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.
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Episodes
323: Alex Chappell, Now with AWS, Shares Lessons Gleaned from Interviewing Top Sports Stars that Will Help Your Sales Career
February 09, 2021 00:37 - 37 minutes - 34.1 MBRead 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...
Think, Plan and Execute Sales Philosophy With HPE Sales Leader Joe Ayers
February 04, 2021 23:12 - 34 minutes - 31.5 MBThis is episode 322. Read the complete transcript on the Sales Game Changers Podcast website. JOE'S TIP TO EMERGING SALES LEADERS: "I hope 'think, plan, execute' resonates. For success selling to the Public Sector market, focus on the technical, the sales training and the understanding of the government since you will need all three. I am always learning about new government initiatives, new acronyms that pop up all the time and then technically it's always changing. The whole machine le...
322: HPE Sales Leader Joe Ayers Details His Think, Plan and Execute Sales Philosophy
February 04, 2021 23:12 - 34 minutes - 31.5 MBRead the complete transcript on the Sales Game Changers Podcast website. JOE'S TIP TO EMERGING SALES LEADERS: "I hope 'think, plan, execute' resonates. For success selling to the Public Sector market, focus on the technical, the sales training and the understanding of the government since you will need all three. I am always learning about new government initiatives, new acronyms that pop up all the time and then technically it's always changing. The whole machine learning piece has really...
321: Author James Muir Explains Why The Perfect (Sales) Close Requires Zero Pressure and Involves Just Two Simple Questions
February 02, 2021 00:48 - 44 minutes - 40.5 MBRead 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?...
Why The Perfect (Sales) Close Requires Zero Pressure and Involves Just Two Simple Questions With Author James Muir
February 02, 2021 00:48 - 44 minutes - 40.5 MBThis 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 w...
320: Women in Sales: WorldStrides Sales Leader Jennifer Fisher Says Focus Here to Achieve Greater Sales Success Right Now
January 31, 2021 23:08 - 41 minutes - 38.1 MBRead the complete transcription on the Sales Game Changers Podcast website. JENNIFER'S TIP FOR EMERGING SALES LEADERS: "Focus on what you can control, what's right here, right in front of you. Whatever business you're in, every interaction is about adding value to your partner, adding value to your client or prospect. How are you going to do that? Clear out the minutiae around you and focus on what you can control. When you do that, you’re not letting it happen to you, you're making things...
Focus Here to Achieve Greater Sales Success Right Now With WorldStrides Sales Leader Jennifer Fisher
January 31, 2021 23:08 - 41 minutes - 38.1 MBThis is episode 320. Read the complete transcription on the Sales Game Changers Podcast website. JENNIFER'S TIP FOR EMERGING SALES LEADERS: "Focus on what you can control, what's right here, right in front of you. Whatever business you're in, every interaction is about adding value to your partner, adding value to your client or prospect. How are you going to do that? Clear out the minutiae around you and focus on what you can control. When you do that, you’re not letting it happen to yo...
How BD Professionals Can Help Their Customers Grow Without Needing to Meet Them in Person with ICF Public Sector Leader Mark Lee
January 28, 2021 22:52 - 34 minutes - 31.4 MBThis is episode 319. Read the complete transcript on the Sales Game Changers Podcast website. MARK’S TIP TO EMERGING SALES LEADERS: “It’s really important for salespeople to understand their organization’s North Star. What is it that they do better than anybody else and why do you want to work there? If they really understand that, the interactions with the clients are going to be more meaningful, they’re going to be more impactful and then you’re going to position that team for success.”
319: ICF Public Sector Leader Mark Lee Details How BD Professionals Can Help Their Customers Grow Without Needing to Meet Them in Person
January 28, 2021 22:52 - 34 minutes - 31.4 MBRead the complete transcript on the Sales Game Changers Podcast website. MARK’S TIP TO EMERGING SALES LEADERS: “It’s really important for salespeople to understand their organization’s North Star. What is it that they do better than anybody else and why do you want to work there? If they really understand that, the interactions with the clients are going to be more meaningful, they’re going to be more impactful and then you’re going to position that team for success.”
Sales Professionals Three Ways to Be Better Listeners to Help Exceed Quota in 2021 with Shelley Row
January 26, 2021 02:07 - 43 minutes - 40.1 MBThis is episode 318. Read the complete transcription on the Sales Game Changers Podcast website. SHELLEY'S TIP TO EMERGING SALES LEADERS: "Good active listening skills is highly energetic work. It takes a lot of energy on your part to really listen and be able to reflect emotion and context and content when interacting with your customers. When practicing validation, pay attention to when you're sensing that context, that emotional piece in your communication and try validating that emot...
318: Shelley Row Gives Sales Professionals Three Ways to Be Better Listeners to Help Exceed Quota in 2021
January 26, 2021 02:07 - 43 minutes - 40.1 MBRead the complete transcription on the Sales Game Changers Podcast website. SHELLEY'S TIP TO EMERGING SALES LEADERS: "Good active listening skills is highly energetic work. It takes a lot of energy on your part to really listen and be able to reflect emotion and context and content when interacting with your customers. When practicing validation, pay attention to when you're sensing that context, that emotional piece in your communication and try validating that emotion that you observe by...
5 Tips for Sales Leaders When Speaking to Customers with Voice Communications Expert Debra Cancro
January 25, 2021 15:33 - 42 minutes - 39.2 MBThis is episode 317. Read the complete transcription on the Sales Game Changers Podcast website. DEBRA’S TIP FOR EMERGING SALES LEADERS: “Being natural when you speak is the best approach to take. We see a lot of Ted speakers these days and a lot of different ways that people are presenting. You can follow all the best practices of pausing and pace, but truly being natural and talking like you’re talking to a friend about something that you’re passionate about is the best way to be a spe...
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 ...
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."
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."
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...
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...
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...
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...
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...
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 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 ...
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...