Sales Game Changers | Tips from Successful Sales Leaders
1,202 episodes - English - Latest episode: 5 days ago - ★★★★★ - 49 ratingsInstitute for Excellence in Sales co-founder Fred Diamond interviews top business-to-business sales leaders from companies such as AWS, 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 in the new world of selling.
Homepage Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
Oracle Public Sector Sales Leader Tamara Greenspan Gives Advice on How to Enroll the Perfect Mentor
April 07, 2021 01:00 - 40 minutes - 37.1 MBRead 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 perso...
Why Breaking Down Sales Activities into 15 Minute Chunks is Game Changing with The Sales Whisperer Wes Schaeffer
April 05, 2021 21:57 - 36 minutes - 33.6 MBThis 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...
347: The Sales Whisperer Wes Schaeffer Explains Why Breaking Down Sales Activities into 15 Minute Chunks is Game Changing
April 05, 2021 21:57 - 36 minutes - 33.6 MBRead 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...
346: NVIDIA's Rima Alameddine and Microsoft's Christine Zmuda Say Elite Sales Performers Are Doing This for Customers Right Now
April 02, 2021 10:27 - 38 minutes - 35 MBRead 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 acti...
Elite Sales Performers Are Doing This for Customers Right Now with NVIDIA's Rima Alameddine and Microsoft's Christine Zmuda
April 02, 2021 10:27 - 38 minutes - 35 MBThis 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 ...
345: Women in Sales Leaders Denise Hayman and Jennifer Ives Share Success Strategies for Moving Forward
March 31, 2021 00:32 - 42 minutes - 39.2 MBRead 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 res...
Success Strategies for Moving Forward with Women in Sales Leaders Denise Hayman and Jennifer Ives
March 31, 2021 00:32 - 42 minutes - 39.2 MBThis 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 w...
Sales Professionals Can Avoid the Empathy Crisis by Doing This with RingDNA's Howard Brown
March 29, 2021 23:54 - 38 minutes - 35.1 MBThis 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 ...
344: RingDNA's Howard Brown Says Sales Professionals Can Avoid the Empathy Crisis by Doing This
March 29, 2021 23:54 - 38 minutes - 35.1 MBRead 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 helpi...
343: Your Market Closed So What Are You Doing to Get Customers Now with Rein Teen Tours Partner Rich Applebaum and Author Bart Berkey
March 26, 2021 10:37 - 37 minutes - 34.3 MBRead 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...
Your Market Closed So What Are You Doing to Get Customers Now with Rein Teen Tours Partner Rich Applebaum and Author Bart Berkey
March 26, 2021 10:37 - 37 minutes - 34.3 MBThis 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 kno...
342: Building a Cache of 60-Second Sales Stories That Will Set You Apart with Author Sam Horn
March 24, 2021 01:20 - 42 minutes - 39.3 MBRead 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...
Building a Cache of 60-Second Sales Stories That Will Set You Apart with Author Sam Horn
March 24, 2021 01:20 - 42 minutes - 39.3 MBThis 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 dis...
Sales Leaders to Step Up Their Subject Matter Expert Standing Right Now with Prospecting Expert Tibor Shanto
March 23, 2021 00:36 - 41 minutes - 38.4 MBThis 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 ...
341: Prospecting Expert Tibor Shanto Urges Sales Leaders to Step Up Their Subject Matter Expert Standing Right Now
March 23, 2021 00:36 - 41 minutes - 38.4 MBRead 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 tak...
How Their Sales Team is Helping Hospitality and Association Customers Move to Hybrid Events With Cvent Sales Exec Kevin Carr
March 19, 2021 01:20 - 40 minutes - 37 MBThis 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 ...
340: Cvent Sales Exec Kevin Carr Details How Their Sales Team is Helping Hospitality and Association Customers Move to Hybrid Events
March 19, 2021 01:20 - 40 minutes - 37 MBRead 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. Ge...
How Supporting Each Other Can Make a Critical Difference with Red Hat and Akamai Women in Sales Leaders
March 17, 2021 01:51 - 41 minutes - 37.9 MBThis 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 alway...
339: Red Hat and Akamai Women in Sales Leaders Relate How Supporting Each Other Can Make a Critical Difference
March 17, 2021 01:51 - 41 minutes - 37.9 MBRead 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 s...
Three Questions Will Flip Your Customer Relationships Forever with Larry Levine
March 16, 2021 00:05 - 39 minutes - 36.5 MBThis 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. T...
338: Selling from the Heart's Larry Levine Says These Three Questions Will Flip Your Customer Relationships Forever
March 16, 2021 00:05 - 39 minutes - 36.5 MBRead 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 qu...
337: JG Wentworth Sales Training Leader Gary Milwit Says You Can't Go Wrong Visualizing Your Customer Wearing This
March 12, 2021 11:10 - 34 minutes - 31.4 MBRead 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?"
You Can't Go Wrong Visualizing Your Customer Wearing This with JG Wentworth Sales Training Leader Gary Milwit
March 12, 2021 11:10 - 34 minutes - 31.4 MBThis 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 ...
Why Accountability Should Be Your Main Focus in 2021 with Sales Expert Kristie Jones
March 09, 2021 00:37 - 40 minutes - 36.8 MBThis 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 accoun...
336: Sales Expert Kristie Jones Tells Why Accountability Should Be Your Main Focus in 2021
March 09, 2021 00:37 - 40 minutes - 36.8 MBRead 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 har...
How to Embrace Your Edge on IWD2021 and Beyond with Juniper's Revenue Enablement Leader Hang Black
March 08, 2021 00:38 - 40 minutes - 36.7 MBThis 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...
335: Juniper's Revenue Enablement Leader Hang Black Tells How to Embrace Your Edge on IWD2021 and Beyond
March 08, 2021 00:38 - 40 minutes - 36.7 MBRead 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 w...
EPISODE 334: Federal CIOs Steve Cooper and Jamie Holcombe Tell How Sales Reps Should Work with CIOs
March 04, 2021 22:50 - 39 minutes - 36 MBRead 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 PROF...
How Sales Reps Should Work with CIOs with Federal CIOs Steve Cooper and Jamie Holcombe
March 04, 2021 22:50 - 39 minutes - 36 MBThis 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...
Overcoming Pandemic-Related Mental Health Challenges with Appgate Alliances Leader Tina Gravel
March 03, 2021 00:28 - 41 minutes - 38.3 MBThis 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...
333: Appgate Alliances Leader Tina Gravel on Overcoming Pandemic-Related Mental Health Challenges
March 03, 2021 00:28 - 41 minutes - 38.3 MBFind 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 treat...
332: Chief Door Opener Caryn Kopp Explains How to Show Unparalleled Prospect Value with Three Simple Sentences
March 02, 2021 01:26 - 39 minutes - 35.8 MBRead 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...
How to Show Unparalleled Prospect Value with Three Simple Sentences with Chief Door Opener Caryn Kopp
March 02, 2021 01:26 - 39 minutes - 35.8 MBThis 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 somet...
331: Flexera Public Sector Leader Tristen Yancey Details Why It's a Powerful Market to Serve
February 25, 2021 23:38 - 30 minutes - 27.9 MBRead 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 th...
Why It's a Powerful Market to Serve with Flexera Public Sector Leader Tristen Yancey
February 25, 2021 23:38 - 30 minutes - 27.9 MBThis 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 ...
How to Embrace Diversity and Inclusiveness on Tech Sales Teams with Red Hat SLED Sales VP Nancy Bohannan
February 24, 2021 00:21 - 41 minutes - 38.4 MBThis 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 ...
330: Red Hat SLED Sales VP Nancy Bohannan on How to Embrace Diversity and Inclusiveness on Tech Sales Teams
February 24, 2021 00:21 - 41 minutes - 38.4 MBRead 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 m...
Pathway to Get Your Sales.....Unstuck! With Unstuck Author Craig Lemasters
February 23, 2021 02:10 - 36 minutes - 33.7 MBThis 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 def...
329: Unstuck Author Craig Lemasters Offers a Pathway to Get Your Sales.....Unstuck!
February 23, 2021 02:10 - 36 minutes - 33.7 MBRead 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 metric...
328: Lisa Pope Recounts How Epicor's Sales Teams Stepped Up to Support Their Essential Business Customers
February 19, 2021 00:26 - 36 minutes - 33.4 MBRead 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 incredibl...
How Epicor's Sales Teams Stepped Up to Support Their Essential Business Customers with Lisa Pope
February 19, 2021 00:26 - 36 minutes - 33.4 MBThis 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 ...
Michelle Hyde Encourages Women in Sales to Get Involved with a Non-Profit, Such as Cloud Girls, to Keep You Focused
February 17, 2021 00:27 - 41 minutes - 23 MBThis 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 t...
327: Michelle Hyde Encourages Women in Sales to Get Involved with a Non-Profit, Such as Cloud Girls, to Keep You Focused
February 17, 2021 00:27 - 41 minutes - 23 MBRead 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 no...
326: Sales Expert Michelle Vazzana Defines Sales Agility and Explains Why It’s Critical to High-Performance
February 16, 2021 00:12 - 41 minutes - 38.1 MBRead 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,...
Why Sales Agility Critical to High-Performance With Sales Expert Michelle Vazzana
February 16, 2021 00:12 - 41 minutes - 38.1 MBThis 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 th...
325: Sales Leaders Matt McDarby and Jason Rozenblat Explore What Elite Performers Are Doing Right Now
February 12, 2021 00:08 - 36 minutes - 33.2 MBRead 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...
What Elite Performers Are Doing Right Now With Sales Leaders Matt McDarby and Jason Rozenblat
February 12, 2021 00:08 - 36 minutes - 33.2 MBThis 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 o...
324: IBM Government and Education Sales Leader Courtney Bromley Shares How Not to Get Caught Up in the Entitlement Trap
February 10, 2021 00:01 - 42 minutes - 38.9 MBRead 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 promoti...
How Not to Get Caught Up in the Entitlement Trap With IBM Government and Education Sales Leader Courtney Bromley
February 10, 2021 00:01 - 42 minutes - 38.9 MBThis 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 auto...
Lessons Gleaned from Interviewing Top Sports Stars that Will Help Your Sales Career With Alex Chappell
February 09, 2021 00:37 - 37 minutes - 34.1 MBThis 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 th...