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PODCAST

Sales Game Changers | Tips from Successful Sales Leaders

Institute for Effective Professional Selling 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

business marketing

All Episodes

29:17

Major Factors in Selling to the Federal Government...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/06/28

This is episode 524. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. SOHALE'S TIP: "Stop what you're doing and take a deep breath. Slow down a little bit. Sharpen the axe. What was that old quote? "If you give me six hours to chop a tree down, I'd spend the first four hours sharpening the axe." That's it, go sharpen your axe."

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33:23

Best Questions for Disruptive Sales Discovery with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/06/27

This is episode 523. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. GEOFF’S TIP: “Ask better questions to help you understand things better. Here’s a paradox. If you want to take your sales career to the next level, stop selling. What I mean by that is you can actually sell more by not trying to sell something. Instead, view your role as helping people, helping customers understand their unique needs. Stop trying to sell and help people

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33:35

High-Energy and Positive Flow Virtual Selling with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/06/23

This is episode 522. Tips for sales career success. Read the transcription on the Sales Game Changers Podcast website. STEVE'S TIP: "What is the experience from the minute somebody sees you, whether it's on social media, whether it's on LinkedIn, what is the experience that somebody is going to get when they have their first contact with you to the minute they actually invest and then after that? There was a great study from one of the Chicago universities that actually said, "People don't buy what

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30:52

Negotiating Win-Win Sales Deals with David B. Morse

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/06/22

This is episode 521. Read the complete transcript on the Sales Game Changers Podcast website. Tips for sales career success. DAVID’S TIP: “The goal is always the win-win. If you just look around yourself in today’s world, the things that are of the most value have been done by collaborative or cooperation means. It’s just simply the way it is. You can create more in a win-win. If it comes down to a power or win-lose, there’s only so much that can be gained. Losers usually find a way to get back at

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31:44

Stop Telling Prospects You'd Love to Meet with Them...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/06/15

This is episode 520. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. LIZ'S TIP: "It will take some time to shift what's coming out of your mouth. The more you start to do this in little subtle ways, before you know it, you drop that “I would love” language, and you start sounding completely different. The best part is you could actually watch people feel a compliment or feel something you're saying, because it's collaborative. You're not

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32:00

How Shifting Your Underlying Belief System Will Lead...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/06/14

This is episode 519. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. IAN'S TIP: "If I were to guide somebody on something they do that is potentially game-changing, what I always say to people is, go model somebody who does something that you don't do or can't do or don't believe you can do."

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29:00

Critical Issues for Pharma Sales Professionals with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/06/13

This is show 518. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. TODD'S TIP: "Think to yourself, "What is the greatest increment of value that I can be doing for my business right now?" Stop what you're doing and go do that. That's how you're going to be successful."

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29:26

How Hypnotherapy Can Help You Get Past Your Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/06/08

This is episode 517. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. JIM'S TIP: "Really get clear on where you want to go to the next level. You've heard it said probably, write down your goal and then picture it. Well, the keys to making that work is repetition and emotional impact. Put yourself into it, picture it. A lot of sports players will mentally rehearse to become better. Do that yourself and do that in where you want to go next

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30:44

Using Intercultural Creativity and Innovation to Gain...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/06/07

This is episode 516. Tips for sales career advancement. Read the complete transcription on the Sales Game Changers Podcast website. GENEIN'S TIP: "Find the miracles in the mundane. Right now, look at what’s in front of you and pick up something that you’ve been exposed to for a long time. Look for one new thing you’ve never noticed before. With that, you can look at your services. Try to find one thing you’ve never noticed about your service before. First you do it with an object in front of you to

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41:01

Powerful Sales Networking Strategies for Success with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/06/06

This is episode 515. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. JAKES TIP: "Identify your #1 networking objective in your life or in your business. Attach it to something that you already to every single day and see how easily you can start to add that as a normal habit, as part of your day-to-day routine. It's so fascinating how we each structure our day and the results that come from doing this one little action."

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29:42

Nutrition Secrets for Optimal Sales Performance with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/05/28

This is episode 514. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. May is #LymeDiseaseAwarenessMonth. J.P.'S TIP: "Go back to elimination. Eliminate pork, gluten, and genetically modified (GMO). Try to eat as organic as you possibly can. Eliminate artificial sweeteners, the artificial sweeteners are going to be in almost everything, but they’re neurotoxic and they stay in the body, your body actually cannot get them out, so you have to do

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30:07

Increase Your Sales Performance by Selling with a...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/05/25

This is episode 513. Tips for sales career success. Read the complete transcript on the Sales Game Changers Podcast website. JIM'S TIP: "Monitor every diagnosis call you do in the next two weeks to look at how quickly you have transitioned from questions that are about them, to questions that are really leading to your product. Try to lengthen the amount of time that you're talking about them and their issues. Most salespeople don't do anywhere near enough of that diagnosis step, even though they

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29:07

Uncopyable Sales Secrets to Outsell Your Competition...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/05/24

This is episode 512. Read the complete transcript on the Sales Game Changers Podcast website. Tips for sales career success. This episode was sponsored by Cox Media. KAY'S TIP: "Call one customer and ask them why they buy from you. I think we all think that we know the answer to that, but I have found by doing that, you get surprising information that will help you sell more customers, serve more customers, and get happier customers. Because a customer that's buying from you is your target, they've

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31:00

Strategies for Accelerated Sales Success with Rising...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/05/23

This is episode 511. Tips for Sales Career Success. Read the complete transcription on the Sales Game Changers Podcast website.' CONNOR'S TIP: "Be authentic and be someone who people want to be around. You're going to have that supporting cast as I mentioned earlier and as Matt was talking about. Be someone who people want to go in and look forward to getting in and rolling up the sleeves every day. That's the best advice I can give anybody either starting out or trying to make that next step on how

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30:31

Selling Different with IES Sales Speaker of the Year...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/05/18

This is show 510. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. LEE'S TIP: "Look at every touchpoint in the buyer-seller relationship and identify ways to outsmart, outmaneuver and outsell the competition. That’s what this new book helps you do."

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26:34

Empathetic Leadership Advice from 2022 IES Women in...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/05/17

This is episode 509. Tips for sales career success. This episode is sponsored by Cox Media. Read the complete transcription on the Sales Game Changers Podcast website. JENNIFER’S TIP: “Well, if it’s not preparation, I would say the common theme is put your customers first, stay engaged, be empathetic, and see things from their perspective and deliver results for them. Empathy leadership to me means the ability to put yourself in someone else’s shoes and understand what it feels like to be them at

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30:36

Sales Success Tips Lisa Peskin Wish She Knew 35 Years...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/05/10

This is episode 508. Tips for Sales Career Success. Read the complete transcription on the Sales Game Changers Podcast website. LISA’S TIP: “You can’t focus on too many things. I’m going to challenge everybody to figure out what I call their triage areas. What three areas that if improved upon will have the biggest impact on your performance? On my website, under Resources, you’re going to see BDUtensils, and there’s something called Triage Visual that you can go to and take look at. If you don’t

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31:01

Meet IES 2022 Rising Sales Star Lauryn Scott from Cvent

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/05/09

This is episode 507. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. LAURYN'S TIP: "Change your mindset to have a winning mindset and find a mentor as soon as you can."

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31:05

Opportunities for Women in Hospitality Sales with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/05/05

This is episode 506. Tips for sales career growth and success. This show was sponsored by Cox Business. Read the complete transcription on the Sales Game Changers Podcast website. GERILYN'S TIP: "Think about where you want to be, how you're going to get there, and who you need to know to get there. Think hard about expanding your network. There's a lot of women on my team, I have regular chats now and again with everybody. I always say to people we hang up, you know, "Hey, put a coffee chat on my

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30:46

Using Productive Conflict to Get Your Team and...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/05/04

This is episode 505. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. LIANE'S TIP: "Pick one spot where you're in conflict debt. Maybe it's one specific person on the customer's team. Maybe it's somebody in your family, whoever. I want you to pick one conflict debt and I want you to go and create a space for a conversation. I want you to focus exclusively on, how do I get their truth to come out of my mouth to the point where their response

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