Sales Game Changers | Tips from Successful Sales Leaders
1,202 episodes - English - Latest episode: 5 days ago - ★★★★★ - 49 ratingsInstitute for Excellence in Sales co-founder Fred Diamond interviews top business-to-business sales leaders from companies such as AWS, AT&T, Oracle, Microsoft, Salesforce, Hilton and others about their sales journey, career highlights, mentors, and lessons learned while asking them to offer tips to help emerging sales professionals and leaders to grow their careers. It's an interview-style podcast that has become even more popular as sales professionals look for solutions in the new world of selling.
Homepage Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
How Embracing Failure will Give You What You Need to Become a More Successful Sales Leader with Bloomberg Government's Mark Muckerman
March 25, 2019 15:14 - 27 minutes - 37.9 MBThis is episode 136. Read the complete transcription on The Sales Game Changers Podcast website. MARK'S FINAL TIP TO EMERGING SALES LEADERS: "Insincerity is transparent, so just be honest. Every prospect, every customer that you talk to will know when they're being worked and you don't win that way. Just be honest, be genuine about what you do and what you know and what you don't know, and you'll make better sales with better satisfaction and in the grand scheme, better customer attentio...
136: Bloomberg Government's Mark Muckerman Tells How Embracing Failure will Give You What You Need to Become a More Successful Sales Leader
March 25, 2019 15:14 - 27 minutes - 37.9 MBRead the complete transcription on The Sales Game Changers Podcast website. MARK'S FINAL TIP TO EMERGING SALES LEADERS: "Insincerity is transparent, so just be honest. Every prospect, every customer that you talk to will know when they're being worked and you don't win that way. Just be honest, be genuine about what you do and what you know and what you don't know, and you'll make better sales with better satisfaction and in the grand scheme, better customer attention." Mark Muckerman is...
135: Here's How Opening for Lynyrd Skynyrd and Hootie and the Blowfish Set Up Boomer Muth and West Creek Financial for High-Growth Sales Success
March 21, 2019 01:06 - 37 minutes - 51.4 MBRead the complete transcription on The Sales Game Changers Podcast website. BOOMER'S FINAL TIP TO EMERGING SALES LEADERS: "Find your passion. If you feel stressed, it's probably not your passion so find your passion. Find what you really care about, create a vision, commit to that vision, and share it with everybody in your life." Boomer Muth is the co-founder and Chief Revenue Officer at West Creek Financial in Glen Allen near Richmond. Prior to taking over the reins here, he founded ...
Here's How Opening for Lynyrd Skynyrd and Hootie and the Blowfish Set Up Boomer Muth and West Creek Financial for High-Growth Sales Success
March 21, 2019 01:06 - 37 minutes - 51.4 MBThis is episode 135. Read the complete transcription on The Sales Game Changers Podcast website. BOOMER'S FINAL TIP TO EMERGING SALES LEADERS: "Find your passion. If you feel stressed, it's probably not your passion so find your passion. Find what you really care about, create a vision, commit to that vision, and share it with everybody in your life." Boomer Muth is the co-founder and Chief Revenue Officer at West Creek Financial in Glen Allen near Richmond. Prior to taking over the ...
How His Expertise in Evaluating Thoroughbreds Led to His Rise from Technician to Business Leader with Equinix Government Solutions Sales Leader David Peed
March 18, 2019 21:00 - 35 minutes - 48.5 MBThis is episode 134. Read the complete transcription of this podcast on The Sales Game Changers Podcast website. DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "Take every opportunity to build your network and nurture it. One of the things that's really helped me in my career is the network of people that you meet in government and befriending them. Every job I've had has come through a friendship that I have made in either government or industry. Take every moment, breakfast, lunch, dinne...
134: Equinix Government Solutions Sales Leader David Peed Tells How His Expertise in Evaluating Thoroughbreds Led to His Rise from Technician to Business Leader
March 18, 2019 21:00 - 35 minutes - 48.5 MBRead the complete transcription of this podcast on The Sales Game Changers Podcast website. DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "Take every opportunity to build your network and nurture it. One of the things that's really helped me in my career is the network of people that you meet in government and befriending them. Every job I've had has come through a friendship that I have made in either government or industry. Take every moment, breakfast, lunch, dinner, any available moment...
Why Having True Passion for Your Customer's Mission Will Determine How Successful Your Career Will Be with MAXIMUS Federal Sales Exec Allison Patrick
March 14, 2019 02:33 - 36 minutes - 50.9 MBThis is episode 133. Read the complete transcription on the Sales Game Changers Podcast website. ALLISON'S FINAL TIP TO EMERGING SALES LEADERS: "To be great in sales - to have a sense of real reward in your career - it is about the people. I would say mentor, learn from all of those around you and then share your experience and knowledge." Allison Patrick is a Senior VP of Sales at MAXIMUS Federal. Prior to coming to MAXIMUS Federal, she held leadership positions at Accenture Federal...
133: MAXIMUS Federal Sales Exec Allison Patrick Explains Why Having True Passion for Your Customer's Mission Will Determine How Successful Your Career Will Be
March 14, 2019 02:33 - 36 minutes - 50.9 MBRead the complete transcription on the Sales Game Changers Podcast website. ALLISON'S FINAL TIP TO EMERGING SALES LEADERS: "To be great in sales - to have a sense of real reward in your career - it is about the people. I would say mentor, learn from all of those around you and then share your experience and knowledge." Allison Patrick is a Senior VP of Sales at MAXIMUS Federal. Prior to coming to MAXIMUS Federal, she held leadership positions at Accenture Federal, SAIC and SRA. Find ...
132: Women in Sales Leader Jane Gentry Says You Can't Wait for Someone Else to Make You Better in Sales So Here are Things She Says You Must Do Now to Improve
March 12, 2019 02:50 - 25 minutes - 35.2 MBRead the complete transcript on the Sales Game Changers Podcast web site. JANE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't wait for somebody else to make you better. You own your success. Find a place like the Institute for Excellence in Sales or spend the money to find a coach to make you better at what you do. You need to be reading, you need to own your path in your career in sales. Don't sit back and wait for somebody to make you a great salesperson." Jane Gentry has had a success...
You Can't Wait for Someone Else to Make You Better in Sales So Here are Things She Says You Must Do Now to Improve with Women in Sales Leader Jane Gentry
March 12, 2019 02:50 - 25 minutes - 35.2 MBThis is episode 132. Read the complete transcript on the Sales Game Changers Podcast web site. JANE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't wait for somebody else to make you better. You own your success. Find a place like the Institute for Excellence in Sales or spend the money to find a coach to make you better at what you do. You need to be reading, you need to own your path in your career in sales. Don't sit back and wait for somebody to make you a great salesperson." Jane G...
131: Sales Leader and Ironman Competitor Charlie Minesinger Shares Why Treating Yourself like a Professional Athlete is Critical to Sales Success
March 06, 2019 22:10 - 32 minutes - 45 MBRead the complete transcript on The Sales Game Changers Podcast website. CHARLIE'S FINAL TIP TO EMERGING SALES LEADERS: "Think of yourself as a professional sales athlete. You want the best coaching, you want to train daily, you want to constantly try to get stronger, better, fitter, improve your game every day and you want to work on the details. You want to practice over and over, you want to welcome feedback, you want to seek it out, you want the harshest feedback, you want the toughest...
Why Treating Yourself like a Professional Athlete is Critical to Sales Success with Sales Leader and Ironman Competitor Charlie Minesinger
March 06, 2019 22:10 - 32 minutes - 45 MBThis is episode 131. Read the complete transcript on The Sales Game Changers Podcast website. CHARLIE'S FINAL TIP TO EMERGING SALES LEADERS: "Think of yourself as a professional sales athlete. You want the best coaching, you want to train daily, you want to constantly try to get stronger, better, fitter, improve your game every day and you want to work on the details. You want to practice over and over, you want to welcome feedback, you want to seek it out, you want the harshest feedback...
The Journey from Manufacturing Hefty Bags to Achieving Sales Success at Coca Cola and Beyond with The Growth Coach of Northern Virginia Mike Williams
March 05, 2019 15:28 - 29 minutes - 40.9 MBThis is episode 130. Read the complete transcription on The Sales Game Changers Podcast website. MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is about being a problem solver and helping businesses grow. If you can think of it that way, I think you're going to go further longer in the business as opposed to just being short-sighted and looking at your features and benefits and trying to sell features and benefits of your product to a client. You really want to build that relationshi...
130: The Growth Coach of Northern Virginia Mike Williams Shares his Journey from Manufacturing Hefty Bags to Achieving Sales Success at Coca Cola and Beyond
March 05, 2019 15:28 - 29 minutes - 40.9 MBRead the complete transcription on The Sales Game Changers Podcast website. MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is about being a problem solver and helping businesses grow. If you can think of it that way, I think you're going to go further longer in the business as opposed to just being short-sighted and looking at your features and benefits and trying to sell features and benefits of your product to a client. You really want to build that relationship and you want to work ...
129: USI Insurance Services' Phil Curran Shares Three Strategies Sales Professionals Must Implement Today to Reach Trusted Advisor Nirvana
February 28, 2019 03:47 - 42 minutes - 59.1 MBRead the complete transcript on the Sales Game Changers Podcast website. PHIL'S FINAL TIP TO EMERGING SALES LEADERS: "If you can get to where the client includes you as part of the fabric of the organization, you understand their issues and you're delivering solutions that really impact the business, then you're a trusted advisor. I aspire to that, all my team inspires to it and I think if you're in professional services, attaining that role is like finding nirvana." Phil Curran is a Sen...
Three Strategies Sales Professionals Must Implement Today to Reach Trusted Advisor Nirvana with USI Insurance Services' Phil Curran
February 28, 2019 03:47 - 42 minutes - 59.1 MBThis is episode 129. Read the complete transcript on the Sales Game Changers Podcast website. PHIL'S FINAL TIP TO EMERGING SALES LEADERS: "If you can get to where the client includes you as part of the fabric of the organization, you understand their issues and you're delivering solutions that really impact the business, then you're a trusted advisor. I aspire to that, all my team inspires to it and I think if you're in professional services, attaining that role is like finding nirvana."...
Opportunities and Challenges When You Move from Consulting to Sales Leadership with CARTO's Joe Pringle
February 25, 2019 22:40 - 26 minutes - 37.2 MBThis is episode 128. Read the complete transcript on the Sales Game Changers Podcast website. JOE'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is all about solving problems for customers. It's about figuring out what problems your company is good at solving, identify what customers have those problems, do the hard work to go out there and get engaged with those types of customers and those specific people and that makes sales fun. It really makes sales rewarding and it makes you success...
128: CARTO's Joe Pringle Talks about the Opportunities and Challenges When You Move from Consulting to Sales Leadership
February 25, 2019 22:40 - 26 minutes - 37.2 MBRead the complete transcript on the Sales Game Changers Podcast website. JOE'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is all about solving problems for customers. It's about figuring out what problems your company is good at solving, identify what customers have those problems, do the hard work to go out there and get engaged with those types of customers and those specific people and that makes sales fun. It really makes sales rewarding and it makes you successful." Joe Pringle is ...
The State of the Profession and the Three Things Sales Leaders Must Do to Show Value with Sales Enablement Society Founder Scott Santucci
February 21, 2019 01:04 - 52 minutes - 73.1 MBThis is Special episode 012. Read the complete transcription on The Sales Game Changers Podcast website. SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "We really don't ask enough about what's valuable. Most of what we think about value we take for granted. Why should somebody care? Why is it valuable to them? How is it going to make their lives better? How are we going to help them think through even if they do want to buy it, how are they going to come up with all of the different hurdle...
SPECIAL EPISODE 012: Sales Enablement Society Founder Scott Santucci Discusses the State of the Profession and the Three Things Sales Leaders Must Do to Show Value
February 21, 2019 01:04 - 52 minutes - 73.1 MBRead the complete transcription on The Sales Game Changers Podcast website. SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "We really don't ask enough about what's valuable. Most of what we think about value we take for granted. Why should somebody care? Why is it valuable to them? How is it going to make their lives better? How are we going to help them think through even if they do want to buy it, how are they going to come up with all of the different hurdles that they're going to experie...
Knew the First Year of his Sales Career Would be Make or Break so Here's What He Did to Excel with Kaiser Permanente Sales Leader Matt Chubb
February 18, 2019 21:03 - 27 minutes - 38.6 MBThis is episode 127. Read the complete transcription on The Sales Game Changers Podcast website. MATT'S FINAL TIP TO EMERGING SALES LEADERS: "It's never crowded going the extra mile. Don't be afraid of hard work, don't be afraid to go the extra mile for your customers, prospects or clients." Matt Chubb is the Executive Director of Sales at Kaiser Permanente in McLean, Virginia. Prior to coming to Kaiser Permanente, he was with a third-party administrator that was owned by Blue Cross...
127: Kaiser Permanente Sales Leader Matt Chubb Knew the First Year of his Sales Career Would be Make or Break so Here's What He Did to Excel
February 18, 2019 21:03 - 27 minutes - 38.6 MBRead the complete transcription on The Sales Game Changers Podcast website. MATT'S FINAL TIP TO EMERGING SALES LEADERS: "It's never crowded going the extra mile. Don't be afraid of hard work, don't be afraid to go the extra mile for your customers, prospects or clients." Matt Chubb is the Executive Director of Sales at Kaiser Permanente in McLean, Virginia. Prior to coming to Kaiser Permanente, he was with a third-party administrator that was owned by Blue Cross. He also worked at N...
How Selling Life-Changing Experiences for College Students Impacts Her and Her Sales Team in this Way with Jennifer Fisher of Charlottesville-Based WorldStrides
February 14, 2019 02:14 - 30 minutes - 43.8 MBRead the complete transcription on The Sales Game Changers Podcast web site. JENNIFER'S FINAL TIP TO EMERGING SALES LEADERS: "I think it's important to always understand how you're helping people. Always think about how you are helping that other person and by doing that, you're going to fall in love with what you do. That is the most important thing because if you don't like what you do, if you don't love what you do, go find something else. Life is too short. You have to love what you do a...
126: Jennifer Fisher of Charlottesville-Based WorldStrides Tells How Selling Life-Changing Experiences for College Students Impacts Her and Her Sales Team in this Way
February 14, 2019 02:14 - 30 minutes - 43.8 MBRead the complete transcription on The Sales Game Changers Podcast web site. JENNIFER'S FINAL TIP TO EMERGING SALES LEADERS: "I think it's important to always understand how you're helping people. Always think about how you are helping that other person and by doing that, you're going to fall in love with what you do. That is the most important thing because if you don't like what you do, if you don't love what you do, go find something else. Life is too short. You have to love what you do...
125: Jeff Shen of Red Team Consulting Explains Why Strong Relationships are Still Essential in Rule-Driven Federal Procurement and Sales
February 12, 2019 14:06 - 32 minutes - 46.3 MBRead the complete transcription on The Sales Game Changers Podcast website. JEFF'S FINAL TIP TO EMERGING SALES LEADERS: "Look in your network for a handful of people that you look up to. Start having one-on-one discussions early on because they could help you tremendously in your career. It's something that might sound easier said than done, but it takes the time and commitment to look up that person, reach out to them and sit down with them and say, "I have three questions I want to ask y...
Why Strong Relationships are Still Essential in Rule-Driven Federal Procurement and Sales with Jeff Shen of Red Team Consulting
February 12, 2019 14:06 - 32 minutes - 46.3 MBThis is episode 125. Read the complete transcription on The Sales Game Changers Podcast website. JEFF'S FINAL TIP TO EMERGING SALES LEADERS: "Look in your network for a handful of people that you look up to. Start having one-on-one discussions early on because they could help you tremendously in your career. It's something that might sound easier said than done, but it takes the time and commitment to look up that person, reach out to them and sit down with them and say, "I have three qu...
124: Scott Oser Provides Insights that Will Help Trade Associations and Membership Organizations Drive Substantial Revenue Thru Print, Mail, Events and Sponsorships
February 07, 2019 03:03 - 35 minutes - 48.4 MBRead the complete transcript on The Sales Game Changers Podcast website. SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "Your heart really has to be in it. If you're really not into it, if your heart does not believe in your product, does not believe that your audience is going to receive value from what you're selling whether it be a product or a service, it is going to be very difficult and they're going to see right through you." Scott Oser is the president of Scott Oser Associates. P...
Insights that Will Help Trade Associations and Membership Organizations Drive Substantial Revenue Thru Print, Mail, Events and Sponsorships with Scott Oser
February 07, 2019 03:03 - 35 minutes - 48.4 MBThis is episode 124. Read the complete transcript on The Sales Game Changers Podcast website. SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "Your heart really has to be in it. If you're really not into it, if your heart does not believe in your product, does not believe that your audience is going to receive value from what you're selling whether it be a product or a service, it is going to be very difficult and they're going to see right through you." Scott Oser is the president of Sco...
Helping Tech Leaders Be Incredibly Successful with Cooley Law Firm Head of Business Development Carl Grant
February 05, 2019 02:59 - 30 minutes - 42.1 MBThis is episode 123. Read the complete 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...
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.
February 05, 2019 02:59 - 30 minutes - 42.1 MBRead the complete 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 religiou...
Learn How the Marine Corps, Mentors and Sales that Went Awry Shaped M3Com and Virtacore Sales Chief Paul Borror into the Fearless Leader He's Become
January 31, 2019 02:02 - 35 minutes - 49.8 MBThis is episode 122. Read the complete transcription on the Sales Game Changers Podcast website. PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Show up to give. I think too many of us in the sales game show up to get. We need a PO, we need a meeting, we need the next thing - why don't we show up to give? Make every interaction with your customer and prospect as valuable as possible and leave the folks that you meet better for the time that you spent together. Show up to give." Paul Borro...
122: Learn How the Marine Corps, Mentors and Sales that Went Awry Shaped M3Com and Virtacore Sales Chief Paul Borror into the Fearless Leader He's Become
January 31, 2019 02:02 - 35 minutes - 49.8 MBRead the complete transcription on the Sales Game Changers Podcast website. PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Show up to give. I think too many of us in the sales game show up to get. We need a PO, we need a meeting, we need the next thing - why don't we show up to give? Make every interaction with your customer and prospect as valuable as possible and leave the folks that you meet better for the time that you spent together. Show up to give." Paul Borror is the VP of Sales at...
120: The Selling Agency's Shawn Karol Sandy Tells How Beating Out The Andy Griffith Show Put Her Sales Career on a Trajectory Towards Success
January 29, 2019 03:00 - 31 minutes - 44.9 MBRead the complete transcription on The Sales Game Changers Podcast website. SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "If you think you’re not in sales, I want you to flip. Selling is a service. Selling to someone is the first place you are able to add value to them. You're adding value because you're helping them make educated, informed, enlightened decisions. Selling is a service. You are articulating your value in a way that is valuable to someone else." Shawn Karol Sandy is the Ch...
How Beating Out The Andy Griffith Show Put Her Sales Career on a Trajectory Towards Success with The Selling Agency's Shawn Karol Sandy
January 29, 2019 03:00 - 31 minutes - 44.9 MBThis is episode 120. Read the complete transcription on The Sales Game Changers Podcast website. SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "If you think you’re not in sales, I want you to flip. Selling is a service. Selling to someone is the first place you are able to add value to them. You're adding value because you're helping them make educated, informed, enlightened decisions. Selling is a service. You are articulating your value in a way that is valuable to someone else." Shaw...
Life Lessons He Learned as a Collegiate Wrestler that Have Shaped Him into a Sales Leader at Meyers Research with Victor Furnells
January 23, 2019 19:40 - 31 minutes - 43.4 MBThis is episode 121. Read the complete transcript on the Sales Game Changers Podcast website. VICTOR'S FINAL TIP TO EMERGING SALES LEADERS: "Do self-analysis, look at your company, look at your product, look at yourself and look at your daily activity. Are you happy? Because again, I don't see work-life balance being a seesaw, I see it being a circle and work bleeds into life and life bleeds into work. If you're genuinely happy then continue going and don't quit." Victor Furnells is th...
121: Victor Furnells Shares Life Lessons He Learned as a Collegiate Wrestler that Have Shaped Him into a Sales Leader at Meyers Research
January 23, 2019 19:40 - 31 minutes - 43.4 MBRead the complete transcript on the Sales Game Changers Podcast website. VICTOR'S FINAL TIP TO EMERGING SALES LEADERS: "Do self-analysis, look at your company, look at your product, look at yourself and look at your daily activity. Are you happy? Because again, I don't see work-life balance being a seesaw, I see it being a circle and work bleeds into life and life bleeds into work. If you're genuinely happy then continue going and don't quit." Victor Furnells is the VP of Sales at Meyers...
Numerous Strategies You Can Take to Make 2019 Your Most Successful Selling Year Ever with Proactive Sales Prospecting Expert Tibor Shanto
January 22, 2019 01:47 - 26 minutes - 37.5 MBThis is Special episode 011. Read the complete transcript on The Sales Game Changers Podcast. TIBOR'S FINAL TIP TO EMERGING SALES LEADERS: "Let's focus on time. I think that people squander their time, people tend to think about time as being somewhat fluid and they tend to think of it as having an endless supply, but your quota ends every year so there isn't an endless supply. There are only so many hours in a year that you could sell, What you do with time will determine your success."...
SPECIAL EPISODE 011: Proactive Sales Prospecting Expert Tibor Shanto Shares Numerous Strategies You Can Take to Make 2019 Your Most Successful Selling Year Ever
January 22, 2019 01:47 - 26 minutes - 37.5 MBRead the complete transcript on The Sales Game Changers Podcast. TIBOR'S FINAL TIP TO EMERGING SALES LEADERS: "Let's focus on time. I think that people squander their time, people tend to think about time as being somewhat fluid and they tend to think of it as having an endless supply, but your quota ends every year so there isn't an endless supply. There are only so many hours in a year that you could sell, What you do with time will determine your success." Tibor Shanto is with Renbor ...
SPECIAL EPISODE 010: Alan Stein, Jr. Shares How Sales Pros Can Raise Their Game By Applying the Preparation Habits of Elite Basketball Stars Such as Kobe, Nash and Curry
January 17, 2019 02:44 - 45 minutes - 63.6 MBRead the complete transcript on the Sales Game Changers Podcast website. ALAN'S FINAL TIP TO EMERGING SALES LEADERS: "Adopt "10 assists." Every morning you wake up, you can put 10 rubber bands on your left wrist or you can put 10 pennies in your left pocket. Every time you give an assist to either a current client or customer or to a prospect, take one rubber band off your left wrist and put it on your right wrist, or you take one penny out of your left pocket and you put it in your right ...
119: Michael Thompson is Growing Managed Disaster Recovery as a Service Sales at Sky Data Vault by Focusing on These Critical Aspects of the Sales Process
January 15, 2019 03:18 - 23 minutes - 32.8 MBRead the complete transcript on the Sales Game Changers Podcast website. MICHAEL'S FINAL TIP TO EMERGING SALES LEADERS: "Put in the work, find the right people, put in the practice, enjoy it, have fun with it, make it a game and if you do that, the results will come." Michael Thompson is the co-founder and VP of Sales at Sky Data Vault, a managed disaster recovery as a service provider. Prior to founding Sky Data Vault, he held sales leadership positions at Avaya, PAETEC and Cavalier T...
Growing Managed Disaster Recovery as a Service Sales at Sky Data Vault by Focusing on These Critical Aspects of the Sales Process with Michael Thompson
January 15, 2019 03:18 - 23 minutes - 32.8 MBThis is episode 119. Read the complete transcript on the Sales Game Changers Podcast website. MICHAEL'S FINAL TIP TO EMERGING SALES LEADERS: "Put in the work, find the right people, put in the practice, enjoy it, have fun with it, make it a game and if you do that, the results will come." Michael Thompson is the co-founder and VP of Sales at Sky Data Vault, a managed disaster recovery as a service provider. Prior to founding Sky Data Vault, he held sales leadership positions at Avaya...
118: Former NetApp Sales Chief Mark Weber Emphasizes these Critical Points with the Catholic University Students He's Preparing for High-Tech Sales Careers
January 10, 2019 03:04 - 34 minutes - 48.4 MBRead the complete transcript on The Sales Game Changers Podcast website. Mark Weber heads the Sales Department and is the Executive in Resident at the Busch School of Business at the Catholic University of America. He's also a technical adviser to many companies across the country. Prior to coming to Catholic University, he ran the Americas for NetApp and held sales leadership positions at Sun and HP He also is a previous winner of the Institute for Excellence in Sales Lifetime Achi...
Critical Points with the Catholic University Students He's Preparing for High-Tech Sales Careers with Former NetApp Sales Chief Mark Weber
January 10, 2019 03:04 - 34 minutes - 48.4 MBThis is episode 118. Read the complete transcript on The Sales Game Changers Podcast website. Mark Weber heads the Sales Department and is the Executive in Resident at the Busch School of Business at the Catholic University of America. He's also a technical adviser to many companies across the country. Prior to coming to Catholic University, he ran the Americas for NetApp and held sales leadership positions at Sun and HP He also is a previous winner of the Institute for Excellence...
How She Made the Leap from Being a Researcher to Leading the Successful Team that Sells the Research with Hanover Research's Meghan Phillips
January 08, 2019 03:00 - 28 minutes - 40.3 MBThis is episode 117. Read the complete transcription on The Sales Game Changers Podcast website. MEGHAN'S FINAL TIP TO EMERGING SALES LEADERS: "Develop systems that work for you and stay accountable to the elements of the job that you can control. If you're organized and develop good processes and then follow those processes, you usually get where you need to go in the end and you're usually able to do that in a way that you have some semblance of work-life balance." Meghan Phillips is...
117: Hanover Research's Meghan Phillips Shares How She Made the Leap from Being a Researcher to Leading the Successful Team that Sells the Research
January 08, 2019 03:00 - 28 minutes - 40.3 MBRead the complete transcription on The Sales Game Changers Podcast website. MEGHAN'S FINAL TIP TO EMERGING SALES LEADERS: "Develop systems that work for you and stay accountable to the elements of the job that you can control. If you're organized and develop good processes and then follow those processes, you usually get where you need to go in the end and you're usually able to do that in a way that you have some semblance of work-life balance." Meghan Phillips is a Managing Director at...
116: Fuel Education's Brian Mills Shares How His Second Grade Teaching Experience Prepped Him to Sell Online Solutions to School Districts Nationwide
January 03, 2019 01:57 - 31 minutes - 44.8 MBThe complete transcript can be found on the Sales Game Changers Podcast website. BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Love what you do and love who you do it with day in and day out. We spend a lot of time away from friends, away from family and loved ones and when you can love what you do and love who you do it with, people say you never work a day in your life." Brian Mills is the VP of Business Development at Fuel Education, a division of K12. If you recognize Fuel Educatio...
How His Second Grade Teaching Experience Prepped Him to Sell Online Solutions to School Districts Nationwide with Fuel Education's Brian Mills
January 03, 2019 01:57 - 31 minutes - 44.8 MBThis is episode 116. The complete transcript can be found on the Sales Game Changers Podcast website. BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Love what you do and love who you do it with day in and day out. We spend a lot of time away from friends, away from family and loved ones and when you can love what you do and love who you do it with, people say you never work a day in your life." Brian Mills is the VP of Business Development at Fuel Education, a division of K12. If you ...
ENCORE 033: Women on Course’s Tina Fox Shows How Being Authentically Curious About Your Prospect’s Needs Will Increase Your Sales
December 31, 2018 02:44 - 29 minutes - 41.8 MBThis is an encore presentation of our podcast with Women on Course's Tina Fox. Read the complete transcription on the Sales Game Changers Podcast website. TINA’S CLOSING TIP TO EMERGING SALES LEADERS: “I’ve learned that no matter who you meet—young, old, whether they’re in business, out of business, male, female, doesn’t matter what their religious affiliation—if you remember that people only want to be heard and they want to know that what they said mattered, then you found the keys to su...
ENCORE 079: When it Comes to Managing Millennials in Sales, GoCanvas Sales Leader Tristan Cotter Says Like the Philadelphia 76ers You Need to Trust the Process
December 28, 2018 14:02 - 30 minutes - 43.3 MBThis is an encore presentation. Read the complete transcription on the Sales Game Changers Podcast website. TRISTAN’S CLOSING TIP TO EMERGING SALES LEADERS: “You have to take control of your own destiny and success and you have to invest in yourself and even if you feel like you’re having success, you need to continue to stay sharp because things change really quickly. Take ownership, manage your own business like it’s a small business and continue to improve and educate.“ Tristan Cotter...
ENCORE 101: Reston Limousine CEO, Philanthropist, and Business Leader Kristina Bouweiri Shares the Moment She Knew She Was Born to Be in Sales…and Other Powerful Insights
December 26, 2018 16:46 - 32 minutes - 45.8 MBThis episode is an encore of Episode 101, originally posted on October 4. Read the complete transcription on the Sales Game Changers Podcast website. KRISTINA’S CLOSING TIP TO EMERGING SALES LEADERS: “Get out there and meet people, stay in touch, save every business card you ever get, put it into your Outlook. Keep track of the people you know. Stay in touch and your business will grow.” Kristina Bouweiri is the CEO and president of Reston Limousine. She’s been with the company since 1...