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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

30:10

Maintaining Sales Momentum with Bob Proctor Protege...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/08/02

This is episode 534. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. DAVE’S TIP: “Do this for seven days, I’m going to ask 10 minutes of your day for the next seven days. In the morning, when you wake, at the top of the piece of paper write on the top, what do I want to see happen in my life?\You put a timer on for 10 minutes, and whatever comes out, just write it down on the piece of paper. You do this every day for seven days. After seven

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33:33

Everything You Need to Know about High Trust Selling...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/07/27

This is episode 533. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. TODD'S TIP: "Turn down the promotion, turn up the emotion. At some level, every product and service that is represented by this podcast's audience has a chance for a deeper emotional connection with a client. What ends up happening is there's so much promotion, there's so much auto marketing, there's so much stuff we send out that just ends up being noise. I've always been

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30:42

Removing Sales Objections with Skills Learned from...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/07/25

This is episode 532. Read the complete transcript on the Sales Game Changers Podcast website. Tips for sales career success. MARC’S TIP: “If we want to be better with resistance and objections, focus on the other person first, and do that by trying to understand what are the pressures, what are the challenges that they’re facing right now, step into that compassion. With that, the walls will go down. You will build trust and you will step from salesperson into trusted advisor, and then be able to

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28:12

How a C-Suite Mindset Will Grow Your Sales Career...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/07/21

This is show 531. Read the complex transcription on the Sales Game Changers Podcast website. Tips for sales career success. NIGEL'S TIP: "Schedule a meeting with the CEO and say, “I want to know from you what the ideal exit would be for this business. What's the timeline? Is it three years? Is it five years? You've got a number in mind, how much do you want to sell this for? Who might buy it?” Get an understanding, because it goes back to the first principle of plan, beginning with the end in mind

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29:10

Leading a Compassionate, Cohesive, and Collaborative...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/07/20

This is episode 530. Tips for growing your sales career. Read the complete transcription on the Sales Game Changers Podcast website. MALI'S TIP: "A C3 culture is a culture where we have compassionate leaders being developed at every level of the organization. We are designing cohesive, high-performing teams and we're fostering collaboration at every level. That's your three Cs, compassion, cohesion, and collaboration."

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30:11

Getting Customers to Echo Back Your Sales Messages...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/07/12

This is episode 529. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. STEVEN'S TIP: "Echo selling is rather than hope that the customer can echo the salesperson’s words to their circle of influencers that need to hear it, rather than hope that that happens successfully, let's make that the campaign. Let's help the customer echo the salesperson’s message and let's go one step further. Let's go to the people who are going to be the

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33:29

Pay Attention to Your Mood and Watch Your Sales Grow...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/07/11

This is episode 528. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. STEVEN'S TIP: "Mood matters. Have mood discipline so we can do it on demand rather than by accident. Because let's face it, for the most of us, our mood is somewhat by accident. Something good happens, we get triggered in a good place, something bad happens, we go down in a down mood. We're kind of a little bit all over the place. As a sales leader, we have to pay attention

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30:26

What Sales Professionals Can Learn from Jack Daly's...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/07/07

This is episode 527. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. JACK'S TIP: "Look at sales in a very different way than you do today. This is the way the very best salespeople operate. Help your prospects and customers in the best way that you can, even if it means it's not you who's getting the work. That's the mark of a person that's in the upper 5% of performers. 30% of all of the leads that come in to me to do things for possible

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32:01

The Right Music Playlist Will Make You a Better Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/07/06

This is episode 526. Read the complete transcription on the Sales Game Changers Podcast website. Tips for sales career success. PAULA'S TIP: "Create yourself a leadership playlist. You probably have one for the gym. You have one for a walk. You have one for a romantic night. You have the playlist for different seasons in your life. Create a leadership playlist, one that gets you pumped up to go to work, and one for your drive home, where you can actually get yourself prepared to go and enjoy, spend

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29:48

Collaborating with Customers for Sales Abundance with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/06/29

This is episode 525. Tips for sales career success. Read the complete transcript on the Sales Game Changers Podcast website. PATRICK’S TIP: “If we are going to interact with others in a way that we can be effective, then we need to know how what they’re doing and saying makes sense to them, instead of judging that, “That doesn’t make any sense. Why are they doing that? What a waste.” We need to shift from judgment to curiosity, and that really becomes the foundation of collaboration. In the same way

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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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