Sales Game Changers | Tips from Successful Sales Leaders
1,186 episodes - English - Latest episode: 22 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
Accepting Doubt as a Catalyst for Change and Confidence in Sales With Marc Pitman
February 01, 2022 03:03 - 30 minutes - 27.5 MBThis is episode 465. Read the complete transcription on the Sales Game Changers Podcast website. MARC'S TIP: "Figure out your values. When everything changes and all the strategies go away because of a pandemic or something, knowing what your core values are, those become the compass that you can use to orient yourself. For example, "I don't know what's coming up next, but I know how I want to treat my people, how I want to treat my clients." If you Google values inventory, there's million...
465: Marc Pitman Says Embracing Doubt is a Catalyst for Change and Building Sales Confidence
February 01, 2022 03:03 - 30 minutes - 27.5 MBRead the complete transcription on the Sales Game Changers Podcast website. MARC'S TIP: "Figure out your values. When everything changes and all the strategies go away because of a pandemic or something, knowing what your core values are, those become the compass that you can use to orient yourself. For example, "I don't know what's coming up next, but I know how I want to treat my people, how I want to treat my clients." If you Google values inventory, there's millions of them out there. On...
Creative Strategy is Critical for Sales Success Right Now With Funnel Clarity's Tom Snyder
January 31, 2022 03:49 - 44 minutes - 41.1 MBThis is episode 464. Read the complete transcription on the Sales Game Changers Podcast website. TOM’S TIP: “As we emerge from this pandemic, every piece of data screams what people are desperate for from the salespeople they see – it’s human conversation. Enough already with the structure of questions, that’s not bad stuff, you’re a human being. Things like empathy, attentive listening, premise on your questions, providing reaction, asking clarifying questions, these are the ways human ...
464: Funnel Clarity's Tom Snyder Says this Creative Strategy is Critical for Sales Success Right Now
January 31, 2022 03:49 - 44 minutes - 41.1 MBRead the complete transcription on the Sales Game Changers Podcast website. TOM’S TIP: “As we emerge from this pandemic, every piece of data screams what people are desperate for from the salespeople they see – it’s human conversation. Enough already with the structure of questions, that’s not bad stuff, you’re a human being. Things like empathy, attentive listening, premise on your questions, providing reaction, asking clarifying questions, these are the ways human beings interact. Now th...
Become a BUD: Better, Unique, & Desirable With Thomas Ellis
January 28, 2022 03:10 - 30 minutes - 27.5 MBThis is episode 463. Read the complete transcription on the Sales Game Changers Podcast website. THOMAS' TIP: "Do an analysis of yourself, do a self-analysis and say, "Where do I need to improve that to get to the next level?" Sit down, write down what your strengths are. What do you need to improve upon in 2022 to get you to the next level? Then immediately find people that can help you get there. Whether that's attending the IES workshops every month, whether that's a podcast, there's ...
463: Sales Expert Thomas Ellis Says Become a BUD: Better, Unique, & Desirable
January 28, 2022 03:10 - 30 minutes - 27.5 MBRead the complete transcription on the Sales Game Changers Podcast website. THOMAS' TIP: "Do an analysis of yourself, do a self-analysis and say, "Where do I need to improve that to get to the next level?" Sit down, write down what your strengths are. What do you need to improve upon in 2022 to get you to the next level? Then immediately find people that can help you get there. Whether that's attending the IES workshops every month, whether that's a podcast, there's so many ways that you c...
Post-Sale Negotiation Strategies With Sales and Leadership Expert Kelly Moertle
January 26, 2022 02:40 - 30 minutes - 27.5 MBThis is episode 462. Read the complete transcription on the Sales Game Changers Podcast website. KELLY’S TIP: “What would be game-changing for you? Then make a commitment to putting that into action. Be intentional about it. Because listening to it and being aware of it is the first step. But if you don’t put it into action, it’s never going to help you. Every little baby step you take counts towards creating something great down the road. Take the action.”
462: Sales and Leadership Expert Kelly Moertle on Post-Sale Negotiation Strategies
January 26, 2022 02:40 - 30 minutes - 27.5 MBRead the complete transcription on the Sales Game Changers Podcast website. KELLY’S TIP: “What would be game-changing for you? Then make a commitment to putting that into action. Be intentional about it. Because listening to it and being aware of it is the first step. But if you don’t put it into action, it’s never going to help you. Every little baby step you take counts towards creating something great down the road. Take the action.”
461: Todd Dewett on How to Be More Authentic in Your Sales Efforts and Why You'll Fail if You Don't
January 25, 2022 02:25 - 32 minutes - 29.3 MBRead the complete transcript on the Sales Game Changers Podcast website. TODD'S TIP: "When people say, “Why does authenticity matter?” I go, well, do you want comfort, do you want understanding, do you want rapport? That’s the relationship foundation upon which anything else that might happen will happen, and it begins with being a human being who’s a little more real, authentic."
How to Be More Authentic in Your Sales Efforts and Why You'll Fail if You Don't With Todd Dewett
January 25, 2022 02:25 - 32 minutes - 29.3 MBThis is episode 461. Read the complete transcript on the Sales Game Changers Podcast website. TODD'S TIP: "When people say, “Why does authenticity matter?” I go, well, do you want comfort, do you want understanding, do you want rapport? That’s the relationship foundation upon which anything else that might happen will happen, and it begins with being a human being who’s a little more real, authentic."
460: The Wentworth Prospect Author Wayne Moloney on Building B2B Sales Credibility and Success
January 21, 2022 02:33 - 30 minutes - 28.1 MBRead the complete transcription on the Sales Game Changers Podcast website. WAYNE’S TIP: “Focus on the client’s outcome, not on your product. All too often we go in there and all we’re trying to do is push the differentiators in our product. The time of feature, function, benefit, not there now, it’s about what’s the outcome. Go in, do a deep discovery, understand how you can influence positively and deliver value as well as defined by the client, and then talk about your product. Don’t do...
Building B2B Sales Credibility and Success With The Wentworth Prospect Author Wayne Moloney
January 21, 2022 02:33 - 30 minutes - 28.1 MBThis is episode 460. Read the complete transcription on the Sales Game Changers Podcast website. WAYNE’S TIP: “Focus on the client’s outcome, not on your product. All too often we go in there and all we’re trying to do is push the differentiators in our product. The time of feature, function, benefit, not there now, it’s about what’s the outcome. Go in, do a deep discovery, understand how you can influence positively and deliver value as well as defined by the client, and then talk about...
459: Colleen Stanley’s Lessons on How Emotional Intelligence Complements Hard Selling Skills
January 19, 2022 02:03 - 44 minutes - 26.4 MBRead the complete transcription on the Sales Game Changers Podcast website. COLLEEN’S TIP: “It’s time for a new perspective in sales. I believe in teaching both the hard skills, what I’ve framed up as the sales IQ skills – negotiation skills, value propositions, prospecting, closing – but what was missing for years and is still missing in a lot of sales organizations are coaching and teaching the soft skills, emotional intelligence skills. Emotional intelligence sounds great but how do you...
How Emotional Intelligence Complements Hard Selling Skills with Colleen Stanley
January 19, 2022 02:03 - 44 minutes - 26.4 MBThis is episode 459. Read the complete transcription on the Sales Game Changers Podcast website. COLLEEN’S TIP: “It’s time for a new perspective in sales. I believe in teaching both the hard skills, what I’ve framed up as the sales IQ skills – negotiation skills, value propositions, prospecting, closing – but what was missing for years and is still missing in a lot of sales organizations are coaching and teaching the soft skills, emotional intelligence skills. Emotional intelligence soun...
458: Meredith Bell and Denny Coates Say Elite Sales Teams Do This Especially Well
January 18, 2022 03:58 - 31 minutes - 28.8 MBRead the complete transcription on the Sales Game Changers Podcast website. Meredith's TIP: "Find someone to be an accountability partner with you. Pair up with someone so that you work with another individual to help them and you improve in a particular skill. Because when you make a commitment to someone else and you meet with them on a regular basis, you are going to be more aware of using that skill and applying it in between the times that you meet with your accountability partner. ...
Elite Sales Teams Do This Especially Well With Meredith Bell and Denny Coates
January 18, 2022 03:58 - 31 minutes - 28.8 MBThis is episode 458. Read the complete transcription on the Sales Game Changers Podcast website. Meredith's TIP: "Find someone to be an accountability partner with you. Pair up with someone so that you work with another individual to help them and you improve in a particular skill. Because when you make a commitment to someone else and you meet with them on a regular basis, you are going to be more aware of using that skill and applying it in between the times that you meet with your acc...
457: Premier Sales Leaders Rebecca Wetherly and Hannah Kate McWilliams from AWS and Cvent Say You Must Do This to Start the Year Strongly
January 14, 2022 02:18 - 30 minutes - 28.1 MBRead the complete transcription on the Sales Game Changers Podcast website. REBECCA'S TIP: "Embrace the new year. Don’t be rudderless, develop an account plan, action your plan, be adaptive, agile and flexible to the needs and demands of your customers as the environments are ever-changing." HANNAH KATE'S TIP: "Meet with all of your clients and prospects or as many as you can in the early part of the year and really listen to what their resolutions are, personal and professional. You’ll ...
You Must Do This to Start the Year Strongly With Premier Sales Leaders Rebecca Wetherly and Hannah Kate McWilliams
January 14, 2022 02:18 - 30 minutes - 28.1 MBThis is episode 457. Read the complete transcription on the Sales Game Changers Podcast website. REBECCA'S TIP: "Embrace the new year. Don’t be rudderless, develop an account plan, action your plan, be adaptive, agile and flexible to the needs and demands of your customers as the environments are ever-changing." HANNAH KATE'S TIP: "Meet with all of your clients and prospects or as many as you can in the early part of the year and really listen to what their resolutions are, personal an...
456: Virtual Presentation Skills Expert Julie Hansen Says Doing This Will Raise Your Customer Connections
January 12, 2022 00:34 - 32 minutes - 29.8 MBRead the complete transcription on the Sales Game Changers Podcast website. Julie’s TIP: “Everyone needs to watch themselves more on video. Watch a recent recording or record your next interaction and play it back. Time every time you make eye contact with yourself. Every time your on-screen persona makes eye contact with you, the real person, have a stopwatch to time that. Then I want you to add up that time and divide that by the time of the entire call. If it is less than 50%, which for...
Doing This Will Raise Your Customer Connections With Virtual Presentation Skills Expert Julie Hansen
January 12, 2022 00:34 - 32 minutes - 29.8 MBThis is episode 456. Read the complete transcription on the Sales Game Changers Podcast website. Julie’s TIP: “Everyone needs to watch themselves more on video. Watch a recent recording or record your next interaction and play it back. Time every time you make eye contact with yourself. Every time your on-screen persona makes eye contact with you, the real person, have a stopwatch to time that. Then I want you to add up that time and divide that by the time of the entire call. If it is l...
455: Sports Mindset Expert Mike Lee Says This Steph Curry Habit Can Improve Your Sales Skills Markedly
January 11, 2022 04:01 - 31 minutes - 18.7 MBRead the complete transcription on the Sales Game Changers Podcast website. Mike's TIP: "Play with more gratitude, more joy, more freedom, more creativity and go deep into that belief that you are more than a sales professional, just like the Steph Curry's are more than just athletes. I think it is something that can be a foundational element of your performance and it's something that's super important. I think if you can leave here and figure out a way to build some legs for you to belie...
Steph Curry Habit Can Improve Your Sales Skills Markedly With Sports Mindset Expert Mike Lee
January 11, 2022 04:01 - 31 minutes - 18.7 MBThis is episode 455. Read the complete transcription on the Sales Game Changers Podcast website. Mike's TIP: "Play with more gratitude, more joy, more freedom, more creativity and go deep into that belief that you are more than a sales professional, just like the Steph Curry's are more than just athletes. I think it is something that can be a foundational element of your performance and it's something that's super important. I think if you can leave here and figure out a way to build som...
454: Red Hat Premier Sales Channel Leader Mike Byrd Says Your 2022 Goals Can Achieved By Doing This
January 10, 2022 01:44 - 35 minutes - 32.5 MBRead the complete transcript on the Sales Game Changers Podcast website. Mike is an IES Premier Sales Leaders. Learn more here. Find Mike on LinkedIn. MIKE'S' TIP: "Figure out what your goals are. The goals aren’t just, “Make my number.” Sometimes the goal is, “I need to be strategically relevant to XYZ customer,” “I need to find my own sales process, build my own sales engine.” Figure out what your top 2-3 goals are and no more than that. Then work backwards from there. Think, how lon...
Your 2022 Goals Can Achieved By Doing This With Mike Byrd
January 10, 2022 01:44 - 35 minutes - 32.5 MBThis is episode 454. Read the complete transcript on the Sales Game Changers Podcast website. Mike is an IES Premier Sales Leaders. Learn more here. Find Mike on LinkedIn. MIKE'S' TIP: "Figure out what your goals are. The goals aren’t just, “Make my number.” Sometimes the goal is, “I need to be strategically relevant to XYZ customer,” “I need to find my own sales process, build my own sales engine.” Figure out what your top 2-3 goals are and no more than that. Then work backwards fro...
Opportunities for Women in Sales in Government IT With Carahsoft's Tiffany Goddard and Lacey Wean
January 05, 2022 03:26 - 33 minutes - 30.9 MBThis is episode 453. Read the complete transcription on the Sales Game Changers Podcast website. TIFFANY’S TIP: “Seek mentors. I always encourage people because mentors are a powerful thing to have. They can help you with career advice. They can help you through professional transitions. They can help you get some insider advice into promotions that you want or that are available. I think mentors are such a powerful thing. You could have one or two or build an army of mentors. Maybe it i...
453: Carahsoft's Tiffany Goddard and Lacey Wean Speak on Opportunities for Women in Sales in Government IT
January 05, 2022 03:26 - 33 minutes - 30.9 MBRead the complete transcription on the Sales Game Changers Podcast website. TIFFANY’S TIP: “Seek mentors. I always encourage people because mentors are a powerful thing to have. They can help you with career advice. They can help you through professional transitions. They can help you get some insider advice into promotions that you want or that are available. I think mentors are such a powerful thing. You could have one or two or build an army of mentors. Maybe it is someone that you meet...
Five Ways to Be More Proactive in 2022 With Liz Heiman
January 04, 2022 00:35 - 36 minutes - 33.5 MBThis is episode 452. Read the complete transcription on the Sales Game Changers Podcast website. Liz's TIP: "Prioritize, figure out who your ideal customer is, figure out what are the most important things you need to do. Take all of those other things that don't matter and put them on the back burner, but do the things that matter. Prioritize the customers that are going to grow, prioritize the ideal customer that's got the shortest sales cycle and the most likelihood of buying and prio...
452: Liz Heiman Dishes Out Five Ways to Be More Proactive in 2022
January 04, 2022 00:35 - 36 minutes - 33.5 MBRead the complete transcription on the Sales Game Changers Podcast website. Liz's TIP: "Prioritize, figure out who your ideal customer is, figure out what are the most important things you need to do. Take all of those other things that don't matter and put them on the back burner, but do the things that matter. Prioritize the customers that are going to grow, prioritize the ideal customer that's got the shortest sales cycle and the most likelihood of buying and prioritize out those custom...
451: Jack Malcolm's Tips for Consultative Selling Success in Disruptive Times
January 03, 2022 02:21 - 39 minutes - 36.6 MBRead the complete transcription on the Sales Game Changers Podcast website. Jack's TIP: "I'm a huge believer in mindset. Consultative Selling starts with mindset but mindset is useless unless you do the things and you have the skills to be able to implement that mindset. So A) adopt a mindset but then B) it's all about practice, practice, practice."
Tips for Consultative Selling Success in Disruptive Times With Jack Malcolm
January 03, 2022 02:21 - 39 minutes - 36.6 MBThis is episode 451. Read the complete transcription on the Sales Game Changers Podcast website. Jack's TIP: "I'm a huge believer in mindset. Consultative Selling starts with mindset but mindset is useless unless you do the things and you have the skills to be able to implement that mindset. So A) adopt a mindset but then B) it's all about practice, practice, practice."
6 Tips for More Impactful Sales Storytelling to Take into 2022 With Paul Smith
December 29, 2021 00:30 - 31 minutes - 29 MBThis is episode 450. Read the complete transcription on the Sales Game Changers Podcast website. Paul's TIP: "Treat storytelling like any other leadership skill that you want to have, leadership and sales skills. Study it. It's not the kind of thing that well, if I'm not born with it I'll just never have it. It's not. You can learn it. Read a book, watch some YouTube videos, take a class. It is something you can learn, and you should. Treat it that way."
450: Paul Smith Gives 6 Tips for More Impactful Sales Storytelling to Take into 2022
December 29, 2021 00:30 - 31 minutes - 29 MBRead the complete transcription on the Sales Game Changers Podcast website. Paul's TIP: "Treat storytelling like any other leadership skill that you want to have, leadership and sales skills. Study it. It's not the kind of thing that well, if I'm not born with it I'll just never have it. It's not. You can learn it. Read a book, watch some YouTube videos, take a class. It is something you can learn, and you should. Treat it that way."
449: Nonstop Sales Boom Author Colleen Francis on Driving Sales Growth into 2022
December 28, 2021 02:38 - 41 minutes - 37.8 MBRead the complete transcription on the Sales Game Changers Podcast website. Colleen's TIP: "Carve out some time between now and December 31 to really take a good, hard look at what happened this year, analyze the numbers and plan to make some changes. One of the first things I would do is look at what's working even if I don't necessarily like it and then commit to doing more of that in January, including maybe getting a mentor or finding someone in the organization who's been more success...
Driving Sales Growth into 2022 With Nonstop Sales Boom Author Colleen Francis
December 28, 2021 02:38 - 41 minutes - 37.8 MBThis is episode 449. Read the complete transcription on the Sales Game Changers Podcast website. Colleen's TIP: "Carve out some time between now and December 31 to really take a good, hard look at what happened this year, analyze the numbers and plan to make some changes. One of the first things I would do is look at what's working even if I don't necessarily like it and then commit to doing more of that in January, including maybe getting a mentor or finding someone in the organization ...
448: David Meerman Scott Says Sales Professionals Can Build a Huge Fanbase By Doing These Simple Things
December 27, 2021 03:33 - 38 minutes - 35.3 MBRead the complete transcript on the Sales Game Changers Podcast website. David’s TIP: “I’m a huge believer in a concept that I originally learned from the Grateful Dead and that concept can absolutely be applied to sales and many salespeople do, however, a lot don’t. That’s the idea of giving gifts without any expectation of anything in return. The Grateful Dead allowed concertgoers record their concerts for free as long as they didn’t sell them. What does this mean for salespeople? The mo...
Sales Professionals Can Build a Huge Fanbase By Doing These Simple Things With David Meerman Scott
December 27, 2021 03:33 - 38 minutes - 35.3 MBThis is episode 448. Read the complete transcript on the Sales Game Changers Podcast website. David’s TIP: “I’m a huge believer in a concept that I originally learned from the Grateful Dead and that concept can absolutely be applied to sales and many salespeople do, however, a lot don’t. That’s the idea of giving gifts without any expectation of anything in return. The Grateful Dead allowed concertgoers record their concerts for free as long as they didn’t sell them. What does this mean ...
447: Elite Performance Coach Chris Majer Shares the Universal Performance Principles of Sales Team Excellence
December 21, 2021 03:50 - 43 minutes - 39.4 MBRead the complete transcription on the Sales Game Changers Podcast website. Chris' TIP: "One of the things that we've run up against is people always say, "I don't have time, I need to learn time management." No you don't, there's no such thing. You need to learn commitment management. In today's world, we observed people are "over-involved" and under-committed. We've got a gazillion little things going on but they're not necessarily committed to many of them so let's take a step back, go ...
Universal Performance Principles of Sales Team Excellence With Elite Performance Coach Chris Majer
December 21, 2021 03:50 - 43 minutes - 39.4 MBThis is episode 447. Read the complete transcription on the Sales Game Changers Podcast website. Chris' TIP: "One of the things that we've run up against is people always say, "I don't have time, I need to learn time management." No you don't, there's no such thing. You need to learn commitment management. In today's world, we observed people are "over-involved" and under-committed. We've got a gazillion little things going on but they're not necessarily committed to many of them so let'...
446: Premier Sales Leaders Russ Walker and Pete Mattimore from Datasite and SAP NS2 Offer Very Specific Actions for Sales Success
December 17, 2021 01:29 - 30 minutes - 27.8 MBRead the complete transcript on the Sales Game Changers Podcast website. RUSS' TIP: "I think we always forget to do this. Ask for a referral in every sales call. If you get a no on the phone, ask if they know somebody you should talk to. If you’re in a sales meeting, ask who else they know in that industry or that market. Ask for referrals, it goes a long way to building your pipeline." PETE'S TIP: "Get out of your own way. 2018 is over, there’s a new normal, get on with it. Embrace the ...
Very Specific Actions for Sales Success With Premier Sales Leaders Russ Walker and Pete Mattimore
December 17, 2021 01:29 - 30 minutes - 27.8 MBThis is episode 446. Read the complete transcript on the Sales Game Changers Podcast website. RUSS' TIP: "I think we always forget to do this. Ask for a referral in every sales call. If you get a no on the phone, ask if they know somebody you should talk to. If you’re in a sales meeting, ask who else they know in that industry or that market. Ask for referrals, it goes a long way to building your pipeline." PETE'S TIP: "Get out of your own way. 2018 is over, there’s a new normal, get o...
445: Salesforce Sales Leader and Blue Angels Pilot Katie Cook Says Women in Sales Must Have this Mindset for Career Success
December 15, 2021 13:24 - 33 minutes - 30.6 MBRead the complete transcript on the Sales Game Changers Podcast website. Attend the next Institute for Excellence in Sales Women in Sales Leadership Forum starting January 14, 2022. Register here. KATIE'S TIP: "I use the same phrase when people ask me, "I want to be a Blue Angel someday. How do I get there?" I say, "Calm seas don't make a skilled sailor." What I mean by that is it's not the easy times in your life, it's not the calm seas that shape you as a person. It is those hard times...
Women in Sales Must Have this Mindset for Career Success With Katie Cook
December 15, 2021 13:24 - 33 minutes - 30.6 MBThis is episode 445. Read the complete transcript on the Sales Game Changers Podcast website. Attend the next Institute for Excellence in Sales Women in Sales Leadership Forum starting January 14, 2022. Register here. KATIE'S TIP: "I use the same phrase when people ask me, "I want to be a Blue Angel someday. How do I get there?" I say, "Calm seas don't make a skilled sailor." What I mean by that is it's not the easy times in your life, it's not the calm seas that shape you as a person....
444: Bob Burg Explains Why Moving from Getting to Go Giving Will Make You a More Profitable Sales Professional
December 14, 2021 02:59 - 34 minutes - 31.4 MBRead the complete transcript on the Sales Game Changers Podcast website. Bob's TIP: "Shifting your focus from getting to giving and when we say giving in this context, we simply mean constantly and consistently providing immense value to others understanding that doing so is not only a more pleasant way of conducting business, it's actually the most financially profitable way as well. When you're that person who is able to take your focus off of yourself and place it onto that other person...
Why Moving from Getting to Go Giving Will Make You a More Profitable Sales Professional With Bob Burg
December 14, 2021 02:59 - 34 minutes - 31.4 MBThis is episode 444. Read the complete transcript on the Sales Game Changers Podcast website. Bob's TIP: "Shifting your focus from getting to giving and when we say giving in this context, we simply mean constantly and consistently providing immense value to others understanding that doing so is not only a more pleasant way of conducting business, it's actually the most financially profitable way as well. When you're that person who is able to take your focus off of yourself and place it...
Why These Actions Will Help You Grow as a Sales Professional With Premier Sales Leaders Kim Mirazimi and Jeremy Nye
December 10, 2021 02:58 - 34 minutes - 31.9 MBThis is episode 443. Read the complete transcript on the Sales Game Changers Podcast website. KIM's TIP: "It’s okay to fail and fail fast but learn from it. Improve from it, iterate on it, iterate your process, iterate your style. We’re all very stylistic in what we do as sales professionals and sales leaders. Last year was a year of resilience, this year is also going to be a year of resilience and that’s a key theme in my team, and we see in the market. Grow your clients and yourself t...
443: Premier Sales Leaders Kim Mirazimi and Jeremy Nye from 3Pillar Global and Akamai Discuss Why These Actions Will Help You Grow as a Sales Professional
December 10, 2021 02:58 - 34 minutes - 31.9 MBRead the complete transcript on the Sales Game Changers Podcast website. KIM's TIP: "It’s okay to fail and fail fast but learn from it. Improve from it, iterate on it, iterate your process, iterate your style. We’re all very stylistic in what we do as sales professionals and sales leaders. Last year was a year of resilience, this year is also going to be a year of resilience and that’s a key theme in my team, and we see in the market. Grow your clients and yourself through trust, and that’...
Three Keys to Ethically Influencing Customers With Cialdini Certified Trainer Brian Ahearn
December 07, 2021 02:28 - 29 minutes - 26.8 MBThis is episode 442. Read the complete transcription on the Sales Game Changers Podcast website. Brian’s TIP: “When we talk about ethically influencing people, there are three keys that have to be present. First is truthfulness. Now, it’s not enough to tell the truth, we never hide the truth either, because if we know something will materially impact someone’s decision and we withhold it, we’re not being ethical. They will not look at us as an ethical influencer if they find that informa...
442: Cialdini Certified Trainer Brian Ahearn Lists the Three Keys to Ethically Influencing Customers
December 07, 2021 02:28 - 29 minutes - 26.8 MBRead the complete transcription on the Sales Game Changers Podcast website. Brian’s TIP: “When we talk about ethically influencing people, there are three keys that have to be present. First is truthfulness. Now, it’s not enough to tell the truth, we never hide the truth either, because if we know something will materially impact someone’s decision and we withhold it, we’re not being ethical. They will not look at us as an ethical influencer if they find that information out after the fact...
These are Critical for Sales Success With Clint Crosier and Jennifer Fisher
December 03, 2021 01:39 - 33 minutes - 30.3 MBThis is episode 441. Read the complete transcription on the Sales Game Changers Podcast website. JENNIFER'S TIP: "Move forward. You have to keep moving forward. Have that courage to try something new, pivot, change. Just move forward. As long as you keep moving forward, you’re going to be okay." CLINT'S TIP: "You succeed only – and I underscore only – when your customers succeed. Pick a customer, sit down with a blank piece of paper and see if you can articulate your customer’s top thr...
441: Premier Sales Leaders Clint Crosier and Jennifer Fisher from Amazon Web Services and WorldStrides Say These are Critical for Sales Success
December 03, 2021 01:39 - 33 minutes - 30.3 MBRead the complete transcription on the Sales Game Changers Podcast website. JENNIFER'S TIP: "Move forward. You have to keep moving forward. Have that courage to try something new, pivot, change. Just move forward. As long as you keep moving forward, you’re going to be okay." CLINT'S TIP: "You succeed only – and I underscore only – when your customers succeed. Pick a customer, sit down with a blank piece of paper and see if you can articulate your customer’s top three business priorities....