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
160: Verizon Federal's Andrea Cohen Says Doing These Other Jobs First Led to Her Sales Leadership Success
June 25, 2019 01:42 - 29 minutes - 40.4 MBRead the complete transcription on the Sales Game Changers Podcast website. ANDREA'S FINAL TIP TO EMERGING SALES LEADERS: "Engage. You have to play to win and you have to really be focused on what you do and how it impacts everyone else, your customer and their customer. If you can get that level of understanding, you'll be very successful." Andrea Cohen is the VP of Civilian Sales for Verizon Federal. Prior to coming over to Verizon, she worked for Winstar and AT&T. We also intervie...
How Selling Brands Such as Purina and Gerber Has Dramatically Shifted with Nestlé's Dominic Strada
June 21, 2019 12:56 - 42 minutes - 58.1 MBThis is episode 159. Read 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...
159: Nestlé's Dominic Strada Shares How Selling Brands Such as Purina and Gerber Has Dramatically Shifted
June 21, 2019 12:56Read 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...
159: Nestlé's Dominic Strada Shares How Selling Brands Such as Purina and Gerber Has Dramatically Shifted
June 21, 2019 12:56Read 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...
Struck Gold When He Applied This Approach to Sales Performance with CrowdStrike Public Sector's James Yeager
June 17, 2019 22:03 - 41 minutes - 57.7 MBThis is episode 158. Read the complete transcription on The Sales Game Changers Podcast website. JAMES' FINAL TIP TO EMERGING SALES LEADERS: "Make sure that the individuals that are in your organization know that you're invested in their success. This is a people business so start first by hiring the right people, make sure that they're trained, give them the tools they need to compete and win. Then empower them and support them with everything you've got." James Yeager is the VP of Pu...
158: CrowdStrike Public Sector's James Yeager Struck Gold When He Applied This Approach to Sales Performance
June 17, 2019 22:03 - 41 minutes - 57.7 MBRead the complete transcription on The Sales Game Changers Podcast website. JAMES' FINAL TIP TO EMERGING SALES LEADERS: "Make sure that the individuals that are in your organization know that you're invested in their success. This is a people business so start first by hiring the right people, make sure that they're trained, give them the tools they need to compete and win. Then empower them and support them with everything you've got." James Yeager is the VP of Public Sector and Healthc...
This Brutal Customer Insight Shifted His Career Forever with Symantec Federal Sales Chief Chris Townsend
June 13, 2019 12:52 - 32 minutes - 45.5 MBThis is episode 157. Read the complete transcript on The Sales Game Changers Podcast website. CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "There's this negative connotation that's around sales that we're out there trying to push things on our customers that they don't want. That's the furthest thing from the truth. We're actually in there helping our customers advance their business and we can be relevant to the mission and be a part of some really impactful - especially in federal, beca...
157: Symantec Federal Sales Chief Chris Townsend Says This Brutal Customer Insight Shifted His Career Forever
June 13, 2019 12:52 - 32 minutes - 45.5 MBRead the complete transcript on The Sales Game Changers Podcast website. CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "There's this negative connotation that's around sales that we're out there trying to push things on our customers that they don't want. That's the furthest thing from the truth. We're actually in there helping our customers advance their business and we can be relevant to the mission and be a part of some really impactful - especially in federal, because the mission is so i...
156: WebbMason's Doug Traxler Tells How an Awkward Negotiation with American Airlines Led to His Sales Success
June 11, 2019 00:19 - 35 minutes - 49.6 MBRead the complete transcription on The Sales Game Changers Podcast website. DOUG'S FINAL TIP TO EMERGING SALES LEADERS: "Be proud of sales as a profession. It's one of the great careers. There's a lot of companies that need their problems solved and if it wasn't for us walking through the door and asking those questions, they couldn't grow and they couldn't change. I think it's one of the finest careers you can aspire to." Doug Traxler is the Chief Revenue Officer at WebbMason, a full-se...
How an Awkward Negotiation with American Airlines Led to His Sales Success with WebbMason's Doug Traxler
June 11, 2019 00:19 - 35 minutes - 49.6 MBRead the complete transcription on The Sales Game Changers Podcast website. DOUG'S FINAL TIP TO EMERGING SALES LEADERS: "Be proud of sales as a profession. It's one of the great careers. There's a lot of companies that need their problems solved and if it wasn't for us walking through the door and asking those questions, they couldn't grow and they couldn't change. I think it's one of the finest careers you can aspire to." Doug Traxler is the Chief Revenue Officer at WebbMason, a full-serv...
ENCORE 108: Kastle Systems Sales Veteran Clay Deming Shares the Main Reason Why She Teaches Her Legions to Achieve Trusted Advisor Status with Their Customers
June 06, 2019 11:57 - 49 minutes - 68.8 MBRead the complete transcript on the Sales Game Changers Podcast website. CLAY’S TIP TO EMERGING SALES LEADERS: “Selling is serving. Recognize that when you are in front of people, they’re more interested in you than they are in the feature and benefit set of your particular service or product. Don’t think about your quota, don’t think about all of the reasons why not, put your head in the place that says, ‘I am here to genuinely see if this is the right fit for this organization’ and if it...
ENCORE 107: Juniper Networks Federal Leader Bob Dunn Explains Why Knowing the Solutions You Sell Deeply is Critical to Your Success
June 05, 2019 02:01 - 27 minutes - 37.8 MBRead the complete transcription on the Sales Game Changers Podcast website. BOB’S TIP TO EMERGING SALES LEADERS: “If you’re true to yourself and true to your customers, they will be true to you. If you could live that way and set a foundation that is firm that you believe in, you’ll be successful in sales.” Bob Dunn is the VP of Federal for Juniper Networks. He started his career at NYNEX before moving to Nortel. He also was a CEO at PacStar and also worked in private equity. Find Bo...
This Insight Took Him From Product Management into Sales Leadership with Cricket Media's Bob Sanregret
May 30, 2019 12:00 - 33 minutes - 46.6 MBThis is episode 155. Read the complete transcript on the Sales Game Changers Podcast website. BOB'S FINAL TIP TO EMERGING SALES LEADERS: "Keep your eye on the metrics that are important. When you determine what the metric is, then focus on the impact that paying attention to those metrics will have on the end user/end customer because if you're doing your job correctly and you're doing your job well, you're having a positive impact on people's lives." Bob Sanregret is the Senior VP of ...
155: Cricket Media's Bob Sanregret Says This Insight Took Him From Product Management into Sales Leadership
May 30, 2019 12:00 - 33 minutes - 46.6 MBRead the complete transcript on the Sales Game Changers Podcast website. BOB'S FINAL TIP TO EMERGING SALES LEADERS: "Keep your eye on the metrics that are important. When you determine what the metric is, then focus on the impact that paying attention to those metrics will have on the end user/end customer because if you're doing your job correctly and you're doing your job well, you're having a positive impact on people's lives." Bob Sanregret is the Senior VP of Sales at Cricket Media....
Three Things You Must Be Doing to Optimize LinkedIn for Sales with LinkedIn Whisperer Brynne Tillman
May 27, 2019 17:38 - 35 minutes - 49.1 MBThis is episode 154. Read the complete transcription 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 some really great value that leads back to your solution but isn't leading with your solution." This is a special episode with Brynne Tillman, the CE...
154: LinkedIn Whisperer Brynne Tillman Shares the Three Things You Must Be Doing to Optimize LinkedIn for Sales
May 27, 2019 17:38 - 35 minutes - 49.1 MBRead the complete transcription 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 some really great value that leads back to your solution but isn't leading with your solution." This is a special episode with Brynne Tillman, the CEO at Social Sales Link....
If You Do This One Thing You Can Drive Leadership Greatness with Salesforce Sales Exec Connor Marsden
May 23, 2019 10:24 - 26 minutes - 37.1 MBThis is episode 153. Read the complete transcription on the Sales Game Changers Podcast website. CONNOR'S FINAL TIP TO EMERGING SALES LEADERS: "Be willing to forgive people if they make mistakes. Be willing to forgive yourself if you make a mistake. You always need to be thinking about what's in front of you, what's next and if people are looking back, it can impact the level of work and the greatness that you can drive." Connor Marsden is the Senior VP of Strategic Accounts at Salesfo...
153: If You Do This One Thing, Salesforce Sales Exec Connor Marsden Says You Can Drive Leadership Greatness
May 23, 2019 10:24 - 26 minutes - 37.1 MBRead the complete transcription on the Sales Game Changers Podcast website. CONNOR'S FINAL TIP TO EMERGING SALES LEADERS: "Be willing to forgive people if they make mistakes. Be willing to forgive yourself if you make a mistake. You always need to be thinking about what's in front of you, what's next and if people are looking back, it can impact the level of work and the greatness that you can drive." Connor Marsden is the Senior VP of Strategic Accounts at Salesforce. Prior to coming ...
152: DLT Sales Leader Chris Wilkinson Says Taking This Approach to Your Sales Career is Critical for Your Success
May 21, 2019 00:27 - 26 minutes - 36.4 MBRead the complete transcription on The Sales Game Changers Podcast website. 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!
Taking This Approach to Your Sales Career is Critical for Your Success with DLT Sales Leader Chris Wilkinson
May 21, 2019 00:27 - 26 minutes - 36.4 MBThis is episode 152. Read the complete transcription on The Sales Game Changers Podcast website. 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!
Taking this One Big Risk Propelled His Sales Leadership Career To New Heights with Cvent's Alex Rolfe
May 16, 2019 01:56 - 31 minutes - 43.8 MBThis is episode 151. Read the complete transcript on The Sales Game Changers Podcast website. ALEX'S FINAL TIP TO EMERGING SALES LEADERS: "Time how much you speak on a demo. Are you speaking for 70% of the time and the prospect is speaking for 30%? What can you do to speak less and let your prospect or your client speak more? What can you do to listen more?" Alex Rolfe is a senior director for event solution sales at Cvent and been with Cvent for 13 years holding various sales and sale...
151: Cvent's Alex Rolfe Said Taking this One Big Risk Propelled His Sales Leadership Career To New Heights
May 16, 2019 01:56 - 31 minutes - 43.8 MBRead the complete transcript on The Sales Game Changers Podcast website. ALEX'S FINAL TIP TO EMERGING SALES LEADERS: "Time how much you speak on a demo. Are you speaking for 70% of the time and the prospect is speaking for 30%? What can you do to speak less and let your prospect or your client speak more? What can you do to listen more?" Alex Rolfe is a senior director for event solution sales at Cvent and been with Cvent for 13 years holding various sales and sales leadership positions....
150: Nextgov Publisher James Hanson Shares the Three Things Marketers Need to Do to Best Serve Government Customers
May 14, 2019 02:32 - 33 minutes - 45.6 MBRead the complete transcript on The Sales Game Changers Podcast website. JAMES' FINAL TIP TO EMERGING SALES LEADERS: "Know your industry and market, get to know the people, the companies, the buyers and sellers. It's as easy as spending 30 minutes a day reading the trade magazines, combing through LinkedIn or Twitter, or listening to a podcast to get the latest news trends and information." James Hanson is the VP and Publisher of Nextgov, the federal technology media division of Governme...
Three Things Marketers Need to Do to Best Serve Government Customers with Nextgov Publisher James Hanson
May 14, 2019 02:32 - 33 minutes - 45.6 MBThis is episode 150. Read the complete transcript on The Sales Game Changers Podcast website. JAMES' FINAL TIP TO EMERGING SALES LEADERS: "Know your industry and market, get to know the people, the companies, the buyers and sellers. It's as easy as spending 30 minutes a day reading the trade magazines, combing through LinkedIn or Twitter, or listening to a podcast to get the latest news trends and information." James Hanson is the VP and Publisher of Nextgov, the federal technology med...
149: MetTel Federal Partner Chief Wray Varley Said this Helped Him Transition from Sales Ops to Sales Leadership
May 08, 2019 20:00 - 32 minutes - 44.7 MBRead the complete transcription on the Sales Game Changers Podcast. WRAY'S FINAL TIP TO EMERGING SALES LEADERS: "Be sure to smell the roses along the way. Sales positions can provide a lot of really great experiences for folks, such as travel, sometimes it's other things, it's meeting new folks. Be sure you take time to enjoy that. Don't be so driven to the sale that you miss some of those things." Wray Varley is the VP of Systems Integrators & Federal Partners with MetTel. He also hel...
This Helped Him Transition from Sales Ops to Sales Leadership with MetTel Federal Partner Chief Wray Varley
May 08, 2019 20:00 - 32 minutes - 44.7 MBThis is episode 149. Read the complete transcription on the Sales Game Changers Podcast. WRAY'S FINAL TIP TO EMERGING SALES LEADERS: "Be sure to smell the roses along the way. Sales positions can provide a lot of really great experiences for folks, such as travel, sometimes it's other things, it's meeting new folks. Be sure you take time to enjoy that. Don't be so driven to the sale that you miss some of those things." Wray Varley is the VP of Systems Integrators & Federal Partners wit...
148: COS: A Xerox Company Sales Chief Kevin Hoverman Said His Career Accelerated Upwards When His First Boss Did This
May 07, 2019 01:42 - 33 minutes - 46 MBRead the complete transcription on the Sales Game Changers Podcast website. KEVIN'S FINAL TIP TO EMERGING SALES LEADERS: "Never stop learning. When you stop learning, start digging. It's amazing how there's that tuning fork moment where you make the perfect call, the perfect stop by and it literally changes your life. To see that happen to the people that I work for day in and day out is incredibly powerful and uplifting." Kevin Hoverman, the VP of Sales at COS: Capital Office Solutions,...
His Career Accelerated Upwards When His First Boss Did This with A Xerox Company Sales Chief Kevin Hoverman
May 07, 2019 01:42 - 33 minutes - 46 MBThis is episode 148. Read the complete transcription on the Sales Game Changers Podcast website. KEVIN'S FINAL TIP TO EMERGING SALES LEADERS: "Never stop learning. When you stop learning, start digging. It's amazing how there's that tuning fork moment where you make the perfect call, the perfect stop by and it literally changes your life. To see that happen to the people that I work for day in and day out is incredibly powerful and uplifting." Kevin Hoverman, the VP of Sales at COS: Ca...
147: Dollywood's Cordelia Marzak Said This Lesson from Dolly Parton Helped Her Become a Powerful Sales Leader
May 02, 2019 02:00 - 36 minutes - 50.8 MBRead the complete transcription on the Sales Game Changers Podcast website. CORDELIA'S FINAL TIP TO EMERGING SALES LEADERS: "Be authentic. Even Dolly herself would say, "I have the wig and I have the makeup and the hair" but at the end of the day she is authentic. You may be selling widgets, but as long as it's the best widget and you love it, be authentic and follow that passion there." Cordelia Marzak is the Director of Sales for the Dollywood Company. We conducted the interview at D...
This Lesson from Dolly Parton Helped Her Become a Powerful Sales Leader with Dollywood's Cordelia Marzak
May 02, 2019 02:00 - 36 minutes - 50.8 MBThis is episode 147. Read the complete transcription on the Sales Game Changers Podcast website. CORDELIA'S FINAL TIP TO EMERGING SALES LEADERS: "Be authentic. Even Dolly herself would say, "I have the wig and I have the makeup and the hair" but at the end of the day she is authentic. You may be selling widgets, but as long as it's the best widget and you love it, be authentic and follow that passion there." Cordelia Marzak is the Director of Sales for the Dollywood Company. We condu...
How a Major Failure Early in His Career Led to His Sales Leadership Success with Iron Mountain Sales Chief Michael Lewis
May 01, 2019 01:48 - 32 minutes - 44.8 MBThis is episode 146. Read the complete transcription on the Sales Game Changers Podcast website. MICHAEL'S FINAL TIP TO EMERGING SALES LEADERS: "Focus on the customer, understand their challenges first and second, try new things. What got you here today to be successful won't get you where you're trying to go. The customer landscape, the competition is changing so invariably you have to change and adapt and try new things to be successful in the future." Michael Lewis is the General Ma...
146: Iron Mountain Sales Chief Michael Lewis Shares How a Major Failure Early in His Career Led to His Sales Leadership Success
May 01, 2019 01:48 - 32 minutes - 44.8 MBRead the complete transcription on the Sales Game Changers Podcast website. MICHAEL'S FINAL TIP TO EMERGING SALES LEADERS: "Focus on the customer, understand their challenges first and second, try new things. What got you here today to be successful won't get you where you're trying to go. The customer landscape, the competition is changing so invariably you have to change and adapt and try new things to be successful in the future." Michael Lewis is the General Manager for Iron Mountain...
Best Practices in Sales to the Government with Leaders from Microsoft, Saleforce, Oracle and MAXIMUS
April 25, 2019 20:39 - 55 minutes - 76.3 MBThis is episode 145. Read the complete transcription on the Sales Game Changers Podcast website. This is a special episode of the Sales Game Changers Podcast done in partnership with Federal News Network and WTOP Radio in Washington DC. This episode featured a panel discussion with four leading sales executives in the Federal Market. You can find of them on LinkedIn below. Christine Barger, General Manager, Microsoft. Tamara Greenspan, Vice President, Oracle Federal Joe Markwordt, ...
145: Best Practices in Sales to the Government Featuring Leaders from Microsoft, Saleforce, Oracle and MAXIMUS
April 25, 2019 20:39 - 55 minutes - 76.3 MBRead the complete transcription on the Sales Game Changers Podcast website. This is a special episode of the Sales Game Changers Podcast done in partnership with Federal News Network and WTOP Radio in Washington DC. This episode featured a panel discussion with four leading sales executives in the Federal Market. You can find of them on LinkedIn below. Christine Barger, General Manager, Microsoft. Tamara Greenspan, Vice President, Oracle Federal Joe Markwordt, Area Vice President, Sa...
How She Continues to Show Value to the Department of Defense Customers She's Been Serving for Nearly 30 Years with Oracle Federal Sales Leader Tamara Greenspan
April 22, 2019 21:35 - 24 minutes - 33.7 MBThis is episode 144. Read the complete transcription on The Sales Game Changers Podcast website. TAMARA'S FINAL TIP TO EMERGING SALES LEADERS: "It's most important to gain a deep understanding of your customer's needs and how your customer solutions can add value. Not every solution in your company's portfolio might be the best solution, always keep that in mind. In many instances you only have one shot to meet with these customers and you actually have to show that you understand their ...
144: Oracle Federal Sales Leader Tamara Greenspan Tells How She Continues to Show Value to the Department of Defense Customers She's Been Serving for Nearly 30 Years
April 22, 2019 21:35 - 24 minutes - 33.7 MBRead the complete transcription on The Sales Game Changers Podcast website. TAMARA'S FINAL TIP TO EMERGING SALES LEADERS: "It's most important to gain a deep understanding of your customer's needs and how your customer solutions can add value. Not every solution in your company's portfolio might be the best solution, always keep that in mind. In many instances you only have one shot to meet with these customers and you actually have to show that you understand their market and understand t...
143: NetApp Public Sector's Rob Stein Says This Approach Will Lead to Sales Success in Transforming Industries
April 17, 2019 20:48 - 26 minutes - 37.3 MBRead the complete transcription on The Sales Game Changers Podcast website. ROB'S FINAL TIP TO EMERGING SALES LEADERS: "Find something that you believe in. It could be a cool product, it could be a technology, it could be an industry, it could be a customer set like I'm passionate about serving the Defense customer. Once you find that, put everything you have into it. Just immerse yourself and then finally find somebody to hook your wagon to, to help you, guide you along the way and help b...
This Approach Will Lead to Sales Success in Transforming Industries with NetApp Public Sector's Rob Stein
April 17, 2019 20:48 - 26 minutes - 37.3 MBThis is episode 143. Read the complete transcription on The Sales Game Changers Podcast website. ROB'S FINAL TIP TO EMERGING SALES LEADERS: "Find something that you believe in. It could be a cool product, it could be a technology, it could be an industry, it could be a customer set like I'm passionate about serving the Defense customer. Once you find that, put everything you have into it. Just immerse yourself and then finally find somebody to hook your wagon to, to help you, guide you a...
142: How Entercom Sales Leader Ivy Savoy-Smith Convinced a Top Prospect to Drop its No-Urban Dictate
April 15, 2019 21:00 - 36 minutes - 50.6 MBRead the complete transcript on The Sales Game Changers Podcast website. IVY'S FINAL TIP TO EMERGING SALES LEADERS: "Remember that your work ethic and your reputation are everything. You take that with you wherever you are, wherever you go in life, in business. Business is ever-changing, it's evolving - you've got to be able to change with it. You've got to embrace it, you've got to learn from change and you've got to grow from change. Ivy Savoy-Smith is the VP of Sales for Entercom DC, ...
How Convinced a Top Prospect to Drop its No-Urban Dictate with Entercom Sales Leader Ivy Savoy-Smith
April 15, 2019 21:00 - 36 minutes - 50.6 MBThis is episode 142. Read the complete transcript on The Sales Game Changers Podcast website. IVY'S FINAL TIP TO EMERGING SALES LEADERS: "Remember that your work ethic and your reputation are everything. You take that with you wherever you are, wherever you go in life, in business. Business is ever-changing, it's evolving - you've got to be able to change with it. You've got to embrace it, you've got to learn from change and you've got to grow from change. Ivy Savoy-Smith is the VP of ...
This One Thing Will Help You Connect with and Have Much More Fruitful Conversations with Your Customers with Cvent Sales Leader Brian Ludwig
April 11, 2019 00:55 - 30 minutes - 41.7 MBThis is episode 141. Read the complete transcription on The Sales Game Changers Podcast website. BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "The best of sales reps are always going to know their product and solution cold. They're going to know and appreciate the types of pains and issues that businesses have and because they have that passion, they're going to be able to connect that and have much more fruitful conversations." Brian Ludwig is the Senior VP of Sales at Cvent. He's b...
141: Cvent Sales Leader Brian Ludwig Says This One Thing Will Help You Connect with and Have Much More Fruitful Conversations with Your Customers
April 11, 2019 00:55 - 30 minutes - 41.7 MBRead the complete transcription on The Sales Game Changers Podcast website. BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "The best of sales reps are always going to know their product and solution cold. They're going to know and appreciate the types of pains and issues that businesses have and because they have that passion, they're going to be able to connect that and have much more fruitful conversations." Brian Ludwig is the Senior VP of Sales at Cvent. He's been with Cvent for 19 y...
Market Shift from Cloud First to Cloud Smart and How Top Sales Professionals Can Flourish in this Transformation with ViON Sales Leader Dave Kushner
April 08, 2019 19:27 - 42 minutes - 58.3 MBThis is episode 140. Read the complete transcription of this show on The Sales Game Changers Podcast web site. DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "Be humble because sales is a humbling experience. There'll be times that you're on Cloud 9 and deals are flowing and things are happening and everything's going right, and there are times you're wondering if anyone is actually going to call you back and engage with you. Never forgo your principles in those down times or the trust that...
140: ViON Sales Leader Dave Kushner Speaks to the Market Shift from Cloud First to Cloud Smart and How Top Sales Professionals Can Flourish in this Transformation
April 08, 2019 19:27 - 42 minutes - 58.3 MBRead the complete transcription of this show on The Sales Game Changers Podcast web site. DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "Be humble because sales is a humbling experience. There'll be times that you're on Cloud 9 and deals are flowing and things are happening and everything's going right, and there are times you're wondering if anyone is actually going to call you back and engage with you. Never forgo your principles in those down times or the trust that somebody has in you. T...
This Basketball Analogy from His Mentor at Oracle Pushed the Buttons that Fired Up His Sales Leadership Career with SAP NS2 Business Leader Ron Police
April 04, 2019 02:47 - 34 minutes - 47.8 MBThis is episode 139. Read the complete transcript on The Sales Game Changers Podcast website. RON'S FINAL TIP TO EMERGING SALES LEADERS: "Create a life business plan for yourself and think about it in terms of what do I want to accomplish in life with my family, friends, and the community. At the end of the day, you're going to have a detailed business plan. I have one and I look at it every now and then. It has helped me with my career because it helped me balance everything so I could ...
139: SAP NS2 Business Leader Ron Police Says This Basketball Analogy from His Mentor at Oracle Pushed the Buttons that Fired Up His Sales Leadership Career
April 04, 2019 02:47 - 34 minutes - 47.8 MBRead the complete transcript on The Sales Game Changers Podcast website. RON'S FINAL TIP TO EMERGING SALES LEADERS: "Create a life business plan for yourself and think about it in terms of what do I want to accomplish in life with my family, friends, and the community. At the end of the day, you're going to have a detailed business plan. I have one and I look at it every now and then. It has helped me with my career because it helped me balance everything so I could have peak performance."...
138: Here's the One Thing that SAP NS2 CEO Mark Testoni - 2019 IES Lifetime Achievement Award Winner - Attributes to His Notable Career Success
April 02, 2019 02:13 - 40 minutes - 55.7 MBRead the complete transcription on the Sales Game Changers Podcast website. MARK'S FINAL TIP TO EMERGING SALES LEADERS: "It's a lesson I learned from my son, Matt, a special needs guy. We need to look at what people can do and not what they can't do. That was a lesson that is probably the #1 thing that has helped me be successful. What makes a great team work is when you take the strengths and blend them all together." Mark Testoni is the CEO at SAP National Security Services, also known...
Here's the One Thing that Attributes to His Notable Career Success with SAP NS2 CEO Mark Testoni - 2019 IES Lifetime Achievement Award Winner -
April 02, 2019 02:13 - 40 minutes - 55.7 MBThis is episode 138. Read the complete transcription on the Sales Game Changers Podcast website. MARK'S FINAL TIP TO EMERGING SALES LEADERS: "It's a lesson I learned from my son, Matt, a special needs guy. We need to look at what people can do and not what they can't do. That was a lesson that is probably the #1 thing that has helped me be successful. What makes a great team work is when you take the strengths and blend them all together." Mark Testoni is the CEO at SAP National Securi...
Take this Type of Entrepreneurial Approach to Their Business with Deltek Global Sales Chief Matt Strazza
March 28, 2019 02:30 - 46 minutes - 63.8 MBThis is episode 137. Read the complete transcript of this podcast on the Sales Game Changers Podcast. MATT'S FINAL TIP TO EMERGING SALES LEADERS: "Figure out what jazzes you. Figure out what you're chasing and don't be afraid to expose some of those goals to your peers or friends or managers so that they become real and you get a little sweat on the brow when you're trying to move through them. Do it because you want to do it. Do it because you love it." Matt Strazza is the Senior VP o...
137: Deltek Global Sales Chief Matt Strazza Encourages His Sales Leaders and Team Members to Take this Type of Entrepreneurial Approach to Their Business
March 28, 2019 02:30 - 46 minutes - 63.8 MBRead the complete transcript of this podcast on the Sales Game Changers Podcast. MATT'S FINAL TIP TO EMERGING SALES LEADERS: "Figure out what jazzes you. Figure out what you're chasing and don't be afraid to expose some of those goals to your peers or friends or managers so that they become real and you get a little sweat on the brow when you're trying to move through them. Do it because you want to do it. Do it because you love it." Matt Strazza is the Senior VP of Global Sales at Delte...