Sales Game Changers | Tips from Successful Sales Leaders
1,186 episodes - English - Latest episode: about 1 month 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
How to Flourish By Avoiding Languishing Right Now with Well-Known Sales Strategist Alice Heiman
May 19, 2021 02:03 - 37 minutes - 34.7 MBThis is episode 365. Read the complete transcription on the Sales Game Changers Podcast website. This show was sponsored by Cox Business. ALICE’S TIP FOR EMERGING SALES LEADERS: “We are making sales harder than it needs to be. Things have changed and will continue to change. We can’t keep doing things that fail because it’s making us feel bad, and it’s part of the languish. We’re making our own mood worse because we’re piling failure on top of failure on top of failure. The optimal min...
365: Well-Known Sales Strategist Alice Heiman on How to Flourish By Avoiding Languishing Right Now
May 19, 2021 02:03 - 37 minutes - 34.7 MBRead the complete transcription on the Sales Game Changers Podcast website. This show was sponsored by Cox Business. ALICE’S TIP FOR EMERGING SALES LEADERS: “We are making sales harder than it needs to be. Things have changed and will continue to change. We can’t keep doing things that fail because it’s making us feel bad, and it’s part of the languish. We’re making our own mood worse because we’re piling failure on top of failure on top of failure. The optimal mindset for sales is what ...
Providing Extreme Sales Value with Win-Win SELLING Author Doug Brown
May 18, 2021 02:23 - 39 minutes - 36.4 MBThis is episode 364. Read the complete transcript on the Sales Game Changers Podcast website. DOUG'S TIP FOR EMERGING SALES LEADERS: "People ask me this all the time, how often should I follow up? The answer is until they tell you to stop. As long as you're following up with relevant, interesting things for them, they're not going to view that as a day that oh, my gosh, this person is harassing me or something like that. So if, for example, we were talking about a couple of things. Hey, ...
364: Win-Win SELLING Author Doug Brown on Providing Extreme Sales Value
May 18, 2021 02:23 - 39 minutes - 36.4 MBRead the complete transcript on the Sales Game Changers Podcast website. DOUG'S TIP FOR EMERGING SALES LEADERS: "People ask me this all the time, how often should I follow up? The answer is until they tell you to stop. As long as you're following up with relevant, interesting things for them, they're not going to view that as a day that oh, my gosh, this person is harassing me or something like that. So if, for example, we were talking about a couple of things. Hey, Fred, I was thinking ab...
Elevating Your Performance with Process-Driven Six Sigma Selling with Gil Cargill
May 18, 2021 01:09 - 37 minutes - 34.4 MBThis is episode 363. Read the complete transcription on the Sales Game Changers Podcast website. GIL'S TIP FOR EMERGING SALES LEADERS: "Do the time and task analysis. Log what you're doing every 15 minutes of the day for five days. Then after those five days have expired, tabulate your time into two categories: sales time, non-sales time. What can we do to compress or remove non-sales activities from your calendar, and enhance your available sales time? If you do nothing else, you'll imp...
363: Gil Cargill On Elevating Your Performance with Process-Driven Six Sigma Selling
May 18, 2021 01:09 - 37 minutes - 34.4 MBRead the complete transcription on the Sales Game Changers Podcast website. GIL'S TIP FOR EMERGING SALES LEADERS: "Do the time and task analysis. Log what you're doing every 15 minutes of the day for five days. Then after those five days have expired, tabulate your time into two categories: sales time, non-sales time. What can we do to compress or remove non-sales activities from your calendar, and enhance your available sales time? If you do nothing else, you'll improve your revenue."
362: Brian Krause and Vaneet Bhaskar Share What's Needed for AI Sales Success
May 14, 2021 04:11 - 37 minutes - 34.2 MBRead the complete transcription on the Sales Game Changers Podcast website. BRIAN'S TIP FOR EMERGING SALES LEADERS: "For a technology like AI, salespeople need to find the “angel in the sale.” The angel is the person that wears the halo and represents the halo effect of the technology in the environment. If you could find that angel and say, "I'm working with so-and-so over here on their specific problem, but I want you to also be aware that we're looking forward to the results in how much...
What's Needed for AI Sales Success with Brian Krause and Vaneet Bhaskar
May 14, 2021 04:11 - 37 minutes - 34.2 MBThis is episode 362. Read the complete transcription on the Sales Game Changers Podcast website. BRIAN'S TIP FOR EMERGING SALES LEADERS: "For a technology like AI, salespeople need to find the “angel in the sale.” The angel is the person that wears the halo and represents the halo effect of the technology in the environment. If you could find that angel and say, "I'm working with so-and-so over here on their specific problem, but I want you to also be aware that we're looking forward to ...
Decisions that Shaped Their Sales Careers with Intel and memoryBlue Leaders Erin Moseley and Kristen Wisdorf
May 12, 2021 02:15 - 41 minutes - 38.3 MBThis is episode 361. Read the complete transcript on the Sales Game Changers Podcast website. ERIN’S TIP FOR EMERGING SALES LEADERS: “Reach out to someone you haven’t talked to recently. Right now. However you prefer to connect. Whether that’s a friend from college that you haven’t talked to in a while, or a colleague that you used to work with and you don’t anymore. I know I did this before, but something happened during the pandemic where I found those conversations to be so meaningful...
361: Intel and memoryBlue Leaders Erin Moseley and Kristen Wisdorf Highlight Decisions that Shaped Their Sales Careers
May 12, 2021 02:15 - 41 minutes - 38.3 MBRead the complete transcript on the Sales Game Changers Podcast website. ERIN’S TIP FOR EMERGING SALES LEADERS: “Reach out to someone you haven’t talked to recently. Right now. However you prefer to connect. Whether that’s a friend from college that you haven’t talked to in a while, or a colleague that you used to work with and you don’t anymore. I know I did this before, but something happened during the pandemic where I found those conversations to be so meaningful to me. Find someone o...
Ninja Social Selling Strategies from Channel Sales Guru Janet Schijns
May 11, 2021 01:44 - 41 minutes - 38.4 MBThis is episode 360. Read the complete transcription on the Sales Gamea Changers Podcast website. JANET'S TIP FOR EMERGING SALES LEADERS: "When you're selling, 72% of the people will Google you before they have a conversation with you, both Twitter and LinkedIn pay money to come up to the top of Google. So if you post 3-5 times a week on LinkedIn, all you have to do is share an article and then just use the same post on Twitter just shortened, you will show up on the first page in Google...
360: Ninja Social Selling Strategies from Channel Sales Guru Janet Schijns
May 11, 2021 01:44 - 41 minutes - 38.4 MBRead the complete transcription on the Sales Gamea Changers Podcast website. JANET'S TIP FOR EMERGING SALES LEADERS: "When you're selling, 72% of the people will Google you before they have a conversation with you, both Twitter and LinkedIn pay money to come up to the top of Google. So if you post 3-5 times a week on LinkedIn, all you have to do is share an article and then just use the same post on Twitter just shortened, you will show up on the first page in Google and Twitter. If you ha...
Sales Reps Are Failing at This with PatientPop's Kevin Dorsey
May 07, 2021 01:09 - 37 minutes - 34.4 MBThis is episode 359. Read the complete transcript on the Sales Game Changers Podcast website. KD'S TIP FOR EMERGING SALES LEADERS: "This might be too blunt, but truthfully, I feel most reps don't actually take their careers as serious as they could and should. Most salespeople - and this applies to vets and new reps, put more time and dedication to their high school sport, band or hobby than they have their sales career, period. Point blank, I'm going to call it out. Whatever it is that ...
359: PatientPop's Kevin Dorsey Bluntly Declares Sales Reps Are Failing at This
May 07, 2021 01:09 - 37 minutes - 34.4 MBRead the complete transcript on the Sales Game Changers Podcast website. KD'S TIP FOR EMERGING SALES LEADERS: "This might be too blunt, but truthfully, I feel most reps don't actually take their careers as serious as they could and should. Most salespeople - and this applies to vets and new reps, put more time and dedication to their high school sport, band or hobby than they have their sales career, period. Point blank, I'm going to call it out. Whatever it is that they're selling, they'r...
358: Sales Expert Angela Rakis Tells How to Get Unstuck by Knowing the Four Levels of Selling Confidence
May 05, 2021 01:15 - 41 minutes - 37.7 MBRead the complete transcript on the Sales Game Changers Podcast website. ANGELA'S TIP FOR EMERGING SALES LEADERS: "Salespeople solve problems for people. If you don't believe in it, and it doesn't fit with your values and what you believe in, your success is going to be hard found. When I find myself being defensive or denying the importance of something, I know something's up. If I start getting defensive, something's wrong that I probably caused. Maybe I need to up my game and get back ...
How to Get Unstuck by Knowing the Four Levels of Selling Confidence with Sales Expert Angela Rakis
May 05, 2021 01:15 - 41 minutes - 37.7 MBThis is episode 358. Read the complete transcript on the Sales Game Changers Podcast website. ANGELA'S TIP FOR EMERGING SALES LEADERS: "Salespeople solve problems for people. If you don't believe in it, and it doesn't fit with your values and what you believe in, your success is going to be hard found. When I find myself being defensive or denying the importance of something, I know something's up. If I start getting defensive, something's wrong that I probably caused. Maybe I need to u...
357: You've Got This Author Dr. Margie Warrell Posits a Unique Strategy to Significantly Grow a Stronger Network Right Now
May 04, 2021 02:41 - 37 minutes - 34.3 MBRead the complete transcription on the Sales Game Changers Podcast website. MARGIE'S TIP FOR EMERGING SALES LEADERS: "Just write down a list right now the names of 10 people that you would love to have a conversation with. Maybe it's a direct sales conversation, maybe it's a relationship you'd like to nurture, maybe you've been wavering on, "I don't know if I should." Just write down your idea list of 10 people that you would really love a conversation with. Then make a point over the next...
Unique Strategy to Significantly Grow a Stronger Network Right Now with You've Got This Author Dr. Margie Warrell
May 04, 2021 02:41 - 37 minutes - 34.3 MBThis is episode 357. Read the complete transcription on the Sales Game Changers Podcast website. MARGIE'S TIP FOR EMERGING SALES LEADERS: "Just write down a list right now the names of 10 people that you would love to have a conversation with. Maybe it's a direct sales conversation, maybe it's a relationship you'd like to nurture, maybe you've been wavering on, "I don't know if I should." Just write down your idea list of 10 people that you would really love a conversation with. Then mak...
356: Roderick Jefferson Explains What Sales Enablement Professionals Must Do for Impact for Right Now
April 30, 2021 01:10 - 37 minutes - 34.6 MBRead the complete transcription on The Sales Game Changers Podcast website. RODERICK'S TIP FOR EMERGING SALES LEADERS: "First, get away from being viewed as the fixers of broken things. Sales Enablement is not the junk drawer where you've got a thimble and a spoon, a paper clip and a dirty sock. You have to put together a charter that outlines and defines specifically what your organization is responsible for and what it's not responsible for, and that doesn't mean this is NOT what we do. ...
What Sales Enablement Professionals Must Do for Impact for Right Now with Roderick Jefferson
April 30, 2021 01:10 - 37 minutes - 34.6 MBThis is episode 356. Read the complete transcription on The Sales Game Changers Podcast website. RODERICK'S TIP FOR EMERGING SALES LEADERS: "First, get away from being viewed as the fixers of broken things. Sales Enablement is not the junk drawer where you've got a thimble and a spoon, a paper clip and a dirty sock. You have to put together a charter that outlines and defines specifically what your organization is responsible for and what it's not responsible for, and that doesn't mean t...
Recommendations for Customer Impact Right Now with Sales Leaders Nicole Moberg and Caroline Turner
April 22, 2021 22:45 - 34 minutes - 31.5 MBThis is episode 355. Read the complete transcription on the Sales Game Changers Podcast website. CAROLINE’S TIP FOR EMERGING SALES LEADERS: “I really think it gets down to the person on the other end of the phone always wants to be heard. We as salespeople come armed with a deck and want to bulldoze over them. Take the time just to listen to the other person, let them feel heard, let them feel like you understand where they’re coming from. Don’t be afraid to be that thought leader and pu...
355: Sales Leaders Nicole Moberg and Caroline Turner Disclose Recommendations for Customer Impact Right Now
April 22, 2021 22:45 - 34 minutes - 31.5 MBRead the complete transcription on the Sales Game Changers Podcast website. CAROLINE’S TIP FOR EMERGING SALES LEADERS: “I really think it gets down to the person on the other end of the phone always wants to be heard. We as salespeople come armed with a deck and want to bulldoze over them. Take the time just to listen to the other person, let them feel heard, let them feel like you understand where they’re coming from. Don’t be afraid to be that thought leader and push them into a new dire...
354: Vengreso's Viveka von Rosen Exhorts Sales Professionals to Start Using Video Before It's Too Late
April 21, 2021 01:56 - 53 minutes - 48.7 MBRead the complete transcription on the Sales Game Changers Podcast website. VIV'S TIP FOR EMERGING SALES LEADERS: "When you share video posts on LinkedIn, you get engagement there. You get people commenting, and that gives you an opportunity to start a conversation. Video can absolutely help to drive leads back to your website, back to your calendar link. Basically, whatever you want to share with people. And it's a great way to tap into new audiences, especially on LinkedIn. Because think...
Sales Professionals to Start Using Video Before It's Too Late with Vengreso's Viveka von Rosen
April 21, 2021 01:56 - 53 minutes - 48.7 MBThis is episode 354. Read the complete transcription on the Sales Game Changers Podcast website. VIV'S TIP FOR EMERGING SALES LEADERS: "When you share video posts on LinkedIn, you get engagement there. You get people commenting, and that gives you an opportunity to start a conversation. Video can absolutely help to drive leads back to your website, back to your calendar link. Basically, whatever you want to share with people. And it's a great way to tap into new audiences, especially on ...
Three Surefire Ways to Out-Think, Out-Sell and Out-Perform Your Competition With Alice Kemper
April 20, 2021 01:17 - 37 minutes - 34.4 MBThis is episode 353. Read the complete transcription on the Sales Game Changers Podcast website. ALICE'S TIP FOR EMERGING SALES LEADERS: "My #1 tip to salespeople is you are the master of your success, you cannot rely on your sales manager, you have to rely on yourself. What does that mean? It means read everything you can, listen to podcasts like this one, like your listeners are already doing. It might mean get an accountability partner, it might be hire your own coach, that's what you...
353: Alice Kemper Lists three Surefire Ways to Out-Think, Out-Sell and Out-Perform Your Competition
April 20, 2021 01:17 - 37 minutes - 34.4 MBRead the complete transcription on the Sales Game Changers Podcast website. ALICE'S TIP FOR EMERGING SALES LEADERS: "My #1 tip to salespeople is you are the master of your success, you cannot rely on your sales manager, you have to rely on yourself. What does that mean? It means read everything you can, listen to podcasts like this one, like your listeners are already doing. It might mean get an accountability partner, it might be hire your own coach, that's what you have to do in order to...
352: Reston Limo's Kristina Bouwieri and JK Moving's Vince Burruano Declare What Elite Sales Performers Are Doing Right Now
April 15, 2021 20:55 - 33 minutes - 31 MBRead the complete transcription on the Sales Game Changers Podcast website. KRISTINA'S TIP FOR EMERGING SALES LEADERS: "Subscribe to the Washington Business Journal or the one in your market. To me, this is my business bible. I read it every week and there's just so much information in here. You can write personal letters to people. When I say letters, I mean letters and not emails because emails these days are just stuck in spam blockers. Send personal letters, reach out to these people o...
What Elite Sales Performers Are Doing Right Now With Reston Limo's Kristina Bouwieri and JK Moving's Vince Burruano
April 15, 2021 20:55 - 33 minutes - 31 MBThis is episode 352. Read the complete transcription on the Sales Game Changers Podcast website. KRISTINA'S TIP FOR EMERGING SALES LEADERS: "Subscribe to the Washington Business Journal or the one in your market. To me, this is my business bible. I read it every week and there's just so much information in here. You can write personal letters to people. When I say letters, I mean letters and not emails because emails these days are just stuck in spam blockers. Send personal letters, reac...
351: Cvent, JK Moving Women in Sales Share the Choices that Made The Difference in Their Efforts
April 14, 2021 01:08 - 38 minutes - 35.3 MBRead the complete transcription on the Sales Game Changers Podcast website. RACHEL'S TIP FOR EMERGING SALES LEADERS: "10 things I want you to remember that you can do today that you can also be looking for in other people. I think it will help you remember that you can do so many more things than maybe you're giving yourself credit for and will set you apart from the competition. Being on time. Work ethic. Effort. Your body language. Your energy. Attitude. Passion. Being coa...
The Choices that Made The Difference in Their Efforts With Cvent, JK Moving Women in Sales
April 14, 2021 01:08 - 38 minutes - 35.3 MBThis is episode 351. Read the complete transcription on the Sales Game Changers Podcast website. RACHEL'S TIP FOR EMERGING SALES LEADERS: "10 things I want you to remember that you can do today that you can also be looking for in other people. I think it will help you remember that you can do so many more things than maybe you're giving yourself credit for and will set you apart from the competition. Being on time. Work ethic. Effort. Your body language. Your energy. Attitude....
Why Sales Leaders Must Be Financially Literate to Have Any Chance of Future Success with Harvard's Frank Cespedes
April 12, 2021 21:59 - 39 minutes - 36.5 MBThis is episode 350. Read the complete transcription on the Sales Game Changers Podcast website. FRANK'S TIP FOR EMERGING SALES LEADERS: "The requirements for financial literacy in sales are increasing dramatically. You better be up to speed with those finance issues because those are the questions you're increasingly getting. What you need is what I call managerial finance which is making sure you understand how balance sheets and income statements really work. I also think it is going ...
350: Harvard's Frank Cespedes Explains Why Sales Leaders Must Be Financially Literate to Have Any Chance of Future Success
April 12, 2021 21:59 - 39 minutes - 36.5 MBRead the complete transcription on the Sales Game Changers Podcast website. FRANK'S TIP FOR EMERGING SALES LEADERS: "The requirements for financial literacy in sales are increasing dramatically. You better be up to speed with those finance issues because those are the questions you're increasingly getting. What you need is what I call managerial finance which is making sure you understand how balance sheets and income statements really work. I also think it is going to be increasingly impo...
How He Became Microsoft's Top Social Seller and How You Can Become Your Company's with Carson Heady
April 08, 2021 23:59 - 36 minutes - 33.9 MBThis is episode 349. Read the complete transcript on the Sales Game Changers Podcast website. CARSON'S TIP FOR EMERGING SALES LEADERS: "I think the only real difference between how I approach social selling and others is that not only do I focus on quality, quantity and consistency, but it's a people and process game. Sales is relationships and probability. If I reach out to more people than anybody else and I do it with the right messaging, I have a higher probability of getting those m...
349: Carson Heady Shares How He Became Microsoft's Top Social Seller and How You Can Become Your Company's
April 08, 2021 23:59 - 36 minutes - 33.9 MBRead the complete transcript on the Sales Game Changers Podcast website. CARSON'S TIP FOR EMERGING SALES LEADERS: "I think the only real difference between how I approach social selling and others is that not only do I focus on quality, quantity and consistency, but it's a people and process game. Sales is relationships and probability. If I reach out to more people than anybody else and I do it with the right messaging, I have a higher probability of getting those meetings. And if I can't...
Oracle Public Sector Sales Leader Tamara Greenspan Gives Advice on How to Enroll the Perfect Mentor
April 07, 2021 01:00 - 40 minutes - 37.1 MBRead the complete transcription on the Sales Game Changers Podcast website. TAMARA'S TIP FOR EMERGING SALES LEADERS: "Don't be afraid to ask someone to mentor or sponsor you. Don't be afraid to put yourself out there, don't be afraid to let people know that you need help. A lot of times people are just afraid to ask so just be organized, document and think about what you need and then ask. Have a specific reason you are looking for them to help because you might be going to the wrong perso...
347: The Sales Whisperer Wes Schaeffer Explains Why Breaking Down Sales Activities into 15 Minute Chunks is Game Changing
April 05, 2021 21:57 - 36 minutes - 33.6 MBRead the complete transcript on the Sales Game Changers Podcast website. WES' TIP FOR EMERGING SALES LEADERS: "This is kind of hard, but if you do it, it'll make all the difference. I tell everybody to detach, detach from the outcome. Make sure you're taking the right steps, chunk your time down to 15-minute increments, make sure every 15 minutes you're doin g the right thing. I tell everyone, look at what you do two or three times a day or four or five times a week and have a process for...
Why Breaking Down Sales Activities into 15 Minute Chunks is Game Changing with The Sales Whisperer Wes Schaeffer
April 05, 2021 21:57 - 36 minutes - 33.6 MBThis is episode 347. Read the complete transcript on the Sales Game Changers Podcast website. WES' TIP FOR EMERGING SALES LEADERS: "This is kind of hard, but if you do it, it'll make all the difference. I tell everybody to detach, detach from the outcome. Make sure you're taking the right steps, chunk your time down to 15-minute increments, make sure every 15 minutes you're doin g the right thing. I tell everyone, look at what you do two or three times a day or four or five times a week...
Elite Sales Performers Are Doing This for Customers Right Now with NVIDIA's Rima Alameddine and Microsoft's Christine Zmuda
April 02, 2021 10:27 - 38 minutes - 35 MBThis is episode 346. Read the complete transcription on the Sales Game Changers Podcast website. RIMA'S TIP FOR EMERGING SALES LEADERS: "Always know that the most important thing is to serve your customers. If you have a plan, with that in mind, if everything you do from your research to your plan to your conversations, everything you do with your customers has the goal of helping your customers be successful, you will do well and your customers will be successful and your business will ...
346: NVIDIA's Rima Alameddine and Microsoft's Christine Zmuda Say Elite Sales Performers Are Doing This for Customers Right Now
April 02, 2021 10:27 - 38 minutes - 35 MBRead the complete transcription on the Sales Game Changers Podcast website. RIMA'S TIP FOR EMERGING SALES LEADERS: "Always know that the most important thing is to serve your customers. If you have a plan, with that in mind, if everything you do from your research to your plan to your conversations, everything you do with your customers has the goal of helping your customers be successful, you will do well and your customers will be successful and your business will be successful. The acti...
345: Women in Sales Leaders Denise Hayman and Jennifer Ives Share Success Strategies for Moving Forward
March 31, 2021 00:32 - 42 minutes - 39.2 MBRead the complete transcript on the Sales Game Changers Podcast website. DENISE’S TIP FOR EMERGING SALES LEADERS: “One of the traits that we’re honing in on from a sales perspective is really ensuring that people that join the team on the sale side understand resilience. That’s an overused word right now but it is the, “Can you deal with hardship and just keep going?” Persistence has largely led us through the year. We got through the year on our backs as a company with persistence and res...
Success Strategies for Moving Forward with Women in Sales Leaders Denise Hayman and Jennifer Ives
March 31, 2021 00:32 - 42 minutes - 39.2 MBThis is episode 345. Read the complete transcript on the Sales Game Changers Podcast website. DENISE’S TIP FOR EMERGING SALES LEADERS: “One of the traits that we’re honing in on from a sales perspective is really ensuring that people that join the team on the sale side understand resilience. That’s an overused word right now but it is the, “Can you deal with hardship and just keep going?” Persistence has largely led us through the year. We got through the year on our backs as a company w...
344: RingDNA's Howard Brown Says Sales Professionals Can Avoid the Empathy Crisis by Doing This
March 29, 2021 23:54 - 38 minutes - 35.1 MBRead today's transcript on the Sales Game Changers Podcast website. HOWARD'S TIP FOR EMERGING SALES LEADERS: "Are we in the midst of an empathy crisis in our “selfie-culture?” When I think about empathy, I think about helping people and helping people is so critical to the sales process because at the end of the day, our job as salespeople is really to help people make a buying decision. For me, the idea of empathy and sales, they're not two separate things, they're one thing. I love helpi...
Sales Professionals Can Avoid the Empathy Crisis by Doing This with RingDNA's Howard Brown
March 29, 2021 23:54 - 38 minutes - 35.1 MBThis is episode 344. Read today's transcript on the Sales Game Changers Podcast website. HOWARD'S TIP FOR EMERGING SALES LEADERS: "Are we in the midst of an empathy crisis in our “selfie-culture?” When I think about empathy, I think about helping people and helping people is so critical to the sales process because at the end of the day, our job as salespeople is really to help people make a buying decision. For me, the idea of empathy and sales, they're not two separate things, they're ...
Your Market Closed So What Are You Doing to Get Customers Now with Rein Teen Tours Partner Rich Applebaum and Author Bart Berkey
March 26, 2021 10:37 - 37 minutes - 34.3 MBThis is episode 343. Read the complete transcription on the Sales Game Changers Podcast website. BART'S TIP FOR EMERGING SALES LEADERS: "It's a sentence and it's a recommendation. The sentence is it's easy to be, but it's better to become. Becoming is going to take doing and my suggestion for any sales professional out there is do what most people don't do, follow up when they don't follow up, do a video when someone sends an email, make the extra effort. Identify the things that you kno...
343: Your Market Closed So What Are You Doing to Get Customers Now with Rein Teen Tours Partner Rich Applebaum and Author Bart Berkey
March 26, 2021 10:37 - 37 minutes - 34.3 MBRead the complete transcription on the Sales Game Changers Podcast website. BART'S TIP FOR EMERGING SALES LEADERS: "It's a sentence and it's a recommendation. The sentence is it's easy to be, but it's better to become. Becoming is going to take doing and my suggestion for any sales professional out there is do what most people don't do, follow up when they don't follow up, do a video when someone sends an email, make the extra effort. Identify the things that you know in your mind that you...
Building a Cache of 60-Second Sales Stories That Will Set You Apart with Author Sam Horn
March 24, 2021 01:20 - 42 minutes - 39.3 MBThis is episode 342. Read the complete transcription on the Sales Game Changers Podcast website. SAM'S TIP FOR EMERGING SALES LEADERS: "I cannot tell you how many people tell me, "I don't have any stories." We ALL have stories. Stories are simply the intriguing things that happen to us or around us. If something gets your eyebrows up, "I never thought of it that way", "That really moved me", "That's a fresh approach", write it down and then turn it into your little three-act play and dis...
342: Building a Cache of 60-Second Sales Stories That Will Set You Apart with Author Sam Horn
March 24, 2021 01:20 - 42 minutes - 39.3 MBRead the complete transcription on the Sales Game Changers Podcast website. SAM'S TIP FOR EMERGING SALES LEADERS: "I cannot tell you how many people tell me, "I don't have any stories." We ALL have stories. Stories are simply the intriguing things that happen to us or around us. If something gets your eyebrows up, "I never thought of it that way", "That really moved me", "That's a fresh approach", write it down and then turn it into your little three-act play and distill it into 60 seconds...
Sales Leaders to Step Up Their Subject Matter Expert Standing Right Now with Prospecting Expert Tibor Shanto
March 23, 2021 00:36 - 41 minutes - 38.4 MBThis is episode 341. Read the complete transcript on the Sales Game Changers Podcast website. TIBOR'S TIP FOR EMERGING SALES LEADERS: "One of the habits that people should change is how they think of themselves and how they present themselves to their customers. One of the most difficult things I face is convincing salespeople that they're not salespeople, they're subject matter experts. As a subject matter expert, you can actually lead the conversation in a meaningful way that actually ...
341: Prospecting Expert Tibor Shanto Urges Sales Leaders to Step Up Their Subject Matter Expert Standing Right Now
March 23, 2021 00:36 - 41 minutes - 38.4 MBRead the complete transcript on the Sales Game Changers Podcast website. TIBOR'S TIP FOR EMERGING SALES LEADERS: "One of the habits that people should change is how they think of themselves and how they present themselves to their customers. One of the most difficult things I face is convincing salespeople that they're not salespeople, they're subject matter experts. As a subject matter expert, you can actually lead the conversation in a meaningful way that actually helps that customer tak...
How Their Sales Team is Helping Hospitality and Association Customers Move to Hybrid Events With Cvent Sales Exec Kevin Carr
March 19, 2021 01:20 - 40 minutes - 37 MBThis is episode 340. Read the complete transcript on the Sales Game Changers Podcast website. KEVIN'S TIP FOR EMERGING SALES LEADERS: "Sales leaders - encourage your teams to get out, to get out of their house, to get out of their apartment, to get out of their bedrooms whether it's once a day or twice a day. The weather's better, go for a walk, go to Starbucks in the morning, get that routine going. Sales is really tough, it's a grind and if you’re sleeping and working in the same room ...