Sales Game Changers | Tips from Successful Sales Leaders (Fred Diamond)

This is episode 640.

Read the complete transcript 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 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 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 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 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 657.

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 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 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!

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 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 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 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 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!

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 636.

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 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 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!

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 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 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 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 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 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 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 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.”

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 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 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 420.

Join the Institute for Excellence in Sales here.

Read the complete transcript on the Sales Game Changers Podcast website.

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.

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.”

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 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!

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."

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 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.

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 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 621.

Read the complete transcript 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!

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 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 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 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 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 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 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 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.

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 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 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 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 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 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.

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 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 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 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 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 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 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."

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.

Find Gary on LinkedIN!

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 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 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.”

This is episode 610.

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!

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 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!

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 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 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 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.

Find Joe on LinkedIN!

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 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!

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 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.

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 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 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 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 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 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 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 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 423.

Join the Institute for Excellence in Sales here.

Read the complete transcription on the Sales Game Changers Podcast website.

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 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 119.

Read the complete transcript on the Sales Game Changers Podcast website.

MICHAEL'S FINAL TIP TO EMERGING SALES LEADERS: "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!

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."

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 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 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 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 639.

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 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 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 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 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 619.

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!

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 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 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!

This is episode 675.

Read the complete story on the Sales Game Changers Podcast website.

This is a Sales Story and a Tip episode!

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 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 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 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 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."

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!

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 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 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 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 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 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 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 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 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.