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
095: Find Out the Sales Lessons Entrepreneur Jere Simpson Learned that Helped Him Become a Self-Made Millionaire in His 20's
September 06, 2018 02:50 - 45 minutes - 63.8 MBRead the complete transcript on The Sales Game Changers Podcast. JERE'S CLOSING TIP TO EMERGING SALES LEADERS: "Be 100% human, genuine and honest with everybody that you're talking to because people connect with humans. You might be honest with someone in a way that blows the sale in the moment, but you'll be amazed how often they'll come back to you when the competitors that lied to them didn't work out for them. That happens a lot." Jere Simpson became a self-made millionaire in his 20...
Sales Lessons Entrepreneur Learned that Helped Him Become a Self-Made Millionaire in His 20's with Jere Simpson
September 06, 2018 02:50 - 45 minutes - 63.8 MBThis is episode 095. Read the complete transcript on The Sales Game Changers Podcast. JERE'S CLOSING TIP TO EMERGING SALES LEADERS: "Be 100% human, genuine and honest with everybody that you're talking to because people connect with humans. You might be honest with someone in a way that blows the sale in the moment, but you'll be amazed how often they'll come back to you when the competitors that lied to them didn't work out for them. That happens a lot." Jere Simpson became a self-mad...
ENCORE 056: With Over 18 Years at the Same Company, Cision Sales Leader Chris Cutino Offers a Wealth of Ideas on How to Continually Stay Ahead
September 05, 2018 13:50 - 44 minutes - 62.1 MBThis is an encore episode with Chris Cutino, VP of Sales at Cision. You can find the transcript of this episode on the Sales Game Changers Podcast website. CHRIS' FINAL THOUGHT FOR SALES GAME CHANGERS: “Make everything that you do worth your time. It’s an over-simplification of investing in yourself. It’s very easy to get distracted at work, it’s very easy to get yourself in a position where you feel like you’ve got a good pipeline and it’s easy to go on autopilot. Make everything that ...
ENCORE 046: Genesys Sales Leader Josh Abich Helps the World’s Most Successful Brands Unleash Great Customer Experiences
August 31, 2018 17:06 - 33 minutes - 77.4 MBThis is an encore presentation of one of our most downloaded podcasts. The transcript for this podcast can be found on the Sales Game Changers Podcast website. JOSH’S FINAL THOUGHT FOR SALES GAME CHANGERS: “The journey of a thousand miles always begins with a single step. There’s so many different areas that we can focus on which can lead to better results, better outcomes and you could apply that both professionally and personally. Keep a really open mindset that allows you to see that so...
Find Out How to Answer the Question 'What Would Bill Ask' to Take Your Sales Skills Up a Notch with VMWare Federal Sales Leader Bill Rowan
August 28, 2018 12:30 - 35 minutes - 82.3 MBRead the complete transcript to this episode on The Sales Game Changers Podcast website. BILL'S CLOSING TIP TO EMERGING SALES LEADERS: "Continue to ask, continue to talk to your clients, learn more and more about them, not just about what they do. Start to get to know them personally. Develop that personal relationship and as you do that I can assure you that you will find you will fail a lot less often and you will find that your opportunities continue to get bigger and bigger and your care...
094: Find Out How VMWare Federal Sales Leader Bill Rowan Answers the Question 'What Would Bill Ask' to Take Your Sales Skills Up a Notch
August 28, 2018 12:30 - 35 minutes - 82.3 MBRead the complete transcript to this episode on The Sales Game Changers Podcast website. BILL'S CLOSING TIP TO EMERGING SALES LEADERS: "Continue to ask, continue to talk to your clients, learn more and more about them, not just about what they do. Start to get to know them personally. Develop that personal relationship and as you do that I can assure you that you will find you will fail a lot less often and you will find that your opportunities continue to get bigger and bigger and your ca...
093: How Nearly a Decade as a Professional Baseball Player Prepared Diligent Corporation's Liam Healy for Sales Leadership Excellence
August 23, 2018 14:10 - 42 minutes - 98.1 MBRead the complete transcript on The Sales Game Changers Podcast website. Liam Healy is a Senior VP and Managing Director at Diligent. He's led commercial operations at Board Effect which was acquired by Diligent. Before that, he was at Vocus (now Cision) and the Corporate Executive Board. Interestingly as well, he's spent 8 years in professional baseball, in the Kansas City Royals and other organizations.
How Nearly a Decade as a Professional Baseball Player Prepared for Sales Leadership Excellence with Diligent Corporation's Liam Healy
August 23, 2018 14:10 - 42 minutes - 98.1 MBThis is episode 093. Read the complete transcript on The Sales Game Changers Podcast website. Liam Healy is a Senior VP and Managing Director at Diligent. He's led commercial operations at Board Effect which was acquired by Diligent. Before that, he was at Vocus (now Cision) and the Corporate Executive Board. Interestingly as well, he's spent 8 years in professional baseball, in the Kansas City Royals and other organizations.
EPISODE 092: Want to Be a Trusted Sales Professional Who Always Beats the Competition? Sales Innovator Shawn Cook Says You Need to Be "Compellevant"
August 21, 2018 02:24 - 52 minutes - 121 MBRead the complete transcript on The Sales Game Changers Podcast website. Shawn's had a long career with more than 32 years in sales coaching and leadership. He's overseen, managed, directed and supported sales organizations from 5 to 95 people within industries such as healthcare, publishing, higher education and K12 and even within the building and construction industry with Hanley Wood. More recently, Shawn has spent the past 12 years in software as a service with notable organizatio...
Want to Be a Trusted Sales Professional Who Always Beats the Competition? Learn How You Need to Be "Compellevant" with Sales Innovator Shawn Cook
August 21, 2018 02:24 - 52 minutes - 121 MBThis is episode 092. Read the complete transcript on The Sales Game Changers Podcast website. Shawn's had a long career with more than 32 years in sales coaching and leadership. He's overseen, managed, directed and supported sales organizations from 5 to 95 people within industries such as healthcare, publishing, higher education and K12 and even within the building and construction industry with Hanley Wood. More recently, Shawn has spent the past 12 years in software as a service w...
How Do You Grow Sales Revenue When the Trade Show Venue is Full? With Consumer Electronics Show Sales Leader Denise Medved
August 16, 2018 15:12 - 35 minutes - 82.4 MBRead the complete transcript on The Sales Game Changers Podcast website. DENISE'S CLOSING TIP TO EMERGING SALES LEADERS: "Always be learning, don't be afraid to make mistakes, don't be afraid to take risks, don't be afraid to fail. If you're not taking the risks you're probably not failing or making mistakes and if you're not failing or making mistakes you're not recognizing your true potential because every time you make a mistake you're learning that much more and you're getting that much ...
091: How Do You Grow Sales Revenue When the Trade Show Venue is Full? Consumer Electronics Show Sales Leader Denise Medved Tells How
August 16, 2018 15:12 - 35 minutes - 82.4 MBRead the complete transcript on The Sales Game Changers Podcast website. DENISE'S CLOSING TIP TO EMERGING SALES LEADERS: "Always be learning, don't be afraid to make mistakes, don't be afraid to take risks, don't be afraid to fail. If you're not taking the risks you're probably not failing or making mistakes and if you're not failing or making mistakes you're not recognizing your true potential because every time you make a mistake you're learning that much more and you're getting that muc...
SPECIAL EPISODE 007: Chaim Ekstein Informs How Sales Professionals Can Escape from their Prison of Comfort and Grow their Sales Prospects Dramatically
August 14, 2018 18:15 - 30 minutes - 70.6 MBChaim Ekstein, CFP has spent nearly his entire life studying the lives and habits of hundreds of people living and dead, famous celebrities, serial entrepreneurs and even his own friends, family and clients to understand the differences between those who live lives of true abundance and those who are just comfortably sleepwalking through life. His new book, Escape from the Prison of Comfort & Create the Life of Your Dreams, is the first in his series on what he calls the Total Wealth Form...
SPECIAL EPISODE 006: The Honesty Guy, Steven Gaffney, Shares How Getting the Unsaid Said Will Deepen Your Customer Relations and Help Your Sales Explode
August 08, 2018 13:05 - 34 minutes - 80.2 MBRead the complete transcription on The Sales Game Changers Podcast website! STEVEN'S CLOSING TIP TO EMERGING SALES LEADERS: "I've realized that the #1 problem in relationships with teamwork and change is actually when people just don't talk to each other. Years ago I discover that and I figured out if I can people to get this “unsaid said,” it will transform organizations and that's exactly what's happened." CBS Morning News called Steven Gaffney "The Honesty Guy." He's written a numbe...
090: Hear How a Masters in Neurobiology and Growing Up in a Family of Sales Leaders Prepped InfinityQS Sales Exec John Hicks for Success
August 02, 2018 11:18 - 48 minutes - 113 MBRead the complete transcript on The Sales Game Changers Podcast website. JOHN'S CLOSING TIP TO EMERGING SALES LEADERS: "Don't let the fear of failure be your guiding principle. Embrace failure. Know that if you're failing you're stretching the boundaries of your horizons. Embrace failure as an opportunity to learn. Embrace failure as a way to broaden your horizons and become more comfortable with the notion that it takes a lot of no's to get to a yes. Collect the no's because the faster yo...
Hear How a Masters in Neurobiology and Growing Up in a Family of Sales Leaders Prepped for Success with InfinityQS Sales Exec John Hicks
August 02, 2018 11:18 - 48 minutes - 113 MBThis is episode 090. Read the complete transcript on The Sales Game Changers Podcast website. JOHN'S CLOSING TIP TO EMERGING SALES LEADERS: "Don't let the fear of failure be your guiding principle. Embrace failure. Know that if you're failing you're stretching the boundaries of your horizons. Embrace failure as an opportunity to learn. Embrace failure as a way to broaden your horizons and become more comfortable with the notion that it takes a lot of no's to get to a yes. Collect the no'...
089: Lotame CRO Eric Marterella Shares How an Early-Career Meeting with Bill Marriott Inspired Him to Become an Innovative Sales Leader
July 31, 2018 02:18 - 46 minutes - 107 MBRead the complete transcript on The Sales Game Changers Podcast. Eric Marterella is the Chief Revenue Officer at Lotame. He has consistently built high performing teams, heightened demand and consulted with major global clients, at companies including Digex Business Internet, AT&T, and Cisco. He was the sales leader at Sprinklr, which was one of the fastest growing SAAS unicorn companies. Find Eric on LinkedIn!
Sharing How an Early-Career Meeting with Bill Marriott Inspired Him to Become an Innovative Sales Leader with Lotame CRO Eric Marterella
July 31, 2018 02:18 - 46 minutes - 107 MBThis is episode 089. Read the complete transcript on The Sales Game Changers Podcast. Eric Marterella is the Chief Revenue Officer at Lotame. He has consistently built high performing teams, heightened demand and consulted with major global clients, at companies including Digex Business Internet, AT&T, and Cisco. He was the sales leader at Sprinklr, which was one of the fastest growing SAAS unicorn companies. Find Eric on LinkedIn!
088: DLT Sales Head Chris Dewey Shares How He Went from Making 125 Prospecting Calls a Day to Managing a $650 Million Book of Business
July 26, 2018 04:30 - 28 minutes - 40.7 MBRead the complete transcript of this podcast on The Sales Game Changers Podcast website. Chris Dewey is the Senior VP of Sales at DLT. He's the longest tenured employee at DLT coming up on 19 years. He worked his way into management early at DLT and started as a team lead managing two people. Over the years he's worked his way from team lead to manager to director and now VP. He manages four direct reports, a dozen managers, over 75 sales reps He is responsible for more than $650 mil...
Sharing How He Went from Making 125 Prospecting Calls a Day to Managing a $650 Million Book of Business with DLT Sales Head Chris Dewey
July 26, 2018 04:30 - 28 minutes - 40.7 MBThis is episode 088. Read the complete transcript of this podcast on The Sales Game Changers Podcast website. Chris Dewey is the Senior VP of Sales at DLT. He's the longest tenured employee at DLT coming up on 19 years. He worked his way into management early at DLT and started as a team lead managing two people. Over the years he's worked his way from team lead to manager to director and now VP. He manages four direct reports, a dozen managers, over 75 sales reps He is responsible...
Sharing Why Patience, Persistence, and Passion are the Cornerstones of his Successful Career with Salesforce Public Sector Sales Chief Dave Rey
July 24, 2018 03:00 - 29 minutes - 41.6 MBRead the complete transcript of this episode on The Sales Game Changers Podcast. Dave Rey is the Executive Vice President for North America Public Sector Sales for Salesforce. Prior to coming to Salesforce 5 years ago, he spent 18 years at Oracle running the public sector technology sales. He was with Falcon Microsystems which was one of the leading sellers of Apple products to the government. He also spent some time as a consultant at Booz Allen, interestingly he began his career as an ...
087: Salesforce Public Sector Sales Chief Dave Rey Shares Why Patience, Persistence, and Passion are the Cornerstones of his Successful Career
July 24, 2018 03:00 - 29 minutes - 41.6 MBRead the complete transcript of this episode on The Sales Game Changers Podcast. Dave Rey is the Executive Vice President for North America Public Sector Sales for Salesforce. Prior to coming to Salesforce 5 years ago, he spent 18 years at Oracle running the public sector technology sales. He was with Falcon Microsystems which was one of the leading sellers of Apple products to the government. He also spent some time as a consultant at Booz Allen, interestingly he began his career as a...
Lessons Learned at the Marines and California Highway Patrol Built Kim Harrington into a Sales Leader with a Bent Towards Community Service
July 19, 2018 10:42 - 29 minutes - 41.2 MBThis is episode 086. Read the complete transcript on the Sales Game Changers Podcast website. KIM'S CLOSING TIP TO EMERGING SALES LEADERS: "In life you can either be a great example or a horrible warning so focus on being the best person you can be, regardless of who's signing your paycheck. Go into your day acting like you're self-employed. This is your business, don't wait for somebody to take the initiative and just be the best person you can be." Kim Harrington is the Vice Presiden...
086: Lessons Learned at the Marines and California Highway Patrol Built Kim Harrington into a Sales Leader with a Bent Towards Community Service
July 19, 2018 10:42 - 29 minutes - 41.2 MBRead the complete transcript on the Sales Game Changers Podcast website. KIM'S CLOSING TIP TO EMERGING SALES LEADERS: "In life you can either be a great example or a horrible warning so focus on being the best person you can be, regardless of who's signing your paycheck. Go into your day acting like you're self-employed. This is your business, don't wait for somebody to take the initiative and just be the best person you can be." Kim Harrington is the Vice President of Sales at Belfort F...
How Being a Collegiate Lacrosse Champion Helped Her Exceed Her Billion Dollar Sales Goals at Microsoft with Christine Barger
July 17, 2018 12:36 - 40 minutes - 57.2 MBThis is episode 085. Read the complete transcript on The Sales Game Changers Podcast. Christine Barger is the general manager for Microsoft Federal where she leads a team of 85 sellers and technologists with responsibility for over a billion dollars in revenue. A large part of her mission is helping the Federal customer implement Microsoft cloud solutions to help the government customer modernize and achieve their mission. She's a technology sales leader with over 20 years' experien...
085: Christine Barger Tells How Being a Collegiate Lacrosse Champion Helped Her Exceed Her Billion Dollar Sales Goals at Microsoft
July 17, 2018 12:36 - 40 minutes - 57.2 MBRead the complete transcript on The Sales Game Changers Podcast. Christine Barger is the general manager for Microsoft Federal where she leads a team of 85 sellers and technologists with responsibility for over a billion dollars in revenue. A large part of her mission is helping the Federal customer implement Microsoft cloud solutions to help the government customer modernize and achieve their mission. She's a technology sales leader with over 20 years' experience. She's also a graduat...
084: Viyas Sundaram Shares How Learning to Sell as an Entrepreneur Led to Him Becoming the Chief Revenue Officer at High-Flying Snag
July 12, 2018 02:25 - 39 minutes - 54.9 MBRead the complete transcription of this show on The Sales Game Changers Podcast website. Viyas Sundaram is the Chief Revenue Officer at Snag. [NOTE: Snagajob rebranded as Snag shortly after this interview took place.] Previous to Snagajob, he was the SR. VP of Sales at mindSHIFT Technologies. He was there when they had a couple of successful exits. mindSHIFT Technologies was sold to Best Buy. Originally mindSHIFT had about 120 sales reps. When they sold to Best Buy, they had close to ...
How Learning to Sell as an Entrepreneur Led to Him Becoming the Chief Revenue Officer at High-Flying Snag with Viyas Sundaram
July 12, 2018 02:25 - 39 minutes - 54.9 MBThis is episode 084. Read the complete transcription of this show on The Sales Game Changers Podcast website. Viyas Sundaram is the Chief Revenue Officer at Snag. [NOTE: Snagajob rebranded as Snag shortly after this interview took place.] Previous to Snagajob, he was the SR. VP of Sales at mindSHIFT Technologies. He was there when they had a couple of successful exits. mindSHIFT Technologies was sold to Best Buy. Originally mindSHIFT had about 120 sales reps. When they sold to Best ...
Strategies for Selling Sensitive Senior Care Services with Homecare.com Sales Leader David Posner
July 10, 2018 18:15 - 33 minutes - 47.1 MBThis is episode 083. Read the complete transcript on The Sales Game Changers Podcast web site. DAVID'S CLOSING TIP TO EMERGING SALES LEADERS: "The biggest difference between a great sales person and an average sales person is that 5:01pm extra call of the day, or picking up the phone call at 4:30am in the morning. Take action, take that extra step. You might think, "Oh, no, that's too much" or "My family's going to be upset" but you really want to separate yourself from the competition. ...
083: Homecare.com Sales Leader David Posner Shares Strategies for Selling Sensitive Senior Care Services
July 10, 2018 18:15 - 33 minutes - 47.1 MBRead the complete transcript on The Sales Game Changers Podcast web site. DAVID'S CLOSING TIP TO EMERGING SALES LEADERS: "The biggest difference between a great sales person and an average sales person is that 5:01pm extra call of the day, or picking up the phone call at 4:30am in the morning. Take action, take that extra step. You might think, "Oh, no, that's too much" or "My family's going to be upset" but you really want to separate yourself from the competition. It's that. It's that ex...
ENCORE 048: Salesforce Federal Sales Exec Joe Markwordt Urges Sales Pros to Have a Strong Plan Or Else You'll Become Someone Else's Plan
July 05, 2018 13:24 - 40 minutes - 56.3 MBThis is an encore episode of the most downloaded Sales Game Changers Podcast episode of the first 75 we've posted! Read the transcript here. JOE'S CLOSING TIP TO EMERGING SALES LEADERS: “It takes 3 things to get significant revenue growth. You need a well-trained and professional selling organization. You also need a differentiated product, understanding the differentiation of your product, and what the unique value propositions. And third you need to truly identify the target market for t...
ENCORE 050: Susan Lee Offers Strategies Women in Sales Should Take to Proactively Move Their Career Forward
July 03, 2018 12:16 - 24 minutes - 34.7 MBThis is an encore presentation of the 4th most downloaded Sales Game Changers Podcast to date. Read the complete transcript here. SUSAN’S CLOSING TIPS FOR EMERGING SALES LEADERS: “I would just say never stop learning, be open to new challenges, if you’re in a place where you’re not happy, find a new opportunity. There are lots of opportunities out there and we sell in everything that we do. The simple things in life, think of how many things you do at home to sell every day. Be fearless, n...
082: How Do You Get the Optimal Sales Mindset? Listen to Federal Cybersecurity Sales Executive Wayne Lewandowski and Find Out Now
June 28, 2018 00:56 - 24 minutes - 34.8 MBRead the complete transcription on The Sales Game Changers Podcast website. WAYNE'S CLOSING TIP TO EMERGING SALES LEADERS: "It's in your head. You can do it or you can't and in either case whatever the answer is in your head, you're right, because that's what you believe. So stay committed to your career, believe that this is going to be something that is going to take a lot of hard work and sweat equity and go after it." Wayne Lewandowski is the Senior VP and General Manager for North A...
How Do You Get the Optimal Sales Mindset? Find Out Now With Federal Cybersecurity Sales Executive Wayne Lewandowski
June 28, 2018 00:56 - 24 minutes - 34.8 MBRead the complete transcription on The Sales Game Changers Podcast website. WAYNE'S CLOSING TIP TO EMERGING SALES LEADERS: "It's in your head. You can do it or you can't and in either case whatever the answer is in your head, you're right, because that's what you believe. So stay committed to your career, believe that this is going to be something that is going to take a lot of hard work and sweat equity and go after it." Wayne Lewandowski is the Senior VP and General Manager for North Ame...
Three Secrets on How to Successfully Sell Cybersecurity Solutions with RiskLens Sales Executive Jesse Sun
June 26, 2018 00:00 - 25 minutes - 36.6 MBThis is episode 081. Read the complete transcript on The Sales Game Changers Podcast web site. JESSE'S CLOSING TIP TO EMERGING SALES LEADERS: "You have to be passionate about what you're doing, otherwise it's a very hard job to do. Along with that passion, you got to be proud of what you're doing each and every day and take ownership. I think the difference between good and great sellers is that they take accountability and ownership of everything that they do." Jesse Sun is the VP of ...
081: RiskLens Sales Executive Jesse Sun Shares Three Secrets on How to Successfully Sell Cybersecurity Solutions
June 26, 2018 00:00 - 25 minutes - 36.6 MBRead the complete transcript on The Sales Game Changers Podcast web site. JESSE'S CLOSING TIP TO EMERGING SALES LEADERS: "You have to be passionate about what you're doing, otherwise it's a very hard job to do. Along with that passion, you got to be proud of what you're doing each and every day and take ownership. I think the difference between good and great sellers is that they take accountability and ownership of everything that they do." Jesse Sun is the VP of Sales for RiskLens. P...
Three Ways Neuro-Linguistic Programming (NLP) Will Improve Your Sales Efforts with Performance Improvement Expert Ramzy Ayachi
June 21, 2018 15:27 - 39 minutes - 55.8 MBRead the complete transcript to this podcast on The Sales Game Changers Podcast website. On this special episode,we're talking with mindset and performance improvement expert Ramzy Ayachi. He empowers others with hypnosis and neuro-linguistic programming (NLP) to release self-limiting beliefs, achieve desired outcomes and create resourceful states to achieve peak performance. He's the chief learning officer at Peak Performance Associates. Prior to getting into this space, he had a 20-year ca...
005: Performance Improvement Expert Ramzy Ayachi Shares Three Ways Neuro-Linguistic Programming (NLP) Will Improve Your Sales Efforts
June 21, 2018 15:27 - 39 minutes - 55.8 MBRead the complete transcript to this podcast on The Sales Game Changers Podcast website. On this special episode,we're talking with mindset and performance improvement expert Ramzy Ayachi. He empowers others with hypnosis and neuro-linguistic programming (NLP) to release self-limiting beliefs, achieve desired outcomes and create resourceful states to achieve peak performance. He's the chief learning officer at Peak Performance Associates. Prior to getting into this space, he had a 20-year ...
080: Kevin Reynolds Shares the Five Sales and Business Development Habits that Have Made Him One of the Country's Leading Business Bankers
June 19, 2018 13:30 - 29 minutes - 42.1 MBRead the complete transcription on The Sales Game Changers Podcast. Kevin Reynolds is the regional president and director of sales at United Bank. Prior to coming to United Bank, he was the president and director of sales for Cardinal Financial Corporation. He joined United Bank in April 2017 following its acquisition of Cardinal Bank. Prior to establishing Cardinal with a select group of community leaders in 1998, he held executive and managerial positions with several leading area...
The Five Sales and Business Development Habits that Have Made Him One of the Country's Leading Business Bankers with Kevin Reynolds
June 19, 2018 13:30 - 29 minutes - 42.1 MBThis is episode 080. Read the complete transcription on The Sales Game Changers Podcast. Kevin Reynolds is the regional president and director of sales at United Bank. Prior to coming to United Bank, he was the president and director of sales for Cardinal Financial Corporation. He joined United Bank in April 2017 following its acquisition of Cardinal Bank. Prior to establishing Cardinal with a select group of community leaders in 1998, he held executive and managerial positions wi...
When it Comes to Managing Millennials in Sales, You Need to Trust the Process with GoCanvas Sales Leader Tristan Cotter
June 14, 2018 04:50 - 29 minutes - 42 MBRead the complete transcript 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 is a software sales leader with over...
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
June 14, 2018 04:50 - 29 minutes - 42 MBRead the complete transcript 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 is a software sales leader with ov...
078: Red Hat Federal Software Chief Nathan Jones Opens Up About How Sales Professionals Can Get Deeper into their Markets
June 12, 2018 01:31 - 34 minutes - 48.8 MBRead the complete transcript on the Sales Game Changers Podcast website. Nathan Jones is the Vice President of Federal at Red Hat and was one of the first sales reps hired by Red Hat. Before that, he had sales roles at Mercury Interactive and EMC. He's the president of the AFCEA, Washington DC chapter.
How Sales Professionals Can Get Deeper into their Markets with Red Hat Federal Software Chief Nathan Jones
June 12, 2018 01:31 - 34 minutes - 48.8 MBThis is episode 078. Read the complete transcript on the Sales Game Changers Podcast website. Nathan Jones is the Vice President of Federal at Red Hat and was one of the first sales reps hired by Red Hat. Before that, he had sales roles at Mercury Interactive and EMC. He's the president of the AFCEA, Washington DC chapter.
077: Education Technology Sales Leader Jack Dilanian Explains How Believing that What You Sell Really Matters is Critical to Your Success
June 07, 2018 13:06 - 31 minutes - 44.8 MBRead the complete transcript on The Sales Game Changers Podcast web site. JACK'S CLOSING TIP TO EMERGING SALES LEADERS: "Be proud of your profession.You bring solutions to bear that solve real problems that matter to many, and that should matter to you. I don't care what the product is, if it's a solution that actually solves a problem, that helps people...you're doing good. Be confident in what you do and have that confidence and pride be exemplified in the work and the product that you p...
How Believing that What You Sell Really Matters is Critical to Your Success with Education Technology Sales Leader Jack Dilanian
June 07, 2018 13:06 - 31 minutes - 44.8 MBThis is episode 077. Read the complete transcript on The Sales Game Changers Podcast web site. JACK'S CLOSING TIP TO EMERGING SALES LEADERS: "Be proud of your profession.You bring solutions to bear that solve real problems that matter to many, and that should matter to you. I don't care what the product is, if it's a solution that actually solves a problem, that helps people...you're doing good. Be confident in what you do and have that confidence and pride be exemplified in the work and...
076: Well-Respected Federal Media Expert Steve Vito Shares His Two Secrets to Sales Success
June 05, 2018 02:34 - 28 minutes - 40.8 MBRead the complete transcript on the Sales Game Changers Podcast website. Steve Vito has been on the business side of media for over 35 years. In that time, he has sold advertising and event sponsorships for every possible medium including print, broadcast and now digital media. He has held senior sales management positions in several of the most highly regarded B-to-B media companies including IDG, Fairchild Publications, McGraw Hill and Atlantic Media. Up until recently, Steve was the...
Two Secrets to Sales Success with Well-Respected Federal Media Expert Steve Vito
June 05, 2018 02:34 - 28 minutes - 40.8 MBThis is episode 076. Read the complete transcript on the Sales Game Changers Podcast website. Steve Vito has been on the business side of media for over 35 years. In that time, he has sold advertising and event sponsorships for every possible medium including print, broadcast and now digital media. He has held senior sales management positions in several of the most highly regarded B-to-B media companies including IDG, Fairchild Publications, McGraw Hill and Atlantic Media. Up until ...
075: Professional Services Sales Leader Tim Atkinson Discloses His One Thing that Will Help You Become More Successful in Selling
June 01, 2018 18:54 - 38 minutes - 54.5 MBRead the complete transcript on the Sales Game Changers Podcast website. Tim Atkinson is the Group Vice President for the ACS Group where he's responsible for a 16 state region. ACS is a professional services organization providing IT consulting; staffing and workforce optimization solutions that helps optimize human capital investment to help you get the most out of your people. He spent parts of his career in The Big 8, worked for Cap Gemini and CGI before coming to ACS group. This...
One Thing that Will Help You Become More Successful in Selling with Professional Services Sales Leader Tim Atkinson
June 01, 2018 18:54 - 38 minutes - 54.5 MBThis is episode 075. Read the complete transcript on the Sales Game Changers Podcast website. Tim Atkinson is the Group Vice President for the ACS Group where he's responsible for a 16 state region. ACS is a professional services organization providing IT consulting; staffing and workforce optimization solutions that helps optimize human capital investment to help you get the most out of your people. He spent parts of his career in The Big 8, worked for Cap Gemini and CGI before comi...