Sales Game Changers | Tips from Successful Sales Leaders
1,190 episodes - English - Latest episode: 24 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.
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Episodes
317: Women in Sales: Voice Communications Expert Debra Cancro Shares 5 Tips for Sales Leaders When Speaking to Customers
January 25, 2021 15:33 - 42 minutes - 39.2 MBRead the complete transcription on the Sales Game Changers Podcast website. DEBRA’S TIP FOR EMERGING SALES LEADERS: “Being natural when you speak is the best approach to take. We see a lot of Ted speakers these days and a lot of different ways that people are presenting. You can follow all the best practices of pausing and pace, but truly being natural and talking like you’re talking to a friend about something that you’re passionate about is the best way to be a speaker in pretty much all...
Insights on How the Challenger Sales Approach Could Transform Your 2021 Sales Efforts with Spencer Wixom
January 22, 2021 00:17 - 46 minutes - 42.5 MBThis is episode 316. Read the complete transcript on the Sales Game Changers Podcast website. SPENCER'S TIP TO EMERGING SALES LEADERS: "What is the quality of experience we're trying to have with customers? Do I have a message that's at the fingertips of my sellers and they're capable of delivering it and we can engage with it and measure it and know that it's being delivered properly? Then are we bringing the right mindset to help those customers come to a decision? Are we doing researc...
316: Spencer Wixom Shares Insights on How the Challenger Sales Approach Could Transform Your 2021 Sales Efforts
January 22, 2021 00:17 - 46 minutes - 42.5 MBRead the complete transcript on the Sales Game Changers Podcast website. SPENCER'S TIP TO EMERGING SALES LEADERS: "What is the quality of experience we're trying to have with customers? Do I have a message that's at the fingertips of my sellers and they're capable of delivering it and we can engage with it and measure it and know that it's being delivered properly? Then are we bringing the right mindset to help those customers come to a decision? Are we doing research before our conversati...
315: Sales Leader Playbook Author Lisa Magnuson Explores Ways You Can Shift Your Sales Efforts to Grow Your Deals by 5X
January 19, 2021 20:05 - 40 minutes - 37.3 MBRead the complete transcript on the Sales Game Changers Podcast website. LISA'S TIP TO EMERGING SALES LEADERS: "Pre-call planning is critical. Go to www.toplinesale.com and download the pre-call plan. It's a 2-page fillable PDF I've been updating it 15 years so it's not old, it's new. You will immediately impact the quality of your calls and start to think a little more strategically about every single one of those calls. For 5X deals, this has to happen and many times it happens with the ...
Ways You Can Shift Your Sales Efforts to Grow Your Deals by 5X with Sales Leader Playbook Author Lisa Magnuson
January 19, 2021 20:05 - 40 minutes - 37.3 MBThis is episode 315. Read the complete transcript on the Sales Game Changers Podcast website. LISA'S TIP TO EMERGING SALES LEADERS: "Pre-call planning is critical. Go to www.toplinesale.com and download the pre-call plan. It's a 2-page fillable PDF I've been updating it 15 years so it's not old, it's new. You will immediately impact the quality of your calls and start to think a little more strategically about every single one of those calls. For 5X deals, this has to happen and many tim...
How Even the Smallest Sales Activity Can Get You on the Sales Success Journey with Susan Apgood
January 18, 2021 18:21 - 44 minutes - 40.7 MBThis is episode 314. Read the complete transcript on The Sales Game Changers Podcast website. SUSAN'S TIP FOR EMERGING SALES LEADERS: "Start with one outreach, perhaps to that one person you've been thinking about. Drop them an email today and you'll be amazed about what that can lead to. I can't stress enough to start small, one or two actions per day but then have that 20-mile framework set up so that you're able to work within that as you move forward. These tiny little steps, all of ...
314: Women in Sales: Susan Apgood Shows How Even the Smallest Sales Activity Can Get You on the Sales Success Journey
January 18, 2021 18:21 - 44 minutes - 40.7 MBRead the complete transcript on The Sales Game Changers Podcast website. SUSAN'S TIP FOR EMERGING SALES LEADERS: "Start with one outreach, perhaps to that one person you've been thinking about. Drop them an email today and you'll be amazed about what that can lead to. I can't stress enough to start small, one or two actions per day but then have that 20-mile framework set up so that you're able to work within that as you move forward. These tiny little steps, all of a sudden you look back ...
Fresh Ideas How to Stop 2021 Distractions from Slowing Down Your Sales Efforts with Ingram Micro Public Sector Leader Tony Celeste
January 15, 2021 01:01 - 35 minutes - 32.5 MBThis is episode 313. Read the complete transcript on the Sales Game Changers Podcast website. TONY'S TIP TO EMERGING SALES LEADERS: "Continue to have a growth mindset. It's not what we know but what we don't that's most important. Go learn something new that's going to help you help others, whether that's a cross-functional peer, a peer in your organization or your customer. Go learn something that's going to help someone else and seek out mentors who can help you do those two things."
313: Ingram Micro Public Sector Leader Tony Celeste Gives Fresh Ideas How to Stop 2021 Distractions from Slowing Down Your Sales Efforts
January 15, 2021 01:01 - 35 minutes - 32.5 MBRead the complete transcript on the Sales Game Changers Podcast website. TONY'S TIP TO EMERGING SALES LEADERS: "Continue to have a growth mindset. It's not what we know but what we don't that's most important. Go learn something new that's going to help you help others, whether that's a cross-functional peer, a peer in your organization or your customer. Go learn something that's going to help someone else and seek out mentors who can help you do those two things."
Sales Professionals Are Doing Customers a Disservice By Not Doing This with Well-Known Sales Prospecting Expert and Author Art Sobczak
January 12, 2021 01:29 - 46 minutes - 42.9 MBThis is episode 312. Read the complete transcript on the Sales Game Changers Podcast website. ART'S TIP TO EMERGING SALES LEADERS: "If you really believe in what you have and you feel that there are people that could take advantage of it, you are actually doing a disservice to people by not being a strong sales professional. The world needs professional salespeople, especially right now, to lead and they need to hear your message. If it's just not a fit today, no problem, at least you ...
312: Well-Known Sales Prospecting Expert and Author Art Sobczak Says Sales Professionals Are Doing Customers a Disservice By Not Doing This
January 12, 2021 01:29 - 46 minutes - 42.9 MBRead the complete transcript on the Sales Game Changers Podcast website. ART'S TIP TO EMERGING SALES LEADERS: "If you really believe in what you have and you feel that there are people that could take advantage of it, you are actually doing a disservice to people by not being a strong sales professional. The world needs professional salespeople, especially right now, to lead and they need to hear your message. If it's just not a fit today, no problem, at least you found out. A decision i...
311: Women in Sales: UiPath and Splunk Sales Leaders Share Why Partnerships Are the Way to Go
January 10, 2021 22:49 - 45 minutes - 41.7 MBRead the complete transcript on the Sales Game Changers Podcast website. KAREN CANTWELL'S TIP FOR EMERGING SALES LEADERS: "Determine what your comfort level is in terms of speed and pace. What's typically called channel or VAR sales is much faster than alliances or with systems integrators. If you're one who is more inclined to the quick hit, it can be very voluminous and active, the speed could be really exciting for you. If you're more into the strategy with how to leverage the partnersh...
Why Partnerships Are the Way to Go with UiPath and Splunk Sales Leaders
January 10, 2021 22:49 - 45 minutes - 41.7 MBThis is episode 311. Read the complete transcript on the Sales Game Changers Podcast website. KAREN CANTWELL'S TIP FOR EMERGING SALES LEADERS: "Determine what your comfort level is in terms of speed and pace. What's typically called channel or VAR sales is much faster than alliances or with systems integrators. If you're one who is more inclined to the quick hit, it can be very voluminous and active, the speed could be really exciting for you. If you're more into the strategy with how to...
Three Ways He Coaches His Team to Bring Unique Value to Their Customers with Adobe Public Sector Sales Leader Bill Donellan
January 07, 2021 20:23 - 33 minutes - 30.7 MBThis is episode 310. Read the complete transcript on the Sales Game Changers Podcast website. BILL'S TIP TO EMERGING SALES LEADERS: "Make your number. I don't say that to just be an old-school sales manager, I say it because in that success you will achieve your goals and you will be fulfilled as an individual. Figure out how to make yourself meaningful to your customer. Make them want to call you, as you add value to their life. They'll call you, commerce will take place, you'll make yo...
310: Adobe Public Sector Sales Leader Bill Donellan Shares Three Ways He Coaches His Team to Bring Unique Value to Their Customers
January 07, 2021 20:23 - 33 minutes - 30.7 MBRead the complete transcript on the Sales Game Changers Podcast website. BILL'S TIP TO EMERGING SALES LEADERS: "Make your number. I don't say that to just be an old-school sales manager, I say it because in that success you will achieve your goals and you will be fulfilled as an individual. Figure out how to make yourself meaningful to your customer. Make them want to call you, as you add value to their life. They'll call you, commerce will take place, you'll make your number, their proble...
309: Well-Known Sales Expert Andy Miller Gives Crisp Advice on Asking for What You Want
January 05, 2021 00:49 - 38 minutes - 20.7 MBRead the complete transcript on The Sales Game Changers Podcast website. ANDY’S TIP TO EMERGING SALES LEADERS: “Your courage improves as your pipeline gets bigger. The asking mindset is one way to get there. And you may need to ask 6 times! The problem is salespeople don’t ask and there’s a cost of not asking to you but also your customer or your prospect of not asking. Make sure you ask face to face somehow. Don’t do it on LinkedIn, don’t do it on the email. It’s easy for them to say no a...
Crisp Advice on Asking for What You Want with Well-Known Sales Expert Andy Miller
January 05, 2021 00:49 - 38 minutes - 20.7 MBThis is episode 309. Read the complete transcript on The Sales Game Changers Podcast website. ANDY’S TIP TO EMERGING SALES LEADERS: “Your courage improves as your pipeline gets bigger. The asking mindset is one way to get there. And you may need to ask 6 times! The problem is salespeople don’t ask and there’s a cost of not asking to you but also your customer or your prospect of not asking. Make sure you ask face to face somehow. Don’t do it on LinkedIn, don’t do it on the email. It’s ea...
308: Business Development University's Lisa Peskin Shows How Squeezing All of the Juice Out of the Lemon is the Way to Grow Your Sales Efforts
December 30, 2020 00:21 - 38 minutes - 35.2 MBRead 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...
How Squeezing All of the Juice Out of the Lemon is the Way to Grow Your Sales Efforts with Business Development University's Lisa Peskin
December 30, 2020 00:21 - 38 minutes - 35.2 MBThis 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 vi...
Five Insights that Have Guided Her Business Career with SentinelOne Government Sales Leader Patty Trexler
December 27, 2020 19:44 - 45 minutes - 42 MBThis is episode 307. Read the complete transcription on the Sales Game Changers Podcast website. PATTY’S TIP FOR EMERGING SALES LEADERS: “It’s really important for women in sales to take time for yourself. That’s what I try to remind myself of every day when I’m in my 6th or 7th hour of Zoom – that’s when you do your best work. That’s when you really reflect on what it is that you need for yourself to move your career forward. Where am I stuck? What am I doing right? Taking time for myse...
307: Women in Sales: SentinelOne Government Sales Leader Patty Trexler Lists Five Insights that Have Guided Her Business Career
December 27, 2020 19:44 - 45 minutes - 42 MBRead the complete transcription on the Sales Game Changers Podcast website. PATTY’S TIP FOR EMERGING SALES LEADERS: “It’s really important for women in sales to take time for yourself. That’s what I try to remind myself of every day when I’m in my 6th or 7th hour of Zoom – that’s when you do your best work. That’s when you really reflect on what it is that you need for yourself to move your career forward. Where am I stuck? What am I doing right? Taking time for myself typically means some...
Learn How to Go Three Levels Deep to Make Your Customer Facing Time So Much More Impactful with Mark "The Sales" Hunter
December 22, 2020 00:39 - 39 minutes - 35.9 MBThis is episode 306. Read the complete transcription on the Sales Game Changers Podcast website. MARK'S TIP TO EMERGING SALES LEADERS: "Sales professionals have an obligation to reach out to people who you know you can help. Your goal is to earn the right, privilege, honor and respect to be able to talk with that person again. When you earn this right, then you can say you had a good day because you’re going to be able to come back and talk with them again and this time, you’ll get a lit...
306: Mark "The Sales" Hunter Teaches How to Go Three Levels Deep to Make Your Customer Facing Time So Much More Impactful
December 22, 2020 00:39 - 39 minutes - 35.9 MBRead the complete transcription on the Sales Game Changers Podcast website. MARK'S TIP TO EMERGING SALES LEADERS: "Sales professionals have an obligation to reach out to people who you know you can help. Your goal is to earn the right, privilege, honor and respect to be able to talk with that person again. When you earn this right, then you can say you had a good day because you’re going to be able to come back and talk with them again and this time, you’ll get a little deeper, and be able...
This Is a Great Way to Get Past Your Self-Limiting Beliefs with Growth Mindset Expert Jamie Crosbie
December 21, 2020 03:13 - 35 minutes - 32.2 MBThis is episode 305. Read the complete transcript on the Sales Game Changers Podcast website. JAMIE’S TIP FOR EMERGING SALES LEADERS: “One of the biggest challenges we face are limiting beliefs. Ask yourself what is the #1 obstacle that I’m facing right now that’s holding me back from being truly who I was created to be personally or professionally to being my very best self? Then examine the belief that’s associated with that. Ask “When did I start believing that? What happened in my li...
305: Women in Sales: Growth Mindset Expert Jamie Crosbie Says This Is a Great Way to Get Past Your Self-Limiting Beliefs
December 21, 2020 03:13 - 35 minutes - 32.2 MBRead the complete transcript on the Sales Game Changers Podcast website. JAMIE’S TIP FOR EMERGING SALES LEADERS: “One of the biggest challenges we face are limiting beliefs. Ask yourself what is the #1 obstacle that I’m facing right now that’s holding me back from being truly who I was created to be personally or professionally to being my very best self? Then examine the belief that’s associated with that. Ask “When did I start believing that? What happened in my life?” There are a lot of...
304: Blackbaud Leaders Chris Krackeler and Meg Arnold Discuss How to Prepare for 2021 Sales Success
December 17, 2020 22:07 - 39 minutes - 36 MBRead the complete transcription on the Sales Game Changers Podcast website. CHRIS' TIP TO EMERGING SALES LEADERS: "Listen and learn. On the listening side, one technique I've used is wait until someone finishes the last word that they've said, envision that last letter before you interject. We all go into sales because we like to talk, but you should always practice listening. It helps you be a trusted adviser and be open minded about learning. You can learn anywhere, from books, from peop...
How to Prepare for 2021 Sales Success with Blackbaud Leaders Chris Krackeler and Meg Arnold
December 17, 2020 22:07 - 39 minutes - 36 MBThis is episode 304. Read the complete transcription on the Sales Game Changers Podcast website. CHRIS' TIP TO EMERGING SALES LEADERS: "Listen and learn. On the listening side, one technique I've used is wait until someone finishes the last word that they've said, envision that last letter before you interject. We all go into sales because we like to talk, but you should always practice listening. It helps you be a trusted adviser and be open minded about learning. You can learn anywhere...
How a Read Offense Can Help You Bring Your Prospects the Deeper Value They Need Right Now with Well-Known Sales Expert Lance Tyson
December 14, 2020 21:27 - 41 minutes - 38.4 MBThis is episode 303. Read the complete transcript on the Sales Game Changers Podcast website. LANCE'S TIP TO EMERGING SALES LEADERS: "There are two books on the top of my bookshelf - "All the Places You'll Go" and "Green Eggs and Ham." If you look up the amount of objections that are in "Green Eggs and Ham," you'll find there are 73 and the main objection is, "I don't like green eggs and ham." But the first objection is "I don't like Sam-I-Am." The first objection of the book is, "I don'...
303: Well-Known Sales Expert Lance Tyson Shows How a Read Offense Can Help You Bring Your Prospects the Deeper Value They Need Right Now
December 14, 2020 21:27 - 41 minutes - 38.4 MBRead the complete transcript on the Sales Game Changers Podcast website. LANCE'S TIP TO EMERGING SALES LEADERS: "There are two books on the top of my bookshelf - "All the Places You'll Go" and "Green Eggs and Ham." If you look up the amount of objections that are in "Green Eggs and Ham," you'll find there are 73 and the main objection is, "I don't like green eggs and ham." But the first objection is "I don't like Sam-I-Am." The first objection of the book is, "I don't like the salesperson!...
How Behavior Management is Key to Ensuring Sales Performance Effectiveness with Gretchen Gordon
December 14, 2020 04:12 - 44 minutes - 41.1 MBThis is episode 302. Read the complete transcription on the Sales Game Changers Podcast website. GRETCHEN'S TIP FOR EMERGING SALES LEADERS: "Tune into yourself. Behavior management is more important than just results for sales managers and salespeople. Behaviors are everything from activities to how you are conducting the sales conversation. For example, make sure that you are doing customer call planning and debriefing. If you do not have a manager that is frequently available to help w...
302: Women in Sales: Gretchen Gordon Explains How Behavior Management is Key to Ensuring Sales Performance Effectiveness
December 14, 2020 04:12 - 44 minutes - 41.1 MBRead the complete transcription on the Sales Game Changers Podcast website. GRETCHEN'S TIP FOR EMERGING SALES LEADERS: "Tune into yourself. Behavior management is more important than just results for sales managers and salespeople. Behaviors are everything from activities to how you are conducting the sales conversation. For example, make sure that you are doing customer call planning and debriefing. If you do not have a manager that is frequently available to help with that, partner up wi...
301: Sales Leaders Sean Brophy and Brian Egenrieder List Ways to Humanize Yourself as a Sales Leader to Help Your Customers and Team Members Achieve More
December 10, 2020 21:54 - 37 minutes - 34.3 MBRead the complete transcript on the Sales Game Changers Podcast website. SEAN'S TIP TO EMERGING SALES LEADERS: "Celebrate micro victories. On a daily basis, it could be hitting your target for calls, your number of connects, or it could be a campaign that just generated some number of responses. In sales it's too easy for us to look at the scoreboard as the definition of success and I think that now more than ever there's a lot of things that we can be celebrating and it's incumbent on us ...
Ways to Humanize Yourself as a Sales Leader to Help Your Customers and Team Members Achieve More with Sales Leaders Sean Brophy and Brian Egenrieder
December 10, 2020 21:54 - 37 minutes - 34.3 MBThis is episode 301. Read the complete transcript on the Sales Game Changers Podcast website. SEAN'S TIP TO EMERGING SALES LEADERS: "Celebrate micro victories. On a daily basis, it could be hitting your target for calls, your number of connects, or it could be a campaign that just generated some number of responses. In sales it's too easy for us to look at the scoreboard as the definition of success and I think that now more than ever there's a lot of things that we can be celebrating an...
Doing This Simple Thing Right Now Will Put You in the Top 5 Percent of All Sellers with Author of 5-Minute Selling Alex Goldfayn
December 07, 2020 22:51 - 46 minutes - 42.2 MBThis 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 fro...
300: Author of 5-Minute Selling Alex Goldfayn Says Doing This Simple Thing Right Now Will Put You in the Top 5 Percent of All Sellers
December 07, 2020 22:51 - 46 minutes - 42.2 MBRead 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 w...
How Focusing on All Aspects of Your Life Can Improve Your Sales Performance with Anita Nielsen
December 06, 2020 17:05 - 44 minutes - 41.2 MBThis is episode 299. Read the complete transcript on the Sales Game Changers Podcast website. ANITA'S TIP FOR EMERGING SALES LEADERS: "Give yourself some time to just ask yourself, "What could I be doing right now to help me be better at sales?" The one skill that I know that most high-performing sales professional have is they're always good at is asking good discovery questions so that's one that I'm constantly harping on, if you need an example. So say to yourself, "I need to get bett...
299: Women in Sales: Anita Nielsen Discusses How Focusing on All Aspects of Your Life Can Improve Your Sales Performance
December 06, 2020 17:05 - 44 minutes - 41.2 MBRead the complete transcript on the Sales Game Changers Podcast website. ANITA'S TIP FOR EMERGING SALES LEADERS: "Give yourself some time to just ask yourself, "What could I be doing right now to help me be better at sales?" The one skill that I know that most high-performing sales professional have is they're always good at is asking good discovery questions so that's one that I'm constantly harping on, if you need an example. So say to yourself, "I need to get better at asking discovery ...
Timeless Strategies for Success As We Near Year End with Sales Leaders Monica McEwen and Rosie Corcoran
December 04, 2020 00:07 - 34 minutes - 31.4 MBThis 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...
298: Sales Leaders Monica McEwen and Rosie Corcoran Share Timeless Strategies for Success As We Near Year End
December 04, 2020 00:07 - 34 minutes - 31.4 MBRead 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 n...
297: Well-Known Leadership Coach Dr. Brian Harman Breaks Down How to Tell an Impactful Story that Will Show Your Customers You Are Truly Listening to Them
December 01, 2020 13:38 - 37 minutes - 34.7 MBRead the complete transcription here. BRIAN'S TIP TO EMERGING SALES LEADERS: "If you're going to bring your highest energy into your sales, work, life, and relationships, you should get more involved in hearing other people's stories because it will help you tell a better story yourself. You're sharing your story in order to build relational trust which is a reciprocal emotion, you give it to get it. Even though you're talking, you're doing so in a way that's very much about the other pe...
How to Tell an Impactful Story that Will Show Your Customers You Are Truly Listening to Them with Well-Known Leadership Coach Dr. Brian Harman
December 01, 2020 13:38 - 37 minutes - 34.7 MBThis is episode 297. Read the complete transcription here. BRIAN'S TIP TO EMERGING SALES LEADERS: "If you're going to bring your highest energy into your sales, work, life, and relationships, you should get more involved in hearing other people's stories because it will help you tell a better story yourself. You're sharing your story in order to build relational trust which is a reciprocal emotion, you give it to get it. Even though you're talking, you're doing so in a way that's very ...
296: Women in Sales: Agile Selling Expert Amy Franko Explains Why the Jungle Gym Approach to Your Sales Career is the Way to Go
November 30, 2020 14:20 - 44 minutes - 41.2 MBRead the complete transcript on the Sales Game Changers Podcast website. AMY’S INSIGHTS FOR EMERGING SALES LEADERS: “See your career as a jungle gym versus a ladder straight up. Especially for women in sales and women in really any role, our careers take winding paths. There is almost never a straight up type of career path so it’s taking on a different mindset and then set an action that says, “I’m going to see my career as this very holistic thing, it’s not just this small slice point in...
Why the Jungle Gym Approach to Your Sales Career is the Way to Go with Agile Selling Expert Amy Franko
November 30, 2020 14:20 - 44 minutes - 41.2 MBThis is episode 296. Read the complete transcript on the Sales Game Changers Podcast website. AMY’S INSIGHTS FOR EMERGING SALES LEADERS: “See your career as a jungle gym versus a ladder straight up. Especially for women in sales and women in really any role, our careers take winding paths. There is almost never a straight up type of career path so it’s taking on a different mindset and then set an action that says, “I’m going to see my career as this very holistic thing, it’s not just th...
Impactful Ways You Can Show Thanks and Gratitude to Your Customers and Prospects Right Now with Well-Known Sales Strategist Alice Heiman
November 24, 2020 12:54 - 42 minutes - 38.9 MBThis is episode 295. Read the complete transcription on the Sales Game Changers Podcast website. ALICE'S TIP TO EMERGING SALES LEADERS: "A free way to show gratitude is by making an introduction. There is no rule that you can't make an introduction just like there's no rule that you can't send a little thank-you note. That is a great gift, when you can make a very thoughtful introduction to someone that they might need to know either because they want to change their career or needed a r...
295: Well-Known Sales Strategist Alice Heiman Lists Impactful Ways You Can Show Thanks and Gratitude to Your Customers and Prospects Right Now
November 24, 2020 12:54 - 42 minutes - 38.9 MBRead the complete transcription on the Sales Game Changers Podcast website. ALICE'S TIP TO EMERGING SALES LEADERS: "A free way to show gratitude is by making an introduction. There is no rule that you can't make an introduction just like there's no rule that you can't send a little thank-you note. That is a great gift, when you can make a very thoughtful introduction to someone that they might need to know either because they want to change their career or needed a resource. Or it's just s...
How a Finance Background Can Help Boost Your Sales Career with Datasite UK Sales Leader Nertila Asani
November 23, 2020 14:17 - 41 minutes - 37.7 MBThis is episode 294. Read the complete transcript on the Sales Game Changers Podcast website. NERTILA’S INSIGHTS FOR EMERGING SALES LEADERS: “Never be nervous, just believe in yourself, never think there’s anything that you can’t do. Never think of gender or anything as an obstacle. Always think about your successes, your strengths, what you’re good at, what you love, what makes you happy and be confident about it. Talk about it, go for it, there’s really nothing that you can’t achieve. ...
294: Women in Sales: Datasite UK Sales Leader Nertila Asani Tells How a Finance Background Can Help Boost Your Sales Career
November 23, 2020 14:17 - 41 minutes - 37.7 MBRead the complete transcript on the Sales Game Changers Podcast website. NERTILA’S INSIGHTS FOR EMERGING SALES LEADERS: “Never be nervous, just believe in yourself, never think there’s anything that you can’t do. Never think of gender or anything as an obstacle. Always think about your successes, your strengths, what you’re good at, what you love, what makes you happy and be confident about it. Talk about it, go for it, there’s really nothing that you can’t achieve. It sounds cheesy but it...
Sales Professionals Can Increase Their Performance By Applying This Approach to Learning with Darden Business Professor Tom Steenburgh
November 20, 2020 13:03 - 42 minutes - 38.6 MBThis is episode 293. Read the complete transcription on the Sales Game Changers Podcast website. This is a replay of the SALES GAME CHANGERS LIVE Webinar sponsored by the Institute for Excellence in Sales and hosted by Fred Diamond on November 18, 2020. It featured University of Virginia Darden School of Business professor Tom Steenburgh. TOM'S TIP TO EMERGING SALES LEADERS: "Make it new. The question is, "How do I refresh my sales approach in a way that makes it better?" Because of th...
293: Darden Business Professor Tom Steenburgh Says Sales Professionals Can Increase Their Performance By Applying This Approach to Learning
November 20, 2020 13:03 - 42 minutes - 38.6 MBRead the complete transcription on the Sales Game Changers Podcast website. This is a replay of the SALES GAME CHANGERS LIVE Webinar sponsored by the Institute for Excellence in Sales and hosted by Fred Diamond on November 18, 2020. It featured University of Virginia Darden School of Business professor Tom Steenburgh. TOM'S TIP TO EMERGING SALES LEADERS: "Make it new. The question is, "How do I refresh my sales approach in a way that makes it better?" Because of the pandemic I'm forced t...
292: Sales Expert Mike Schmidtmann Explains How to Accelerate Past Any Objections You May Be Encountering Right Now
November 17, 2020 12:40 - 53 minutes - 48.9 MBRead the complete transcript on the Sales Game Changers Podcast website. MIKE’S TIP TO EMERGING SALES LEADERS: “There are five different ways to respond to an objection with the acronym READY. You can REVERSE an objection, hit it right back at them with, “That’s exactly why.” The reason a Reverse is so powerful is because the reason you’re against it is the reason you should be for it. You can EXPLAIN what happened and that’s a perfectly reasonable answer, it’s not an argument, it’s just, ...