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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

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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35:32

Your 2022 Goals Can Achieved By Doing This With Mike...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/01/10

This is episode 454. Read the complete transcript on the Sales Game Changers Podcast website. Mike is an IES Premier Sales Leaders. Learn more here. Find Mike on LinkedIn. MIKE'S' TIP: "Figure out what your goals are. The goals aren’t just, “Make my number.” Sometimes the goal is, “I need to be strategically relevant to XYZ customer,” “I need to find my own sales process, build my own sales engine.” Figure out what your top 2-3 goals are and no more than that. Then work backwards from there. Think,

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33:45

Opportunities for Women in Sales in Government IT...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/01/05

This is episode 453. Read the complete transcription on the Sales Game Changers Podcast website. TIFFANY’S TIP: “Seek mentors. I always encourage people because mentors are a powerful thing to have. They can help you with career advice. They can help you through professional transitions. They can help you get some insider advice into promotions that you want or that are available. I think mentors are such a powerful thing. You could have one or two or build an army of mentors. Maybe it is someone

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36:35

Five Ways to Be More Proactive in 2022 With Liz Heiman

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/01/04

This is episode 452. Read the complete transcription on the Sales Game Changers Podcast website. Liz's TIP: "Prioritize, figure out who your ideal customer is, figure out what are the most important things you need to do. Take all of those other things that don't matter and put them on the back burner, but do the things that matter. Prioritize the customers that are going to grow, prioritize the ideal customer that's got the shortest sales cycle and the most likelihood of buying and prioritize out

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39:58

Tips for Consultative Selling Success in Disruptive...

Sales Game Changers | Tips from Successful Sales Leaders ·

2022/01/03

This is episode 451. Read the complete transcription on the Sales Game Changers Podcast website. Jack's TIP: "I'm a huge believer in mindset. Consultative Selling starts with mindset but mindset is useless unless you do the things and you have the skills to be able to implement that mindset. So A) adopt a mindset but then B) it's all about practice, practice, practice."

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31:44

6 Tips for More Impactful Sales Storytelling to Take...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/12/29

This is episode 450. Read the complete transcription on the Sales Game Changers Podcast website. Paul's TIP: "Treat storytelling like any other leadership skill that you want to have, leadership and sales skills. Study it. It's not the kind of thing that well, if I'm not born with it I'll just never have it. It's not. You can learn it. Read a book, watch some YouTube videos, take a class. It is something you can learn, and you should. Treat it that way."

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41:16

Driving Sales Growth into 2022 With Nonstop Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/12/28

This is episode 449. Read the complete transcription on the Sales Game Changers Podcast website. Colleen's TIP: "Carve out some time between now and December 31 to really take a good, hard look at what happened this year, analyze the numbers and plan to make some changes. One of the first things I would do is look at what's working even if I don't necessarily like it and then commit to doing more of that in January, including maybe getting a mentor or finding someone in the organization who's been

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38:31

Sales Professionals Can Build a Huge Fanbase By Doing...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/12/27

This is episode 448. Read the complete transcript on the Sales Game Changers Podcast website. David’s TIP: “I’m a huge believer in a concept that I originally learned from the Grateful Dead and that concept can absolutely be applied to sales and many salespeople do, however, a lot don’t. That’s the idea of giving gifts without any expectation of anything in return. The Grateful Dead allowed concertgoers record their concerts for free as long as they didn’t sell them. What does this mean for

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43:01

Universal Performance Principles of Sales Team...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/12/21

This is episode 447. Read the complete transcription on the Sales Game Changers Podcast website. Chris' TIP: "One of the things that we've run up against is people always say, "I don't have time, I need to learn time management." No you don't, there's no such thing. You need to learn commitment management. In today's world, we observed people are "over-involved" and under-committed. We've got a gazillion little things going on but they're not necessarily committed to many of them so let's take a

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30:21

Very Specific Actions for Sales Success With Premier...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/12/17

This is episode 446. Read the complete transcript on the Sales Game Changers Podcast website. RUSS' TIP: "I think we always forget to do this. Ask for a referral in every sales call. If you get a no on the phone, ask if they know somebody you should talk to. If you’re in a sales meeting, ask who else they know in that industry or that market. Ask for referrals, it goes a long way to building your pipeline." PETE'S TIP: "Get out of your own way. 2018 is over, there’s a new normal, get on with it

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33:24

Women in Sales Must Have this Mindset for Career...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/12/15

This is episode 445. Read the complete transcript on the Sales Game Changers Podcast website. Attend the next Institute for Excellence in Sales Women in Sales Leadership Forum starting January 14, 2022. Register here. KATIE'S TIP: "I use the same phrase when people ask me, "I want to be a Blue Angel someday. How do I get there?" I say, "Calm seas don't make a skilled sailor." What I mean by that is it's not the easy times in your life, it's not the calm seas that shape you as a person. It is those

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34:17

Why Moving from Getting to Go Giving Will Make You a...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/12/14

This is episode 444. Read the complete transcript on the Sales Game Changers Podcast website. Bob's TIP: "Shifting your focus from getting to giving and when we say giving in this context, we simply mean constantly and consistently providing immense value to others understanding that doing so is not only a more pleasant way of conducting business, it's actually the most financially profitable way as well. When you're that person who is able to take your focus off of yourself and place it onto that

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34:51

Why These Actions Will Help You Grow as a Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/12/10

This is episode 443. Read the complete transcript on the Sales Game Changers Podcast website. KIM's TIP: "It’s okay to fail and fail fast but learn from it. Improve from it, iterate on it, iterate your process, iterate your style. We’re all very stylistic in what we do as sales professionals and sales leaders. Last year was a year of resilience, this year is also going to be a year of resilience and that’s a key theme in my team, and we see in the market. Grow your clients and yourself through

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29:18

Three Keys to Ethically Influencing Customers With...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/12/07

This is episode 442. Read the complete transcription on the Sales Game Changers Podcast website. Brian’s TIP: “When we talk about ethically influencing people, there are three keys that have to be present. First is truthfulness. Now, it’s not enough to tell the truth, we never hide the truth either, because if we know something will materially impact someone’s decision and we withhold it, we’re not being ethical. They will not look at us as an ethical influencer if they find that information out

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33:09

These are Critical for Sales Success With Clint...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/12/03

This is episode 441. Read the complete transcription on the Sales Game Changers Podcast website. JENNIFER'S TIP: "Move forward. You have to keep moving forward. Have that courage to try something new, pivot, change. Just move forward. As long as you keep moving forward, you’re going to be okay." CLINT'S TIP: "You succeed only – and I underscore only – when your customers succeed. Pick a customer, sit down with a blank piece of paper and see if you can articulate your customer’s top three business

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34:06

Women in Sales Can Achieve More Success By Looking at...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/12/01

This is episode 440. Read the complete transcript on the Sales Game Changers Podcast website. CHRISTA'S TIP: "I always say this, "I can't help a leader who doesn't care about people." You have to generally have a desire that you want to do good, even if maybe you're maybe not achieving that level of good that you want to be doing. Not being in integrity, that is a huge cost. Being honest with yourself like I mentioned with myself, where I wasn't being in integrity. I was saying, "These things are

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30:55

Turning Knowledge into Action to Grow Sales With...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/11/30

This is episode 439. Read the complete transcription on the Sales Game Changers Podcast website. Tim's TIP: "Turn knowledge into action. As an organization, you know what you’re doing isn’t working right now. You know that you’ve got to get on social and you’ve got to do something about it. Sometimes, that’s going to need to you be courageous and stand up, and actually, sometimes disagree with people because there are going to be some people that are going to want to do it like we did it 30 years

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30:45

Four Steps to Strategically Landing Your Next Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/11/23

This is episode 438. Read the complete transcription on The Sales Game Changers Podcast website. This show was sponsored by Cox. Learn more at For the Love of Sales. CATS TIP: "Everything that we're talking about has everything to do with marketing and sales. How are you positioning yourself and how are you "convincing" someone that it's time for you to be promoted? The first thing is all about authority. How are you branding yourself? Are you identifying the job that you want? Are you

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43:48

If You're Not a LinkedIn Expert, Listen to this...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/11/22

This is episode 437. Read the complete transcription here. BRYNNE'S TIP: "Resonate, curiosity, teach your customers something new. Get them thinking differently about their state and lead them to your solution."

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