (CSA)™: https://changingthesalesgame.mykajabi.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.

In today's episode, you'll discover:

1. What patterns are companies using that turn digital outreach into lasting relationships versus the ones that just chase numbers?

2. Some practical ways your company can build genuine connection through digital channels.

3. If your marketing is getting attention but not converting into real sales conversations, where should you start to fix that gap?

To support these three takeaways, I chose a quote from Patricia Fripp:

Don't celebrate the closing of a sale; celebrate the opening of a relationship.

About Jason Fishman:

Jason Fishman is the CEO of Digital Niche Agency, a marketing firm that helps brands build growth through strategic digital marketing. Over the past decade, Jason and his team have elevated more than 900 brands by developing marketing systems that turn outreach into real results. Jason also hosts the Test Optimize Scale podcast, where he talks with founders and growth leaders about building and scaling companies.

How to Get in Touch with Jason Fishman:

Website: https://www.digitalnicheagency.com/

Email: [email protected]

Gift: https://calendly.com/jfishman/30min?month=2025-09

Stalk me online!

Linktr.ee: https://linktr.ee/conniewhitman

Communication Style Assessment (CSA)™: https://www.assess.biz/assessments/assessment_entry.asp?m=1188&a=1177

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.

In today's episode, you'll discover:

1. Why sales is one of the most important skills anyone can learn today.

2. What the biggest mistakes people make when trying to succeed in sales or business.

3. What "ethical, service-first sales" actually look like in practice.

To support these three takeaways, I chose a quote from Dieter F. Uchtdorf:

"As we lose ourselves in the service of others, we discover our own lives and our own happiness."

About Daman Grewal:

Daman Grewal is a Canadian logistics entrepreneur and sales educator with nearly two decades of experience in cross-border transportation. He has built and operated successful logistics companies while mentoring individuals in sales and business development. As the founder of LogisticsSales.com, Daman is on a mission to provide free, practical education that helps people worldwide develop income-generating skills and connect with real opportunities.

How to Get in Touch with Daman Grewal:

Website: https://www.logisticssales.com/

Email: [email protected]

Gift: Free website access for everyone

Stalk me online!

Linktr.ee: https://linktr.ee/conniewhitman

Communication Style Assessment (CSA)™: https://www.assess.biz/assessments/assessment_entry.asp?m=1188&a=1177

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.

In today's episode, you'll discover:

1. What it means to change personalities in a business transaction right at the goal line,
2. What's broken about how most companies handle deal negotiation, specifically discounting.
3. The Four Levers: where they come from, and why they are universal.

To support these three takeaways, I chose a quote from Jacob Lew:

"The most critical thing in a negotiation is to get inside our opponents' heads and figure out what he really wants."

About Todd Caponi:

Todd Caponi, CSP® is a multi-time C-Level sales leader, a behavioral science and sales history nerd, and has led through two companies with successful exits. He now speaks and teaches revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity as Principal of Sales Melon LLC. He's the author of two previous award-winning books, The Transparency Sale and The Transparent Sales Leader. His newly released book is Four Levers Negotiating: The Simple, Counterintuitive Way to Higher Deal Values and Lasting Trust.

How to Get in Touch with Todd Caponi:

Website: http://toddcaponi.com/

Email: [email protected]

Podcast: https://toddcaponi.com/podcast/

Stalk me online!

Linktr.ee: https://linktr.ee/conniewhitman

Communication Style Assessment (CSA)™: https://changingthesalesgame.mykajabi.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.

In today's episode, you'll discover:

1. Why working harder, selling more, and relying on personal effort alone won't create scalable success—and why the real breakthrough comes from building a system other people can duplicate.
2. How to turn rookies into leaders who multiply leaders and create teams that grow without depending on one superstar.
3. Why speed, recruiting, and duplication are the real engines of wealth, without getting distracted by "shiny objects," and how proven systems can accelerate both income and impact.

To support these three takeaways, I chose a quote from Peter Drucker:

"Nothing is less productive than to make more efficient what should not be done at all."

About Larry Weidel:

Larry Weidel is a Sales Executive, Investor, and Business Advisor with over $6 billion in assets under management. He hosts the popular Million Dollar Mastermind Podcast and is the bestselling author of Serial Winner (Greenleaf, 2015). He has been featured in Forbes, Inc., Fast Company, The Globe and Main, Investor's Business Daily, and by the American Management Association.

How to Get in Touch with Larry Weidel:

Website: https://weidelonwinning.com/

Email: [email protected]

Stalk me online!

Linktr.ee: https://linktr.ee/conniewhitman

Communication Style Assessment (CSA)™: https://www.assess.biz/assessments/assessment_entry.asp?m=1188&a=1177

Subscribe to the Enlightenment of Change 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.

In today's episode, you'll discover:

1. You will learn why people often hear the same message differently, and how misunderstanding can quietly cost sales, trust, and long-term relationships.
2. You will understand the way people process information can help you connect more effectively, ask better questions, and communicate with greater impact.
3. Why human connection is still the competitive advantage.

To support these three takeaways, I chose a quote from Roy T. Bennett:

"Listen with curiosity. Speak with honesty. Act with integrity. The greatest problem with communication is we don't listen to understand. We listen to reply. When we listen with curiosity, we don't listen with the intent to reply. We listen for what's behind the words."

About Karen Fox:

Karen Fox is a leadership speaker, AI strategist, and creator of RQ Intelligence™, the science of helping people understand each other. She helps leaders and teams turn everyday communication into clarity, trust, buy-in, and results. With expertise in AI, marketing, communication, and human behavior, Karen brings bold energy, humor, heart, and practical strategies that help audiences stop repeating, start connecting, and lead in a way people actually understand.

How to Get in Touch with Karen Fox:

Website: http://karentheconnector.com http://RQImpact.com

Email: [email protected]

Gift: https://karentheconnector.com/rqlearning/

Stalk me online!

Linktr.ee: https://linktr.ee/conniewhitman

Communication Style Assessment (CSA)™: https://www.assess.biz/assessments/assessment_entry.asp?m=1188&a=1177

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.

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: [email protected]

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.