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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

29:42

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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29:18

How Companies Can Embrace DEI&B to Open Opportunities...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/05/03

This is episode 504. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. HANG'S TIP: "Give that inner imposter a hug, appreciate them. They are bold. They are brave. They are courageous. But take accountability, because whining will only get you down to the next glass of wine. For allies, we need to do more than care. Take on a sponsor, take on two sponsors, encourage your people to become sponsors. Lastly, this is not about privilege shaming or

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31:28

Strategies from the Buddha for Sales Excellence and...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/04/27

This is episode 503. Read the complete transcription on the Sales Game Changers Podcast website. Tips for sales career success. MICHAEL’S TIP: “If the Buddha did give sales presentations, they’d be focused on providing value for people for enriching their lives, for making the world a better place. It’s the first and most profound secret of not just real sales success but a fulfilling and happy life, is to find something to sell that you love, that you believe in, that you genuinely feel will enrich

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33:25

The Mindset That Will Raise Your Sales Success with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/04/25

This is episode 502. Tips for sales career success. Read the complete transcription on The Sales Game Changers Podcast website. MASON'S TIP: "Chutzpah is very complicated. It's one of those things that you may have trouble defining it, but when you see it, you know it. Unfortunately, with what's going on right now between Ukraine and Russia, an example of very constructive chutzpah from a leadership perspective. President Zelenskyy, who is offered the opportunity to leave the country, urged to leave

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32:12

Success Strategies for Sales Enablement Professionals...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/04/21

This is episode 501. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. This episode is sponsored by Cox Business. BRIAN'S TIP: "If you do this, you will elevate your career because you’re going to have to figure out how to navigate and get the answer. Identify the top 20 accounts in your company by name, and figure out who are the top 20 accounts by revenue, and what they’re actually buying from your company. You think that would be a simple

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28:09

Sales and Life Lessons Learned from 500 Sales Leader...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/04/20

This is episode 500. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. FRED’S TIP: “When you’re doing a podcast, think about your audience, your guest, and then you. That’s the order of priority. And do a good show.”

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26:46

What Does Equity and Inclusion look like Post Exodus...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/04/14

This is episode 499. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. GINA’S TIP: “If you’re a woman in sales, figure out what you want to happen, what you need to happen to be successful in what’s going to be this new hybrid version of our existence for a while. Figure out what it is you need and what you want, and how you’re going to make it happen. Reach out to me if you want a mentor, because I’m happy to do that. If you’re employer, or a

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31:44

Become a More Vulnerable Sales Leader Thru Smart...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/04/13

This is episode 498. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. MIKE’S TIP: “Find a connective listening course because we all can be better listeners and listening is really hard work. It seems like most extroverts are good storytellers but most introverts are better story listeners. If you look at the very best leaders, they’re both storytellers and story listeners. But in the sales profession, a lot more of us are better at

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29:59

Developing and Mastering Your Leadership Skills with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/04/12

This is episode 497. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. KATHERINE'S TIP: "Pay yourself first, invest in yourself first. Whether it's through taking advantage of professional training and forums, like the Women in Sales Leadership Forum, whether it is making your world smaller by networking on LinkedIn to increase your village. That's the micro step that everyone could take today is think, "Who have I wanted to connect with on

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30:29

Optimal Pre-Call Planning with Level Five Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/04/10

This is episode 496. Tips for Sales Career Success Read the complete transcript on the Sales Game Changers Podcast website. JOHN’S TIP: “Be a zealot about pre-call planning. Read 10-K’s, look at their Twitter, go look at their Facebook, go find out as much as you can about that person and their business as you possibly can. If you look at the risk factors in most 10-K’s, if you’re calling on public companies, you’ll know what’s on the mind of that person and you don’t have to ask the ‘what keeps you

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29:31

Preventing AI From Taking Over Your Enterprise Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/04/08

This is episode 494. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. TOM'S TIP: "Look at everything you produce, whether it’s a PowerPoint, a website, an email, or a lecture, and honestly ask yourself, how different is this from what your prospect is getting from the competition? Is it dramatically different? Look at it. If it’s not, change it. Be dramatically different, change it, do something different. Otherwise, you’re just going to be

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