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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

31:06

Elite Sales Strategies from Red Hat’s Government and...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/02/18

This is episode 474. Read the complete transcription on the Sales Game Changers Podcast website. NANCY’S TIP: “Ask for what you need. Be clear on what you need and ask. I’m a firm believer that I need to ask for what I need in all aspects of my life. We were talking about personal relationship, professional, ask for what you need.

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33:47

How to Give Yourself Permission to Ask for What You...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/02/16

This is episode 473. Read the complete transcript on the Sales Game Changers Podcast website. DR. CINDY'S TIP: "Truly ask for what you want today. Whether it's French fries instead of a salad, that you want somebody else to pick up your kids from school versus you do it, ask for what you want. Just try it in those little areas where there's not such a huge impact where it feels like, "Oh my gosh. If I ask for this promotion and I don't get it, the world will fall," but allow yourself to start asking

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31:42

A Fresh Perspective on Using Curiosity for Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/02/15

Tips for Sales Career Success. Episode 472. Read the complete transcription on the Sales Game Changers Podcast website. ALISON’S TIP: “I invite you to get real in terms of what aren’t you doing. What are you missing? In what ways have you not tried to engage with your customer? Are you just going to what’s familiar? The opportunity is, what is one new way you could engage with your customer that you haven’t? That deep down intuitively you know is something that you should be trying, and maybe

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31:58

What Hiring Managers Must Seek in Sales Candidates...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/02/14

Tips for Sales Career Success Read the complete transcription on the Sales Game Changers Podcast website. KEN'S TIP: "Don't forget to keep really good track of your track record because most people are moving on to the next thing, and I query them because I do very detailed interviews about the details of their track record, their deals, their customers, and they don't have it all together. Then the other thing just to make you stand out is positive energy. Put it out there and what goes around,

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28:22

Why Value Selling is Imperative with Supporting...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/02/11

Episode 470 of the Sales Game Changers Podcast. Read the complete transcription on the Sales Game Changers Podcast website. LYNN’S TIP: “Take the time to plan for prospect conversations. I think it all boils down to that. The more you do that, I think you’re going to see your close rate and win ratio improve.”

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29:15

1,000 Women in Sales Students Were Empowered when...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/02/09

This is episode number 469. Read the complete transcript on the Sales Game Changers Podcast website. JANE'S TIP: "Resilience is a teachable skill. You may not have learned it, but you can learn it now. Even if it's as simple as failure is an event, not a person. Every time you make a mistake, you remind yourself, failure is an event. It is one thing; you are still a good person. Get over it, move on."

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31:44

Why a Noble Purpose is Essential for Sales Career...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/02/08

This is episode 468. Read the complete transcript on the Sales Game Changers Podcast website. LISA’S TIP: “Noble purpose is both a strategic intent and a methodology. It’s based on the research that says salespeople who focus on improving life for customers outperform salespeople focused on targets and quotas. That’s really easy to see why. If you had a choice of two salespeople coming to call on you and one sitting in your waiting room, or your virtual waiting room, thinking, “I got to close this

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36:19

How to Be Successful Selling Without Selling Out With...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/02/04

This is episode 467. Read the complete transcript on the Sales Game Changers Podcast website. ANDY’S TIP: “Keep reading. As a podcaster you might think I’d say listen to podcasts. I think it’s great. Please listen to this podcast, listen to my podcast but I still think reading is the most effective way to learn because you’re exposed in a medium where people have to lay out a comprehensive cohesive argument. I think if you want to be influenced to learn new things and adopt new perspectives, that’s

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44:55

How Salespeople Must Respond Now to Fast Changing...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/02/02

This is episode 466. Read the complete transcription on the Sales Game Changers Podcast website. JOHN'S TIP: "We're not going back to normal, so we really have to think about the future. Many, many companies have been innovating during this recession that we've been in and are starting to come out of. Our company now has eight new offerings that we did not have pre-recession. They are either totally new or totally upgraded from an old offering. We're not going back. Think about coming out, when we

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30:04

Accepting Doubt as a Catalyst for Change and...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/02/01

This 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 millions of them

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44:57

Creative Strategy is Critical for Sales Success Right...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/01/31

This 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 beings

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30:03

Become a BUD: Better, Unique, & Desirable With Thomas...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/01/28

This 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 so many ways

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30:01

Post-Sale Negotiation Strategies With Sales and...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/01/26

This 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.”

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32:00

How to Be More Authentic in Your Sales Efforts and...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/01/25

This 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."

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30:44

Building B2B Sales Credibility and Success With The...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/01/21

This 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 your

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44:23

How Emotional Intelligence Complements Hard Selling...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/01/19

This 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 sounds great but

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31:28

Elite Sales Teams Do This Especially Well With...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/01/18

This 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 accountability

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30:44

You Must Do This to Start the Year Strongly With...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/01/14

This 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 and

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32:35

Doing This Will Raise Your Customer Connections With...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/01/12

This 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 less than

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31:28

Steph Curry Habit Can Improve Your Sales Skills...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/01/11

This 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 some legs for

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