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
ENCORE 180: 180: JK Moving Sales Leader Vince Burruano Said This Early Realization Helped Take His Career to New Heights
January 16, 2020 02:56 - 29 minutes - 40.6 MBRead the complete transcript here. VINCE’S FINAL TIP TO EMERGING SALES LEADERS: “Don’t give up. Follow up and persevere – show that grit. Those people who continue to forge ahead will always find a measure of success. Those that give up, they’re making their own choice to not be successful.” Vince Burruano is the VP of Commercial Sales for JK Moving. Prior to coming to JK he held sales leadership positions at Oce, Icon and Ricoh. Find Vince on LinkedIn!
200: World Wide Technology Sales VP Shawn Rodriguez Explains Why the Government and Education Markets Excite Him So Much
January 13, 2020 20:21 - 30 minutes - 41.4 MBRead the complete transcription on the Sales Game Changers Podcast website. SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "If you want to be a sales leader, be sure to really understand why. If you aren't willing to give up the glory and truly contribute through others, then you should really consider continuing to be the best sales rep you can be. I've worked for executives who felt if you didn't want to be the CEO of the company you're not motivated enough and I could not disagree more. B...
Why the Government and Education Markets Excite Him So Much with World Wide Technology Sales VP Shawn Rodriguez
January 13, 2020 20:21 - 30 minutes - 41.4 MBThis is episode 200. Read the complete transcription on the Sales Game Changers Podcast website. SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "If you want to be a sales leader, be sure to really understand why. If you aren't willing to give up the glory and truly contribute through others, then you should really consider continuing to be the best sales rep you can be. I've worked for executives who felt if you didn't want to be the CEO of the company you're not motivated enough and I cou...
200: Worldwide Technology Sales VP Shawn Rodriquez Explains Why the Government and Education Markets Excite Him So Much
January 13, 2020 20:21 - 30 minutes - 41.4 MBRead the complete transcription on the Sales Game Changers Podcast website. SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "If you want to be a sales leader, be sure to really understand why. If you aren't willing to give up the glory and truly contribute through others, then you should really consider continuing to be the best sales rep you can be. I've worked for executives who felt if you didn't want to be the CEO of the company you're not motivated enough and I could not disagree more. B...
200: Worldwide Technology Sales VP Shawn Rodriguez Explains Why the Government and Education Markets Excite Him So Much
January 13, 2020 20:21 - 30 minutes - 41.4 MBRead the complete transcription on the Sales Game Changers Podcast website. SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "If you want to be a sales leader, be sure to really understand why. If you aren't willing to give up the glory and truly contribute through others, then you should really consider continuing to be the best sales rep you can be. I've worked for executives who felt if you didn't want to be the CEO of the company you're not motivated enough and I could not disagree more. B...
199: Serial Entrepreneur and Drone Innovator Pramod Rajeha Says Adopting This Atypical Sales Mentality is Imperative for Business Owners
January 08, 2020 23:58 - 24 minutes - 34.2 MBRead the complete transcription on The Sales Game Changers Podcast website. PRAMOD'S FINAL TIP TO EMERGING SALES LEADERS: "Stay persistent because that victory might be right around the corner and you might give up just before you get there. I can think of many times where I've attempted or tried to sell 4, 5, 6, 7 times and on the 8th time we actually hit it and if we had given up it wouldn't have happened." Today, we're talking to a very successful entrepreneur who understands the valu...
Adopting This Atypical Sales Mentality is Imperative for Business Owners with Serial Entrepreneur and Drone Innovator Pramod Rajeha
January 08, 2020 23:58 - 24 minutes - 34.2 MBThis is episode 199. Read the complete transcription on The Sales Game Changers Podcast website. PRAMOD'S FINAL TIP TO EMERGING SALES LEADERS: "Stay persistent because that victory might be right around the corner and you might give up just before you get there. I can think of many times where I've attempted or tried to sell 4, 5, 6, 7 times and on the 8th time we actually hit it and if we had given up it wouldn't have happened." Today, we're talking to a very successful entrepreneur w...
198: The Sales Evangelist - Donald Kelly - Says This Approach to Sales Prospecting Will Set You Apart from All Other Sellers
January 07, 2020 14:38 - 23 minutes - 32.6 MBRead the complete transcript on the Sales Game Changers Podcast website. DONALD'S FINAL TIP TO EMERGING SALES LEADERS: "Every organization out there has some kind of problem, your prospects do. Somebody is going to solve that problem for them, so why not you? Take the advantage, go the high road, figure this out first and be the first one to solve the problem. If you do that, you stand out more than anybody else." Donald Kelly is known as the Sales Evangelist. He conducts workshops, ke...
This Approach to Sales Prospecting Will Set You Apart from All Other Sellers with The Sales Evangelist - Donald Kelly
January 07, 2020 14:38 - 23 minutes - 32.6 MBThis is episode 198. Read the complete transcript on the Sales Game Changers Podcast website. DONALD'S FINAL TIP TO EMERGING SALES LEADERS: "Every organization out there has some kind of problem, your prospects do. Somebody is going to solve that problem for them, so why not you? Take the advantage, go the high road, figure this out first and be the first one to solve the problem. If you do that, you stand out more than anybody else." Donald Kelly is known as the Sales Evangelist. He...
ENCORE 074: Red Hat Public Sector Sales Exec Lynne Chamberlain Shares Lessons Learned as a Woman in Tech Sales Pioneer
January 03, 2020 13:23 - 33 minutes - 46.1 MBRead the complete transcript on the Sales Game Changers Podcast website. LYNNE’S CLOSING TIP TO EMERGING SALES LEADERS: “When you do more than you’re paid for, eventually you’ll be paid for more than you do. I truly believe that.“ Lynne Chamberlain is the VP of Business Development for Red Hat’s public sector division. As the VP of Business Development, her responsibilities include major capture and selling to the systems integrators. She’s worked at Unisys and was involved in starti...
ENCORE 152: DLT Sales Leader Chris Wilkinson Says Taking This Approach to Your Sales Career is Critical for Your Success
December 31, 2019 07:00 - 26 minutes - 37 MBRead the complete transcript on the Sales Game Changers Podcast website. This show originally aired on May 20, 2019. CHRIS’ FINAL TIP TO EMERGING SALES LEADERS: “Every day is a chance for a new beginning – embrace that opportunity. Focus on what you can control, influence what you can influence and smile otherwise.” Chris Wilkinson is the Senior Vice President of Sales at DLT. Prior to coming to DLT, he held sales leadership positions at immixGroup and DHL. Find Chris on LinkedIn! ...
ENCORE SPECIAL EPISODE 001: Top Real Estate Sales Leader Keri Shull Is Leading the Real Estate Sales Profession Transformation!
December 27, 2019 13:41 - 32 minutes - 44.7 MBThis show originally broadcast on December 15, 2017. Read the complete transcript on the Sales Game Changers Podcast website. Keri Shull is the founder of the Keri Shull Team. She started her career as a top producer, selling new homes and condos for residential developers. In five years, Keri went from founding her sales team and hiring her first employee to being the top agent in Virginia. Today her team has sold more than a billion in real estate and sells more than 200 million a ye...
ENCORE 044: Vineeta Mooganur Applies Her Engineering Expertise to Help Her Sales Teams Multitask, Manage Their Business, and Grow
December 24, 2019 12:39 - 23 minutes - 32.4 MBRead the complete transcript on the Sales Game Changers Podcast website. VINEETA'S FINAL TIP TO EMERGING SALES LEADERS: “As sales people, we're in a unique position of speaking to hundreds of business leaders a year. We are closest to the market and what the market needs, and that's a powerful and fun place to be. Use it to learn and teach your prospects and your organization what you're hearing and you will quickly establish yourselves as a thought leader, close more deals and rapidly mov...
This Advice from Tommy John Was Crucial to His Career Success with ThunderCat Sales Leader and Former Minor League Baseball Pitcher Mike Knox
December 19, 2019 03:02 - 32 minutes - 44.3 MBThis is episode 197. Read the transcript on the Sales Game Changers Podcast website. MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Chase after what your dreams are, get after it, get to know good people, network and always add value in every interaction you're in. Have fun with it, too. It goes fast and if you put your hard work and talent to play, you're going to win." Mike Knox is the VP of Commercial Sales at ThunderCat Technology. We interviewed Dave Schlosser. Dave heads up Publ...
197: ThunderCat Sales Leader and Former Minor League Baseball Pitcher Mike Knox Said this Advice from Tommy John Was Crucial to His Career Success
December 19, 2019 03:02 - 32 minutes - 44.3 MBRead the transcript on the Sales Game Changers Podcast website. MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Chase after what your dreams are, get after it, get to know good people, network and always add value in every interaction you're in. Have fun with it, too. It goes fast and if you put your hard work and talent to play, you're going to win." Mike Knox is the VP of Commercial Sales at ThunderCat Technology. We interviewed Dave Schlosser. Dave heads up Public Sector Sales at Thund...
196: GM's Barbara Reznor Shares How The Leading Edge Sales Training Strategies They're Now Bringing to Dealerships are Improving a Historic Challenge
December 16, 2019 20:52 - 29 minutes - 41 MBRead the complete transcript on the Sales Game Changers Podcast website. BARBARA'S FINAL TIP TO EMERGING SALES LEADERS: "Your last best experience is now your new expectation. Be continuously learning so that you can continue to provide value." Today’s show was broadcast from the GM headquarters in Downtown Detroit. Barbara Reznor is the manager of training for the GM Center of Learning. The Center of Learning was a finalist for an IES - Institute for Excellence in Sales - Sales Exce...
How The Leading Edge Sales Training Strategies They're Now Bringing to Dealerships are Improving a Historic Challenge with GM's Barbara Reznor
December 16, 2019 20:52 - 29 minutes - 41 MBThis is episode 196. Read the complete transcript on the Sales Game Changers Podcast website. BARBARA'S FINAL TIP TO EMERGING SALES LEADERS: "Your last best experience is now your new expectation. Be continuously learning so that you can continue to provide value." Today’s show was broadcast from the GM headquarters in Downtown Detroit. Barbara Reznor is the manager of training for the GM Center of Learning. The Center of Learning was a finalist for an IES - Institute for Excellenc...
195: Forcepoint Government Sales Chief Eric Trexler Says Focusing on this Outcome is Key to Determining Your Sales Success
December 09, 2019 23:07 - 36 minutes - 50.5 MBRead the complete transcription on the Sales Game Changers Podcast website. ERIC'S FINAL TIP TO EMERGING SALES LEADERS: "Everything you do should be geared around results, Focus on your customer, yourself, your business and put a plan together and enjoy the ride. To the leaders out there, focus on your people, be transparent and direct with them. Have a plan, always look at how we make them better." Eric Trexler is the VP of Sales for Global Governments at Forcepoint. He was recommende...
Focusing on this Outcome is Key to Determining Your Sales Success with Forcepoint Government Sales Chief Eric Trexler
December 09, 2019 23:07 - 36 minutes - 50.5 MBThis is episode 195. Read the complete transcription on the Sales Game Changers Podcast website. ERIC'S FINAL TIP TO EMERGING SALES LEADERS: "Everything you do should be geared around results, Focus on your customer, yourself, your business and put a plan together and enjoy the ride. To the leaders out there, focus on your people, be transparent and direct with them. Have a plan, always look at how we make them better." Eric Trexler is the VP of Sales for Global Governments at Forcepoi...
ENCORE 154: LinkedIn Whisperer Brynne Tillman Shares the Three Things You Must Be Doing to Optimize LinkedIn for Sales
December 05, 2019 13:01 - 35 minutes - 49.4 MB[EDITOR’S NOTE: This interview took place on March 3, 2019. Some of the pricing details and other comments about LinkedIn features might have changed since this interview took place.] Read the transcript on the Sales Game Changers Podcast website. BRYNNE’S FINAL TIP TO EMERGING SALES LEADERS: “We are ignoring our new connections all the time. Put together a great welcome message that has an insight, a piece of content – not a sales pitch, don’t talk about you or your business. Give them ...
Transformation Lessons His Sales Organization, Company and Customers Have Learned Together with Microsoft Federal Sales GM Javier Vasquez
December 03, 2019 03:28 - 29 minutes - 40.2 MBThis is episode 194. Read the complete transcription on the Sales Game Changers Podcast website. JAVIER'S FINAL TIP TO EMERGING SALES LEADERS: "Be tenacious. Just try, try, try. You're going to hear 'no' more than you hear 'yes' when you first start in your career and I know it sounds painful now, but that is where and how you learn. Get back up and do it again, and practice, practice, practice." Javier Vasquez is the General Manager for solutions and technology for Microsoft's US Fede...
194: Microsoft Federal Sales GM Javier Vasquez Discloses the Transformation Lessons His Sales Organization, Company and Customers Have Learned Together
December 03, 2019 03:28 - 29 minutes - 40.2 MBRead the complete transcription on the Sales Game Changers Podcast website. JAVIER'S FINAL TIP TO EMERGING SALES LEADERS: "Be tenacious. Just try, try, try. You're going to hear 'no' more than you hear 'yes' when you first start in your career and I know it sounds painful now, but that is where and how you learn. Get back up and do it again, and practice, practice, practice." Javier Vasquez is the General Manager for solutions and technology for Microsoft's US Federal Government business...
These Lessons from the Mat Can Help You Achieve Remarkable Sales Success with Clarabridge Sales Leader and University of Maryland Wrestling Star Tom van Gorder
November 26, 2019 13:35 - 31 minutes - 43.9 MBThis is episode 193. Read the transcription on the Sales Game Changers Podcast website. TOM'S FINAL TIP TO EMERGING SALES LEADERS: "Any young professional that is interested in a sales career needs to find one or two mentors, somebody like myself, you or others that are willing and able to give them some advice and some coaching as they move along in their career." Tom van Gorder is the Vice President of North America Sales at Clarabridge. Previously, he held sales leadership positio...
193: Clarabridge Sales Leader and University of Maryland Wrestling Star Tom van Gorder Says These Lessons from the Mat Can Help You Achieve Remarkable Sales Success
November 26, 2019 13:35 - 31 minutes - 43.9 MBRead the transcription on the Sales Game Changers Podcast website. TOM'S FINAL TIP TO EMERGING SALES LEADERS: "Any young professional that is interested in a sales career needs to find one or two mentors, somebody like myself, you or others that are willing and able to give them some advice and some coaching as they move along in their career." Tom van Gorder is the Vice President of North America Sales at Clarabridge. Previously, he held sales leadership positions at FranConnect, Arxa...
192: Senior Vice President, Hilton Worldwide Sales – Americas, Frank Passanante Shares How a Coaching Mindset Has Helped the Hospitality Leader Become Fortune’s Best Company to Work for
November 19, 2019 01:01 - 30 minutes - 42.7 MBRead the complete transcription on the Sales Game Changers Podcast website. FRANK'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is a noble profession. Embrace a coaching mindset and also embrace the idea that everyone should always be learning. If you embrace this idea of an always learning mindset and you want to be better tomorrow than you are today, you'll have success and you'll have success in sales." Frank Passanante is the Senior VP for Hilton Worldwide Sales - America's Hilton an...
How a Coaching Mindset Has Helped the Hospitality Leader Become Fortune’s Best Company to Work for with Senior Vice President, Hilton Worldwide Sales – Americas, Frank Passanante
November 19, 2019 01:01 - 30 minutes - 42.7 MBThis is episode 192. Read the complete transcription on the Sales Game Changers Podcast website. FRANK'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is a noble profession. Embrace a coaching mindset and also embrace the idea that everyone should always be learning. If you embrace this idea of an always learning mindset and you want to be better tomorrow than you are today, you'll have success and you'll have success in sales." Frank Passanante is the Senior VP for Hilton Worldwide Sale...
192: Hilton Global Sales Chief Frank Passanante Shares How a Coaching Mindset Has Helped the Hospitality Leader Become Fortune's Best Company to Work for
November 19, 2019 01:01 - 30 minutes - 42.7 MBRead the complete transcription on the Sales Game Changers Podcast website. FRANK'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is a noble profession. Embrace a coaching mindset and also embrace the idea that everyone should always be learning. If you embrace this idea of an always learning mindset and you want to be better tomorrow than you are today, you'll have success and you'll have success in sales." Frank Passanante is the Senior VP for Hilton Worldwide Sales and he's been with Hi...
ENCORE 123: Cooley Law Firm’s Biz Dev Chief Carl Grant’s Mission is to Help Technology Leaders Become Amazingly Successful. Here’s How He Does it.
November 14, 2019 13:02 - 30 minutes - 42.7 MBRead the transcript on the Sales Game Changers Podcast website. CARL’S FINAL TIP TO EMERGING SALES LEADERS: “People like to buy from people that they know and if you’re struggling with how to get to know people, I’m going to tell you that people can connect on very personal levels. I think the deepest personal relationships you can develop with other people are through a religious affiliation, a cultural affiliation or a common mission. Join a group that you identify with religiously, cult...
191: Ellucian Sales Chief Dan Maier Shares How Elite Sales Performers Now Must Service Transforming Verticals Such as the Higher Education Market His Company Serves
November 11, 2019 21:13 - 26 minutes - 37.1 MBRead the complete transcription on the Sales Game Changers Podcast website. DAN'S FINAL TIP TO EMERGING SALES LEADERS: "Have fun with what you're doing. Fuel the things that you're most passionate about. It's not just about winning, it's about how you get to the finish line. I encourage everyone to take risks, have fun but more importantly, go make it happen." Dan Maier is the Senior VP of Sales for Ellucian. Prior to taking over sales leadership at Ellucian, he was at CRS, Illume and ...
How Elite Sales Performers Now Must Service Transforming Verticals Such as the Higher Education Market His Company Serves with Ellucian Sales Chief Dan Maier
November 11, 2019 21:13 - 26 minutes - 37.1 MBThis is episode 191. Read the complete transcription on the Sales Game Changers Podcast website. DAN'S FINAL TIP TO EMERGING SALES LEADERS: "Have fun with what you're doing. Fuel the things that you're most passionate about. It's not just about winning, it's about how you get to the finish line. I encourage everyone to take risks, have fun but more importantly, go make it happen." Dan Maier is the Senior VP of Sales for Ellucian. Prior to taking over sales leadership at Ellucian, he ...
ENCORE 60: Washington Nats Sales Leader Ryan Bringger Strives to Engage Clients Year Round with Membership Programs that Offer Experiences, Rewards and Access
November 07, 2019 20:59 - 27 minutes - 38.1 MBIn honor of the Washington Nats winning the World Series, we're pleased to run this encore podcast episode. Read the complete transcript on the Sales Game Changers Podcast website. RYAN’S FINAL TIP TO EMERGING SALES LEADERS: “Find your strengths and be proud of those strengths. That’s what people want you for once you’re able to know exactly what those are.” Ryan Bringger is the Vice President for Ticket Sales and Membership for the 2019 World-Champion Washington Nationals baseball tea...
190: Legendary Insurance Sales Leader Alan Meltzer Shares How Philanthropy, Deep Relationships, Hard Work and Surrounding Yourself With Really Smart People Can Lead to Sales Success
November 05, 2019 03:22 - 37 minutes - 51.5 MBRead the complete transcript on the Sales Game Changers Podcast website. Alan Meltzer is a sales legend. ALAN'S FINAL TIP TO EMERGING SALES LEADERS: "One, get smart, read, study. Two, there's no substitution for perspiration, work your ass off, it's that simple." Alan Meltzer founded NFP -The Meltzer Group in 1982 as a single insurance agen. He has since grown the company to one with over 200 dedicated employees across five divisions. Alan has earned MassMutual's highest honor, Age...
How Philanthropy, Deep Relationships, Hard Work and Surrounding Yourself With Really Smart People Can Lead to Sales Success with Legendary Insurance Sales Leader Alan Meltzer
November 05, 2019 03:22 - 37 minutes - 51.5 MBThis is episode 190. Read the complete transcript on the Sales Game Changers Podcast website. Alan Meltzer is a sales legend. ALAN'S FINAL TIP TO EMERGING SALES LEADERS: "One, get smart, read, study. Two, there's no substitution for perspiration, work your ass off, it's that simple." Alan Meltzer founded NFP -The Meltzer Group in 1982 as a single insurance agen. He has since grown the company to one with over 200 dedicated employees across five divisions. Alan has earned MassMutu...
ENCORE 159: Nestlé’s Dominic Strada Shares How Selling Brands Such as Purina and Gerber Has Dramatically Shifted
October 31, 2019 11:58 - 42 minutes - 58.8 MBRead the complete transcript on the Sales Game Changers Podcast website. DOMINIC’S FINAL TIP TO EMERGING SALES LEADERS: “Never get comfortable. If you always have that mentality that either you don’t know enough or somebody can take away what you have today, you’ll lose your edge. Never think you have a problem solved long-term and never think you have all the relationships that you need in order to be successful.” For the first time we’re interviewing someone from Nestlé. We’re talkin...
189: Sales Star Carrie-Anne Mosley Shares Lessons Learned at Oracle, SAP, Salesforce and Now Amazon Web Services
October 29, 2019 13:31 - 1 hour - 92.7 MBRead the complete transcript on the Sales Game Changers Podcast website. CAM'S FINAL TIP TO EMERGING SALES LEADERS: "If you start with your customer in the center of everything you do and work backwards from there from a sales process perspective, and you've cultivated your partners along the way, your journey will be successful. If you are adding value at all points along the way, your journey will be successful." Carrie-Anne Mosley, known as CAM, is a Sales Leader for Amazon Web Servic...
Lessons Learned at Oracle, SAP, Salesforce and Now Amazon Web Services with Sales Star Carrie-Anne Mosley
October 29, 2019 13:31 - 1 hour - 92.7 MBThis is episode 189. Read the complete transcript on the Sales Game Changers Podcast website. CAM'S FINAL TIP TO EMERGING SALES LEADERS: "If you start with your customer in the center of everything you do and work backwards from there from a sales process perspective, and you've cultivated your partners along the way, your journey will be successful. If you are adding value at all points along the way, your journey will be successful." Carrie-Anne Mosley, known as CAM, is a Sales Leade...
How Strategic Hustle Sets Him and His Sales Teams Apart with Veeam Enterprise Sales Chief Mike Durso
October 24, 2019 16:36 - 40 minutes - 55.3 MBThis is episode 188. Read the transcript on the Sales Game Changers Podcast web site. MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Take accountability for your actions and before you look at someone else in your organization, look at what you could have done differently to change the situation." Mike Durso is the Vice President for US Enterprise at Veeam Software. Prior to coming to Veeam, held sales leadership positions at VMware and Dell. We also interviewed Mike Miller from Veea...
188: Veeam Enterprise Sales Chief Mike Durso Explains How Strategic Hustle Sets Him and His Sales Teams Apart
October 24, 2019 16:36 - 40 minutes - 55.3 MBRead the transcript on the Sales Game Changers Podcast web site. MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Take accountability for your actions and before you look at someone else in your organization, look at what you could have done differently to change the situation." Mike Durso is the Vice President for US Enterprise at Veeam Software. Prior to coming to Veeam, held sales leadership positions at VMware and Dell. We also interviewed Mike Miller from Veeam for this podcast. F...
How 212 - The Extra Degree - Inspires Extra Effort and Care from His Team Members with JK Moving Residential Sales Veep Brian McGuinness
October 22, 2019 02:00 - 23 minutes - 33.1 MBThis is episode 187. Read the transcript on the Sales Game Changers Podcast website here. BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Don't look back, look forward. Do the right thing each and every day and lead by example. Have an attitude of gratitude. " Brian McGuinness is the VP of Residential Sales at JK Moving. Prior to coming over to JK he held sales leadership roles at the North American Housing Corporation. He was an infantry officer with the US Army for 10 years. We a...
187: JK Moving Residential Sales Veep Brian McGuinness Tells How 212 - The Extra Degree - Inspires Extra Effort and Care from His Team Members
October 22, 2019 02:00 - 23 minutes - 33.1 MBRead the transcript on the Sales Game Changers Podcast website here. BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Don't look back, look forward. Do the right thing each and every day and lead by example. Have an attitude of gratitude. " Brian McGuinness is the VP of Residential Sales at JK Moving. Prior to coming over to JK he held sales leadership roles at the North American Housing Corporation. He was an infantry officer with the US Army for 10 years. We also interviewed Vince B...
186: Entercom Sales Leader Dave Scopinich Explains His Passion for Radio and Why It's the Most Powerful Audience Access Medium in the World
October 17, 2019 00:39 - 47 minutes - 65.4 MBRead the complete transcription on the Sales Game Changers Podcast website. DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "I think too often we don't step back and think about the fact that we're helping people and it's something that's a very important part of a company's existence and the American economy. We make a difference. Every day I get up and I'm excited to go and talk about these brands and help our clients grow their business." David Scopinich is the VP and Director of Sales at...
His Passion for Radio and Why It's the Most Powerful Audience Access Medium in the World with Entercom Sales Leader Dave Scopinich
October 17, 2019 00:39 - 47 minutes - 65.4 MBThis is episode 186. Read the complete transcription on the Sales Game Changers Podcast website. DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "I think too often we don't step back and think about the fact that we're helping people and it's something that's a very important part of a company's existence and the American economy. We make a difference. Every day I get up and I'm excited to go and talk about these brands and help our clients grow their business." David Scopinich is the VP a...
185: Red Hat Public Sector GM Paul Smith Details How Ambitious Sales Professionals Can Improve their IQ and EQ and Grow Their Careers
October 15, 2019 10:19 - 34 minutes - 47.2 MBRead the complete transcript on the Sales Game Changers Podcast website. PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Put your cell phones down. This is a face-to-face business and I think unfortunately the younger generation of folks coming in have grown up with mobile technologies and they really believe that they can communicate in an effective manner by text messaging or social media or even email. The most important thing is networking and get face-to-face. If you're going to use your...
How Ambitious Sales Professionals Can Improve their IQ and EQ and Grow Their Careers with Red Hat Public Sector GM Paul Smith
October 15, 2019 10:19 - 34 minutes - 47.2 MBThis is episode 185. Read the complete transcript on the Sales Game Changers Podcast website. PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Put your cell phones down. This is a face-to-face business and I think unfortunately the younger generation of folks coming in have grown up with mobile technologies and they really believe that they can communicate in an effective manner by text messaging or social media or even email. The most important thing is networking and get face-to-face. If y...
This Advice He Gave His Leaders about Facebook Paid Off Long Term with Vantage Data Center Sales Chief Lee Kestler
October 10, 2019 21:09 - 22 minutes - 30.9 MBThis is episode 184. Read the complete transcript on the Sales Game Changers Podcast website. LEE'S FINAL TIP TO EMERGING SALES LEADERS: "Negotiation isn't about a winning and a losing part - negotiation is about winning for both sides. If you go into a conversation with a customer or you go into any type of interaction in life and you think about it that way, you're probably going to be better off. Leave some money on the table for the next guy and keep moving." Lee Kestler is the Chi...
184: Vantage Data Center Sales Chief Lee Kestler Says This Advice He Gave His Leaders about Facebook Paid Off Long Term
October 10, 2019 21:09 - 22 minutes - 30.9 MBRead the complete transcript on the Sales Game Changers Podcast website. LEE'S FINAL TIP TO EMERGING SALES LEADERS: "Negotiation isn't about a winning and a losing part - negotiation is about winning for both sides. If you go into a conversation with a customer or you go into any type of interaction in life and you think about it that way, you're probably going to be better off. Leave some money on the table for the next guy and keep moving." Lee Kestler is the Chief Commercial Officer a...
R-E-S-P-E-C-T Through the Sales Process Can Set You Competitively Apart with Proxios Sales Leader Michael Euripides
October 08, 2019 03:20 - 34 minutes - 47.1 MBThis is episode 183. Read the complete transcription on the Sales Game Changers Podcast website. MICHAEL'S FINAL TIP TO EMERGING SALES LEADERS: "Be respectful. I want to encourage everybody in this field to respect your client, respect their buying processes, respect their finances, make sure that you're delivering on your promises. Most of all, respect yourself enough to prepare and do the right things and be the best you can be. I think that if you're respectful and you do the right th...
183: Proxios Sales Leader Michael Euripides Says R-E-S-P-E-C-T Through the Sales Process Can Set You Competitively Apart
October 08, 2019 03:20 - 34 minutes - 47.1 MBRead the complete transcription on the Sales Game Changers Podcast website. MICHAEL'S FINAL TIP TO EMERGING SALES LEADERS: "Be respectful. I want to encourage everybody in this field to respect your client, respect their buying processes, respect their finances, make sure that you're delivering on your promises. Most of all, respect yourself enough to prepare and do the right things and be the best you can be. I think that if you're respectful and you do the right things, you'll go in the ...
182: MovieComm's Scott DiGiammarino Shares How 'Houston, We Have a Problem" and Other Classic Clips Can Improve Sales Performance
October 03, 2019 01:49 - 31 minutes - 43.7 MBRead the complete transcript on the Sales Game Changers Podcast website. SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "It's what they say in Jerry Maguire, "Help me help you." It's for them to tell their story and share how they're thinking, what they'd like to learn and give upward feedback to their leaders. If they do that, the leaders have a better understanding of them and they'll be much more apt to lead them more effectively." Scott DiGiammarino is the CEO and founder of MovieComm....
How 'Houston, We Have a Problem" and Other Classic Clips Can Improve Sales Performance with MovieComm's Scott DiGiammarino
October 03, 2019 01:49 - 31 minutes - 43.7 MBThis is episode 182. Read the complete transcript on the Sales Game Changers Podcast website. SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "It's what they say in Jerry Maguire, "Help me help you." It's for them to tell their story and share how they're thinking, what they'd like to learn and give upward feedback to their leaders. If they do that, the leaders have a better understanding of them and they'll be much more apt to lead them more effectively." Scott DiGiammarino is the CEO an...