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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

31:31

Elite Sales Pros Must Do This for Success Right Now...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/11/19

This is episode 436. Read the complete transcription on the Sales Game Changers Podcast website. BARRY'S TIP: "I recommend using what I call a process play in email, where you communicate with the customer your understanding of the steps that they have to go through to get to issuing a contract or an order. You don’t want to do that after the first call, but after you’ve spoken to the customer, validating those steps often gives you insight into, wait, there’s an additional step or no, we can skip

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35:38

These Strategies Can Quickly Accelerate Your Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/11/17

This is episode 435. Read the complete transcription on the Sales Game Changers Podcast website. KRISTI'S TIP: "Learn how to tap into your inner voice or your intuition and taking time every week to be quiet and be still, and self-reflect. There's always a lot of things floating around in our head. Sometimes we're just on a go, go, go habit trail of motion. Being still, unplugging, being quiet, and really focusing on what you want to work through mentally, and having that quiet time is important."

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30:27

You'll Become a Better Sales Leader by Asking These...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/11/16

This is episode 434. Read the complete transcription on the Sales Game Changers Podcast website. BOB'S TIP: "Here are three radically authentic discovery questions to ask. (1) What do you think is the biggest priority or challenge your board is discussing? (2) Who is your customer and what’s the biggest challenge they need you to solve? (3) Out of your entire job description, what's the one thing your company is counting on you to get done?"

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31:55

Tips for Success as Your Sales Career Journey...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/11/12

This is episode 433. Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website JEFFREY'S TIP: "The journey continues. I think for new sellers, we were talking about people who’ve joined the Institute for Excellence in Sales, people think that they can do something and then be there, they can have arrived and be successful, be a senior salesperson or a sales leader. The journey always continues as things change, what has been made

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26:17

Increase Sales By Adopting a Service-Driven Mindset...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/11/10

This is episode 432. Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. KATHIE'S TIP: "Have a consistent morning routine. That’s where you’re connecting with yourself, body, mind and spirit before you let the outside world in. You’re putting yourself in the driver’s seat before the day takes off. You can walk in with clarity, you can walk in with confidence and then you’re able to respond versus react. Then you’re going to

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30:53

Blindspot Breakthroughs to Win More Sales with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/11/09

This is episode 431. Join the exclusive Institute for Excellence in Sales. Read the complete transcription on The Sales Game Changers Podcast website. MICHELLE'S TIP: "Choose an organization, an association that you can reach out to that is not similar to one that you have reached out to before. Whether it's a category of businesses that you've done business with or it's a group of people that you want to get more involved with, choose one and go online. It's not going to take you long. Choose one

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32:00

Women In Sales: Secret Superpowers Introverts...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/11/09

This is episode 430. Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. This episode is sponsored by Cox. Learn more about their For The Love of Sales Program here! Cox is a great place to start or continue your sales career. ALEASHA'S TIP: "Introverts are often failing at sales because they're trying to pretend they're an extrovert. They feel like they have to put on this weird suit or hat like we were talking about and act

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32:23

Number One Thing Customers Need from Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/11/05

This is episode 429. Join the Institute for Excellence in Sales. Read the complete transcription on the Sales Game Changers Podcast website. MATT'S TIP FOR EMERGING SALES LEADERS: "Be fearless. Don’t worry about failing, there’s beauty in learning and knowledge, and you will be better at what you do if you go through that. The biggest thing is be the number one resource and asset for your client. You’re there to help them, you’re an asset and a resource. Be their number one. When they need to call

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35:13

Strategies for Humanizing the Sales Process with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/11/03

This is episode 428. Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. Sales professionals struggle with converting leads to business, or at least getting them to move down the sales funnel. A lot of people get stuck somewhere in that sales funnel and a lot of people give up quickly because they feel like they’ve hit a wall. Take a step back, think about all the resources that you have at your disposal. Take a look at the

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41:17

Five Suggestions for Near Term Professional Selling...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/11/02

This is episode 427. Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. JONATHAN'S TIP FOR EMERGING SALES LEADERS: "All the economists that I speak to and everybody that I listen to that is a so-called financial expert are predicting a boom for the next two, three, four, maybe even five years. Beginning, they suggest, at the end of Q3 this year. If we’re going to take advantage of all of this, we’ve got to be prepared. First

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35:06

Strategies for Ultra High Sales Achievement with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/10/29

This is episode 426. Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. DAN'S TIP FOR EMERGING SALES LEADERS: "If you’ve got an iPhone, you’ve got Reminders. If you’ve got Google, you’ve got Google Tasks. Here’s my challenge. Go open up your tasks, create a reminder and in just one line, in a sentence, type in "what do you want?" When you set the date, make that reoccurring daily. Set a time that works for you, I like to

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35:14

Strategies for More Diversity, Equity, Inclusion with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/10/27

This is episode 425. Join the exclusive Institute for Excellence in Sales. Read the complete transcription on the Sales Game Changers Podcast website. RITA'S TIP: "Being able to share what you're actually doing to promote women within your company is an important step. That's one thing that I would recommend for companies that are trying to be more open about that. One thing that I've promoted even in our own company is diversity. There's a lot of women in leadership that are white, expanding that

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32:35

Having a Coach Can Be a Sales Game Changer for These...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/10/26

This is episode 424. Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. MICHAEL'S TIP FOR EMERGING SALES LEADERS: "We talked about the benefits of coaching, that it’s an opportunity, it’s a game-changer for many of us. If you can, I would suggest get a coach. Go to your organization, potentially, and find out if there are options to be coached and they’re receptive. It could even be a game-changer for the organization

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32:07

Building a World-Class Sales Coaching Culture with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/10/22

This is episode 423. Join the Institute for Excellence in Sales here. Read the complete transcription on the Sales Game Changers Podcast website. IAN’S TIP FOR EMERGING SALES LEADERS: “The framework I use to call is all based on RGAs, Revenue Generating Activities. Is what I’m doing an RGA or not? And there’s two types of RGAs, one is advancement of pipeline – everything you need to do to move your deals forward in a sales cycle – and the second bucket is creation of pipeline – everything you need

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31:57

Encourages Women in Sales To Do This for Greater...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/10/20

This is episode 422. Join the exclusive Institute for Excellence in Sales. Read the complete transcription on the Sales Game Changers Podcast website. JENNIFER'S TIP FOR EMERGING SALES LEADERS: "Listen and learn to trust your inner voice. There’s plenty of times where someone else speaks up and I wish I’d had the thought or I’d had maybe even a better thought and I just didn’t do it. Listen and learn how you trust yourself, listen to that voice. Give that a shot. Sometimes we’ll stumble, but the

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30:20

Four Tips on Sales Success with You Were Born to Fly...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/10/19

This is episode 421. Join the exclusive Institute for Excellence in Sales here. Read the complete transcription on the Sales Game Changers Podcast website here. DANIEL'S TIP FOR EMERGING SALES LEADERS: "Perfection kills your dreams. Perfection kills your presentation. It doesn't have to be perfect, ladies and gentlemen. Act in spite of the perfection, act. Many times, I've acted and you figure out the details later. The moment you think that it's perfect, it's going to be too late. By that time,

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30:45

Powerful Strategies for Public Sector Sales with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/10/15

This is episode 420. Join the Institute for Excellence in Sales here. Read the complete transcript on the Sales Game Changers Podcast website. WILL'S TIP FOR EMERGING SALES LEADERS: it’s a perfect time to reassess your sphere of influence in your job, what you’re doing, who you’re influencing, who you’re interacting with. Looking at that and seeing where you can do better things, do better work, interact with more people. In our space, we’re lucky to be supporting who we’re supporting and I think

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31:19

Three Key Mindsets of High-Performing Women in Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/10/13

This is episode 419. Join the Institute for Excellence in Sales here. Read the complete transcription on the Sales Game Changers Podcast website. GINA'S TIP FOR EMERGING SALES LEADERS: "My tip is an introspective one. I want you to really stop and think about what you do on a daily basis, and how many times you don't speak up, or you second guess yourself, or you don't ask for that new challenge. I don't think it's always fear. I think it's sometimes we're just not convinced that we have the time,

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31:14

Fixing Your Broken Lead Generation with Joanne Black

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/10/11

This is episode 418. Join the Institute for Excellence in Sales here. Read the complete transcript on the Sales Game Changers Podcast website. JOANNE'S TIP FOR EMERGING SALES LEADERS: "On LinkedIn, always send a personal invitation and I’d love to get one from you saying that you heard this podcast with Fred, that would be fabulous. I always send a personal response as well, that’s how you start a conversation. What I’d like you to do now is one thing I talk to a lot of clients about. Stop, start,

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26:41

Headline Return to In-Person Sales Programs in DC in...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/10/08

This is episode 417. Read the complete transcription on the Sales Game Changers Podcast website. BRYNNE'S TIP FOR EMERGING SALES LEADERS: "Whether it's in person or on social, the bottom line is prospects are human beings and we need to connect human to human. I have templated messages that I tailor. I have a process, but at every single step I'm paying attention to how is this landing with this person? Is this appropriate? I tailor everything I do. I don't have copy-and-paste messages exactly. I

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