Sales Game Changers | Tips from Successful Sales Leaders: Recent Episodes
Fred Diamond
Institute for Excellence in Sales co-founder Fred Diamond interviews top business-to-business sales leaders from companies such as Cisco, AT&T, Oracle, Microsoft, Salesforce, Hilton and others about their sales journey, career highlights, mentors, and lessons learned while asking them to offer tips to help emerging sales professionals and leaders to grow their careers. It's an interview-style podcast that has become even more popular as sales professionals look for solutions during the COVID-19 pandemic.
This is episode 767.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a special episode of the new “Office Hours – Sales Professors Unplugged Podcast.” The show feature interviews with sales professors at universities with a sales excellence programs. Many of the universities are members of the University Sales Center Alliance.
Watch the interview on YouTube here.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show is a special “Office Hours – Sales Professors Unplugged” episode featuring Chris Wilkey, Director of the Ball State University Center For Professional Selling.
Find Chris on LinkedIn.
CHRIS’ TIP: “Great salespeople don’t force the sale. They earn trust by showing they’re listening and willing to serve—even if it means saying, ‘You don’t need this.'”
This is episode 766.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
Read more about the Institute for Effective Professional Selling (IEPS) Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Patrick Smith, former CMO at Cvent and Deltek.
Find Patrick on LinkedIn.
PATRICK’S TIP: “Treat sales and marketing as one team with shared goals. Stop passing leads over a wall—sit in each other’s meetings, align on the plan, and build an in-it-together mentality where both sides are accountable for pipeline and revenue.”
This is episode 765.
Read the complete transcription in the Sales Game Changers Podcast website.
This is the second episode of the “AI and Selling Effectiveness Podcast.” Every other Monday, the IEPS will post a new show with Selling Essentials Marketplace partner Zeev Wexler from Viacry.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured essential prompting guidelines from Expert in Digital Marketing, Blockchain & AI for Strategic Business & Revenue Growth Zeev Wexler, President of Viacry.
Find Zeev on LinkedIn.
ZEEV’S TIP: “Take the same prompt and run it through multiple AI tools—like ChatGPT and Claude—to see how each processes information differently. Then analyze the outputs to understand which tool is best suited for each type of task.”
This is episode 764.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Effective Professional Selling (IEPS) Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Tyler Replogle, Principal Partner Solution Architect at AWS.
Find Tyler on LinkedIn.
TYLER'S TIP: “Have an opinion and push that opinion. I said to my customer, ‘Here’s what I would do if I were in your shoes.’ That actually progressed the deal.”
This is episode 763.
Read the complete transcript on the Sales Game Changers Podcast here.
This is a Sales Story and a Tip episode! Watch the video of the interview here.
Read more about the Institute for Effective Professional Selling Emerging Sales Leader Program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with The Complete Client Acquisition System creator Craig Lowder.
Find Craig on LinkedIn.
CRAIG’S TIP: “Have you ever tried to sit on a one-legged stool? That’s why you need three strong referral partners in each category — it gives you balance and consistency.”
This is episode 762.
This is the premiere episode of the Office Hours - Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast. The show will feature interviews with sales professors at Universities with a sales excellence programs.
Read the complete transcription on the Sales Game Changers Podcast website here.
Watch the interview on YouTube here.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show was the premiere episode Dr. Terry Loe from Kennesaw State University. He is the founder of the National Collegiate Sales Competition.
Find Terry on LinkedIn.
TERRY’S TIP: “We’re not just teaching students how to sell—we’re helping them build meaningful careers with integrity, professionalism, and purpose.”
This is episode 761.
Read the complete transcription on the Sales Game Changers Podcast website here.
This is the premiere episode of the new “AI and Selling Effectiveness Podcast.” Every other Monday, the IEPS will post a new show with Selling Essentials Marketplace partner Zeev Wexler from Viacry.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show was the premiere episode with Expert in Digital Marketing, Blockchain & AI for Strategic Business & Revenue Growth Zeev Wexler, President of Viacry.
Find Zeev on LinkedIn.
ZEEV’S TIP: “Mediocre is free. Every off-the-shelf tool by design is mediocre at best. If you don’t have a plan, you’re not going anywhere.”
This is episode 760.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Effective Professional Selling (IEPS) Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Kate Walsh, Senior Director, Hilton, UK and Ireland.
Find Kate on LinkedIn.
KATE’S TIP: “My number one passion is building people up and fostering collaboration. I really believe in the power of a team and the incredible results that come from working together.”
This is episode 759.
Read the complete transcription on the Sales Game Changers Podcast website here.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Effective Professional Selling (IEPS) Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Caryn Kopp, Chief Door Opener® at Kopp Consulting. Kopp Consulting is an IEPS Selling Essentials Marketplace® (SEM) service provider. Learn more about the SEM here.
Find Caryn on LinkedIn.
CARYN’S TIP: “If you’re not tracking the percent of first meetings that go to second meetings, you have no idea how effective your first meetings really are.”
This is episode 758.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Effective Professional Selling Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Kevin Davis, President of Public Sector at OpenText, and his daughter Taylor Davis, a Federal Account Executive at Snowflake.
IEPS Women in Sales Program Director Gina Stracuzzi also co-hosted the interview.
Find Kevin on LinkedIn. Find Taylor on LinkedIn.
KEVIN’S TIP: “Everything you do, especially in sales, is a reflection. Be coachable. Protect your brand.”
TAYLOR’S TIP: “I was obsessed with being the best version of myself. The athlete’s drive carries over into sales.”
This is episode 757.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Liz Elting, author of Dream Big and Win, and the cofounder of TransPerfect, a billion-dollar translation company.
Center for Elevating Women in Sales Leadership (CEWL) Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales series of the Sales Game Changers Podcast.
Find Kristin on LinkedIn.
KRISTIN'S TIP: "Your mind is so powerful, and you are not your thoughts. You’re capable of endless possibilities if you stick your mind to something, believe in yourself, and stick to it.”
This is episode 756.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with John Podolak, Chief Revenue Officer at IMPRES Technology Solutions, Inc.
Find John on LinkedIn.
JOHN'S TIP: “At a macro level, aligning with your partner's priorities is key. Executives appreciate honesty about where you’re aligned—and where you’re not.”
This is episode 755.
Read the complete trancription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Amy Belcher, Director, WW ISV Sales & Go To Market Strategy, AWS.
Find Amy on LinkedIn.
AMY'S TIP: ""Own it. Don’t wait for someone to invite you to grow—raise your hand, build your skills, and lead your career."
This is episode 754.
Read the complete transcript on the Sales Game Changers Podcast website here.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Liz Elting, author of Dream Big and Win, and the cofounder of TransPerfect, a billion-dollar translation company.
Center for Elevating Women in Sales Leadership (CEWL) Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales series of the Sales Game Changers Podcast.
Find Liz on LinkedIn.
LIZ'S TIP: "Take that risk. If you’re at a company, take the risk at something new. Suggest an idea. Act like an owner in a nice way, don’t act like you know everything, but offer ideas and then offer to carry them out. Risk takes us so far. It’s so fulfilling. It’s what changes companies and changes the world."
This is episode 753.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
Read more about the Institute for Effective Professional Selling's Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with General Assembly leaders Jourdan Hathaway, Chief Business Officer, and Gretchen Jacobi, Chief Revenue Officer. General Assembly was a recipient of the first ever “AI for Sales Excellence Awards,” which were presented at the Institute for Effective Professional Selling on May 1.
Find Jourdan on LinkedIn. Find Gretchen on LinkedIn.
GRETCHEN’S TIP: “Start somewhere. Start small and build from there. Audit your week. Pick something that feels lowest risk to you… and start integrating AI. Just start now.”
JOURDAN’S TIP: “If the early bird gets the worm, the early AI adopter gets the sale.”
This is episode 752.
Read the complete trascription on the Sales Game Changer Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Olivia Lynch, leader of the Salesforce Women’s Network (SWN).
IES Women in Sales Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales Leadership series of the Sales Game Changers Podcast.
Find Olivia on LinkedIn.
OLIVIA’S TIP: “It’s not bragging if it’s true. You did the thing. What’s the problem in sharing?”
This is episode 751.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Beth McGrath, Global Industry Leader for Government and Public Services (GPS) at Deloitte. Beth will receive the Institute for Excellence in Sales (IES) Women in Sales Leadership Award at the 15th Annual Award event on May 1.
IES Women in Sales Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales series of the Sales Game Changers Podcast.
Find Beth on LinkedIn.
BETH’S TIP: “The network is the thing that gets stuff done, in government, outside of government, within industry, between industry and government, nation to nation. The strength of your network is incredibly important. You never stop building your network because you just never know when you’re going to need somebody for something. That to me is something you can work on every day and at any stage in your career, or even post first career into second career, into third career. It’s the network that will help you both personally and professionally and also you can contribute to others.”
This is episode 750.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode! Watch the video of the interview here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with social selling guru Jamie Shanks.
Find Jamie on LinkedIn.
JAMIE’S TIP: “You just have to be willing to hear no. A no is fine. A no is like a maybe later, but you can’t be afraid of it.”
This is episode 749.
Read the complete transcript on the Sales Game Changers Podcast website.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Joe Swope, author of “The Creativity Algorithm,” and Desmond Richelsen, VP of Sales at AMES, Inc.
JOE’S TIP: “One specific thing someone should do is every day carve out a couple minutes, ask yourself why, when, and how is your next good idea, your transformative idea that will get you over that brick wall? How is it going to happen? What are you doing to invite it? Because that’s probably the most important thing in your sales practice, is your own mind.”
DESMOND’S TIP: “Make sure that you are being the best that you can be, and that will allow everybody else to follow you in the right direction.”
This is episode 748.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode! Watch the video of the interview here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Jon Jumento, Sales Director, Aerospace and Defense at Juniper.
Find Jon on LinkedIn.
JON'S TIP: "In complex B2B and B2G sales, your product isn’t your only differentiator—your account team is. It’s how you show up, how you execute, and how you take care of your customer that sets you apart.”
This is episode 747.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Kurt Greening, EVP of Sales and Marketing at Securis.
Find Kurt on LinkedIn.
KURT'S TIP: "The idea is, ‘Hey, I hear you. Love to help you, but I need to collaborate with you to understand what you’re trying to accomplish, and I’ll put that together as a document that I’ll use to justify why we give you what you need."
This is episode 746.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode! Watch the video of the interview here.
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Chris Westfall, author of "The New Elevator Pitch."
Find Chris on LinkedIn.
CHRIS’ TIP: ““Preparation is important, but presence is priceless. You can rehearse your message, polish your pitch, and script every word—but if you’re not fully present in the moment, truly listening, and tuned in to the needs and emotions of your audience, you’ll miss the connection that really drives trust and action. Presence is what transforms information into influence.”
This is episode 745.
Read the complete transcription on the Sales Game Changers Podcast here.
Get your tickets to the 15th Annual IES Sales Excellence Awards here. They will be on May 1 at the Mclean Hilton in Tysons Corner, VA.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Marketing and Sales leaders Suzanne Behrens and Amir Capriles from Granicus.
Find Suzanne on LinkedIn. Find Amir on LinkedIn.
SUZANNE’S TIP: ““Content must differentiate and influence. Buyers are smarter and more selective, so we need to deliver real value through every interaction.”
AMIR’S TIP: “The best sales reps run their territory like a CEO runs a business. They plan, they execute, and they lead with differentiated value.”
This is episode 744.
Read the complete transcript on the Sales Game Changers Podcast website.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Find out more about the 15th Annual Sales Excellence Awards here.
Today’s show featured an interview with Bryan Jenkins, Vice President of Sales, RunSignup.
BRYAN’S TIP: “Just because someone says no doesn’t mean it’s over. In our world, ‘no’ usually means ‘not today.’ Great reps circle back, stay patient, and win when the time is right.”
This is episode 743.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Faheem Moosa, founder of Consulting Leap.
Find Russ on LinkedIn.
RUSS’ TIP: “That phrase, ‘If the pressman doesn’t like it, it ain’t going to work,’ has stayed with me since the 1990s, and it still applies to every sales situation I’ve been in. No matter how senior the buyer is, I’ve learned that the people actually using your product—the ones with their hands on it—are the ones who make or break the deal.”
🚀 Key Takeaways: ✅ The real influencers aren’t always at the top. End users—like press operators, admins, or engineers—can make or break a deal based on their experience with your product.
✅ Get the ground truth before the boardroom pitch. Talking to the people who actually use the technology uncovers insights and blockers that execs and procurement might not even be aware of.
✅ Relationships still matter—especially with users. Building trust with everyday users can uncover deal-closing intel and build lasting loyalty beyond just the contract signers.
This is episode 742.
Read the complete trancription on the Sales Game Changers Podcast website here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Anthony Robbins, the 2025 IES Lifetime Achievement Award recipient, and his daughter Megan Robbins from NVIDIA.
Get your tickets to the 15th Annual Sales Excellence Awards here. They will be on May 1 at the Mclean Hilton in Tysons Corner, VA.
IES Women in Sales Program Director Gina Stracuzzi also co-hosted the interview.
ANTHONY’S TIP: “Early-in-career people have to get a good coach in their corner, they have to have mentors that they engage with, and they have to be really dialed into building subject matter expertise. The relationships Megan is developing today, she will have these relationships for 10 or 20 and sometimes 30 years. Investing in these relationships is really important.”
MEGAN’S TIP: “Just show up. Get out there in your community as much as you can, whatever profession or industry you choose. Build out your network.”
This is episode 741.
It's a special Women in Sales episode.
Read the complete transition on the Sales Game Changers Podcast website here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Souror Humpton from Oracle, the 2025 Jay Nussbaum Rising Sales Star award recipient, and Jessica Scott from Carahsoft, the 2025 IES Partner of the Year. Get your tickets to the 15th Annual Sales Excellence Awards here. They will be on May 1 at the Mclean Hilton in Tysons Corner, VA.
IES Women in Sales Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales series of the Sales Game Changers Podcast.
SOUROR’S TIP: “Don’t be afraid of rejection. My biggest thing is I pick up the phone and I just make the phone call. Whether it’s your management, whether it’s a customer, whether it’s something that you need from somebody to take that next step. Worst-case scenario, it’s a no, and you move on. But best-case scenario, you get what you had hoped for.”
JESSICA’S TIP: “Invest in yourself. Be proactive with getting better at your job by finding a mentor, by attending trainings. They will help with your professional development. Go to the live events, push yourself outside of the comfort zone and just build those connections. That’s how we thrive in this business – off of the connection.”
This is episode 740.
Read the complete trancription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Find out more about the 15th Annual Sales Excellence Awards here.
Today’s show featured an interview with Greg Clifton, General Manager – Defense & National Security Group at Intel.
Find Greg on LinkedIn.
GREG’S TIP: “Show up, add value, and meet somebody new every day. The relationships you build and the trust you establish by being present, engaging in meaningful conversations, and contributing to your industry will set you apart in sales.”
This is episode 739.
Read the complete transcription on the Sales Game Changers Podcast website here.
Read more about the Institute for Excellence in Sales (IES) Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show is a Women in Sales episode. The interview was conducted by Center for Elevating Women in Sales Leadership director Gina Stracuzzi.
The guest, Randi Deckard is the Senior Vice President, Growth at BESLER.
RANDI’S TIP: “Sales is a conversation. The key is to simplify the complicated, stay curious, and iterate. Success comes from constantly refining, learning, and being 1% better every day.”
This is episode 738.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales (IES) Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Anne Altman, CEO Everyone Matters, Inc. She was the recipient of the Institute for Excellence in Sales Lifetime Achievement Award in 2013.
The show was cohosted by IES Women in Sales program director Gina Stracuzzi.
Find Anne on LinkedIn.
ANNE'S TIP: "Sales leaders must create possibilities for their teams by asking powerful, forward-thinking questions. Inspire your salespeople by asking, ‘What if we could accomplish this?’ and help them bridge the value of what they’re selling to the impact it can have for customers. Engagement starts with envisioning what’s possible.”
Thia is episode 737.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Kristina Bouweiri, President & CEO at Reston Limousine Service. She’s the Institute for Excellence in Sales Entrepreneurial Sales Leader of the Year. Find out more about the 15th Annual Sales Excellence Awards here.
KRISTINA’S TIP: “Our motto has always been never say no. Say yes to whatever the customers want. Everyone’s a customer. That has been our motto for 35 years and it has served us very well.”
This is episode 736.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Briana Horan, VP of Clinical Sales for Galaxy Diagnostics.
BRIANA’S TIP: “Consistency creates credibility. Whether that’s in developing yourself as a salesperson or in the salesperson of how you show up to your clients, be consistent.”
This is episode 735.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Jack Daly, the Institute for Excellence in Sales Sales Speaker of the Year. Find out more about the 15th Annual Sales Excellence Awards here.
JACK’S TIP: “Lifelong learning fuels my journey. From paper books to Kindle—and now Audible—I average over 100 books a year by learning on the go. Your degree isn’t the end; it’s just the beginning.”
This is episode 734.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Dawn Deeter, Director of the National Strategic Selling Institute at Kansas State University.
DAWN'S TIP: "Always be honing your skills, because things are always changing. My dad taught math, and sometimes I think, “Boy, wouldn’t that be nice?” Because things don’t change. I’m always every semester updating my notes, because nothing is ever the same. You’ve just constantly got to be honing those skills and staying up to date on what’s happening."
This is episode 733.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Josh Garrison, VP of Marketing at Apollo and the author of "Outbound Sales: A data-backed playbook for cold email, cold calling, social selling, and more," and Samuel Elliott, Senior Account Executive.
JOSH'S TIP: "Go leave five comments on LinkedIn, and I want you to do it in a way where you’re not selling anything. Give as much as you can in those five comments on five different posts and see what you get. Make that a habit. That’s my number one thing, that even myself, we could all do better and the rewards are going to be there."
SAMUEL'S TIP: "Go log into ChatGPT, Perplexity, or any of the AI applications. Before your next call with someone, ask it to summarize what that company does, who they serve, and what their specific role and title cares about. You’ll be amazed at how much it can streamline your pre-call research and information and all of the possibilities beyond it."
This is episode 732.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with James Muir, author of “Unsticking Deals,” and his colleague Patti Peets, Chief Revenue Officer, Unislink.
JAMES’ TIP: “Be a domain expert in addition to being a sales expert. If you’re a new salesperson, what that means is you need to master your industry so well that if the person that you sell to said, “Hey, I’m going to be gone for a month, could you come in and sit in and do my job for me for a month while I’m on vacation?” If you can say you can do that, then you’ve learned enough about your industry. Until you can say that, you need to keep grinding until you understand that, because what’s going to happen is the credibility that you’ll have with clients when you’re with them will go off the charts.”
PATTI’S TIP: “Really go through every deal in your pipeline. If it’s been in that stage for more than 14 days maybe, or 21 days, you should go through that list of questions to really score yourself and be honest with yourself, and then admit this deal is stuck. Then put a plan together, follow some of those methods and techniques that James offers up, and watch what happens. You will have deals that literally unstick, and maybe not every deal, but you will have deals that get unstuck by following this process.”
This is episode 731.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
This is a Sales Story and a Tip episode! Watch the video of the interview here.
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Faheem Moosa, founder of Consulting Leap.
Find Faheem on LinkedIn.
FAHEEM’S TIP: “Even though I had a champion in the organization, I couldn’t push too hard. That was a learning for me. There are different dynamics that take place within an organization. Champions are not going to save you all the time, but then it doesn’t stop you from pursuing other angles and still being top of mind in other ways. That’s what I learned about champions in a complex sale.”
🚀 Key Takeaways: ✅ Sales champions help—but can’t always seal the deal. Even a CFO advocate might hesitate if the timing isn’t right. ✅ Persistence pays off. Even when doors close, creative networking can lead to a breakthrough. ✅ Sales isn’t just about strategy—it’s about patience. The right opportunity can take time, but when it comes, the deal can happen fast.
This is episode 730.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode! Watch the video of the interview here.
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Chaz Horn, author of “B2B Blueprint To Predictable Sales.” Learn more about it here.
Find Chaz on LinkedIn.
CHAZ’S TIP: “Always treat each and every person that comes into your life with respect, empathy, and look to serve.”
This is episode 723.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Andrew Barbuto, author of "Top Sales Producer: How to Crush Your Sales Quota," and his sales manager, Patrick Thornton at Basis Technologies.
Find Andrew on LinkedIn. Find Patrick on LinkedIn.
ANDREW'S TIP: "Picture what your life is like if you are your ideal customer profile. Put yourself in their shoes. What is your day like? What are some of your challenges? You’ll be surprised at the insights you can get from that. Our job is to help our customers and our prospects. How are you going to do that unless you really understand what their needs are?"
PAT'S TIP: "Reach out to one sales professional, but any professional that you respect and admire, and say, “What’s one book that you would recommend that really helped shape and advance your career?” Read it and then see what happens."
This is episode 728.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Richard Applebaum, Manager-Partner at Rein Teen Tours.
Richard first appeared on the Sales Game Changers Podcast at the height of the Pandemic on March 26, 2021. Listen to the episode here.
Find Richard on LinkedIn.
RICHARD'S TIP: "it’s so important and so rarely done that we show the correct amount of appreciation to our clients. Where when there’s nothing going on, it’s a quiet day, I pick up the phone, call 10 clients who have been with us before and say, “Thanks. We really appreciate that you trusted us with your child, your most valued possession.” Take the time to let your customers know that you appreciate them. That will have a very good result for you."
This is episode 727.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Natalie Lambert, Founder & Managing Partner at GenEdge Consulting.
Natalie and Juliana Slye will be presenting “AI & The GovBuyer’s Journey: A One-Day Workshop in Practical AI and Buyer Engagement for Public Sector Marketers. on January 28 in Reston, VA. Register here.
NATALIE’S TIP: “It comes down to changing a habit. Whether it is making your home screen Perplexity and not Google to try, what is it like to search with an answers engine versus Google? As you do that, you’re going to see, “If it can do this, it can do this,” and it will start growing on itself. Put that into your daily workflows and see what you get.”
This is episode 726
Read the complete tranwcription on the Sales Game Changers Podcast website here.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Seth Marrs, the primary sales AI and technology thought leader at Forrester.
Find Seth on LinkedIn.
SETH’S TIP: “AI is going to make you as a sales professional a lot better. It’s going to make it a lot harder to be a seller, but for those who take advantage of it, it’s not going anywhere soon. Tt’s going to make sales more important and it’s going to make the true nature of a seller. The true nature of a seller is independence and really trying to find your own way to do things.”
This is episode 725.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Quinton Feltner, Regional Sales Vice President, Microsoft (Nuance).
Find Quinton on LinkedIn.
QUINTON'S TIP: "I put it in three buckets. Fix, avoid, and accomplish. Can you help somebody avoid something? Can you help somebody accomplish something? Can you help somebody fix something? When you really focus consistently and seeking to be that problem-solver, you’re going to set yourself apart."
This is episode 723.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Bryon Kroger, CEO of software development firm Rise8.
Find Bryon on LinkedIn.
BRYON'S TIP: "Give away all your secrets. Every single one of them. If you want to have a value-based conversation with somebody, show that you’re willing to give them value in the first place. The worry here with everybody is if I sell the secrets, they won’t need me, but I promise, they’ll still need to buy the implementation."
This is episode 724.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
This is a Sales Story and a Tip episode! Watch the video of the interview on YouTube.
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview Linda Erickson of the Star Speaker Academy.
Find Linda on LinkedIn.
LINDA'S TIP: "I want to emphasize the power of using stories into your deliveries. If I would have said, “Oh, the Convention Center has 73,000 square feet,” they aren’t going to remember it. But they’re going to remember a Guinness World Book of Records. They’re going to remember the inaugurations. Those are the things that you leave people with, and you can always give them the information after. Data and information is good to a point, but it can also kill you."
This is episode 722.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Dan Carusi, Head of Client Success at Sandler. He also leads equine-based leadership retreats for executives.
Find Dan on LinkedIn.
DAN’S TIP: “Many people split into fear, uncertainty, and doubt that really holds them back from being their best at what they do. Don’t fall into that trap. It is a mindset. The world’s kind of crazy today but be on guard for not slipping and you’re letting your mindset slip into that FUD. If you’re pushing yourself outside your comfort zone, you’re going to break the FUD cycle. They do go hand in hand.”
This is episode 721.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Okta Federal Vice President Amy Johanek.
AMY’S TIP: “Prepare. Think about the outcome that you want to achieve, put a plan into action, one that fits into your strategy, that has both near-term and long-term steps. Don’t fall in the trap of being caught up in the day-to-day or the end of the quarter. Have a vision and make a plan and execute against it. Above all, deliver value for the customers, and your preparation won’t be wasted if you do that.”
This is episode 720.
Read the complete transcription on the Sales Game Changers Podcast website here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Shibani Gambhir, Vice President, Sales Intelligence and Support at United States Postal Service.
SHIBANI’S TIP: “It’s an exciting time to be part of the Postal Service. We’re going through a major transformation. We work in the millions and billions when we talk about programs and customers. You can have a very significant impact to customers, because you’re able to offer great products and solutions. You’re binding the United States together with the product offerings. That’s something to be so proud of. The transformation that we’re undertaking right now is unprecedented, and it’s the single largest insourcing transformation in the United States. Lots of investments in our IT infrastructure, in our facilities, in our employees. The energy at the Postal Service is fantastic.”
This is episode 719.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show focused on the concept of “Technology by Policy” and featured Federal Business Development and Marketing expert Rob Efrus and GitLab Federal CTO Joel Krooswyk.
ROB’S TIP: “Try and walk in the shoes of your end user, federal customers, understand the pressures that they are facing, agency reorganizations, budget cuts, etc. doing more with less, and align your value proposition to those challenges and the policies that are driving those challenges.”
JOEL’S TIP: “Find some good sources of information and just subscribe so you’re up to date. Don’t let policy fly by as some of it’s going to be really important. Find a few news sources you like. I’m a big fan of subscribing directly to the White House and to CISA. If you just get a few of those things coming in your inbox, you can at least keep up with policy changes as they’re being published.”
This is episode 718.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode! Watch the video of the interview here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with "Thank You, It's True" Movement Creator and TEDx Speaker Cynthia Barnes.
CYNTHIA'S TIP: "Whatever I thought the compelling offer was, most likely wasn’t the compelling offer. I had to shift from the lens through which I was looking and get inside the head of my buyer, to the point where I started to think like them. I was then thinking, “What would my prospect do? What would my prospect say in this instance?” I wanted to feel what they felt. It was the psychology of my buyer. That’s how important it was."
This is episode 717.
Read the complete trascription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured Holly Rollo, the author of The Power of Surge. We also featured John Shrader, Chief Revenue Officer at construction software company Arcoro.
HOLLY’S TIP: “The real thing that’s going to differentiate you is a frictionless customer experience. That customer experience can’t be managed if it’s in bits and pieces all over the place. Then sales, marketing and customer success aren’t radically aligned, which is what I’m a big advocate of. Priorities become really, really clear when you figure out where’s the friction in that customer experience and how can you properly set goals, which I think would help align CEO expectations, not just on marketing, but on the investments and attention spent across the go-to-market roles that remove that friction and make the experience stronger.”
JOHN’S TIP: “What are those things that you’re doing on a regular basis that cover three things? You’re always prospecting, you’re selling, and you’re closing. There’s different times in your day, your month, your week that the amount of time you spend between those three things shifts. The beginning of a month, you’re going to be spending more probably on prospecting. The bottom end of a month you’re doing more on closing. But that balance of how you do that in a day matters.”
This is episode 716.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Government Business Results (GBR) leader Juliana Slye.
JULIANA'S TIP: "For government marketers, you have to understand the persona that you’re marketing to at a deeper level. That’s step one. For the sales leaders and sales professionals out there, what I would tell you is understand that your role has changed. Your job is not to be the information or the education concierge. Your job is to be the trusted advisor who brings valuable insights above and beyond your company and your product, because they’re going to find that information on their own to the table. Focus on the relationship and bring those insights that are relevant to their problems and challenges in their agency."
This is episode 715.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode! Watch the video of the interview here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Vice President @ Infinite Electronics Jason Koshy.
JASON’S TIP: “One of the most important things I took away from that is that in sales, it’s just as an important career as being a doctor, an engineer, or any other profession. To be proud in what you do and to do it to make a difference in your customer or your end customer’s projects, or whatever the business is trying to do, is critical.”
This is episode 714.
Read the complete transcript on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with sales performance specialist Cara Pacific Campbell.
CARA'S TIP: "It’s the relationship. If you are going to sell a multimillion-dollar deal, people are not buying your technology. People are buying your relationship, your support. They’re investing in the trust that you’ve built. That was all relationship, the whole way."
This is episode 713.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with government sales leader David Peed, the Regional Director Department of Defense, Special Programs and System Integrators for Fortinet Federal. This is his third appearance on the Sales Game Changers Podcast.
DAVID’S TIP: “You want to be thorough in your follow up. Timing-wise, you want to make sure that you hit all the marks there, but there’s nothing wrong with taking a little time, showing a little patience, and the customer or the person you’re interacting with, give them some time.”
This is episode 712.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode! Watch the video of the interview here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with sales expert Jim Padilla.
JIM'S TIP: "Know your audience. That’s your responsibility all the time. It should never be a situation where the project failed because you launched it to the wrong person. It is your job to do your due diligence and make sure that the people you’re serving actually have the problem that you solve, and that they’re aware, and that they’re actually interested in solving it."
This is episode 711.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured KnowlegeNet.ai CEO Mehdi Tehranchi and CRO Nick Caruso.
MEHDI’S TIP: “A salesperson now has knowledge of everything. That’s what AI has done. Now put that knowledge into action, that’s up to you. The salesperson needs to take that and take action. I think that’s the biggest use of AI, no matter which AI you use. It has to be actionable.”
NICK’S TIP: “If you’re not using ChatGPT right now, I highly recommend that you just use it and play around with it. The analogy I made is that recorder. Use the recorder just to get better at it and then challenge yourself. If you’re a manager, look at what your team is doing and saying, “Can I make this more efficient?”
This is episode 710.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode! Watch the video of the interview here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with business development leader at the Offit Kurman law firm Jim Ries.
JIM’S TIP: “On LinkedIn, don’t just post about you, me, we. Post about your experiences with other people, other companies. Share knowledge. It can’t just be about awards that you’ve won or presentations that you’ve made. Make it about other people and make it about really relevant content that your network would want to see from you.”
On this episode of the Sales Story and a Tip Podcast, Institute for Excellence in Sales cofounder Fred Diamond asks Mike Malloy of Malloy Industries for his key to success.
This is a Sales Story and a Tip episode! Watch the video of the interview here.
Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with fractional executive leader Mike Malloy.
Meet Mike Malloy, the driving force behind Malloy Industries. With experience as a Deloitte consultant, traveling sunglasses salesman, and incubator program director at Halcyon, Mike’s mission is to empower entrepreneurs by helping them buy back their time and focus on growth.
In this podcast, Mike shares the inspiring story of how he helped a CEO, Catherine, who wanted to triple her revenue in the K-12 education space. She needed someone who could build a scalable sales strategy — and that's where Malloy Industries stepped in. After a thorough sales assessment, Mike introduced Catherine to three vetted fractional executives who matched her business goals and values. By selecting Michael, a strategist and hands-on executor, Catherine found her perfect match to build out her sales processes, increase win rates, and transform her business.
🔥 Key Takeaways:
• The power of fractional executives for small business growth
• Building trust and value in business relationships without keeping score
• Planting seeds of success through networking and generosity.
If you’re a sales professional looking to scale and seeking a reliable sales partner, this is a must-watch! Learn how a "giver’s mindset" can transform business and help you achieve your goals.
This is episode 708.
Read the complete transcription on the Sales Game Changers Podcast website.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured AWS Public Sector Partner Sales Leaders Ash Thankey and Andrew Christian.
ASH’S TIP: “We don’t want stagnation at AWS. We want to make sure that people are hydrating themselves with knowledge and are learning and advancing themselves. Keep learning and keep being curious.”
ANDREW’S TIP: “Learn as much as you can continually. What we do takes practice. There’s a lot to continue to learn with the technology landscape. Everything is changing day to day. In addition to just being better with the foundations as a salesperson, you also have to understand the context that customers are trying to make sense of these new changes as well. Learning as much as you can is really the only way that you’re going to keep up with that.”
This is episode 707.
Read the complete transcription on the Sales Game Changers Podcast website here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an AWS Public Sector Partner Sales Leaders Jillian Swenson and Mike Blake.
Find Jillian on LinkedIn. Find Mike on LinkedIn.
JILLIAN’S ‘ TIP: “Differentiate yourselves from your peers by leveraging new GenAI tools to reduce repetitive time-consuming tasks and gain new insights into your customers. It’s going to free you up and help you bring more unique value to your customers.”
MIKE’S TIP: “Cultivate a positive mindset and resilience. Selling to large integrators can be very challenging. Develop techniques to maintain motivation, overcome rejections, because there will be rejections, and celebrate your successes. Prioritize building those relationships and really understanding these companies. Focus on the customer’s needs, earning their trust, rather than just going for the hard sale.”
This is episode 706.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Jason Adolf, Vice President - Global Public Sector Vertical at Appian.
JASON'S TIP: "For people who sell to the government, shed the COVID mindset. You need to go out, find a trade show, find an industry day, find a networking event, and go register for it and go. Your government customers are coming out. Your partners are going to be there. Washington tends to be a very incestuous community as far as trading people. If you are not out there, somebody else is. Your competitor is out there. If you are not out there, you’re not top of mind."
This is episode 705.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Marc Monday, Vice President, Global Partnerships & Alliances at Deltek.
Find Marc on LinkedIn.
MARC'S TIP: "Embrace marketing. Don’t fall into the trap of thinking that marketing is a separate discipline from what you do. Marketing is selling. Increasingly, the data shows 68% to 75%, even 80% of all customer buying decisions are done digitally online before you ever see them in your CRM. As a sales professional, it is incumbent on you to become an expert at marketing and understanding what that is. That bridge between sales and marketing is probably the single most important thing that will set you apart."
This is episode 704.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Theresa Caragol, Founder, and CEO at AchieveUnite. She is the author of Partnering Success: The Force Multiplier to Achieve Exponential Growth.
THERESA'S' TIP: "Partnerships have become more important than ever, with the rise of the influencer, and the rise of AI, and the rise of 35 touches in an enterprise opportunity. They might be transactional, they might be sales, they might be consulting, they might be advisory, they might be procurement, they might be inside of your organization. Every single company in the world needs to have a partnering strategy from day one."
This is episode 703.
Read the complete transcript on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Alan Versteeg, Global Chief Revenue Officer, Growth Matters International and James Hickman, Director of Sales at Altron Digital Business.
JAMES’ TIP: “Take 5 to 10 minutes, sit down and write down, out of this podcast or any of the other podcasts you’ve listened to on the channel, what is it you are going to go and do? Set yourself timelines to that and book a meeting now for a week or two weeks to sit down and review how you’ve progressed along those actions. None of what’s been said on this podcast or any of the others is any value unless it’s implemented and actioned. That’s the only way to get results.”
ALAN’S TIP: “If you’re a salesperson, make it a profession. That mindset will change everything. If you’re a sales manager, realize you’re there to grow salespeople that grow sales, not grow sales. That mindset will serve you everywhere. If you’re an organization, realize that nothing happens until you make a sale. As the leader, start aligning the organization behind the sales.”
This is episode 702.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Anna Frazzetto, the former Chief Revenue Officer at Airswift, a workforce solutions (staffing and recruitment) organization.
ANNA’S TIP: “With the clients that you currently work with, find out something that you don’t know about them. Because there’s going to be something that you don’t know. Either about the individual that you sell to. Have you done research specifically? If you’re selling to a C-level person, maybe they belong to a certain committee that you didn’t know about. Find out something new. Every bit of information helps out.”
This is episode 701.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Mark Magnacca, President and Co-Founder, Allego, Inc. and Mark Lonzo, Director of Sales Development at The Hillman Group.
MARK MAGNACCA'S TIP: "To take your sales career to the next level, pick a philosophy. In the same way that there’s lots of great philosophies out there in terms of how to grow your business, how to be consultative, the key is to try to find one that you can actually follow. Trying to mix and match or mix religions, so to speak, is a lot harder than to pick one approach that you believe in and that you can hold onto and stay with over the long term."
MARK LONZO'S TIP: " I have a sign in my office that says, “If we’re not changing, we’re dying.” Always look for ways that you’re always changing and evolving as a person. Don’t become stagnant in your career. Always look for ways to improve. It’s a constant self-improvement process that you need to engage in."
This is episode 700! Yay!
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Interviewing Fred for this monumental episode was LinkedIn Top Executive Voice Leader Kathy Obad.
FRED'S TIP: "If one person listens to my podcast, then one person listens to my podcast, and I’m impacting one person. Now, I want thousands, but if you’re making a difference with one person, and I know that the Sales Game Changers Podcast has done that, because people have told me. I know that the book has done that, because people have told me. Some people tell me they read it before they go on a sales call. The Love, Hope, Lyme book, I know that’s impacting lives in a very, very challenging world. Anything we could do to make the world a better place is a good thing, even if it's one person at a time."
This is episode 699.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Insight Revenue CEO Zach Gropper and Jonathan Tice, CRO of WebPros.
ZACH’S TIP: “If you’re in a commercial leadership position, sales, marketing, go to the leaders across that team and make sure you have something on your calendar every week where you’re getting together and talking across those functions about your customer. It’s another way you can better align your organization. You’re all playing, it’s teams selling to buying teams, and that’s how you can be a better partner and build better quality business.”
JONATHAN’S TIP: Rethink your role around how do you drive value for the customer in ways that they can measure and quantify.”
Institute for Excellence in Sales Cofounder and Sales Game Changers Podcast star Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the success they want to achieve.
John takes Fred through book as Fred personally answers the questions john poses through the book. In episode seven of seven, they techniques, actions, and things you can do to cross the zone of fear to achieve what's possible in your sales, business, and personal life.
John discusses 15 actions you can take in the book.
On the podcast, Fred and John go deep into 4 of them, including addressing negative self-talk and visualization.
The reality is that once you identify False Evidence Appearing Real, you achieve almost anything.
Thank you for joining with John and Fred to overcome these fears and live your most fulfilled life and achieve what possible in business and your personal life!
This is episode 698.
Read the complete transcript on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Frame of Mind Coaching® process creator Kim Ades.
KIM’S TIP: “Grab a piece of paper and a pen and write down these two questions. Question number one, what do you really, really want right now more than anything? There’s two reallys there for a reason. Think about what you truly, deeply want. Not what is expected of you, not what somebody else wants for you, not what you think you should want, but what do you truly, deeply want? Question number two, what’s stopping you from having it right now? What’s getting in the way? Write down all the reasons, and that’s your first exercise. Start to look at those reasons and understand that they are your beliefs.”
This is episode 697.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
This is a Sales Story and a Tip episode! Watch the video of the interview here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with sales expert Dave Kurlan.
DAVE'S TIP: "People don’t buy presentations. Sales presentations are simply the same as political theater. If the selling was done properly, a person at a time, upfront, ahead of the presentation, the decisions have already been made. The lines have already been drawn, the presentation’s not going to change anybody’s mind. It’s just theater, where the people on the buying committee get to ask some great memorable question and impress their boss or their boss’s boss who happens to be in the room. There’s nothing you can do in a presentation that’s going to change that."
This is episode 696.
Read the complete transcription on the Sales Game Changers Podcast website.
Register for the September 13 Women in Sales Leadership Elevation Conference here.
Register for the IES Women in Sales Leadership Development programs here.
Today’s show featured an interview with Kim Lynch, Executive Vice President, Government Intelligence and Defense at Oracle.
KIM’S ADVICE: “Be in the market, be with your customers. I’m out there all the time. It’s the best way to develop that customer trust, to be able to understand their challenges. Being with them, walking the hallways, it’s so important, for all of us, the engagement with customers. You can’t over engage. That’s critical.”
This is episode four of a 7-part special Sales Game Changers series for sales professionals on addressing the fears that are stopping you from achieving unparalled sales success.
Institute for Excellence in Sales Cofounder Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the success they want to achieve.
John takes Fred through book as Fred personally answers the questions john poses through the book.
In episode four, John discusses the challenges fear can cause to physical and mental health. It also can cause severe impacts to relationships, self-esteem, and overall well-being.
Diamond identifies some of the fears that he faces and Knotts guides him through answers. It's a fascinating process that will help you achieve more your life and sales career!
This is episode 695.
Read the complete transcription on the Sales Game Changers Podcast website.
Register for the September 13 Women in Sales Leadership Elevation Conference here.
Register for the IES Women in Sales Leadership Development programs here.
Today's show featured an interview with Marin Laukka, The Joyfully Financial Speaker. She's the author of Ready Enough: Your 7-Step Guide for Life's Hardest Decisions.
IES Women in Sales Program Director Gina Stracuzzi conducted the interview.
MARIN'S ADVICE: "Step into the version of you that already has the success, or that just got the negotiation, or just got the pay that you know that you deserve. What is that version of you like? What does she think? What does she do in the morning? What does she eat for dinner? What kind of conversations is she having around the workplace? How does she interact with a younger woman who’s asking for her advice?"
This is episode 694.
Read the complte transcription on the Sales Game Changers Podcast website.
Register for the September 13 Women in Sales Leadership Elevation Conference here.
Register for the IES Women in Sales Leadership Development programs here.
Today’s show featured an interview with Sales Leader John Carey, VP WW Alliances & Channels at SAS.
JOHN’S ADVICE: “Stay abreast of the industry news. Find out what your customers are reading or listening to in order to better understand them. Sales is always going to be, whether it’s virtual or physical, a person-to-person activity. If we can be authentic and customer-focused, with that knowledge behind us so that we earn the value that we bring in order to have that engagement with the client, it’s a winning strategy.”
This is episode two of a 7-part special Sales Game Changers series for sales professionals on addressing the fears that are stopping you from achieving unparalled sales success.
Institute for Excellence in Sales Cofounder Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the success they want to achieve.
John takes Fred through the book as Fred personally answers the questions john poses through the book.
In episode two, they address professional fears, such as the fear of failure, the fear of success, and the fear of rejection and how they all impact your business and sales efforts.
Diamond identifies some of the fears that he faces and Knotts guides him through answers. It's a fascinating process that will help you achieve more your life and sales career!
This is episode 693.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with business consultant Monica Stewart.
MONICA’S TIP: “Treat your role and your own book of business just like a consultant would. If you’re stuck in Q1 and you’re saying, “I don’t know how I’m going to get to my number,” don’t just think like, “I need to sell more,” really start to break it down. “Do I have the right people in my pipeline, and do I have a good way of getting more of the right people in my pipeline?” Then once they’re in there, “Am I really doing a good job at moving them through the process that they need to go to?”
This is episode two of a 7-part special Sales Game Changers series for sales professionals on addressing the fears that are stopping you from achieving unparalled sales success.
Institute for Excellence in Sales Cofounder Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the success they want to achieve.
John takes Fred through book as Fred personally answers the questions john poses through the book.
In episode two, they address professional fears such as the fear of feailure and the fear of success and how they both stop sales professionals from achieving the success that is available to them.
Diamond identifies some of the fears that he faces and Knotts guides him through answers. It's a fascinating process that will help you achieve more your life and sales career!
This is episode 692.
Read the complete transcript on the Sales Game Changers Podcast website.
Register for the September 13 Women in Sales Leadership Elevation Conference here.
Register for the IES Women in Sales Leadership Development programs here.
Today's show featured an interview with Sales Leader John Reilly, Sr. Manager Global ISV Sales at Amazon Web Services (AWS).
JOHN'S ADVICE: "Execution starts with relationship and trust. You only have one thing in this world, and that’s your word. Once you break it, you’re done. Business is built on trust with your customers and with your team. It’s the most foundational element of all business. You have to earn the trust. It’s an active thing, not a passive thing. You’re not just granted trust, you have to actually go out and earn it."
This is episode 691.
Read the complete transcription on the Sales Game Changers Podcast website.
Register for the September 13 Women in Sales Leadership Elevation Conference here.
Register for the IES Women in Sales Leadership Development programs here.
Today’s show featured an interview with Rebecca Wetherly, AWS Public Sector Systems Integrator Partner Director. Rebecca was the IES Partner of the Year for 2024.
REBECCA’S ADVICE: “Leverage your network from others who are doing the job. I have a close group of trusted advisors myself who I lean into for advice and counsel from a professional lens. Find mentors and advisors who will share, who will ask you questions and give you good perspectives on what you’re strong at and what you do well and what you don’t do well.”
This is episode 690.
Read the complete transcription on the Sales Game Changers Podcast website.
Register for the September 13 Women in Sales Leadership Elevation Conference here.
Register for the IES Women in Sales Leadership Development programs here.
Today’s show featured an interview with Jennifer Kenney Smith, known as JKS. After a hugely successful career in enterprise sales, she now each leaders & executives how to Unlock their Power and Up-level their Life. She uses yoga to help manifest that.
JKS’ ADVICE: “In the corporate world, we are empowered, we can make new choices, but it’s going to take some new patterns, new programming, overriding the ones that drop us into comfort and keep us in fear. I can do my breath work. I can do some box breath here to override the discomfort or physiology. If I get up and I move my body, throw on an amazing playlist with your favorite songs, I promise you, you start to move a little different.”
This is episode one of a 7-part special Sales Game Changers series for sales professionals on addressing the fears that are stopping you from achieving unparalled sales success.
Institute for Excellence in Sales Cofounder Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the success they want to achieve.
John takes Fred through book as Fred personally answers the questions john poses through the book.
In episode one, they address what fear is and how is stops sales professionals from achieving greater success.
Diamond identifies some of the fears that he faces and Knotts guides him through answers. It's a fascinating process that will help you achieve more your life and sales career!
This is episode 689.
Read the complete transcription on the Sales Game Changers Podcast website.
Register for the September 13 Women in Sales Leadership Elevation Conference here.
Today’s show featured an interview with Jessica Samuels. She will be a keynote speaker at the Conference.
IES Women in Sales Program Director Gina Stracuzzi conducted the interview.
JESSICA’S ADVICE: “Define what you want your LinkedIn to do for you. Because that’s going to tailor it based on, do you want to just be seen as a more respectable, authentic and leader that’s also a thought leader? Then you’re going to shift your LinkedIn a bit differently than if you want to launch a part-time business and attract clients. Define your goal as to what you want LinkedIn to do for you.”
This is episode 688.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode! Watch the video of the interview here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with Oracle Cloud Regional Sales Leader Sara Chen.
SARA'S TIP: "The main takeaway from this experience is that even at a large enterprise such as Oracle, that the Oracle type of company will pivot and point resources and strategic alignment to initiatives that is ultimately valuable, even if it’s not an existing focus for the company. If you work for a company that values that innovation, the nature of emerging technology, it should be feasible to shift and take advantage of the brand, network and resources that a large enterprise such as Oracle could provide, but ultimately mobilize quickly in a specific field or area, whether that’s AI or not that the market is trending towards."
This is episode 687.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode! Watch the video of the interview here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Splunk VP for Public Sector Bill Rowan.
BILL’S TIP: “A good account plan will have a combination of things that you understand, directions, strategies the account is following, but also let’s understand the gaps we might have in the account. What do we need to be working on today, next week, next quarter to continue to build relationships? That’s the portion I always want the team to come back with when they’ve done their account planning, is what have we discovered that we don’t really understand well enough about the account, whether it may be a new initiative, a new program coming under way, maybe a challenge with a competitor in a particular area that we can exploit. Understanding those pieces that we don’t understand, to me, is just as critical as the components that we do.”
This is episode 686.
Read the complete transcription on the Sales Game Changers Podcast website.
Attend the August 15 IES Big Stage event here.
Register for the September 13 Women in Sales Leadership Elevation Conference here.
Register for the IES Women in Sales Leadership Development programs here.
Today's show featured an interview with Cortney Steiner, a sales leader at IES Premier Women in Sales Employer (PWISE) Carahsoft
IES Women in Sales Program Director Gina Stracuzzi conducted the interview.
CORTNEY'S ADVICE: "Make sure that you have something for you, that you have time for yourself. What works for me is I love exercise. I love running, I love swimming and biking. Ensuring that I have at least a 30-minute window during the day, sometimes that’s at 4:00 in the morning, or 8:00 at night, but making sure that I carve time out for myself so that I can have a recharge moment and be the best that I can be for my customers and for my teammates."
This is episode 685.
Read the complete transcription on the Sales Game Changers Podcast here.
Register for the September 13 Women in Sales Leadership Elevation Conference here.
Register for the IES Women in Sales Leadership Development programs here.
Today’s show featured an interview with Jessica Joines. She will be the keynote speaker at the Conference.
IES Women in Sales Program Director Gina Stracuzzi conducted the interview.
JESSICA’S ADVICE: “It’s an evening practice that I have. I review my day and I go in a chronological fashion. All the things that I feel really good about, I did, I acknowledge them. Like a virtual pat on my back. “That was great,” I celebrate myself. I acknowledge the good. Then the things where I’m like, “Oh my God.” We all have them, those things that are whatever, I say, “I forgive you, Jessica.” I do a self-forgiveness and letting it go. Because what happens is, and neuroscience is actually showing a lot of this interesting enough, you don’t let those things go. It’s a living pathway and it stews and then they just keep compounding all that negative self-talk. Making it a daily practice to celebrate the self.”
This is episode 684.
Read the complete transcription on the Sales Game Changers Podcast website.
Register for the Hybrid IES Big Stage Program in-person at the Carahsoft Conference Center or virtual here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Brian Shea, the headliner at the August 15 Big Stage program.
BRIAN’S TIP: “If your call plan and your engagement strategy is not built outside-in, meaning what’s important to the buyer and how am I going to show up different tomorrow with that buyer to show that I understand them, I understand their business, I understand their industry, I understand their headwinds. If I don’t know all the answers, I have highly curious questions to ask them about the challenges that they have in achieving their corporate objectives. In other words, I can probably execute that meeting without any slideware.”
This is episode 683.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Jeff Giagnocavo, founder of The Big Ticket Life.
JEFF’S TIP: “If I want to get myself amped up, I put myself back in time, and I keep this picture fishing with my grandfather as a little boy, right before the abuse started. Move yourself into that place. Get that mind in that good spot, that positive spot where you were that best person where everything was ahead of you. Then go make that call and I bet you you’ll get the deal and you’ll feel a lot better about getting it.”
This is episode 682.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Subscribe to the Podcast now on Apple Podcasts!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Register for the IES Women in Sales Leadership Development programs here.
Today’s show featured an interview with TalentRemedy Managing Director Stephanie Rowzie and Donald “The Sales Evangelist” Kelly.
STEPHANIE’S ADVICE: “Put yourself back out there. I was recently at the IES awards ceremony with 200 plus people, dynamic salespeople and sales leaders. I walked out of there feeling like I was on fire. I was like, “I want to be one of these people. I want to be one of these people who get up and show up and have the energy and make conversations and represent my company well.”
DONALD’S ADVICE: “The biggest thing that I go back on whenever I see my motivation wane, is I look back at why am I doing what I’m doing? This couldn’t come at a better time because of stuff that we’re doing within our organization, and also things that I’ve done in my personal life. I feel that for me though, I go back and evaluate the why. Why am I selling this? Who am I selling to? Do I enjoy this?”
This is episode 681.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with Dave Dantus, Vice President Sales– US Public Sector for Appian Corporation.
DAVE’S TIP: “You just need to allocate time on developing strategy and culture. If you’re micromanaging account executives and you overfocus on dashboards, you won’t have the time to focus on it.”
This is episode 680.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today’s show featured an interview with fractional sales and marketing leader Barry Toser from the TNT Advisory Group.
BARRY’S TIP: “Identify who the key decision makers are and work with them on particular programs and events. There are industry events and conferences where the senior level buyers attend. This provides a great opportunity to network and build relationships with that, with them in that kind of environment. Always look for ways to offer value. Take them to dinner. Don’t be bashful.”
This is episode 679.
Read the complete transcription on the Sales Game Changers Podcast here.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Register for the IES Women in Sales Leadership Development programs here.
Today's show featured an interview with Joe Tarulli, GM and Dennis Been, Sales Development Leader at Pyrotek.
JOE'S ADVICE: "if you want to be successful, model success. Find a mentor in their organization who’s having the type of success that they want to have, invite them to coffee, take them to lunch, pick their brain, ask them good questions. What are they doing? How are they structuring their days? Who are they calling on? What questions are they asking? I’ve looked at people who were already doing what I wanted to do, and I’ve asked, and people are generally very happy to share that with you."
DENNIS' ADVICE: "Being one step ahead is a mantra, is a phrase we use continuously in our company. It comes back to being proactive as well. But being one step ahead with everything you do is going to make the difference going forward for you."
This is episode 678.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
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Today’s show featured an interview with Brian Shealey, Vice President of Sales at Rohirrim, a generative AI developer of RFP response technology.
BRIAN’S ADVICE: “Be passionate about what it is that you’re doing. Always be hungry and thirsty for more knowledge and continued improvement. That is the biggest difference in my mind of some of the greatest sales leaders and salespeople I’ve worked with, is there’s a continued curiosity. Constantly improve yourself and bring new knowledge and challenge paradigms that are out there, that are dated.”
This is episode 677.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
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Today’s show featured an interview with Alleyoop Women in Sales leaders Nicole Wasilnak and Holly Sauer.
IES Women in Sales Program Director Gina Stracuzzi conducted the interview.
NICOLE’S ADVICE: “The SDR job is tough but keep doing it because the experience that you will get out of that role is something that you can’t learn in any other role in sales. All of my program directors started out as SDRs”
HOLLY’S ADVICE: “My advice is for the people who SDRs call. Be curious about a value proposition that is presented in a way that made you lean in, because they might be calling with a solution to something that’s going to change your entire organization.”
This is episode 676.
Read the complete story on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
This is a Sales Story and a Tip episode!
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Today’s show featured an interview with sales content creation expert Stephen Steers.
STEPHEN’S TIP: “What is going to get people to come towards me and ask me questions about things? Is that good content? Is that some things that you talked about on a podcast? Is that great lead magnets that are really adding so much value that they’re overwhelmed and need to hit you up and have you do it them? Really take some time and leverage the personalization.”
This is episode 675.
Read the complete story on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode!
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Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
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Today's show featured an interview with sales expert Andy Miller of Big Swift Kick.
ANDY'S TIP: "It's really about relationship. And you know, in sales you have to have whatever your service or product is, has to at least meet the minimal acceptable to get the job done. But relationship is everything in sales and RFPs and account management. People will help you succeed if they know you like you and trust you. Liking you is not enough. Trusting you is not enough. But they need to know you like you, trust you, and they will help you. And some of the components of that is, to me, get curious, get fascinated by people, get to really know them. Stop viewing them as somebody to get you to a transaction or a deal or a close, just get to know them."
This is episode 674.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today’s show featured an interview with mindset specialist Umar Hameed, NLP Mindset Coach for Salespeople and Leaders.
UMAR’S ADVICE: “I want you to know with certainty is there’s a better you inside you. Instead of being something unreachable, what I want you to know is it’s within your grasp. All you need to do is just ask the simple question, “What does my future look like if I actually reach my full potential?” Just let yourself daydream and the vision will appear. That’ll be the first step to achieving it, is realizing, “Oh my God, I could effortlessly talk to clients and get them to say yes. I could feel comfortable and powerful going out there in my sales career. I could be a great mentor for people to help them grow and become better salespeople as well.” All it takes is knowing that one truth, and this is a truth, is there is a better you inside you. It’s a joyous journey to find that version of you so you become the person you were always meant to be.”
This is episode 673 and is a Sales Story and a Tip podcast.
Read the complete transcription on the Sales Game Changers Podcast website here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
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Today’s show featured an interview with Tricia Fitzmaurice, Public Sector Vice President of Sales, Rancher Government Solutions.
TRICIA’S TIP: “My ask of my sales teams is to be curious, be invested in who you’re speaking to, be invested into what their mission is, understand why they get up and get out of bed every day and go into work and serve the missions that they do, and then speak to them about those missions and how we can support them.”
This is episode 672.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Today's show featured an interview with sales management strategist and best-selling author Lee Salz.
LEE'S TIP: "The sensitivity that executives and business owners need to have with sales compensation is, first understand the needs of the business and the activities and behaviors you're trying to drive, and then use compensation as the lever to get those salespeople to do what you want them to do."
This is episode 671.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
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Today’s show featured an interview with Julianne Zuber, Vice President, Strategic Technology Ecosystems at Skillstorm. IES Women in Sales Program Director Gina Stracuzzi conducted the interview.
JULIANNE’S ADVICE: “Women are 10% more likely to attain their quota than their male counterparts, and they only occupy 29% of the B2B sales roles in the workforce today. If you don’t have a woman as a CRO in your company right now, you’re doing your revenue a disservice. You’re doing your shareholders a disservice,”
This is episode 670.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a "Sales Story and a Tip" podcast episode.
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Today's show featured an interview with Federal News Network sales leader Jeffrey Wolinsky.
JEFFREY'S TIP: "The tip is how timing impacts your overall pipeline management. You need to have multiple companies, multiple prospects in all aspects of the sales process because timing is a factor that us on the selling side of the equation can't impact. Sometimes the timing has to be right for the prospect, even when all of the other aspects of the opportunity are lined up. Use timing in your favor but use timing to drive your pipeline to be more robust so that you can deliver the results that you want."
This is episode 669.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today’s show featured an interview with Women in Sales legend Barbara Weaver Smith, the author of Whale Hunting: How to Land Big Sales and Transform Your Company.
BARBARA’S ADVICE: “The Whale Hunters model is scout, hunt, harvest. It’s loosely derived from how the Inuit people hunted whales. We use a lot of their terminology and a lot of their belief and value system in our work. A whale hunting company is one that everybody in the company understands how they make money and their role in it. We do a lot of work with targeting ideal customers, which would be whales. A whale could give you a deal that’s 10 to 20 times bigger than your current average deal.”
This is episode 668.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
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Today's show featured an interview with Women in Sales legend Jill Konrath. She's the founder of What's Really Possible. She's the author of 4 influential sales books including "Selling to Big Companies."
JILL'S ADVICE: "What do you care about? What matters? There are people whose passion is with the environment. There are other people whose passion is with health-related issues or fitness or whatever. To me, it doesn’t matter what it is. What matters is that we throw ourselves into something and contribute to society and to our world to make it a better place. To stand back and go, “There’s nothing I can do.” Well, that’s not true. Getting involved is something."
This is episode 667.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
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Today’s show featured an interview with Tamara Sniffen, VP of Commercial Excellence – Trauma and Extremities at Stryker. IES Women in Sales Program Director Gina Stracuzzi conducted the interview.
TAMARA’S ADVICE: “You want to continue to learn and grow and keep that growth mindset. If there’s a role that you want to go into, find people that are doing the role you want to do, whether it’s the next role or two roles up, and talk to them and figure out what are your gaps to getting there. Have them help you focus on what can a development plan be so that you can continue to grow. You need to have that early, and at no point does it ever end.”
This is episode 666.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
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Today’s show featured an interview with Antonia Van Becker and Greg Lee from the Self Health Institute.
GREG’S ADVICE: “Our body really pays attention to what we do in our brain, and really pays attention to what we do in our body. If we can consciously take a breath when we go to do important actions, and that breath is actually anchored in some of the things that we learn in processing our emotions, a conscious breath is an amazingly powerful thing to do before we pick up the phone to make the call. “Aah,” call.
ANTONIA’S ADVICE: “When you’re taking that breath, whether it’s before you’re going on stage or picking up the phone, you’re breathing in and you are right here, right now. You’re thinking of present moment awareness, not worrying about the past or fearing the future. You are right in the present moment where the love happens, the healing happens, the knowing happens so that you can project your true spirit right in the moment.”
This is episode 665.
Read the complete trancript on the Sales Game Changers Podcast website here.
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Today’s show featured an interview with Elyse Archer, CEO & Founder of She Sells. The show was hosted by IES Women in Sales Program Director Gina Stracuzzi. Elyse’s customer Amy Kniseley appeared on the show as well.
ELYSE’S ADVICE: “Instead of making a list of reasons why you can’t, in your head, why don’t you make a list of reasons why you can and quit going from worst case scenario to best case scenario. You have to be your own best advocate, not just in sales, but in life, in all areas of life. Make a list of reasons why it’s possible for you. Your customers, your money, your job opportunities, they’re just going to mirror to you how you’re feeling and thinking about you. You’ll see things start to shift, but it has to start with you validating you first.”
This is episode 664.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today’s show featured an interview with sales leader and horse racing handicapping expert David Peed. David was featured on the podcast in 2019. Listen to the show here.
DAVID’S ADVICE: “Like when handicapping horse racing, it’s doing your homework. My first job as an individual contributor was before the internet was really up and running. I went to the library to study my clients and learn about them. I knew holistically what the agency did, what their mission was. It’s really do your homework. Trust your judgment, trust yourself. Give yourself some credit. More importantly and equally important, follow your passions. They will fuel you mentally and other ways into a successful career.”
This is episode 663.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today’s show featured an interview with Margo Edris from Salesforce and Mayssa Haddad from AWS. Margo is the Institute for Excellence in Sales Jay Nussbaum Rising Sales Star Winner for 2024. Mayssa was the winner in 2023. Attend the award event here.
MARGO’S ADVICE: “I’m a big fan of setting the next meeting while in the current meeting, also doing those monthly meetings with who matters most, or really a quarterly cadence. But the more you stay in front of the right people and are stringent about your calendar and where you’re spending time and energy, that’s the real way to advance and see tangible results with what you’re trying to accomplish.”
MAYSSA’S ADVICE: “Find joy in what you do and find what motivates you. Find your why, why will you get up in the morning every day? What do you want to be remembered for at the end of your career? It’s only after you have answered those questions that you will be able to, one, understand your motivation, and two, operate at your most optimal and happiest level.
This is episode 662.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Sales Employer (PSE) designation and program here.
Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
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Today’s show featured an interview with Gerilyn Horan, Vice President Group Sales & Strategic Accounts at Hilton. She is the Institute for Excellence in Sales Women in Sales Leadership Award recipient for 2024. Learn more here.
GERILYN’S ADVICE: “Ask for the business. I think we have to be very intentional about that this is why we’re here, we want this partnership. But that also, it should be a partnership. In any engagement, it’s not just we’re going to give and do and give and do. There should be a little bit of the what’s in it for us? As for the business, understand that the customer understands you’re committed and this is what you want, but that it is a two-way street, a strategic partnership, and there should also be some win in it just beyond that transaction for you and your company. When there’s skin in the game on both sides, it changes the dynamics of the relationship I think in a positive way, that is meaningful.”
This is episode 661.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Sales Employer (PSE) designation and program here.
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Today’s show featured an interview with Greg Lullo, CEO of Alleyoop, and his customer, Terry Husayn, VP of Engagement at live conversation company Orum.
GABE’S ADVICE: “You have to be practicing and you have to be consistently, consistently, consistently rehearsing that. I remember driving to work every single day when I was an SDR. My steering wheel was my best prospect. I was the guy like, “Who is that crazy person talking to himself on the way to work?” That was me because I was practice, drill, rehearse, practice, drill, rehearse. It’s second nature. Again, preparing what to say and don’t be lazy in language is super important.”
TERRY’S ADVICE: “Business process map the processes the SDRs are taking a day, whether it’s prospecting, demos, follow ups, or proposals for AEs. You have no idea how much time is wasted not selling. You also have all the tools. You likely have the Salesforce, ZoomInfos and Gongs and everything. You have the exact same tech stack that your competitors do, but your competitor probably is automated twice as much as you have. Take a look at your rev ops stack, look at what your team is doing. I guarantee you there’s 50% plus more efficiency there that you just haven’t even deployed.”
This is episode 660.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Sales Employer (PSE) designation and program here.
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Today's show featured an interview with Bob McCarthy, Managing Director at the Resident mattress company and how he's used pickleball to help him be a better sales leaders.
BOB'S ADVICE: "I’m the analytical guy and it’s made me very successful in sales. It's also made me successful at pickleball."
This is episode 659.
Read the complete transcript on the Sales Game Changers Podcast website here.
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Today’s show featured an interview with Bob McCarthy, Managing Director at the Resident mattress company.
BOB’S ADVICE: “Have a story about how your product that you’re selling positively impacts your customer’s P&L. Being able to articulate how your product impacts the P&L of your customer is extremely important. Have that story nailed when you’re talking to your customer.”
This is episode 658.
Read the complete transcript on the Sales Game Changers Podcast website.
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Today’s show featured an interview with Joe Marcoux, the Sales Sensei. Find his “Overcoming Objection Mastery” guide here. Contact Joe on LinkedIn to get your copy.
JOE’S ADVICE: “Step one is, we acknowledge what we’ve heard from the person so that they understand that they’re heard. Then we ask a question. It’s so simple. Simplicity is elegance. Acknowledge and ask a question. If I’m a sales leader, I want to be able to audit calls, and then I want to be able to practice. You have to train. Even if it was just an hour a week, the difference is massive. A lot of people, especially at enterprise levels, the belief is, “Hey, I’m here to talk to you about your numbers. Your numbers are off. Listen, if you’re supporting them and providing them the support they need and be able to do course corrections with them, that’s where their numbers are going to grow.”
This is episode 657.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today’s show featured an interview with Vlad Oleksiienko, VP of Growth at Reply.io, a sales engagement platform provider.
VLAD’S ADVICE: “Great salespeople know their customers. They get into the prospect’s head, and they will use AI to become more effective and productive. Automations help us be more productive. The same with AI. I’m confident we will just increase our productivity and be more effective with AI.”
This is episode 656.
Read the complete transscription on the Sales Game Changers Podcast website here.
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Today's show featured an interview with Jim Kelly, Senior Vice President and General Manager, Federal at Dell Technologies. Jim is the 2024 Institute for Excellence in Sales Lifetime Achievement in Sales Award Recipient.
JIM'S ADVICE: "Know your brief. Do the research, understand how each spoke in the tire actually impacts the other. That’s what we do a good job of, I think, at Dell, is understanding how security and zero trust impacts AI, which impacts user experience, which impacts the edge and multi-cloud environments, and then all the way into next generation US telco ecosystems. That is understanding not only what those products and solutions and outcomes are, but how they impact your customer. I’ve probably given the brief about 70 times in the last three or four months to almost every segment of customer, partner and community. It resonates when you know it. It makes an impact."
This is episode 655.
Read the complete transcription on the Sales Game Changers Podcast website here.
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Today's show featured an interview with Lori Richardson from Score More Sales and Women Sales Pros.
It also featured Institute for Excellence in Sales Women in Sales Program Director Gina Stracuzzi.
LORI'S ADVICE: " Listen in your meetings and make sure that people are speaking up that might be sitting quietly. Just say, “We haven’t heard from you. What are your thoughts?” Then just ask individually, “How are we doing with women in sales here? What’s missing? What could I do better?” Don’t assume that just because you have a number of women on your team that you’re all set, because there may be things that you could do and improve on.?"
GINA'S ADVICE: "Investing in the professional development of all your employees really, is critical. A lot of companies will tell you, first thing out of the gate is, “We have a lot of internal resources, they have access to all kinds of programs.” When you ask them, “Well, how many people actually avail themselves at those? Is it a safe space if it’s live? Do they feel like they can talk about what’s of concern to them, or their fears, or their career aspirations? Usually the answer, if people are being honest, is no. Find outside resources, such as the IES to fill those gaps."
This is episode 654.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today’s show featured an interview with Steve Harris, President Alteryx Public Sector.
STEVE’S ADVICE: “People need to be responsible for their own development. That means that they need to hold their manager accountable, their second level manager accountable. They need to gain a baseline for where am I from a talent and development perspective. What are the things that you believe I do well and what are the things that you can help me understand that I could do better? Performance, we’re here to deliver on the numbers that we’re given. We’re here to create results. How do I know the time that I’m spending is actually going to be accretive to those outcomes? Do I have a strong strategy? Do I know how to build ecosystem and relationships across the industry around my client? How do I know that I’m building good, solid pipeline? How do I personally pressure test that? How am I always thinking ahead to my plan to close?”
This is episode 653.
Read the transcript on the Sales Game Changers Podcast website.
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Today's show featured an interview with Gretchen Gordon, the author of "The Happy Sales Manager" and one of her clients, Mike Dorrington, VP of Sales and Marketing for AMAROK Security.
GRETCHEN'S ADVICE: "Adopt the mindset of adapt or die. Our world is changing and it’s not going to slow down anytime soon. It’s for salespeople, it’s for sales managers, it’s for leaders of managers, it’s for leaders of companies. It’s not a, “I did it and I’ve got it figured out.” You have to have that mindset of adapt or die, which is from the movie, Moneyball, but is also an adaptation of Darwin’s theory. You have to have that mindset that it’s going to be constant change and you’ve got to adapt."
MIKE'S ADVICE: "Embrace change technology, being a student of sales is my passion. That is part of what makes a difference between a good sales manager and a great one, or sales leader, is really that love of the game of sales. That really resonates. If you do that, you’ll see a difference in your results."
This is episode 652.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today's show featured an interview with Nick Sinai, He’s a venture capitalist, adjunct faculty at the Harvard Kennedy School, author, former senior official in the Obama administration. He's the coauthor of Hack Your Bureaucracy: Get Things Done No Matter Your Role On Any Team.
NICK'S ADVICE: "Help your customer be a hero, because it will help you and your company in the long run."
This is episode 651.
Read the complete transcriptoin on the Sales Game Changers Podcast here.
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Today’s show featured an interview with Jennifer Ives, Co-Founder & CEO at Watering Hole AI.
JENNIFER’S ADVICE: “There are AI revenue generators, and that’s what we focus on. I am a revenue generator. Before I co-found this company, generating revenue, in addition to making sure that your customers are happy and satisfied and getting what they need from you, generating revenue is your next goal. You cannot be in business if you’re not generating revenue. That’s where we focus, and that’s what makes me really excited. It’s all about who’s around your watering hole, where are your like watering holes, and how can we help with use cases that help you generate revenue in your company.”
This is episode 650.
Read the complete transcript on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer designation and program here.
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Today’s show featured an interview with Barry Duplantis, VP and GM, North America Public Sector, Mattermost.
BARRY’S ADVICE: “The top priority for me is how are we creating pipeline every day? What are the motions to create pipeline? What are the actions that marketing and the sales team are doing to create pipeline? Because we all know the sales cycle in public sector can be a bit wobbly at times, where either things come really quickly or they take a long, long time. It’s about understanding as you build a pipeline, what are the priority opportunities that you really need to double down on and go after?”
This is episode 649.
Read the complete transcript on the Sales Game Changers Podcast website.
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Today’s show featured an interview with Jennifer Lyall of Liv Healthy. Download her “7 Steps to Transform Your Energy to Attract More Clients here.
JENNIFER’S ADVICE: “We see so many people just walking around the world like zombies, going through the motions of their day. They’re tethered to technology. They care more about what’s going on in that little device, whether it’s their laptop, their tablet, or their phone. It is such a valuable tool. However, it’s only as valuable as the operator. What if we can take that same pause that we take to check our phone battery levels, what if we can take that pause to ask ourselves, how am I feeling? The changes that makes in our inner world, transforming to active awareness, to understanding what’s going on inside of us and how what’s going on inside here then impacts our productivity, our relationships, everything out there, it really is a game changer. It will really transform a ripple effect of goodness into the world. I’ve seen it impacting my life, my relationships, my business. It changes your whole perspective on how you live.”
This is episode 648.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today's show featured an interview with Cara Pacific Campbell, founder of Kusi Nuna, Holistic performance management training and coaching for sales teams. She is also a chronic Lyme disease survivor.
Read more about the Institute for Excellence in Sales Premier Women in Sales designation and program here.
CARA'S ADVICE: "Make a conscious decision about what voice you’re using and realizing that you have that power. This is something you’re telling yourself. You have control over what you tell yourself, and you have control over how you describe your obstacles and how you experience what’s happening to you. We can immediately change the conversation and drop complaining about how ridiculous our quota is and how we’ll never hit it, and how stupid our customers are, and how tired we are, and how dumb everything is, and how we never get enough help. All of a sudden, those are fantastic challenges for this amazing hero who somehow always manages to thrive despite ridiculousness thrown his way."
This is episode 647.
Read the complete transcription on the Sales Game Changers Podcast website here.
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Today's show featured an interview with Ang McManamon, Vice President of Sales at Crunchbase.
Read more about the Institute for Excellence in Sales Premier Women in Sales designation and program here.
ANG'S ADVICE: "For an individual contributor, take some time and think through your sales process and what’s one thing that you could get better at, and work on that for the next 30, 45 days. That should always be happening. For leaders, are you emulating play with your team enough? Are you making sure that they’re celebrating in the time of possibly remote only or not being able to see each other in person? Are you making sure that you’re taking care of them and they’re feeling that playfulness of sales and relaxing a bit when they can and enjoying the moment?"
This is episode 646.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today's show featured an interview with Melissa Palmer, President HashiCorp Federal Inc.
Read more about the Institute for Excellence in Sales Premier Women in Sales designation and program here.
MELISSA'S ADVICE: "Challenge yourself to be the most active listener that you possibly can be, both with your customers, with your colleagues, with your manager. I think we can all get better at that."
This is episode 645.
Read the complete transcroption on the Sales Game Changers Podcast website.
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Today’s show featured an interview with Shari Begun, VP of Sales, IOT and Consumer, at Renesas Electronics. She is a member of Chief.
The interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director. Read more about the PWISE designation and program here.
SHARI’S ADVICE: “A lot of people talk about their three to five-year plan at your customer or for yourself. I would say dream bigger than that. I would say look out, and for me, I say, “Where do I want to retire?” For someone earlier in their career, maybe it’s, “Where do I want this customer to be in 10 years?” Then back it up. A lot of times when you look at the smaller picture, you don’t dream as big. Think about it that way and then back up what you need to do.
This is episode 644.
Read the complete transcription on the Sales Game Changers Podcast website here.
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Today's show featured an interview with Lori Mihalich-Levin, founder of Mindful Return, and Rebecca Kwei, sales leader at Phathom Pharmaceuticals.
The interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director. Read more about the PWISE designation and program here.
LORI'S ADVICE: "For employers, I’d say, what is the current experience that your new parents are having? Ask that question. Can you answer the question, what is the experience that they’re having? If you don’t really know the answer, then go talk to them and do exactly what Rebecca’s employer did, which is to ask for their feedback."
REBECCA'S ADVICE: "Be bold and ask the questions that need to be asked. But we need to take it one step further and think of how what you’re saying will be received, or what you’re asking will be received to that particular audience. Because that can really help you adapt and ask it the right way where you’re going to get the response that you really need."
This is episode 643.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today’s show featured an interview with Tiffany Taylor, Group Vice President Sales Development, from IES Premier Women in Sales Employer Oracle. Read more about the PWISE designation and program here. The interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director.
TIFFANY’S ADVICE: “Voice your expectations, your aspirations, but also where you need help. Whether you are looking to move from covering maybe smaller accounts to enterprise accounts, it’s important that you’re great at covering the small accounts, but you got to let someone know that you’re interested in covering the enterprise accounts so that they can connect you with the opportunities and the people that are going to help you get there. If you have an interest in being a sales leader, you have to be a great seller. But it’s important that you let someone know that you have aspirations to be in leadership so that you can begin taking on some of the projects, some of the work, some of the mentorship that’s going to help you build those muscles and that competency so that people can see you in that role.”
This is episode 642.
Read the complete transcription on the Sales Game Changers Podcast website here.
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Today's show featured an interview with Mike Weinberg, author of The First-Time Manager: Sales and Joe Tarulli, GM and Sales Leader at Pyrotek.
MIKE'S ADVICE: "Evaluate your calendar and get focused on the things that move the needle when it comes to creating, advancing, and closing sales. It’s understanding the job is to win through your people and good things will happen."
JOE'S ADVICE: "Keep it simple, find a process, and stick to it. There’s a lot of benefit to consistency and the one-on-one accountability meeting is a great example of that. If you’re constantly moving the target and trying different approaches, it’s very hard to know where you’re making gains and making losses. so pick a methodology, stick to it, and be consistent."
This is episode 641.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today’s show featured an interview with Dr. Philip Squire of Consalia. Consalia runs the UK’s only Sales Business School, providing Masters, Postgraduate & Undergraduate Apprenticeship programs in Sales.
PHIL’S ADVICE: “People pursue advanced degrees in sales because people are passionate about what they do in sales. They recognize the particular peculiarities of sales, and they want to become a master of it. If you’re a sales director doing an MBA course, you’re going to be given quite a lot of stuff that you may not be able to use that much. But if you think of the title of the Masters in Leading Sales Transformation, it’s very relevant for conversations you might be having with customers.”
This is episode 640.
Read the complete transcript on the Sales Game Changers Podcast website.
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Today's show featured an interview with Covideo sales leader John Simpson and his customer, Group Management Services Chief Revenue Officer (CRO) David Swift.
JOHN'S ADVICE: "Don’t be afraid of the phone. Don’t be afraid of texting. Don’t be afraid of video. Don’t be afraid. You’re just a human trying to sell their stuff. The other thing I would say is something that I had an epiphany on recently, is don’t chase a title. Chase what you want your results to be."
DAVID'S ADVICE: "Spend time in execution. It comes down to can you execute the plans in front of you? You don’t need to spend time in the areas to recreate the wheel as they say. There are people who’ve been in front of you, you just dive in and don’t accept mediocrity when you go do those things."
This is episode 639.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today's show featured an interview with L'areal Lipkins and her client Chelsea Bouvier, Sales Manager at biotech research company Sanguine. IES Women in Sales Program Director Gina Stracuzzi conducted the interview.
L'AREAL'S ADVICE: "Slow down to speed up and ask “Where’s there a gap?” What’s the behavior that’s driving that gap? What’s the belief that’s behind that? What are the behaviors that we’re doing or not doing that is generating that on the back end? Is it something cultural that as an organization we have these beliefs around our industry, our product, the economy, whatever it is, that is creating those behaviors or lack thereof, that is getting the results that we’re getting or not getting on the back end?"
CHELSEA'S ADVICE: "Stay consistent and go in with an open mind if you’re changing your sales process. Often, salespeople are close headed, “Hey, it’s working,” but you’re not always open to, “What else can I do to be better?” You’re just scared, what could go wrong? I would certainly say be open and then be consistent."
This is episode 638.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today’s show featured an interview with Technology Sales Veteran and Leader Rick Herrmann, with experience at Intel and Microsoft.
RICK’S ADVICE: “Focus relentlessly on your customers. We are constantly pulled in a lot of different directions. Our companies pull us in a lot of different directions. It’s okay to say no to things. If you focus relentlessly on your customer, that’s what we’re all getting paid to do, and that’s what your customer needs you to do. Think about bringing compelling value, delivering outcomes, and focus relentlessly on your customers.”
This is episode 637.
Read the complete transcript on the Sales Game Changers Podcast website.
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Today's show featured an interview with Account Executive extraordinaire JC Pollard.
JC'S ADVICE: "Dress for the job you want. Don’t prepare or practice for the job you have now, practice for the job you want. For example, right now I’m in mid-market, I’m already listening to enterprise sales calls. I’m always thinking, “What’s the next thing I want to do? How can I already start preparing for that?” I think that just accentuates and speeds up your progression and allows you for when it is time to take that next step, you’ve already been prepared for it for a long time."
This is episode 636.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today's show featured an interview with Vlad Oleksiienko, the VP of Growth at Reply.io, the sponsor of this episode of the Sales Game Changers Podcast.
VLAD'S ADVICE: "Try new prompts, because when it comes to sales development, it’s all about cold outreach. It’s all about your sequences. Check your stats, check your open or reply rates. If you want to increase your open rates and increase your reply rates, maybe you should try ChatGPT here. Say, “Here’s my sequence. Maybe can you suggest some ideas here to improve it?” Maybe ChatGPT could suggest you something and it’ll be maybe something that could help right away."
This is episode 635.
Read the complete transcript on the Sales Game Changers Podcast website.
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Today's show featured an interview with Anne Desjardins. She's the host of the Silver Lymings podcast and is an account executive with PaperWorks.
ANNE'S ADVICE: "Activity equals activity. As much drudgery as it is to pick up the phone and call people, or send out an email, or touch base with somebody, even if it doesn’t get you somewhere, it generates enough energy in the universe to support you and stuff starts popping in other places that maybe you didn’t see it coming."
This is episode 634.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today's show featured an interview with Dr. Grant Van Ulbrich, Global Director for Sales Transformation at Royal Caribbean and founder of Scared, So What. He's the author of "Transforming Sales Management: lead sales teams through change."
GRANT'S ADVICE: "Personal change is any change that happens to you, for you, with you, or about you. It’s not about the organization, it’s about you, and how do you feel about that? What we need to do is we need to invite some methodology or some model that helps us to critically reflect on change so that we can diagnose it for ourselves versus making those assumptions. That’s where I’ve created the new personal change model called Scared So What, and it’s been a revolution for us and for our customers."
This is episode 633.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today's show featured an interview with Sarah Olin. The interview was conducted by Gina Stracuzzi.
SARAH'S ADVICE: "People need to remember who they really are. They need to get reconnected to their values, what they’re committed to, why they love what they’re doing. Take a moment to remember, why are you doing the work that you do? What do you love about it? How is this an expression of you and your values? How is this a contribution that you’re making? Bring that into your next conversation and your next meeting and just see. That remembering is such a game changer for everyone."
This is episode 632.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today's show featured an interview with Megan Miller. Megan will be a speaker at the IES Women in Sales Leadership Elevation Conference on October 12. The interview was conducted by Gina Stracuzzi, chairperson for the conference.
MEGAN'S ADVICE: "There are four questions that will change the game for you. How am I feeling today and why? What is one act of service that I can do, one small act of kindness? What is one thing I can do today that’ll inch me towards my goals, what I want for my life? What are three things that I’m grateful for?"
This is episode 631.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today's show featured an interview with Kyla O'Connell with Win-Win Sales Training. Kyla will be a speaker at the IES Women in Sales Leadership Elevation Conference on October 12. The interview was conducted by Gina Stracuzzi, chairperson for the conference.
KYLA'S ADVICE: "Explore how empathy is really emerging as a superpower in business. Not just because of how we’re going to influence our customers to want to buy from us, not just because we’re going to influence our teams to work harder to hit their goals because we’re influencing them. Having that empathy for yourself so that you can recognize when you’re having an off day, and forgive yourself, and get back to the next play. Because again, it’s the kindest thing you can do, but it’s also the most effective thing you can do for your career."
This is episode 630.
Read the complete transcript on the Sales Game Changers Podcast website.
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Today's show featured an interview with KPMG Sales Leader Julia Abramovich. We also recently interviewed Lorna Stark, National Sector Leader for State and Local Government at KPMG here.
JULIA'S ADVICE: "Sales is all about outcomes, not activity. Sometimes we confuse the two. Activity leads to outcomes, but if you want to be successful in sales, measure yourself in outcomes, not just activity. That’s a key framework in my mind."
This is episode number 629.
Read the complete transcript on the Sales Game Changers Podcast website.
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Today’s show featured an interview with webinar wizard Johnny Beirne.
JOHNNY’S ADVICE: “It’s a competitive world out there, particularly in sales. People are going to a lot of meetings online. When you show up on screen, where the person looking at you goes, “Now this is sharp, this is different. I’m going to listen to this person. This is smooth, this is effortless,” whatever terminology they use, you’re going to stick out if you take these production values to heart.”
This is episode 628.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today’s show featured an interview with Infinite Electronics sales leaders Jason Koshy and Sara Wakefield.
SARA’S ADVICE: “Know your customer, and that’s really always 101 type of stuff. But at the same time, don’t cast the net wide. Focus, know how you’re going to measure success, and then pivot if you need to.”
JASON’S ADVICE: “It’s self-awareness. Figuring out where you are and what’s going on around you and figuring out how to navigate it. Because there’s a lot of things you can do, but we have to be much more prescriptive in what’s going on in the world. That’s self-awareness and understanding of where you are, where you want to go to, what you’re facing, can really create a result-oriented successful result for the business and individually.”
This is episode 627.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today’s show featured an interview with Dr. Nate Zinsser, author of “The Confident Mind.”
NATE’S ADVICE: “Get to the understanding that I control my own mind, not my customers, not my boss, not my last experience. I control my last line. I have what the great writer Viktor Frankl refers to as the last human freedom, the freedom to determine my own choice and my own attitude regardless of circumstance. I challenge you to act on that hour, by hour, by hour. Let’s see how far that conviction can take one.”
This is episode 626.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast for 2022. Read the announcement here.
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Today's show featured an interview with Maryam Emdadi from IES Premier Women in Sales Employer Carahsoft. Read more about the PWISE designation and program here. The interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director.
MARYAM'S ADVICE: "Lean into all the hard things. Don’t avoid them. Don’t avoid the risk. Once you actually lean in and try it, you realize it’s not rocket science and nothing bad will happen if you mess up the first time. Take all the risks you can, take all the challenges you can. Ask for the extra work, ask for the position. Take a risk on a campaign or a go-to market strategy that you’re not sure will execute results. Out-of-the-box thinkers and people who are really putting themselves out there to do things that are creative, that are different, and a little risky, I don’t think you ever regret those."
This is episode 625.
Read the complete transcription on the Sales Game Changers Podcast website.
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Martha Mathers is the Chief Revenue Officer for OPEXUS (formerly AINS).
MARTHA'S TIP: "Take every opportunity you can to learn. If I don’t understand something, I will take the time to invest. I try and hire people who can teach me something new and help broaden my horizons or help me learn different perspectives as well. For me it’s that learning and constantly looking at the next horizon and never assuming I have a complete playbook, or toolbox, or something along those lines, always looking for ways to improve.
This is episode 624.
Read the complete transcription on the Sales Game Changers Podcast website.
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After a successful career in sales leadership at companies such as Salesforce, Silicon Graphics, Oracle, and DEC, Joe Markwordt is taking his talents to Loyola University in Baltimore teaching sales to college students.
Joe also appeared on the podcast in 2018. Listen to that podcast here.
JOE'S TIP: "It took me about six years to become what I would consider to be a sales professional, and another five years to earn what I consider to be a PhD in sales. You might say, where do you get a PhD in sales? Well, you get it in the University of Hard Knocks, and that’s where tuition payments are the commissions lost on deals that you could have won. Here’s my advice. Learn from your mistakes. You mentioned that early on, learning, you’re going to lose deals, you’re going to blow calls, you’re going to mess up. Every time you do that, you’re paying a tuition payment into getting that PhD in sales. But you got to learn from it. You’ve got to incorporate the learnings into the next thing, so the next time instead of spending six months on a deal you’re going to lose, you cut the bait after two months, you disqualify, and you move on to the next deal."
This is episode 623.
Read the complete transcription on the Sales Game Changers Podcast website.
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Kim Napolitano is Executive Director for Industry Relations and Intermediary Group for Sales at Hilton Worldwide. Gina Stracuzzi, Program Director for the IES Women in Sales programs, conducted this interview.
KIM’S TIP: “If you are sincere about growing in your space in a leader or whatever that looks like, feel free to get a professional coach. There are so many out there, great organizations that represent these coaches. They do a lot of great work and they’re able to speak to you from a position that more than likely your own leader either may not be aware of or may not feel comfortable speaking to you in a certain way. This is a great way for you to get some additional feedback.”
This is episode 622.
Read the complete transcription on the Sales Game Changers Podcast website.
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TOMMY’S TIP: “Be curious about yourself. What I mean by that is understand why you are winning deals; understand why you’re losing deals. If it’s hard for you to understand that, go find someone like me, or Andy, and ask that question and they’ll help you figure it out.”
ANDY’S TIP: “If you’re an SDR, AE, manager, leader, whatever, is embrace the grind. Sales is a grind, and if you out grind people, you’ll usually beat them, and you’ll be very successful, and you’ll become a better person for it.”
This is episode 621.
Read the complete transcript on the Sales Game Changers Podcast website.
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BARBARA'S TIP: "Focus on a growth mindset. What are ways that your product or service is going to help your clients make money or save money and make a genuine impact on their business. If you can shift your mindset for how you're able to do that, it'll make it so much easier having those customer conversations, and it'll make you energized about your business and you can understand how you're impacting your clients' business. It'll make you a better teacher to your team because you're teaching them on how your product or your service is making their clients better, making their businesses better."
This is episode 620.
Read the complete transcription on the Sales Game Changers Podcast.
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LORNA’S TIP: “making sure that you’re building new relationships, that you’re maintaining your existing relationships, and that you’re also transferring your relationships to others. It’s really important to think about that holistically from the very beginning of your career. For me, I didn’t really realize the importance of maintaining the relationships until maybe I was 5 to 10 years in. It’s especially important in government, for those who are selling in the public sector.”
This is episode 619.
Read the complete transcription on the Sales Game Changers Podcast website
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Carrie Esker is a sales and performance coach.
CARRIE'S TIP: "Remain curious, to stay childlike in your desire to learn, to explore, to ask questions of others and of yourself. I guess that falls right into being coachable. But just in your daily life, it will pull you out of the loops in your brain that we’ve discussed today that aren’t serving you, and it will open up the space for you to grow, increase sales, and really be fortified and flourish in your life."
This is episode 618.
Read the complete transcript on the Sales Game Changers Podcast here.
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Joan Fletcher is a leadership coach. Learn more about her company Winning Ways here. This interview was conducted by the IES Women in Sales program director Gina Stracuzzi.
JOAN’S TIP: “Figure out why. Figure out your why, like Simon Sinek’s book, but know why you’re doing what you’re doing every day. It better not be just a job. Make it more than that. Figure that out and then make sure you’re focused on that in your sales, and you’ll be much happier and you’ll have much more success.”
This is episode 617.
Read the complete transcript on the Sales Game Changers Podcast website.
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Dr. Philip Squire is the author of Selling Transformed.
PHILIP’S TIP: “I realized after a couple of years of looking at the data that actually customers weren’t so much interested in competence, and skills, and sales methodology, and process, but they were really interested in the core values that salespeople demonstrated.”
GRANT’S TIP: “To move forward, let go of the 1980s consultative sales tips and tricks and everything else to manipulate the sale. We don’t live there anymore.”
AXEL’S TIP: “in the cloud market, trust and loyalty are the two things you’re looking for. When you try to establish trust, you cannot fake. You need to be authentic. You need to be really customer-centric, otherwise it’ll be felt as being not authentic.”
This is episode 616.
Read the complete transcription on the Sales Game Changers Podcast website.
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Khris Fenton is the VP of Sales Development and Partnerships at Altrata.
KHRIS’ TIP: “Beyond just the focusing on yourself as a sales professional, realize that you’ve got to have that discipline and balance in your total life in order to be a more effective professional. Play the long game, invest in yourself, do good by others, and generally the universe will reward that.”
This is episode 615.
Read the complete transcript on The Sales Game Changers Podcast website.
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Larry Long, Jr. is the author of Jolt!: Get Zapped into Intentionality: Rediscover and Believe in Your Inner Greatness.
LARRY’S TIP: “As a sales professional, sales leader, you’re a business owner. I encourage you to run your business like a business, and most businesses have a business plan. The one action I want you to take right now is write a business plan. Go ahead and document where you want to go. Document who you need to mount up. Because if you want to go fast, go alone. If you want to go far, let’s go ahead and mount up with a team and then let’s execute on that game plan.”
This is episode 614.
Read the complete transcription on the Sales Game Changers Podcast website.
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JENNIFER ON WHY SALESFORCE IS A PWISE: "Always be learning and always leaning into being curious. I think that’s very important in our role and in all sales roles as well. For women, I would say believe in your own growth and potential and don’t let others define what roles that you’re going to be aspiring to."
This is episode 613.
Read the complete transcription on the Sales Game Changers Podcast website.
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JARON'S TIP: "The power of one more. Make one more call. Do one more door knock. Do one more follow up, but just one more. You’ll be surprised what that one more will yield for you from a revenue perspective. Activity yields results, so do the power of one more."
Tips for sales career success.
This is episode 612.
Purchase Fred Diamond's new best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Find Sam Horn's new book "Talking on Eggshells: Soft Skills for Hard Conversations" here.
SAM'S TIP: "Pema Chodron said, “Do not let people pull you into their storm. Pull them into your peace.” I think in sales, as leaders, our goal is to set an example of respect. If we choose to do that no matter what, using some of the things you learn in this book, you really can pull people into your peace instead of letting them pull you into their storm."
This is episode 611.
Read the complete transcription on the Sales Game Changers Podcast website.
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Today’s show featured an interview with Jenna Kroll from IES Premier Women in Sales Employer Datasite. Read more about the PWISE designation and program here. the interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director.
JENNA ON WHY DATASITE IS A PWISE: “We’re honored to be recognized and win this award. It goes back to everything that we’re doing within the organization daily. It boils down to that the company is committed to supporting diversity, equity, and inclusion. That really is implemented across the company. We’re in a highly competitive industry and we have to continue to innovate. It’s crucial for our success, and we can’t do that if we don’t have a wide variety of differing ideas being shared. I think that’s why it’s really important for us to continue to innovate.
This is episode 610.
Read the complete transcription on the Sales Game Changers Podcast website.
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ALYSSA’S TIP: “Optimize for learning and development in your career. Take every moment you can for professional growth, to learn something new, to shadow someone who’s doing something exceptionally well. The more opportunities that you can take to really invest in learning, especially early, but of course throughout your career, the more opportunities you will give yourself over time.”
This is episode 609.
Read the complete transcript on the Sales Game Changers Podcast website.
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ROBIN’S TIP: “This is a long-term relationship you’re building. This is good reputation that you’re trying to build across an entire organization or entire industry in some cases. It’s not a closed end transaction where I sold something and I’m done with that transaction and that transaction is gone and I’m waiting for the next transaction to come across. When we talk about professional salespeople, we’re talking about them in the context where people follow people because of the reputation of who you are as an individual, like we’re talking today on this podcast for a reason.”
This is episode 608.
Read the complete transcript on the Sales Game Changers Podcast website.
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Today's show featured an interview with Sarah Walton, the host of The Game on Girlfriend Podcast.
SARAH'S TIP: "What I’d love you to do is I want you to think if this year was so shockingly abundant that you blew your own mind, just, “Holy cannoli, oh my gosh, I did it,” the question is one, what would’ve happened and who would you have become to cause that to happen? Those are the two questions out of that. I want you to think about that woman, what you just wrote down, what would’ve happened and who would you have become, and I want you to think about that woman, the woman who caused this year to be the most abundant year you have ever had. When you think about her, I want you to ask her, “What three actions do I need to take today?” Another way to ask that is, “What did she do to get there?”
This is episode 607.
Read the complete transcription on the Sales Game Changers Podcast website.
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MICHELLE’S TIP: “Not only do buyers need more information and have access to more information, they’ve got access to conflicting information and don’t really know how to make good decisions, oftentimes in this environment. Going into a sales cycle with a buyer, buying team today, you have to really acknowledge that.”
This is episode 606.
Read the complete transcription on the Sales Game Changers Podcast website.
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JUSTIN’S TIP: “Here’s my measurements in quota. One, did I have a good experience that day with my family? Two, did network grow on a global level? Those are the only quotas that matter to me. I found all this other stuff takes care of itself. And life in the space of gratitude.”
This is episode 605.
Read the complete transcription on the Sales Game Changers Podcast website.
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TIEN’S TIP: “Come up with a do-not-do list. Everyone has a to-do list. Let’s come up with a list of things that we don’t do and then focus on three things every day, three of your highest impact things every day. Try it for 90 days and see how it works out.”
BOB’S TIP: “Find your genius. Find what separates you, what differentiates you, and then talk about it constantly, and let people know.”
This is episode 604.
Read the complete transcript on the Sales Game Changers Podcast website.
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SUSAN’S TIP: “Be bold. As you go forward, sometimes some of the things that we’re being asked to do are a little bit scary, to voice your point of view when it might be different than others, to end up calling on new customers rather than those that know you and love you and trust you, to learn new technology when you’ve mastered a previous one, and you need to evolve. Sometimes it’s scary and I would say that, acknowledge that, but do it anyway.”
JOE’S TIP: “Embrace the change. You’re living in an environment now, there’s more change on humankind than ever before with some of the AI and machine learning environments that we have out there. I would suggest embrace it, understand what’s going on, and then work really hard to be a professional. That means understanding the selling, you’re selling skills. Whether that be challenges, sale methodology, whatever you want to use, understand your industry and really get into it.”
This is episode 603.
Read the complete transcription on the Sales Game Changers Podcast website.
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WILL’S TIP: “Whether you’re a sales representative or you’re a sales leader, I think you really need to dig deep on being intentional. I think everyone needs to look at themselves in the mirror and say, “Am I doing enough to be intentional with my outreach? Am I being intentional with my follow up? Am I getting out of my office as a sales leader and walking my sales floor? Do I know my reps? Do I know their background? Do I know what makes them tick? Do I understand their circumstances?”
This is episode 602.
Read the complete transcription on the Sales Game Changers Podcast website.
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TJ'S TIP: "Take the thing you need to do this week and find someone to get leverage and accountability on yourself to make sure that you have to do it no matter what."
This is episode 601.
Read the complete transcript on the Sales Game Changers Podcast website.
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SCOTT’S TIP: “Don’t forget about the math. A really good salesperson must understand the math of their client. If you’re just reasonably good at math, you end up being a better salesperson. Understanding the business content, understanding how their budgeting process works, understanding how they evaluate a decision to invest or not invest. Understanding the business context of is this solution going to help you with your top line story or is it going to help you with your bottom line story?
JEANETTE’S TIP: “Have great mentors. I have had amazing mentors, both men and women. Right now, Michele Bettencourt, the chair of our board meets with me every other week. It’s a huge investment of her time. A mentor goes a long way in helping you to progress your career. But also just someone that you can discuss things with, and throw ideas against and get feedback on. It doesn’t always have to be, “How do I get from step A, to step B, to step C?” It’s like, “Hey, I’m thinking this. What do you think?” Surround yourself with great mentors.”
This is episode 600! Woo hoo!
Read the complete transcription on the Sales Game Changers Podcast website.
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MARK’S TIP: “The biggest thing is take control. Take control of your destiny. Take control of your own success. Start today, look at your calendar and delete every single meeting that’s not critical that you’re in, or that isn’t leading you toward delivering value for a customer. At the end of the day, we can’t forget that the life we chose in sales means that we get paid to hit our number. At the end of the day, it always boils back down to that simple fact. What you have to do is block the noise out and take control and drive your own success.”
BRIAN’S TIP: “On a personal level really important just to keep your mental health front and center, whether that’s exercising every day, whether that’s finding some downtime, whether that’s proper nutrition, whatever that is, to ensure your makeup as an individual for yourself, for your family, for your friends. Having a whole life allows you to contribute exponentially more as a professional and as a colleague and as a teammate.”
This is episode 599.
Read the complete transcription on the Sales Game Changers Podcast website.
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Find Rennie on LinkedIn. Visit Wealth on Any Income.
RENNIE’S TIP: “Go through an exercise to determine what their values are and operate based on their values. That’s what wealthy people do. It’s not about the external. It’s not competing against the Joneses. It’s what are my values, and operating on that.”
This is episode 598.
Read the complete transcription on the Sales Game Changers Podcast website.
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CINDY’S TIP: “Google something about how do I learn how to play golf? Have the courage to get off the nail and learn to play the game. Google something, golf etiquette. Go read that. If you don’t have time to take a lesson, go learn all about the etiquette. I dare you.”
This is episode 597.
Purchase Fred Diamond's new best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Read the complete transcription on the Sales Game Changers Podcast website.
EVA'S TIP: "Making sure in meetings that women’s voices are heard, because the thing is that when a man promotes himself as that kind of leader, all inclusive, I want everybody to be heard, I want everybody’s opinion to be seen and heard, then that starts to spread."
This is episode 596.
Purchase Fred Diamond's new best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Read the complete transcription on the Sales Game Changers Podcast website here.
KATIE’S TIP: “Women give up too easily when we’re being talked over. I just keep talking. If I have something to say and it’s my turn to speak, I will just keep talking, and somebody’s going to stop and it’s not going to be me. Women are hesitant to do that because when we get talked over, and I see this all the time, when somebody talks over a woman, she’s going to stop talking. Almost a hundred percent of the time she’s going to stop talking. I just don’t do that. Keep talking!”
This is episode 595.
Purchase "Insights for Sales Game Changers" here.
Read the complete transcription on the Sales Game Changers Podcast website.
JOE'S TIP: "Everyone knows. How do you eat an elephant? One bite at a time. What is that one thing that you should be doing? In my opinion, that one step, if you’re looking to scale your business, think of what one thing can I do today to create a concise, repeatable sales process, because everything comes off of that. Everything is built off that basis of if you want to scale, you’ve got to figure out what works, maybe iterate it, let me perfect it. Once that is done, now you can scale and be repeatable."
This is episode 594.
Read the complete transcription on the Sales Game Changers Podcast website.
Purchase "Insights for Sales Game Changers" here.
CASEY'S TIP: "As a former senior executive in the government, every day, my day was jam-packed. If it wasn’t on my calendar, it didn’t happen. I would go where the next meeting told me to be. Understand how busy these executives and leaders are. If you’re trying to get a meeting and it’s not happening, it may not be because they’re not willing to take your meeting. It may be that they are just too busy to stop and respond. I would say don’t get discouraged."
This is episode 593.
Read the complete transcription on the Sales Game Changers Podcast website.
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DAN’S TIP: “If you’re having a struggle, I think the first thing to acknowledge is – and this is a hard thing to remember in moments of struggle, but life can actually be incredible. Life can be a mind blowingly wonderful experience, but with those wonderful experiences come discomfort. I think just checking in with yourself and understanding first and foremost, if I’m feeling uncomfortable, I’m okay with it. But I also know in the long term, it doesn’t have to be this way. “
Read the complete transcript on the Sales Game Changers Podcast website.
Purchase "Insights for Sales Game Changers" here.
AMANDA’S TIP: “Get out of your comfort zone when it comes to connecting with other women within our industry and our network.”
TRACEY’S TIP: “Focus on what makes you happy. Truly look inside of yourself to figure out either what tasks of the day make you happy and what you don’t, or where you want to end up. Because I feel like when I lead with what makes me happy, which is a very hard concept to get to, I always end up in a good place.”
This is episode 591.
Read the complete trancription on the Sales Game Changers Podcast website.
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JENNIFER’S TIP: “Make sure that you have the right people in the right place. Be willing to say, this person does not fit our rubric, this person does not fit in our world. We are going to cause ourselves more pain than the revenue is worth and we need to walk away but we need to focus in on these people who are the right customers. Doing that and working in concert with your clients has been a recipe for success for us.”
This is episode 590.
Read the complete transcript on the Sales Game Changers Podcast website.
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LISA’S TIP: “Find the one little thing that really lights your fire every day, so you can go to your meetings with that fire. People can tell from your voice if you’re in it or not in it. The one thing that you can do yourself is be in it. Get that energy out there, find fun. Find fun in every day because every day there’s challenges all over the place, and if you just can find that little spark, things will go well for you.”
This is episode 589.
Read the complete transcription on the Sales Game Changers Podcast website.
Learn more about the Institute for Excellence in Sales here.
KATHERINE'S TIP: "When you walk into a room, be prepared, be ready to say your one piece that you want to share with the org, with whoever is in that meeting. Whether it’s a one-on-one, whether it’s a meeting with your team, whether it’s a meeting with a partner team, come in prepared for that meeting so that you come off even more intelligent than you are. You know what you need to bring to that table, so share it, have it concise and ready to go in a little notebook, and shine. It’s your chance to shine and you have it in you, believe in yourself."
This is episode 588.
Tips for sales success.
Read the complete transcription on the Sales Game Changers Podcast website.
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Find Jason on LinkedIn.
JASON'S TIP: "Any salesperson needs to derive their own energy to move forward. There is that daily being self-directed, that mindset that comes from understanding that you have a job to do. I think on the personal side, you need your people. You need your tribe of folks that you know, like, and trust. I think that on the personal side, the nice-to-have side, for me is also essential because it allows for you to gain inspiration, to not talk about work, to just chill out and know that you’re still a human being."
This is episode 587.
Tips for sales success. Order "Insights for Sales Game Changers" here.
RADHIKA'S TIP: "Your network is your net worth. Find your right mentors. Find your role models that you’d like to emulate. Find the next best role for yourself. Tap into your strengths. Be willing to meet and connect with as many people that can lead you to your next role. That has really helped me in my career journey a lot."
This is episode 586.
Read the transcript on the Sales Game Changers Podcast website.
Purchase "Insights for Sales Game Changers.
YAALIT'S TIP: "People have realized now that video is a tool that can be used all the time to save time, to do things asynchronously, to give that personal touch that you just can’t get with email."
This is episode 585.
Tips for sales success. Order "Insights for Sales Game Changers" here.
STACEY’S TIP: “We know sales is psychology. We’ve heard this all along. Why are we not looking at the psychological studies of what happens? When we hear “NO,” we’ve been conditioned to deflate ourselves. We don’t want to be in a position of being deflated when we want to connect with people. We want to be in our best self. Preparing ourselves to hear N-O, which is the biggest fear that people have, is ludicrous. The more you hear it, the less prepared you are to deal with it. Not the other way around.”
This is episode 584.
Read the complete transcription on the Sales Game Changers Podcast website.
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ERIKA’S TIP: “Get really honest in assessing yourself and doing that self-inventory to figure out where are you on that spectrum right now, in terms of cheerleader or cheerful leader. What does that really look like? I would challenge you to really think about the calls you’ve had, listen to some of your own recordings, and even ask a trusted peer or manager for their input on that. Then I would say a fun way to test out how comfortable you are in being more of a cheerful leader is to go back to the last deal you lost and see if you can rework it, rework your conversation and your pitch as more of a cheerful leader than whatever you did once it was lost. That’ll tell you really where you are. How comfortable do you feel or not feel, and how do they respond to that, which will be also very telling.”
This is episode 583.
Tips for sales success.
Purchase "Insights for Sales Game Changers" here.
MOSTAFA'S TIP: "As far as follow up goes, there's this couple of myth and in my experience, thought patterns that stop people from following up. First one people say is they say I don't want to bother them. When there's someone opts in and they raise their hand and say, "Hey, I have a problem, I need help or I'm interested in what you guys are doing", the stats are that about 50% of salespeople never follow up. Fact of the matter is when someone raises their hand and says, "I need help. I have a bleeding neck, I need you to save me." If you go out there and reach out and work on serving them, you're not actually bothering them, but the fact that you're not following up, you're bothering them. If they have a problem, they expect a solution and it's on you to follow up."
This is episode 582.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast for 2022. Read the announcement here.
Read the complete transcript on the Sales Game Changers Podcast website here.
Purchase "Insights for Sales Game Changers" here.
WENDY’S TIP: “Take action. Don’t put it off. “I’ll do it tomorrow. I’ll do it at the end of the week. I’ll do it next week.” Just take action. Take action every single day to grow your sales, and delegate what you need to delegate. Here’s the rule I live by, follow the money. What’s closest to you selling something? Do that.
This is episode 581.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast for 2022. Read the announcement here.
Read the complete transcript on the Sales Game Changers Podcast website here.
BROOKE'S TIP: "Run towards the fire. There is always something going wrong. Whether it's a process that's busted, a team that's not performing, a product that needs help. There's always something wrong in a business and if you can just identify that and instead of avoiding it, say, "Hey, I think I can help out with this."
This is episode 580.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast for 2022. Read the announcement here.
Read the complete transcript on the Sales Game Changers Podcast website here.
KALSANG'S' TIP: "Upload your book of business into Sales Navigator if you have it, and then see what is the warmest way you can enter your prospect or your customer. Look for previous customers, look for people who might have worked with your coworkers and ask for an intro. Look to see if you were in a fraternity. That's the first they could find, the hidden allies within your prospects and your customer base."
This is episode 579.
YesWare named Sales Game Changers Podcast at the top sales podcast for 2022.
Purchase Fred Diamond's new best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
CHRIS' TIP: "Send video text messages. As you're talking to prospects, send video text messages as much as possible and put into application. I speak at a lot of events, and I meet executives. The way that I'm able to take it to the next level so quickly is I do it with video text messages."
This is episode 578.
Read the complete transcription on the Sales Game Changers Podcast website.
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LILAH’S TIP: “Say “I will act now. I will act now. I will act now.” Do something, do anything, but act now. Make the decision to change something. Make the decision to do one thing this week that makes you uncomfortable. It might be taking a different path to work. It could be making your eggplant parmesan that you usually make with a different recipe. Or it might be making the decision to go to a store and ask for a discount and test out your ability to negotiate. Whatever it is, just do one thing this week that makes you uncomfortable.”
This is episode 577.
Purchase "Insights for Sales Game Changers" here.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
Adrienne's TIP: "Nobody knows the suffering of somebody with Lyme disease unless they've had it. I love my relationships. My human relationships in life are everything to me. I've made some of the best friends I've ever met in my life through Lyme disease. Even though it's been an absolute curse and bane of my existence, I wouldn't have these people in my life. I can't even imagine not knowing the folks I've met through these groups and meeting you. It's changed my whole life. I have to take the good from it, Fred, because it took so much from me, that I have to be able to help other people get through this. It's not a choice, it has to happen."
This is episode 576.
It was hosted by Gina Stracuzzi, program director the Institute for Excellence in Sales Women in Sales program
Read the complete transcription on the Sales Game Changers Podcast website.
Janice’s TIP: “Understand that your career is within your hands. If you’re not getting the training you want within the organization, reach out and get it outside of the organization because this is your business. Make sure you nurture your customers as well, because your customers, your buyers, buy into you first, then the product or service, then the company. Understand that you’re managing that relationship. Those relationships will often go where you are as well.”
This is episode 575.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
JM'S TIP: "Start looking at the metrics. One of the big things that has actually changed in training is how much data we have at our fingertips, the tooling that we have available in order to see what people need help on. You have conversation intelligence, you have, whether it's your like a high spot or a guru, some sort of enablement repository where people are searching for things. What are people struggling with in the data?"
This is episode 574.
Read the complete transcription on the Sales Game Changers Podcast website.
Tips for sales career success.
CHRIS' TIP: "Stop complaining. Start right now. As of right now, start reducing the frequency with which you complain. I'm not joking. This is a life changer because complaining is stupid. Complaining makes us stupid. Whatever minuscule value we get out of it is completely outweighed by the expense. It's just a dumb investment of psychic and mental energy."
This is episode 573.
Tips for sales career success.
This episode is sponsored by Cox Business. Learn more about Cox Business Jobs here.
Read the complete transcription on the Sales Game Changers Podcast website.
ABBY’S TIP: “When you understand your pitch and your strengths and your areas of opportunity, you use those in your advantage and you’re able to appear more assertive, more cohesive, and create then harmonious connections with your prospects. It all comes down to human emotion and working on learning how to impact that on the people you’re working with.”
This is episode 572.
Tips for sales career success.
Purchase "Insights for Sales Game Changers" featuring highlights from the over 500 episodes.
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LANCE’S TIP: “Persuasion and influence are no longer soft skills. They are fundamental skills that can help you attract investors, sell products, build brands, inspire teams, and trigger movements. Despite all the processes, lingo, methodologies, and corporate rhetoric, sales—no matter the industry—has never truly been about selling business-to-business (B2B) or business-to-customer (B2C). Selling always has and always will be done human-to-human.”
This is episode 571.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
Honorée’s TIP: “Writing a book is really the thing that distinguishes you in the mind of the person that you are talking to. They go from prospect to probable purchaser because you elevate yourself, your brand, your business, and name and face recognition. All of those things are the result of writing and publishing a book.”
This is episode 570.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
CARAJANE'S TIP: "What's going through the mind of the senior buyer is the biggest problem that they need to solve. To gain access to that bigger buyer, you need to know what that problem is, declare that you know what the problem is, and then be able to demonstrate your expertise in solving that problem. That's kind of a big shift into the way that we used to sell versus what we need to do to gain access today."
This is episode 569.
Tips for sales career success.
Read the complete transcript on the Sales Game Changers Podcast website here.
BRADLEY’S TIP: “Remain coachable, keep an open mind no matter where you’re at in your sales career. You need to be flexible in your thinking and your strategy. Don’t be afraid to lean on those trusted advisors and leaders around you during any situation.”
This is episode 568.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
DAN'S TIP: "Invest in yourself. Pick one area of your life that you want to get better today, invest 20 minutes per day, and make it better. I think ongoing education's a must for sales professionals. If you don't like to read in the morning or before bed, watch a video, listen to podcasts, you've got some great ones, on your commute. That 20 minutes per day turns into 10 hours per month and five days a year that you can devote to bettering yourself. It's just time well spent and it's going to separate you from the amateurs over time."
This is episode 567.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
TOM'S TIP: "The numbers of customers that are receptive to talking to sellers is rapidly declining. People aren’t getting meetings, customers want to talk to you about what they already know, they don’t want to talk to you about what they don’t know, or what they’re not buying from you. It’s a big challenge. The solution to the problem is very counterintuitive. The the customer’s willingness to listen is far more important than your ability to communicate."
This is episode 566.
Tips for sales career success.
Read the complete transcript on the Sales Game Changers Podcast website.
MICHELLE’S TIP: “We can maintain 150 stable social relationships at a time. That’s called Dunbar’s number. If you can understand and be intentional about who are the 150 people who can continually move your goals forward, you can go actually build relationships with those folks because you have the time to do it, because you’re so clear on such a small number. When you do that, then you have an exponential effect that keeps building over time.”
This is episode 565.
This episode is sponsored by Cox Business. Learn more about Cox Business Jobs here.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
Purchase Fred Diamond's new best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
BECKY'S TIP: "Stay curious. If you're always asking questions, you always have an opportunity to learn something new about yourself or someone else or how to up your own personal game. Seeking to understand your counterpart is maybe the most important thing you need to be able to master in sales. The more curiosity, the better you are in making those connections.
MICHELLE'S TIP: "When looking for your next opportunity, think about what's important to you. You're interviewing the company just as much as they're interviewing you. What do you want out of that next step? Where do you want your career to go and then does that company align with that? Are you meeting with those fantastic leaders like we have here and having just those honest dialogues about what is important to you?"
This is episode 564.
Tips for sales career success.
Read the complete transcript on the Sales Game Changers Podcast website.
RACHEL'S TIP: "Reach out to three different people that you admire, either from a leadership perspective, someone at work that you admire, and just talk to them, network with them. Figure out how they got to where they got and then take their advice. If somebody suggests you do something that you really look up to or admire, go do it. Take those next steps. Every single week ask yourself, did I do that extra thing to take those next steps? I would say networking and doing those extra things to take those next steps and don't be afraid. Don't be afraid. You're amazing, be confident, don't be afraid."
This is episode 563.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
TOMMY'S TIP: "Not everyone is your prospect. Someone who can sell anyone isn’t a great salesperson, they’re a liar. There are people that need you more than other people and there are people that don’t need you at all. Work very clear and be transparent on what you’re good at and who you serve, and who you don’t, what your difference is and where your difference is valued."
This is episode 562.
Tips for sales career success.
Read the complete transcript on the Sales Game Changers Podcast website.
WENDY'S TIP: "Choose a boss, not a job. If you don’t believe your boss has your back, then you need a new boss. Your boss can make or break your career. If you are clear with them and you trust them, and you trust that they’re advocating for you behind your back, then that’s great. If your boss is not giving you feedback, does not have a clear promotion path for you, and does not seem interested in your career aspiration or anything else, you need a new boss."
This is episode 561.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
HELEN'S TIP: "Get to know your team. Set up a regular cadence of one on ones. I do 30 minutes every two weeks. Understand what they care about, what their goals are, aspirations, career objectives, whatever it might be. Maybe it's flexible work schedule. Figure out how to support them in the life they want to have, your sellers want to have, while you also support them in excelling in the business objectives that you have."
This is episode 560.
Tips for sales career success.
Read the complete transcript on the Sales Game Changers Podcast website.
ROB’S TIP: “Equality is a principle that we can never give up on. We have a great opportunity in our professional lives to make a big difference. My call to action for allies out there is, make someone feel supported. Give them a safe place to go and critically assure them that you have their back.”
DARRELL’S TIP: “Engage. If you’re a female and you’re looking for that advocacy, that allyship, be engaged. If you’re a man looking to help the women in your organization, engage. We have something we say, “Hey, meet the market where the market wants to be.” I think that’s equally true for employees. You have to meet employees where employees want to be. But you can’t take action unless you’re listening first, if you’re engaging first. If you do that, then you’re going to make progress.”
This is episode 559.
This show is sponsored by Cox Media.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
JEB’S TIP: “What I would do right now is I would go back to the basics. Take a look at your corporate sales process and your corporate sales framework and get good at it. Make sure you’re not skipping steps. Make sure you’re not being lazy in the process. Look at everything you’re doing, grab yourself a cloth and start polishing it and dusting all the tarnish off. Just focus on the basics and fundamentals because in a crisis and an economic downturn, in volatility, boring works.”
This is episode 558.
This show is sponsored by Cox Business. Learn more about opportunities at Cox here.
Read the complete transcription on the Sales Game Changers Podcast website.
Tips for sales career success.
LORI'S TIP: "Whether you're a seller or a manager or a sales executive, the biggest thing right now that is important is mindset. We need to understand that in good times and down times, there's always selling going on. Why not your products and your services? Why not your company? Why not you? Focus on mindset and just dive into it like it's the best topic you've ever researched and become a researcher on mindset. If you did just that one thing, revenues would go up."
This is episode 557.
Read the complete transcript on the Sales Game Changers Podcast website.
JORDAN'S TIP: "Go back and listen, especially if you’re recording conversations on Zoom or otherwise, go back and listen to the last 5 to 10 closes that you’ve made. Start to study and listen intently as an outside observer, what was the energy that you brought to that? What did you maybe do that day that was different, that brought your A game to that level?
This is episode 556.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast. website.
JUDY’S TIP: “One of the things that I see is lots of times, women in particular are reluctant to put themselves out there on LinkedIn and in social media in general. Part of that is the haters and the trolls, because we all know that women are so subject to haters and trolls, and that they can be absolutely awful. But you can’t make a really big difference in the world without taking some risks and without putting yourself out there. When you have the courage to take that big step and say, “I’m going to do it,” it can be worth it.
LIZ’S TIP: “Just get started. People get analysis for us when it comes to LinkedIn. They think about posting, they debate, they craft a post, they’re editing it, everything has to be perfect. The more that you practice, the better that you become. It could bring you the world if you just get started with it.”
This is episode 555.
Read the complete transcription on the Sales Game Changers Podcast website.
CONNIE’S TIP: “Become a Pitbull when it comes to follow up. My follow up is called CPR, keeping the client alive. It’s consistent, persistent, the big word, respectful follow up. You got to do the follow ups. Two percent of successful salespeople follow up past the 13th touch. Just think about those numbers. Most salespeople stop around the 5th. You’re leaving so much money on the table, so much opportunity and so many referrals that you could be getting.”
This is episode 554.
Read the complete transcription on the Sales Game Changers Podcast website.
DAVID’S TIP: “Practice your presentation skills. As a referee, I work on my skills all day. Same thing in business. When you go into a presentation, can’t just be like, “Hey, so happy to see everybody. Let’s talk about sales today.” You’ve got to be professional, deeper voice, even for female, deeper voice, straightforward. I think presentation skills across all is probably the biggest takeaway.”
This is episode 553.
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Read the complete transcription on the Sales Game Changers Podcast website.
TODD’S TIP: “Be bold, make sure you’re uncomfortable every week, and first and foremost is be compassionate with your customer as you are with caring for animals.”
MIKE’S TIP: “Care more about the people you serve than you do about the sale. It’s really that simple. Very easy to understand and very difficult to do.”
This is episode 552.
Tips for making more sales.
Purchase "Insights for Sales Game Changers" here!
Read the complete transcription on the Sales Game Changers Podcast website.
PAT’S TIP: “Success isn’t defined until the customer is really extremely referenceable and selling for us and the value of our products when we’re not around. The greater sellers are doing all those things and more. Foster a high degree of self-accountability. You have to be your own biggest critic, and you can’t be satisfied, are some of the major things that I feel like produces the best sellers.”
This is episode 551.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
Buy "Insights for Sales Game Changers" on Amazon.
MARY LOU’S TIP: ” if you’re looking to get into SLED, the opportunities are tremendous. A game changer in selling is, it’s not about what you want to sell, it’s what your customers need. Keeping the customer’s goals in the forefront of your mind, that is always going to be the best approach and in delivering the types of service that are needed. How do you make them a success? That usually works the best.
This is episode 550.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
Purchase Fred's books: Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers.
JODY'S TIP: "Reach out to somebody that you have not talked to lately. Maybe there's been some distance, maybe there has been something that separated an individual from your life. Check in with that person today, just reach out and say, "Hey, you know what? I'm thinking about you, hope everything is going well and if you need any help from me, just let me know." I think sometimes we get so caught up in our own world that we tend to forget about others. I always find that in sales and nonprofit, when you're checking in with others, and you're reaching out to others, that one small impact can create a rippling effect and we need to do a lot more of that in our business world."
This is episode 549.
Read the complete transcript on the Sales Game Changers Podcast.
Tips for Sales Career Success.
Purchase "Insights for Sales Game Changers" now.
NATASHA'S TIP: "Hit your numbers! Show up every day doing all the right actions and you will achieve success. When I say all the right actions, that means spend the time to know your customers, know your products, know your industry, know the tools that you have at your disposal, and ask for help. That would be my number one thing. Ask for help to help you solve your problems. It takes a village in a lot of these more complex solutions that we're selling. If you ask for help and you leverage everything around you, you're going to be successful.
This is episode 548.
Tips for sales career success.
Purchase Insights for Sales Game Changers here.
Read the complete transcription on the Sales Game Changers Podcast website.
AMY’S TIP: “Sales leader, you must listen to people. Spend the time at least once a month and say, “What’s important to you?” Focus on the sales most. But are you buying a house? Are you having a baby? What do you want to learn about our industry? Being a manager at any level, again, you engage people by showing them that they’re important. When I look at the word talent, I often go through, the top thing people need is to spend time.”
This is episode 547.
Tips for sales career success.
Purchase Insights for Sales Game Changers.
Read the complete transcript on the Sales Game Changers Podcast website.
JOE'S TIP: "When people give LinkedIn tips on podcasts, they're not giving you tips on the strategy behind it. They're giving you tactics. Tactics don't work if you're missing the right strategy. Same thing with networking. Tactics don't work if you don't have the right foundation, the right strategy. When it comes to creating a strategy for LinkedIn, a mindset for LinkedIn, the first thing I want to know is what is your plan? Who are the people that you're targeting? Then what is the promise that you need to deliver to those people so that they help you get to your plan?"
This is episode 546.
Tips for sales career success.
Read the complete transcript on the Sales Game Changers Podcast website.
Purchase "Insights for Sales Game Changers" on Amazon.
MELAHNI’S TIP: “Mine’s all about giving ourselves permission. I don’t necessarily have the three things but I think I want people to take one thing that you are holding yourself back from getting the blessing from. We block our blessings every single day, every single time we have a conversation. I want to ask every single person, the next time you have a conversation where you feel a little bit hesitant, a little bit afraid, a little fear of like, I’m not sure that I should do that, give yourself permission to do it.”
SHELLY’S TIP: “I challenge you to make three asks of some kind and that can be in your business or your personal life. But when we develop a habit of asking and get comfortable with asking and get consistent in asking, we have to go through the uncomfortable to get to comfortable. Asking for three referrals or three reviews or three testimonials each day will change your sales career.”
This is episode 545.
Buy Fred Diamond's "Insights for Sales Game Changers Podcast" here.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
OLLIE'S TIP: A framework tells you roughly how your email should be structured and what you should be saying in which bits so that you structure it properly. That's it. Doesn't tell you anything else to say. Templates are very different to frameworks. People always mix them up. A template is basically everything that you're going to say, and you change a couple of words, email, by email, that's it. You might change the name of the person, you might change their title."
This is episode 544.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
Purchase Fred Diamond's new best-seller Insight for Sales Game Changers now!
NIKITA'S TIP: Chronic illness means so many different things. Over 155 million people have a chronic illness. Chronic pain-related things affect the way you sleep, work, and every part of your life. Having chronic illness means learning how to be resilient.
This is episode 543.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
Purchase the new best-seller Insight for Sales Game Changers now!
THILAGA's TIP FOR WOMEN IN SALES: Listen to more podcasts related to women in sales. There are a lot of women in sales forum available, including Sales Game Changers from the Institute for Excellence in Sales (this one), and Girls Who Sell, and my podcast, Sell Like Her. There are a lot of women in sales podcast. Lori Richardson's, I have to mention, Conversations with Women in Sales. If you listen all this, you start getting the confidence by listening other women stories who have been succeeded in sales. That gives you confidence and courage. Also with this kind of podcast, you get a lot of knowledge related to sales skills as well. I think that's something, if you immediately implement, that give you a boost to enter or grow in sales.
This is episode 542.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
Purchase the new best-seller Insight for Sales Game Changers now!
BETHANY'S TIP: "We're looking at hiring some of the best and brightest that are looking to start their careers. If they don't know what to study in college, look at sales. Look at the entrepreneurship. Look at those leadership classes. Even if you don't end up being a full-time salesperson, you're going to learn imperative life skills that are going to serve you for the rest of your life. Sales is a part of our daily lives, whether it's obvious or not. Everybody listening, tell your kids especially, "Prepare yourselves with a skill that you can use every single day." Just look out for that and I think that that's going to be awesome."
This is episode 541.
Read the complete transcription on the Sales Game Changers Podcast website.
Tips for sales career success.
Purchase Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know.
ANAHID'S TIPS: My big message to everybody whether you are dealing with a chronic condition or not, is don't give up. We all have a voice, we all have a purpose on this planet. We all have struggles. If sales is what you are passionate about, no matter what you are selling, that customer that slammed the door on your face or that said, "No I am never going to use your product or buy from you," look at that as an opportunity to either look inside of yourself and figure out a solution to that door slamming in your face. What are you doing that that customer is not listening to you? Or what could you do better to meet that customer where they are at?
This is episode 540.
Read the complete transcription on the Sales Game Changers Podcast website.
Tips for sales career success.
Purchase the new best-seller Insight for Sales Game Changers now!
LESLIE'S TIPS: There may be more behind your (stress and low energy) symptoms than what you think. Symptoms are your body's way of telling you that your minerals are out of balance and that something's going on in the body. That's a new conversation to have with your body when you realize that. Then I'm back to the food again. If you can eat half a plate, during your meals, eat half cooked vegetables, half protein. Try that Crystal Geyser and Ozarka water. People say they're refreshed in a new way once they do that.
This is episode 539.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
The Sales Organization's Role in Promoting Corporate Culture with Datasite CRO Mark Williams
This is episode 538.
Read the complete transcription on the Sales Game Changers Podcast website.
Tips for sales career success.
GAYLE’S TIP: “A couple of things to avoid burnout. One is the internal perspective. If you are facing this personally, to get quiet, to really do some introspective thinking about what matters most to you right now so that you can get clarity. Often when we’re overwhelmed or burned out, there’s total lack of clarity. So just settling yourself down and getting a clearer sense of what matters to you most now is important. From the employer perspective, they can help facilitate that process to give employees openings to have these kinds of conversations that they really need to be having ideally with their leaders or management so that they can support, drive, become more aware of some of the issues that employees are facing. There’s a line of questioning that you can do, there are assessments that you can use to incorporate all kinds of tools that can help you gain that awareness and clarity that’s needed when you get to that point.”
This is episode 537.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
DAVID’S TIP: “What are the three or four things that have to happen when someone is a prospect, before I decide to give him a demo or do a discovery call? Take that to the next level. Of the two or three or four things in step two, how can I do those more effectively? If you really start peeling down the layers of the onion, what do I do? How do I do it? How can I do it better? Then making those incremental changes at those micro levels. It’s a great way to understand your work, a great way to assimilate advice that you hear by knowing where to put it into your process, a great way to grow as a leader and a communicator and just a great way to be more effective at sales. Get that clarity.”
This is episode 536.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
BRUCE'S TIP: "Stay focused, control the controllable, make sure you live your personal mission and your company mission, because they should be aligned. Make sure every interaction, regardless of what sales team you're on or what you're selling, has impact so your customers can take action, whether it's buying a product or servicing patients. If you do all of that right, it's going to ensure a high level of trust and make sure more importantly out of everything that there's a speak-up mentality. If you have a question, comment, concern, tell your boss, tell your peers, speak up. Everyone's listening and we all want to do better. "
This is episode 535.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
DEBBIE'S TIP: "Believe in yourself enough that you can achieve your goals, whatever sales goals they are. Because again, I was just selling one gig at a time, and it went from that to people running to the back of the room buying. I at first felt, Fred, "I can't do this," because I kept bombing. I would hire another coach and I would learn a little bit and a little bit until I hired somebody and paid a lot of money. Like, "Take me through this process and teach me how to do it," because it is a system. You still put your emotions, your heart in with your education, but there's a process to this, and I just hung on. I wouldn't give up. Then I just kept believing, "I'm going to learn this. I'm going to learn it because I'm not going to quit." If you're stuck right now and you're doubting yourself, just hang in there. Believe you can do it and don't give up, because you can take your sales to the next level just learning another skill."
This is episode 534.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
DAVE’S TIP: “Do this for seven days, I’m going to ask 10 minutes of your day for the next seven days. In the morning, when you wake, at the top of the piece of paper write on the top, what do I want to see happen in my life?\You put a timer on for 10 minutes, and whatever comes out, just write it down on the piece of paper. You do this every day for seven days. After seven days circle, the one that really jumps out at you. Then build a clear mental picture in your mind of having and being or doing whatever that thing is. You keep carrying that thing into every day and I promise you as sure as it’s getting dark tonight, it’ll start to move into form.”
This is episode 533.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
TODD'S TIP: "Turn down the promotion, turn up the emotion. At some level, every product and service that is represented by this podcast's audience has a chance for a deeper emotional connection with a client. What ends up happening is there's so much promotion, there's so much auto marketing, there's so much stuff we send out that just ends up being noise. I've always been about more from less, how do you get more out of less people? How do you get more out of less activities? How do you get more out of a conversation? I can tell you right now with absolute certainty that when people connect, they convert. I would tell everybody that, ask different questions. Connect to the heart before you even try to sell to the head. If you connect to the heart, the head will follow, you're going to win and your clients are going to win."
This is episode 532.
Read the complete transcript on the Sales Game Changers Podcast website.
Tips for sales career success.
MARC’S TIP: “If we want to be better with resistance and objections, focus on the other person first, and do that by trying to understand what are the pressures, what are the challenges that they’re facing right now, step into that compassion. With that, the walls will go down. You will build trust and you will step from salesperson into trusted advisor, and then be able to move forward.”
This is show 531.
Read the complex transcription on the Sales Game Changers Podcast website.
Tips for sales career success.
NIGEL'S TIP: "Schedule a meeting with the CEO and say, “I want to know from you what the ideal exit would be for this business. What's the timeline? Is it three years? Is it five years? You've got a number in mind, how much do you want to sell this for? Who might buy it?” Get an understanding, because it goes back to the first principle of plan, beginning with the end in mind. Go figure out from your leadership team what the best potential outcome for the business would be. Then start designing your work to help them achieve that."
This is episode 530.
Tips for growing your sales career.
Read the complete transcription on the Sales Game Changers Podcast website.
MALI'S TIP: "A C3 culture is a culture where we have compassionate leaders being developed at every level of the organization. We are designing cohesive, high-performing teams and we're fostering collaboration at every level. That's your three Cs, compassion, cohesion, and collaboration."
This is episode 529.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
STEVEN'S TIP: "Echo selling is rather than hope that the customer can echo the salesperson’s words to their circle of influencers that need to hear it, rather than hope that that happens successfully, let's make that the campaign. Let's help the customer echo the salesperson’s message and let's go one step further. Let's go to the people who are going to be the influencers."
This is episode 528.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
STEVEN'S TIP: "Mood matters. Have mood discipline so we can do it on demand rather than by accident. Because let's face it, for the most of us, our mood is somewhat by accident. Something good happens, we get triggered in a good place, something bad happens, we go down in a down mood. We're kind of a little bit all over the place. As a sales leader, we have to pay attention to our mood and the mood of our sales folks. It's really important.
This is episode 527.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
JACK'S TIP: "Look at sales in a very different way than you do today. This is the way the very best salespeople operate. Help your prospects and customers in the best way that you can, even if it means it's not you who's getting the work. That's the mark of a person that's in the upper 5% of performers. 30% of all of the leads that come in to me to do things for possible clients, I give out to other people because I think that would be a better match than me. Help them in the best way that you can, even if it means not your product or service. What I'm getting out there is selling is the transfer of trust. People do business with people they trust, and they'll trust the people that go to help them, even if it means not them. That's the key."
This is episode 526.
Read the complete transcription on the Sales Game Changers Podcast website.
Tips for sales career success.
PAULA'S TIP: "Create yourself a leadership playlist. You probably have one for the gym. You have one for a walk. You have one for a romantic night. You have the playlist for different seasons in your life. Create a leadership playlist, one that gets you pumped up to go to work, and one for your drive home, where you can actually get yourself prepared to go and enjoy, spend time with your family."
This is episode 525.
Tips for sales career success.
Read the complete transcript on the Sales Game Changers Podcast website.
PATRICK’S TIP: “If we are going to interact with others in a way that we can be effective, then we need to know how what they’re doing and saying makes sense to them, instead of judging that, “That doesn’t make any sense. Why are they doing that? What a waste.” We need to shift from judgment to curiosity, and that really becomes the foundation of collaboration. In the same way that you can’t debate without being judgmental, you can’t collaborate without being curious.”
This is episode 524.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
SOHALE'S TIP: "Stop what you're doing and take a deep breath. Slow down a little bit. Sharpen the axe. What was that old quote? "If you give me six hours to chop a tree down, I'd spend the first four hours sharpening the axe." That's it, go sharpen your axe."
This is episode 523.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
GEOFF’S TIP: “Ask better questions to help you understand things better. Here’s a paradox. If you want to take your sales career to the next level, stop selling. What I mean by that is you can actually sell more by not trying to sell something. Instead, view your role as helping people, helping customers understand their unique needs. Stop trying to sell and help people understand what it is they need to get them to a better place.”
This is episode 522.
Tips for sales career success.
Read the transcription on the Sales Game Changers Podcast website.
STEVE'S TIP: "What is the experience from the minute somebody sees you, whether it's on social media, whether it's on LinkedIn, what is the experience that somebody is going to get when they have their first contact with you to the minute they actually invest and then after that? There was a great study from one of the Chicago universities that actually said, "People don't buy what you do or do for them, they buy how you make them feel before, during, and after doing business."
This is episode 521.
Read the complete transcript on the Sales Game Changers Podcast website.
Tips for sales career success.
DAVID’S TIP: “The goal is always the win-win. If you just look around yourself in today’s world, the things that are of the most value have been done by collaborative or cooperation means. It’s just simply the way it is. You can create more in a win-win. If it comes down to a power or win-lose, there’s only so much that can be gained. Losers usually find a way to get back at you.”
This is episode 520.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
LIZ'S TIP: "It will take some time to shift what's coming out of your mouth. The more you start to do this in little subtle ways, before you know it, you drop that “I would love” language, and you start sounding completely different. The best part is you could actually watch people feel a compliment or feel something you're saying, because it's collaborative. You're not landing a bomb on them and just saying, I love working here. You're making it about them as well, and watch what happens to the relationship and the way that communication continues on."
This is episode 519.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
IAN'S TIP: "If I were to guide somebody on something they do that is potentially game-changing, what I always say to people is, go model somebody who does something that you don't do or can't do or don't believe you can do."
This is show 518.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
TODD'S TIP: "Think to yourself, "What is the greatest increment of value that I can be doing for my business right now?" Stop what you're doing and go do that. That's how you're going to be successful."
This is episode 517.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
JIM'S TIP: "Really get clear on where you want to go to the next level. You've heard it said probably, write down your goal and then picture it. Well, the keys to making that work is repetition and emotional impact. Put yourself into it, picture it. A lot of sports players will mentally rehearse to become better. Do that yourself and do that in where you want to go next. Not solving where you came from, not changing today, but where you want to go next because that's where you're going to."
This is episode 516.
Tips for sales career advancement.
Read the complete transcription on the Sales Game Changers Podcast website.
GENEIN'S TIP: "Find the miracles in the mundane. Right now, look at what’s in front of you and pick up something that you’ve been exposed to for a long time. Look for one new thing you’ve never noticed before. With that, you can look at your services. Try to find one thing you’ve never noticed about your service before. First you do it with an object in front of you to make it concrete and then you can take it into the abstract. One thing in my observational chapter that I never noticed before or that I can add in dealing with the mundane things that you’re just so used to really seeing, that’s biomimicry, how we can look at nature that we walk past. Look at it with a new eye, a fresh eye and there’s your innovation."
This is episode 515. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website.
JAKES TIP: "Identify your #1 networking objective in your life or in your business. Attach it to something that you already to every single day and see how easily you can start to add that as a normal habit, as part of your day-to-day routine. It's so fascinating how we each structure our day and the results that come from doing this one little action."
This is episode 514. Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
May is #LymeDiseaseAwarenessMonth.
J.P.'S TIP: "Go back to elimination. Eliminate pork, gluten, and genetically modified (GMO). Try to eat as organic as you possibly can. Eliminate artificial sweeteners, the artificial sweeteners are going to be in almost everything, but they’re neurotoxic and they stay in the body, your body actually cannot get them out, so you have to do cleansing regimens in order to get them out. Your body needs time to heal and cleanse, so the bottom line would be to take time for yourself, take time and as opposed to always thinking that you’re growing and can affect your body in growth, take time to cleanse your body as well."
This is episode 513. Tips for sales career success.
Read the complete transcript on the Sales Game Changers Podcast website.
JIM'S TIP: "Monitor every diagnosis call you do in the next two weeks to look at how quickly you have transitioned from questions that are about them, to questions that are really leading to your product. Try to lengthen the amount of time that you're talking about them and their issues. Most salespeople don't do anywhere near enough of that diagnosis step, even though they claim to do diagnosis and believe that they are."
This is episode 512. Read the complete transcript on the Sales Game Changers Podcast website.
Tips for sales career success.
This episode was sponsored by Cox Media.
KAY'S TIP: "Call one customer and ask them why they buy from you. I think we all think that we know the answer to that, but I have found by doing that, you get surprising information that will help you sell more customers, serve more customers, and get happier customers. Because a customer that's buying from you is your target, they've been qualified, they've said yes. Ask them why."
This is episode 511.
Tips for Sales Career Success.
Read the complete transcription on the Sales Game Changers Podcast website.'
CONNOR'S TIP: "Be authentic and be someone who people want to be around. You're going to have that supporting cast as I mentioned earlier and as Matt was talking about. Be someone who people want to go in and look forward to getting in and rolling up the sleeves every day. That's the best advice I can give anybody either starting out or trying to make that next step on how to excel or put yourself on a pedestal a little bit more or elevate yourself as well as everybody around you."
MATT'S TIP: " Get people thinking. Once you get customers thinking, then they start to see why your product will work just. I tell my rep, practice. Yeah, the pandemic is here, we're not out in public as much, but if you go to the bank, I practice going down a line saying hello to everyone. Practice eye contact. Practice icebreakers, intros. It's all applicable because if I can master not using um, and stuttering, it's going to on the phones and in front of people and just practice. You can practice wherever you go. You can sharpen your toolset and that's what sales is all about."
This is show 510.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
LEE'S TIP: "Look at every touchpoint in the buyer-seller relationship and identify ways to outsmart, outmaneuver and outsell the competition. That’s what this new book helps you do."
This is episode 509.
Tips for sales career success.
This episode is sponsored by Cox Media.
Read the complete transcription on the Sales Game Changers Podcast website.
JENNIFER’S TIP: “Well, if it’s not preparation, I would say the common theme is put your customers first, stay engaged, be empathetic, and see things from their perspective and deliver results for them. Empathy leadership to me means the ability to put yourself in someone else’s shoes and understand what it feels like to be them at any point in time and try to just understand what they happen to be going through, whether it’s a personal situation or a professional challenge.”
This is episode 508. Tips for Sales Career Success.
Read the complete transcription on the Sales Game Changers Podcast website.
LISA’S TIP: “You can’t focus on too many things. I’m going to challenge everybody to figure out what I call their triage areas. What three areas that if improved upon will have the biggest impact on your performance? On my website, under Resources, you’re going to see BDUtensils, and there’s something called Triage Visual that you can go to and take look at. If you don’t have a game plan, that’s got to be one of your triage areas. Figure out what those three areas are. If you’re having trouble, don’t hesitate to get in touch with me, and I’ll be glad to help you a little bit with that.
This is episode 507.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
LAURYN'S TIP: "Change your mindset to have a winning mindset and find a mentor as soon as you can."
This is episode 506. Tips for sales career growth and success.
This show was sponsored by Cox Business.
Read the complete transcription on the Sales Game Changers Podcast website.
GERILYN'S TIP: "Think about where you want to be, how you're going to get there, and who you need to know to get there. Think hard about expanding your network. There's a lot of women on my team, I have regular chats now and again with everybody. I always say to people we hang up, you know, "Hey, put a coffee chat on my calendar and let's catch up." A few do, a lot don't. I would say any opportunity I have to get to know those that have some opportunity to influence your career or help your career, to get to know them, you should do that. To be really intentional about that. It could be somebody in other parts of the business. Think about who you need to know to get to where you want to get to and form relationships. Figure out how to build a relationship with them and get on their radar and eventually, hopefully work that into a sponsor or a mentorship situation."
This is episode 505. Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
LIANE'S TIP: "Pick one spot where you're in conflict debt. Maybe it's one specific person on the customer's team. Maybe it's somebody in your family, whoever. I want you to pick one conflict debt and I want you to go and create a space for a conversation. I want you to focus exclusively on, how do I get their truth to come out of my mouth to the point where their response is yes? From there, you can keep going but I want you to pick one where you go, you know what? When she was talking about conflict debt I was getting a little uncomfortable because that's me, and I want you to go get out of that debt."
This is episode 504.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
HANG'S TIP: "Give that inner imposter a hug, appreciate them. They are bold. They are brave. They are courageous. But take accountability, because whining will only get you down to the next glass of wine. For allies, we need to do more than care. Take on a sponsor, take on two sponsors, encourage your people to become sponsors. Lastly, this is not about privilege shaming or victim blaming. Just because we're elevating some people does not diminish the fact that it was hard for everyone. We're just saying it's harder for others, and let's help them up the ladder. Because at the end of the day, it's going to help all of our businesses as we increase representation throughout."
MARY'S TIP: "Take responsibility for your own career growth. Don't expect you're going to get what you want because you work hard and put your head down. Take on difficult projects. Invest in yourself, invest in your career, hold yourself accountable for overcoming some of these challenges, and then similarly, organizations like yours and others."
This is episode 503.
Read the complete transcription on the Sales Game Changers Podcast website.
Tips for sales career success.
MICHAEL’S TIP: “If the Buddha did give sales presentations, they’d be focused on providing value for people for enriching their lives, for making the world a better place. It’s the first and most profound secret of not just real sales success but a fulfilling and happy life, is to find something to sell that you love, that you believe in, that you genuinely feel will enrich the life of every person who participates in whatever it is you’re selling and indeed the whole world. When you do that, you will be happier, you’ll be more fulfilled, you’ll be much more successful.”
This is episode 502.
Tips for sales career success.
Read the complete transcription on The Sales Game Changers Podcast website.
MASON'S TIP: "Chutzpah is very complicated. It's one of those things that you may have trouble defining it, but when you see it, you know it. Unfortunately, with what's going on right now between Ukraine and Russia, an example of very constructive chutzpah from a leadership perspective. President Zelenskyy, who is offered the opportunity to leave the country, urged to leave the country, take his family, and set up a government elsewhere, responded with, "I need ammunition, not a ride." That's an example of chutzpah we can relate to. It's a type of courage, standing up for one's principles, stretching boundaries, and putting at times others in front of or certainly equal to our own needs."
This is episode 501.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
This episode is sponsored by Cox Business.
BRIAN'S TIP: "If you do this, you will elevate your career because you’re going to have to figure out how to navigate and get the answer. Identify the top 20 accounts in your company by name, and figure out who are the top 20 accounts by revenue, and what they’re actually buying from your company. You think that would be a simple question, it might take you many months to actually figure that out and you’re going to have to make many friends. That’s the key in enablement, is to understand how the money works and orchestrate across a lot of different functions. Go try to figure that out, that’s the scavenger hunt that I want to give people.
This is episode 500.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
FRED’S TIP: “When you’re doing a podcast, think about your audience, your guest, and then you. That’s the order of priority. And do a good show.”
This is episode 499. Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
GINA’S TIP: “If you’re a woman in sales, figure out what you want to happen, what you need to happen to be successful in what’s going to be this new hybrid version of our existence for a while. Figure out what it is you need and what you want, and how you’re going to make it happen. Reach out to me if you want a mentor, because I’m happy to do that. If you’re employer, or a male ally, think about how you can help the women in your office feel a little less like either they’re missing out if they’re not there, or overwhelmed if they are there. Ask them what they need and what they’re dealing with. That’s something we can all do for each other. How are you doing? What’s going on in your world?
This is episode 498.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
MIKE’S TIP: “Find a connective listening course because we all can be better listeners and listening is really hard work. It seems like most extroverts are good storytellers but most introverts are better story listeners. If you look at the very best leaders, they’re both storytellers and story listeners. But in the sales profession, a lot more of us are better at storytelling than we are at listening. Find some coaching, some help on becoming a connective listener, not an active listener, but a connective listener.
This is episode 497. Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
KATHERINE'S TIP: "Pay yourself first, invest in yourself first. Whether it's through taking advantage of professional training and forums, like the Women in Sales Leadership Forum, whether it is making your world smaller by networking on LinkedIn to increase your village. That's the micro step that everyone could take today is think, "Who have I wanted to connect with on LinkedIn? Who have I wanted to be in my circle and connect with them?" Be in charge of being your own PR, pay yourself first because your to-do list will always wait. Don't make yourself be the one that waits.
MARGO'S TIP: "Be your authentic self, unapologetically you every single day. It may take time to build the confidence to be able to have your own voice and get to that level but know that it's inside you and bring it out as often as you can in whatever form is the most natural when building these relationships to take you to the next level."
This is episode 496. Tips for Sales Career Success
Read the complete transcript on the Sales Game Changers Podcast website.
JOHN’S TIP: “Be a zealot about pre-call planning. Read 10-K’s, look at their Twitter, go look at their Facebook, go find out as much as you can about that person and their business as you possibly can. If you look at the risk factors in most 10-K’s, if you’re calling on public companies, you’ll know what’s on the mind of that person and you don’t have to ask the ‘what keeps you up at night’ question because it’s right there in black and white. Get your call opening correct and that call plan. The planning is priceless. Planning a call is priceless.
This is episode 494.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
TOM'S TIP: "Look at everything you produce, whether it’s a PowerPoint, a website, an email, or a lecture, and honestly ask yourself, how different is this from what your prospect is getting from the competition? Is it dramatically different? Look at it. If it’s not, change it. Be dramatically different, change it, do something different. Otherwise, you’re just going to be swept up with the rest of the competition."
This is episode 494.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
BLAIR'S TIP: "Simply start identifying your strengths of what you’re doing effectively and write those down. Three things every single day so that you start naming and labeling the things that you’re already doing that are effective. Then you have something that’s identifiable, repeatable and duplicatable and you’re already doing it. It’s the simplest most effective thing I can tell people to do."
This is episode 493.
Tips for sales career success.
Read the complete transcript on the Sales Game Changers Podcast website.
HEATHER’S TIP: “I’m going to encourage everyone to not give up their power of choice. Because bad things happen every day. Things outside of us, external situations will arise that are difficult, that are very challenging, but you get to choose how you think about it, how you feel about it, and how you respond to it. Don’t give up your power.”
This is episode 492.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
ANDY’S TIP: “When hiring, the main question is can this person hit quota in my environment under my circumstances? If it’s an existing person, then the question is, what do I have to do to coach them up so that they can perform better? The best place to find candidates is to put in a referral system in your company amongst your existing team. Not just the sales team, but everybody in the company. And that includes from your clients and your customers, so why not make them part of winning on the referral fees?”
This is episode 491. Tips for Sales Career Success. Read the complete transcription on the Sales Game Changers Podcast website.
BOB'S TIP: "Cling to, “Yes and.” There's an oversimplification that the majority of people use for ‘yes and’ that it's an ideation tool only. At its core, it's a communication tool because you cannot ‘yes and’ somebody without listening to them, without understanding them. And’ is the bridge to your voice. This provides this opportunity to build bridges. ‘Yes and’ links to that postponement of judgment. ‘Yes and’ is a fantastic conflict management technique. Imagine some difficult questions being thrown your way or pushback that you're receiving. A way to deal with both of those is through ‘yes and.’
This is episode 490.
Read the complete transcription on the Sales Game Changers Podcast website.
Tips for sales career success.
KRISTIE'S TIP: "Be fearless in speaking up and saying things are not okay in a way that you can be heard. It's not about stomping out or raising your voice. It's about, "Hey, you're probably not even aware that this happened in the meeting, or that you made this comment that made me feel small and invisible." It's our job. We are going to have to support each other. We're also going to have to have uncomfortable conversations in order to help move it forward. No change in our country and other countries have happened without having uncomfortable conversations happen."
This is episode 489.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
LAUREN’S TIP: “Go listen to your calls. The #1 thing you can do is listen to game tape. Go listen to your calls, go listen to other people’s calls. When you do so, I’d like you to get into the mind of your customer. Play the pause game, play anybody’s call, pause, “What’s the customer thinking right now?” and what would you do next? The goal, remember, is engagement. Getting that customer to open up, getting that prospect to talk to you and to share their needs and their challenges so that you can help solve a potential problem. If you listen to your game tape with that in mind, I think you’ll come up with three or four instant action items that you can take to take your game to the next level. Not enough people are doing it. If you commit to your craft that way, you can soar to the top and stay there.”
This is episode 488. Read the complete transcription on the Sales Game Changers Podcast website.
Tips for sales career success.
REENA'S TIP: "Know your value. How do you do this? You can start with a mind map. Just start brainstorming out the education you bring to the table, the experiences you bring to the table, your personality traits, training, certifications. Just start putting it all out there to see. Start with a brainstorm session. If you don't know off the cuff your value, at least start there. From there, begin to fine tune it and build it out so that your value is essentially your brand statement. You want to know your value. Then you want to be able to articulate your value which is being able to express owning that I."
This is episode 487. Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
NANCY'S TIP: "Pick up the phone, hold yourself accountable to making a certain amount of dials a week, get it going. I'm telling you, I'll be the next person to get that piece of business if you don't do it."
This is episode 486.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
JUDE'S TIP: "The 60% solution was something I pulled from my marine brothers. Perfect information is impossible, whether it’s the fog of war or the dynamic points of views on a problem. How do you get to enough information that you can action a plan? Whether it’s go right, left, dig or charge, frequently it’s much more about execution than it is about the plan or strategy. Too oftentimes people can get trapped in wanting to get that perfect insight when in reality, they will learn more, and our customers will, with a minimum viable product. The experience of trying to implement this approach will give you better insight than all the analysis that you could do. I’m a big fan of that."
This is episode 485.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
ALEX'S TIP: "Write down three names, write down three current customers or past customers, people you haven't talked to in a while. Look at someone you haven't talked to in six months or more. Write down three names of people you haven't talked to in six months or more, and then immediately, without thinking about it or analyzing it or scheduling it for later, immediately, go to the phone and call them and say, "Hey man, I was thinking about you. How are you? How's your family? Is everybody healthy? Now, what are you working on these days that I can help you with? Because I'd like to help." You will be the only one in that person's life doing that and they will remember that phone call forever. It's a pretty good way to live and it's pretty easy too."
This is episode 484.
Read the complete transcription on the Sales Game Changers Podcast website.
ALINA'S TIP: "It's very important to understand one’s skillset and understand what one's strengths are and to make sure to double down on them because that unique combination of skill is probably just specific to you. The more we understand how we can contribute to the growth of our environment, not only to our company, but to our family unit and to our village in general. That deep understanding of our skillset can help us understand how we can better contribute, but also to understand when we might have to leave some other things to others that might do it better than us. I think that's one important part of the puzzle. Obviously, once that's integrated and understood, one has to have a lot of strength and energy in one's powers to be able to execute. So consistently working on self-confidence and that motivation is an equally strong contributor to success."
This is episode 483.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
MIKES' TIP: "I work with large corporations. One of the things we do is collect the stories that we find when we're training their salespeople, because salespeople are great at telling stories, and put them in a story bank for our clients so that new salespeople don't have that problem. But if you're in a company that doesn't have a collection of stories, and that will be most companies, you'll need to learn how to find them yourself and collect them yourself and share them with your colleagues. That's an enjoyable skill to learn."
This is episode 482.
Tips for Sales Career Success.
Read the complete transcription on the Sales Game Changers Podcast website.
MARK'S TIP: "Be a student of sales. Learn about the process. Be curious. Learn about what makes the person sitting next to you, maybe just virtually these days, successful and try to apply those things. This is a profession and it’s a great profession and one that you can really help people with. Think about it from that perspective. If you have that going forward, I think you’ll have a long, successful career in sales."
This is episode 481. Read the complete transcript on the Sales Game Changers Podcast website.
JEN'S TIP: "I would suggest you defining success for yourself. Find out what you're good at, find out what you're not good at, or what you don't like to do. Determine it for yourself. Don't let other people put their expectations on what your career journey should look like, but really just own it. For anyone out there considering bringing more women on, or for people with open roles, considering transferable skills and the value that a different perspective brings to the table is so important that that diversity of thought will help your sales organization be more successful.
This is episode 480. Read the complete transcript on the Sales Game Changers Podcast website.
BRENT'S TIP: "Commit 3% of your time, an hour a week to getting better at helping buyers anchor on value. Stories, value discovery strategies, that give-get at the end. Where do they see value? Commit 3% to write down your questions. Just get with a peer, ask your manager. If you commit 3% a week, you will be amazed at how quickly your selling velocity gets better."
This is episode 479. Read the complete transcript on the Sales Game Changers Podcast website.
MICHAEL’S TIP: “it’s not about throwing away the investments (in sales tech) you’ve made but how to optimize those investments with a way to take the best information and the nuggets that are in all those different investments and then optimize them and use that information in a way that provides context and makes it actionable for your sales reps (so that they succeed.)”
LISA’S TIP: “For sales leaders, don’t underestimate the importance of the care and feeding of your sales teams. It’s not a math equation of how many reps and assignments, it is really about people and doing what you can to make them successful in their jobs. If you’re a sales rep starting off in your career, be clear and vocal with your management about what you need. We’re in a position now where we’re listening more, the people aspect has gotten very important. Be specific about where you need help and the things you need to succeed, and that will go a long way.”
This is episode 478.
Read the complete transcription on the Sales Game Changers Podcast website.
PATTY'S TIP: "What do you think it takes to get promoted?" First and foremost, you have to be really good in your current job. Do not ever forego being good in your current job, because you are chasing down a next-level title. Second, build the right network. I would encourage everyone to take a look at your existing network. Is it with inside your traditional workgroup as it sits today? Or do you have people that are outside of your traditional workgroup where you've built a network that has diversity across the different levels of the business? Third, personal brand. What do people say about you? How are you perceived as an individual? My challenge would be, go out, ask a few people, "Hey, what's your perception of me? How would you describe me?" That's going to give you insight on what that personal brand looks like for you."
This is episode 477.
Read the complete trancript on the Sales Game Changers Podcast website.
LORI’S’ TIP: “Visualize the kinds of connections that you want to bring into your network. Do a little visualization, setting and intention. Visualize the kinds of conversations you would like to have and feel gratitude for them as if they have already happened.”
JEFF’S TIP: “Download your LinkedIn connections to your Dropbox, PC or wherever you go. Take a look at the file. It takes about 10, 20 minutes for LinkedIn to send it to you, they’ll process your request and send you an email. Take a look at that file and come up with five people that you haven’t connected with in over two years. You have all these people in your connections, who haven’t you talked to in two years that you already know? Reach out to them this afternoon. Pick up the phone. If you can’t reach them by phone, send them an email, but reach out to them.”
This is episode 476. Read the complete transcription on the Sales Game Changers Podcast website.
Tips for sales career success.
AMY'S TIP: "Take the two-minute challenge and practice some version of mindfulness for two minutes sometime during a transition period during the day, because it will train your brain. Think about it too, before you send that email or text when you're ticked off, if you pause for two minutes, or if you pause for two minutes before a sales call. I pause and I have a specific ritual of things I do, such as before sales calls, I pause and do this very specific mindfulness-based practices and intentions, and before clients, all of it.
Then the other thing would be is use acknowledge, appreciate, and ask as a way to have conversations, because that's going to allow someone to be validated. It's going to be compassionate. It's going to be curious. It's going to open up space for you to have the sales conversation that you want to have, acknowledge, appreciate and ask, and be mindful.
This is episode 475.
Tips for sales career success.
Read the complete transcription on the Sales Game Changers Podcast website.
ANDRES’ TIP: “As you start reflecting on whether or not you want to make a change, ask yourself, “Am I running away from something or am I running towards something?” Because if you are running away from something, then really understanding what this next opportunity is, is it more of the same or is it really truly an opportunity? Am I running towards it? Really spend some time reflecting so that you don’t become that no-show, or you’re not that person that is constantly switching jobs because you haven’t figured out exactly what it is that you want to do with your career.
WILL’S TIP: “Get really good at asking great questions. It is, to me, the number one skill that I see out there that really makes a difference, and understanding the second, third, and fourth level questions. Do question trees. I would challenge everyone to do one a day. It is game-changing to be able to be prepared for the answers you’re going to get and be able to really facilitate a conversation to get to that impact, become a great question-asker, incredibly curious.”
This is episode 474.
Read the complete transcription on the Sales Game Changers Podcast website.
NANCY’S TIP: “Ask for what you need. Be clear on what you need and ask. I’m a firm believer that I need to ask for what I need in all aspects of my life. We were talking about personal relationship, professional, ask for what you need.
This is episode 473.
Read the complete transcript on the Sales Game Changers Podcast website.
DR. CINDY'S TIP: "Truly ask for what you want today. Whether it's French fries instead of a salad, that you want somebody else to pick up your kids from school versus you do it, ask for what you want. Just try it in those little areas where there's not such a huge impact where it feels like, "Oh my gosh. If I ask for this promotion and I don't get it, the world will fall," but allow yourself to start asking for what you want and give yourself permission to do that. It will become easier and easier over time. I'd love to hear the success stories."
Tips for Sales Career Success.
Episode 472.
Read the complete transcription on the Sales Game Changers Podcast website.
ALISON’S TIP: “I invite you to get real in terms of what aren’t you doing. What are you missing? In what ways have you not tried to engage with your customer? Are you just going to what’s familiar? The opportunity is, what is one new way you could engage with your customer that you haven’t? That deep down intuitively you know is something that you should be trying, and maybe something that’s holding you back is, “Well, that’s going to take a lot of time.” Yeah, probably because you haven’t done it yet. If we’re not challenging ourselves and stretching in a way that brings new insights, you are not going to be able to take new insights to your customers.”
Tips for Sales Career Success
Read the complete transcription on the Sales Game Changers Podcast website.
KEN'S TIP: "Don't forget to keep really good track of your track record because most people are moving on to the next thing, and I query them because I do very detailed interviews about the details of their track record, their deals, their customers, and they don't have it all together. Then the other thing just to make you stand out is positive energy. Put it out there and what goes around, comes around.
FRANK'S TIP: "Stand out. Try to get in front of the companies that you're interested in and apply all the principles that Ken pointed out on how to interview for a job. It's a sales job. Just stand out among all the other people that might be having conversations during an interview versus interviewing to win. That's the main takeaway for salespeople.
Episode 470 of the Sales Game Changers Podcast. Read the complete transcription on the Sales Game Changers Podcast website.
LYNN’S TIP: “Take the time to plan for prospect conversations. I think it all boils down to that. The more you do that, I think you’re going to see your close rate and win ratio improve.”
This is episode number 469.
Read the complete transcript on the Sales Game Changers Podcast website.
JANE'S TIP: "Resilience is a teachable skill. You may not have learned it, but you can learn it now. Even if it's as simple as failure is an event, not a person. Every time you make a mistake, you remind yourself, failure is an event. It is one thing; you are still a good person. Get over it, move on."
This is episode 468.
Read the complete transcript on the Sales Game Changers Podcast website.
LISA’S TIP: “Noble purpose is both a strategic intent and a methodology. It’s based on the research that says salespeople who focus on improving life for customers outperform salespeople focused on targets and quotas. That’s really easy to see why. If you had a choice of two salespeople coming to call on you and one sitting in your waiting room, or your virtual waiting room, thinking, “I got to close this deal.” The other one’s sitting in the virtual waiting room thinking, “How can I help this customer?” You’re going to like the second one better.”
ELIZABETH’S TIP: “Tell a customer impact story. Those stories do so much for your customers, and the ability to describe how you make a difference to others can win them over. They also do a lot for you personally. Talking about how you’ve made a difference fills you with pride, we release that dopamine, that serotonin, that we know feels so good. People on both sides of the seller relationship are craving that now.”
This is episode 467.
Read the complete transcript on the Sales Game Changers Podcast website.
ANDY’S TIP: “Keep reading. As a podcaster you might think I’d say listen to podcasts. I think it’s great. Please listen to this podcast, listen to my podcast but I still think reading is the most effective way to learn because you’re exposed in a medium where people have to lay out a comprehensive cohesive argument. I think if you want to be influenced to learn new things and adopt new perspectives, that’s the best way. Whether it’s in sales or whether it’s to Fred’s point, the one we talked about earlier, it’s about the world around us, it’s biographies of great people and what they’ve achieved. I love to read and still read history. Just keep reading and keep learning.”
This is episode 466.
Read the complete transcription on the Sales Game Changers Podcast website. JOHN'S TIP: "We're not going back to normal, so we really have to think about the future. Many, many companies have been innovating during this recession that we've been in and are starting to come out of. Our company now has eight new offerings that we did not have pre-recession. They are either totally new or totally upgraded from an old offering. We're not going back. Think about coming out, when we finally get out, what's the new stuff you've got to offer the new prospects?"
This is episode 465.
Read the complete transcription on the Sales Game Changers Podcast website. MARC'S TIP: "Figure out your values. When everything changes and all the strategies go away because of a pandemic or something, knowing what your core values are, those become the compass that you can use to orient yourself. For example, "I don't know what's coming up next, but I know how I want to treat my people, how I want to treat my clients." If you Google values inventory, there's millions of them out there. One's at concordleadershipgroup.com/values. You could just figure out what are your top five, and that will help you make smart decisions quickly."
This is episode 464.
Read the complete transcription on the Sales Game Changers Podcast website.
TOM’S TIP: “As we emerge from this pandemic, every piece of data screams what people are desperate for from the salespeople they see – it’s human conversation. Enough already with the structure of questions, that’s not bad stuff, you’re a human being. Things like empathy, attentive listening, premise on your questions, providing reaction, asking clarifying questions, these are the ways human beings interact. Now that none of us have been able to interact, we’re dying for it. The door is wide open for you to be the one that does that and be different on that alone.”
This is episode 463.
Read the complete transcription on the Sales Game Changers Podcast website.
THOMAS' TIP: "Do an analysis of yourself, do a self-analysis and say, "Where do I need to improve that to get to the next level?" Sit down, write down what your strengths are. What do you need to improve upon in 2022 to get you to the next level? Then immediately find people that can help you get there. Whether that's attending the IES workshops every month, whether that's a podcast, there's so many ways that you can get better, but you first have to identify what is the one thing? Don't write down 10 things, but we can focus on no more than three."
This is episode 462.
Read the complete transcription on the Sales Game Changers Podcast website.
KELLY’S TIP: “What would be game-changing for you? Then make a commitment to putting that into action. Be intentional about it. Because listening to it and being aware of it is the first step. But if you don’t put it into action, it’s never going to help you. Every little baby step you take counts towards creating something great down the road. Take the action.”
This is episode 461.
Read the complete transcript on the Sales Game Changers Podcast website.
TODD'S TIP: "When people say, “Why does authenticity matter?” I go, well, do you want comfort, do you want understanding, do you want rapport? That’s the relationship foundation upon which anything else that might happen will happen, and it begins with being a human being who’s a little more real, authentic."
This is episode 460.
Read the complete transcription on the Sales Game Changers Podcast website.
WAYNE’S TIP: “Focus on the client’s outcome, not on your product. All too often we go in there and all we’re trying to do is push the differentiators in our product. The time of feature, function, benefit, not there now, it’s about what’s the outcome. Go in, do a deep discovery, understand how you can influence positively and deliver value as well as defined by the client, and then talk about your product. Don’t do it too early.”
This is episode 459.
Read the complete transcription on the Sales Game Changers Podcast website.
COLLEEN’S TIP: “It’s time for a new perspective in sales. I believe in teaching both the hard skills, what I’ve framed up as the sales IQ skills – negotiation skills, value propositions, prospecting, closing – but what was missing for years and is still missing in a lot of sales organizations are coaching and teaching the soft skills, emotional intelligence skills. Emotional intelligence sounds great but how do you actually yield hard sales results? What I’d like to encourage everyone today is for this new perspective, when you’re coaching your salespeople, absolutely coach to the hard skills but start including language such as, “Where do you think lack of empathy got in the way of forwarding this opportunity?”, “Where did your lack of assertiveness go up?”, “How are you playing into instant gratification?” It’s not an either/or proposition which often people confuse that when they hear of emotional intelligence.
This is episode 458.
Read the complete transcription on the Sales Game Changers Podcast website.
Meredith's TIP: "Find someone to be an accountability partner with you. Pair up with someone so that you work with another individual to help them and you improve in a particular skill. Because when you make a commitment to someone else and you meet with them on a regular basis, you are going to be more aware of using that skill and applying it in between the times that you meet with your accountability partner.
Denny's TIP: "An elite team is a team where everyone on the team, the sales manager as well as the sales reps, all of the people involved are good at listening to each other so that the people, all of them felt understood and respected so that they are forthcoming with what's going on. Also, they help each other solve problems. They stimulate each other to think. It's not just a one-way thing. It's people sharing ideas and they ask for the ideas."
This is episode 457.
Read the complete transcription on the Sales Game Changers Podcast website.
REBECCA'S TIP: "Embrace the new year. Don’t be rudderless, develop an account plan, action your plan, be adaptive, agile and flexible to the needs and demands of your customers as the environments are ever-changing."
HANNAH KATE'S TIP: "Meet with all of your clients and prospects or as many as you can in the early part of the year and really listen to what their resolutions are, personal and professional. You’ll learn about their pain points, their goals, then what motivates them as people. Emotional intelligence is so important in sales so take this opportunity to meet with as many people as you can and really listen to what they have going on."
This is episode 456.
Read the complete transcription on the Sales Game Changers Podcast website.
Julie’s TIP: “Everyone needs to watch themselves more on video. Watch a recent recording or record your next interaction and play it back. Time every time you make eye contact with yourself. Every time your on-screen persona makes eye contact with you, the real person, have a stopwatch to time that. Then I want you to add up that time and divide that by the time of the entire call. If it is less than 50%, which for most people it is significantly less than 50%, you got some work to do because you’re missing that opportunity to really build that connection. Also, look at what your face is saying. If you’re sharing something positive, did your face support that? Is there variety in it? Is it just a blank slate the entire time? Those are good starting points.”
This is episode 455.
Read the complete transcription on the Sales Game Changers Podcast website.
Mike's TIP: "Play with more gratitude, more joy, more freedom, more creativity and go deep into that belief that you are more than a sales professional, just like the Steph Curry's are more than just athletes. I think it is something that can be a foundational element of your performance and it's something that's super important. I think if you can leave here and figure out a way to build some legs for you to believe in that and adopt that belief, it's going to take you a long way, and it's going to impact you beyond the sales arena."
This is episode 454.
Read the complete transcript on the Sales Game Changers Podcast website.
Mike is an IES Premier Sales Leaders. Learn more here.
Find Mike on LinkedIn.
MIKE'S' TIP: "Figure out what your goals are. The goals aren’t just, “Make my number.” Sometimes the goal is, “I need to be strategically relevant to XYZ customer,” “I need to find my own sales process, build my own sales engine.” Figure out what your top 2-3 goals are and no more than that. Then work backwards from there. Think, how long is it going to take me and what do I need to do to slowly build up to accomplishing what these goals might be? The buildup needs to be set with marker flags. Marker flags are leading indicators of success."
This is episode 453.
Read the complete transcription on the Sales Game Changers Podcast website.
TIFFANY’S TIP: “Seek mentors. I always encourage people because mentors are a powerful thing to have. They can help you with career advice. They can help you through professional transitions. They can help you get some insider advice into promotions that you want or that are available. I think mentors are such a powerful thing. You could have one or two or build an army of mentors. Maybe it is someone that you meet once a month for coffee, I think that every mentor-mentee relationship is different, but someone that you can reach out to that you trust that can give you advice and that you can maybe perhaps lend some value to when you can as well, is really important. Then once you’re in a position where you can mentor somebody else, be a mentor and be a guide.”
LACEY’S TIP: “Make yourself known outside of your direct team. And just say yes to the next opportunity that’s presented to you. Sometimes it means getting out of your comfort zone a little bit. If it’s something that maybe scares you a little bit, like speaking up in a meeting, or sharing a new idea that you have, or doing a presentation or public speaking, saying yes to just putting yourself in a different scenario even though it might be scary, it’s only going to help you grow as a leader.
This is episode 452.
Read the complete transcription on the Sales Game Changers Podcast website.
Liz's TIP: "Prioritize, figure out who your ideal customer is, figure out what are the most important things you need to do. Take all of those other things that don't matter and put them on the back burner, but do the things that matter. Prioritize the customers that are going to grow, prioritize the ideal customer that's got the shortest sales cycle and the most likelihood of buying and prioritize out those customers that are wasting your time and are never going to buy from you. Prioritize."
This is episode 451.
Read the complete transcription on the Sales Game Changers Podcast website.
Jack's TIP: "I'm a huge believer in mindset. Consultative Selling starts with mindset but mindset is useless unless you do the things and you have the skills to be able to implement that mindset. So A) adopt a mindset but then B) it's all about practice, practice, practice."
This is episode 450.
Read the complete transcription on the Sales Game Changers Podcast website.
Paul's TIP: "Treat storytelling like any other leadership skill that you want to have, leadership and sales skills. Study it. It's not the kind of thing that well, if I'm not born with it I'll just never have it. It's not. You can learn it. Read a book, watch some YouTube videos, take a class. It is something you can learn, and you should. Treat it that way."
This is episode 449.
Read the complete transcription on the Sales Game Changers Podcast website.
Colleen's TIP: "Carve out some time between now and December 31 to really take a good, hard look at what happened this year, analyze the numbers and plan to make some changes. One of the first things I would do is look at what's working even if I don't necessarily like it and then commit to doing more of that in January, including maybe getting a mentor or finding someone in the organization who's been more successful than you and reaching out to figure out what they're doing that was such a success this year. I think that will help you to create some activity, remember that action creates motivation, not the other way around. If you can find someone who has great ideas on what's creating success in your marketplace today right now and you implement them, you're going to be more motivated which is going to help your mindset."
This is episode 448.
Read the complete transcript on the Sales Game Changers Podcast website.
David’s TIP: “I’m a huge believer in a concept that I originally learned from the Grateful Dead and that concept can absolutely be applied to sales and many salespeople do, however, a lot don’t. That’s the idea of giving gifts without any expectation of anything in return. The Grateful Dead allowed concertgoers record their concerts for free as long as they didn’t sell them. What does this mean for salespeople? The more helpful you are, the more valuable information you provide, the more that you help people not just by helping them to understand your company and its products but just by creating something valuable or linking to something valuable or sharing a news story that you see that your potential client might be interested in, the more you’re seen as being somebody who’s providing something or value, the more people will be drawn to you who will become your fans and will more likely want to buy something from you. Note that it’s not free if require an email address, That is precisely the wrong thing to do because that’s a coercion technique, that’s like saying to somebody, “No, you cannot have my white paper unless you give me something first, your email address.” That’s not a good way to sell in my mind, that’s not a good way to build fans in my mind, better to give it away.
This is episode 447.
Read the complete transcription on the Sales Game Changers Podcast website.
Chris' TIP: "One of the things that we've run up against is people always say, "I don't have time, I need to learn time management." No you don't, there's no such thing. You need to learn commitment management. In today's world, we observed people are "over-involved" and under-committed. We've got a gazillion little things going on but they're not necessarily committed to many of them so let's take a step back, go sit down, it only takes you maybe 15, 20 minutes. Make a list of the four, no more than 5 big commitments that you have in your life. Then what you do is you go look at your calendar and match up, "What am I doing with my time to support those commitments?" What you will invariably find is that you've got a lot of stuff that you're doing that's got nothing to do with those five commitments. Simple: quit doing it."
This is episode 446.
Read the complete transcript on the Sales Game Changers Podcast website.
RUSS' TIP: "I think we always forget to do this. Ask for a referral in every sales call. If you get a no on the phone, ask if they know somebody you should talk to. If you’re in a sales meeting, ask who else they know in that industry or that market. Ask for referrals, it goes a long way to building your pipeline."
PETE'S TIP: "Get out of your own way. 2018 is over, there’s a new normal, get on with it. Embrace the change, pick up your game or be left behind. You’ve got to get going."
This is episode 445.
Read the complete transcript on the Sales Game Changers Podcast website.
Attend the next Institute for Excellence in Sales Women in Sales Leadership Forum starting January 14, 2022. Register here.
KATIE'S TIP: "I use the same phrase when people ask me, "I want to be a Blue Angel someday. How do I get there?" I say, "Calm seas don't make a skilled sailor." What I mean by that is it's not the easy times in your life, it's not the calm seas that shape you as a person. It is those hard times. It's the rough seas. It's the failures. It's the adversity that you face. How you deal with that, that will shape you as a person, as a mother, as a spouse, in my case, a Marine, a leader, and now as a businesswoman. That's really what I would say, is adversity is a way to improve yourself. Rather than get down in the dumps about it, use it to polish yourself."
This is episode 444.
Read the complete transcript on the Sales Game Changers Podcast website.
Bob's TIP: "Shifting your focus from getting to giving and when we say giving in this context, we simply mean constantly and consistently providing immense value to others understanding that doing so is not only a more pleasant way of conducting business, it's actually the most financially profitable way as well. When you're that person who is able to take your focus off of yourself and place it onto that other person genuinely and authentically, looking to discover what they need, what they want, what they desire, how you can help make their businesses, their lives better, help bring them closer to happiness, people feel good about you. People want to get to know you, they like you, they trust you, they want to be in relationship with you, do business with you and so forth. They're going to buy from you only because they believe they'll be better off by doing so than by not doing so."
This is episode 443.
Read the complete transcript on the Sales Game Changers Podcast website.
KIM's TIP: "It’s okay to fail and fail fast but learn from it. Improve from it, iterate on it, iterate your process, iterate your style. We’re all very stylistic in what we do as sales professionals and sales leaders. Last year was a year of resilience, this year is also going to be a year of resilience and that’s a key theme in my team, and we see in the market. Grow your clients and yourself through trust, and that’s how you’re going to grow your success as a sales professional and elevate your game."
JEREMY'S TIP: "Be a problem solver. In your first conversation, ask that customer, “Give me a project, give me a task,” nothing relatable to having to sell something to solve that problem. Literally, ask for a task, come back and do it better and faster than anyone else and you will automatically earn the right to ask for the next thing, have a seat at the table, and you’ll be making a lot of friends when you deliver on that as well."
This is episode 442.
Read the complete transcription on the Sales Game Changers Podcast website.
Brian’s TIP: “When we talk about ethically influencing people, there are three keys that have to be present. First is truthfulness. Now, it’s not enough to tell the truth, we never hide the truth either, because if we know something will materially impact someone’s decision and we withhold it, we’re not being ethical. They will not look at us as an ethical influencer if they find that information out after the fact. The second thing is we only use the psychology that we find naturally in the situation. For example, if there’s no real scarcity for your product or service, don’t claim that there is. Then the third thing that we look to do is create situations that are good for both parties. I like to say, “Good for you, good for me. Then we’re good to go.” If we can hit all three of those criteria, we can look ourselves in the mirror and say, “You know what? I’m dealing with people in an upright, ethical manner.”
This is episode 441.
Read the complete transcription on the Sales Game Changers Podcast website.
JENNIFER'S TIP: "Move forward. You have to keep moving forward. Have that courage to try something new, pivot, change. Just move forward. As long as you keep moving forward, you’re going to be okay."
CLINT'S TIP: "You succeed only – and I underscore only – when your customers succeed. Pick a customer, sit down with a blank piece of paper and see if you can articulate your customer’s top three business priorities. Draw a line and then see if you can articulate the three biggest problems they face to achieve those opportunities. If you can do it, great, you’re well on your way to helping your customers solve their hardest problems. If you can’t do it, you need to go back and do some more listening and some more investigation about what’s important to your customer."
This is episode 440.
Read the complete transcript on the Sales Game Changers Podcast website.
CHRISTA'S TIP: "I always say this, "I can't help a leader who doesn't care about people." You have to generally have a desire that you want to do good, even if maybe you're maybe not achieving that level of good that you want to be doing. Not being in integrity, that is a huge cost. Being honest with yourself like I mentioned with myself, where I wasn't being in integrity. I was saying, "These things are important to me, but I'm living in this way." Being honest, looking at that, and making a commitment to integrity, and yes, people might not like you. When you say no, people might not like you. I can promise you that. You might piss some people off. But what's more important at the end of the day, to be liked or to have integrity? That's just something else to bite off on and think about leaving this conversation.
This is episode 439.
Read the complete transcription on the Sales Game Changers Podcast website.
Tim's TIP: "Turn knowledge into action. As an organization, you know what you’re doing isn’t working right now. You know that you’ve got to get on social and you’ve got to do something about it. Sometimes, that’s going to need to you be courageous and stand up, and actually, sometimes disagree with people because there are going to be some people that are going to want to do it like we did it 30 years and 40 years ago. This is a call to action in terms of standing up, being courageous and turning what you know is right into action."
This is episode 438.
Read the complete transcription on The Sales Game Changers Podcast website.
This show was sponsored by Cox. Learn more at For the Love of Sales.
CATS TIP: "Everything that we're talking about has everything to do with marketing and sales. How are you positioning yourself and how are you "convincing" someone that it's time for you to be promoted? The first thing is all about authority. How are you branding yourself? Are you identifying the job that you want? Are you communicating it and are you positioning yourself as an authority? And there’s community. Your job, especially in the corporate space, is to make your boss look good. If you want it to work, then start looking at what you're doing and how you're showing up. The third piece is how you Engage. Identify that sponsor, who, and invest in them. This is about giving them value, support them. So many people want to take and they don't give first. Look at what you can do to help them, support them. Find out what are they looking for."
This is episode 437.
Read the complete transcription here.
BRYNNE'S TIP: "Resonate, curiosity, teach your customers something new. Get them thinking differently about their state and lead them to your solution."
This is episode 436.
Read the complete transcription on the Sales Game Changers Podcast website.
BARRY'S TIP: "I recommend using what I call a process play in email, where you communicate with the customer your understanding of the steps that they have to go through to get to issuing a contract or an order. You don’t want to do that after the first call, but after you’ve spoken to the customer, validating those steps often gives you insight into, wait, there’s an additional step or no, we can skip this step because of this size of the purchase. I really recommend putting that to use, a really crisp email, something that somebody can read right on their phone just verifying, here’s the steps we’re going to work through together to get this completed.
MATT'S TIP: "Trust but verify what your customer’s telling you. You need to ask them to make sure you understand their full process. Do they have a legal review? Do they have security review? Whether there are approvals and so on, and then hold them accountable to that. Also, stop asking times that your customer is free to schedule a call and instead, just send the meeting request. You can send your email that says whatever information you need to tell, and at the end you say, “I’m sending you a meeting request at this date and time. If it doesn’t work, please suggest a new time.” It cuts down on that process of going back and forth so many times, and it’s been very successful for us."
This is episode 435.
Read the complete transcription on the Sales Game Changers Podcast website.
KRISTI'S TIP: "Learn how to tap into your inner voice or your intuition and taking time every week to be quiet and be still, and self-reflect. There's always a lot of things floating around in our head. Sometimes we're just on a go, go, go habit trail of motion. Being still, unplugging, being quiet, and really focusing on what you want to work through mentally, and having that quiet time is important."
MEGHAN'S TIP: "Make sure that you are letting your boss, or your leadership know of your career interests. If you're really good at your role and you're really self-sufficient, they're probably not paying attention to you. They're focused on their problem children. You want to make sure you're staying on their radar, letting them know what you're doing, what you're interested in, so that when opportunities come forward, they think of you."
This is episode 434.
Read the complete transcription on the Sales Game Changers Podcast website.
BOB'S TIP: "Here are three radically authentic discovery questions to ask. (1) What do you think is the biggest priority or challenge your board is discussing? (2) Who is your customer and what’s the biggest challenge they need you to solve? (3) Out of your entire job description, what's the one thing your company is counting on you to get done?"
This is episode 433.
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JEFFREY'S TIP: "The journey continues. I think for new sellers, we were talking about people who’ve joined the Institute for Excellence in Sales, people think that they can do something and then be there, they can have arrived and be successful, be a senior salesperson or a sales leader. The journey always continues as things change, what has been made very available to everybody is that embracing change, adapting to change and actually changing to get better is a big part of being a successful salesperson. Stay on a journey for making yourself more valuable to both your organization and your customers’ organization, and you’ll be well served."
BILLY'S TIP: "Figure out the top 10 challenges that each one of your prospects have and how you can provide value. I don’t think sales reps do this enough, they sell the product and/or service. Figure out the top 10. For me, the top 10 IT transformational projects at each agency level, that’s what I want my AEs focused on and how we can provide value."
This is episode 432.
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KATHIE'S TIP: "Have a consistent morning routine. That’s where you’re connecting with yourself, body, mind and spirit before you let the outside world in. You’re putting yourself in the driver’s seat before the day takes off. You can walk in with clarity, you can walk in with confidence and then you’re able to respond versus react. Then you’re going to be able to be present instead of just going adrift through the day. The other thing is centering. The central question that you may want to ask yourself periodically when you’re in decision making situations is, what choice can I make or action can I take in this moment to create the greatest net value?"
This is episode 431.
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MICHELLE'S TIP: "Choose an organization, an association that you can reach out to that is not similar to one that you have reached out to before. Whether it's a category of businesses that you've done business with or it's a group of people that you want to get more involved with, choose one and go online. It's not going to take you long. Choose one and then develop your relationships. It starts with one step at a time. One action is go find a different organization, and then start a conversation with someone that you typically wouldn't have had a conversation with before today."
This is episode 430.
Join the exclusive Institute for Excellence in Sales.
Read the complete transcript on the Sales Game Changers Podcast website.
This episode is sponsored by Cox. Learn more about their For The Love of Sales Program here! Cox is a great place to start or continue your sales career.
ALEASHA'S TIP: "Introverts are often failing at sales because they're trying to pretend they're an extrovert. They feel like they have to put on this weird suit or hat like we were talking about and act like somebody else. Introverts have amazing intuition and give yourself permission to just play up your strengths. You don't have to have a million hours of small talk if you don't like it. Don't force yourself to do it. The other person's going to feel weird too, because they can tell your heart's not in it. Just really being able to lean into your own strengths and obviously, the ideal is the blend of both. If extroverts can learn something from introverts' qualities, that would definitely make them a better salesperson."
This is episode 429.
Join the Institute for Excellence in Sales.
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MATT'S TIP FOR EMERGING SALES LEADERS: "Be fearless. Don’t worry about failing, there’s beauty in learning and knowledge, and you will be better at what you do if you go through that. The biggest thing is be the number one resource and asset for your client. You’re there to help them, you’re an asset and a resource. Be their number one. When they need to call somebody, pick up the phone, send an email, send a text, make sure it’s to you.
PAUL'S TIP FOR EMERGING SALES LEADERS: "I have a saying, you have two ears and one mouth, listen twice as much as you talk. Don’t sell anything, ask big, broad, open-ended questions so that your prospect can give you the answers to the test. Don’t ask questions that are yes or no or even directive, let them go limitless. Ask them, if you had a magic wand, what would you celebrate at the end of this year? And you’re going to be able to back into a great client needs analysis. If I can leave that with everybody, don’t try to respond to or even have anything preset into what you’re talking to a client about. Respond to what their needs are, listen twice as much as you talk.
This is episode 428.
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Sales professionals struggle with converting leads to business, or at least getting them to move down the sales funnel. A lot of people get stuck somewhere in that sales funnel and a lot of people give up quickly because they feel like they’ve hit a wall. Take a step back, think about all the resources that you have at your disposal. Take a look at the top five targets on your target list, take a look at how many touch points you’ve already made with each and what you’ve done. Really take a good look and ask yourself, have I leveraged every resource possible to move them along the sale cycle and move them down the funnel? If you can’t answer that with 100% confidence, my advice would be that if you’re relying too heavily on the software that your company is using and the data and you really didn’t push yourself in a certain direction where you were humanizing that process. Dig a little deeper and not just take your results for face value. If that means reaching out and clarifying a little bit more, because your buyer’s journey, they’re all unique. Who influenced them, how have they heard about the different brands that are out there? What kind of research have they done? Then a question that I heard a while ago which I love so much and it applies to anybody in sales, any industry, is tell me about the day that you decided that you had an issue or a problem that you needed to solve."
This is episode 427.
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JONATHAN'S TIP FOR EMERGING SALES LEADERS: "All the economists that I speak to and everybody that I listen to that is a so-called financial expert are predicting a boom for the next two, three, four, maybe even five years. Beginning, they suggest, at the end of Q3 this year. If we’re going to take advantage of all of this, we’ve got to be prepared. First of all, we’ve got to conduct an audit of ourselves, we’ve got to understand what we need to do to improve because the day we stop improving and the day we stop learning, we might as well pack up and go home, frankly. The next thing we have to do is to understand the people that report to us, and we do have a duty of care to them. We’ve got to make sure that they fully armed not just to win the occasional skirmish, but to win the war. Then third and probably the most important, think about customers. Get as close as you can to customers. Work across the line, work up, work down, understand their entire commercial objectives, understand their concerns, their fears and just get closer to them because they want you to. Stop selling, start understanding."
This is episode 426.
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DAN'S TIP FOR EMERGING SALES LEADERS: "If you’ve got an iPhone, you’ve got Reminders. If you’ve got Google, you’ve got Google Tasks. Here’s my challenge. Go open up your tasks, create a reminder and in just one line, in a sentence, type in "what do you want?" When you set the date, make that reoccurring daily. Set a time that works for you, I like to pick a number that’s quirky and weird. Take a number, say reoccurring daily every day at that time that’ll pop up an alert on your phone to say, “What do you want?” Often, that little reminder is enough to say, “You know what? I’m doing great” or, “I should go in a different direction.” It’s something that can make an immediate impact in your life and will. You can do it right now."
This is episode 425.
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RITA'S TIP: "Being able to share what you're actually doing to promote women within your company is an important step. That's one thing that I would recommend for companies that are trying to be more open about that. One thing that I've promoted even in our own company is diversity. There's a lot of women in leadership that are white, expanding that to include women of color and really showing people that you're doing these things and it's not just talk. I think that's really key."
RACHEL'S TIP: "Just start talking to people. Ask them one on one, what should I do? If you do that they're much more likely to reach out a hand to you and help you along. If you're in a company and you want to move up or you want to move in a different direction, just let your manager know or let the manager of that department know. Say, "This is what I want to do. Here's where I am now. What do I need to do to get where I want to go and can you help me? That makes the difference."
This is episode 424.
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MICHAEL'S TIP FOR EMERGING SALES LEADERS: "We talked about the benefits of coaching, that it’s an opportunity, it’s a game-changer for many of us. If you can, I would suggest get a coach. Go to your organization, potentially, and find out if there are options to be coached and they’re receptive. It could even be a game-changer for the organization. Again, I know it’s pretty obvious, but getting a coach is an opportunity to develop yourself and become a better person and a better employee. The only other thing I’ll repeat is learn to collaborate in your organization, don’t forget about selling. It’s bringing the organization to bear on a client and I know for myself, if I did not collaborate with people and bring them into the selling process, I would get nowhere."
This is episode 423.
Join the Institute for Excellence in Sales here.
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IAN’S TIP FOR EMERGING SALES LEADERS: “The framework I use to call is all based on RGAs, Revenue Generating Activities. Is what I’m doing an RGA or not? And there’s two types of RGAs, one is advancement of pipeline – everything you need to do to move your deals forward in a sales cycle – and the second bucket is creation of pipeline – everything you need to do to add additional pipeline. Everything else is noise.”
This is episode 422.
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JENNIFER'S TIP FOR EMERGING SALES LEADERS: "Listen and learn to trust your inner voice. There’s plenty of times where someone else speaks up and I wish I’d had the thought or I’d had maybe even a better thought and I just didn’t do it. Listen and learn how you trust yourself, listen to that voice. Give that a shot. Sometimes we’ll stumble, but the more that you do it, I think the more comfortable you’ll be. I believe that the success will follow."
This is episode 421.
Join the exclusive Institute for Excellence in Sales here.
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DANIEL'S TIP FOR EMERGING SALES LEADERS: "Perfection kills your dreams. Perfection kills your presentation. It doesn't have to be perfect, ladies and gentlemen. Act in spite of the perfection, act. Many times, I've acted and you figure out the details later. The moment you think that it's perfect, it's going to be too late. By that time, months, years may pass by and I've met so many people, Fred, that waited for that perfect moment and it never comes. Nothing's ever going to be perfect but along the journey, you're going to realize you're going to work on your perfection and it's going to get better and better. Next you know, you're going to look back and you'll be like, how did I get here? It's because you acted in spite of the imperfections that your product, your service, and the presentation that you had. You have to act."
This is episode 420.
Join the Institute for Excellence in Sales here.
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WILL'S TIP FOR EMERGING SALES LEADERS: it’s a perfect time to reassess your sphere of influence in your job, what you’re doing, who you’re influencing, who you’re interacting with. Looking at that and seeing where you can do better things, do better work, interact with more people. In our space, we’re lucky to be supporting who we’re supporting and I think broadening your sphere of influence is really important. I would leave that with the audience today.
This is episode 419.
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GINA'S TIP FOR EMERGING SALES LEADERS: "My tip is an introspective one. I want you to really stop and think about what you do on a daily basis, and how many times you don't speak up, or you second guess yourself, or you don't ask for that new challenge. I don't think it's always fear. I think it's sometimes we're just not convinced that we have the time, or that we're smart enough, or good enough, or whatever it is we do to ourselves, and we all do it, male and female. Take a few minutes to stop and think about that and then ask yourself, how is that impacting your sales and your career? Or if you're managing people, the impact that you're having on them."
This is episode 418.
Join the Institute for Excellence in Sales here.
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JOANNE'S TIP FOR EMERGING SALES LEADERS: "On LinkedIn, always send a personal invitation and I’d love to get one from you saying that you heard this podcast with Fred, that would be fabulous. I always send a personal response as well, that’s how you start a conversation. What I’d like you to do now is one thing I talk to a lot of clients about. Stop, start, continue. If you want to make referrals part of the way you work, you need to stop doing something that isn’t working that well. Then you would start with referrals, talk to me first and then start with referrals. Then what are you doing really well that you want to continue? Because we don’t have time for everything in our lives. Take that stop, start, continue. That’s the best advice I can give you."
This is episode 417.
Read the complete transcription on the Sales Game Changers Podcast website.
BRYNNE'S TIP FOR EMERGING SALES LEADERS: "Whether it's in person or on social, the bottom line is prospects are human beings and we need to connect human to human. I have templated messages that I tailor. I have a process, but at every single step I'm paying attention to how is this landing with this person? Is this appropriate? I tailor everything I do. I don't have copy-and-paste messages exactly. I make sure that every person feels special. When you tailor the message, when you tailor that outreach, it's the eye contact that you have in person. It's they took the time to learn about me, and I matter. They care about me. If you do nothing else on social or in person, authentically care about the person you're engaging with."
ARNOLD'S TIP FOR EMERGING SALES LEADERS: "There’s an old saying called moment of truth. Moment of truth means every time you have a meeting, a transaction, or an interaction with anyone, an impression is formed. This impression could be positive or negative, it can help or hinder, it can make or break a relationship. What we need to take a look at and start thinking about, how do I make every touch point or interaction I have with anyone more positive, memorable, and special? What do I need to do on a daily basis to do that? I write my calendar every morning, I say, okay, what am I going to do to make – I look at who I'm going to talk to – more positive, memorable, and special? Again, that would be my takeaway right now at this point."
This is episode 416.
Read the complete transcription on the Sales Game Changers Podcast website.
SHERI’S TIP FOR EMERGING SALES LEADERS: “Embrace that your actions teach you what to believe. When you listen to your body’s cues about food, you teach yourself you can be trusted. When you exercise, you change physiology, but you also increase your confidence because you’re saying, “I’m a person of integrity.” When you prioritize your sleep, you show yourself, “I’m worth taking care of. I matter.” With that leading to an action where over the next week, pick something, experiment with it, whether it is walking outside in the sunshine before your sales calls, or if it’s something bigger, like, “All right. I’m drawing a line in the sand. I’m going to be done with this diet mentality and start discovering how to intuitively eat.”
This is episode 415.
Read the complete transcription on the Sales Game Changers Podcast website.
GENEIN’S TIP FOR EMERGING SALES LEADERS: “I have a diamond in my hand and I want to remind you that you’re a diamond, but your clients and your team members are diamonds as well. When you’re looking at them, look and think about the multiple facets that are coloring the way they see the world and be curious about those facets. Don’t forget to be curious about your own facets, but if you’re looking to improve in perspective-shifting, remember that people are multifaceted and we’re all meant to shine bright like a Diamond.”
This is episode 414.
Read the complete transcription on the Sales Game Changers Podcast website.
BOB'S TIP FOR EMERGING SALES LEADERS: You need to care. You need to care about your salespeople, you need to care about your clients and that’s an active engagement. It’s more than just lip service. You have to roll up your sleeves and understand where their pain points are, what’s impacting them from their customer’s perspective, from their perspective and then from their personal lives too. Fred, the word is care.
This is episode 413.
Read the complete transcription on the Sales Game Changers Podcast website.
PAULETTE’S TIP FOR EMERGING SALES LEADERS: “We have to step out of our comfort zone, ladies. We hear that so much, but it’s not a meaningless platitude. We need to step so far out of our comfort zones that we have trouble finding our way back. If it feels a little uncomfortable, so what? When I started to be assertive, I felt very uncomfortable. But then I started to see the gains and the feelings of liberation I had, and people’s respect for me increased and I liked it. It’s a risk-reward type of thing.”
This is episode 412.
Read the complete transcription on the Sales Game Changers Podcast website.
MIKE'S TIP FOR EMERGING SALES LEADERS: "If you want to be the best of the best, one of the top performers in any industry, in baseball, you have a limited time physically that you can perform at that level. In sales, people can work their whole life. There’s no length of time that you’re limited by so it’s just as competitive. I work in a super competitive industry, people have a lot of options to purchase a product. Find ways to differentiate yourselves. There’s so many products out there, just continue and try to improve each day."
GEOFF'S TIP FOR EMERGING SALES LEADERS: "Learn to look at things from a new perspective to maximize, let’s just say sales in this particular situation. If you’re in a sales interaction, you’re going into one or you’re preparing for one, really connect to what right looks like. What does success look like for this if it really went well? If I showed up strong, what would that look like? Start building the future you want for how you’re going to show up, so when you get there, you’re mentally prepared for anything that could come your way. By the way, just by creating the future that you want versus the one you don’t want actually starts bringing a stronger version of yourself and you’re ready for other things. If you’re not ready to do them, then you’re not connected to that strong future and you can actually get derailed quite easily. But we need to be prepared for anything and be at our best, just connecting to that will really help as you’re going into sales engagements."
This is episode 411.
Read the complete transcription on the Sales Game Changers Podcast website.
ARNOLD'S TIP FOR EMERGING SALES LEADERS: "We’re going to talk about six key ingredients to get people, be it customers, co-workers, and prospects, to be singing your praises. Everything starts, for example, with your attitude and being reliable and responsive, and we’re going to go on from there. I think the #1 reason people go to meetings is also the networking. You’ll get that and we’re going to give you plenty of time for that."
This is episode 410.
Read the complete transcript on the Sales Game Changers Podcast website.
TJ'S TIP FOR EMERGING SALES LEADERS: "Strategies always change, but principles always remain the same. All the information is out there, all the methods are out there. There’s no excuse for not having the sales books or the tactics. All that is out there. What makes the biggest difference is the people that actually surrender to the principles of success, because if you can actually enforce these principles on you every day so that it becomes a habit and you’re doing all the behavior necessary to hit success, that’s when you’re going to win. Whenever I go and knock doors, I have certain principles. Right when I get to the neighborhood, I jump out, I’m knocking doors right away, no matter what. I’m not taking my time, I’m letting my brain get hit with it and I go full out. Anytime I’m in a deal, I give it my all. Every single day, I’m doing these behaviors and I’m calling enough people. If you find those principles and you surrender to them and you commit to them, you’re going to succeed."
This is episode 409.
Read the complete transcript on the Sales Game Changers Podcast website.
LINDAS TIP FOR EMERGING SALES LEADERS: "I alluded to affirmations, and we started our conversation today with visualization. As you go to sleep at night, as you turn off the light, all the lights that you may be looking at, start to take some deep breaths and visualize what you want your life to be. When we were teenagers, this was called daydreaming. When we were little kids, it was make-believe. We as adults I think have forgotten that, and you need to go back to that. If you then think about what it is you really want – not what you don't want, you don't want to be focused on what you don't want. What do you want? Really visualize. If you spend a little bit of time as you're drifting off to sleep putting that into your head, then even if you want to have double the impact, make that a part of your morning routine as you wake up, "What do I see this day?" What is your intention for the day, and what do you want to see happen to this day? Whether or not it happens and whether then the negative self-talk comes in and says, "But it won't happen because of this," really, again, stay with that positive intention and in that visualization, or the daydreaming, or even that make-believe. That will change what chemistry is even going on within your system and in your brain, because what we think about, we become. Where you're at right now, you at one point thought about. I know I see that continually with my clients, I've seen that in my own life. We always need to keep our mindset in wherever it is we want to be going, growing and developing that picture of what it is we want."
This is episode 408.
Read the complete transcription on the Sales Game Changers Podcast website.
DAVE'S TIP FOR EMERGING SALES LEADERS: "Have fun. It's so easy to get caught up in tactics and strategy and steps and methodology and things, but none of that will really help you sell if you aren't enjoying what you're doing and bringing enjoyment to the person that you're talking with. I've seen so many salespeople when we're teaching them how to deliver an opening statement on the phone. Put some life into it. If you could just have some fun and be a little playful, even if you suck, having fun and being a little playful makes you better. "
This is episode 407.
Read the complete transcription on the Sales Game Changers Podcast website.
SAM'S TIP FOR EMERGING SALES LEADERS: "Be conscious of the things that you cannot affect within your sales process. As you’re in a sales process, if you’re hitting a brick wall, you’re in a challenging situation, make sure that you’re very aware of, “What can I do to change this and what are the resources that I can leverage around me to help move forward? What are the things that frankly, are completely out of my control?” If you waste one second worrying about those, it’s one second that could have been spent on things that actually are within your sphere of influence. I think that’s increasingly important for how we sell today, because there is a lot more that’s out of our control. Not everything is down to you, so that’s something that I’m preaching a lot to my sales teams, my sales leaders. Just focus on the things that you can really impact, don’t sweat everything else."
This is episode 406.
Read the complete transcription on the Sales Game Changers Podcast website.
KENDRA LEE'S TIP FOR EMERGING SALES LEADERS: "One tip that I would give you today is it doesn't matter that we are in these dynamic roller coaster times, there absolutely is business to be had and we're seeing an uptick in people realizing they need to do things, they need to make changes. My one recommendation is as you are doing new business development, focus on problems that people have right now. Don't try and get them to think more strategically about what they'll need a year from now because they're focused now. Focus on the issues and the problems that you're seeing people have right now and that's how you'll get in the door."
Read the complete transcript on the Sales Game Changers Podcast website. JUDY'S TIP FOR EMERGING SALES LEADERS: "Present a very polished and professional image. Go on your LinkedIn profile and upload a header graphic. This is the image that is behind your headshot at the top of your profile. You can take a photo off of your company's website, you can use a city scape, you can use a photo of you speaking at an event, but use that space to tell people something about you."
MONA NEFF'S TIP FOR EMERGING SALES LEADERS: "Remember that LinkedIn is a relationship, not a one-night stand, and that you have to be in it for the long haul."
ANN MARIE BEEBOUT'S TIP FOR EMERGING SALES LEADERS: "You need to have your featured section filled out. Make sure that you have some evergreen content in the featured section and maybe one recent post or article that you've put out, but give people the resources that they need to take the next step that you want them to take."
This is episode 404.
Read the complete transcription on the Sales Game Changers Podcast website.
JOHN'S TIP FOR EMERGING SALES LEADERS: "Figure out what your post-pandemic strategy is and recognize that your company must invest more in digitization and automation in the future. They go together."
This is episode 403.
Read the complete transcript on the Sales Game Changers Podcast website.
JAIME'S TIP FOR EMERGING SALES LEADERS: "Be the leader you want to be led by. Just because you are a certain role within your organization doesn’t mean you can’t be a leader. You should lead from all positions. If you see something that needs to be changed, worked on or done, do it because that comradery within your team is so important. You don’t have to have a leadership title in order to be a leader in your organization or on your team. My advice to anybody in any role is lead and be the leader you want to be led by, so that people can see what your expectations are and live by the way that you’re living. You can sit there and complain about what you don’t have or you can create it and be that change.
DEANA'S TIP FOR EMERGING SALES LEADERS: "Be coachable. One of the reasons that I’ve had the success that I’ve had is I really try to not be the smartest person in the room. I’m constantly reading a book, going to a podcast, watching a webinar, asking questions that no one wants to ask, raising my hand, trying to figure things out. Accepting the fact that I don’t know everything and seeking people to teach me and really remaining coachable every day, has really given me a little bit of an edge and kept me moving forward. In any industry, just be coachable and continue to teach yourself.
This is episode 402.
Read the complete transcription on the Sales Game Changers Podcast website.
MARIO’S TIP FOR EMERGING SALES LEADERS: “Prospects respond to different sales outreach methodologies differently based upon the medium that they’re most comfortable with. The reality is that every buyer has a different medium that they’re comfortable with. Omnichannel prospecting says that you are touching them at every single one of the possible channels that they would engage with you on, whether that’s phone, email, text, social, video as well. Omnichannel refers to using any one of the channels in order to be able to get our prospects to do what we would like them to do, and that is, number one, get on the phone and have a conversation, and number two, understand if there’s a business problem or pain that we can solve.”
This is episode 401.
Read the complete transcription on the Sales Game Changers Podcast website.
BELLA'S TIP FOR EMERGING SALES LEADERS: "Acknowledgement opens listening, causes people to want to talk to you and sets you up uniquely different than everybody else. I would love to leave everybody with an acknowledgement challenge. For the next 30 days, acknowledge from your heart, in that goddess energy, at least two people every single day. The difference that they’ve made, something extraordinary that they’ve done in their life. Just notice what that does for you and what that does for them, how that opens listening, how that causes them to want to talk to you. 30 day, 2 persons a day acknowledgement challenge is what I would love to leave everybody with."
This is episode 400.
Join us we celebrate the 400th episode of the award-winning Sales Game Changers Podcast!
Read the complete transcription on the Sales Game Changers Podcast website.
MY TIP FOR EMERGING SALES LEADERS: "Get out there and see people in person. We've missed it for a long time. We're doing a webinar every day at the Institute for Excellence in Sales. There were days when I've done six, seven Zooms. I'm not saying be irresponsible about it. I'm saying you want to be safe and you want to do what you need to do, but at the same time you just got to get out there. Those connections really are where things happen, where you learn, where you get some aha moments. It's very hard to get an aha moment on a Zoom call because you're talking, then I'm talking, I'm looking at you, I'm making sure you can see me. In person, you have that space, you could bring a notepad, you're eating if it's that. You have another person to bounce off of and I just highly recommend that people get back out there and start meeting people."
This is episode 399.
Read the complete transcription on the Sales Game Changers Podcast website.
COLLIN'S TIP FOR EMERGING SALES LEADERS: "The Number 1 thing you can do is be honest with yourself about something that you can improve on and take some action steps to seek out the help that you need to get better on that particular thing, whatever it is. Sales related, not sales related, professional development, personal development, any or all of the above."
This is episode 398.
Read the complete transcription on the Sales Game Changers Podcast website.
GENA’S TIP FOR EMERGING SALES LEADERS: “My advice for any listeners after today is to go sign up for something that makes you totally uncomfortable. Go do something that’s not your plan, not your path and gives you an opportunity to meet some new people. I feel like every time you build your network and expand your network, you find new opportunities and ways to be creative and be fulfilled. Go do something that’s not even in your plan for the next half of this year.”
KELLIE’S TIP FOR EMERGING SALES LEADERS: “Trust your gut, say what you want to say and speak up for yourself even if it makes you uncomfortable to that point. One of the best things I think I ever did was went and took a public speaking course. I still think it’s great to continue to take, but if that’s something that makes you uncomfortable, I agree with Gena. Do it, get yourself out there. One of the things also is use tools that are out there that make yourself uncomfortable. If people never see you again, they never see you again.”
This is episode 397.
Read the complete transcript on the Sales Game Changers Podcast website.
KAREN'S TIP FOR EMERGING SALES LEADERS: "Bring people back to their childhood. Go to the toy store, walk up and down the aisles, see what you can see and see if it relates to your product or service or see if it relates to a conversation. When you bring people back to their childhood. Look around, go shopping and think big. I was in a business trip to Atlanta, I was in the hotel having breakfast, it was room service and on the tray with my eggs they put this tiny little bottle of Tabasco and of course, I go into my creative mode and I thinking, "Are my products and services hot stuff? Can I send this in an envelope to my prospects and clients and tell them that I'm looking to make them 'hot stuff' with their clients?" I grabbed it and I've been ordering them ever since, they're tiny little bottles and people get it in the mail and they think, "This is great." The Dollar Store, the party stores, the Walmarts, the Targets, look around."
This is episode 396.
Read the complete transcription on the Sales Game Changers Podcast website.
CHRIS' TIP FOR EMERGING SALES LEADERS: "Set goals, define a plan and write it down. Develop personal and professional goals and make sure they’re not in conflict, and be honest in your self-evaluation. Because if they’re in conflict, nothing else is going to work. Then, have someone you trust – a friend, a colleague, a mentor, a supervisor – review it and help you hold to it. Throughout my career, I’ve had some really good leaders that have helped me with this. Write it down, where are you in the plan? Validate it and make sure that you’re sufficiently outside of your comfort zone. It’s always easy to do what you’re really good at, but it’s much harder to do things that you’re not good at and be honest with that. If you write it down and hold yourself to it, then you’ll get there. Write down, again, the intermediate objectives and tactics to reach those goals. Step by step, put a timeline on it. Say, what do I want to achieve both for myself and for the company and the timeline that I want to deliver it?"
This is episode 395.
Read the complete transcription on the Sales Game Changers Podcast website.
NYLA BETH'S TIP FOR EMERGING SALES LEADERS: "I like the acronym Be bold, B-O-L-D. It stands for be future-focused. What's coming for your customers and what is your company looking to do? Those two parallel paths, be future-focused and look out for what's on the horizon. The second is orient around outcomes. You heard me mention that word, outcomes a lot, so the O in bold, orient around those. Don't think of sales as the goal is the deal closed, think of it as that end outcome that you want your final customer and your company to achieve. Then the L is really learn about your company. I spend a lot of time in corporate strategy and people say, "What's our strategy again?" Engage and ask. If you don't know who your corporate strategy leaders are, if you don't know what your corporate strategy goals and objectives are, ask, and really learn and make sure you understand it because it's important to what you're communicating to your customers. The D in bold is data, and data comes from everywhere. It doesn't just come from our marketing leads, our inbounds and our outbounds. Be the sensor, drive yourself with data by paying attention to what's happening into your surroundings and what's happening in your customer's arena and bring that together. I'm very confident that if you can follow that and be BOLD, that everyone here is going to definitely be able to continue down their successful path.
This is episode 394.
Read the complete transcription on the Sales Game Changers Podcast website.
AMY'S TIP FOR EMERGING SALES LEADERS: "The book is called The Leader You Want to Be so I hope everyone takes a moment to pause and think about who is that leader and person you want to be. It’s really powerful to take stock and remember who’s the authentic leader that you are, what are the values that drive you, what are the principles that guide your interactions with yourself, your teams your customers? Then what are the experiences and skills that you bring to bear and that you’ve really cultivated and could continue forward?"
This is episode 393.
Read the complete transcription on the Sales Game Changers Podcast website.
MATT'S TIP FOR EMERGING SALES LEADERS: "Be optimistic. Nobody likes working for pessimist people. Stay curious, operate with urgency, fall through on what you promise the customer. Be thoughtful, lead with empathy and do it with a smile on your face and good things will come."
PAT'S TIP FOR EMERGING SALES LEADERS: "This is specifically directed for young folks. Ignore on job resumes prior experience requirements, 20 years as a salesperson to apply for this job. Put yourself out there, tell these hiring managers you already have your PhD, that means you’re poor, you’re hungry, you’re driven. You will do whatever it takes to get the mission done and drive success for your team and for the customers."
This is episode 392.
Read the complete transcription on the Sales Game Changers Podcast website.
SHANNON'S TIP FOR EMERGING SALES LEADERS: "Look at the people that you know that may not play in the same space but are well respected and participate in an economic development authority or a citizen’s board of some sort, or a relevant not-for-profit board. Get in touch with them and connect and just make it a conversation about what you’re seeing and how you’re reacting to the changes over the past year. I was really amazed and so appreciative that I had that support system and was able to provide that for others."
This is episode 391.
Read the complete transcription on the Sales Game Changers Podcast website.
Ron is the author of "The Velocity Mindset."
RON'S TIP FOR EMERGING SALES LEADERS: "Stay with your heart. Your heart knows where you need to go so let your heart drive your destiny. Not your mind, because your mind is filled with your limiting thoughts, your stories and all the other stuff we put there. Let your heart drive your destiny."
This is episode 390.
Read the complete transcription on the Sales Game Changers Podcast website.
SANDY'S TIP FOR EMERGING SALES LEADERS: "Have a bias for action. One of the riddles I like to talk about is if you look at a pond and lily pads on the pond, if lily pads double every day – so today you have three lily pads, that means tomorrow there’ll be six – at what day would the lily pad be half-full if on day 60 the pond is full? Of course, it’s 59 because on day 59 the pond’s half-full, on day 60, the pond is full. I use that analogy because that’s the speed at which the world works today. Everything is moving quick, so you’ve got to have that bias for action in what you’re doing. Bias for action in getting back to your customers, talking about value, introducing new technology. If you wait, you’re going to be sitting there, you’re going to think the pond is half-full and you’re going to wake up the next day and the pond is full. It’s going to be too late. If I have to say one thing, it would be commit yourself to have a bias for action with your customers, and that’ll make you a more valuable salesperson."
This is episode 389.
Read the complete transcription on the Sales Game Changers Podcast website.
ALEXINE'S TIP FOR EMERGING SALES LEADERS: "Get really involved in some of these community-based learning efforts. Clubhouse is a really cool channel for you to be able to learn not just about sales process, there’s so many different groups and communities. There’s Clubhouse, there’s Thursday Night Sales, there’s all of these Slack communities, Revenue Collective, all of them. You can connect with so many different salespeople, sales leaders and talk about some of these topics together. My recommendation would be go outside of your company. I think it’s really important to have these conversations internally, but more so, what are other companies doing? Always having an ear to the ground of what’s going on with other organizations and with other salespeople. I think that is the way forward and I’m a huge proponent of that."
This is episode 388.
Read the complete transcription on the Sales Game Changers Podcast website.
JEFF'S TIP FOR EMERGING SALES LEADERS: "Let the personalization drive the nature of the call. You can look at a follow-up call based on saying, "Here's what I have to say, isn't it cool?" or I can look at it and say, "Here's who this human being is and what their needs are." But the more personalized you can make your follow-up, the more effective your follow-up is going to be. I'm not suggesting there isn't a place for having something on the shelf that you can deliver, but before you make that follow-up call, look at your notes and find that sense of personal connection. This ties into a mindset that you want to carry through, every single conversation sets up the next conversation and every conversation starts by reframing back to the last conversation. If you're in your sales call, do not end that sales call unless you're already getting the check. Don't end that sales call without making an appointment for the next call. Then when you make that appointment, what do you say? "Back here we talked about this." The more personal I can make that "this", the better off we're going to be. The more personalized your follow-up is, the more effective your follow-up is going to be.
This is episode 387.
Read the complete transcription on the Sales Game Changers Podcast website.
ANTHONY'S TIP FOR EMERGING SALES LEADERS: "I am a big believer in being your authentic self, because I truly believe you get the best out of yourself when you’re being authentic. I’m going to leave everyone with a little exercise that I’ve used in the past that has worked very, very well. I’ve used it personally, I’ve shared it with all of my sales professionals and sales reps around the world. That is, what’s your MVP? What’s your mission? What I mean by mission is what drives you. What’s your vision, what you aspire to be? Then, what’s your purpose? What guides you? That’s going to be the homework for my sales professionals. Go figure out what’s your mission, your vision and your purpose. Once you do that, you can be the best you can be and you can be authentic and be the best at who you are."
This is episode 386.
Read the complete transcript on the Sales Game Changers Podcast website.
SHANNON’S TIP FOR EMERGING SALES LEADERS: “Grit is critical to our success, every single one of our successes. At the same time, understand that it’s not a sustainable operating mode. Remember, we’re talking about our own hearts, and the hearts of others. That means you’ve got to take care of yourself, in order to be able to have the strength to employ that grit. What I would say is the piece that you put into practice today is find ways to really go deep and drill down on those parts of The Grit Factor. You want to give yourself the space to do that work, and then give yourself the space to turn off that computer and turn off the cell phone and go spend time with your family. Go outside and move your body, and drink water and eat your vegetables. It really is about taking care of yourself so that you can not only take care of others, but then also go do that hard work that requires that grit. That is that balance that requires boundaries and thoughtful applications. I think we’re pushing ourselves pretty hard right now and it’s not sustainable unless you put some boundaries on it.”
This is episode 385.
Read the complete transcript on the Sales Game Changers Podcast website.
This episode was sponsored by Cox Business.
JAMY'S TIP FOR EMERGING SALES LEADERS: "Sales professionals fail when they make it about themselves. The more that you can make it about what is best for the customer and how you can meet their needs, the better you’ll be. I see too many salespeople trying to make a sale by just giving the, “This is what you got to do because I want you to do it.” It’s all coming from my standpoint, my point of view, my perspective when the reality is people rarely are going to buy from me just because it’s going to help me out. It doesn’t matter if you’re selling computer parts, airplane parts or you’re selling an 18-year-old on why they need to come to your college. If you just give your sales pitch, no matter how great it is, that person must leave the interaction feeling better about themselves."
This is episode 384.
Read the complete transcription on the Sales Game Changers Podcast website.
Gv’s TIP FOR EMERGING SALES LEADERS: “Have more patience with yourself, give yourself permission to try and experiment and play. Do it with compassion. Do not beat yourself up. We are our own worst enemies. If we took this voice that lives in our head and if we manifested them out, and we sat them in front of us and we acted like they were our best friend, that voice in our head is a crap talker all day long. We would never want to hang out with that person. He is not our friend, he’s not my friend. The more we can improve the self-care and the self-talk to more positive versus negative, the better off we’re going to be. So patience, permission and compassion. That’s what I would leave you with.”
This is episode 383.
Read the complete transcript on the Sales Game Changers Podcast website.
EDMOUND'S TIP FOR EMERGING SALES LEADERS: "Think about the margins. That’s something that’s not really a step but an example of what I’m talking about, if you’re making cold calls, what time of day are you calling? What’s the time that people are going to typically pick up the phone versus times that they don’t? Make sure you push calls into that time.
If it’s a 5% difference and that increases your chances that you’re going to get somebody 5% in the long run and it increases your sales, there’s margins like that all across the board throughout the sales process. Whether it’s email, whether it’s social, whether it’s how you present, how you frame things, how you say things. There’s all kinds of things that you can take advantage of. Just think about little areas like that where you can get better."
This is episode 382.
Read the complete transcription on the Sales Game Changers Podcast website.
WESLEYNE'S TIP FOR EMERGING SALES LEADERS: "Manage up. When you're trying to grow your career to get to the next step, when you're trying to show your boss that you are the right person for this job, they need to know that you're a strategic thinker, so stop being so much of a tactical manager and start being a strategic manager by managing up."
This is episode 381.
Read the complete transcription on the Sales Game Changers Podcast website.
JP DAVITT: "Speak from the heart. Allow your spirit to speak through you. Everyone has their own internal vibration and your vibration resonates in your communication, your tone, your nonverbal and even your endurance. Everyone knows as a salesperson how important endurance is. Meditate on speaking with a pure heart and speak it into existence the same way you do your sales goals. Post on your mirror, use the secret to manifest your goals. The more you can speak freely and with a pure heart, the more opportunities that will appear clearly that were meant just for you. The reward for speaking with a pure heart is the physical, financial and emotional freedom."
GREGG KIRK: "Joseph Campbell has a famous quote, “Follow your bliss." Follow your passion. The best thing you can do is follow what sets you on fire so that your work is not work, it comes easy and it’s easy to do. That’s basically what I did. If you’re chasing money, that’s all you’re going to get."
TANYA HOEBEL: "With whatever you do in your life, you need to be passionate about. You can’t really sell something if you don’t believe in the product. For instance, if I sold cars, my why would be because I want to protect other families from having one of their loved ones be involved in such a horrific accident. That would be my why, so you can protect every human driving so that their loved ones don’t ever get that phone call. That would be your reason to do what you’re doing and it’s so important to have the why and be passionate about it."
This is episode 380.
Read the complete transcription on the Sales Game Changers Podcast website.
SHAWN'S TIP FOR EMERGING SALES LEADERS: "When you think about value, think about it in the form of a pyramid. There’s five different levels of value that we can share with any buyer. Information value simplifies the research, value that helps them determine what they need to determine. Fundamental value is really value itself that ultimately satisfies the basic expectations that the buyers have. There’s unique value, that’s value that sets you apart from the competition. There’s individual value which is the value that satisfies the individual that you’re dealing with so you have to pose some questions and be able to understand what they value in order to respond to that and offer that kind of value. Then there’s monetary value which is about the return on investment."
This is episode 379.
Read the complete transcript on the Sales Game Changers Podcast website.
GAY'S TIP FOR EMERGING SALES LEADERS: "Take 10 seconds and give yourself 10 seconds of pure appreciation for everything you are and everything you are not. Just 10 seconds of pure appreciation of yourself. It's an essential nutrient. We don't need a whole lot of it, but if you don't give yourself just a little bit of it, you're not going to feel centered all the time. So take a couple of breaths and give yourself 10 seconds of solid, loving appreciation. Then go do that with a few other people you care about today, and watch the magic unfold."
This is episode 378.
Red the complete transcription on the Sales Game Changers Podcast website.
MARIBETH'S TIP FOR EMERGING SALES LEADERS: "Have your value proposition, video it and make sure it is the best, most crisp value proposition that you believe is a home run. If you don't believe it's a home run yet, do it again and video yourself until you have what you think is the home run. Most people won't take this action step, they'll say, "I don't need to do that" but the best will, because that's how you get better. If you really want to get better, that's how you do it."
This is episode 377.
Read the complete transcription on the Sales Game Changers Podcast website.
TODD'S TIP FOR EMERGING SALES LEADERS: "It’s all about getting a lead and pursuing that lead. If you’re a seller and you’ve got good relationships, I’d call your best customer and ask for a referral. Think about who we sell to, it doesn’t matter. We sell to investment bankers, that investment banker knows other investment bankers. That other head of corporate development knows other people. You’re probably going to get a really warm introduction if you’ve done your job and been responsive and covered that account. I would call your best customer and ask them to give you a lead to the best prospect and here’s the beauty, it might not be in your patch. But what a wonderful cultural moment that would be when you get to swivel in your chair hopefully one of these days and go to the cube next to you or whatever, or pick up the phone across the country and say, “I’ve got a lead for you.”
This is episode 376.
Read the complete transcription on the Sales Game Changers Podcast website.
NICOLE’S TIP FOR EMERGING SALES LEADERS: “The most impactful thing that any of us can do is really understand ourselves, and be able to articulate that really clearly to others. Spend some time getting really deep around what it is that both you’re really good at, and energizes you. I would highly recommend looking into Marcus Buckingham’s Strengths-based Leadership. He has a lot of guidance around how to do that analysis. Think about your best day at work. What were you doing on that day? Were you talking to large groups of people? Were you working quietly? Were you doing deep analysis? Was it public speaking? Get really, really clear about what it is that you enjoy doing what you want to do, and use that as a guideline.It’s often more important what we don’t do with our time, because that’s what dictates how much time we have to do the things that we want to do.
RILEY’S TIP FOR EMERGING SALES LEADERS: “Don’t be afraid to tell people what you want and put it out there. It sounds a little a little silly like put it out in the universe and then it’ll come, but there is truth in it. If you want to go into leadership, start telling people that that’s a goal for you. Ask for mentors to help you in that direction. Be clear about your expectations. Women are special in this industry, and we are an asset to our employers and so we’re allowed to have that moment.”
This is episode 375.
Read the complete transcription on the Sales Game Changers Podcast website.
MERIDITH’S TIP FOR EMERGING SALES LEADERS: “Really do the work day in and day out to start to view uncertainty as opportunity. Start to think of yourself as somebody who runs to the sound of the gunfire and takes action. If you do that, everything else is going to fall in place. Really focus and believe your job is to help others move through that uncertainty. If you help others move through that uncertainty, you are going to move through it flawlessly.”
This is episode 374.
Read the complete transcription on the Sales Game Changers Podcast website.
DG'S TIP FOR EMERGING SALES LEADERS: "Evolve. We all have to evolve, the world is evolving, it’s changing on a regular basis. How can you refresh what you’re doing? If you want to avoid burnout and you want to avoid getting into that paralysis state, constantly change your game. If you do that, you’re going to like your job a lot more, you’re going to like your interactions with customers a lot more and you’ll thrive and survive."
ALEX'S TIP FOR EMERGING SALES LEADERS: "Be humble, keep evolving and get 1% better every day. Just take a little bit of time every day to try to make yourself a little bit better and don’t forget that. Be humble, because we’ve all been bounced around this year and had to look ourselves in the mirror. I tell myself that every day, try to do that and I tell my reps that a lot."
This is episode 373.
Read the complete transcription on the Sales Game Changers Podcast website.
LORI’S TIP FOR EMERGING SALES LEADERS: “To figure out the content to create, keep a list of the questions that people ask you. If you’re hesitant or not sure what to write about, the next question that either a client or prospective client asks you, it’s a great starting point for you to take that and turn it into a piece of content that you share it on LinkedIn, or write a blog post or something along those lines. It’s a great starting point. Another tip I would say is just go in your sent email. You’ve likely answered some of these questions in an email already. You’ve already got half of that post written then for you [laughs].
This is episode 372.
Read the complete transcript on the Sales Game Changers Podcast website.
TONYA'S TIP FOR EMERGING SALES LEADERS: "Get curious. Step outside of your assumptions and what you believe to be true. Ask some really great questions of your customers, of your team, of your spouse [laughs]. Just get curious and open your mind and learn what other people have to contribute, because it’s there."
This is episode 371.
Read the complete transcript on the Sales Game Changers Podcast website.
MARK'S TIP FOR EMERGING SALES LEADERS: "Write down every single one of your accounts, everything that's taking your attention, everything that's important. I say write them down, don't put them in a spreadsheet, don't look in your CRM. Write them all down, rate them 1 through 10. If you've got some 10s, that's awesome, put them off to the side. Now look at anything that's a 1 through 5, get it off your plate. Now look at the 7s, 8s and 9s. Your accounts are the same way when they talk about investment. They say don't fall in love with a stock. Buy and sell when it's the time to buy and sell. Same thing with your accounts, you have accounts that you love the people, you have accounts that you just know are going to crack. If you can't make it a 10, you put that off to the side and look at it later. Now look at your list of 10s and take some time with it and get creative, get innovative, figure out ways that you haven't been able to look at it before and go there. Now look at those 10s. When you're done with that 10 list, now you can go back to the other list and see what you can elevate."
This is episode 370.
Read the complete transcript on the Sales Game Changers Podcast website.
GREG'S TIP FOR EMERGING SALES LEADERS: "You’re the culmination of all the decisions that you’ve made. Using a baseball analogy, if you struck out, maybe you decided you didn’t practice enough. If you weren’t in the right place to catch that flyball, maybe you didn’t think about how to plan before that play happened to think about what could happen. If you don’t like something, just change it. Just go and do it. In saying that, it’s recognition that the most precious asset that we all have is time. You can’t waste it, you’ve got to do all the hard things. Go put all of those things on your calendar now!"
This is episode 369.
Read the complete transcription on the Sales Game Changers Podcast website.
TIFFANY’S TIP FOR EMERGING SALES LEADERS: “Have the confidence to put yourself out there. If you aren’t in the game, you can’t get selected. You can’t sit on the sidelines, and this is not just for women in sales. These are things I tell my closest friends or people that come to me for advice. Remember, you have all of your successes backing you up. You wouldn’t have come this far if you weren’t that person. Put yourself out there for opportunities. Even if you’re not selected, you’re going to learn a lot. You’re going to get the feedback and the next time around, you’re going to be better positioned. It all starts with you putting yourself out there.”
This is episode 368.
Read the complete transcription on the Sales Game Changers Podcast website.
TIM’S TIP FOR EMERGING SALES LEADERS: “I’m going to give you an acronym: MMA. Everyone thinks MMA, mission, metrics and action. Always know, what is the mission I’m trying to support? What are the metrics that get me there? And what are the next action steps that I have to take?
This is episode 367.
Read the complete transcription on the Sales Game Changers Podcast website.
ERICH'S TIP FOR EMERGING SALES LEADERS: "Go through your current client list and see if there’s anything else on the pipeline with them. Ask them, who else, where else, what else? That’s the easiest opportunity to uncover deals today, is to go through the people who know, trust and love you today. If they can’t do business with you today, they know someone who does. That would be the first thing I would have you do today."
EILEEN'S TIP FOR EMERGING SALES LEADERS: "You don’t have to be the smartest person in the room, you need to be able to bring the right people to bear."
This is episode 366.
Read the complete transcript on the Sales Game Changers Podcast website.
JENNIFER'S TIP FOR EMERGING SALES LEADERS: "Get deep with your customers. Understand their strategy, their priorities and figure out how to bring them value. Especially with our government customers. Figure out how you can bring the innovation that they need because we all benefit from that. We’re all taxpayers and we want to make sure we get the value for that money. We want to help them be successful and help them in their digital transformation journey."
This is episode 365.
Read the complete transcription on the Sales Game Changers Podcast website.
This show was sponsored by Cox Business.
ALICE’S TIP FOR EMERGING SALES LEADERS: “We are making sales harder than it needs to be. Things have changed and will continue to change. We can’t keep doing things that fail because it’s making us feel bad, and it’s part of the languish. We’re making our own mood worse because we’re piling failure on top of failure on top of failure. The optimal mindset for sales is what do my buyers need from me right now to engage them? How can I be interesting to them? How can I get them interested? How can I intrigue them? That’s what we have to do right now.”
This is episode 364.
Read the complete transcript on the Sales Game Changers Podcast website.
DOUG'S TIP FOR EMERGING SALES LEADERS: "People ask me this all the time, how often should I follow up? The answer is until they tell you to stop. As long as you're following up with relevant, interesting things for them, they're not going to view that as a day that oh, my gosh, this person is harassing me or something like that. So if, for example, we were talking about a couple of things. Hey, Fred, I was thinking about you today. I was thinking about that comment you said about Vern, and I just saw this quote that Vern put out. I thought you might like it. That's something relevant that you and I could share."
This is episode 363.
Read the complete transcription on the Sales Game Changers Podcast website.
GIL'S TIP FOR EMERGING SALES LEADERS: "Do the time and task analysis. Log what you're doing every 15 minutes of the day for five days. Then after those five days have expired, tabulate your time into two categories: sales time, non-sales time. What can we do to compress or remove non-sales activities from your calendar, and enhance your available sales time? If you do nothing else, you'll improve your revenue."
This is episode 362.
Read the complete transcription on the Sales Game Changers Podcast website.
BRIAN'S TIP FOR EMERGING SALES LEADERS: "For a technology like AI, salespeople need to find the “angel in the sale.” The angel is the person that wears the halo and represents the halo effect of the technology in the environment. If you could find that angel and say, "I'm working with so-and-so over here on their specific problem, but I want you to also be aware that we're looking forward to the results in how much happier your people are when they start using our technology and how it impacts their morale." Finding the angel and thinking about that halo impact, can really help to differentiate the way we're thinking about working with that customer, not just selling to them."
VANEET'S TIP FOR EMERGING SALES LEADERS: "Now more than ever, we have tremendous channels available to us to connect and get our messages out. We tend, as sellers, to take that for granted. We have a unique perspective to offer, we see problems in and out at various companies, different industries, various verticals. Leverage that, build a brand for yourself as an expert on LinkedIn and Twitter. Start to post content. Make it so that your prospect has heard of you. They're going to want some degree to impart that knowledge because AI is such an interesting and net new space to some degree in terms of how it's being applied."
This is episode 361.
Read the complete transcript on the Sales Game Changers Podcast website.
ERIN’S TIP FOR EMERGING SALES LEADERS: “Reach out to someone you haven’t talked to recently. Right now. However you prefer to connect. Whether that’s a friend from college that you haven’t talked to in a while, or a colleague that you used to work with and you don’t anymore. I know I did this before, but something happened during the pandemic where I found those conversations to be so meaningful to me. Find someone outside of your normal tribe to bounce ideas off of and just listen to them. See what kind of struggle they’re having and finding out that oh, my gosh, it’s so similar to mine, even though our paths have not crossed in so long.”
KRISTEN’S TIP FOR EMERGING SALES LEADERS: “Do something for yourself personally, or professionally. Whether it’s joining the cohort, such at the IES Women in Sales Leadership Forum or just joining a different group. I think it’s really easy. Sometimes it’s good to step outside of the traditional things that you do. Take a class, join a group, join the cohort to invest back in yourself. It’s something that I need to remind myself and it can really be life changing.”
This is episode 360.
Read the complete transcription on the Sales Gamea Changers Podcast website.
JANET'S TIP FOR EMERGING SALES LEADERS: "When you're selling, 72% of the people will Google you before they have a conversation with you, both Twitter and LinkedIn pay money to come up to the top of Google. So if you post 3-5 times a week on LinkedIn, all you have to do is share an article and then just use the same post on Twitter just shortened, you will show up on the first page in Google and Twitter. If you have a really common name like John Smith, you're going to want to use a middle initial or use some kind of a John Killer-Seller Smith or whatever you want to use for that moniker, but you will come up first. You can't buy that, it would cost you too much money, LinkedIn and Twitter bought that for you. As a seller, understand that that's the behavior that buyers are having now and use it to your advantage. Get found and you will get sales."
This is episode 359.
Read the complete transcript on the Sales Game Changers Podcast website.
KD'S TIP FOR EMERGING SALES LEADERS: "This might be too blunt, but truthfully, I feel most reps don't actually take their careers as serious as they could and should. Most salespeople - and this applies to vets and new reps, put more time and dedication to their high school sport, band or hobby than they have their sales career, period. Point blank, I'm going to call it out. Whatever it is that they're selling, they're selling to HR, they're selling to finance, they don't immerse themselves into where their prospects live. What are the forums the prospects are in? What are the magazines the prospect subscribes to? What are the Google Alerts that would make the prospect's world better? Who are the thought leaders of the prospects? They don't take it seriously. That is where I think most sales reps go wrong. They don't treat it like the career and the gift that it is. Sales is such a gift, I truly believe it's one of the best careers you can have. What other career out there could someone like myself have and to make the money that I make and have the impact that I have other than sales?"
This is episode 358.
Read the complete transcript on the Sales Game Changers Podcast website.
ANGELA'S TIP FOR EMERGING SALES LEADERS: "Salespeople solve problems for people. If you don't believe in it, and it doesn't fit with your values and what you believe in, your success is going to be hard found. When I find myself being defensive or denying the importance of something, I know something's up. If I start getting defensive, something's wrong that I probably caused. Maybe I need to up my game and get back out there and push a little harder. The defensiveness is my key, that's when I stop and ask myself what's going on. I think you can use that with a team too. If you've got a teammate that you ask about how did the call go, and they get all defensive, when it went bad, they start blaming everybody else. Hey, who owned the call? Let's start figuring out what's going on. That was one of the tricks that I'd kind of come up with, and it's held true for a few years now."
This is episode 357.
Read the complete transcription on the Sales Game Changers Podcast website.
MARGIE'S TIP FOR EMERGING SALES LEADERS: "Just write down a list right now the names of 10 people that you would love to have a conversation with. Maybe it's a direct sales conversation, maybe it's a relationship you'd like to nurture, maybe you've been wavering on, "I don't know if I should." Just write down your idea list of 10 people that you would really love a conversation with. Then make a point over the next 10 days to reach out to every one of them. The sooner the better, at least one in the next 24 hours and just make that commitment. At the end of the day it's a little bit of a numbers game here, you've got to be in it to win it and you've got to risk the rejection. Put that out there. Obviously 100 would be even better, but I'm just trying to go with something that's doable."
This is episode 356.
Read the complete transcription on The Sales Game Changers Podcast website.
RODERICK'S TIP FOR EMERGING SALES LEADERS: "First, get away from being viewed as the fixers of broken things. Sales Enablement is not the junk drawer where you've got a thimble and a spoon, a paper clip and a dirty sock. You have to put together a charter that outlines and defines specifically what your organization is responsible for and what it's not responsible for, and that doesn't mean this is NOT what we do. What it means is this is not the highest level of value that we will bring to the organization. You've got to have that charter, otherwise, you become the fixers of broken things and that junk drawer. Lastly, you cannot HOPE that this is going to work, you can't hope that Sales sees the value. You can't hope that you're going to get the results that you're going to need. You can't hope that you're going to be able to right size your organization and you can't hope that you're going to be viewed as an integral partner internally. Because as my hashtag goes, #HopeIsNotAStrategy.
This is episode 355.
Read the complete transcription on the Sales Game Changers Podcast website.
CAROLINE’S TIP FOR EMERGING SALES LEADERS: “I really think it gets down to the person on the other end of the phone always wants to be heard. We as salespeople come armed with a deck and want to bulldoze over them. Take the time just to listen to the other person, let them feel heard, let them feel like you understand where they’re coming from. Don’t be afraid to be that thought leader and push them into a new direction, push them to what other companies are doing that you deem as the best that are out there. That is the best steward you can be for the company of changing mindset and how you all can support them.”
NICOLE’S TIP FOR EMERGING SALES LEADERS: “Ask your leader and your customer what your reputation is, how are you perceived? That can be a simple one, but it’s a hard one. Be ready for the response and have an open heart when you ask it. Go to your leader right now and ask what your reputation is in the company. Go to your top customers right now and ask what your reputation is. Or say, “Why are you still doing business with me?” I think that is probably some of the most valuable information you’ll ever get. Feedback is a gift, and if we create that as part of our culture, make it open, make it as a very positive thing in your culture and your team, I think you can really get yourself to the next level.”
This is episode 354.
Read the complete transcription on the Sales Game Changers Podcast website.
VIV'S TIP FOR EMERGING SALES LEADERS: "When you share video posts on LinkedIn, you get engagement there. You get people commenting, and that gives you an opportunity to start a conversation. Video can absolutely help to drive leads back to your website, back to your calendar link. Basically, whatever you want to share with people. And it's a great way to tap into new audiences, especially on LinkedIn. Because think about it, you share a post, it happens to get a lot of visibility. Someone, maybe a POC, a Point of Contact at one of your named accounts sees that video and starts multi-threading it through their buying community. To where you're suddenly in front of, not really, but your video is in front of seven out of the nine members of the buying committee. And that has built that KLT (know, like, trust)."
This is episode 353.
Read the complete transcription on the Sales Game Changers Podcast website.
ALICE'S TIP FOR EMERGING SALES LEADERS: "My #1 tip to salespeople is you are the master of your success, you cannot rely on your sales manager, you have to rely on yourself. What does that mean? It means read everything you can, listen to podcasts like this one, like your listeners are already doing. It might mean get an accountability partner, it might be hire your own coach, that's what you have to do in order to get comfortable with anything, no matter whether you're one month into your sales profession or 33 years into it."
This is episode 352.
Read the complete transcription on the Sales Game Changers Podcast website.
KRISTINA'S TIP FOR EMERGING SALES LEADERS: "Subscribe to the Washington Business Journal or the one in your market. To me, this is my business bible. I read it every week and there's just so much information in here. You can write personal letters to people. When I say letters, I mean letters and not emails because emails these days are just stuck in spam blockers. Send personal letters, reach out to these people on LinkedIn. In the back of the magazine, there's a place called People on the Move. Those are people that are very successful that just got promoted. Send them a $50 gift card and your business card. Do you know how many people get back to me and say, "Thanks for the gift card and thanks for reaching out." Don't forget the Washington Business Journal Book of Lists. Every lead you could possibly imagine is in here, and that's how we were able to diversify our markets."
VINCE'S TIP FOR EMERGING SALES LEADERS: "Do not be afraid of using the phone to reach out and call people. Whether they're customers, connections, friends, or people you haven't talked to in a long time, set time aside every day. Follow up on LinkedIn. Send handwritten notes, express your empathy and the fact that you genuinely care and all these things will repay themselves. You'll not only feel better but you'll make these people feel better too that somebody cared enough to reach out to them."
This is episode 351.
Read the complete transcription on the Sales Game Changers Podcast website.
RACHEL'S TIP FOR EMERGING SALES LEADERS: "10 things I want you to remember that you can do today that you can also be looking for in other people. I think it will help you remember that you can do so many more things than maybe you're giving yourself credit for and will set you apart from the competition.
- Being on time.
- Work ethic.
- Effort.
- Your body language.
- Your energy.
- Attitude.
- Passion.
- Being coachable.
- Doing extra.
- Being prepared
TWIGS' TIP FOR EMERGING SALES LEADERS: "I think as a woman in sales where I have started to feel most comfortable as my professional self is when I stop trying to be anyone else. I think we can embrace life, and I think this pandemic's really forced us to, there's crying babies and barking dogs and we're all people outside of what we wear a blazer to do. Don't be afraid to be silly. This reminds me that I was on a call with a prospect and we had a meeting. She had a screaming crying toddler at home, it happens. We're trying to talk and it's just not working, and we're talking about rescheduling and I put on the Zoom filter that had the silly bunny ears. So I'm now giving a sales pitch with silly bunny ears moving my head back and forth and raising my hands. But at the end of the day, we got the call done and eventually got the sale. For me, it just reinforced that okay, we can have fun, we can do this, I can be myself and still be professional and still be successful.
This is episode 350.
Read the complete transcription on the Sales Game Changers Podcast website.
FRANK'S TIP FOR EMERGING SALES LEADERS: "The requirements for financial literacy in sales are increasing dramatically. You better be up to speed with those finance issues because those are the questions you're increasingly getting. What you need is what I call managerial finance which is making sure you understand how balance sheets and income statements really work. I also think it is going to be increasingly important to separate signal from noise with data. Right now, what is going on in many sales organizations is this huge proliferation of data that the rep gets lost in, and that the managers tend to focus on what I call interesting but marginal factoids. And increasingly the job of the sales manager is to understand what is that handful of things."
This is episode 349.
Read the complete transcript on the Sales Game Changers Podcast website.
CARSON'S TIP FOR EMERGING SALES LEADERS: "I think the only real difference between how I approach social selling and others is that not only do I focus on quality, quantity and consistency, but it's a people and process game. Sales is relationships and probability. If I reach out to more people than anybody else and I do it with the right messaging, I have a higher probability of getting those meetings. And if I can't get the CEO or the CFO meeting right out of the gate, I'll swarm, I'll reach out to every influencer in that relationship and eventually, I'll get to the person that I want. And I use social selling to accomplish that."
Read the complete transcription on the Sales Game Changers Podcast website.
TAMARA'S TIP FOR EMERGING SALES LEADERS: "Don't be afraid to ask someone to mentor or sponsor you. Don't be afraid to put yourself out there, don't be afraid to let people know that you need help. A lot of times people are just afraid to ask so just be organized, document and think about what you need and then ask. Have a specific reason you are looking for them to help because you might be going to the wrong person or they might not have the perfect skill set that you're looking for. You could also consider multiple people."
This is episode 347.
Read the complete transcript on the Sales Game Changers Podcast website.
WES' TIP FOR EMERGING SALES LEADERS: "This is kind of hard, but if you do it, it'll make all the difference. I tell everybody to detach, detach from the outcome. Make sure you're taking the right steps, chunk your time down to 15-minute increments, make sure every 15 minutes you're doin g the right thing. I tell everyone, look at what you do two or three times a day or four or five times a week and have a process for it. If you can, automate it. Figure out what you do repeatedly, and at minimum and then automate it."
This is episode 346.
Read the complete transcription on the Sales Game Changers Podcast website.
RIMA'S TIP FOR EMERGING SALES LEADERS: "Always know that the most important thing is to serve your customers. If you have a plan, with that in mind, if everything you do from your research to your plan to your conversations, everything you do with your customers has the goal of helping your customers be successful, you will do well and your customers will be successful and your business will be successful. The action is keep that in mind as you do your research, your homework, your meetings and you go about your business."
CHRISTINE'S TIP FOR EMERGING SALES LEADERS: "I'd like to encourage leaders to follow a model, coach and care framework. Model the behavior, employees are looking at you for a pulse check to also see if they have license to actually try things. It's okay to fail, do they have a license to be their authentic selves at work? How can you demonstrate that? Are you setting up a plan where employees can move as quickly as they need to move? Empower them, that's the model piece. Coaching is obviously bring your resources, showing them how things have been done but also being open-minded because there's a lot of great opportunities to learn from anyone in the organization regardless of level. Then that caring piece, we've touched on that quite a few points throughout today's discussion on being empathetic and understanding the individual. What's their motivation? What are their learning opportunities and how can you support them?"
This is episode 345.
Read the complete transcript on the Sales Game Changers Podcast website.
DENISE’S TIP FOR EMERGING SALES LEADERS: “One of the traits that we’re honing in on from a sales perspective is really ensuring that people that join the team on the sale side understand resilience. That’s an overused word right now but it is the, “Can you deal with hardship and just keep going?” Persistence has largely led us through the year. We got through the year on our backs as a company with persistence and resilience, so ensuring that people that join the company – because I don’t think it’s over, there are more challenges ahead – always be growing, persistence and resilience.”
JENNIFER’S TIP FOR EMERGING SALES LEADERS: “As leaders, it’s critical that we make space for people to feel comfortable. And if you’re not at a company where your leader is doing that, then it is on you. You must take control of your own career and you must take control of your personal confidence and your ability. Really understand your worth and your value. Life is very short. If you’re not happy, you can start looking around. The job market is a wonderful place right now in technology and across other industries, so it’s about knowing your worth. Know your worth, don’t hesitate to reach out to people who you think might be beyond you – no one is beyond you – and really take stock of where you are, what you’re doing. If you’re not happy, if you don’t believe that a company culture matches your values, you need to find a company that does. It’s that black and white.”
This is episode 344.
Read today's transcript on the Sales Game Changers Podcast website.
HOWARD'S TIP FOR EMERGING SALES LEADERS: "Are we in the midst of an empathy crisis in our “selfie-culture?” When I think about empathy, I think about helping people and helping people is so critical to the sales process because at the end of the day, our job as salespeople is really to help people make a buying decision. For me, the idea of empathy and sales, they're not two separate things, they're one thing. I love helping salespeople, I love helping revenue teams be the best they can be. Empathy is the ability to understand somebody else's emotions, their feelings and their situation and it's critical. It's critical in my relationship with my wife, with my children, with my coworkers and with my customers and it is critical because we all want to be heard, we all want to be understood and we want to be seen. It's critical to human nature, it's critical to trust, it's critical to relationships."
This is episode 343.
Read the complete transcription on the Sales Game Changers Podcast website.
BART'S TIP FOR EMERGING SALES LEADERS: "It's a sentence and it's a recommendation. The sentence is it's easy to be, but it's better to become. Becoming is going to take doing and my suggestion for any sales professional out there is do what most people don't do, follow up when they don't follow up, do a video when someone sends an email, make the extra effort. Identify the things that you know in your mind that you should do to be more successful, focus in on those should do's, move them to the done category. Do what most people don't and you're going to be even more wildly successful."
RICH'S TIP FOR EMERGING SALES LEADERS: "It's interesting how little we actually talk about what we do and where we go on our trips because Disneyland is Disneyland. We always try to bring it around to the experiences. We let our website talk about the features. They've done their research, they've seen what we do. We want to get to the experiences kids will have when they go on the trips."
This is episode 342.
Read the complete transcription on the Sales Game Changers Podcast website.
SAM'S TIP FOR EMERGING SALES LEADERS: "I cannot tell you how many people tell me, "I don't have any stories." We ALL have stories. Stories are simply the intriguing things that happen to us or around us. If something gets your eyebrows up, "I never thought of it that way", "That really moved me", "That's a fresh approach", write it down and then turn it into your little three-act play and distill it into 60 seconds and figure out how to use it in your sales process. The next time someone asks you to explain why you're worth hiring, why this is worth buying or saying yes to you, don't explain, give a real-life example, a 60-second story. That's when we connect and that's the purpose of all communication."
This is episode 341.
Read the complete transcript on the Sales Game Changers Podcast website.
TIBOR'S TIP FOR EMERGING SALES LEADERS: "One of the habits that people should change is how they think of themselves and how they present themselves to their customers. One of the most difficult things I face is convincing salespeople that they're not salespeople, they're subject matter experts. As a subject matter expert, you can actually lead the conversation in a meaningful way that actually helps that customer take insight from you. Customers are not going to take insight from a brochure carrier, but they will take insights from a subject matter expert. One of the first habits that you should work on is upgrading who you are and what you represent to your customers. Someone who's really a subject matter expert wants to understand where that customer is trying to go, what are the objectives that are driving this decision? What are the business motivators that are driving this? Not just what problems/solutions you have. Most reps are stuck in the present whereas progressive salespeople, subject matter salespeople, can talk in the present but also understand where the company's trying to go because they're focused on impacts and outcomes, not talking about strictly their product."
This is episode 340.
Read the complete transcript on the Sales Game Changers Podcast website.
KEVIN'S TIP FOR EMERGING SALES LEADERS: "Sales leaders - encourage your teams to get out, to get out of their house, to get out of their apartment, to get out of their bedrooms whether it's once a day or twice a day. The weather's better, go for a walk, go to Starbucks in the morning, get that routine going. Sales is really tough, it's a grind and if you’re sleeping and working in the same room you need to get out. Get some fresh air, smell the roses, meditate, whatever it takes to get out of that routine of being stuck in your cubicle of a bedroom and embrace it. My fear, candidly, is some of the people that are young in sales are going to get burned out and they're going to give up on a profession that is awesome, you can make more money in sales than any other profession in the world. I would hate for someone to give up only because they got a little burned out because of the pandemic. Encourage your teams to get out a couple times a day."
This is episode 339.
Read the complete transcription on the Sales Game Changers Podcast website here.
This Fresh Voices podcast was sponsored by the Institute for Excellence in Sales and hosted by Gina Stracuzzi. It featured Tricia Fitzmaurice, Director, National Security Programs, Federal Law Enforcement & Justice at Red Hat Software and Mahsa Soltani, Regional Director of Growth Sales - North America at Akamai Technologies.
TRICIA'S TIP FOR EMERGING SALES LEADERS: "The advice I always give to women is to support each other, especially in the IT and technical fields, where there aren't that many of us. Support each other, help each other, promote other women, bring other women to the conversations, help them get their value out into your organization. Somebody else's success does not mean that you are devalued. Look at other people's successes as your success as well, as an opportunity for you to succeed maybe later in something else. Promote those successes among people."
MAHSA'S TIP FOR EMERGING SALES LEADERS: "Be your own biggest supporter instead of critic. Tell yourself "you're doing a phenomenal job. You're doing a great job at work. You're doing a great job outside of work." I feel like as women, we put a lot of pressure on ourselves and a lot of times we're our hardest and toughest critics. You're doing great and you're doing the best that you can and it's incredible in every phase of your life. Believe that and be your own biggest supporter and tell your inner critic to 'shh' which can really help a lot of times."
This is episode 338.
Read the complete transcript on the Sales Game Changers Podcast website.
LARRY'S TIP FOR EMERGING SALES LEADERS: "If you ask these three questions it will change the conversation and it will build rock-solid relationships with your clients. First, why did you initially choose to do business with me? Stop and listen. Second, “What value have I been bringing to your organization? And stop and listen. And third, “How can I be of service to you right now?” and listen. Think about how those questions can forever change the conversations you have with your clients, build deeper, stronger relationships."
This is episode 337.
Read the complete transcription on the Sales Game Changers Podcast website.
This episode was sponsored by Cox Business.
GARY'S TIP FOR EMERGING SALES LEADERS: "Visualize your customer with a big sign on their chest that says, "Make me feel important." If you can do that, then you're going to make them feel important and that's where you'll win If you can visualize someone that has a big sign on their chest that says, "Make me feel important today", how can you go wrong?"
This is episode 336.
Read the complete transcription on the Sales Game Changers Podcast website.
KRISTIE'S TIP FOR EMERGING SALES LEADERS: "Manage your expectations. The reason why sales leaders are disappointed a lot of times is because you haven't told your team what you need or want from them, so start practicing today. What do I want from you that I'm not getting? Practice having that conversation. I was talking to somebody else the other day and somebody said, "Holding people accountable sounds really hard and awkward" and I said, "Not holding people accountable is worse."
This is episode 335.
Read the complete transcription on the Sales Game Changers Podcast website.
HANG'S TIP FOR EMERGING SALES LEADERS: "When making a decision, make sure that you have a CLEAR path. C for clarity, L for learn whether it's from experience and whether it's from experiments. E for edge, so make sure you embrace that which is uniquely you because that's your competitive edge. A for access, create your own access. If you don't have it, create and curate it very well. Surround yourself with people who will uplift you, not with people who will diminish you. Finally, R, with Responsibility. Once you get there, share it. We have to get past tokenism, it's okay to bring in a token because I'm much happier that I was hired because I was token, because once I get my seat at the table, I will earn it. It's much better than when I didn't get hired because I was a token or a minority and we have to get past tokenism because all the studies show that it takes 2 to 3 people in the room for us to no longer have a minority."
This is episode 334.
Read the complete transcription on the Sales Game Changers Podcast website.
This podcast was sponsored by Cox Business. Learn more here.
JAMIE'S ADVICE TO SALES PROFESSIONALS: "I want to know how we're going to engage. The idea of procurement working along with operations is required for successful revenue. What you have to do is you have to make the CIO secure. You have to make them feel like you're offering something that they just don't have right now."
STEVE'S ADVICE TO SALES PROFESSIONALS: "I'm going to reveal one of the best-kept actions that any salesperson can take. Go out of your way to build a relationship with executive assistants. Tell them what it is you are trying to accomplish and your objectives and then actively enlist their support because in most cases, they can get things done. In some cases, more effectively than I could as a CIO. They know everybody inside the agency and you can turn an EA who is otherwise a gate keeper and will never give you access to a CIO into your best ally."
This is episode 333.
Find the complete transcription on the Sales Game Changers Podcast website.
TINA'S TIP FOR EMERGING SALES LEADERS: "I was asking, "How do I become the best leader I can be?" And as the pandemic was growing, I certainly couldn't be the best leader I could be as I was limping along emotionally and physically. This pandemic gave me an opportunity to work on those things. We have to take the veil off of mental health, it's time. Treatment for mental health should be just as acceptable as treatment for a physical thing. My journey into darkness and out did not affect at all my work product. Trust me on this, if you need to take a month or two to focus on your health whether it be physical or mental, you won't even have a blip in your work."
This is episode 332.
Read the complete transcription on the Sales Game Changers Podcast website.
CARYN'S TIP TO EMERGING SALES LEADERS: "The Kopp-Gap Method of Sales Messaging which, when it's done properly, can render your competition irrelevant. It's three sentences in a framework and when you're able to articulate your gap messaging, you are able to get in doors that your competition cannot get in. You're able to win business that your competition can't win because you're saying something that's valuable to the prospect. It’s fill in the blank. “Anyone can,” and you fill in the blank, “But not everyone can,” and you fill in the blank. “For example,” fill in the blank." Start with that and see how it does for you. If it’s done properly, it will render your competition irrelevant."
This is episode 331.
Read the complete transcription on the Sales Game Changers Podcast website.
TRISTEN'S TIP ABOUT WHY TO CHOOSE SALES INTO THE PUBLIC SECTOR MARKETS: "There are two reasons why I enjoy selling into the Public Sector market. The mission is attractive to me and I find it favorable, whether you're selling into federal civilian where their outreach is the citizenry or the Defense Department where it's protecting the homeland. Second, it’s the people. The great thing about federal employees is they are in the federal marketplace for a long tenure and you can establish those relationships over time, and they actually do become friends and not just prospects or customers."
This is episode 330.
Read the complete transcription on the Sales Game Changers Podcast website.
NANCY’S TIP FOR EMERGING SALES LEADERS: “For me, leadership is taking the time to purposefully build a diverse team. Internalize that you’re going to get better by being around people who are different than you. Making that extra effort makes a team that much stronger, and I wish I did see more of that across the IT industry. If everybody could have that attitude, the differences are going to make me better and make us better as a team. I think about it from a perspective of how we’re going to get better, how we’re going to bring in different ideas and make us all grow. Diversity is growing from people who are very different than I am.”
This is a replay of the WOMEN IN SALES Webinar sponsored by the Institute for Excellence in Sales and hosted by Gina Stracuzzi on February 8, 2021. It featured Nancy Bohannan, Red Hat State & Local and Education (SLED) VP of Sales.]
This is episode 329.
Read the complete transcript on the Sales Game Changers Podcast website.
CRAIG'S TIP TO EMERGING SALES LEADERS: "To get unstuck, first clearly define the destination. I like a roadmap because again, I think we get stuck along the road and that's why you see these curves so we've got to define the destination. These curves actually are wisdom gaps so along the way. So to be best-in-class in strategic selling, the wisdom buckets are things like, "Do I really have a defined process and metrics?," "Do I really have a culture of accountability around these topics in terms of incentives and goal setting?," "Do I really communicate a unique selling proposition in an effective way?"
This is episode 328.
Read the complete transcript on the Sales Game Changers Podcast website.
LISA'S TIP TO EMERGING SALES LEADERS: "It’s really important that each sales person differentiate themselves. Think about what your brand is and focus on that. If you're early in your career you develop it, if you're later in your career it might have evolved but knowing what you stand for, what makes you different in a sale cycle, not just your product and your company but what you can deliver - it might be incredible customer service, it might be incredible industry capability, whatever that is - work on it. Focus on it and be able to articulate it. Ultimately, regardless of whether you're working out of your home or you're in your office, that's what's going to come through and you will achieve your results."
This is episode 327.
Read the complete transcript on the Sales Game Changers Podcast website.
MICHELLE'S TIP FOR EMERGING SALES LEADERS: "There are so few women that are on boards today, be it non-profit or for-profit company boards so there are great opportunities for women in sales to make a difference right now. Cloud Girls certainly has been an amazing endeavor for me. Since it's a nonprofit, we’re able to give back by impacting the next generation of women in technology. We mentor those young gals with not only education but also scholarships and things of that nature. It’s important right now to get involved in something that resonates on your heart, makes you feel good and also is great resume builder."
This is episode 326.
Read the complete transcript on the Sales Game Changers Podcast website.
MICHELLE’S TIP TO EMERGING SALES LEADERS: “There are 5 factors that consistently drive the biggest changes in selling behavior and become most important in helping sellers determine the right sales approach. If you look at these 5 factors, there are different elements within these factors: (1) the customer’s awareness of the problem, (2) the competitive landscape, (3) the specific dynamics of the customer buying team, (4) the buying process itself and (5) solution definition. These were the 5 factors that over time have become the most important in determining buying situations. There are also four patterns of selling behavior: (1) consultative, (2) disruptive, (3) competitive, (4) financial. These four patterns are alive and well and consistently exhibited by high performers. The key is to marry the buying situation factors with these different selling patterns.”
This is episode 325.
Read the complete transcription on the Sales Game Changers Podcast website.
Join the Institute for Excellence in Sales. Go here for more information.
MATT’S TIP TO EMERGING SALES LEADERS: “Look in the mirror and tell yourself, “I’m worthy, I can do this, I’m absolutely capable of creating value for others and being different. I’m worthy.”
JASON’S TIP TO EMERGING SALES LEADERS: Control the controllable. Understand what is in your control and what isn’t and focus on that and your mindset. It’ll absolutely have a profound effect on your life.”
This is episode 324.
Read the complete transcript on the Sales Game Changers Podcast website.
It featured Courtney Bromley, General Manager, Government and Education Industry, US Federal and Public Sector Market at IBM.
COURTNEY'S TIP FOR EMERGING SALES LEADERS: "Don’t be entitled. For instance, promotions don't come with time, they come with effectiveness and production. Don't be entitled to think that just because you've been in a job a certain number of days, weeks or years you automatically get a promotion. Don’t be entitled with your colleagues. There's plenty of times where we work in these big teams and lots of people are contributing. If you're not one of the contributors, then don't be surprised that at the end you're not getting credit for the big win. Think about how to remove entitlement from all aspects of your life!"
This is episode 323.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a replay of the Optimal Sales Mindset Webinar sponsored by the Institute for Excellence in Sales and hosted by Fred Diamond on January 21, 2021. It featured Alex Chappell. At the time, Alex was a sports reporter for ESPN and MASN. She is a now a sales professional at Amazon Web Services.
ALEX'S TIP TO EMERGING SALES LEADERS: "Have that 1 and Oh (1-0) mindset. These are all things that I've learned with my time with the Nationals because there are so many games and if you lose or win, it's on to the next day. Maybe a game didn't go the way they wanted but that 1-0 feeling that the next day they can turn things around or how can they build off their last win in order to keep it going. Not every day is going to be a winning one, but how do you keep that momentum going? How do you stay up and not get discouraged? Going 1-0, that will to win, that passion, drive. When somebody says no, that's when the sale starts so how do you turn it around?"
This is episode 322.
Read the complete transcript on the Sales Game Changers Podcast website.
JOE'S TIP TO EMERGING SALES LEADERS: "I hope 'think, plan, execute' resonates. For success selling to the Public Sector market, focus on the technical, the sales training and the understanding of the government since you will need all three. I am always learning about new government initiatives, new acronyms that pop up all the time and then technically it's always changing. The whole machine learning piece has really accelerated my learning. And on the sales training, I always wonder about the perfect questions and things to do."
This is episode 321.
Read the complete transcript on the Sales Game Changers Podcast website.
JAMES' TIP TO EMERGING SALES LEADERS: "Pre-call planning is not that complicated, you can simplify it down to just three questions you should ask yourself before you go in. First, "Why should this customer see me?" That's the valid business reason for them to meet with you so instead of winging it, just give it a little thought, it basically speaks to your value proposition. Second, "What do I want the customer to do?" The last is, "How can I add value on this encounter?" We need to make the sales call itself inherently valuable."
This is episode 320.
Read the complete transcription on the Sales Game Changers Podcast website.
JENNIFER'S TIP FOR EMERGING SALES LEADERS: "Focus on what you can control, what's right here, right in front of you. Whatever business you're in, every interaction is about adding value to your partner, adding value to your client or prospect. How are you going to do that? Clear out the minutiae around you and focus on what you can control. When you do that, you’re not letting it happen to you, you're making things happen. That's very positive and that's exciting."
This is episode 319.
Read the complete transcript on the Sales Game Changers Podcast website.
MARK’S TIP TO EMERGING SALES LEADERS: “It’s really important for salespeople to understand their organization’s North Star. What is it that they do better than anybody else and why do you want to work there? If they really understand that, the interactions with the clients are going to be more meaningful, they’re going to be more impactful and then you’re going to position that team for success.”
This is episode 318.
Read the complete transcription on the Sales Game Changers Podcast website.
SHELLEY'S TIP TO EMERGING SALES LEADERS: "Good active listening skills is highly energetic work. It takes a lot of energy on your part to really listen and be able to reflect emotion and context and content when interacting with your customers. When practicing validation, pay attention to when you're sensing that context, that emotional piece in your communication and try validating that emotion that you observe by speaking it out loud and checking to see if you understood that emotional context. See if it then lowers the brain activation so you can have a more constructive conversation."
This is episode 317.
Read the complete transcription on the Sales Game Changers Podcast website.
DEBRA’S TIP FOR EMERGING SALES LEADERS: “Being natural when you speak is the best approach to take. We see a lot of Ted speakers these days and a lot of different ways that people are presenting. You can follow all the best practices of pausing and pace, but truly being natural and talking like you’re talking to a friend about something that you’re passionate about is the best way to be a speaker in pretty much all context.”
This is episode 316.
Read the complete transcript on the Sales Game Changers Podcast website.
SPENCER'S TIP TO EMERGING SALES LEADERS: "What is the quality of experience we're trying to have with customers? Do I have a message that's at the fingertips of my sellers and they're capable of delivering it and we can engage with it and measure it and know that it's being delivered properly? Then are we bringing the right mindset to help those customers come to a decision? Are we doing research before our conversations? Are we setting proper expectations and next steps? There's a lot of tactics here, there's a mindset change, there's a tool set. If you can just put all of the pieces together and just keep working at it, you can solve this. The great part here is yes, it's kind of scary but it also presents an opportunity because you can do what other people aren't doing and you'll stand out in the eyes of your customer and they will reward you with business."
This is episode 315.
Read the complete transcript on the Sales Game Changers Podcast website.
LISA'S TIP TO EMERGING SALES LEADERS: "Pre-call planning is critical. Go to www.toplinesale.com and download the pre-call plan. It's a 2-page fillable PDF I've been updating it 15 years so it's not old, it's new. You will immediately impact the quality of your calls and start to think a little more strategically about every single one of those calls. For 5X deals, this has to happen and many times it happens with the account team."
This is episode 314.
Read the complete transcript on The Sales Game Changers Podcast website.
SUSAN'S TIP FOR EMERGING SALES LEADERS: "Start with one outreach, perhaps to that one person you've been thinking about. Drop them an email today and you'll be amazed about what that can lead to. I can't stress enough to start small, one or two actions per day but then have that 20-mile framework set up so that you're able to work within that as you move forward. These tiny little steps, all of a sudden you look back and you're like, "I'm almost at the South Pole and my 1,400 mile journey is almost over."
This is episode 313.
Read the complete transcript on the Sales Game Changers Podcast website.
TONY'S TIP TO EMERGING SALES LEADERS: "Continue to have a growth mindset. It's not what we know but what we don't that's most important. Go learn something new that's going to help you help others, whether that's a cross-functional peer, a peer in your organization or your customer. Go learn something that's going to help someone else and seek out mentors who can help you do those two things."
This is episode 312.
Read the complete transcript on the Sales Game Changers Podcast website.
ART'S TIP TO EMERGING SALES LEADERS: "If you really believe in what you have and you feel that there are people that could take advantage of it, you are actually doing a disservice to people by not being a strong sales professional. The world needs professional salespeople, especially right now, to lead and they need to hear your message.
If it's just not a fit today, no problem, at least you found out. A decision is better than no decision so again, you can do this, go out there, give it a shot. Let's make things happen. You can make 2021 your best year ever."
This is episode 311.
Read the complete transcript on the Sales Game Changers Podcast website.
KAREN CANTWELL'S TIP FOR EMERGING SALES LEADERS: "Determine what your comfort level is in terms of speed and pace. What's typically called channel or VAR sales is much faster than alliances or with systems integrators. If you're one who is more inclined to the quick hit, it can be very voluminous and active, the speed could be really exciting for you. If you're more into the strategy with how to leverage the partnership for a multi-million dollar deal, then alliances with larger integrators would be the way to go.
BETHANN PEPOLI'S TIP FOR EMERGING SALES LEADERS: " Follow your passion. If you don't wake up in the morning and say to yourself, "I can't wait to go to work" or solve a challenge or truly enjoy what you're doing, you won't be satisfied, it won't be a fulfilling career. Always follow your passion and don't be afraid of the career pivot. It gives you a different lens on the business. So if you aren't in channel sales yet, come on over, the water's warm!"
This is episode 310.
Read the complete transcript on the Sales Game Changers Podcast website.
BILL'S TIP TO EMERGING SALES LEADERS: "Make your number. I don't say that to just be an old-school sales manager, I say it because in that success you will achieve your goals and you will be fulfilled as an individual. Figure out how to make yourself meaningful to your customer. Make them want to call you, as you add value to their life. They'll call you, commerce will take place, you'll make your number, their problems will be solved and we can all keep this thing moving forward."
This is episode 309.
Read the complete transcript on The Sales Game Changers Podcast website.
ANDY’S TIP TO EMERGING SALES LEADERS: “Your courage improves as your pipeline gets bigger. The asking mindset is one way to get there. And you may need to ask 6 times! The problem is salespeople don’t ask and there’s a cost of not asking to you but also your customer or your prospect of not asking. Make sure you ask face to face somehow. Don’t do it on LinkedIn, don’t do it on the email. It’s easy for them to say no and you just can’t project the authenticity that you need to. Ask for some advice, ask for some coaching from them or ask for a chance. Always be clear and specific on your ask and be authentic.”
This is episode 308.
Read the complete transcription on the Sales Game Changers Podcast website.
LISA'S TIP TO EMERGING SALES LEADERS: "Squeeze the Lemon. It’s not about making lemonade out of lemons. It’s about getting the most juice out of everything in your life. Squeeze the lemon in our sales lives by asking partners for a LinkedIn recommendation or to be used as a reference. Are you getting the most out of every networking opportunity? Are you getting the most out of every client visit? Are you preparing as you should be to ensure you get what you need to help the customer achieve their goals?"
This is episode 307.
Read the complete transcription on the Sales Game Changers Podcast website.
PATTY’S TIP FOR EMERGING SALES LEADERS: “It’s really important for women in sales to take time for yourself. That’s what I try to remind myself of every day when I’m in my 6th or 7th hour of Zoom – that’s when you do your best work. That’s when you really reflect on what it is that you need for yourself to move your career forward. Where am I stuck? What am I doing right? Taking time for myself typically means some exercise, a walk with a friend or calling my mom, and connecting with someone that I know needs me.”
This is episode 306.
Read the complete transcription on the Sales Game Changers Podcast website.
MARK'S TIP TO EMERGING SALES LEADERS: "Sales professionals have an obligation to reach out to people who you know you can help. Your goal is to earn the right, privilege, honor and respect to be able to talk with that person again. When you earn this right, then you can say you had a good day because you’re going to be able to come back and talk with them again and this time, you’ll get a little deeper, and be able to show them the real reason why and how you can help them. Customers are craving this level of transparency, authenticity and engagement."
This is episode 305.
Read the complete transcript on the Sales Game Changers Podcast website.
JAMIE’S TIP FOR EMERGING SALES LEADERS: “One of the biggest challenges we face are limiting beliefs. Ask yourself what is the #1 obstacle that I’m facing right now that’s holding me back from being truly who I was created to be personally or professionally to being my very best self? Then examine the belief that’s associated with that. Ask “When did I start believing that? What happened in my life?” There are a lot of lies that we tell ourselves that you wouldn’t tell your best friend. If you were treating yourself like your own best friend, you would be saying something totally different to yourself. Figure out what that is and go through the exercise of adopting a new belief is very powerful.”
This is episode 304.
Read the complete transcription on the Sales Game Changers Podcast website.
CHRIS' TIP TO EMERGING SALES LEADERS: "Listen and learn. On the listening side, one technique I've used is wait until someone finishes the last word that they've said, envision that last letter before you interject. We all go into sales because we like to talk, but you should always practice listening. It helps you be a trusted adviser and be open minded about learning. You can learn anywhere, from books, from people, from people above you in the org, from peers, from people on your team."
MEG'S TIP TO EMERGING SALES LEADERS: "Keep yourself healthy, both mentally and physically. Start thinking about next year. How you can change things up next year knowing what we're going to be facing. Finally, have some fun. It's the holiday season!"
This is episode 303.
Read the complete transcript on the Sales Game Changers Podcast website.
LANCE'S TIP TO EMERGING SALES LEADERS: "There are two books on the top of my bookshelf - "All the Places You'll Go" and "Green Eggs and Ham." If you look up the amount of objections that are in "Green Eggs and Ham," you'll find there are 73 and the main objection is, "I don't like green eggs and ham." But the first objection is "I don't like Sam-I-Am." The first objection of the book is, "I don't like the salesperson!" You have to work on your likeability factor. I came out of Dale Carnegie Training and the book How to Win Friends and Influence People doesn't say you have to like anybody, it says you have to have a likeability factor. I urge all sales professionals to be conscious of that and to keep working on it."
This is episode 302.
Read the complete transcription on the Sales Game Changers Podcast website.
GRETCHEN'S TIP FOR EMERGING SALES LEADERS: "Tune into yourself. Behavior management is more important than just results for sales managers and salespeople. Behaviors are everything from activities to how you are conducting the sales conversation. For example, make sure that you are doing customer call planning and debriefing. If you do not have a manager that is frequently available to help with that, partner up with a friend. Have an accountability partner to help you change your behaviors."
This is episode 301.
Read the complete transcript on the Sales Game Changers Podcast website.
SEAN'S TIP TO EMERGING SALES LEADERS: "Celebrate micro victories. On a daily basis, it could be hitting your target for calls, your number of connects, or it could be a campaign that just generated some number of responses. In sales it's too easy for us to look at the scoreboard as the definition of success and I think that now more than ever there's a lot of things that we can be celebrating and it's incumbent on us as leaders to acknowledge and to celebrate those things on a daily basis."
BRIAN'S TIP TO EMERGING SALES LEADERS: "Set realistic goals. We're back to work in a different way so don't let COVID or work-from-home and all the changes be your excuse. How can I be better than everybody else that is using this as an excuse? Let it drive you to create that value, create that ability to be able to connect because you're going to strive to do a little bit better than the people you're competing against."
This is episode 300.
Read the complete transcript on the Sales Game Changers Podcast website.
ALEX’S TIP TO EMERGING SALES LEADERS: “It’s so easy right now to stand out from the crowd, you just need to do a little bit of being present. We all have people that we know and who know us and we care about them, we need to communicate that care a little bit more and that is what puts you in the top 5 to 10%. If you care without communicating it, nobody knows you care and they can’t benefit from it even though they want to, even though they need to. Show that you want to help and see what happens. It will be good.”
This is episode 299.
Read the complete transcript on the Sales Game Changers Podcast website.
ANITA'S TIP FOR EMERGING SALES LEADERS: "Give yourself some time to just ask yourself, "What could I be doing right now to help me be better at sales?" The one skill that I know that most high-performing sales professional have is they're always good at is asking good discovery questions so that's one that I'm constantly harping on, if you need an example. So say to yourself, "I need to get better at asking discovery questions so now I'll go look online or look on LinkedIn for some ideas on how to do that."
This is episode 298.
Read the complete transcription on the Sales Game Changers Podcast website.
MONICA'S TIP TO EMERGING SALES LEADERS: "While we're all in a pandemic together, there's a lot of different ways how that's affecting people. I think that's equally as important to bring that same empathy to your customers and your prospects so if you get somebody on the phone and they seem distracted, they seem like they might have something else going on, a child walks in the room, offer to take the meeting the next day. Understand that people are going through a lot right now and enter every conversation with empathy, compassion, understanding then preparing for it."
ROSIE'S TIP TO EMERGING SALES LEADERS: "First, understand what motivates you and why you want to be successful. Second, find the right balance between seller development, your understanding of the product and the time that you spend with your customers, and your planning and preparation. If you could find the right balance among those three things and take a proactive approach, it's going to help you with your success. Third, remain positive because we are all fortunate to be in these positions where we can be having conversations like this about how to be successful and it's important to see the big picture."
This is episode 297.
Read the complete transcription here.
BRIAN'S TIP TO EMERGING SALES LEADERS: "If you're going to bring your highest energy into your sales, work, life, and relationships, you should get more involved in hearing other people's stories because it will help you tell a better story yourself. You're sharing your story in order to build relational trust which is a reciprocal emotion, you give it to get it.
Even though you're talking, you're doing so in a way that's very much about the other person. If you're going to be of service to others, you have to listen and don't ever want minimize the behavior and act of listening. Listening is the best gift you can give your customers."
This is episode 296.
Read the complete transcript on the Sales Game Changers Podcast website.
AMY’S INSIGHTS FOR EMERGING SALES LEADERS: “See your career as a jungle gym versus a ladder straight up. Especially for women in sales and women in really any role, our careers take winding paths. There is almost never a straight up type of career path so it’s taking on a different mindset and then set an action that says, “I’m going to see my career as this very holistic thing, it’s not just this small slice point in time here.” You are trying out different things on the jungle gym. You might be going sideways, you might be going up, you might actually be going down, it’s a different visual and a different approach that says, “I’m going to take on different things in my career to build skills and not necessarily just be focused on what’s the next rung up on the ladder.”
This is episode 295.
Read the complete transcription on the Sales Game Changers Podcast website.
ALICE'S TIP TO EMERGING SALES LEADERS: "A free way to show gratitude is by making an introduction. There is no rule that you can't make an introduction just like there's no rule that you can't send a little thank-you note. That is a great gift, when you can make a very thoughtful introduction to someone that they might need to know either because they want to change their career or needed a resource. Or it's just someone that they've admired for a long time or someone that you just think they should know."
This is episode 294.
Read the complete transcript on the Sales Game Changers Podcast website.
NERTILA’S INSIGHTS FOR EMERGING SALES LEADERS: “Never be nervous, just believe in yourself, never think there’s anything that you can’t do. Never think of gender or anything as an obstacle. Always think about your successes, your strengths, what you’re good at, what you love, what makes you happy and be confident about it. Talk about it, go for it, there’s really nothing that you can’t achieve. It sounds cheesy but it’s really like that."
This is episode 293.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a replay of the SALES GAME CHANGERS LIVE Webinar sponsored by the Institute for Excellence in Sales and hosted by Fred Diamond on November 18, 2020. It featured University of Virginia Darden School of Business professor Tom Steenburgh.
TOM'S TIP TO EMERGING SALES LEADERS: "Make it new. The question is, "How do I refresh my sales approach in a way that makes it better?" Because of the pandemic I'm forced to do things in a different way so is it possible for me to make it better? Then my life goes back to normal, if you have made it better keep doing the new thing and if it hasn't become better, go back to the old one but always try to make it new because that's how we learn and grow and get better. Ask yourself, "Maybe there's some possibility here that I haven't been exploring" and it might get you unstuck."
This is episode 292.
Read the complete transcript on the Sales Game Changers Podcast website.
MIKE’S TIP TO EMERGING SALES LEADERS: “There are five different ways to respond to an objection with the acronym READY. You can REVERSE an objection, hit it right back at them with, “That’s exactly why.” The reason a Reverse is so powerful is because the reason you’re against it is the reason you should be for it. You can EXPLAIN what happened and that’s a perfectly reasonable answer, it’s not an argument, it’s just, “Let me explain what this is. You can ADMIT something. Occasionally there will be a bad piece of news, they’re going to look at how you DENY that. Vehemently, strongly, affirmatively deny that that happened. Finally, ask WHY. It buys you some time and it gives you more information.”
This is episode 291.
Read the complete transcript on the Sales Game Changers Podcast website.
This is a replay of the WOMEN IN SALES Webinar sponsored by the Institute for Excellence in Sales and hosted by Gina Stracuzzi on August 20, 2020. It featured LinkedIn Sales Leader Alyssa Merwin.
ALYSSA'S INSIGHTS FOR EMERGING SALES LEADERS: "There’s never been a better time to be a woman in sales. Women tend to have high emotional intelligence (EQ) and to be empathetic. These are the times when our strengths will really shine through. I think if we can spend time on controlling the controllable and leaning on our strengths, we will get through this and hopefully be in a better position on the other side."
This is episode 290.
Read the complete transcript on the Sales Game Changers Podcast website.
HOWARD’S TIP TO EMERGING SALES LEADERS: “Work the funnel from the top down. If you don’t get your prospecting over in the morning or set time of the day, you’ll get all the way till the end of the day having worked on proposals all day, it’s 6 o’clock and your prospecting time got crowded out and then you go a quarter later and your pipeline is empty. You really want to work the funnel from the top down to do your best to avoid those feast and famine quarters, it’s way too easy to do the in-front-of-you work of writing proposals and qualifying leads but you’ve really got to force yourself. After you close the deals that are closable that day, go right to the top of the funnel and work from the top down so that you’re not having a famine quarter next quarter.
JASON’S TIP TO EMERGING SALES LEADERS: “I always encourage my sales team and sellers to focus on the customer first and prioritize those engagements directly with the customer. Look for new ways to engage, don’t let a day go by where you’re not at least texting, calling, maybe setting up a Facetime chat, whatever it is. There is an opportunity to really stay engaged more frequently now than ever before but it’s not going to come in the form of a one hour sit-down followed by an hour long lunch or maybe a golf game. I’m sure some of those things are happening on an ad hoc basis but in general you need to think in shorter spurts and just engaging in meaningful yet quick and effective ways.”
This is episode 289.
Read the complete transcript on the Sales Game Changers Podcast website.
MERRICK'S TIP TO EMERGING SALES LEADERS: "If you're selling to someone and their style is different than yours, one of you is going to leave that interaction exhausted and it better be you because it takes energy to flex. Do you want your customer flexing, or do you want to be the one who is flexing? Notice how if you are imposing your style on your customer, you're focusing on YOUR needs, not on THEIR needs."
This is episode 288.
Read the complete transcription on the Sales Game Changers Podcast website.
This episode was hosted by Gina Stracuzzi, Institute for Excellence in Sales Women in Sales program leader.
CYNTHIA'S INSIGHTS FOR EMERGING SALES LEADERS: "Female-led sales teams are 50% female, they tend to be more female than male-led sales teams which are only 25% female. There is a huge benefit of having a female sales leader because she brings in more women in sales to her team, so if you are a C suite or a CEO out there and you're thinking, "How do we attract more women in sales, start with having female sales leaders? Women in sales know that they are being highly sought after and when they look at the leadership team of your organization, if they don't see anyone that looks like them they're going to pass and go onto a company that does represent them. Women hold 1 in 5 leadership positions and only 1 in 4 mid-level sales manager roles, which if you talk about overall sales leadership for women, it is 89% male, 11% female. We have a huge opportunity to advance women in sales not only on the individual contributor level but on the manager and leadership level as well."
This is episode 287.
Read the complete transcript on the Sales Game Changers Podcast website.
BILL'S TIP TO EMERGING SALES LEADERS: "You can't focus 18 hours of your day on work. You really need to take time out and spend time with your family and friends and really balance that. If you don't balance your life, it will lead to a terrible outcome. As a sales professional, as you drive into another next sales goal and continue building a big pipeline, please remember to stay close to your partners, your customers and your family and friends."
This is episode 286.
Read the complete transcription on the Sales Game Changers Podcast website.
GENE'S TIP TO EMERGING SALES LEADERS: "I want you to take three different prey mindsets that you tend to have and change them into predator mindsets. If you tend to think about other people's opinions of you, think how would you change that into focusing more on your effort, your attitude, your aggressiveness.
If you're afraid of rejection, if you're thinking too much about the numbers, if you compare yourself too much to your neighbor, change that prey mindset into a predator mindset. Start with three simple examples and then you could move on throughout your life. Any area you want to get better at, you could apply the same approach and it will work, guaranteed. As we always say, whether it's sports, business, school or life, mindset makes the difference."
This is episode 285.
Read the complete transcript on the Sales Game Changers Podcast website.
SHELLEY’S TIP TO EMERGING SALES LEADERS: “To get ahead, go to your direct manager and ask them what does success look like at the end of the day, at the end of the week, at the end of the quarter so that you know what’s expected? When there’s clarity around expectations, it’s easier to be accountable. When I really know what’s expected of me, it’s easy for you to come back and hold me accountable when you and I both articulated what the outcome is supposed to be.”
This is episode 284.
Read the transcript on the Sales Game Changers Podcast website.
ROB'S TIP TO EMERGING SALES LEADERS: "Find a way to affect your reality, not accept your reality. I'm a big student of history, I love quotes, there was a commander of the French Army in World War I named Ferdinand Foch and he famously said once, "My center is giving away, my right is in retreat, situation excellent, I shall attack." I try to bring that type of mindset every single day no matter what's happening, "Okay, my center is giving away, attack." Bring that sort of, "How can I impact what's in front of me?" There are certain things you can't control, put them aside, find the things you can do something about."
LARRY'S TIP TO EMERGING SALES LEADERS: "Now, more than ever, we need to engage. Looking at what's possible, if there were no constraints, if everything was at your disposal what would you do? It's amazing when you get that kind of ideation going and then you start looking at what could actually do?" Incredible innovation that comes from engaging with people other than who you typically would."
This is episode 283.
Read the complete transcript on the Sales Game Changers Podcast website here.
AMY’S TIP TO EMERGING SALES LEADERS: “To build sales agility, you have to bust old patterns maybe with the help of a coach or your sales leader, finding the things that are no longer working for you in your sales life. Is there a routine that used to work that no longer works? Is there something that is your stuck point? Second, understand “strategic feed,” which is the ability to simultaneously look forward into the future and also be able to work backwards from that with milestones to help you move forward. If you can do this with your clients, help them see into the future but also help them get momentum in the short term, you are going to help them be more successful. Finally, rethink your revenue streams. Take a really tough, hard look at your pipeline. What opportunities are stuck? You may need to rethink where your revenue streams are coming from. Where in your territory, where in your book of business do you need to be rethinking?”
This is episode 282.
Read the complete transcript on the Sales Game Changers Podcast website.
MICHELLE'S' TIP TO EMERGING SALES LEADERS: "If you're stuck in the middle of a crisis, if you're feeling anxiety, to change your perspective be mindful of the limitations that it's creating. You're feeling anxious, "I can't do this right now because I'm overwhelmed", cut out the unnecessary obligations. Take a look at your week, your day, figure out how many hours you're doing for each thing and then when you come up with a number of what you need to be your productive time, break that up and write down what you want the outcomes to be and get comfortable with saying no. Don’t just think about it. Write it down! You don't have to get in people's faces, you just have to say no to the things that are not serving you personally and professionally."
This is episode 281.
Read the complete transcription on the Sales Game Changers Podcast website.
CARL'S ' TIP TO EMERGING SALES LEADERS: "Do good to yourself and do good to others and when I say do good to yourself, take care of yourself. I don't look as old as I perhaps am because I take care of myself. Feed yourself well, exercise, have healthy habits and then you've got to have healthy relationships. Go out and do good things for others and good things will happen to you."
This is episode 280.
Read the complete transcript on the Sales Game Changers Podcast website.
CHRIS' TIP TO EMERGING SALES LEADERS: "Find out something specific about your best prospects and customers. Do your homework and connect with them on something that in this case has nothing to do with their position or their company first. Not only will they likely become a customer at some point but they're going to be a great referral source for you. I've been doing that for quite some time and it has not let me down. Don't get me wrong, you go through downturns and people sometimes can't buy certain things at those times but I encourage people to go out of their way to get to know the person that you're talking to in something more than just what they do, something that drives who they are as a person."
This is episode 279.
Read the complete transcript on the Sales Game Changers Podcast website.
ELIZABETH’S TIP TO EMERGING SALES LEADERS: “I’d encourage everyone to ask how your customers are different as a result of doing business with you. Carry that story in your heart, carry that story into your conversations with customers, carry that story throughout your colleagues and your boss internally and you will be amazed at the self-fulfilling loop of fulfillment, of connection and ultimately performance you create for yourself. If you are a new sales professional and are selling a new product, ask for stories about how it made a difference to customers. Start sharing those, you’ll ignite your own frontal lobes and the frontal lobes of your customers.”
This is episode 278.
Read the complete transcription on the Sales Game Changers Podcast website.
his is a replay of the CREATIVITY IN SALES Webinar sponsored by the Institute for Excellence in Sales and hosted by Fred Diamond on September 30, 2020. It featured three young sales professionals who were finalists for the Jay Nussbaum Rising Sales Professional Award to be given out on October 16 at the IES Sales Excellence Awards.
PEER TIPS TO EMERGING SALES LEADERS:
Andrew Bailey: Attitude will drive your efforts either positively or negatively. In the world of sales it's up and down, you'll have some great years. A the end of the day, it's how you respond and your outlook to it. If you have a negative attitude, you'll be getting negative results.
Jihad Abdur-Rahman: In everything you do, just be consistent. If you feel like it's a great idea, if you had a high return on investment just be consistent. Everything you do from X amount of calls to emails to whatever systems you use, don't just do it a few weeks or a few days. Do it on a consistent basis and you'll be successful.
Brandon Steele: Always try to go the extra mile whether it's with a customer or whether it's learning something new to try to help you out in sales. That's the only way I think you'll try to separate yourself from the pack and start being really successful."
This is episode 277.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a replay of the WOMEN IN SALES Webinar sponsored by the Institute for Excellence in Sales and hosted by Gina Stracuzzi on September 22, 2020. It featured Expel Sales Leader Denise Hayman.
DENISE'S TIP TO EMERGING SALES LEADERS: "I love the word 'imagine'. If you are helping someone imagine a better outcome, not only are you problem-solving with them but you are taking them to a better world. It means that you've asked them enough questions that you can say, "Can you imagine a world where that is different? Can you imagine where those problems that you just talked about go away? What does that look like?" Sales professionals need to work on getting customers to feel that emotional connection, getting them to really feel the difference between just a regular conversation and one where you leave them feeling, "Yes, I can see a better thing, I can get there!"
This is episode 276.
Read the complete transcription here.
MIKE'S TIP TO EMERGING SALES LEADERS: "Understand how your actions, your products or your services impact the customer's desired outcome. As a team, understand how what you're doing impacts the team that you work with and for extra credit - and we do this all the time at Verizon and particularly the public sector - how your solutions or your actions impact the societal benefits of what's happening. Show up for your communities that you live in, that you work in, that you educate in, think of things that you can do whether inside or outside of work to do something positive and proactive for someone else in need. It is extremely rewarding for everybody involved and it really keeps you grounded in what you may think to be big problems. Other folks in this country, in this day and age have much bigger problems. Be that shining light and help someone else get to a better place."
This is episode 275.
Read the complete transcript on The Sales Game Changers Podcast website.
STEVE’S TIP TO EMERGING SALES LEADERS: “I never think of what I’m doing as selling even though I’m a sales professional and all I do is sell. I always approach sales from a technical perspective, when I worked for IBM I approached it as a technical expert. I’m a technical expert around bookkeeping now so I know what questions to ask them about how they pay their people and how they pay their bills. When they’re sitting there, they’re thinking, “This doesn’t sound like a sales call.” Become a technical expert in what you sell. The other thing to think about when you’re selling is that no one’s driving the cheapest car made, there are cheap cars but everyone buys for value, it depends on who they are and how they define value. Sales is never about money, it’s always about problems so as you go forward, if you can solve the problems of your clients, you’ll sell in any market, in a good market and in a bad market.”
This is episode 274.
Read the complete transcript here.
TOM'S TIP TO EMERGING SALES LEADERS: "Be prepared to seize the moment when it is in front of you. When Johnny Carson introduced me to perform to 26 million people, I knew exactly what I was going to say and I knew exactly where I was going. I seized the moment and that's another thing that salespeople have told me through the years as well as great athletes. A baseball player is hitting .142 and he’s about to go back to the minors and all of a sudden, he's up with bases loaded. If he seizes this moment, his whole life is going to change. Sales is the same to you what the Tonight Show was to me. If you’re in position to meet that customer with the huge deal that's going to turn your whole life around and you're not prepared for it? That's silly."
This is episode 273.
Read the complete transcript on the Sales Game Changers Podcast website.
JAVIER'S TIP TO EMERGING SALES LEADERS: "Two Words. Be Deliberate. We don't have the water cooler or the coffee shop nowadays and we don't have all these physical things that we've been used to working with our customers and our business partners. Reach out to them not asking for money or their business. I found this to be rewarding for myself and I found it to be a way to develop connection. If you’re in a geographic territory, it's a muscle that you have to develop. Make sure you block off time throughout the week calling on your customers and just listen, and not with any intent. Don't use empathy as a weapon. Use empathy as a tool to really see how they're going and make sure that you connect."
This is episode 272.
Read the complete transcript on the Sales Game Changers Podcast website.
NIMIT’S TIP TO EMERGING SALES LEADERS: “Tell a story when prospecting. First, take a long look at your value proposition and come up with a story to tell your prospects. Write out in your own words how you have solved a certain problem for a prospect before and then do that for another problem. Then call somebody that you called three weeks ago, they’re not going to remember you, and try to actually get curious with them. Tell that story and see if that can get you farther into the process.”
This is episode 271.
Read the complete transcript on the Sales Game Changers Podcast website.
JOHN'S TIP TO EMERGING SALES LEADERS: "Speak directly to your customers every day. I didn't say text, I didn't say email, speak to them. Get on the phone and talk to individuals because it's very easy to get caught up in thing like strategy sessions, building tools, being in meetings, managing up, explaining the situation to leadership and to ownership. You're going to really understand what you need to do and what your path is if you continually talk to customers on a daily basis - and I mean that if you're SVP of the largest sales organization in the world or if you're a junior salesperson just starting out. Make sure that you're talking to customers specifically on a daily basis."
This is episode 270.
Read the complete transcription on the Sales Game Changers Podcast website.
CHARLES' TIP TO SALES LEADERS: "If I really had to boil it down (how you could build yourself as a trust-based seller), I would pick “listening” and I know it sounds boring, I know it's hardly the first time anybody has ever heard this, but it really is powerful. I don't mean listening to refine the problem statement, I don't mean listening to hone into the right hypothesis, I mean listening that just pays attention to the other person, that validates them by offering up 100% focus of your mind and your attention on them. It leads to reciprocity. When you start by paying attention to the other person, that creates in them a natural response to them wanting to listen to what you have. And it’s sequential. People have to know that you care and then they naturally become much more willing to listen to what you have to say. Pay attention to people for their purposes, not for yours. It’s how you create trust."
This is episode 269.
Read the complete transcript on the Sales Game Changers Podcast website.
MERIDITH'S TIP TO SALES LEADERS: "Think about SEEDS, WEEDS and NEEDS. Every 30 days as a sales team sit down and I just want you to reflect. SEEDS are what are you doing that's really working. What's really growing the sales team? WEEDS are what's weighing you down. What do you need to stop doing? NEEDS are what do you need that you don't have? Color code your calendar to visually see how you’re doing. Anything that's green is revenue generating; red is transforming the business to take it to another level and to get it ready for what's after this pandemic and everything else is peach. If you look at my calendar in March and April, it was far too full with peach. Now I'm very careful to balance my calendar making me far more productive and thrive. SHED THE PEACH FAST and keep moving. You are your best sales coach!"
This is episode 268.
Read the complete transcript on the Sales Game Changers Podcast website.
VICTOR'S TIP TO SALES LEADERS: "If we know that the recovery is going to be gradual, the question is how do sales professionals take advantage of this? First, look at your sales process today and think right now which meetings did I used to have that were face-to-face and where am I struggling now in this remote world, and how can I optimize that? If you have a good sense of where changes need to be made then you can start thinking about how to adopt these best practices so you can optimize it for the remote world. Start by focusing on the three most important in the middle of the sales process which is the demo of your solution, the stakeholder meeting and the proposal review."
This is episode 267.
Read the complete transcript on the Sales Game Changers Podcast website.
This is a replay of the OPTIMAL SALES MINDSET Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on July 16, 2020. It featured value proposition expert and best-selling author Jose Palomino.
JOSE'S TIP TO SALES LEADERS: "Value creation is answering the question how do you help your customers navigate difficult times better? I would give people three words to think about and that's fears, frustrations and hopes. “What is my customer afraid of? What are they frustrated by?" What are they complaining about and what are they hopeful for? What are they looking towards in the future? Sit down and ask yourself this very simple question, "What resources can I enlist in my organization to address those fears, frustrations and hopes in any way?" It may have nothing to do with what I'm selling; it really is about becoming that partner."
This is episode 266.
Read the complete transcription on the Sales Game Changers Podcast website.
TOM’S TIP TO SALES LEADERS: “The more sudden, the more unexpected and the more dramatic the change, the greater is the opportunity to thrive or fail. Survival is not a strategy. Starting today and for the rest of the time that we are adjusting to this new world, I want you to pick a block of time every day on your calendar. You determine whether that’s 10 minutes or 2 hours, I don’t care, but I want that block of time to be something PROACTIVE.
Work on your skills, take some training, reach out to people who you don’t know, prospect through LinkedIn. It is the single collective biggest difference between people who are thriving and doing great against quota versus those who are barely getting there.”
This is episode 265.
Read the complete transcript on the Sales Game Changers Podcast website.
BILL'S TIP TO EMERGING SALES LEADERS: "You need to figure out a way to celebrate about your successes and your accomplishments in this new world. It used to be again, going back several quarters we were in an office, we would pull everybody together and you'd recognize someone. We still try to do a little bit of that online but I've encouraged people, "Listen, you had a great week, you got a big order in, share a bottle of wine with your loved one or significant other. Go make yourself a big dinner, turn stuff off, turn the computer off, put the phone down and use it as a way to celebrate the successes that you're having along the way."
MIKE'S TIP TO EMERGING SALES LEADERS: "Empathy is the most important quality that anybody can have whether it's in sales or in life. I think that the most important thing that we can do as sales professionals as we leave this, as we go into the rest of the week, as we go into next week and as we continue in our career is to bear that in mind. Also, have an athletic approach to how we manage our business. We have to make sure that we're maximizing the time that we put towards this, that we maximize the amount that we're able to interact with our customers, the amount of information that we're able to convey, the amount of information we're able to get from those customers so we can be respectful of their time and that we can get back to them much more rapidly and quickly with good key answers to help them solve mission problems."
This is episode 264.
Read the complete transcript on the Sales Game Changers Podcast website.
ANDREA'S TIP TO SALES LEADERS: "Your reaction to yes and no must be equal. You want to get in the neutral zone so don't over-celebrate the yesses but you also don't badger yourself, beat yourself up when you get a no. More than ever, there are a lot of noes out there and more rejection. You have to stop yourself and shut down any negative self-talk about whether you feel that you didn't do a good job or whether things aren't working and get yourself off that emotional roller coaster to be most effective."
This is episode 263.
Read the complete transcript on the Sales Game Changers Podcast website.
RON'S TIP TO EMERGING SALES LEADERS: "I'm a big believer in life balance to drive toward peak performance and it’s not just about peak business performance. A big part of it is yourself. Everyone has to take care of themselves especially now. Be healthy, stay healthy, work out. It's about taking care of your family and friends and about a balance with community and different people. Practice spirituality in different ways.
Everybody has a business plan for their profession and my challenge to everybody would be create a business plan for those other four areas: yourself, your family and friends, the community and spirituality. When everything comes together it's really magical what someone could accomplish."
This is episode 262.
Read the complete transcript on the Sales Game Changers Podcast website.
ALAN'S TIP TO SALES LEADERS: "Sales people need to make time for curiosity. We can't just assume that we're going to go about doing the normal stuff we do and brilliance is going to happen. Make time and even if that means you just start right now with an hour a day or an hour a week and that's all you can handle, make some time. Even during COVID you can get out, explore a little bit even if it's just in a park and as places start opening up. Wander around looking for some interesting ideas of businesses that are getting back and doing business and how those ideas could help you and your organization.
The other is I'd like you to get together with your colleagues every week and pose a question that's a curious question that will spark your thinking and as a group, start to brainstorm questions like, "What do our customers really care about right now?" or, "'What if we could create the perfect new product or solution, what would be different?" or, "How could we do a better job of using technology?" or, "What would our amazing no-touch customer service look like?" or, "How do we make our customers smarter than they ever imagined possible?" Think about questions like that as a way to regularly spark your team curiosity."
This is episode 261.
Read the complete transcript on the Sales Game Changers Podcast website.
Elliott Ferguson is the President and CEO of Destination DC.
ELLIOTT'S TIP TO EMERGING SALES LEADERS: "People can see when you're happy. I gave my entire team mirrors years ago and I said, "Every time you pick up the phone, I want you to look in the mirror and look at your facial expression. I want you to smile when you're talking to them and see whether or not they see a difference in how you're talking because that's how people perceive you, that's exactly what they hear and that's really important as we're looking at developing our brand - because each of us are a brand - as we're looking at moving forward and getting out of COVID."
This is episode 260.
Read the complete transcript on the Sales Game Changers Podcast website.
MELINDA’S TIP TO SALES LEADERS: “Focus on what you can control and right now there’s not a lot people can control except for their attitude. You can control your response to your customer. So whether or not your customer had budget last week and all of a sudden their budget got snatched back, you can’t control that. Be pleasant to deal – make sure that they can hear the smile on the other end of the phone or they can actually see your smile and face on the Zoom call. It’s important that you embrace as opposed to react.”
This is episode 259.
Read the transcript on the Sales Game Changers Podcast website.
CHRIS’ TIP TO EMERGING SALES LEADERS: “If you haven’t read The Challenger Sale go do it right now. If you have read it, go back and re-read the section on “A New Model for High Performance,” in Chapter 2. It talks about the value that you bring when you bring insight to your clients. If you’ve read The Challenger Sale, go back and read that part. If you haven’t read it, go read it. Bringing value to customers who are struggling right now will set you apart.”
WILL’S TIP TO EMERGING SALES LEADERS: “Practice doing Question Trees. Think about the bold open-ended question you want to ask, then think about the possible answers they could give you, and then think about what your response will be, given those answers. That’s going to empower you not only to be prepared to ask the question but to respond to the answers. You do that today, you are going to get to the honest answers you deserve as a sales professional in order to move your deals forward or out.”
This is episode 258.
Read the complete transcript on the Sales Game Changers Podcast website.
KLYN'S' TIP TO EMERGING SALES LEADERS: "Check in with your gut and ask “are you actually a professional?” Because if you are a professional what’s happening right now isn't going to stop you. You're going to do the growth work, you're going to do the trainings, you're going to get educated and you're going to leverage it. Recognize what was that superpower that got you to be called a professional and then what is that extra thing you need to reach out and then go for the vision? What I want you to understand is what made you a professional and keep doing that."
This is episode 257.
Read the complete transcription on the Sales Game Changers Podcast website.
JAMES' TIP TO EMERGING SALES LEADERS: "Study your customer, study the prospect, know what their organization stands for, what their mission statement is. If you're going to be talking to an individual, a CIO for instance, go do your research on the internet. See if they've spoken on any webcasts. What's top of mind for them? Then mash it up against what your company stands for, what your value propositions are, the outcomes that you're trying to help your customers achieve. Curate your message, train yourself on a message, get a full command of it because when the lights come on and you get in front of that customer, albeit virtually nowadays, they're going to make a judgement on you. If you don't have the ability to allow them to differentiate you from your peers, you may never get that second call."
This is episode 256.
Read the complete transcript on the Sales Game Changers Podcast website.
[EDITOR’S NOTE: This is a replay of the OPTIMAL SALES MINDSET Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on June 18, 2020. It featured Executive Coach & Leadership Program Designer/Trainer David Morelli.]
DAVID’S TIP TO EMERGING SALES LEADERS: “We’re all feeling a sense of loss right now, including some of the highest performers. The best way to overcome it is to focus on what you can do for other people, not what you can do for yourself. As soon as you’re self-centered you’re untethered, but as soon as you become, “How can I help other people?” you tend to get a sense of purpose, similar to a vision. Start acting on that and you’ll end up in a lot better spot.”
This is episode 255.
Read the complete transcript on the Sales Game Changers Podcast website.
PATTI’S TIP TO EMERGING SALES LEADERS: “Dive deep into successes and your losses from the past year. Think deeply about what got you the wins but also take a look at the losses and start thinking about what could you do with those existing opportunities that you did not get DIFFERENTLY. Maybe you need to move yourself up the totem pole, or you need to have a better value proposition BUT don’t say your business is lost because people are going to be looking for more help right now. You have an opportunity to take a deep look across your base to see how you can provide value to those you didn’t get as customers in the past.”
This is episode 254.
Read the complete transcript on the Sales Game Changers Podcast website.
MARK'S TIP TO EMERGING SALES LEADERS: "Sit down and intentionally write down a plan for what you need to achieve in the short term but also what you might need to do for the long term. We don't know if we're at the end of the first inning or the seventh inning here so we're going to need long-term mindset with a lot of short-term goals."
PRAMOD'S TIP TO EMERGING SALES LEADERS: "Do something every day to up your game. You're not commuting to work, you're not driving, you got some extra time, so read. Sales is a sport and you need to continually learn and get better."
This is episode 253.
Read the complete transcript on the Sales Game Changers Podcast website.
TODD'S TIP TO EMERGING SALES LEADERS: "Be your best self and that means different things to different people wherever you are in the world and depending on your personal situation. Be aware that your sales leaders are highly conscious of those folks putting in the extra effort - now is the time where legends are made. These markets really reveal the grit and are testimony to the winners in any organization. That's an opportunity for those of you who are moving up into the right in your career."
TREVOR'S TIP TO EMERGING SALES LEADERS: "You have to believe in what you're doing, If you're a seller, you have to believe that what you're doing is going to help your customers. Reflect on that belief, reflect on what you do and the product you sell. If you're not, take time to reflect on that and put yourself in a position to find something that you can believe in and can actually get behind."
This is episode 252.
Read the complete transcript on the Sales Game Changers Podcast website.
TODD'S TIP TO EMERGING SALES LEADERS: "First, go to everybody in your organization and say thank you and find something that they did that helped you close a deal. Second, call every client you've got, don't email them and say, "Checking in, how are you feeling?" No, call them. Pick up the phone and Zoom them if you can, most people are thrilled to have some different human contact, you might be really surprised. Third, don't stop self-development. Read, read, read. Start a book club. Call your clients and say, "How would you all like to read this book with me?" I have clients doing that right now and it's another way to bring them together."
This is episode 251.
Read the complete transcript on the Sales Game Changers Podcast website.
VINCE’S TIP TO EMERGING SALES LEADERS: “Crisis does not build character; it reveals it and this pandemic has made us a better team, I saw some people who are not necessarily in official leader capacity step up, grab some people who were newer, put them under their wing, talk to them every day, help them through deals. These are the people you want to go to battle with, these are the types of people that you want in you organization because you know if they can be there in the difficult times, they’ll make even more hay during the good times. That was a great surprise.”
BOOMER’S TIP TO EMERGING SALES LEADERS: “Are you going to be 1% better tomorrow than you were today? If you’re not, change that. The best advice I’ve ever had in life is don’t give up and always improve and realize that we’re actually experiencing something that we’re going to look back on as a game changing experience in our lives both personally and professionally. If you’re not looking at it that way, do something different so you can look at it that way.”
This is episode 250.
Read the complete transcript on the Sales Game Changers Podcast website.
This is a replay of the OPTIMAL SALES MINDSET Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on June 4, 2020. It featured entrepreneur and coach Marissa Levin.
MARISSA'S TIP TO EMERGING SALES LEADERS: "Make a list of what you should start and a list of what you should stop doing. Focus on the things you can control such as your diet and the food that you're taking into your body. Are you exercising and getting fresh air? Are you calling people to feel connected to them? What about the content that you are digesting? We all need to focus on bringing in positivity and identifying the things that we must take out of our lives. And, it's so important to ask for help. You do not need to go through this alone at all."
This is episode 249.
Read the complete transcript on the Sales Game Changers Podcast website.
COLLEEN'S TIP TO EMERGING SALES LEADERS: "The people that are going to make it and thrive and win the future as we call it, are now saying, 'This is good, I'm being forced to learn how to use new skills, new technology. I'm learning to adapt and flex.' They're actually seeing that this is setting them up for future success. The others fall into what you call external locus of control. It's 'Woe is me' and these are generally the victims of the world. 'None of my prospects are buying, I have the worst prospects, I don't have a good product.' Their perspective is, 'I can only be successful and happy when external circumstances line up.' It's all perspective. If it is to be, it's up to me. Resilient people, they take control. 'I've got to do more activity, I've got to learn new skills, I need to be more consistent and asking for referrals, I need to practice more. Their whole mindset is, 'I'm not going to focus on what I can't control, I'm focusing on what I can control."
This is episode 248.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a replay of the OPTIMAL SALES MINDSET Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on May 14, 2020. It featured sales motivational speaker Alan Stein, Jr.]
ALAN'S TIP TO EMERGING SALES LEADERS: "As sales professionals, we need to do everything in our power to get rid of blaming, complaining and making excuses. Those three things will never ever do anything to improve your performance, improve your situation and they're certainly not going to help you improve your sale. Anytime we blame, we complain or we make an excuse we're actually taking responsibility off of ourselves and we're putting it on someone else. Sales professionals and high performers don't do that. We all need to live by a code of extreme ownership."
This is episode 247.
Read the complete transcript on the Sales Game Changers Podcast website.
CAM’S TIP TO EMERGING SALES LEADERS: “One actionable thing sales professionals should take it is to reach back out to their last 3 managers to thank them. Check in and ask them for one bit of advice. Ask them, “You know me, if I am working to improve myself, what do you think I should do?” Since they’re not your managers anymore they’ll probably tell you what that area of opportunity is. I’ve done that recently [laughs] it was quite insightful. I got a lot of good feedback.”
This is episode 246.
Read the complete transcript on the Sales Game Changers Podcast website.
Diane's segment begins at the 26 minute mark.
MIKE'S TIP TO EMERGING SALES LEADERS: "Every successful person I know has been defined by difficulty at some point in their career that they fought through, that's without exception. These times are opportunities for us to power through it, to learn from it, to profit from it, this is an opportunity. It is a gift for us so don't squander it, take advantage of it."
DIANE'S TIP TO EMERGING SALES LEADERS: "Awareness is the most important pivotal moment for you. When you notice something showing up for you just take a moment and notice it. That observing capacity makes it easier for you then to move and in these moments I'd just invite you to say, "What is one thing that you would do to move yourself forward?"
This is episode 245.
Read the complete transcript on the Sales Game Changers Podcast website.
EDITOR’S NOTE: We conducted this interview in February 2020. Since the show was released during the pandemic, we asked Todd what his advice is for sales professionals now. He offered the following:
- Show empathy in all your communications— As a sales leader, you need to give your teams ample oxygen to sustain life in the new normal. This includes being human. Some tactics to consider might include doing weekly, high-touch videos (that show you with your family) so your team sees all of you, and is reassured that we’re all in this together. Additionally, be transparent. We’ve found that our employees like to hear from our leadership frequently, and that they appreciate the candor and open lines of communication.
- Remain tech-savvy—As sales professionals, we’re all 100% inside sales reps now and there are incredible technologies we can quickly adopt so that we still can maintain intimacy with our customers, who by the way, are all feeling and experiencing the exact same things we are as sellers and company officers.
- Redefine success—We all want signed orders and uninterrupted revenue flows. However, we also need to adjust to this unprecedented time by adapt our definitions of success. Of course, sales is about bookings, but it’s also about the ‘building blocks’ of bookings, including forging new customer contacts, implementing smart outreach campaigns, providing demonstrations of new features, and reminding people of the essence of your product’s value. It’s basic stuff, but it is authentic, and plants the seeds for eventual growth.
- Be pithy— Right now, people are starved for time, so cut to the chase. Nobody—not a single professional—can recall a time where you’re simultaneously a) making the kids breakfast, b) responding to a forecast request from the board, all while c) trying to jam in a last-minute home-delivered grocery order (before your window closes). Be kind, be relevant, be brief.
This is episode 244.
Read the complete transcription on the Sales Game Changers Podcast website.
CHRISTINE'S TIP TO EMERGING SALES LEADERS: "The biggest thing I've learned is an increased appreciation for being empathetic and really trying to understand where people are in their journey in life and how that impacts how they show up and what they can actually produce at work."
IVY'S TIP TO EMERGING SALES LEADERS: "A lot of what we're dealing with starts with a conversation. The issues that are going on in the country and how we deal with them personally and as a business in society and again, it starts with a conversation. When you understand people a little bit more, it takes a lot of that off the table of how we make decisions or not. That's part of what we've been doing more and more the past few months."
This is episode 243.
Read the complete transcript on the Sales Game Changers Podcast website.
This is a replay of the Creativity in Sales Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on May 29, 2020. It featured author of Selling with Noble Purpose and Leading with Noble Purpose author Lisa Earle McLeod.
LISA'S TIP TO EMERGING SALES LEADERS: "The beauty of being in sales is you make a difference to customers every single day and you're part of the economic engine that the country needs very desperately right now. Right now, decouple your self-esteem from your ability to hit a target. Targets matter, money matters but they can't be the only source of your self-esteem right now. We owe it to the world to put forward right now the most emotionally engaging higher purpose, compassionate, empathetic, assertive sales teams that the world has ever seen."
This is episode 242.
Read the complete transcript on the Sales Game Changers Podcast.
Listen to Dominic Strada's original Sales Game Changers Podcast.
DOMINIC'S TIP TO EMERGING SALES LEADERS: "If you're not willing to change based on market conditions or whatever changes that day, you're going to fail. Consumers are shopping different, they're looking for different things. You're dealing with different things internally whether it's on the supply side or the people side so ask what do I need to start, stop and continue with my products, my route to market, my customer communications, my customer interaction and my people interaction."
This is episode 241.
Read the complete transcript on the Sales Game Changers Podcast website.
We conducted this interview with Matthew Pollard in February 2020 before the pandemic. Since the show was released during the pandemic, it's so valid as we need to draft interesting stories to help our customers recover from the resultant economic challenges.
MATT'S FINAL TIP TO EMERGING SALES LEADERS: "People remember 22 times more information when it’s embedded into a story which makes it so much easier to sell. Block out time to write a story, perfect it, learn it and then actually put the skill into action and you'll see a transformation in your sales results."
This is episode 240.
Read the complete transcript on the Sales Game Changers Podcast website.
This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on June 3, 2020.
It featured sales leaders Frank Dimina (Splunk) and Craig Mueller (FireEye.)
This is episode 239.
Read the complete transcription on the Sales Game Changers Podcast website.
TREVOR'S FINAL TIP TO EMERGING SALES LEADERS: "If you're going to get into sales, you've got to be prepared to handle pressure. If you're not confident it's definitely not the career for you. You always must be confident. You must be confident when you're winning and most importantly you have to be confident when you're failing. If you're not believing in yourself you're just not going to inspire anyone to purchase from you."
Trevor Vale is the SVP and Global Head of Sales at Diligent.
He worked at Intercontinental Exchange and Thomson Reuters
Find Trevor on LinkedIn here.
This is episode 238.
Read the complete transcript on the Sales Game Changers Podcast website.
This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on May 27, 2020. It featured sales leaders Tamara Greenspan (Oracle) and Tim Atkinson (ACS Group).
Listen to Tamara Greenspan's Podcast. Listen to Tim Atkinson's Podcast .
TIM'S TIP TO EMERGING SALES LEADERS: "From Mahatma Gandhi. 'Keep your thoughts positive because thoughts become words. Keep your words positive because words become behavior. Keep your behavior positive because behavior becomes habits. Keep your habits positive because your habits define your destiny.' I'm an attitude guy, I talk about it all the time, I believe in it all the time, I try to live it all the time in terms of positivism with my team and clients. Words, habits, behaviors become destiny. That's what it's about."
This is episode 237.
Read the complete transcript on the Sales Game Changers Podcast website.
RAKHI'S FINAL TIP TO EMERGING SALES LEADERS: "Map out your short- and long-term goals and think about what you need to get there. I have acquired experience in sales, business development, financing and sales strategy and now my organization actually technically sits underneath marketing. I'm getting all of these different experiences and I encourage people to think about what you want your long term goal to be and how you want to fill your tool belt."
Rakhi Voria is the Director of Global Digital Sales Development at IBM.
Prior to coming to IBM, she was at Microsoft.
She is Forbes contributor and is passionate about advancing women in sales. Learn more about the IES Women in Sales Leadership Forum.
This is episode 236.
Read the complete transcript on the Sales Game Changers Podcast website.
This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on May 20, 2020. It featured sales leaders Gary Milwit (JG Wentworth) and Expert Sales Trainer Bob Greene.
BOB’S TIP TO EMERGING SALES LEADERS: “What’s my advice for sales professionals today? First thing I would do is pick up the phone. When you’re having a conversation with your prospects, just pick up the phone and say, “I’m calling to see how you’re doing. I want to understand your business and what challenges you’re facing.” Once your prospect realizes that it’s not a sales call and that it’s a caring call that’s huge because now you have an opportunity to hone your phone skills and build rapport the same time.”
This is episode 235.
Read the complete transcript on the Sales Game Changers Podcast website.
Victor Hoskins is the President CEO of the Fairfax County Economic Development Authority.
Prior to taking over this role he had a similar position with Arlington County.
On today's program, he details the steps he and the team took to win one the biggest economic deals ever seen.
VICTOR'S FINAL TIP TO EMERGING SALES LEADERS: "First, if you listen to the client you can't lose. A lot of people do not hear the pain points, a lot of people do not pay attention to the client, they're so busy selling their product they're not listening to the client. The client has a need, find that need out. The client has pain, find that pain point and cure it. And second, you do nothing alone. Sales is a team sport. "Do not go out alone, do not pitch alone because you need somebody observing while you're working and you need somebody working while you're observing."
This is episode 234.
Read the complete transcript on the Sales Game Changers Podcast website.
This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on May 13, 2020. It featured sales leaders Dan Cole (The Spy Museum) and Steve Richard (ExecVision).]
DAN’S TIP TO EMERGING SALES LEADERS: “If you feel your empathy to your customers is getting stale I would say take a day or a week off because nothing’s changed in sales. Empathy should always be a part of what we do whether we’re in a pandemic or not. It is what is going to allow us to move our business forward.”
This is episode 233.
Read the complete transcript on the Sales Game Changers Podcast website.
MAJOR TIP TO EMERGING SALES LEADERS: "The solution is us, sales professionals. We are the remedy and our employers need us to sell their way out of this. That means we don't have the luxury of burying our heads in the sand and waiting for this all to be over, we need to do something now. We really don't have a choice. We need to take key actions now. Some salespeople are afraid to reach out to prospects and clients now but sales is not to be feared but rather revered. If your heart is in the right place, you'll never be wrong which means you should have no fear of making calls to prospects and clients right now."
This is episode 232.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on May 6, 2020. It featured sales leaders Patrick Devlin (Meridian) and Jennifer Fisher (WorldStrides).
PATRICK'S TIP TO EMERGING SALES LEADERS: "Somebody said we're all on the same boat with this thing but I'm a sailor and I'll say that we're not in the same boat, we're in the same storm. The situation on anybody else's boat might be very different than yours so try to really tune into that. You have some customers that are flourishing and you have some that you think might be but they're not. The economic impact is not equal and you really do need to understand that."
This is episode 231.
Read the complete transcript on the Sales Game Changers Podcast website.
This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on May 1, 2020. It featured The Honesty Guy, Steven Gaffney.
MAJOR TIP TO EMERGING SALES LEADERS: "In any crisis, there are 8 stages that people, teams and organizations go through but the best ones move from crisis reaction to crisis growth. One way to ensure this is to develop Consistently High Achieving Teams. These teams produce consistently high achieving performers."
This is episode 230.
Read the complete transcript on the Sales Game Changers Podcast website.
Jim Van Stone is the President of Business Operations and the Chief Commercial Officer for Monumental Sports and Entertainment, the company behind the Washington Wizards NBA team, Washington Capitals NHL hockey team, and other teams and enterprises and the arenas where they play.
EDITOR'S NOTE: Since we conducted this interview before the Pandemic of 2020 hit, we asked Jim what his advice is for sales professionals during the pandemic. He offered the following:
- The evolving landscape is an opportunity to provide clarity of your brand: stay true to your foundational principles and let those guide your decision-making.
- Consistently showcasing your value will help you weather systemic changes. People expend resources - time, money or loyalty - based on its connection to a return on investment. Give them something to value.
- This is the time to qualify and quantify your stretch goals and look at them with fresh eyes. Don't be burdened by past norms; it's all a clean slate now. Trying to fit within previous models is a waste of effort, so choose to be bold.
This is episode 229.
Read the complete transcript on the Sales Game Changers Podcast website.
This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 28, 2020. It featured sales leaders Jeffrey Wolinsky (WTOP) and Brian Ludwig (Cvent).]
MAJOR TIP TO EMERGING SALES LEADERS: “What are you doing to be a good friend to the people that you have relationships in life that are mutually beneficial? Think about that and apply that to sales. Friendships are built on like experiences – we’ve had like experiences with our clients that continue to renew from us year after year. How do we continue those like experiences – by having some version of contact, touching, relationship talking, whatever it is, continuing like experiences that take place through situations like this. You get value out of spending time with somebody, you get value out of advice from a friend, you get value out of laughter from a friend, you get value out of something that a friend does. Apply that to business, they get value out of what they buy from you so first, apply the friendship method of like experiences, create lasting friendships”
This is episode 228.
Read the complete transcription on the Sales Game Changers Podcast website.
EDITOR'S NOTE: We conducted this interview before the Pandemic hit, so it's pretty impressive how good the social distancing was below. Since the show was released during the COVID-19 pandemic, we asked Amtower what his advice is for sales professionals during the pandemic. He offered the following:
- Make certain your profile is totally up-to-date and accurate. You may want to add your contact info if you want people to reach out;
- Find information worth sharing with those in your 1st network. Post these on you profile. If you go to the Home page (LinkedIn navigation bar top left) you have two options for sharing: as a post or as an article. If you are simply sharing an article, put the link to the article in the "Post" section. You can add a few lines if you want to point out key points in the article. This will be shared with your 1st degree network via their "Home" pages
- It's a great time for account-based marketing. Reach out to those in your key accounts and personalize the message, which should encourage a response. If possible, then move the conversation to Skype or Zoom.
MARK'S FINAL TIP TO EMERGING SALES LEADERS: "The main thing you have is your reputation so maintain that every day. I don't do things I can't tell my wife and children, period. Same thing with my customers, I'm not going to say, "Sure, I can do that." I will say, "No, let me aim you at somebody who can help you who's much better than I am" or, "That's just not what I do at all, let me find somebody." I have a network of experts around me that cover literally every aspect of doing business with the government, I'm comfortable referring them. You should also build that type of network."
This is episode 227.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 21, 2020. It featured sales leaders Mike Durso (Veeam and Connor Marsden (Salesforce).
MAJOR TIP TO EMERGING SALES LEADERS: "How do we stabilize our customers today? How do we help them shift to some of the new realities we have to deal with? We're trying to help our customers normalize. How do we get them to the point where they can continue to operate their business, that they can plug their gaps that they have digitally and create a new steady state as we go through this virus."
This is episode 226.
Read the complete transcript on the Sales Game Changers Podcast website.
This is a replay of the Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 17, 2020. The guest is Mark "The Sales" Hunter.
MAJOR TIP TO EMERGING SALES LEADERS: “There’s still three levels of sales. Repeat, Get and Create. Repeat are your existing customers that come back and buy from you time and time again or maybe a referral. This is business that’s coming to you because you’ve done something with somebody before. Focus now on the Repeat. You’ve got to double down your efforts here.”
This is episode 225.
Read the complete transcript on the Sales Game Changers Podcast website.
We conducted this interview in February 2020, hence the poor social distancing below. Since the show was released during the COVID-19 pandemic, we asked Diane what her advice is for sales professionals during the pandemic. She offered the following:
- Take really great care of yourself. Nutrition, Sleep, Movement, etc.
- Keep sourcing yourself with positive and visionary messages from inspiring, motivating and wise leaders (like IES provides.).
- What your mind focuses on is what you create. Spend time envisioning the future with your clients. What do you see is possible over the horizon? What can you do now to make the future a reality?
DIANE'S FINAL TIP TO EMERGING SALES LEADERS: "When I think about selling I even change the word, I say I'm just going to go care about somebody today, I'm going to care about what they need and hopefully there's a good fit for me and my company."
This is episode 224.
Read the transcript at on the Sales Game Changers Podcast website.
This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 15, 2020. It featured sales leaders Susan Lee (MOI), Christopher Ware (NAIOP) and Joe Alvarez (NOS).
MAJOR TIP TO EMERGING SALES LEADERS: “Empathy starts from the top down. It starts from the president of the company and it goes all the way down. Communicating, connecting, letting people know that we understand, “We’re challenged just like you’re challenged in your business” is everything to the empathetic part of supporting your clients.”
This is episode 223.
Read the complete transcription on the Sales Game Changers Podcast website.
[EDITOR'S NOTE: This is a replay of the Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 10, 2020.]
MAJOR TIP TO EMERGING SALES LEADERS: "GRIT is doing whatever it takes to get the job done, as long as it's moral, ethical and legal."
This is episode 222.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 1, 2020. It featured sales leaders Eric Trexler (Forcepoint), Jennifer Ives (3Pillar Global) and Matt McDarby (Fidelus).]
MAJOR TIP TO EMERGING SALES LEADERS: "Be incredibly empathetic to the challenges that they might have on their plate today, those challenges are going to be different from 8 weeks ago and be very aware of it. Do not waste your customer's time, understand where they're coming from, add value in that conversation."
This is episode 221.
Read the complete transcript on the Sales Game Changers Podcast web site.
We conducted this interview in January 2020. Since the show was released during the COVID-19 pandemic, we asked Sally what her advice is for sales professionals during the pandemic. She offered the following:
- Take care of yourself and those that are important to you - that includes your customers. What can we deliver now to help during the pandemic? Dun & Bradstreet has offered free access to specific data and analytics to assist with the pandemic response and economic recovery.
- Data and analytics for government are more important now than ever, the opportunity is in uncovering how we are relevant in new ways. Reach out, listen, understand the shifting priorities of your customers.
- Invest in yourself- take time to read/listen to that book you’ve been staring at (mine is John Sculley’s Moonshot), take that online course to sharpen your skills, learn something new that will benefit you and your customers.
SALLY'S FINAL TIP TO EMERGING SALES LEADERS: "Continue to be a learner but I also want to say that as you advance your career, take time to reach back. Share your knowledge and skills with somebody who's new to the role. We all came to our success through the help of others. Remember, you've got to give back."
Sally Block is a VP Sales, Dun & Bradstreet Government Solutions.
Prior to coming to Dun & Bradstreet, she held sales leadership positions at CCH Wolters Kluwer and Bloomberg BNA.
Sally can be found on LinkedIn here.
This is episode 220.
Read the complete transcript on the Sales Game Changers Podcast.
[EDITOR’S NOTE: This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 8, 2020. It featured sales leaders Paul McConville from Hobsons and Dorean Kass from Neustar.]
Watch the webinar here. Listen to Paul McConville’s Podcast . Listen to Dorean Kass’ Podcast.
MAJOR TIP TO EMERGING SALES LEADERS: “The big thing for us (Neustar) and the focus for us is maintaining the connection between the team, the individual contributors, the management, the support organizations and the other components of the functional team.“
This is episode 219.
Read the complete transcription on the Sales Game Changers Podcast website.
We conducted this interview in January 2020. Since the show was released during the COVID-19 pandemic, we asked Denise what her advice is for sales professionals during the pandemic. She offered the following:
- “This is the perfect time to practice your research, personalization and empathy, all elements of a Sales Done Right approach.
- Business is still getting done, but needs have changed.
- Make sure to take the time to find out what has changed and work to adjust to meet your prospects and customers’ needs. What a great time to create trust and loyalty!
DENISE'S FINAL TIP TO EMERGING SALES LEADERS: "It's Sales Done Right. Nothing takes the place of you doing the work. Athletes practice no matter how great they are, lawyers practice before they go into the courtroom, we have to practice. We have to be good at our elevator pitch, we have to be good and know the questions ahead of time, we have to be prepared with understanding who we're talking to, we have to know how those people want to be talked to and talked with, what are the best ways. The biggest tip that I would say is do the work, prepare and do the work."
This is episode 218.
Read the complete transcription on the Sales Game Changers Podcast website.
We conducted this interview in late 2019. Since the show was released during the COVID-19 pandemic, we asked Jason what his advice is for sales professionals during the pandemic. He offered the following:
- Take special time and attention to care for your internal customers (employees & associates) during this time of unprecedented uncertainty. A real Sales Game Changer is concerned about BOTH internal and external customers right now.
- Many of your customers and prospects may be in distress and will be most receptive to creative solutions that addresses their current situation today charts a path forward in these difficult days.
- Double down on your website and digital marketing strategy as social distancing will likely be the new normal for some time.
We conducted today's interview in Detroit, Michigan.
Jason Wize is the president at MediaProNow. He's a business leader who understands sales.
Prior to becoming the president of MediaProNow and founding the company, he was a sales leader at Radio Shack and JPMorgan Chase.
We did the interview at TechTown, a really exciting co-working place, about 4 miles from Downtown Detroit.
Jason can be found on LinkedIn here.
This is episode 217.
Read the complete transcript on the Sales Game Changers Podcast website.
MAJOR TIP TO EMERGING SALES LEADERS: "We're not here to just survive. If we can adapt to these changes, we can actually thrive during this time and we can help our customers do that."
Fred Diamond: For today's webinar I'm very excited to have Tom Snyder. Tom is an internationally recognized speaker and sales expert, he is the managing partner of Funnel Clarity, he's a world-renowned speaker on sales training and sales consulting practices. His company, Funnel Clarity, has customers around the globe that they do sales training and sales consulting for. He's spoken a number of times at the Institute for Excellence in Sales, he's also been a key note speaker at our award event and he's also the author of two best-selling McGraw-Hill business books. Tom, it's great to have you on today's webinar, I'm really interested to hear what you're talking about, you're going to give us 6 things sales professionals should do to be successful and productive. Let's take it over.
This is episode 216.
Read the complete transcription on the Sales Game Changers Podcast website.
MAJOR TIP TO EMERGING SALES LEADERS: "Empathy is the key right now."
Darrell Gehrt is the Vice President of Sales, Mobile Solutions at Cvent. Listen to his podcast episode here.
Randy Wood is the Vice President of Web America Sales at Akamai Technologies. Find his podcast episode here.
Denise Hayman is the Chief Revenue Officer at Expel. Her show will broadcast in April.
This is episode 215.
Read the complete transcription on the Sales Game Changers Podcast website.
DONALD'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is really the thing that measures how well our company is doing, you're selling or you aren't, you're winning against the competition or you aren't. You're out on the front lines, you're the engine that drives the growth here and it's very clear whether we're doing something right or not because we're selling and retaining customers."
Donald Thomas is the VP and General Manager at Bloomberg Government (BGOV).
Prior to coming over to Bloomberg, he held leadership positions at Dell, SRA and Ernst & Young.
Donald can be found on LinkedIn here.
This is episode 214.
Read the complete transcription on the Sales Game Changers Podcast website.
[EDITOR'S NOTE: We conducted this interview in early 2020. Since the show was released during the pandemic, we asked him what his advice is for sales professionals during the pandemic. He offered the following:
- Empathy in these unprecedented times is a leadership trait we must exhibit with customers and employees alike.
- I’ve been coaching the team that while we need to be sensitive in this current environment, we have services that can help our clients in these trying times, and to that end, prospecting can and should continue. As trusted advisors, the message must clearly articulate on how we believe we can help vs. attempting to prey on fear, uncertainty and doubt.
- I’m also making it a point to conduct skip level check-ins and call 2 or 3 of my direct field reps each day to see how they and their families are doing. This gives me the opportunity to reinforce with them all we’re doing at the corporate level to help, as well as gather feedback from the field on both their mindset as well as that of the customers with whom they’re speaking.
- Finally, with everyone being remote we are promoting the use of webex to drive more engaged conversations. I’m also about to launch ‘virtual office hours’ where multiple times per week members of the team can log in and ask any questions they may have or simply chat with myself and their peers.
CRAIG'S FINAL TIP TO EMERGING SALES LEADERS: "Prospecting can and should continue (during the pandemic). As trusted advisors, the message must clearly articulate on how we believe we can help vs. attempting to prey on fear, uncertainty and doubt."
Craig Pentz is the SVP of Risk and Customer Information Sales at Neustar.
Prior to coming to Neustar, he held sales leadership positions at TARGUSinfo and FRANdata.
If you're a loyal listener of the Sales Game Changers podcast you might recognize Neustar, we interviewed Dorean Kass about a year and a half ago and Craig works in his organization.
Read the complete transcript on The Sales Game Changers Podcast website.
RAZA’S FINAL TIP TO EMERGING SALES LEADERS: “I think the most important thing is to not be afraid of chaos. The value that we bring as sales people to our organizations is really that ability, that courage to deal with chaos. Know that when you’re out there you’re not always going to have a linear response such as “I have done this, this, this and therefore, I will get that, that, that.” Be able to deal with chaos and take it head on. And, in fact, use it to your advantage.”
Raza Latif serves as the President of NuAxis Innovations, an information technology services firm that supports a variety of major federal government clients.
With over 20 years of experience in the ever changing IT industry, he leads NuAxis’s Business Development and Service Delivery Teams maintaining a sharp focus on creating and delivering IT solutions for the Federal Government that maximize alignment of IT and mission objective.
Raza holds a Master of Science in the Management of Information Technology from the University of Virginia, UVA, The McIntire School of Commerce and a Bachelor of Science in Electronic Engineering from the GIK Institute of Engineering.
Find Raza on LinkedIN!
Read the transcript on the Sales Game Changers Podcast website.
JOE'S FINAL TIP TO EMERGING SALES LEADERS: "This is the thought I give my employees and I give my kids, and I really believe in this. Life is short. Every day counts. Whatever you do, do it 100% and do it with passion, and at the end of the day use the mirror test. Look yourself in the mirror, you can't lie to that guy on the other side, and say, "Did I give everything I could give today?" If the answer is yes, you had a pretty good day. If it isn't, then you probably didn't."
Joe Alvarez is the co-owner and chief sales officer at National Office Systems, also known as NOS. It's one of the nation's largest providers of automated storage and retrieval systems, bio-metric asset protection and asset tracking and records management. NOS is headquartered in the DC metro area.
Joe and his partner acquired NOS in 1991 when it was a 5 person firm. Since 1991, Joe's main focus has been to grow profitable revenues directly overseeing the sales and marketing team. Today NOS employs over 100 employees and has grown revenue on an average growth of 12% per year.
Find Joe on LinkedIN!
This is episode 213.
Read the complete transcript on the Sales Game Changers Podcast website.
NOUR'S FINAL TIP TO EMERGING SALES LEADERS: "You're going to meet individuals who fundamentally change both your direction as well as your ultimate destination. We call those individuals Curve Benders. Where are they? How do we find them? More importantly, how do we become one? What I want for your listeners is to look back and say, "Did I really make a difference? Was I one of those Curve Benders that changed the trajectory of someone's career, sales success, if not their life?"
David Nour is a leadership adviser, executive coach and the best-selling author of 10 books that have been translated into 8 languages.
His first book was called Relationship Economics, we're going to spend a lot of time talking about that.
His most recent book is called Co-Create, it came out in 2017.
We talked about how our listeners can get more value out of their business relationships.
Nour can be found on LinkedIn here.
Read the complete transcript on the Sales Game Changers Podcast website.
MIKE’S FINAL TIP TO EMERGING SALES LEADERS: “You are working at a fraction of your capability. What if you can grow your sales and income 20% a year? It’s 1% more prospecting, 1% better referrals, 1% more skill, 1% better negotiation, 1% better networking, etc. You find 20 ways every year to improve 1%. If you can improve 1% a year, you will be a seven-figure sales leader in a matter of years.”
Mike Schmidtmann of Trans4mers is a business coach working with owners and sales leaders in the information technology field.
He works with many high-profile salespeople including some who make seven figures and more. He helps them open new accounts, win new logos, and expand their share of customer spending.
This is episode 212.
Find the complete transcription on the Sales Game Changers Podcast website.
ALYSSA'S FINAL TIP TO EMERGING SALES LEADERS: "Make sure that you're able to add value in every conversation - even those that have nothing to do with the solution that you sell. Find out what your buyers and prospects care about, whether that's on LinkedIn or elsewhere, and go in and help them get better at their jobs because they've spent that time with you."
Alyssa Merwin is the Vice President Sales at LinkedIn and is the Head of LinkedIn's Sales Solutions business for the Americas where she leads a multi-national commercial organization dedicated to helping sales and marketing organizations leverage the power of digital selling.
She was also a sales leader at CEB which is now part of Gartner.
Alyssa can be found on LinkedIn here.
Read the complete transcription on the Sales Game Changers Podcast website.
ALEX’S FINAL THOUGHT FOR SALES LEADERS: Everyone I’m sure has heard the expression, “Life is a marathon, not a sprint” and I live that so I would introduce that people just need to understand ‘what race do you want to run in’ because it’s certainly not a sprint and if you’re in your twenties. Do you want to run a 10K, do you want to run a half marathon’? It’s just calibrating your life ambition, career ambition and just understanding and having a very clear vision at that point in your life what race do you want to run in so you could prepare accordingly.”
Alex Bartholomaus is the President and CEO at People Stretch Solutions, a Washington, D.C. based management consulting firm specializing in sales growth consulting and C level advisory serving the mid-market throughout North America and EMEA.
He’s also a published author and professional speaker on the topic of sales, leadership, emotional intelligence and elite business performances.
He started his career as a wine importer where he grew a family business from $1 million in revenue to $37 million in revenue over a 15-year period.
Find Alex on LinkedIN!
This is episode 211.
Read the complete transcript on the Sales Game Changers Podcast website.
MARC'S FINAL TIP TO EMERGING SALES LEADERS: "Some of this might be trite but you must always be continuously improving as a selling professional. Knowing about the technology is key but it's not nearly as crucial as paying attention to your sales PERFORMANCE. You have to treat your selling profession as a true craft and keep working to get better at it. If you're not doing that, you're going to lose."
Marc Gonyea is the cofounder at memoryBlue.
He's an expert on inside sales having managed nearly a thousand young SDRs (sales development reps).
We're talked about how to optimize phone sales and how young sales professionals can optimize their careers.
Marc can be found on LinkedIn here.
This is episode 210.
Read the complete transcription on the Sales Game Changers Podcast website.
ANDY'S FINAL TIP TO EMERGING SALES LEADERS: "Get curious about everything, get curious about your customer, get curious about their industry, get curious about their business model. I find curiosity to be a really great habit for a salesperson."
Andy Miller is president of Big Swift Kick, a top sales consultancy and training company.
On today’s show, we talked about acquiring, motivating and retaining top tier sales talent.
Andy gives some tips on how you can acquire and retain your top tier talent and how you as a sales professional can take your career to the next level.
Andy can be found on LinkedIn here.
This is episode 209.
Read the complete transcription on the Sales Game Changers Podcast website.
CRAIG'S FINAL TIP TO EMERGING SALES LEADERS: "Find a coach, find a mentor, find someone that you emulate and understand how they're being successful and to help you write down goals that you want to achieve. Doing these things will ensure that you will establish and then stay on the right path when times get tough."
When we interviewed Craig Mueller, he was the VP of Federal Sales at FireEye. He has since been promoted to VP of Public Sector.
Prior to coming to FireEye he held sales leadership positions at Cisco and BMC Software.
He was listed as a mentor of past podcast guest Paul Skurpski with XTIVIA
Craig can be found on LinkedIn here.
This is episode 208.
Read the complete transcription on the Sales Game Changers Podcast website.
BOB'S FINAL TIP TO EMERGING SALES LEADERS: "Sales professionals will always be successful if they leverage the insights they get from customers into value for them, for their customers and for their company. Salespeople are in a unique position to leverage that knowledge to help senior management in their organizations. In the hotel industry that gives them influence and the ability to influence design and capital expenditures at hotels. Leverage that and you're always going to position yourself well within any organization."
Bob Gilbert is the President and CEO of the Hospitality, Sales and Marketing Association International, known as the HSMAI.
We’ve interviewed other sales leaders from the hospitality market such as Frank Passanante (Hilton), Telesa Via (Kimpton Hotels), and Melissa Riley (Destination DC).
Bob can be found on LinkedIn here.
This is episode 207.
Read the complete transcription on the Sales Game Changers Podcast website.
FRANK'S FINAL TIP TO EMERGING SALES LEADERS: "Embrace the suck. Some of the territories that look really challenging or some of these projects that look really difficult, while hard and while challenging, can be the ones you're most proud of and produce the greatest results. If you take on one of these challenging roles, if you are successful in that role, you'll be legendary,"
Frank Dimina is the VP of Public Sector at Splunk.
Prior to coming to Splunk, he held sales leadership positions at Check Point Software and was at a number of startups typically in the cyber space.
Frank can be found on LinkedIn here.
This is episode 206.
Read the complete transcription on the Sales Game Changers Podcast website.
JUSTIN'S FINAL TIP TO EMERGING SALES LEADERS: "It ties back into the power of attitude, and belief in yourself and assuming the sale will happen. I always tell my team members I don't care what sales business you're in, be assumptive and get to the close. If you don't go for the close it's never going to happen. If you get over the fear of rejection by making sure you're going for the close you're going to find success."
We're doing today's show in Downtown Detroit, Michigan with Justin Lee. He's the Regional Vice President of Client Service for Rock Connections.
Rock Connections is part of the Quicken Loans family of companies.
Check out our previous show with Adam Stalmack from Rock Connections.
Justin can be reached at justinlee@rockconnections.com
This is episode 205.
Read the complete transcription on The Sales Game Changers Podcast website.
ADAM'S FINAL TIP TO EMERGING SALES LEADERS: "Don't ever quit. The other part of that is don't stop learning. Don't stop honing in on your craft and sharpening your skills, getting better. Keep finding out what makes it work and then tailoring it to what you do."
We're doing another show from Downtown Detroit, Michigan.
Adam Stalmack is the Regional Vice President of Sales for Rock Connections, which is part of the Quicken Loans family of companies. He's been here for 15 years.
Find Adam on LinkedIn!
This is episode 204.
Read the complete transcript on the Sales Game Changers Podcast website.
LARRY’S FINAL TIP TO EMERGING SALES LEADERS: “Create your own way of keeping score. If all you’re thinking about is hitting quota, if all you’re thinking about is hitting your month, hitting your year, hitting your quarter, hitting whatever those goals are, you’ll have those days where it’s very challenging to find success versus if you say, “There are different things beyond just making the sale.” There’s the showing up at the time that you said you were going to show up, remaining focused for the amount of time that you said you were going to remain focused on this task, and making the outbound activity that’s necessary, for example.”
Today’s show was recorded in Ann Arbor, Michigan where Thomson Reuters is based. This is the second of two interviews we’ve done with Thomson Reuters sales leaders.
Larry Goeckner is a Sales Director at Thompson Reuters, where he’s been his entire career.
Find Larry on LinkedIn!
This is episode 203.
Read the complete transcription on the Sales Game Changers Podcast website.
ROB'S FINAL TIP TO EMERGING SALES LEADERS: "Don’t rely on others to motivate you. Take personal responsibility for your own growth and development. That's bigger than just sales, that's about building a career. What can you learn that's new? How do you go out and find something that maybe is that game changer for you?"
Today's show was recorded in Ann Arbor, Michigan where Thomson Reuters is based. This is the first of two interviews we've done with Thomson Reuters sales leaders.
Rob Beattie is the Vice President for Sales and Retention in the Thomson and Reuters Tax Professionals Group.
He was the 2018 American Association of Inside Sales Professionals Executive of the Year.
Find Rob on LinkedIn!
This is episode 202.
Read the complete transcript on the Sales Game Changers Podcast website.
UMAR'S FINAL TIP TO EMERGING SALES LEADERS: "I want to share with people and I hope they get it in their hearts is that change is possible, change happens very quickly, you can make that change permanently. With technologies from applied neuroscience, neurolinguistic programming and others we have a deep understanding of how to create that change quickly and make that change permanent."
Umar Hameed is the developer of the NeuroBoosterz, a tool to help sales professionals optimize their performance by improving their mindset.
Here is the link to the app website: NeuroBoosterz - Software for your mind (https://neuroboosterz.com/)
He is an expert on changing human behaviors and he's worked with sales teams around the globe to help them improve their performance.
He’s an expert on Neuro-linguistic programming (NLP) and its applications in business and sales.
Find Umar on LinkedIn!
This is episode 201.
Read the complete transcription on the Sales Game Changers Podcast website.
PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Impact your own success. Don't rely on having that great sales engineer - you become the sales engineer. If you're a sales consultant and you really understand your product and you can deliver value to that company, they will view you differently."
Paul Skurpski is the VP of Sales at XTIVIA. He was the VP of Sales at PVBS, which was purchased by XTIVIA in March of 2018.
PVBS launched in 2003 and Paul has been the VP of Sales from Day 1. PVBS is well known in the Microsoft world.
This is one of the first interviews we've ever done with a business owner who took over the role of VP of Sales and has had tremendous success.
Find Paul on LinkedIn!
Read the complete transcript here.
VINCE’S FINAL TIP TO EMERGING SALES LEADERS: “Don’t give up. Follow up and persevere – show that grit. Those people who continue to forge ahead will always find a measure of success. Those that give up, they’re making their own choice to not be successful.”
Vince Burruano is the VP of Commercial Sales for JK Moving.
Prior to coming to JK he held sales leadership positions at Oce, Icon and Ricoh.
Find Vince on LinkedIn!
This is episode 200.
Read the complete transcription on the Sales Game Changers Podcast website.
SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "If you want to be a sales leader, be sure to really understand why. If you aren't willing to give up the glory and truly contribute through others, then you should really consider continuing to be the best sales rep you can be. I've worked for executives who felt if you didn't want to be the CEO of the company you're not motivated enough and I could not disagree more. Be authentic and true to yourself."
Shawn Rodriguez is the Vice President for State and Local Government and Education at Worldwide Technology, also known as WWT.
Previously he held sales leadership positions at NetApp, Splunk and Forescout Technologies.
Find Shawn on LinkedIn!
This is episode 199.
Read the complete transcription on The Sales Game Changers Podcast website.
PRAMOD'S FINAL TIP TO EMERGING SALES LEADERS: "Stay persistent because that victory might be right around the corner and you might give up just before you get there. I can think of many times where I've attempted or tried to sell 4, 5, 6, 7 times and on the 8th time we actually hit it and if we had given up it wouldn't have happened."
Today, we're talking to a very successful entrepreneur who understands the value of sales and the process.
Pramod Raheja is the co-founder and CEO of Airgility.
He's very active in the EO, Entrepreneurs Organization.
Find Pramod on LinkedIn!
This is episode 198.
Read the complete transcript on the Sales Game Changers Podcast website.
DONALD'S FINAL TIP TO EMERGING SALES LEADERS: "Every organization out there has some kind of problem, your prospects do. Somebody is going to solve that problem for them, so why not you? Take the advantage, go the high road, figure this out first and be the first one to solve the problem. If you do that, you stand out more than anybody else."
Donald Kelly is known as the Sales Evangelist.
He conducts workshops, keynote presentations, design sales processes, offer sales team training and coach sales individuals and executives.
He's the host of The Sales Evangelist podcast which is heard in over 155 countries.
Find Donald on LinkedIn!
Read the complete transcript on the Sales Game Changers Podcast website.
LYNNE’S CLOSING TIP TO EMERGING SALES LEADERS: “When you do more than you’re paid for, eventually you’ll be paid for more than you do. I truly believe that.“
Lynne Chamberlain is the VP of Business Development for Red Hat’s public sector division.
As the VP of Business Development, her responsibilities include major capture and selling to the systems integrators.
She’s worked at Unisys and was involved in starting Network Appliance’s public sector division.
She worked at Silicon Graphics where she was involved with the Cray acquisition. She also spent some time at Digital Equipment Corporation, NCR and Tektronics. When she was at Tektronics, she was the very first woman ever hired in sales.
Find Lynne on LinkedIn!
Read the complete transcript on the Sales Game Changers Podcast website.
This show originally aired on May 20, 2019.
CHRIS’ FINAL TIP TO EMERGING SALES LEADERS: “Every day is a chance for a new beginning – embrace that opportunity. Focus on what you can control, influence what you can influence and smile otherwise.”
Chris Wilkinson is the Senior Vice President of Sales at DLT.
Prior to coming to DLT, he held sales leadership positions at immixGroup and DHL.
Find Chris on LinkedIn!
This show originally broadcast on December 15, 2017.
Read the complete transcript on the Sales Game Changers Podcast website.
Keri Shull is the founder of the Keri Shull Team. She started her career as a top producer, selling new homes and condos for residential developers.
In five years, Keri went from founding her sales team and hiring her first employee to being the top agent in Virginia. Today her team has sold more than a billion in real estate and sells more than 200 million a year in real estate volume.
She and her team have radically changed the structure and expectations of a traditional real estate team to create unprecedented success for new agents.
On this podcast, she talks about how she is transforming the real estate sales profession. She also talks about how Tony Robbins helped her grow.
Read the complete transcript on the Sales Game Changers Podcast website.
VINEETA'S FINAL TIP TO EMERGING SALES LEADERS: “As sales people, we're in a unique position of speaking to hundreds of business leaders a year. We are closest to the market and what the market needs, and that's a powerful and fun place to be. Use it to learn and teach your prospects and your organization what you're hearing and you will quickly establish yourselves as a thought leader, close more deals and rapidly move up in the organization..”
Vineeta Mooganur is the Chief Growth Officer at Hanover Research. Her responsibility is to spearhead growth across key dimensions for their clients and for their employees. Hanover Research is an IES Premier Sales Employer (2019).
Prior to Hanover, she served as the VP of sales and partnerships at a healthcare startup. She was a managing director at CEB now Gartner and a case team leader at the management consulting firm Bain & Company.
This diverse experience of sales, client services, strategy and management has allowed her to give a unique perspective to her team as well as find unique ways to serve the market.
Find Vineeta on LinkedIN!
This is episode 197.
Read the transcript on the Sales Game Changers Podcast website.
MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Chase after what your dreams are, get after it, get to know good people, network and always add value in every interaction you're in. Have fun with it, too. It goes fast and if you put your hard work and talent to play, you're going to win."
Mike Knox is the VP of Commercial Sales at ThunderCat Technology.
We interviewed Dave Schlosser. Dave heads up Public Sector Sales at Thundercat.
Prior to coming over to ThunderCat Technology, Mike held sales leadership positions at Nehemiah security and LexisNexis, and he also spent some time with Oracle.
He also played minor league baseball in the New York Yankees organization.
Find Mike on LinkedIn!
This is episode 196.
Read the complete transcript on the Sales Game Changers Podcast website.
BARBARA'S FINAL TIP TO EMERGING SALES LEADERS: "Your last best experience is now your new expectation. Be continuously learning so that you can continue to provide value."
Today’s show was broadcast from the GM headquarters in Downtown Detroit.
Barbara Reznor is the manager of training for the GM Center of Learning.
The Center of Learning was a finalist for an IES - Institute for Excellence in Sales - Sales Excellence Award in 2019.
Find Barbara on LinkedIn!
This is episode 195.
Read the complete transcription on the Sales Game Changers Podcast website.
ERIC'S FINAL TIP TO EMERGING SALES LEADERS: "Everything you do should be geared around results, Focus on your customer, yourself, your business and put a plan together and enjoy the ride. To the leaders out there, focus on your people, be transparent and direct with them. Have a plan, always look at how we make them better."
Eric Trexler is the VP of Sales for Global Governments at Forcepoint.
He was recommended to us by some of our previous guests, Chris Townsend and James Yeager.
Prior to coming to Forcepoint, he held sales leadership positions at McAfee and served in the US Army.
Find Eric on LinkedIn!
[EDITOR’S NOTE: This interview took place on March 3, 2019. Some of the pricing details and other comments about LinkedIn features might have changed since this interview took place.]
Read the transcript on the Sales Game Changers Podcast website.
BRYNNE’S FINAL TIP TO EMERGING SALES LEADERS: “We are ignoring our new connections all the time. Put together a great welcome message that has an insight, a piece of content – not a sales pitch, don’t talk about you or your business. Give them some really great value that leads back to your solution but isn’t leading with your solution.”
This is a special episode with Brynne Tillman, the CEO at Social Sales Link.
She’s known as the LinkedIn Whisperer and is of the top LinkedIn for Sales experts on the planet.
We’re going to be talking about optimizing LinkedIn for Sales.
Find Brynne on LinkedIn!
This is episode 194.
Read the complete transcription on the Sales Game Changers Podcast website.
JAVIER'S FINAL TIP TO EMERGING SALES LEADERS: "Be tenacious. Just try, try, try. You're going to hear 'no' more than you hear 'yes' when you first start in your career and I know it sounds painful now, but that is where and how you learn. Get back up and do it again, and practice, practice, practice."
Javier Vasquez is the General Manager for solutions and technology for Microsoft's US Federal Government business.
He's been with Microsoft for 19 years. Prior to coming to Microsoft, he was at Digital Equipment Corporation and a handful of medical startups.
Find Javier on LinkedIn!
This is episode 193.
Read the transcription on the Sales Game Changers Podcast website.
TOM'S FINAL TIP TO EMERGING SALES LEADERS: "Any young professional that is interested in a sales career needs to find one or two mentors, somebody like myself, you or others that are willing and able to give them some advice and some coaching as they move along in their career."
Tom van Gorder is the Vice President of North America Sales at Clarabridge.
Previously, he held sales leadership positions at FranConnect, Arxan and VERISIGN.
Find Tom on LinkedIn!
This is episode 192.
Read the complete transcription on the Sales Game Changers Podcast website.
FRANK'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is a noble profession. Embrace a coaching mindset and also embrace the idea that everyone should always be learning. If you embrace this idea of an always learning mindset and you want to be better tomorrow than you are today, you'll have success and you'll have success in sales."
Frank Passanante is the Senior VP for Hilton Worldwide Sales - America's Hilton and he's been with Hilton for 28 years.
We conducted the interview at Hilton’s Global Headquarters in Tysons Corner, VA.
Find Frank on LinkedIn!
Read the transcript on the Sales Game Changers Podcast website.
CARL’S FINAL TIP TO EMERGING SALES LEADERS: “People like to buy from people that they know and if you’re struggling with how to get to know people, I’m going to tell you that people can connect on very personal levels. I think the deepest personal relationships you can develop with other people are through a religious affiliation, a cultural affiliation or a common mission. Join a group that you identify with religiously, culturally or at a shared mission, such as disease-oriented organizations. Try to connect on a deep personal level with people in the business community by getting involved and when you need to reach out to them, you’re reaching out to a friend. You’re not reaching out to a stranger, you’re not making a cold call, you’re reaching out to somebody who you’ve spent hours with working on something that’s important to them.”
Carl Grant is the EVP of Business Development at the Cooley law firm.
Prior to coming to Cooley, Carl worked at PricewaterhouseCoopers and two venture-backed startups.
Find Carl on LinkedIn!
This is episode 191.
Read the complete transcription on the Sales Game Changers Podcast website.
DAN'S FINAL TIP TO EMERGING SALES LEADERS: "Have fun with what you're doing. Fuel the things that you're most passionate about. It's not just about winning, it's about how you get to the finish line. I encourage everyone to take risks, have fun but more importantly, go make it happen."
Dan Maier is the Senior VP of Sales for Ellucian.
Prior to taking over sales leadership at Ellucian, he was at CRS, Illume and PTC.
Dan also served 4 years active duty in the 82nd Airborne Division.
Find Dan on LinkedIn!
In honor of the Washington Nats winning the World Series, we're pleased to run this encore podcast episode.
Read the complete transcript on the Sales Game Changers Podcast website.
RYAN’S FINAL TIP TO EMERGING SALES LEADERS: “Find your strengths and be proud of those strengths. That’s what people want you for once you’re able to know exactly what those are.”
Ryan Bringger is the Vice President for Ticket Sales and Membership for the 2019 World-Champion Washington Nationals baseball team.
His well-rounded background includes experiences in ticket sales and service, premium seating and suite sales and service. He has significant experience in the sports industry and has managed and hired one of the largest sales teams in all of professional sports.
He’s also been heavily involved in the sales and servicing of multiple, all-inclusive premium seating clubs, branded areas, ticket programs, loyalty programs and luxury suites.
Find Ryan on LinkedIN!
This is episode 190.
Read the complete transcript on the Sales Game Changers Podcast website.
Alan Meltzer is a sales legend.
ALAN'S FINAL TIP TO EMERGING SALES LEADERS: "One, get smart, read, study. Two, there's no substitution for perspiration, work your ass off, it's that simple."
Alan Meltzer founded NFP -The Meltzer Group in 1982 as a single insurance agen.
He has since grown the company to one with over 200 dedicated employees across five divisions.
Alan has earned MassMutual's highest honor, Agent of the Year, an unprecedented 18 times in his career.
Find Alan on LinkedIn!
Read the complete transcript on the Sales Game Changers Podcast website.
DOMINIC’S FINAL TIP TO EMERGING SALES LEADERS: “Never get comfortable. If you always have that mentality that either you don’t know enough or somebody can take away what you have today, you’ll lose your edge. Never think you have a problem solved long-term and never think you have all the relationships that you need in order to be successful.”
For the first time we’re interviewing someone from Nestlé.
We’re talking to Dominic Strada, he’s the Head of Sales for Nestlé Nutrition.
Prior to this role he was the VP for Pet Specialty and e-Commerce at Nestlé Purina Pet Care.
This is episode 189.
Read the complete transcript on the Sales Game Changers Podcast website.
CAM'S FINAL TIP TO EMERGING SALES LEADERS: "If you start with your customer in the center of everything you do and work backwards from there from a sales process perspective, and you've cultivated your partners along the way, your journey will be successful. If you are adding value at all points along the way, your journey will be successful."
Carrie-Anne Mosley, known as CAM, is a Sales Leader for Amazon Web Services Enterprise Sales.
Prior to coming to Amazon Web Services she held sales leadership positions at SAP, Oracle and Salesforce.com.
She was listed as a mentor on James Yeager's SGC episode.
Find CAM on LinkedIn!
This is episode 188.
Read the transcript on the Sales Game Changers Podcast web site.
MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Take accountability for your actions and before you look at someone else in your organization, look at what you could have done differently to change the situation."
Mike Durso is the Vice President for US Enterprise at Veeam Software.
Prior to coming to Veeam, held sales leadership positions at VMware and Dell.
We also interviewed Mike Miller from Veeam for this podcast.
Find Mike on LinkedIn!
This is episode 187.
Read the transcript on the Sales Game Changers Podcast website here.
BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Don't look back, look forward. Do the right thing each and every day and lead by example. Have an attitude of gratitude. "
Brian McGuinness is the VP of Residential Sales at JK Moving.
Prior to coming over to JK he held sales leadership roles at the North American Housing Corporation.
He was an infantry officer with the US Army for 10 years.
We also interviewed Vince Burruano from JK Moving for this podcast.
Find Brian on LinkedIn!
This is episode 186.
Read the complete transcription on the Sales Game Changers Podcast website.
DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "I think too often we don't step back and think about the fact that we're helping people and it's something that's a very important part of a company's existence and the American economy. We make a difference. Every day I get up and I'm excited to go and talk about these brands and help our clients grow their business."
David Scopinich is the VP and Director of Sales at Entercom, Philadelphia.
Dave has been in radio advertising sales since 2007.
We also interviewed Ivy Savoy-Smith, Dave's counterpart in Washington DC for this podcast.
Find Dave on LinkedIn!
This is episode 185.
Read the complete transcript on the Sales Game Changers Podcast website.
PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Put your cell phones down. This is a face-to-face business and I think unfortunately the younger generation of folks coming in have grown up with mobile technologies and they really believe that they can communicate in an effective manner by text messaging or social media or even email. The most important thing is networking and get face-to-face. If you're going to use your cell phone, actually use it as a phone."
Paul Smith is the General Manager for Red Hat Public Sector.
Prior to that, he held sales leadership positions at Veritas, Netscape and Oracle.
He received the Lifetime Achievement Award from the Institute for Excellence in Sales in 2017
Find Paul on LinkedIn!
This is episode 184.
Read the complete transcript on the Sales Game Changers Podcast website.
LEE'S FINAL TIP TO EMERGING SALES LEADERS: "Negotiation isn't about a winning and a losing part - negotiation is about winning for both sides. If you go into a conversation with a customer or you go into any type of interaction in life and you think about it that way, you're probably going to be better off. Leave some money on the table for the next guy and keep moving."
Lee Kestler is the Chief Commercial Officer at Vantage Data Centers.
He's been in the data center space for 20 years.
Previously, he was involved with DuPont Fabros Technology (since purchased by Digital Realty), where he was very instrumental in bringing them to market and their success.
Find Lee on LinkedIn!
This is episode 183.
Read the complete transcription on the Sales Game Changers Podcast website.
MICHAEL'S FINAL TIP TO EMERGING SALES LEADERS: "Be respectful. I want to encourage everybody in this field to respect your client, respect their buying processes, respect their finances, make sure that you're delivering on your promises. Most of all, respect yourself enough to prepare and do the right things and be the best you can be. I think that if you're respectful and you do the right things, you'll go in the right direction."
Michael Euripides is the Vice President of Business Development for Proxios.
Prior to going to Proxios, he held sales leadership positions at CC Pace and Impact Makers.
Find Michael on LinkedIn!
This is episode 182.
Read the complete transcript on the Sales Game Changers Podcast website.
SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "It's what they say in Jerry Maguire, "Help me help you." It's for them to tell their story and share how they're thinking, what they'd like to learn and give upward feedback to their leaders. If they do that, the leaders have a better understanding of them and they'll be much more apt to lead them more effectively."
Scott DiGiammarino is the CEO and founder of MovieComm.
He was a sales leader at American Express for 25 years.
Find Scott on LinkedIn!
This is episode 181.
Read the complete transcript on the Sales Game Changers Podcast website
PATTI'S FINAL TIP TO EMERGING SALES LEADERS: "Embrace learning, make mistakes, stay focused and find those friends and people that are going to inspire you and keep you motivated."
Patti Dumas is the Senior VP of Sales at MOSAIC.
Prior to MOSAIC, she held sales and marketing leadership positions at HBP and Balmar.
Find Patti on LinkedIn!
This is episode 180.
Read the complete transcript on the Sales Game Changers Podcast website.
VINCE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't give up. Follow up and persevere - show that grit. Those people who continue to forge ahead will always find a measure of success. Those that give up, they're making their own choice to not be successful."
Vince Burruano is the VP of Commercial Sales for JK Moving.
Prior to coming to JK he held sales leadership positions at Oce, Icon and Ricoh.
Find Vince on LinkedIn!
This is episode 179.
Read the complete transcript on the Sales Game Changers Podcast website.
BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Don't be afraid to qualify out. Stop trying to qualify in, start trying to qualify out and if you can't qualify it out, it's a good lead, it's a good prospect."
Brian Egenrieder is the Chief Revenue Officer at SyncDog.
Prior to coming over to SyncDog, he held sales leadership positions at Deltek, IBM, Web Methods and Sterling Commerce.
Find Brian on LinkedIn!
This is episode 178.
Read the complete transcript on the Sales Game Changers Podcast website.
PATRICK'S FINAL TIP TO EMERGING SALES LEADERS: "Your #1 focus is to help the people that you are working with understand the value of what you do. Once you really understand the impact that what you're proposing can have on their lives and on the organizations that they work for, you almost have a fiduciary responsibility to do your best to make the case for it."
Patrick Devlin is Chief Business Development Officer at Meridian Knowledge Solutions.
He’s held sales leadership positions at Cornerstone OnDemand, Blackboard and Symplicity.
Find Patrick on LinkedIn!
This is episode 177.
Read the complete transcript on The Sales Game Changers Podcast website.
RORY'S FINAL TIP TO EMERGING SALES LEADERS: "Think of others and put yourself in their shoes. I had a CEO that said to our salesforce many times, "Pull your chair around the side of the table and sit on their side of the table." Push hard at really understanding others and then doing something with that understanding."
Rory Channer is the Chief Business Development Officer at the McDermott, Will & Emery Law Firm.
MWE is a 2019 Institute for Excellence in Sales Innovation Award winner.
Previously, he was at Ruffalo Noel Levitz, a marketing services firm.
He was also at CEB, now Gartner.
Find Rory on LinkedIn!
This is episode 176.
Read the transcript on The Sales Game Changers Podcast website.
CLARA'S FINAL TIP TO EMERGING SALES LEADERS: "Never underestimate your growth mindset and constantly check yourself on this. We get bombarded with the media telling you there's going to be a recession, there's less opportunity, there's all kinds of things. You have to tune all of that out and focus on a growth mindset, because without a growth mindset you won't be able to embrace the new opportunities that are coming your way."
Clara Conti is a partner at IBM and is an executive on the sales and growth team leading all capture and proposal for all large federal deals at IBM.
She's held sales leadership positions at Source America and was the CEO at ObjectVideo, IPIX and Aurora.
Find Clara on LinkedIn!
This is episode 175.
Read the complete transcript on the Sales Game Changers Podcast website.
HEATHER'S FINAL TIP TO EMERGING SALES LEADERS: "Continue to learn, grow, evolve and improve every day and so will you. Find the places that you're willing to learn to work hard, to continue to get better. Just keep on working at it and enjoy the journey."
Heather Combs is the Chief Revenue Officer for 3Pillar Global and is passionate about the role that women play in leadership and sales.
If you recognize her name, we previously interviewed Heather on her career journey in sales and sales leadership. You can find that episode at here.
The Institute for Excellence in Sales will be holding its second Women in Sales Leadership Forum starting on October 11.
We wanted to take this opportunity to talk to Heather about some of the opportunities facing women in sales and some ways that they can direct their career.
Find Heather on LinkedIn!
This is episode 174.
Read the complete transcription on the Sales Game Changers Podcast website.
CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "If we all bring some of those basic elements of PRIDE to our work each and every day - if we're passionate, respectful, intelligent, we have a disciplined approach and we bring a lot of energy and effort to the job each and every day - we can have successful outcomes."
Chris Brady is the head of North American Sales at Learning Tree International.
He spent his entire career at Learning Tree International and has held multiple individual and management roles before becoming the head of North American sales.
Find Chris on LinkedIn!
This show originally aired on March 13, 2019.
Read the complete transcript on The Sales Game Changers Podcast website.
ALLISON’S FINAL TIP TO EMERGING SALES LEADERS: “To be great in sales – to have a sense of real reward in your career – it is about the people. I would say mentor, learn from all of those around you and then share your experience and knowledge.”
Allison Patrick is a Senior VP of Sales at MAXIMUS Federal.
Prior to coming to MAXIMUS Federal, she held leadership positions at Accenture Federal, SAIC and SRA.
Find Allison on LinkedIn!
This is an encore presentation of an episode that first aired on April 17, 2019.
Read the complete transcript on The Sales Game Changers Podcast website.
ROB’S FINAL TIP TO EMERGING SALES LEADERS: “Find something that you believe in. It could be a cool product, it could be a technology, it could be an industry, it could be a customer set like I’m passionate about serving the Defense customer. Once you find that, put everything you have into it. Just immerse yourself and then finally find somebody to hook your wagon to, to help you, guide you along the way and help bring you along.”
Rob Stein is the VP for US Public Sector at NetApp.
Prior to coming to NetApp, he held sales leadership positions at Oracle and a number of defense contractors.
Nice reference to past Sales Game Changers Podcast guests Mark Weber and Dave Rey.
Find Rob on LinkedIn!
Encore presentation.
Read the complete transcript on the Sales Game Changers Podcast website.
BRIAN’S FINAL TIP TO EMERGING SALES LEADERS: “The best of sales reps are always going to know their product and solution cold. They’re going to know and appreciate the types of pains and issues that businesses have and because they have that passion, they’re going to be able to connect that and have much more fruitful conversations.”
Brian Ludwig is the Senior VP of Sales at Cvent.
He’s been with Cvent for 19 years and took over sales leadership in 2007.
Like Podcast host Fred Diamond, Brian is a native of Philadelphia and a graduate of Emory University.
Find Brian on LinkedIn!
This is episode 173.
Read the complete transcript on the Sales Game Changers Podcast website.
DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "Know your product, know your customers. Lean on your company for help and get your face in the place. Those are the things I think about the most."
David Mitchell is the Senior VP of Worldwide Sales at Appian.
If you recall the name Appian, we interviewed past sales leader Edward Hughes and Kristin Scott, current VP of US Sales at Appian, as well.
Prior to coming to Appian, David was a President and COO at Version One.
He was the CEO at Global 360 and was also the CEO at webMethods.
Find David on LinkedIn!
This is episode 172.
Read the complete transcription on the Sales Game Changers Podcast website.
JENNIFER'S FINAL TIP TO EMERGING SALES LEADERS: "Don't put blinders on. There have been so many opportunities that have opened up for me that if I had put blinders on and said - No, this is my path, this is what I'm going to do for a certain amount of time - I would have missed out on."
Jennifer Ives is the Senior VP of Client Relationships at 3Pillar Global.
Prior to coming over to 3Pillar Global she held sales leadership positions at LiveSafe, Top Employers Institute, and Arlington Economic Development.
Find Jennifer on LinkedIn!
Read the complete transcript on the Sales Game Changers Podcast website.
CORDELIA’S FINAL TIP TO EMERGING SALES LEADERS: “Be authentic. Even Dolly herself would say, “I have the wig and I have the makeup and the hair” but at the end of the day she is authentic. You may be selling widgets, but as long as it’s the best widget and you love it, be authentic and follow that passion there.”
Cordelia Marzak is the Director of Sales for the Dollywood Company.
We conducted the interview at Dollywood’s DreamMore Resort and Spa located in Pigeon Forge, Tennessee.
Prior to taking over the sales leadership role at Dollywood, Cordelia held sales leadership positions at the JHM Hotel in Orlando and has worked in the hospitality space for Marriott and Hilton properties.
Find Cordelia on LinkedIn!
Read the complete transcription on The Sales Game Changers Podcast website.
MATT’S FINAL TIP TO EMERGING SALES LEADERS: “Figure out what jazzes you. Figure out what you’re chasing and don’t be afraid to expose some of those goals to your peers or friends or managers so that they become real and you get a little sweat on the brow when you’re trying to move through them. Do it because you want to do it. Do it because you love it.”
Matt Strazza is the Senior VP of Global Sales at Deltek.
Prior to coming over at Deltek, he held sales leadership positions at CA Technologies and Niku Software.
He also owned his own software company for 10 years as well.
Find Matt on LinkedIn!
This is episode 171.
Read the complete transcript on The Sales Game Changers Podcast website.
LANCE'S FINAL TIP TO EMERGING SALES LEADERS: "If my job 10 hours a day was to cut down trees, I'd spend 8 hours sharpening my axe. I think that's where you should be thinking sales-wise because sales is hard today and you've got to be on your game."
Lance Tyson is the founder and president of the Tyson Group.
He also is the author of Selling is an Away Game.
He is an expert on helping sales teams improve their sales game and help sales professionals take their skills and their profession to the next level.
We've interviewed some VP's of Sales for sports teams, Ryan Bringger with the Washington Nats and Patrick Duffy with Monumental on the Podcast.
Find Lance on LinkedIn!
This is episode 170.
Read the complete transcript on the Sales Game Changers Podcast website.
DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't ever let anybody tell you you can't do something that you really want to do. If you have a plan and a mission and you have the right people supporting you, you will get there."
Dave Schlosser is the COO of the value added reseller (VAR) ThunderCat Technologies.
Prior to coming to ThunderCat, he held sales leadership positions at NetApp and Sun Microsystems.
Find Dave on LinkedIn!
This is episode 169.
Read the complete transcript on the Sales Game Changers Podcast website.
DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "If you want to earn, that has to be really one of your chief motivators in going into sales. If someone is not motivated by money, then again I don't know if this particular career, regardless of what product or service you're selling, is for you."
David Walker is the VP of Sales for the Washington Business Journal.
Prior to coming to the Business Journal, David led sales at SouthComm Digital and the Washington City Paper.
Find David on LinkedIn!
This is episode 168.
Read the complete transcription on the Sales Game Changers Podcast website.
TOM'S FINAL TIP TO EMERGING SALES LEADERS: "There's so much you can do to change performance and help people grow in their careers. It's really heartening to watch people do that. As sales managers, you have a great role to play in helping people grow in their career and you should feel empowered to help them do that."
Tom Steenburgh is the Richard Reynolds Professor of Business Administration at the Darden School of Business at the University of Virginia.
He wrote the classic article in 2012 in the Harvard Business Review about motivating top performers.
In the November/December issue of the Harvard Business Review, he wrote a new classic article on selling new products and how that's changed. This podcast focused on those insights.
Find Tom on LinkedIn!
This is episode 167.
Read the complete transcription on The Sales Game Changers Podcast website.
JOEL'S FINAL TIP TO EMERGING SALES LEADERS: "If you know your product and you know your customer and their needs you can really sell anything. I've been in coffee and food service for a long time but I've come to that realization that if you do your homework, you spend your time understanding what it is you're selling and who you're selling to that it's transferable across multiple industries."
Joel Kline is the VP of Sales at Nestlé Starbucks Coffee.
He's the second Nestlé sales leader we've interviewed for the podcast. The first was Dominic Strada, sales leader for Nestlé Nutrition.
In 2018, Starbucks Sold Nestlé the Rights to Offer Its Coffee in Stores. Read more here.
Prior to coming over to Nestlé Starbucks Coffee, Joel held sales leadership positions in sales at Sysco, Sodexo and ARAMARK.
Find Joel on LinkedIn!
This is episode 166.
Read the complete transcript on the Sales Game Changers Podcast website.
CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "If you remember nothing else, remember the value of listening, being authentic and having fun. I've been fortunate to get a lot of positive feedback in my career, but I've also gotten my fair share of constructive criticism. I think being able to listen to that, the good, the bad, the ugly and grow from it is a way that's helped me continue to grow and evolve my career.
Chris Krackeler is the Vice President of Non-Profit Sales at Blackbaud.
Prior to coming to Blackbaud, he held sales leadership positions at Convio and GetActive.
Find Chris on LinkedIn!
This is episode 165.
Read the complete transcription on the Sales Game Changers Podcast website.
KRISTIN'S FINAL TIP TO EMERGING SALES LEADERS: "Stay curious. Be open to learning new things - and that could be new ways of selling, that could be new solutions you're offering, that could be really understanding what your customer's needs are. Make lasting relationships and act with a spirit of generosity. The importance of being generous and raising your hand to new opportunities, to helping people, to sharing your opinions and comments and advice and helping colleagues, it all comes around to help you in the end."
Kristin Scott is the Vice President of US Commercial Sales at Appian.
Prior to taking over sales leadership at Appian, she held sales leadership positions at CEB now known as CEB Gartner.
Find Kristin on LinkedIn!
This is episode 164.
Read the complete transcription on The Sales Game Changers Podcast website.
RANDY'S FINAL TIP TO EMERGING SALES LEADERS: "it's the importance of giving your best and highest performance every day. Performance and performance alone dictates the predator in every food chain. Sales is no different. Each and every day in sales, people and sales leaders need to commit and understand what it takes to bring our best performance to our customers and to the company and to our teams."
Randy is the Vice President of Sales Republic Sector at Akamai.
Prior to taking over this role, he's held leadership positions at F5 Networks, Red Hat, and Cisco.
He spent 8 years in the US Marines.
Find Randy on LinkedIn!
This is episode 163.
Read the complete transcript on the Sales Game Changers Podcast website.
JOHN'S FINAL TIP TO EMERGING SALES LEADERS: "I have never regretted thinking Big. Thinking of these goals that far surpass where I was last year, where I'd like to be and never been daunted by what I need to do to get there. Just believe in yourself and ask others and constantly improve, focus on winning and I guarantee you will."
John Ryder is the VP of Global Sales at the Washington Speakers Bureau, also known as WSB.
Prior to coming to WSB, he held sales leadership positions in the telecom space at AT&T, T-Mobile and Sprint.
We also interviewed Sandy Lutton, the former Chief Revenue Officer at WSB. You can find her show here.
Find John on LinkedIn!
Read the complete transcript on the Sales Game Changers Podcast website. DEB'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is a team sport. Don't be a lone ranger. Get out there and use the resources at your fingertips to help you close. By helping each other, everybody wins."
Deb Wiker is the VP of Sales at Nortec Communications.
Prior to coming to Nortec, she held sales leadership positions at American Greeting Cards and AT&T.
Find Deb on LinkedIn!
Read the complete transcript on The Sales Game Changers Podcast website.
PHIL’S FINAL TIP TO EMERGING SALES LEADERS: “If you can get to where the client includes you as part of the fabric of the organization, you understand their issues and you’re delivering solutions that really impact the business, then you’re a trusted advisor. I aspire to that, all my team inspires to it and I think if you’re in professional services, attaining that role is like finding nirvana.”
Phil Curran is a Senior VP at USI Insurance Services where he runs the DC Metro practice.
Prior to coming to USI, he was at Mercer HR Consultants, Hewitt Associates (now AON Hewitt) and PricewaterhouseCoopers (PWC).
Find Phil on LinkedIn!
Read the transcript of this episode on the Sales Game Changers Podcast website.
MATT’S FINAL TIP TO EMERGING SALES LEADERS: “It’s never crowded going the extra mile. Don’t be afraid of hard work, don’t be afraid to go the extra mile for your customers, prospects or clients.”
Matt Chubb is the Executive Director of Sales at Kaiser Permanente in McLean, Virginia.
Prior to coming to Kaiser Permanente, he was with a third-party administrator that was owned by Blue Cross.
He also worked at New England Financial and Great West Life.
He is a graduate of Virginia Tech.
Find Matt on LinkedIn!
This is episode 161.
Read the complete transcript on the Sales Game Changers Podcast website.
SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "What's really critically important about achieving your goals is to write them down and have them displayed so that every single day, several times a day you pull those goals out or you look on your wall or your board and you actually are reviewing your goals on a daily basis."
Shawn Doyle is best-selling author of 22 books on leadership, motivation and sales excellence.
In 2018, he published The Goal Tender. It's an exceptional guide to help sales professionals set an effective course.
Learn more about his books here.
Today's Special Episode focused on the importance of setting sales goals to really get your career to the place where you want it to be, really exceed and really get far.
Find Shawn on LinkedIn!
This is episode 160.
Read the complete transcription on the Sales Game Changers Podcast website.
ANDREA'S FINAL TIP TO EMERGING SALES LEADERS: "Engage. You have to play to win and you have to really be focused on what you do and how it impacts everyone else, your customer and their customer. If you can get that level of understanding, you'll be very successful."
Andrea Cohen is the VP of Civilian Sales for Verizon Federal.
Prior to coming over to Verizon, she worked for Winstar and AT&T.
We also interviewed Verizon Public Sector Chief Mike Maiorana on Episode 100.
Find Andrea on LinkedIn!
This is episode 159.
Read the complete transcript on the Sales Game Changers Podcast website.
DOMINIC'S FINAL TIP TO EMERGING SALES LEADERS: "Never get comfortable. If you always have that mentality that either you don't know enough or somebody can take away what you have today, you'll lose your edge. Never think you have a problem solved long-term and never think you have all the relationships that you need in order to be successful."
For the first time we're interviewing someone from Nestlé.
We're talking to Dominic Strada, he's the Head of Sales for Nestlé Nutrition.
Prior to this role he was the VP for Pet Specialty and e-Commerce at Nestlé Purina Pet Care.
Find Dominic on LinkedIn!
Read the complete transcript on the Sales Game Changers Podcast website.
DOMINIC'S FINAL TIP TO EMERGING SALES LEADERS: "Never get comfortable. If you always have that mentality that either you don't know enough or somebody can take away what you have today, you'll lose your edge. Never think you have a problem solved long-term and never think you have all the relationships that you need in order to be successful."
For the first time we're interviewing someone from Nestlé.
We're talking to Dominic Strada, he's the Head of Sales for Nestlé Nutrition.
Prior to this role he was the VP for Pet Specialty and e-Commerce at Nestlé Purina Pet Care.
Find Dominic on LinkedIn!
This is episode 158.
Read the complete transcription on The Sales Game Changers Podcast website.
JAMES' FINAL TIP TO EMERGING SALES LEADERS: "Make sure that the individuals that are in your organization know that you're invested in their success. This is a people business so start first by hiring the right people, make sure that they're trained, give them the tools they need to compete and win. Then empower them and support them with everything you've got."
James Yeager is the VP of Public Sector and Healthcare at CrowdStrike.
Prior to coming to CrowdStrike, he held sales leadership positions at Tanium, McAfee and Oracle.
Find James on LinkedIn!
This is episode 157.
Read the complete transcript on The Sales Game Changers Podcast website.
CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "There's this negative connotation that's around sales that we're out there trying to push things on our customers that they don't want. That's the furthest thing from the truth. We're actually in there helping our customers advance their business and we can be relevant to the mission and be a part of some really impactful - especially in federal, because the mission is so important. ."
Chris Townsend is the VP of Symantec Federal.
Prior to coming to Symantec, he held sales leadership positions in Cisco and Blue Code.
He's an expert on cybersecurity.
Find Chris on LinkedIn!
Read the complete transcription on The Sales Game Changers Podcast website. DOUG'S FINAL TIP TO EMERGING SALES LEADERS: "Be proud of sales as a profession. It's one of the great careers. There's a lot of companies that need their problems solved and if it wasn't for us walking through the door and asking those questions, they couldn't grow and they couldn't change. I think it's one of the finest careers you can aspire to."
Doug Traxler is the Chief Revenue Officer at WebbMason, a full-service marketing firm based in Hunt Valley, Maryland.
He's been there for 24 years. He was employee number 11 and now they have over 400 employees.
Find Doug on LinkedIn!
Read the complete transcript on the Sales Game Changers Podcast website.
CLAY’S TIP TO EMERGING SALES LEADERS: “Selling is serving. Recognize that when you are in front of people, they’re more interested in you than they are in the feature and benefit set of your particular service or product. Don’t think about your quota, don’t think about all of the reasons why not, put your head in the place that says, ‘I am here to genuinely see if this is the right fit for this organization’ and if it is, then you start putting all of that credibility and all of that reliability and all of that intimacy.”
Clay Deming is an 18-year veteran sales leader at Kastle Systems.
Prior to coming to Kastle she was at Herman Miller.
Find Clay on LinkedIn!
Read the complete transcription on the Sales Game Changers Podcast website.
BOB’S TIP TO EMERGING SALES LEADERS: “If you’re true to yourself and true to your customers, they will be true to you. If you could live that way and set a foundation that is firm that you believe in, you’ll be successful in sales.”
Bob Dunn is the VP of Federal for Juniper Networks.
He started his career at NYNEX before moving to Nortel. He also was a CEO at PacStar and also worked in private equity.
Find Bob on LinkedIn!
This is episode 155.
Read the complete transcript on the Sales Game Changers Podcast website.
BOB'S FINAL TIP TO EMERGING SALES LEADERS: "Keep your eye on the metrics that are important. When you determine what the metric is, then focus on the impact that paying attention to those metrics will have on the end user/end customer because if you're doing your job correctly and you're doing your job well, you're having a positive impact on people's lives."
Bob Sanregret is the Senior VP of Sales at Cricket Media.
Previously, he held sales leadership positions at Learning Tree International.
He was the co-founder of the Hot Lava Software company that was sold eventually to IBM.
Find Bob on LinkedIn!
This is episode 154.
Read the complete transcription on the Sales Game Changers Podcast website.
BRYNNE'S FINAL TIP TO EMERGING SALES LEADERS: "We are ignoring our new connections all the time. Put together a great welcome message that has an insight, a piece of content - not a sales pitch, don't talk about you or your business. Give them some really great value that leads back to your solution but isn't leading with your solution."
This is a special episode with Brynne Tillman, the CEO at Social Sales Link.
She's known as the LinkedIn Whisperer and is of the top LinkedIn for Sales experts on the planet.
We're going to be talking about optimizing LinkedIn for Sales.
Find Brynne on LinkedIn!
This is episode 153.
Read the complete transcription on the Sales Game Changers Podcast website.
CONNOR'S FINAL TIP TO EMERGING SALES LEADERS: "Be willing to forgive people if they make mistakes. Be willing to forgive yourself if you make a mistake. You always need to be thinking about what's in front of you, what's next and if people are looking back, it can impact the level of work and the greatness that you can drive."
Connor Marsden is the Senior VP of Strategic Accounts at Salesforce.
Prior to coming to Salesforce, he held sales leadership positions at Microsoft.
Find Connor on LinkedIn!
This is episode 152.
Read the complete transcription on The Sales Game Changers Podcast website.
CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "Every day is a chance for a new beginning - embrace that opportunity. Focus on what you can control, influence what you can influence and smile otherwise."
Chris Wilkinson is the Senior Vice President of Sales at DLT.
Prior to coming to DLT, he held sales leadership positions at immixGroup and DHL.
Find Chris on LinkedIn!
This is episode 151.
Read the complete transcript on The Sales Game Changers Podcast website.
ALEX'S FINAL TIP TO EMERGING SALES LEADERS: "Time how much you speak on a demo. Are you speaking for 70% of the time and the prospect is speaking for 30%? What can you do to speak less and let your prospect or your client speak more? What can you do to listen more?"
Alex Rolfe is a senior director for event solution sales at Cvent and been with Cvent for 13 years holding various sales and sales leadership positions.
He is the third person that we've interviewed from Cvent. We've interviewed Darrell Gehrt, the VP of Sales for Cvent Mobile and Brian Ludwig, Senior VP of sales for the company.
Find Alex on LinkedIn!
This is episode 150.
Read the complete transcript on The Sales Game Changers Podcast website.
JAMES' FINAL TIP TO EMERGING SALES LEADERS: "Know your industry and market, get to know the people, the companies, the buyers and sellers. It's as easy as spending 30 minutes a day reading the trade magazines, combing through LinkedIn or Twitter, or listening to a podcast to get the latest news trends and information."
James Hanson is the VP and Publisher of Nextgov, the federal technology media division of Government Executive Media Group.
Formerly, he was at Connelly Works and at Defense News.
Find James on LinkedIn!
This is episode 149.
Read the complete transcription on the Sales Game Changers Podcast.
WRAY'S FINAL TIP TO EMERGING SALES LEADERS: "Be sure to smell the roses along the way. Sales positions can provide a lot of really great experiences for folks, such as travel, sometimes it's other things, it's meeting new folks. Be sure you take time to enjoy that. Don't be so driven to the sale that you miss some of those things."
Wray Varley is the VP of Systems Integrators & Federal Partners with MetTel.
He also held sales leadership positions at CentryLink, Infinera and Qwest Government Services.
Find Wray on LinkedIn!
This is episode 148.
Read the complete transcription on the Sales Game Changers Podcast website.
KEVIN'S FINAL TIP TO EMERGING SALES LEADERS: "Never stop learning. When you stop learning, start digging. It's amazing how there's that tuning fork moment where you make the perfect call, the perfect stop by and it literally changes your life. To see that happen to the people that I work for day in and day out is incredibly powerful and uplifting."
Kevin Hoverman, the VP of Sales at COS: Capital Office Solutions, a Xerox company.
Prior to taking over sales leadership at COS, he was with Impact Office Products, where he created their technology division.
Find Kevin on LinkedIn!
This is episode 147.
Read the complete transcription on the Sales Game Changers Podcast website.
CORDELIA'S FINAL TIP TO EMERGING SALES LEADERS: "Be authentic. Even Dolly herself would say, "I have the wig and I have the makeup and the hair" but at the end of the day she is authentic. You may be selling widgets, but as long as it's the best widget and you love it, be authentic and follow that passion there."
Cordelia Marzak is the Director of Sales for the Dollywood Company.
We conducted the interview at Dollywood's DreamMore Resort and Spa located in Pigeon Forge, Tennessee.
Prior to taking over the sales leadership role at Dollywood, Cordelia held sales leadership positions at the JHM Hotel in Orlando and has worked in the hospitality space for Marriott and Hilton properties.
Find Cordelia on LinkedIn!
This is episode 146.
Read the complete transcription on the Sales Game Changers Podcast website.
MICHAEL'S FINAL TIP TO EMERGING SALES LEADERS: "Focus on the customer, understand their challenges first and second, try new things. What got you here today to be successful won't get you where you're trying to go. The customer landscape, the competition is changing so invariably you have to change and adapt and try new things to be successful in the future."
Michael Lewis is the General Manager for Iron Mountain’s Public Sector Business.
Prior to Iron Mountain, he held sales leadership positions at IBM, Siemens and General Electric.
Find Mike on LinkedIn!
This is episode 145.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a special episode of the Sales Game Changers Podcast done in partnership with Federal News Network and WTOP Radio in Washington DC.
This episode featured a panel discussion with four leading sales executives in the Federal Market. You can find of them on LinkedIn below.
Christine Barger, General Manager, Microsoft.
Tamara Greenspan, Vice President, Oracle Federal
Joe Markwordt, Area Vice President, Salesforce Federal
Allison Patrick, Vice President, MAXIMUS Federal
My co-host is Jeffrey Wolinsky, WTOP and Federal News Network.
This is episode 144.
Read the complete transcription on The Sales Game Changers Podcast website.
TAMARA'S FINAL TIP TO EMERGING SALES LEADERS: "It's most important to gain a deep understanding of your customer's needs and how your customer solutions can add value. Not every solution in your company's portfolio might be the best solution, always keep that in mind. In many instances you only have one shot to meet with these customers and you actually have to show that you understand their market and understand their pains, and have a resolution. You want to always make it your best."
Tamara Greenspan is the VP of Sales for Oracle DOD (Department of Defense) Applications.
She’s been with Oracle for 29 years.
She's also the President of the AFCEA-NOVA chapter.
Find Tamara on LinkedIn!
This is episode 143.
Read the complete transcription on The Sales Game Changers Podcast website.
ROB'S FINAL TIP TO EMERGING SALES LEADERS: "Find something that you believe in. It could be a cool product, it could be a technology, it could be an industry, it could be a customer set like I'm passionate about serving the Defense customer. Once you find that, put everything you have into it. Just immerse yourself and then finally find somebody to hook your wagon to, to help you, guide you along the way and help bring you along."
Rob Stein is the VP for US Public Sector at NetApp.
Prior to coming to NetApp, he held sales leadership positions at Oracle and a number of defense contractors.
Nice reference to past Sales Game Changers Podcast guests Mark Weber and Dave Rey.
This is episode 142.
Read the complete transcript on The Sales Game Changers Podcast website.
IVY'S FINAL TIP TO EMERGING SALES LEADERS: "Remember that your work ethic and your reputation are everything. You take that with you wherever you are, wherever you go in life, in business. Business is ever-changing, it's evolving - you've got to be able to change with it. You've got to embrace it, you've got to learn from change and you've got to grow from change.
Ivy Savoy-Smith is the VP of Sales for Entercom DC, which owns and operates 106.7 The Fan, 94.7 The Drive, 95.5 WPGC, El Zol 107.9 and www.connectingvets.com.
She's been there for 17 years and has also worked at CBS Radio.
Find Ivy on LinkedIn!
This is episode 141.
Read the complete transcription on The Sales Game Changers Podcast website.
BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "The best of sales reps are always going to know their product and solution cold. They're going to know and appreciate the types of pains and issues that businesses have and because they have that passion, they're going to be able to connect that and have much more fruitful conversations."
Brian Ludwig is the Senior VP of Sales at Cvent.
He's been with Cvent for 19 years and took over sales leadership in 2007.
Like Podcast host Fred Diamond, Brian is a native of Philadelphia and a graduate of Emory University.
Find Brian on LinkedIn!
This is episode 140.
Read the complete transcription of this show on The Sales Game Changers Podcast web site.
DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "Be humble because sales is a humbling experience. There'll be times that you're on Cloud 9 and deals are flowing and things are happening and everything's going right, and there are times you're wondering if anyone is actually going to call you back and engage with you. Never forgo your principles in those down times or the trust that somebody has in you. The best scenario for a salesperson frankly is to be humble but hungry for success."
Dave Kushner is the VP for Federal Sales at ViON Corporation.
Prior to coming over to ViON, he held sales leadership positions EMC, Legato and OTG.
Find Dave on LinkedIn!
This is episode 139.
Read the complete transcript on The Sales Game Changers Podcast website.
RON'S FINAL TIP TO EMERGING SALES LEADERS: "Create a life business plan for yourself and think about it in terms of what do I want to accomplish in life with my family, friends, and the community. At the end of the day, you're going to have a detailed business plan. I have one and I look at it every now and then. It has helped me with my career because it helped me balance everything so I could have peak performance."
Ron Police is the President of Customer Operations at SAP National Security Services also known as SAP NS2.
He held sales leadership positions at Apple and at Oracle.
Mark Testoni, the CEO at SAP National Security Services, will receive the Lifetime Achievement Award from the Institute for Excellence in Sales at the 9th Annual Sales Excellence Award Event on May 31st in Falls Church.
This is episode 138.
Read the complete transcription on the Sales Game Changers Podcast website.
MARK'S FINAL TIP TO EMERGING SALES LEADERS: "It's a lesson I learned from my son, Matt, a special needs guy. We need to look at what people can do and not what they can't do. That was a lesson that is probably the #1 thing that has helped me be successful. What makes a great team work is when you take the strengths and blend them all together."
Mark Testoni is the CEO at SAP National Security Services, also known as SAP NS2.
Mark is also going to be receiving the Lifetime Achievement Award from the Institute for Excellence in Sales at the 9th Annual Sales Excellence Award Event on May 31st in Falls Church.
Prior to coming to SAP NS2, Mark held sales leadership positions at SAP and Oracle. He also spent 20 years in the Air Force.
Find Mark on LinkedIn!
This is episode 137.
Read the complete transcript of this podcast on the Sales Game Changers Podcast.
MATT'S FINAL TIP TO EMERGING SALES LEADERS: "Figure out what jazzes you. Figure out what you're chasing and don't be afraid to expose some of those goals to your peers or friends or managers so that they become real and you get a little sweat on the brow when you're trying to move through them. Do it because you want to do it. Do it because you love it."
Matt Strazza is the Senior VP of Global Sales at Deltek.
Prior to coming over at Deltek, he held sales leadership positions at CA Technologies and Niku Software.
He also owned his own software company for 10 years as well.
This is episode 136.
Read the complete transcription on The Sales Game Changers Podcast website.
MARK'S FINAL TIP TO EMERGING SALES LEADERS: "Insincerity is transparent, so just be honest. Every prospect, every customer that you talk to will know when they're being worked and you don't win that way. Just be honest, be genuine about what you do and what you know and what you don't know, and you'll make better sales with better satisfaction and in the grand scheme, better customer attention."
Mark Muckerman is the VP of Sales at Bloomberg Government.
Previously, he held sales and sales leadership positions at Dun & Bradstreet for 29 years.
Find Mark on LinkedIn!
This is episode 135.
Read the complete transcription on The Sales Game Changers Podcast website.
BOOMER'S FINAL TIP TO EMERGING SALES LEADERS: "Find your passion. If you feel stressed, it's probably not your passion so find your passion. Find what you really care about, create a vision, commit to that vision, and share it with everybody in your life."
Boomer Muth is the co-founder and Chief Revenue Officer at West Creek Financial in Glen Allen near Richmond.
Prior to taking over the reins here, he founded a home healthcare business
He also was an analyst at Capital One in the beginning of his career.
Past guest Will Fuentes introduced us to Boomer.
This is episode 134.
Read the complete transcription of this podcast on The Sales Game Changers Podcast website.
DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "Take every opportunity to build your network and nurture it. One of the things that's really helped me in my career is the network of people that you meet in government and befriending them. Every job I've had has come through a friendship that I have made in either government or industry. Take every moment, breakfast, lunch, dinner, any available moment you have, make sure you occupy it spending time with somebody that you want to get to know or that you know and you want to get to know better."
David Peed is the VP and General Manager at Equinix Government Solutions, an interconnect activity and hosting provider.
Prior to coming to Equinix, he held leadership positions at Verizon, Qwest and Ciena.
This is episode 133.
Read the complete transcription on the Sales Game Changers Podcast website.
ALLISON'S FINAL TIP TO EMERGING SALES LEADERS: "To be great in sales - to have a sense of real reward in your career - it is about the people. I would say mentor, learn from all of those around you and then share your experience and knowledge."
Allison Patrick is a Senior VP of Sales at MAXIMUS Federal.
Prior to coming to MAXIMUS Federal, she held leadership positions at Accenture Federal, SAIC and SRA.
Find Allison on LinkedIn!
This is episode 132.
Read the complete transcript on the Sales Game Changers Podcast web site.
JANE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't wait for somebody else to make you better. You own your success. Find a place like the Institute for Excellence in Sales or spend the money to find a coach to make you better at what you do. You need to be reading, you need to own your path in your career in sales. Don't sit back and wait for somebody to make you a great salesperson."
Jane Gentry has had a successful 30-year career in Sales, Sales Management, Consulting, Executive Coaching and Keynoting.
Since forming Jane Gentry and Company in 1999, Jane has partnered with her clients to improve sales/profitability, client retention, employee retention and leadership capabilities.
Some of her clients include Coca Cola, Home Depot and TransAmerica.
She is a member of Lori Richardson's Women Sales Pros.
Find Jane on LinkedIn!
This is episode 131.
Read the complete transcript on The Sales Game Changers Podcast website.
CHARLIE'S FINAL TIP TO EMERGING SALES LEADERS: "Think of yourself as a professional sales athlete. You want the best coaching, you want to train daily, you want to constantly try to get stronger, better, fitter, improve your game every day and you want to work on the details. You want to practice over and over, you want to welcome feedback, you want to seek it out, you want the harshest feedback, you want the toughest competitors and you want to work your butt off as a professional sales athlete. It's a great way to think of yourself."
Charlie Minesinger is the VP of Sales at Racktop Systems.
Prior to Racktop, he was at Distil Networks and at Siemens Enterprise Communications.
Find Charlie on LinkedIn!
This is episode 130.
Read the complete transcription on The Sales Game Changers Podcast website.
MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is about being a problem solver and helping businesses grow. If you can think of it that way, I think you're going to go further longer in the business as opposed to just being short-sighted and looking at your features and benefits and trying to sell features and benefits of your product to a client. You really want to build that relationship and you want to work with them and show them that you want them to be successful."
Mike Williams is a sales and business coach with Growth Coach of Northern Virginia.
Prior to becoming a Growth Coach, he held sales leadership positions at Coca-Cola and Exxon Mobil.
Before that he served the US Army for 6 years.
He is also the Vice President of Membership for the Dulles Chamber of Commerce.
Find Mike on LinkedIn!
This is episode 129.
Read the complete transcript on the Sales Game Changers Podcast website.
PHIL'S FINAL TIP TO EMERGING SALES LEADERS: "If you can get to where the client includes you as part of the fabric of the organization, you understand their issues and you're delivering solutions that really impact the business, then you're a trusted advisor. I aspire to that, all my team inspires to it and I think if you're in professional services, attaining that role is like finding nirvana."
Phil Curran is a Senior VP at USI Insurance Services where he runs the DC Metro practice.
Prior to coming to USI, he was at Mercer HR Consultants, Hewitt Associates (now AON Hewitt) and PricewaterhouseCoopers (PWC).
Find Phil on LinkedIn!
This is episode 128.
Read the complete transcript on the Sales Game Changers Podcast website.
JOE'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is all about solving problems for customers. It's about figuring out what problems your company is good at solving, identify what customers have those problems, do the hard work to go out there and get engaged with those types of customers and those specific people and that makes sales fun. It really makes sales rewarding and it makes you successful."
Joe Pringle is the VP of Sales at CARTO.
Prior to coming to CARTO, Joe held leadership positions at Socrata and Forum One Communications.
We also interviewed Ben Mathew, CARTO Chief Revenue Officer, on the Sales Game Changers Podcast.
Find Joe on LinkedIn!
This is Special episode 012.
Read the complete transcription on The Sales Game Changers Podcast website.
SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "We really don't ask enough about what's valuable. Most of what we think about value we take for granted. Why should somebody care? Why is it valuable to them? How is it going to make their lives better? How are we going to help them think through even if they do want to buy it, how are they going to come up with all of the different hurdles that they're going to experience?."
This is a special episode with Scott Santucci, the founder of the Sales Enablement Society.
He's the Chief Growth Catalyst of Growth Enablement Ecosystems.
He's a leader in the sales enablement world and is an expert on many things that relate to the sales process, compensation, and methodologies.
He is a graduate of Virginia Tech.
Find Scott on LinkedIn!
This is episode 127.
Read the complete transcription on The Sales Game Changers Podcast website.
MATT'S FINAL TIP TO EMERGING SALES LEADERS: "It's never crowded going the extra mile. Don't be afraid of hard work, don't be afraid to go the extra mile for your customers, prospects or clients."
Matt Chubb is the Executive Director of Sales at Kaiser Permanente in McLean, Virginia.
Prior to coming to Kaiser Permanente, he was with a third-party administrator that was owned by Blue Cross.
He also worked at New England Financial and Great West Life.
He is a graduate of Virginia Tech.
Find Matt on LinkedIn!
Read the complete transcription on The Sales Game Changers Podcast web site. JENNIFER'S FINAL TIP TO EMERGING SALES LEADERS: *"I think it's important to always understand how you're helping people. Always think about how you are helping that other person and by doing that, you're going to fall in love with what you do. That is the most important thing because if you don't like what you do, if you don't love what you do, go find something else. Life is too short. You have to love what you do and find a way to keep growing in that, never be stagnant, never be stale, keep growing and keep learning."*
Today we're in Charlottesville, Virginia, and we're talking to Jennifer Fisher, the VP of Sales for WorldStrides Higher Education Division.
Prior to coming to WorldStrides, she was a sales leader at The Chronicle of Higher Education.
Find Jennifer on LinkedIn!
This is episode 125.
Read the complete transcription on The Sales Game Changers Podcast website.
JEFF'S FINAL TIP TO EMERGING SALES LEADERS: "Look in your network for a handful of people that you look up to. Start having one-on-one discussions early on because they could help you tremendously in your career. It's something that might sound easier said than done, but it takes the time and commitment to look up that person, reach out to them and sit down with them and say, "I have three questions I want to ask you." There could be a lot of value gained and even long-term relationships built that might help that person's career."
Jeff Shen is the President and General Manager for Red Team Consulting.
Prior to starting Red Team, he held sales leadership positions at GTSI and EyakTek, an Alaskan native firm.
He also started his career at CSC and he also worked at a dot com.
This is episode 124.
Read the complete transcript on The Sales Game Changers Podcast website.
SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "Your heart really has to be in it. If you're really not into it, if your heart does not believe in your product, does not believe that your audience is going to receive value from what you're selling whether it be a product or a service, it is going to be very difficult and they're going to see right through you."
Scott Oser is the president of Scott Oser Associates.
Prior to starting Scott Oser Associates he worked for National Geographic, Science Magazine and the AARP.
Find Scott on LinkedIn!
This is episode 123.
Read the complete transcript on the Sales Game Changers Podcast website.
CARL'S FINAL TIP TO EMERGING SALES LEADERS: "People like to buy from people that they know and if you're struggling with how to get to know people, I'm going to tell you that people can connect on very personal levels. I think the deepest personal relationships you can develop with other people are through a religious affiliation, a cultural affiliation or a common mission. Join a group that you identify with religiously, culturally or at a shared mission, such as disease-oriented organizations. Try to connect on a deep personal level with people in the business community by getting involved and when you need to reach out to them, you're reaching out to a friend. You're not reaching out to a stranger, you're not making a cold call, you're reaching out to somebody who you've spent hours with working on something that's important to them."
Carl Grant is the EVP of Business Development at the Cooley law firm.
Prior to coming to Cooley, Carl worked at PricewaterhouseCoopers and two venture-backed startups.
Find Carl on LinkedIn!
This is episode 122.
Read the complete transcription on the Sales Game Changers Podcast website.
PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Show up to give. I think too many of us in the sales game show up to get. We need a PO, we need a meeting, we need the next thing - why don't we show up to give? Make every interaction with your customer and prospect as valuable as possible and leave the folks that you meet better for the time that you spent together. Show up to give."
Paul Borror is the VP of Sales at M3COM and Virtacore.
He has held sales leadership positions at NetApp and Concur.
Paul served in the US Marine Corps.
Find Paul on LinkedIn!
This is episode 120.
Read the complete transcription on The Sales Game Changers Podcast website.
SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "If you think you’re not in sales, I want you to flip. Selling is a service. Selling to someone is the first place you are able to add value to them. You're adding value because you're helping them make educated, informed, enlightened decisions. Selling is a service. You are articulating your value in a way that is valuable to someone else."
Shawn Karol Sandy is the Chief Revenue Officer of The Selling Agency.
She's also the co-host of The SellOut Show with Dianna Geairn
Prior to creating The Selling Agency she held selling leadership positions at OfficeMax, Regus and the television division at Clear.
Find Shawn on LinkedIn!
This is episode 121.
Read the complete transcript on the Sales Game Changers Podcast website.
VICTOR'S FINAL TIP TO EMERGING SALES LEADERS: "Do self-analysis, look at your company, look at your product, look at yourself and look at your daily activity. Are you happy? Because again, I don't see work-life balance being a seesaw, I see it being a circle and work bleeds into life and life bleeds into work. If you're genuinely happy then continue going and don't quit."
Victor Furnells is the VP of Sales at Meyers Research.
Prior to going to Meyers, he was at Hargrove and OneSpring.
He was also a Director of Membership Sales at the Consumer Electronics Association.
This is Special episode 011.
Read the complete transcript on The Sales Game Changers Podcast.
TIBOR'S FINAL TIP TO EMERGING SALES LEADERS: "Let's focus on time. I think that people squander their time, people tend to think about time as being somewhat fluid and they tend to think of it as having an endless supply, but your quota ends every year so there isn't an endless supply. There are only so many hours in a year that you could sell, What you do with time will determine your success."
Tibor Shanto is with Renbor Sales Solutions.
He's an author of two books you can find on Amazon and is well-known as an expert on sales prospecting.
Many of our listeners have probably read some of his articles and follow him on social media as well.
He was a featured speaker at the Institute for Excellence in Sales in September 2018 and today we're going to be talking about proactive prospecting.
Read the complete transcript on the Sales Game Changers Podcast website.
ALAN'S FINAL TIP TO EMERGING SALES LEADERS: "Adopt "10 assists." Every morning you wake up, you can put 10 rubber bands on your left wrist or you can put 10 pennies in your left pocket. Every time you give an assist to either a current client or customer or to a prospect, take one rubber band off your left wrist and put it on your right wrist, or you take one penny out of your left pocket and you put it in your right pocket. Don't go to bed until you know that you've dished out 10 assists, or that you've done 10 things above and beyond what you're expected to do, to add value to someone else or to assist a prospect client or a current customer. Start to keep tangible count of how much you're trying to help others and fill their buckets, both with future business and with current business. I guarantee you, that will help you raise your game.
Alan Stein Jr. is a performance coach who works with business leaders, sales leaders and sales teams all around the world.
He's the author of the new best-seller Raise Your Game.
This is episode 119.
Read the complete transcript on the Sales Game Changers Podcast website.
MICHAEL'S FINAL TIP TO EMERGING SALES LE*ADERS: "Put in the work, find the right people, put in the practice, enjoy it, have fun with it, make it a game and if you do that, the results will come."*
Michael Thompson is the co-founder and VP of Sales at Sky Data Vault, a managed disaster recovery as a service provider.
Prior to founding Sky Data Vault, he held sales leadership positions at Avaya, PAETEC and Cavalier Telephone.
Find Michael on LinkedIn!
This is episode 118.
Read the complete transcript on The Sales Game Changers Podcast website.
Mark Weber heads the Sales Department and is the Executive in Resident at the Busch School of Business at the Catholic University of America.
He's also a technical adviser to many companies across the country.
Prior to coming to Catholic University, he ran the Americas for NetApp and held sales leadership positions at Sun and HP
He also is a previous winner of the Institute for Excellence in Sales Lifetime Achievement Award.
This is episode 117.
Read the complete transcription on The Sales Game Changers Podcast website.
MEGHAN'S FINAL TIP TO EMERGING SALES LEADERS: "Develop systems that work for you and stay accountable to the elements of the job that you can control. If you're organized and develop good processes and then follow those processes, you usually get where you need to go in the end and you're usually able to do that in a way that you have some semblance of work-life balance."
Meghan Phillips is a Managing Director at Hanover Research, and oversees the team that sells into the B2B, Manufacturing and Industrial clients for Hanover.
Prior to coming to Hanover, she was with The Advisory Board Company and CEB (now Gartner).
We also interviewed Hanover's Chief Growth Officer Vineeta Mooganur as part of the Sales Game Changers podcast.
Find Meghan on LinkedIn!
This is episode 116.
The complete transcript can be found on the Sales Game Changers Podcast website.
BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Love what you do and love who you do it with day in and day out. We spend a lot of time away from friends, away from family and loved ones and when you can love what you do and love who you do it with, people say you never work a day in your life."
Brian Mills is the VP of Business Development at Fuel Education, a division of K12.
If you recognize Fuel Education, we've done a previous episode where we interviewed the Chief Revenue Officer, Sean Ryan.
Prior to coming to Fuel Education, Brian held sales leadership positions at McGraw-Hill as well as sales positions at Scantron and Blackboard.
This is an encore presentation of our podcast with Women on Course's Tina Fox. Read the complete transcription on the Sales Game Changers Podcast website.
TINA’S CLOSING TIP TO EMERGING SALES LEADERS: “I’ve learned that no matter who you meet—young, old, whether they’re in business, out of business, male, female, doesn’t matter what their religious affiliation—if you remember that people only want to be heard and they want to know that what they said mattered, then you found the keys to success and authentic curiosity. When you can demonstrate that and they feel it, you have more than a sale; you have a connection.”
Tina Fox is an inspirational leader with a 24-year career as an award-winning salesperson and business development executive in both Fortune 100 and successful startup companies in the medical-device industry. Today Tina is the founder of Fox Paradigm Consulting and the co-owner of Cobalt Settlements in Arlington, VA. She has a strong history of identifying opportunities that trigger multimillion-dollar growth. She’s a champion for women in business and mentors women who are aspiring leaders.
In 2015 she founded Women in Business, which connects more than 1,200 businesswomen focusing on networking, business problem solving, and access to local leadership. In 2017 she announced the merger of Women in Business with Women on Course, a nationally recognized women’s group.
This is an encore presentation. Read the complete transcription on the Sales Game Changers Podcast website.
TRISTAN’S CLOSING TIP TO EMERGING SALES LEADERS: “You have to take control of your own destiny and success and you have to invest in yourself and even if you feel like you’re having success, you need to continue to stay sharp because things change really quickly. Take ownership, manage your own business like it’s a small business and continue to improve and educate.“
Tristan Cotter is a software sales leader with over 10 years’ experience selling everything from consulting research to software-as-a-service software.
Currently he is the vice president of global sales for GoCanvas, a mobile platform that makes it simple for business to automate how work is done replacing outdated processes and expensive paperwork.
At GoCanvas, he’s almost tripled the size of the sales force over the past year which has led to record breaking revenue performance and growth rates while helping improve the customer experience leading to improved retention and expansion.
This episode is an encore of Episode 101, originally posted on October 4. Read the complete transcription on the Sales Game Changers Podcast website.
KRISTINA’S CLOSING TIP TO EMERGING SALES LEADERS: “Get out there and meet people, stay in touch, save every business card you ever get, put it into your Outlook. Keep track of the people you know. Stay in touch and your business will grow.”
Kristina Bouweiri is the CEO and president of Reston Limousine.
She’s been with the company since 1991 and ascended to the CEO role in 1993.
Reston Limo offers the premier luxury transportation service in the metropolitan Washington, D.C. area with a fleet of 220 vehicles – sedans, limousines, vans and buses – 350 drivers and 60 office employees, providing service for business, special tours and special celebrations, 24 hours a day, 365 days a year.
Find Kristina on LinkedIn!
This is episode 115.
Read the complete transcription on The Sales Game Changers Podcast website.
ERIC'S FINAL TIP TO EMERGING SALES LEADERS: "You’re going to have times where you're really in a funk. Take a step back, think about some of the good wins that you've had for those days. Take a step back and say, "I've done this before, I've been in this situation before" from a mentality standpoint and say, "I'm going to really sell my way out of it.” That will work.
Eric Misic is the VP of Business Development at Bear Analytics.
Prior to starting Bear Analytics he held business development leadership role at the Biotechnology Innovation Organization and the Convention Management Group.
This is episode 114.
Read the complete transcript on The Sales Game Changers Podcast.
EDWARD'S' FINAL TIP TO EMERGING SALES LEADERS: "Pay attention to your family. Eat healthy. Be sure that you exercise."
Edward Hughes is a Senior Vice President for Worldwide Sales and Operations at Appian Corporation.
Prior to coming to Appian, he also held sales leadership positions at Compuware, Pegasystems and Rational Software.
Find Edward on LinkedIn!
This is episode 113.
Read the complete trancript on the Sales Game Changers Podcast website.
CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "What I would leave you with is just remember all you all have to offer. We've all got so much to offer in the world and when you find your passion, you stay true to who you are and you continue down your journey. Remember, it doesn't matter what anybody else thinks about your journey because it's your journey. Stay super passionate, stay true, stay authentic, stay real and keep going.."
Chris Baron is the author of the Amazon best-seller The Fearless Leader: A Sensible Guide to Practicing Authentic Leadership.
She's a retired Verizon C-Suite Executive with over 25 years' experience.
If you listen to Sales Game Changers Podcast Episode Number 100 with Verizon Exec Mike Maiorana, you might have heard that Mike mentioned Chris as his mentor.
Find Chris on LinkedIn!
This is episode 112.
Read the complete transcript on The Sales Game Changers Podcast.
STEVE'S TIP TO EMERGING SALES LEADERS: "I'll reiterate one of the best pieces of advice that I ever got. It is that no one likes to be sold, everyone likes to buy and that is the magic that a salesperson can bring to their prospects and clients."
Steve Goldenberg is the founder and President at Interfolio.
Steve started the company when he was a student at Georgetown University and has been running it ever since.
He is a unique business founder that understands the role sales plays in business growth and has worked hard to understand and implement sales principles to grow his business.
And it worked, because since the interview was conducted, it was reported by the Washingon Business Journal that Interfolio received an investment from Insight Venture Partners for a reported price of $110 million!
We interviewed Interfolio’s VP of Sales Jack Dilanian.
This is episode 109.
Read the complete transcript on The Sales Game Changers Podcast.
ERIC'S TIP TO EMERGING SALES LEADERS: "Just listen. The biggest thing you can do in your career is listen and absorb and make it your own. At the end of the day there may be a salesperson that does a presentation a certain way. If that's not you, just take the good out of it and work on your craft to make it better and just constantly improve. If you do that, the sky's the limit."
Eric Forseter was the VP of Public Sector at Pindrop when we conducted this interview.
He is now the General Manager for Public Sector at DataRobot.
Prior to Pindrop, he held sales leadership positions at NetIQ and Starbase.
He was introduced to us by one of our previous guests, Rick Simmons, who gave us a great show.
Find Eric on LinkedIn!
Read the complete transcript on The Sales Game Changers Podcast.
CHRISTINE'S TIP TO EMERGING SALES LEADERS: "There's no "I" in team, that's something I apply every day. I also feel like I don't lose, I either win or I learn - that's another thing that I apply every day. And I would say plan your work, work your plan and make sure that you're grounded in what makes you feel passionate every day when you wake up and just enjoy and have fun."
[NOTE: There's a little bit of unintended background noise from the 15 minute mark on. Please ignore it. The content is great!]
Christine Barger is the general manager for Microsoft Federal where she leads a team of 85 sellers and technologists with responsibility for over a billion dollars in revenue.
She also played on the University of Maryland’s women’s lacrosse national championship team in 1992.
On this episode, she talks about the mindset of the champion and how you can apply it to sales leadership.
Find Christine on LinkedIn!
This is episode 110.
Read the complete transcript on the Sales Game Changers Podcast website.
SHAUN'S TIP TO EMERGING SALES LEADERS: "Find your passion. If you're passionate about what you're doing it's not going to feel like a job. And network. Network, mentor, get out there and talk to your peers because you never know when you're going to be working for them, working with them or they're going to be working for you."
Shaun Bierweiler is the VP of Public Sector at Hortonworks.
Prior to coming to Hortonworks, he was at Red Hat in sales leadership.
He started his career as an engineer at Raytheon.
Find Shaun on LinkedIn!
Read the complete transcript on The Sales Game Changers Podcast web site.
Encore episode with Salesforce Public Sector sales leader Dave Rey. DAVE’S CLOSING TIP TO EMERGING SALES LEADERS: “You need to find a mentor, you need to emulate the traits that you admire, you need to get some formal sales training and don’t be afraid to make mistakes, always working to earn your customer’s trust and do your homework about their mission.“
Dave Rey is the Executive Vice President for North America Public Sector Sales for Salesforce.
Prior to coming to Salesforce 5 years ago, he spent 18 years at Oracle running the public sector technology sales.
He was with Falcon Microsystems which was one of the leading sellers of Apple products to the government. He also spent some time as a consultant at Booz Allen, interestingly he began his career as an employee of the National Security Agency, the NSA.
Read the complete transcription on The Sales Game Changers Podcast website.
Encore episode of highly downloaded episode with Diligent sales leader Liam Healy. LIAM’S CLOSING TIP TO EMERGING SALES LEADERS: “Solve problems and look for the fair trade. I live my life by putting things in that lens and thinking through others first. Embrace the challenge – if things were easy everyone would do it. When there’s a challenge run towards it with open arms understanding that it’s never going to be perfect but take the time and dedication to say, “How do I solve this problem to amplify what I’m doing for others?” Finally, look for a reciprocal return.“
Liam Healy is a Senior VP and Managing Director at Diligent.
He’s led commercial operations at Board Effect which was acquired by Diligent.
Before that, he was at Vocus (now Cision) and the Corporate Executive Board.
Interestingly as well, he’s spent 8 years in professional baseball, in the Kansas City Royalsand other organizations.
The complete transcription can be found on the Sales Game Changers Podcast website.
Encore episode on the highly-downloaded episode with Verizon Public Sector leader Mike Maiorana. MIKE’S CLOSING TIP TO EMERGING SALES LEADERS: “Keep customers first. Establish long term trusted relationships with your customers both internally and externally. Be that team player, develop those relationships, be the go-to person for the industry that you serve at the company you serve and have fun.”
Mike Maiorana is the Senior Vice President for Public Sector at Verizon.
He leads Verizon’s business for the Federal, State and Local government, and Education segments across wireline, wireless, cloud, security and managed services.
He’s been at Verizon for 27+ years after he started out as an account rep in 1990.
This is an encore presentation of a highly downloaded episode featuring interviews with highly-successful women in sales leaders. The complete transcript can be found on the Sales Game Changers Podcast website.
GIGI’S CLOSING TIP TO EMERGING SALES LEADERS: “They need to take care of themselves by exercising, meditating, whatever helps them to stay energetic and grounded and motivated. Also invest in yourselves from a learning perspective.”
This is a special show. The Institute for Excellence in Sales is launching our Women in Sales Leadership Forum for women who are looking to move into management and leadership. In honor of that program being launched, we asked Gigi Schumm to share some of her insights on how women in sales can grow into leaders.
Gigi is the Senior VP of Sales at Threat Quotient and was a guest on one of the most downloaded episodes of the Sales Game Changers podcast. What we’re going to do today in honor of the launch is we’re going to reflect back on some of the past episodes that we’ve done with some of our great guests, some of our Women in Sales leaders who have been on the Sales Game Changers.
This is episode 108.
Read the complete transcript on The Sales Game Changers Podcast website.
CLAY'S TIP TO EMERGING SALES LEADERS: "Selling is serving. Recognize that when you are in front of people, they're more interested in you than they are in the feature and benefit set of your particular service or product. Don't think about your quota, don't think about all of the reasons why not, put your head in the place that says, 'I am here to genuinely see if this is the right fit for this organization' and if it is, then you start putting all of that credibility and all of that reliability and all of that intimacy."
Clay Deming is an 18-year veteran sales leader at Kastle Systems.
Prior to coming to Kastle she was at Herman Miller.
Find Clay on LinkedIn!
This is episode 107.
Read the complete transcript on the Sales Game Changers Podcast website.
BOB'S TIP TO EMERGING SALES LEADERS: "If you're true to yourself and true to your customers, they will be true to you. If you could live that way and set a foundation that is firm that you believe in, you'll be successful in sales."
Bob Dunn is the VP of Federal for Juniper Networks.
He started his career at NYNEX before moving to Nortel. He also was a CEO at PacStar and also worked in private equity.
Find Bob on LinkedIn!
This is episode 106.
Read the complete transcript on the Sales Game Changers Podcast website.
SEAN'S TIP TO EMERGING SALES LEADERS: "Career improvement is really around success and success comes from focusing on your client. You're in growth, you're in business development. You could talk about it and be theoretical, but at the end of the day no matter what industry you're in, you have to know your client better than who you're competing against. Everything else flows from that."
Sean Mullen is the Senior VP of Business Development at Perspecta.
He previously held sales leadership positions at DXC Technology, HPE and Northrop Grumman.
Find Sean on LinkedIn!
This is episode 009 part 2.
Read the complete transcript on the Sales Game Changers Podcast web site.
JOHN'S CLOSING TIP TO EMERGING SALES LEADERS: "We know that there are many cognitive biases that help us influence buyers. There's about 100 of them, about 50 of them apply to sales. Figuring out which of those apply to sales, how to use them and what's the practical application for salespeople is critical."
For those of you who've been long time listeners of the Sales Game Changers podcast, you may recall John Asher was featured on Episode #10.
John is the president of ASHER Strategies and an expert on neuroscience and sales and the author of the sales best seller Close Deals Faster.
He is a top sales trainer to Vistage Groups around the globe.
If you'd like to learn about John's sales journey, what he thinks from a sales perspective in his career go back and check out our episode with John.
You can also watch John at the Institute for Excellence in Sales 2017 award event speaking about Neuroscience by clicking the image below.
This is Special episode 009 part 1.
Read the complete transcript on the Sales Game Changers Podcast website.
JOHN'S CLOSING TIP TO EMERGING SALES LEADERS: "The comprehension rate of our brain for video is 60,000 times as fast as reading words on the internet, so the practical application here is get more videos in your proposals, in your presentations, on your website. And the best videos are where you can turn down the audio and still get the idea."
For those of you who've been long time listeners of the Sales Game Changers podcast, you may recall John Asher was featured on Episode #10.
John is the president of ASHER Strategies and an expert on neuroscience and sales and the author of the sales best seller Close Deals Faster.
He is a top sales trainer to Vistage Groups around the globe.
If you'd like to learn about John's sales journey, what he thinks from a sales perspective in his career go back and check out our episode with John.
You can also watch John at the Institute for Excellence in Sales 2017 award event speaking about Neuroscience by clicking the image below.
This is episode 105.
Read the complete transcription on the Sales Game Changers Podcast website.
CHRIS' CLOSING TIP TO EMERGING SALES LEADERS: "Live by the Golden Rule. To me, it's do unto others as you would have them do unto to you and just be a good person. I think fundamentally good people succeed and if you are a good person and you treat people with respect and you deliver good experiences, in the long run you will be highly successful. You may see people taking short cuts and you may see them being at least in the short term successful. Don't fall into that trap."
Chris Hertz is the Chief Revenue Officer with DivvyCloud.
Prior to coming to DivvyCloud, he created and eventually exited from New Signature, a company that did very successfully helping companies migrate to the cloud.
Find Chris on LinkedIn!
This is episode 104.
Read the complete transcript on The Sales Game Changers Podcast web site.
KUSH'S CLOSING TIP TO EMERGING SALES LEADERS: "Finding the right company is something that'll change the span of your career. Understanding who the company is, how you fit into that company, who's going to be your mentor, your coach and does the leadership team embody and emulate what you want are critical."
Kush Kumar is the Vice President of Federal Sales at Red River.
Prior to coming to Red River he was at Oracle, GTSI and Lucent Technologies.
Find Kush on LinkedIn!
This is episode 103.
Read the complete transcript on The Sales Game Changers Podcast.
JIM'S CLOSING TIP TO EMERGING SALES LEADERS: "Bring your values and your passion into it. It's highly rewarding and meaningful when you do sales right with great integrity and a sense of purpose. Make sales mission driven. Be an advocate and a catalyst for doing great stuff."
Jim Anderson is the Senior VP for Global Sales at Earth Networks and has been at Earth Networks for 16 years.
Prior to that, he was a consultant at AMS and Price Waterhouse.
Find Jim on LinkedIn!
This is episode 102.
Read the complete transcription of the podcast on The Sales Game Changers Podcast website.
BOB'S CLOSING TIP TO EMERGING SALES LEADERS: *"I'll say that a lot of salespeople think, "I can't ask for the purchase order" or "I can't ask the difficult questions like do you have the money, do you have the time, what is the timeline?" Frankly, these are not difficult questions. These are questions that our customers expect us to ask. I would say don't ever be afraid to ask the question, because if you don't ask the question the answer's always no."*
Bob Stevens is the Vice President for Public Sector for Lookout Federal Systems.
Prior to coming to Lookout he was at Symantec, Brocade and Juniper Networks.
Find Bob on LinkedIn!
This is Special episode 008.
Read the complete transcript on The Sales Game Changers Podcast website.
GIGI'S CLOSING TIP TO EMERGING SALES LEADERS: *"They need to take care of themselves by exercising, meditating, whatever helps them to stay energetic and grounded and motivated. Also invest in yourselves from a learning perspective."*
This is a special show. The Institute for Excellence in Sales is launching our Women in Sales Leadership Forum for women who are looking to move into management and leadership. In honor of that program being launched, we asked Gigi Schumm to share some of her insights on how women in sales can grow into leaders.
Gigi is the Senior VP of Sales at Threat Quotient and was a guest on one of the most downloaded episodes of the Sales Game Changers podcast. What we're going to do today in honor of the launch is we're going to reflect back on some of the past episodes that we've done with some of our great guests, some of our Women in Sales leaders who have been on the Sales Game Changers.
I encourage you to go back and listen to our episode with Gigi.
This is episode 101.
Read the complete transcription on The Sales Game Changers Podcast web site.
Kristina Bouweiri is the CEO and president of Reston Limousine.
She's been with the company since 1991 and ascended to the CEO role in 1993.
Reston Limo offers the premier luxury transportation service in the metropolitan Washington, D.C. area with a fleet of 220 vehicles – sedans, limousines, vans and buses – 350 drivers and 60 office employees, providing service for business, special tours and special celebrations, 24 hours a day, 365 days a year.
This is episode 100.
Read the complete transcript on The Sales Game Changers Podcast website.
MIKE'S CLOSING TIP TO EMERGING SALES LEADERS: *"Keep customers first. Establish long term trusted relationships with your customers both internally and externally. Be that team player, develop those relationships, be the go-to person for the industry that you serve at the company you serve and have fun."*
Mike Maiorana is the Senior Vice President for Public Sector at Verizon.
He leads Verizon's business for the Federal, State and Local government, and Education segments across wireline, wireless, cloud, security and managed services.
He's been at Verizon for 27+ years after he started out as an account rep in 1990.
Find Mike on LinkedIn!
This is episode 099.
Read the complete transcript on The Sales Game Changers Podcast website.
TED'S CLOSING TIP TO EMERGING SALES LEADERS: "There's always going to be an excuse. Some people live by the excuse, other people don't. If you truly want to affect change and if you truly want to make something of your career, in your life in general, don't accept excuses."
Ted Martin is the VP of Sales at ExecVision, a leading company in the conversation intelligence space for inside sales teams.
We also did a special episode with Steve Richard, the CRO over at ExecVision.
Prior to coming to ExecVision, Ted was the VP of Sales at Wealth Engine where he grew a team from 0 to 50 in close to three months.
Find Ted on LinkedIn!
This is episode 098.
Read the complete transcript to this podcast on the Sales Game Changers Podcast.
NICK'S CLOSING TIP TO EMERGING SALES LEADERS: *"If I had to leave folks with one simple thing it's make sure that you have a purpose, that you know why you're doing it and that it's something that you really enjoy doing. Make sure that selling is purposeful for you, make sure you are ever mindful of what is your purpose, and know why you do what you do."*
Nick Bollini is an Area Vice President for Apptio, a leader in the technology business management software space.
Prior to becoming the Area VP for Apptio, Nick spent over 20 years selling IT for companies such as Sterling Software, Mercury Interactive and HP.
Find Nick on LinkedIn!
This is episode 097.
Read the complete transcription on the Sales Game Changers Podcast website.
RANDY'S CLOSING TIP TO EMERGING SALES LEADERS: "When you get to that point where you feel like you're at the end of your rope, tie a knot and hang on because the wind's going to change, somebody's going to come along, a call you made six months ago and order a six figure order from you. If you're out there in the marketplace making the calls and doing what you should be doing every single day and you haven't had a lick of success but you're doing all the right things, it will happen. "
Randy Cochran has over 30 years of software, hardware and cloud experiences in direct, indirect and telesales go to market strategies.
He's well known for leading the partner and channel programs at Symantec.
He also ran the Northern Virginia practice for Heidrick & Struggles, an executive search firm focusing on VP level and above assignments.
He's had a great career leading sales teams and working with top sales executives.
Find Randy on LinkedIn!
This is episode 096.
Read the complete transcript of this podcast on the Sales Game Changers Podcast website.
JENNIFER'S CLOSING TIP TO EMERGING SALES LEADERS: "My motto is that it takes seven touch points to make one memorable experience so don't think that just one email is going to get you in the door or one left voicemail message or one directory or collateral that you sent through the mail. So do it often, do it thoughtfully and don't be afraid to ask the hard questions."
Jennifer Erney is the Regional VP of Sales at the Associated Luxury Hotels International, also known as ALHI.
She had previously worked at the Fairmont Hotels, Kimpton Hotels and Loews Hotels.
Find Jennifer on LinkedIn!
Read the complete transcript on The Sales Game Changers Podcast website.
ED BEAURAIN'S CLOSING TIP TO EMERGING SALES LEADERS: "Keep it simple. It's an overwhelming journey - a journey that will never end in terms of leveraging data to support your sales team. Start with just a question and based on that question leverage information and data to go ahead and support the output and the insides from that question. It's something that's critical so if you're not doing it, you have to start. "
Today we're having a conversation with Tableau sales director Ed Beaurain.
Ed's an expert on using data analytics in the sales process. The question has come up many times from listeners of the Sales Game Changers podcast and members of the Institute for Excellence in Sales:
What are some of the best ways, some of the best practices to use analytics?
What are some of the analytics they should be using to help them more effectively accelerate the sales process?
Find Ed on LinkedIn!
This is episode 095.
Read the complete transcript on The Sales Game Changers Podcast.
JERE'S CLOSING TIP TO EMERGING SALES LEADERS: "Be 100% human, genuine and honest with everybody that you're talking to because people connect with humans. You might be honest with someone in a way that blows the sale in the moment, but you'll be amazed how often they'll come back to you when the competitors that lied to them didn't work out for them. That happens a lot."
Jere Simpson became a self-made millionaire in his 20's after starting his first company at 18.
He's the founder and CEO of Kitewire Mobility, one of America's fastest growing companies 3 years in a row according to the Inc. 500.
Jere's been featured in countless national media outlets including CNBC, ABC Fox and the Associated Press and is a former adviser to the executive Office of the President, the FBI, the Navy Seals and the Pentagon.
He was also named one of the best entrepreneurs in the country by Entrepreneur Magazine.
Find Jere on LinkedIn!
This is an encore episode with Chris Cutino, VP of Sales at Cision. You can find the transcript of this episode on the Sales Game Changers Podcast website.
CHRIS'
FINAL THOUGHT FOR SALES GAME CHANGERS: “Make everything that you do worth your time. It’s an over-simplification of investing in yourself. It’s very easy to get distracted at work, it’s very easy to get yourself in a position where you feel like you’ve got a good pipeline and it’s easy to go on autopilot. Make everything that you do worth your time and you won’t let yourself down.”
Chris Cutino offers a unique career perspective in sales and sales leadership being that he has spent the last 18 years in the same industry with the same organization.
He’s currently the Vice President of Sales for Cision, a provider of technology solutions and services for communications professionals. During his tenure, he’s seen the organization grow from 40 employees to a public offering on the NASDAC in 2005. In 2014 Vocus was acquired through a private equity firm and merged with Cision.
Prior to his entry into communications technology sales, he held sales leadership positions in the licensed apparel industry as well as the not for profit space at the AIIM international, a technology trade association.
This is an encore presentation of one of our most downloaded podcasts. The transcript for this podcast can be found on the Sales Game Changers Podcast website.
JOSH’S FINAL THOUGHT FOR SALES GAME CHANGERS: “The journey of a thousand miles always begins with a single step. There’s so many different areas that we can focus on which can lead to better results, better outcomes and you could apply that both professionally and personally. Keep a really open mindset that allows you to see that some of the qualities and characteristics that you have can actually change. They can actually improve over time.”
Josh Abich is the VP of Sales at Genesys, a global organization that powers the world’s best customer experiences. More than 10,000 customers across 100 different countries trust Genesys as the industry’s number one customer experience platform to orchestrate seamless omnichannel customer journeys and build long lasting relationships.
Josh leads the mid-market sales organization in the east focusing on helping companies achieve great business outcomes through connecting employee and customer conversations on any channel in the cloud or on the premise. Through a highly consultative approach, Josh and his team help transform their customer’s experience resulting at engaged employees, happier customers and better relationships.
Josh has been with Genesys for a total of 12 years now, starting in 2006 where he began his journey in the customer experience world, with Startup angel.com which was acquired by Genesys in March 2013.
Find Josh on LinkedIN!
Read the complete transcript to this episode on The Sales Game Changers Podcast website. BILL'S CLOSING TIP TO EMERGING SALES LEADERS: "Continue to ask, continue to talk to your clients, learn more and more about them, not just about what they do. Start to get to know them personally. Develop that personal relationship and as you do that I can assure you that you will find you will fail a lot less often and you will find that your opportunities continue to get bigger and bigger and your career is going to grow as a result of that."
Bill Rowan is the Vice President of Federal Sales for VMware.
Prior to coming to VMware, he was at EMC Corporation.
He's also held leadership positions at Storage Technology (now Sun) and IBM.
This is episode 093.
Read the complete transcript on The Sales Game Changers Podcast website.
Liam Healy is a Senior VP and Managing Director at Diligent.
He's led commercial operations at Board Effect which was acquired by Diligent.
Before that, he was at Vocus (now Cision) and the Corporate Executive Board.
Interestingly as well, he's spent 8 years in professional baseball, in the Kansas City Royals and other organizations.
This is episode 092.
Read the complete transcript on The Sales Game Changers Podcast website.
Shawn's had a long career with more than 32 years in sales coaching and leadership.
He's overseen, managed, directed and supported sales organizations from 5 to 95 people within industries such as healthcare, publishing, higher education and K12 and even within the building and construction industry with Hanley Wood.
More recently, Shawn has spent the past 12 years in software as a service with notable organizations such as Vocus, Eloqua, Oracle and Track Maven.
As a startup sales leader, Shawn has specifically focused on sales methodology and sales process with the intent on replicating high performer behaviors within his sales organizations in a way that makes sales leadership and excellence more of a habit than a dream for his sales organization.
Find Shawn on LinkedIn!
Read the complete transcript on The Sales Game Changers Podcast website. DENISE'S CLOSING TIP TO EMERGING SALES LEADERS: "Always be learning, don't be afraid to make mistakes, don't be afraid to take risks, don't be afraid to fail. If you're not taking the risks you're probably not failing or making mistakes and if you're not failing or making mistakes you're not recognizing your true potential because every time you make a mistake you're learning that much more and you're getting that much more experience. Maximize and recognize what your full potential is because it's a long journey."
Denise Medved is the Vice President for Sales and Business Development at the Consumer Technology Association (CTA).CTA holds events such as the Consumer Electronics Show (CES)..
She's been in the trade show industry for more than 20 years.
Prior to coming to CTA, she created, owned and sold a portfolio of consumer events for cooking and entertaining enthusiasts.
Chaim Ekstein, CFP has spent nearly his entire life studying the lives and habits of hundreds of people living and dead, famous celebrities, serial entrepreneurs and even his own friends, family and clients to understand the differences between those who live lives of true abundance and those who are just comfortably sleepwalking through life.
His new book, Escape from the Prison of Comfort & Create the Life of Your Dreams, is the first in his series on what he calls the Total Wealth Formula.
It's an interesting read for sales professionals who are looking to take their career to the next level.
Check out Chaim's web site!
Read the complete transcription on The Sales Game Changers Podcast website!
STEVEN'S CLOSING TIP TO EMERGING SALES LEADERS: "I've realized that the #1 problem in relationships with teamwork and change is actually when people just don't talk to each other. Years ago I discover that and I figured out if I can people to get this “unsaid said,” it will transform organizations and that's exactly what's happened."
CBS Morning News called Steven Gaffney "The Honesty Guy."
He's written a number of best sellers including Honesty Sells: How to Make More Money and Increase Business Profits and Just Be Honest: Authentic Communications Strategies That Get Results and Last a Lifetime.
Companies typically bring in Steven when they're having challenges with honest communication, teamwork and change.
This is episode 090.
Read the complete transcript on The Sales Game Changers Podcast website.
JOHN'S CLOSING TIP TO EMERGING SALES LEADERS: "Don't let the fear of failure be your guiding principle. Embrace failure. Know that if you're failing you're stretching the boundaries of your horizons. Embrace failure as an opportunity to learn. Embrace failure as a way to broaden your horizons and become more comfortable with the notion that it takes a lot of no's to get to a yes. Collect the no's because the faster you collect the no's, the quicker you get to the yes."
John Hicks leads sales for InfinityQS International in Fairfax, Virginia.
InfinityQS is the leading provider of statistical process control software and services to manufacturers world-wide.
He's been in sales leadership for 15 years with past contributions at VERISIGN and Intuit.
This is episode 089.
Read the complete transcript on The Sales Game Changers Podcast.
Eric Marterella is the Chief Revenue Officer at Lotame.
He has consistently built high performing teams, heightened demand and consulted with major global clients, at companies including Digex Business Internet, AT&T, and Cisco.
He was the sales leader at Sprinklr, which was one of the fastest growing SAAS unicorn companies.
Find Eric on LinkedIn!
This is episode 088.
Read the complete transcript of this podcast on The Sales Game Changers Podcast website.
Chris Dewey is the Senior VP of Sales at DLT.
He's the longest tenured employee at DLT coming up on 19 years. He worked his way into management early at DLT and started as a team lead managing two people.
Over the years he's worked his way from team lead to manager to director and now VP. He manages four direct reports, a dozen managers, over 75 sales reps
He is responsible for more than $650 million in revenue.
Read the complete transcript of this episode on The Sales Game Changers Podcast. Dave Rey is the Executive Vice President for North America Public Sector Sales for Salesforce.
Prior to coming to Salesforce 5 years ago, he spent 18 years at Oracle running the public sector technology sales.
He was with Falcon Microsystems which was one of the leading sellers of Apple products to the government. He also spent some time as a consultant at Booz Allen, interestingly he began his career as an employee of the National Security Agency, the NSA.
Find Dave on LinkedIn!
This is episode 086.
Read the complete transcript on the Sales Game Changers Podcast website.
KIM'S CLOSING TIP TO EMERGING SALES LEADERS: "In life you can either be a great example or a horrible warning so focus on being the best person you can be, regardless of who's signing your paycheck. Go into your day acting like you're self-employed. This is your business, don't wait for somebody to take the initiative and just be the best person you can be.*"*
Kim Harrington is the Vice President of Sales at Belfort Furniture.
He's a veteran in the United States Marine Corps and a retired California Highway Patrol officer.
He moved into real estate and mortgage and then became the national sales director at Kestler Financial Group.
This is episode 085.
Read the complete transcript on The Sales Game Changers Podcast.
Christine Barger is the general manager for Microsoft Federal where she leads a team of 85 sellers and technologists with responsibility for over a billion dollars in revenue.
A large part of her mission is helping the Federal customer implement Microsoft cloud solutions to help the government customer modernize and achieve their mission.
She's a technology sales leader with over 20 years' experience. She's also a graduate of the University of Maryland where she played on the University of Maryland's women's lacrosse national championship team in 1992.
Find Christine on LinkedIn!
This is episode 084.
Read the complete transcription of this show on The Sales Game Changers Podcast website.
Viyas Sundaram is the Chief Revenue Officer at Snag. [NOTE: Snagajob rebranded as Snag shortly after this interview took place.]
Previous to Snagajob, he was the SR. VP of Sales at mindSHIFT Technologies.
He was there when they had a couple of successful exits. mindSHIFT Technologies was sold to Best Buy. Originally mindSHIFT had about 120 sales reps. When they sold to Best Buy, they had close to 500. Within 2 years they were sold to Ricoh when they went to 3,000 sales reps.
Find Viyas on LinkedIn!
This is episode 083.
Read the complete transcript on The Sales Game Changers Podcast web site.
DAVID'S CLOSING TIP TO EMERGING SALES LEADERS: "The biggest difference between a great sales person and an average sales person is that 5:01pm extra call of the day, or picking up the phone call at 4:30am in the morning. Take action, take that extra step. You might think, "Oh, no, that's too much" or "My family's going to be upset" but you really want to separate yourself from the competition. It's that. It's that extra call."
David Posner is the VP of Sales for homecare.com.
He's been in the healthcare industry for 15 years and started his career at Teva Pharmaceuticals.
After seven years, he moved into the senior care space with LivHOME before moving to homecare.com.
Find David on LinkedIn!
This is an encore episode of the most downloaded Sales Game Changers Podcast episode of the first 75 we've posted! Read the transcript here.
JOE'S CLOSING TIP TO EMERGING SALES LEADERS: “It takes 3 things to get significant revenue growth. You need a well-trained and professional selling organization. You also need a differentiated product, understanding the differentiation of your product, and what the unique value propositions. And third you need to truly identify the target market for that unique product, that unique service, that unique solution. You give me all 3 of these. You give me a well-trained selling machine.“
Joe Markwordt is an Area Vice-President with Salesforce. He’s had great sales success at some of the top companies in the technology industry including Equifax, RightNow Technologies, SunGard Availability Systems, Oracle, Mercury Interactive, Click2learn and Silicon Graphics.
He also started his career at Digital Equipment Corporation and he’s a very proud graduate of Duke University.
Find Joe on LinkedIN!
This is an encore presentation of the 4th most downloaded Sales Game Changers Podcast to date. Read the complete transcript here.
SUSAN’S CLOSING TIPS FOR EMERGING SALES LEADERS: “I would just say never stop learning, be open to new challenges, if you’re in a place where you’re not happy, find a new opportunity. There are lots of opportunities out there and we sell in everything that we do. The simple things in life, think of how many things you do at home to sell every day. Be fearless, never be afraid and the sky’s the limit in terms of accomplishments. Challenge yourself yearly, challenge yourself every 5 years, challenge yourself at 10 years and go for it.”
Susan Lee is the VP of Sales for MOI, she’s been in the furniture industry for 22 years and she began her career selling copiers with Xerox. She’s faced many challenges along the way as a woman in sales leader and she’s also a cancer survivor.
She has had great success in the office furniture industry at companies including Herman Miller, Knoll and Haworth. She was a featured panelist at the IES Women in Sales Selling Edge Conference.
Find Susan on LinkedIN!
Read the complete transcription on The Sales Game Changers Podcast website. WAYNE'S CLOSING TIP TO EMERGING SALES LEADERS: "It's in your head. You can do it or you can't and in either case whatever the answer is in your head, you're right, because that's what you believe. So stay committed to your career, believe that this is going to be something that is going to take a lot of hard work and sweat equity and go after it.*"*
Wayne Lewandowski is the Senior VP and General Manager for North American Public Sector at HyTrust.
He started his career with Bell Atlantic.
He has sold many disruptive technologies in his career.
HyTrust helps organizations securely manage their workloads and data in the data center and the cloud while ensuring their compliant with key regulations and that privileged users cannot create significant disruptions to the data center or exfiltrate sensitive data and workloads.
This is episode 081.
Read the complete transcript on The Sales Game Changers Podcast web site.
JESSE'S CLOSING TIP TO EMERGING SALES LEADERS: "You have to be passionate about what you're doing, otherwise it's a very hard job to do. Along with that passion, you got to be proud of what you're doing each and every day and take ownership. I think the difference between good and great sellers is that they take accountability and ownership of everything that they do."
Jesse Sun is the VP of Sales for RiskLens.
Prior to RiskLens, he ran sales and marketing at Natural Insight.
Before that he was at Parature for nearly ten years. Parature, of course, was sold to Microsoft.
Find Jesse on LinkedIn!
Read the complete transcript to this podcast on The Sales Game Changers Podcast website. On this special episode,we're talking with mindset and performance improvement expert Ramzy Ayachi. He empowers others with hypnosis and neuro-linguistic programming (NLP) to release self-limiting beliefs, achieve desired outcomes and create resourceful states to achieve peak performance. He's the chief learning officer at Peak Performance Associates. Prior to getting into this space, he had a 20-year career with the Marines.
Today we're going to be talking about sales mindset and how you could use techniques and take your sale's mindset or take your sales performance and career to the next level by really achieving a higher level and more effective mindset. What type of mindset to you need, how do you have the most effective beliefs to ensure that you can take your sales career to the next level.
This is episode 080.
Read the complete transcription on The Sales Game Changers Podcast.
Kevin Reynolds is the regional president and director of sales at United Bank.
Prior to coming to United Bank, he was the president and director of sales for Cardinal Financial Corporation.
He joined United Bank in April 2017 following its acquisition of Cardinal Bank.
Prior to establishing Cardinal with a select group of community leaders in 1998, he held executive and managerial positions with several leading area financial institutions in the DC region including George Mason Bank and the American Security Bank.
Find Kevin on LinkedIn!
Read the complete transcript on The Sales Game Changers Podcast website. TRISTAN'S CLOSING TIP TO EMERGING SALES LEADERS: "You have to take control of your own destiny and success and you have to invest in yourself and even if you feel like you're having success, you need to continue to stay sharp because things change really quickly. Take ownership, manage your own business like it's a small business and continue to improve and educate.*"*
Tristan Cotter is a software sales leader with over 10 years’ experience selling everything from consulting research to software-as-a-service software.
Currently he is the vice president of global sales for GoCanvas, a mobile platform that makes it simple for business to automate how work is done replacing outdated processes and expensive paperwork.
At GoCanvas, he's almost tripled the size of the sales force over the past year which has led to record breaking revenue performance and growth rates while helping improve the customer experience leading to improved retention and expansion.
This is episode 078.
Read the complete transcript on the Sales Game Changers Podcast website.
Nathan Jones is the Vice President of Federal at Red Hat andwas one of the first sales reps hired by Red Hat.
Before that, he had sales roles at Mercury Interactive and EMC.
He's the president of the AFCEA, Washington DC chapter.
This is episode 077.
Read the complete transcript on The Sales Game Changers Podcast web site.
JACK'S CLOSING TIP TO EMERGING SALES LEADERS: "Be proud of your profession.You bring solutions to bear that solve real problems that matter to many, and that should matter to you. I don't care what the product is, if it's a solution that actually solves a problem, that helps people...you're doing good. Be confident in what you do and have that confidence and pride be exemplified in the work and the product that you produce day in and day out*."***
Jack Dilanian is the chief commercial officer with Interfolio in Washington DC.
Jack has held senior sales leadership positions in companies such as Blackboard, Intelliworks and Hobsons.
This is episode 076.
Read the complete transcript on the Sales Game Changers Podcast website.
Steve Vito has been on the business side of media for over 35 years. In that time, he has sold advertising and event sponsorships for every possible medium including print, broadcast and now digital media.
He has held senior sales management positions in several of the most highly regarded B-to-B media companies including IDG, Fairchild Publications, McGraw Hill and Atlantic Media.
Up until recently, Steve was the president of Government CIO Media, a media firm focusing on delivering thought leadership and thought provoking content to C-level executives in federal government agencies.
Find Steve on LinkedIn!
This is episode 075.
Read the complete transcript on the Sales Game Changers Podcast website.
Tim Atkinson is the Group Vice President for the ACS Group where he's responsible for a 16 state region.
ACS is a professional services organization providing IT consulting; staffing and workforce optimization solutions that helps optimize human capital investment to help you get the most out of your people.
He spent parts of his career in The Big 8, worked for Cap Gemini and CGI before coming to ACS group.
This is his fourth decade as a professional sales executive and leader in sales.
Find Tim on LinkedIn!
Read the complete transcript on the Sales Game Changers Podcast website.
DAVE'S CLOSING TIP TO EMERGING SALES LEADERS: "Practice, practice, practice. Practice your craft and you always overestimate what you can accomplish in a short amount of time and you underestimate what you can accomplish in your career in a longer amount of time.*"*
Dave Levy is the Vice President for Federal Government and not for profit sales at Amazon Web Services.
Prior to coming to Amazon Web Services, he headed up Apple Computer's government sales.
Read the complete transcript on The Sales Game Changers Podcast website.
Zeev Wexler is a digital industry leader, marketing automation disrupter, and CEO of a rapidly growing marketing firm - Wexler.
He is also the founder of Linkboost.
Zeev’s reputation as a trusted advisor for CEOs across many industries internationally has led to high demand as a speaker.
Find Zeev on LinkedIn!
This is episode 074.
Read the complete transcript on the Sales Game Changers Podcast web site.
Lynne Chamberlain is the VP of Business Development for Red Hat's public sector division.
As the VP of Business Development, her responsibilities include major capture and selling to the system's integrators.
She's worked at Unisys and was involved in starting Network Appliance's public sector division.
She worked at Silicon Graphics where she was involved with the Cray acquisition. She also spent some time at Digital Equipment Corporation, NCR and Tektronics. When she was at Tektronics, she was the very first woman ever hired in sales.
This is episode 061.
Read the complete transcript on The Sales Game Changers Podcast website.
Chris Tully has had a 30 year history of leading sales teams at public tech companies such as Xerox and Dell and CoStar.
He also moved into the commercial remote sensing industry at GOI.
Currently he's an outsourced VP of Sales with Sales Acceleration.
This is episode 073.
Find the complete transcript on the Sales Game Changers Podcast website.
RICK'S CLOSING TIP TO EMERGING SALES LEADERS: "You've got to stay focused and most of all you have to believe in yourself. At the end of the day, you can be your worst enemy or the best person to get you to where you want to go if you believe, and if we all believe and we believe that we can make a difference, we can achieve great things, we can help others achieve great things. Then you'll have a very successful sales career and a professional, personal career too."
Rick Simmons is a college football Hall-of-Famer, who has used his experience learned during his football career as a foundation in building a successful sales career.
He has more than 30 years of technology sales experience and has held various sales leadership positions in some of the world's greatest technology companies including Digital Equipment Corporation, Apple Computer, Silicon Graphics, Oracle and Brocade Communications.
During his career, he has consistently been in the top 10% of sales performers, he's received numerous awards during career, his career including rep of the year, executive of the year and has participated in over 25 president club awards for sales excellence.
Rick attended Bowie State University where he played football and participated in an NFL combine after his senior year. He was the first minority individual inductee into the sports hall of fame at Bowie State. Rick completed his BS degree in business management eventually from the University of Maryland.
Find Rick on LinkedIN!
Find the complete transcription to this podcast on The Sales Game Changers Podcast web site. MIKE'S CLOSING TIP TO EMERGING SALES LEADERS: "It's having an athletic approach to managing your business. It's being driven. And when I say athletic approach, I don't just mean the physical demands of it. I mean you have to look at what you do as a profession, you have to train for it, you have to be aggressive about it, you have to not take no for an answer and you have to understand that failure is a part of it. "
Mike Miller is a technology sales executive with almost 30 years' experience in building winning sales and management teams.
His well-rounded background includes experiences in direct sales and leading teams from 6 people to over 1,000.
Mike has been the GM and SVP of North America Sales for CA, has run the public sector sales teams at Juniper Networks, has run world-wide sales for a few interesting startups, owns a sales training and management consulting business and now manages the federal business for Veeam Software.
This is episode 071.
Read the complete transcript on The Sales Game Changers Podcast website.
Christopher Ware is a media sales expert with 18 years’ experience in selling print and digital advertising, event sponsorship and exhibit space.
He's generated millions in media sales for publications and events.
Currently, he's the vice president of business development for NAIOP, a national trade association for real estate developers. At NAIOP, he's doubled revenue since the end of the great recession, doubled conference sponsorship sales, more than tripled the number of companies sponsoring and tripled digital advertising sales.
But he's best known for giving away free burritos to get his calls returned. Christopher is a well-regarded thought leader, speaker and writer on media sales and has been published in dozens of associations and exhibition management publications.
This is episode 070.
Read the complete transcription on The Sales Game Changers Podcast.
RYAN'S CLOSING TIP TO EMERGING SALES LEADERS: "People will pay what they think something is worth" and that runs through my head almost every day, probably like 5 or 6 times a day when we're talking about what are we selling, how are we selling it, who are we selling it to, how much is it worth. It's really about getting to what the customer values and we can't assume that it's the same thing that they valued a year ago, a month ago, a week ago. We have to be experts at knowing what our customers are trying to get out of our product or our solution and providing that value, providing that solution. It may be a way that we never had to before, but that's what everything stems out of."
Ryan Brown is the vice president of sales and event services at NTP Events, a for-profit trade show management company that designs, produces and manages engaging business to business events.
Ryan oversees exhibit and sponsorship sales for NTP Events portfolio shows and also functions in a BD role for the company.
He has emerged as a sales leader in the trade show industry by pioneering the use of analytics and neuroscience in his training programs and sale strategy methodologies.
Prior to his role at NTP Events, Ryan spent 7 years selling exhibits and sponsorships for trade events at not for profit organizations including the American Composites Manufactures Association and the Consumer Technology Association.
This is episode 069.
Read the complete transcript on the The Sales Game Changers Podcast website.
Melissa Riley serves as the Vice President of Convention Sales and Services at Destination DC, the official convention and tourism corporation for the nation's capital.
She's a 20 year veteran of the travel and hospitality industries and leads a team of more than 30 who work in concert to generate a positive economic impact for the District.
She began her tenure with Destination DC in 2003 and has continued to grow within the organization. Under her stewardship, her team continues to drive new business opportunities into the District for future years and continues to grow the economic development for the District.
Find Melissa on LinkedIN!
This is episode 068.
Read the complete transcript to this podcast on The Sales Game Changers website.
Ivan Gomez is the president and founder of NextStage, a consulting firm focused on helping organizations leverage inside sales as a powerful go to market strategy.
They help with implementation, best practices, marketing integration and many other things.
Ivan has worked at some great companies in inside sales leadership, such as Ellucian, Echo360, Rosetta Stone, QlikTech and Compuware.
Ivan is also the DC area chapter president for the American Association for Inside Sales Professionals.
Find Ivan on LinkedIN!
This is episode 067.
Read the complete transcription on The Sales Game Changers Podcast web site.
Christian Woodward is a software sales executive with more than 20 years of IT sales experience with leading companies such as Apple, VMware and New Relic.
He currently leads the American sales organization and business unit for OutSystems, the leading, low-code development platform for enterprises globally.
He has significant experience in cloud, mobile and enterprise software, developed while working with leading Fortune 500 companies.
He's led sales teams at mature public companies, newly -minted IPO's and venture backed startups.
Find Christian on LinkedIN!
This is episode 066.
Tom Young is the EVP of worldwide sales for the innovative Security Operations platform provider, Syncurity.
Read the transcript to this interview on the Sales Game Changers Podcast website.
He's been referred to as a sales expert, trusted adviser, and proven Leader with a "Rare Blend of Business & Technical Expertise."
He’s worked for a company called Platform Logic which was sold to Symantec and has led sales teams at high-flying start-ups and leading chain software development companies.
He started his career at Accenture.
Find Tom on LinkedIN!
This is episode 065.
Read the transcript from Sandy Lutton's podcast on The Sales Game Changers Podcast website.
Sandy Lutton is the Chief Revenue Officer at the Washington Speakers Bureau. Sandy's responsible for developing the company's revenue strategy and ensuring the strategy aligns with the corporate vision.
In addition, she's responsible for all revenue generating processes in the organization and focuses on driving strategic alignment across all corporate function.
Her key focus areas include sales and marketing as well as customer and speaker relations and logistics.
Prior to the Washington Speakers Bureau, Sandy held the position of National Director of Sales and Operations at Grant Thornton. In her life-long sales career, she has held just about everything you can imagine. Her clients have ranged from early stage startups to Fortune 500 and everything in between.
Find Sandy on LinkedIN!
Jeff Henry brings more than thirty years of sales expertise to his role as president of ViON.
Read the complete transcript to this podcast on The Sales Game Changers Podcast website
He's responsible for the company's overall operations, strategic execution, marketing and revenue.
Prior to ViON, Jeff served as a senior Vice-President and general manager of the Americas at Hitachi Data Systems, where he led a team of two thousand employees. During his tenure, revenue and profitability almost doubled.
Before his stint with Hitachi, Jeff served as a Vice-President and general manager of North American sales for Unisys Corporation, and was Vice-President of global accounts for Hewlett-Packard (HP).
This is episode 063.
Check out the complete transcript on The Sales Game Changers Podcast webite.
Jason Stookey is the vice president of partner development for the International Legal Technology Association, also known as ILTA.
He's a sales and business development professional with more than 18 years of experience in the tradeshow and event industry with a proven track record as an achiever in developing strategic and profitablerelationships.
22,000 members strong serving CIO, IT leaders typically in law firms, corporate council and the like.
He also ran sales and business development for the National Association of Broadcasters, the NAB.
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Read the transcript to this podcast on The Sales Game Changers Podcast web site. Reed Fawell began his sales career shortly after college at a boutique professional services firm in Buenos Aires, Argentina, where he helped American companies grow in the Argentinean and Chilean markets.
Upon returning to the US, Reed joined the Corporate Executive Board, CEB, as a sales executive selling best practices research and decision support services to human resource executives.
Over his 14 years at CEB, he grew to lead over 100 sales and account management professionals across the human resources, sales and marketing and finance practice areas.
Currently, he is the CRO, the chief revenue officer at Link Labs, the leading provider of Internet of Things technology for large enterprises.
Find Reed on LinkedIN!
The complete transcript can be found on the Sales Game Changers Podcast website. Ryan Bringger is a professional sales executive with 16 years’ experience in building winning sales and management teams.
Currently, he is the Vice President for Ticket Sales and Membership for the Washington Nationals baseball team.
His well-rounded background includes experiences in ticket sales and service, premium seating and suite sales and service. He has significant experience in the sports industry and has managed and hired one of the largest sales teams in all of professional sports.
He's also been heavily involved in the sales and servicing of multiple, all-inclusive premium seating clubs, branded areas, ticket programs, loyalty programs and luxury suites.
Find Ryan on LinkedIN!
Read the complete transcript of this podcast on the Sales Game Changers Podcast website.
Gary Milwit is the president and chief operating officer at Stone Street Capital, headquartered in the D.C. Metro area. Gary is a former high school football coach, teacher, and athletic director who left public-sector work in 2000 after being recruited by Earth Networks to run its education and government-sector business.
In 2006, Gary was recruited by Stone Street Capital, where he held the roles of senior VP of sales, senior VP of business development, and chief operating officer before being asked in late 2016 to take over leadership of the company.
Gary is a multi-award-winning sales leader, trainer, and coach. In 1996 he was named as the Maryland State Athletic Director Association’s Athletic Director of the Year. In 2012 he won the Best in Execution Award from the American Association for Inside Sales Professionals, and in 2013 he was named the American Association for Inside Sales Professionals’ Executive of the Year.
Under Gary’s direction, Stone Street Capital won the Institute for Excellence in Sales Best in Sales Training Awards in both 2015 and 2016.
This is a special Encore episode of the Sales Game Changers Podcast featuring Kimpton Hotels and Restaurant Sales leader Telesa Via. Read the complete transcript of this podcast on the Sales Game Changers Podcast website.
Telesa Via is the vice president of sales for Kimpton Hotels and Restaurants.
She has global responsibility for helping grow the brand's business to corporate accounts, individuals, and associations. She runs a team that provides services all around the globe.
Telesa started her career with the Ritz-Carlton, eventually moving to the Hyatt brand and then moving to Kimpton, where she became the VP of sales in 2016.
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This is an encore of our earlier episode with NVIDIA's sales leader Anthony Robbins. It was our highest downloaded episode in 2017.
Read the complete transcript of this podcast on the Sales Game Changers Podcast website.
When we recorded this podcast, Anthony Robbins was the vice president of the AT&T Global Public Sector Defense Team, a team of 1,000 employees, headquartered in the DC Metro area. He started his new role at NVIDIA on October 30.
He has spent his 30-year career serving the federal marketplace supporting civilian, national security, public safety, and defense agencies. In 2016 Anthony was recruited by AT&T to lead its defense business.
Prior to this, Anthony held numerous leadership positions including senior vice president of North America public sector at Oracle, vice president, federal at Sun Microsystems, and senior vice president of worldwide sales and president of SGI Federal at Silicon Graphics, Inc. Anthony has been recognized by the Executive Mosaic Wash 100 for his network modernization vision.
He is a FedScoop 50 Industry Leadership Award Winner and a Federal 100 Award Winner. Currently he sits on three boards: the AFCEA-DC, USO Metropolitan Washington-Baltimore, and PSC Board of Directors.
Read the complete transcript on The Sales Game Changers Podcast website. Leticia Proctor is a Senior VP of Sales, Revenue Management and Digital Strategies for PM Hotel Group.
She's responsible for development and implementation of all sales, revenue management and digital strategy efforts at the national, regional and property levels.
She also focuses on maximizing total hotel revenue while building a sales culture that promotes staff development and retention, new hotel openings, hotel re-positioning and re-branding.
Prior to joining the PM Hotel Group, she was the regional director of sales and marketing for Hersha Hospitality Management Corporation.
She's also worked for such prestigious hotel companies as Kimpton Hotels and Restaurants, Crestline Hotels and Resorts, Remington Hotels and Resorts, Interstate Hotels and Resorts, Loews Corporation and Hospitality Partners. Additionally, she is also pursuing a masters of professional studies in hospitality management at Georgetown University.
Find Leticia on LinkedIN!
This is episode 058.
Read the complete transcript from today's podcast on the Sales Game Changers Podcast site.
Tom Snyder is the founder and managing partner at Funnel Clarity.
He's a sales training and performance improvement expert and has helped companies around the globe with their sales performance improvement.
Tom's also a published author of several McGraw-Hill bestselling business books and has spoken at the Institute for Excellence in Sales several times.
He has also mentored thousands of sales professionals as it comes to sales improvement topics, prospecting, account development, and sales strategy.
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This is episode 057.
Read the complete transcript on The Sales Game Changers Podcast website.
Dario Campolattaro is the CEO for Summit Insurance Services. He's responsible for the leadership, direction, strategy and growth of Summit Insurance Service.
Summit Insurance Services provides insurance consultation and support for employers of 50 to one thousand employees in the Washington DC metro market.
With his team, Dario has positioned Summit as subject matter experts in health and welfare benefits along with healthcare reform.
Summit helps its clients in three key areas: Negotiating plan design and pricing, communication and support and compliance.
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Read the show's complete transcript on The Sales Game Changers Podcast website. Today’s show features Chris Cutino of Cision. By today's standards, Chris offers a unique career perspective in sales and sales leadership being that he has spent the last 18 years in the same industry with the same organization.
He's currently the Vice President of Sales for Cision, a provider of technology solutions and services for communications professionals.
During his tenure, he's seen the organization grow from 40 employees to a public offering on the NASDAC in 2005. In 2014 Vocus was acquired through a private equity firm and merged with Cision.
Over the next few years, Cision acquired over a half dozen organizations, most notably PR Newswire and again went public on the New York Stock Exchange in 2017. Prior to his entry into communications technology sales, he held sales leadership positions in the licensed apparel industry as well as the not for profit space at the AIIM international, a technology trade association.
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This is episode 055.
Read the complete transcript to this podcast on The Sales Game Changers Podcast web site.
Erik Requidan is the vice president of Sales and Programmatic Strategy responsible for partner development, programmatic strategy and revenue at Intermarkets.
Erik works directly with brands, agencies, trade desks, DSP's and exchanges. He's widely regarded as one of the top programmatic experts in the country, he's been a contributor in ExchangeWire, Mashable, MediaPost, Digiday, BisReport, AdExchanger and AdAge.
Intermarkets has gotten some amazing recognition, not just in its entire career but recently as well. It's been on the Inc 5000 list for the fastest growing private companies for the 8th straight year in Washington D.C.
It's been recognized by the Washingtonian for the top 50 places to work in the D.C. Metro area, it's gotten recognitions from D.C. Inno, AdAge calls it the "50 Best Places to Work" two years in a row and there's been some honorable mention at other industry awards such as the Drum Digital Trade Awards.
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This is episode 054.
Read the complete transcript to this podcast on the Sales Game Changers Podcastt.
Monica McEwen is the Vice President of Federal Sales at MapD.
In this capacity, Monica's responsible for building out the federal division including the go-to-market strategy and the ecosystem around the Washington DC Beltway.
Monica joined MapD after spending six years at Qlik as a Federal VP where she started the federal division and developed and led a cross functional team of sales, inside sales, solutions architects and alliances.
She spent over 20 years supporting the federal customer and believes her success in business depends on her ability to lead through change.
This is true of both her prospect who was on a buying journey or in a leadership role. In today's IT market change is constant. Being a trusted adviser to your customers has served Monica well.
Find Monica on LinkedIN!
Read the complete transcript to this podcast on the Sales Game Changers Podcast website. Gary Newgaard is the Vice President for Public Sector for Pure Storage.
Gary was previously the vice president of public sector hardware sales for Oracle in North America.
Prior to joining Oracle he served in senior level positions at PIXIA, EMC and Compaq, leading results driven sales divisions with consistent revenue growth.
He has also been successful as an entrepreneur building startup organizations such as Paragon Systems and Intelligent Enterprise Solutions.
He's a multiple recipient of Federal Computer Week's Fed 100 award and the industry advisory council’s prestigious Communications award. He's also a long standing member of AFCEA's board of directors.
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This is episode 053.
Read the complete transcript to this podcast on the Sales Game Changers Podcast website.
Ben Knowlton is the director of sales at Metropolitan Shuttle, a leading nation-wide event transportation company.
Ben and his team work with both corporate and private clients to provide a wide range of event transportation solutions dealing employee shuttles, evacuation services, group outings and even mobile billboard services are all in a day's work for Ben and his team.
Prior to Metropolitan Shuttle, Ben was one of the top relocation consultants with Olympia Moving and Storage. He provided a concierge relocation service to some of the most discriminating clients in the mid-Atlantic region.
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This is episode 051.
Read the transcript to this and all Sales Game Changers Podcast on the Sales Game Changers Podcast.
Mike Kilian is the senior director of business development at Mvix, a leading provider of content rich digital signage solutions.
Headquartered in Sterling, Virginia Mike manages the Mvix sales team and project management team. He oversees the entire project life-cycle, from capture to execution for all client facing solutions, services and deliverables.
His leadership and initiatives have fostered Mvix's growth to a top-tier player in the complex and dynamic digital signage space.
Prior to Mvix Mike spent two years as an AV technology consultant, he's a proud Virginia Tech alumnus and is recognized by the digital signage experts group as a certified digital signage network expert.
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This is episode 050.
Read the complete transcript to this Sales Game Changers Podcast to take your sales career to the next level.
Susan Lee is the VP of sales for MOI, she's been in the furniture industry for 22 years and she began her career selling copiers with Xerox. She's faced many challenges along the way as a woman in sales leader and she's also a cancer survivor.
Susan's role at MOI is to develop and support a team of strategic thinkers who approach business from the customer's point of view. Her goal is to develop, mentor and train the future leaders of her industry, while providing a firm business model for achieving success.
She has had great success in the office furniture industry at companies including Herman Miller, Knoll and Haworth. She was a featured panelist at the IES Women in Sales Selling Edge Conference.
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This is episode 049.
Read the complete transcript on the Sales Game Changers Podcast.
Michael Gordon is the Executive Vice-President for Accelerent. Accelerent is a business development platform designed for companies that serve the middle market business community. They operate in Washington, D.C., Baltimore, Kansas City, Nashville, Phoenix and Indianapolis.
The partner base for Accelerent includes many well-known brands across 60 plus industries.
Michael’s had a great career in sales. He’s been in the carbon steel industry. He’s also worked in the real estate marketplace as a retail broker in Philadelphia, Pennsylvania.
Find Michael on LinkedIN!
This is episode 048.
Read the complete transcript on The Sales Game Changers Podcast website.
Joe Markwordt is an Area Vice-President with Salesforce. He’s had great sales success at some of the top companies in the technology industry including Equifax, RightNow Technologies, SunGard Availability Systems, Oracle, Mercury Interactive, Click2learn and Silicon Graphics.
Joe is a strategic thinker who has acquired vast sales experience by doingand an active learner who will evaluate sales/marketing efforts on a continuous basis and adjust strategies/tactics to compete more effectively in an ever changing marketplace.
He believes in teamwork, collaboration, and a commitment to the continued growth and development of not only the revenue goals for which he is responsible, but for the people that work for him, and the customers that have invested in his solutions as well.
He also started his career at Digital Equipment Corporation and he’s a very proud graduate of Duke University.
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Read the transcript to this and all podcasts on the Sales Game Changers Podcast website.
Steve Richard is the co-founder and chief revenue officer at ExecVision, a leading conversation intelligence platform. He's also the co-founder of Vorsight, a leading outsourced appointment setting company.
Steve says his mission and life's work is to help sales professionals become wildly successful. He believes that the quality of sales conversations matters, yet the profession of sales largely misses the mark on teaching sales reps how to have great conversations.
After 10 years as a sales trainer Steve learned that the only way to achieve his mission was through the use of technology to help more sales professionals worldwide.
Outside of entrepreneurship and business, Steve volunteers for Columbia Lighthouse for the Blind and is an avid scuba diver, skier, runner, football watcher, dad to 4 little kids, and husband to the best wife in the world.
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This is episode 046.
Do you want to take your sales practice to the next level? Subscribe to the Sales Game Changers Podcast! Read this episode's transcript on the Sales Game Changers Podcast web site.
Josh Abich is the VP of Sales at Genesys, a global organization that powers the world’s best customer experiences. More than 10,000 customers across 100 different countries trust Genesys as the industry’s number one customer experience platform to orchestrate seamless omnichannel customer journeys and build long lasting relationships.
Based in Northern Virginia, Josh leads the mid-market sales organization in the east focusing on helping companies achieve great business outcomes through connecting employee and customer conversations on any channel in the cloud or on the premise.
Through a highly consultative approach, Josh and his team help transform their customer’s experience resulting at engaged employees, happier customers and better relationships.
Josh has been with Genesys for a total of 12 years now, starting in 2006 where he began his journey in the customer experience world, with Startup angel.com which was acquired by Genesys in March 2013.
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This is episode 045.
Read the transcript to this podcast on the Sales Game Changers Podcast website.
Rob DiRocco is the Senior VP and General Manager of Retail Solutions at Asurion, the global leader in technology protection and support sold to the top retailers, manufacturers and carriers. Rob has overall responsibility for growing and managing the retail and manufacturing business including all aspects of sales to drive growth for their client partners.
Rob and his team helped top brands such as Walmart, Home Depot and Amazon sell services that support their sale of technology enabled products to consumers. Prior to Asurion, Rob spent almost 5 years leading sales and marketing at mindSHIFT Technologies which provided cloud based IT management to small and medium sized businesses. He started his career in Federal Sales at Bell Atlantic.
He received an undergraduate degree in finance and marketing from Virginia Tech, and an MBA in finance from George Washington University.
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This is episode 044.
Read the complete transcript of this podcast on The Sales Game Changers Podcast website!
Vineeta Mooganur is the Chief Growth Officer at Hanover Research. Her responsibility is to spearhead growth across key dimensions for their clients and for their employees.
Prior to Hanover, she served as the VP of sales and partnerships at a healthcare startup.
She was a managing director at CEB now Gartner and a case team leader at the management consulting firm Bain & Company.
This diverse experience of sales, client services, strategy and management has allowed her to give a unique perspective to her team as well as find unique ways to serve the market.
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Read the transcript for this podcast on The Sales Game Changers Podcast website! Gigi Schumm is the senior vice president of World Wide Sales for ThreatQuotient. Gigi is responsible for revenue growth and driving global channel strategy.
She brings over two decades of experience leading high-performing sales and services organizations spanning commercial sales, services, channels, alliances, business development and operations.
Prior to coming to ThreatQuotient, Gigi served as the VP and general manager for public sector at Symantec.
She has also held leadership roles at various technology companies including Oracle, NeXT software and Sun Microsystems.
Additionally, Gigi hosts the very popular and long-running weekly radio show on Fed News Radio, WFED called Women of Washington, where she interviews accomplished female executives to share their life lessons and secrets to success.
Find Gigi on LinkedIN!
This is episode 042.
Read the complete transcript for this podcast on The Sales Game Changers Podcast.
Sean Patrick Ryan is the senior vice president and general manager of Fuel Education which is a part of K-12 Inc., a pioneer of online learning based in Herndon, Virginia. Fuel Education works with schools across the country to bring state of the art learning tools into the classroom in order to drive high level student performance across nearly all grade levels and subjects.
A graduate of the United States Air Force Academy, Sean began his career as a military intelligence officer just before the end of the cold war and the disintegration of the Soviet Union. These events profoundly altered the initial course of his career.
Post business school at Stanford, his move into the education technology space was driven by a strong desire to leverage new learning tools to deliver better student outcomes. He was exposed to an early version of these learning tools when learning Japanese while living and working in Tokyo.
Prior to joining Fuel Education earlier this year, Sean served as the SVP of Sales for McGraw-Hill Education where he also managed the strategic planning process for the entire organization. During his four years at the helm of this 500 person sales organization, his group consistently took market share and increased sales from about $600 million to $800 million in four years.
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This is episode 041.
Read the complete transcript of this podcast on The Sales Game Changers Podcast!
Alex Bartholomaus is the President and CEO at People Stretch Solutions, a Washington, D.C. based management consulting firm specializing in sales growth consulting and C level advisory serving the mid-market throughout North America and EMEA.
He’s also a published author and professional speaker on the topic of sales, leadership, emotional intelligence and elite business performances. He specializes in guiding change, disrupting the status quo, challenging CEOs and transforming sales and leadership teams in the pursuit of excellence. He accomplishes this with the help of innovative online assessments and a methodology that draws on psychology, behavior and emotional intelligence.
He started his career as a wine importer where he grew a family business from 1 million in revenue to 37 million in revenue over a 15-year period. He’s also responsible for creating the Big Tattoo Wines Project which over its 6-year duration donated over 1 million dollars to various charities related to hospice and breast cancer.
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This is episode 040.
Read the complete transcript on the Sales Game Changers Podcast site!
Dan Cole has over 28 years of sales leadership experience at companies such as Lanier Worldwide, National Trade Productions, Advanstar, Yellowbrix and the Consumer Electronic Show.
Dan Cole is a true sales visionary and leader. He is the Senior Vice President, Trade Shows and Events at Hargrove, one of the leading event and management companies in the world.
Dan’s passion is to develop an urgently enthusiastic sales environment by focusing on the following: training, revenue generation, activity and analysis, customer focus and recruiting.
His specialties include sales leadership, motivational speaking, sales training, sales and motivational writing.
Find Dan on LinkedIN!
This is episode 039.
Read the complete transcript on the Sales Game Changers Podcast.
Heidi Webb is one of those people who creates opportunities to help others wherever she goes.
She knows everyone and truly wants to help without asking for anything in return.
She is currently the Chief Development Officer at Cornerstone Montgomery and serves as a Development Chair on the Board of the Center for Non-Profit Advancement.
Cornerstone Montgomery helps people in Montgomery County, Maryland with basic needs through their 89 properties and 300 employees.
It also, offers training to help people get back into the workforce.
She was hired by Cornerstone Montgomery in 2013 to grow their development capacity from the ground up and she brought in $1,000,000 in donations within the first year.
She does this non-profit sales work because it fills her heart and she’s incredibly talented at fundraising.
Find Heidi on LinkedIN!
This is episode 038.
Read the complete transcript of this podcast on The Sales Game Changers Podcast.
Pleasant Rich is the regional vice president of sales with Outreach IO. As the enterprise account executive for Outreach, her goal is to uncover the needs of clients within their sales workflow, develop a plan to meet their goals and objectives and ensure that the plan is executed effectively.
Pleasant's had a great experience in her career originally starting out as a teacher and then eventually moving into sales with a long list of accomplishments.
Pleasant says, "I've had the great privilege of growing up in a family of people that loved fiercely, worked hard, and taught me the value of the life well-lived.
These 3 things have influenced me in every stage of my life, especially in the roles I have had in my career in education, as well as sales."
She also says, "I like to think of myself as a doctor (without the extensive college career or knowledge of any sort in medicine), as the philosophy of any good sales person should be to discover the ailments, and partner with the patient in treatment that leads to optimal health."
This is episode 037.
Read the complete transcript to this interview on The Sales Game Changers Podcast web site.
Joe Alvarez is the co-owner and chief sales officer at National Office Systems, also known as NOS. It's one of the nation's largest providers of automated storage and retrieval systems, bio-metric asset protection and asset tracking and records management. NOS is headquartered in the DC metro area.
Joe and his partner acquired NOS in 1991 when it was a 5 person firm. Since 1991, Joe's main focus has been to grow profitable revenues directly overseeing the sales and marketing team.
Today NOS employs over 100 employees and has grown revenue on an average growth of 12% per year.
Prior to joining NOS, Joe's career was high related with sales and entrepreneurial endeavors in the document management industry.
His first true sales position was selling copiers and facsimile machines to commercial businesses and local foreign entities such as embassies and the IMF to name a few.
Read more about Joe's career in general on Gordon Bernhardt's Profiles in Success.
Find Joe on LinkedIN!
This is episode 036.
Read the complete transcript on The Sales Game Changers Podcast website.
Raza Latif serves as the President of NuAxis Innovations, an information technology services firm that supports a variety of major federal government clients.
In his role at NuAxis, Raza encouraged and oversaw the company’s growth as it evolved from a small company of less than ten employees with one IT support contract to the mature company it is today, with more than 400 employees and a diverse portfolio of more than 30 IT service contracts.
With over 20 years of experience in the ever changing IT industry, he leads NuAxis’s Business Development and Service Delivery Teams maintaining a sharp focus on creating and delivering IT solutions for the Federal Government that maximize alignment of IT and mission objective.
Raza holds a Master of Science in the Management of Information Technology from the University of Virginia, UVA, The McIntire School of Commerce and a Bachelor of Science in Electronic Engineering from the GIK Institute of Engineering.
This is episode 035.
Read the complete transcript of this podcast on The Sales Game Changers Podcast site.
Scott Attman has spent his life growing up in his family’s business - Acme Paper & Supply - and truly learning it from the ground up.
Scott has been in sales for 22 years and now serves as a Vice President of the company with primary responsibilities geared towards business development.
Acme Paper & Supply is a distribution organization based in Jessup, Maryland that focuses on serving clients in the foodservice, sports & entertainment, facilities maintenance, healthcare, and industrial packaging industries.
Over the past 15 years, Scott has become one of the foremost experts in regards to sustainability in regards to the foodservice industry.
In 2006, Scott worked closely with the culinary team at the US House of Representatives to develop the first fully sustainable foodservice operation.
Furthermore, Scott and his team have worked closely with many national foodservice groups to build unique packaging programs to highlight these differentiated brands and concepts.
Find Scott on LinkedIN!
This is episode 034.
Read the complete transcript to this podcast on The Sales Game Changers site.
Dorean Kass is the VP of Sales for Analytics Solutions at Neustar, Inc, a trusted neutral provider of real-time information services based in McLean, Virginia.
Dorean leads strategic sales, channel initiatives, account management and inside sales focused on marketing analytics and fraud risk and compliance solutions.
Dorean and his team help top brands across multiple verticals improve risk mitigation strategies, operational efficiency, acquisition and consumer insight in real-time across any channel.
Prior to Neustar, Dorean spent six years in the tech consulting and software space.
He received an undergraduate degree in Political Science and Economics from Stanford University.
Find Dorean on LinkedIN!
This is episode 033.
Read the complete transcript of this podcast on The Sales Game Changers Podcast.
Tina Fox is an inspirational leader with a 24 year career as an award winning sales person and business development executive in both Fortune 100 and successful startup companies in the medical device industry. Today, Tina is the founder of Fox Paradigm Consulting and the co-owner of Cobalt Settlements in Arlington, Virginia.
She has a strong history of identifying opportunities which trigger multi-million dollar growth.
She's a champion for women in business and mentors aspiring women leaders.
In 2015 she founded Women in Business which connects over 1,200 business women focusing on networking, business problem solving and access to local accessible leadership.
In 2017 she announced the merger of Women in Business with Women on Course, a nationally recognized women's group.
Find Tina on LinkedIN!
This is episode 032.
Read the complete transcript of this podcast on The Sales Game Changers Podcast.
Mark Cerminaro is the chief revenue officer at Rapid Advance, an industry leading FinTech company that provides small business owners access to capital to grow their business.
He's responsible for partner sales business development, strategic expansion and revenue generation.
Prior to that, Mark served as senior vice president of sales and marketing building out all sales and marketing functions, infrastructure and directly managing both the internal and external sales teams.
Before that, Mark was a financial adviser for Morgan Stanley.
Find Mark on LinkedIN!
This is episode 031.
Read the complete transcript for this podcast on the Sales Game Changers Podcast site!
John Carter is the sales director at Alexandria-based Pinxter, an app development company that develops custom apps for associations, non-profits and member groups for year-round member engagements.
He works with member groups designing mobile communications for collaboration, education, revenue and growth.
Prior to Pinxter, John handled business development and supervised campaigns for Coca-Cola, Conde Naste, Maxxis Tires, Burger King and AT&T.
He co-founded the nation's first point of purchase advertising network in America's 12 largest commercial airports.
He's also produced 3 feature films with Emmy and Oscar winning cast.
His latest film, "American Exploitation", deals with the little known and probably misunderstood human sex trafficking industry and focuses on the small wealthy town of Naples, Florida.
When selling to an individual or group, he focuses on the need for story to engage his buyer.
John says, "Without story, you're just not relevant and your buyer is just not interested."
Find John on LinkedIN!
This is episode 030.
Read the transcript to this and other great podcasts on the Sales Game Changers Podcast.
Joy Newton Grubb is a sales leader, a consultant and sales mentor at National Office Systems, also known as NOS.
She's had a great career in the office built environment, she's sold office storage systems, record management and relocation services to corporate government and very specifically to the law industry, law firms across the country.
This is episode 029.
Read the complete transcript of this podcast on the Sales Game Changers Podcast website.
After a 30-year career in various sales and marketing management positions across a multitude of commercial industry segments, Brian Beveridge launched a strategic consulting practice focused on optimizing revenue growth where sales and marketing leaders intersect after working at SiriusDecisions.
At SiriusDecisions, a leading global research, advisory and consulting firm, Brian managed the GE account during their historic transformation into a digital industrial company. He's a trusted adviser to C-Level executives.
Brian’s passionate about applying sales and marketing best practices to deliver a value proposition aligned to a buyer’s needs in order to improve conversion, revenue outcomes and the customer experience.
Beveridge Consulting advices early stage in midmarket business-to-business companies on how to best align and optimize sales and marketing strategies, resources and execution in order to increase revenue through modern, repeatable and measurable actions.
This is episode 028.
Read the complete transcript to Sam's podcast on the Sales Game Changers Podcast!
Samantha McKenna is an award-winning leader who serves as a Regional Vice-President of Sales for ON24 and has worked within the SaaS sales and marketing space for ten years.
She’s a thought leader and speaks across the country on topics covering women and tech, sales and leadership, alongside topics of domain creation, sales and content marketing and how it all comes together to impact sales.
Samantha served four years as a board member of the Legal Marketing Association Capitol Chapter, actively volunteers with financial literacy initiatives in Washington, D.C. and writes for publications such as Sales Hacker and Sales for Life.
She holds a Business degree from Florida State University and lives in Reston, Virginia. She originally hails from Geneva, Switzerland, is an avid wanderluster and got her first taste of how to negotiate as she maneuvered her way through 37 speeding tickets.
Find Sam on LinkedIN!
This is episode 027.
Read the complete transcript for this podcast and dozens of other sales leaders on The Sales Game Changers Podcast website.
Patrick Duffy is the Senior Vice-President for Global Partnerships for Monumental Sports & Entertainment headquartered in Washington, D.C. Patrick is a graduate of Florida State’s MBA Program.
He joined Monumental in 2014 and overseas marketing partnerships for all of Monumental Sports properties, including the Washington Capitals of the NHL, the Wizards of the NBA, the Washington Mystics of the WNBA and the AFL’s Washington Valor and Baltimore Brigade, as well as the NBA’s new eSports venture into NBA 2K.
In addition to sports properties, Monumental Outdoor and Monumental Sports Network’s Partnership Marketing, both fall under Patrick’s management.
Patrick has long track record of success throughout the sports industry. Prior to his current role with Monumental, he served in a leadership role with the Tampa Bay Lightning and also of the New York Islanders earlier in his career.
Read the complete transcript of this podcast on the Sales Game Changers Podcast website.
Keri Shull is the founder of the Keri Shull Team. She started her career as a top producer, selling new homes and condos for residential developers. Then in 5 years, Keri went from founding her sales team and hiring her first employee to being the top agent in Virginia.
Today her team has sold over a billion in real estate and sells over 200 million a year in real estate volume. She and her team have radically changed the structure and expectations of a traditional real estate team to create unprecedented success for new agents.
On this podcast, she talks about how she is transforming the real estate sales profession. She also talks about how Tony Robbins helped her grow.
Keri is hiring! Contact Keri directly via email at keri@kerishullteam.com.
This is episode 026.
Read the complete transcript of this podcast and all other Sales Game Changers Podcasts!
Paul Andrews is the PennWell Corporation’s Chief Revenue Officer. He oversees the Marketing Solutions Division, Sales, Training and Development and looks at all companywide revenue streams for growth opportunities, may they be in media, research, data and live events.
Paul has been in B2B sales for more than 30 years, specialized in online advertising and marketing since 1997. PennWell is a family-owned media business that has been operating for more than 100 years. It has 650 employees worldwide and serves industries such as public safety, oil and gas and power generation.
Find Paul on LinkedIN!
This is episode 025.
Read the transcript of this podcast and dozens of other podcasts with sales leaders on the Sales Game Changers Podcast.
Henry Sienkiewicz is an author and more recently became the Chief Revenue and Innovation Officer for Secure Channels, an authentication and encryption company based in Orange County, California with an office in Virginia and global development teams.
His most recent book, The Art of Cyber Conflict, is an unclassified doctrinal piece designed to help organizations think about the cyber problem. However, most people in the technology industry know him as either the Chief Information Officer and Cyber guy at the Defense Information Systems Agency or as a former Corporate Officer at the Airline Tariff Publishing Company.
Henry’s career has been highlighted by his ability to gracefully introduce disruptive technologies into complex organizations.
This is episode 024.
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Alex Treadway rejoined the Daily Caller as the Chief Revenue Officer after spending the past two years with the Washington Post, where he served as Vice-President of Leadership Sales. Treadway helped Tucker Carlson, a 20-year veteran journalist, and Neil Patel, former Chief Policy Advisor to Vice-President Cheney, launch DailyCaller.com in 2010 where he convinced leading D.C. advertisers to sponsor the startup without even a website to show them.
In just two years he helped drive the website from launch to profitability. During that time, Treadway served as Senior Vice-President of Sales. He has an extensive background working in Advertising and Business Development in his over 25 years of experience and was one of the first to sell advocacy advertising online to the Inside the Beltway market during his 10-year tenure with National Journal, part of the Atlantic Media Company.
Outside of the advertising world he sold online legislative intelligence services for Legislate and financial services for First Union National Bank and First National Bank of Maryland.
This is episode 023.
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Mike Garrison with Garrison Sales Consulting is a best-selling co-author of Truth or Delusion and a contributing author to the best-seller, Masters of Success. He’s been a Principal of Garrison Sales Consulting in various iterations for over twenty years.
Mike is the evangelist for predictive referral based sales.
He understands the issues facing growing Sales Leaders and helps them crush quota, love their jobs and transform their prospects and client’s lives through referral based selling. He helps sales leaders get better appointments with better prospects with greater frequency and success.
Mike says every sales leader he meets knows that referrals are the best way to prospect for new business, but, they don’t know how to fill and manage their company’s sales pipeline by referral. They love referrals and know referral sales is where they want to be, but, don’t know how to get there without losing the ability to accurately forecast quota achievement or worse, end up selling less effectively.
In this podcast, he discusses some ways they can get better at referral-based selling.
This is episode 022.
Read the complete transcript from this podcast on the Sales Game Changers Podcast website.
Gary Milwit is the President and Chief Operating Officer at Stone Street Capital, headquartered in the D.C. Metro area. Gary is a former High School Football Coach, Teacher and Athletic Director who left public sector work in 2000 after being recruited by Earth Networks to run their education and government sector business.
In 2006, Gary was recruited by Stone Street Capital and has held the role of Senior VP of Sales, Senior VP of Business Development, Chief Operating Officer and in late 2016 he was asked to take over leadership of the company and was promoted to President and Chief Operating Officer. Gary is a multi-award winning sales leader, trainer and coach. In 1996, he was named as the Maryland State Athletic Director Association’s Athletic Director of the Year.
In 2012, he won Best in Execution Award from the American Association for Inside Sales Professionals and in 2013 he was named the American Association for Inside Sales Professionals’ Executive of the Year. Under Gary’s directions, Stone Street Capital won the Institute for Excellence in Sales Best in Sales Training Awards in both 2015 and 2016.
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This is episode 021.
Read the complete transcript of this podcast and dozens of others on the Sales Game Changers Podcast website!
Jen Burns is the Managing Director of Business Intelligence and Operations at Interfolio, a D.C.-based education technology firm serving the higher education market where she is helping to position the organization for scale and profitable growth. She has been in Sales, Sales & Revenue Enablement and Operations for the past seventeen years.
Jen spent years in various sales and business development capacities, was in human capital consulting for a few years and then shifted into enablement and operations building out teams from the ground up to deliver efficiencies and business process improvements while driving innovation to the buyer and to the customer journey.
She is the president of the DC Chapter of the Sales Enablement Society.
This is episode 020.
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Telesa Via is the Vice-President of Sales for Kimpton Hotels and Restaurants. She has global responsibility for helping bring this brand together with sales to Corporate Individuals and Associations.
She runs a team that provides services all around the globe. Telesa started her career with the Ritz Carlton, eventually moving to the Hyatt brand and then moving to Kimpton, where she became the VP of Sales in 2016.
Learn from the greatest sales leaders on the Sales Game Changers podcast!
This is episode 019.
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Today, we are talking with Darrell Gehrt, affectionately known as DG. Darrell is currently a Vice-President of Sales at Cvent, the largest event technology company in the world headquartered in the D.C. Metro area.
Cvent has several U.S. offices including Dallas, Portland and Atlanta and a burgeoning international business which boasts offices in London, Singapore, Australia and India in which DG has direct reports.
DG joined Cvent as a Senior Director of Sales in 2013 and has been given increased responsibility each year and today sits on Senior Management and owns all sales efforts for the Mobile App Division within Cvent and has heavy influence in Marketing, Product Roadmap and Post-Sales activities.
Prior to joining Cvent, DG’s career was highlighted with Sales and entrepreneurial endeavors with the focus on emerging CRM technologies.
His first true sales position was selling cell phones on a straight commission basis in the early 1990s.
This is episode 018
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Ben Mathew is Senior Vice President at Accel Partners and Salesforce Ventures backed CARTO, the Location Intelligence platform that helps enterprises turn their location data into business outcomes.
He is responsible for global sales, sales development, sales operations, pre-sales engineering, professional services, customer support and customer success.
Prior to that, Ben ran Growth Engine Consulting, a Consulting and Advisory practice focussed on growth strategies for technology startups and docufyi, a contracts management software company.
Before that, Ben was VP of Sales and field operations for BI company, Logi Analytics, where he initially joined to start the embedded analytics OEM practice and built it up to be the global leader in that space.
This is episode 017.
Learn about Paul McConville's journey to become a hugly successful sales leader on the Sales Game Changers Podcast! Check out the complete transcript of this podcast here.
Paul McConville is a leader in SaaS and analytics businesses. He is SVP of Sales and Account Management at Hobsons with global responsibility for the success of their 12,000+ K-12 and higher education clients.
He was previously Chief Officer at Jornaya, a Comcast Ventures and Edison Partners backed consumer analytics business.
He spent 10 years at TARGUSinfo and led sales and marketing prior to the acquisition by Neustar for $657MM.
He is the father of 3 daughters and husband to a wonderful wife.
When not competing in business, he competes in tennis and basketball.
This is episode 015.
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Mike Schmidtmann of Trans4mers is a Business Coach working with owners and Sales Leaders in the Information Technology field. He works with many high profile sales people including some who make seven figures and more.
He helps them open new accounts, win new logos and expand their share of customer spending.
After building IT Sales organizations for 25 years, he also now works with owners and managers to help them grow their businesses more effectively.
He teaches innovative practices to hire great people, win new business, and improve profits.
This is episode 014.
Listen to Tory Clark's complete podcast on the Sales Game Changers Podcast.
Tory Clark is a former college basketball player turned Regional Sales Training Director for Cintas. He currently overseas Sales, Training and Development for all sales partners at Cintas from Philadelphia to the pan handles of Florida.
Just eight years ago, Tory started his sales career after a two-year program as a Management Trainee in Raleigh, North Carolina. During Tory’s first two years in sales, he earned back to back Diamond Level Award years where he finished in the top 5% of the company in sales.
Following Tory’s second year, he was promoted to a Sales Manager in Virginia Beach where he rebuilt a sales team to a dynamics growth machine in just two years. Following Virginia Beach, Tory was granted another promotion as a Sales Manager for the Washington, D.C. market.
In just three years Tory lead his market new business growth and sales partners on his team being promoted. Tory graduated from Elizabeth City State University with a Business Management and Minor in Marketing degree.
This is episode 013.
Check out the complete transcription of this episode on the Sales Game Changers Podcast website!
Payroll Network's Joe Young Says to Treat Your Sales Career Entrepreneurially for Optimal Success
Joe Young is the Executive Vice-President with Payroll Network, the largest independent payroll and human capital management services provider headquartered in the D.C. Metro area.
Joe has been with Payroll Network since 2010 and since joining the company in a Business Development role has assumed responsibilities for leading their Sales, Business Development and New Client Implementation Team. Prior to joining Payroll Network, Joe’s career was highlighted with sales and entrepreneurial endeavors in the financial services, technology and sports marketing industries.
Joe’s first true sales position was selling corporate hospitality packages for major golf events including the 1997 U.S. Open at Congressional Country Club.
This is episode 012.
Read the transcript of this podcast here!
Sarah Lash is the Regional Vice-President of Enterprise Inside Sales for the Americas Business at Tableau Software. Tableau was recently named a Top 10 place to work by the Washington Business Journal after opening their doors in D.C. in 2015 with Sarah’s assistance.
She’s been a dynamic inside sales leader for over 10 years, specializing in working with junior talent, both new to sales and to leadership and helping them find their path.
Prior to her tenure at Tableau, she was Director of Sales Development for Cvent, leading a Global Sales Associate Program focusing on lead generation and front end sales cycles. She started her career at DLT Solutions as an Inside Sales Rep before transitioning into leadership.
This is episode 011.
You can also read the transcript to this interview on the Sales Game Changers Podcast website!
Born into media, Jeffrey grew up in a family-owned and operated full service advertising agency where marketing and advertising were literally part of the menu at the dinner table. For the past 17 years he has worked with hundreds of local and national companies on creative media concepts and execution.
Jeffrey currently is a Director of Federal and National Sales for WTOP and Federalnewsradio.com. WTOP is the number 1 revenue producing radio station in the country and has evolved from a radio station into a digital news organization that currently provides outreach to its massive radio, digital and social audiences. In addition, it offers external digital services to its clients so that WTOP can provide marketing services beyond its proprietary audience, helping clients target any audience through digital marketing.
He’s a certified facilitator of the creative problem solving process and is a 5-time finalist and 2013 winner of the National Sales Manager of the Year Award presented by Radio Ink, a leading industry trade publication. Graduate of University of Maryland’s Robert H. Smith School of Business, Jeffrey actively coaches youth sports and cheers on Maryland basketball and brings his 3 sons and trip along with his wife to as many of their games as possible.
This is episode 010.
You can also read the transcript to this interview on the Sales Game Changers Podcast website!
John Asher is author of the new sales best-seller Close Deals Faster.
He is the co-founder and CEO of a D.C.-based business providing sales advisory services to companies from startups to Fortune 500.
John has been in sales for over 40 years. In his navy career, John managed a 2 billion dollar submarine combat systems program in the Pentagon. In his second career, he co-founded a Northern Virginia-based engineering company that grew at compounded growth rate of 42% per year for 16 straight years.
His current business has provided sales aptitude assessments, sales training and sales process improvement workshops in 22 developed countries and I’m also proud to say that John’s company is a sponsor, a platinum sponsor of the institute for Excellence in Sales.
He is also the author of the new best-seller Close Deals Faster now available on Amazon. John has been recognized by Vistage International as one of their top sales speakers on the planet.
This is episode 009.
You can also read the transcript to this interview on the Sales Game Changers Podcast website!
Anthony Robbins is currently the Vice President of the AT&T Global Public Sector Defense Team, a team of 1,000 employees, headquartered in the DC Metro area.
He has spent his 30 year career serving the federal marketplace supporting Civilian, National Security, Public Safety and Defense agencies.
In 2016 Anthony was recruited by AT&T to lead their defense business. Prior to this, Anthony held numerous leadership positions including Senior Vice President of North America Public Sector at Oracle, Vice President, Federal at Sun Microsystems, Inc., Senior Vice President of Worldwide Sales and President of SGI Federal at Silicon Graphics, Inc.
Anthony has been recognized by the Executive Mosaic Wash 100 for his network modernization vision. He is a FedScoop 50 Industry Leadership Award Winner and a Federal 100 Award Winner. Currently, he sits on 3 boards; the AFCEA-DC, USO Metropolitan Washington-Baltimore and PSC Board of Directors.
This is episode 008.
Kevin Carr is the Vice President of Sales for Nexus Systems where he leads a team that includes Direct Enterprise Reps, Inside Sales, SDRs and Sales Operation. Kevin has more than 25 years of high-tech sales experience of which more than 20 were in leadership roles. He's led teams from 2 to 250 with quotas as high as $250M. Prior to Nexus, Kevin was Senior Vice President of Sales at Deltek.
This is episode 007.
Read the transcript to this podcast here!www.salesgamechangerspodcast.com/timkoubek
Tim Koubek is the President and CRO of TrackMaven, a 5 year startup that was just named #183 on the Ince 5000 for Fastest Growing Companies. He’s led sales functions at various startups and large companies to include RealOps, NFR, Contact Solutions, BMC Software and Conviser Duffy- a startup within Harcourt Brace - some of which have led to successful exits for the employees and investors.
Over the last 26 years, Tim runs basketball camps with his brother in Upstate New York for over 900 campers a year. A coach at heart with a competitive spirit that we will explore over the next 30 minutes.
This is episode 006.
Paul Keefe is currently the Director of Sales for Dataprise, a Maryland based IT managed services provider, where he is reshaping the sale organization. He has been in sales for thirty-five years, mostly in the telecommunications industry. Paul spent ten years in Boston as General Manager for XO Communications where he established and managed XO’s Massachusetts operation, building it into a $60M business, leading the sales, marketing, customer service, finance, operations, and engineering efforts. He also spent time at XO’s headquarters running client services and sales operations.
This is episode 005.
Heather Combs is 3Pillar Global's Chief Revenue Officer. She oversees 3Pillar’s Marketing and Client Services teams. In her role, Heather is responsible for continuing 3Pillar’s double digit annual revenue growth. Heather believes that success in business depends on a positive client experience. As such, she leads and develops her teams to deliver first-rate, quality services in the digital software product industry. Additionally, Heather works closely with 3Pillar’s delivery organization to ensure 3Pillar customers are receiving quality, cutting-edge software products. Heather has served an executive as Chief Business Development Officer at HRCI and Aronson. She was also Chief Sales Officer at Hanover Research. Heather attributes a great deal of her success in sales and business to the 13 years she spent as a consultant for the Corporate Executive Board.
This is episode 004.
Will Fuentes is the head Sales Trainer for The Maestro Group, a Virginia based Sales and Marketing Consultancy. He has been in sales for over 20 years spanning retail, software, and most interestingly meat, as he started his sales career at a butcher shop. Will spent 8 years with national retail chains training their sales staffs and managing stores. He then built a retail SaaS company that was on the cutting edge of in-store personalization and assisted sales. Over the last 2 years he has been hired by multiple organizations to train their sales people to close more sales, accelerate the sales cycle and increase deal value. On this podcast, he shares insights into how to provide a higher level of value for your customer in order to grow your career.
This is episode 003.
Caroline Turner is PowerToFly’s Chief Revenue Officer. She oversees sales and customer success and is preparing this three year old startup for their next round of funding by putting in place a repeatable revenue process. On the podcast, she shows how passionate she is about understanding the buyer and delivering products that are easy to buy, easy to use, and meet an urgent market need. She discusses how to effectively participate in all aspects of the sales process including getting into the weeds and understanding each step of the buying process, training sales teams how to close deals and run sales calls. She also discusses how to set the strategic goals for the revenue teams.
This is episode 002.
LiveSafe Sales Vice President Mark LaFleur talks about his successful career in sales and gives great tips on how emerging sales professionals can grow their careers.
This is episode 001.
Learning Tree Senior Sales Vice President Brian Green talks about how to take your sales career to the next leader while discussing sales leadership, customer service, and entrepreneurship. Brian was the Institute for Excellence in Sales's Member of the Year in 2016. He is a true sales leader with great stories and lessons to share.
This is episode 000.
Institute for Excellence in Sales Co-Founder Fred Diamond introduces his new podcast, the Sales Game Changers Podcast. He interviews three sales leaders each week on their successful careers seeking tips to help sales professionals take their careers...and sales...to the next level. Subscribe to this podcast to learn about how the world's top sales leaders achieved their success and implement the tips they share!