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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

39:30

Insights on Driving Corporate Impact with Emerging...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/06/23

This is episode 376. Read the complete transcription on the Sales Game Changers Podcast website. NICOLE’S TIP FOR EMERGING SALES LEADERS: “The most impactful thing that any of us can do is really understand ourselves, and be able to articulate that really clearly to others. Spend some time getting really deep around what it is that both you’re really good at, and energizes you. I would highly recommend looking into Marcus Buckingham’s Strengths-based Leadership. He has a lot of guidance around how

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30:41

Turning Uncertainty into Competitive Sales Advantage...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/06/22

This is episode 375. Read the complete transcription on the Sales Game Changers Podcast website. MERIDITH’S TIP FOR EMERGING SALES LEADERS: “Really do the work day in and day out to start to view uncertainty as opportunity. Start to think of yourself as somebody who runs to the sound of the gunfire and takes action. If you do that, everything else is going to fall in place. Really focus and believe your job is to help others move through that uncertainty. If you help others move through that

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26:27

Imperative Sales Success Strategies with Cvent...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/06/18

This is episode 374. Read the complete transcription on the Sales Game Changers Podcast website. DG'S TIP FOR EMERGING SALES LEADERS: "Evolve. We all have to evolve, the world is evolving, it’s changing on a regular basis. How can you refresh what you’re doing? If you want to avoid burnout and you want to avoid getting into that paralysis state, constantly change your game. If you do that, you’re going to like your job a lot more, you’re going to like your interactions with customers a lot more and

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37:23

Easy Things Sales Professionals Can Do to Create...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/06/16

This is episode 373. Read the complete transcription on the Sales Game Changers Podcast website. LORI’S TIP FOR EMERGING SALES LEADERS: “To figure out the content to create, keep a list of the questions that people ask you. If you’re hesitant or not sure what to write about, the next question that either a client or prospective client asks you, it’s a great starting point for you to take that and turn it into a piece of content that you share it on LinkedIn, or write a blog post or something along

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33:28

How to Uncover Your Customer's Key Desired Insights...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/06/16

This is episode 372. Read the complete transcript on the Sales Game Changers Podcast website. TONYA'S TIP FOR EMERGING SALES LEADERS: "Get curious. Step outside of your assumptions and what you believe to be true. Ask some really great questions of your customers, of your team, of your spouse [laughs]. Just get curious and open your mind and learn what other people have to contribute, because it’s there."

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38:11

Why Focusing on Tens, Not Ones Through Nines, Will...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/06/15

This is episode 371. Read the complete transcript on the Sales Game Changers Podcast website. MARK'S TIP FOR EMERGING SALES LEADERS: "Write down every single one of your accounts, everything that's taking your attention, everything that's important. I say write them down, don't put them in a spreadsheet, don't look in your CRM. Write them all down, rate them 1 through 10. If you've got some 10s, that's awesome, put them off to the side. Now look at anything that's a 1 through 5, get it off your

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35:14

How to Motivate Your Sales Team as Things Heat Up...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/06/11

This is episode 370. Read the complete transcript on the Sales Game Changers Podcast website. GREG'S TIP FOR EMERGING SALES LEADERS: "You’re the culmination of all the decisions that you’ve made. Using a baseball analogy, if you struck out, maybe you decided you didn’t practice enough. If you weren’t in the right place to catch that flyball, maybe you didn’t think about how to plan before that play happened to think about what could happen. If you don’t like something, just change it. Just go and do

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41:16

How Putting Yourself Out There is the First Step to...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/06/09

This is episode 369. Read the complete transcription on the Sales Game Changers Podcast website. TIFFANY’S TIP FOR EMERGING SALES LEADERS: “Have the confidence to put yourself out there. If you aren’t in the game, you can’t get selected. You can’t sit on the sidelines, and this is not just for women in sales. These are things I tell my closest friends or people that come to me for advice. Remember, you have all of your successes backing you up. You wouldn’t have come this far if you weren’t that

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32:05

Sales Success Comes Down to Mission, Metrics and...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/06/07

This is episode 368. Read the complete transcription on the Sales Game Changers Podcast website. TIM’S TIP FOR EMERGING SALES LEADERS: “I’m going to give you an acronym: MMA. Everyone thinks MMA, mission, metrics and action. Always know, what is the mission I’m trying to support? What are the metrics that get me there? And what are the next action steps that I have to take?

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35:01

Ideas to Capture More Sales with Federal Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/06/02

This is episode 367. Read the complete transcription on the Sales Game Changers Podcast website. ERICH'S TIP FOR EMERGING SALES LEADERS: "Go through your current client list and see if there’s anything else on the pipeline with them. Ask them, who else, where else, what else? That’s the easiest opportunity to uncover deals today, is to go through the people who know, trust and love you today. If they can’t do business with you today, they know someone who does. That would be the first thing I would

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17:57

Strategy for Richer Customer Engagement with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/05/20

This is episode 366. Read the complete transcript on the Sales Game Changers Podcast website. JENNIFER'S TIP FOR EMERGING SALES LEADERS: "Get deep with your customers. Understand their strategy, their priorities and figure out how to bring them value. Especially with our government customers. Figure out how you can bring the innovation that they need because we all benefit from that. We’re all taxpayers and we want to make sure we get the value for that money. We want to help them be successful and

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37:54

How to Flourish By Avoiding Languishing Right Now...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/05/19

This is episode 365. Read the complete transcription on the Sales Game Changers Podcast website. This show was sponsored by Cox Business. ALICE’S TIP FOR EMERGING SALES LEADERS: “We are making sales harder than it needs to be. Things have changed and will continue to change. We can’t keep doing things that fail because it’s making us feel bad, and it’s part of the languish. We’re making our own mood worse because we’re piling failure on top of failure on top of failure. The optimal mindset for sales

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39:47

Providing Extreme Sales Value with Win-Win SELLING...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/05/18

This is episode 364. Read the complete transcript on the Sales Game Changers Podcast website. DOUG'S TIP FOR EMERGING SALES LEADERS: "People ask me this all the time, how often should I follow up? The answer is until they tell you to stop. As long as you're following up with relevant, interesting things for them, they're not going to view that as a day that oh, my gosh, this person is harassing me or something like that. So if, for example, we were talking about a couple of things. Hey, Fred, I was

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37:35

Elevating Your Performance with Process-Driven Six...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/05/18

This is episode 363. Read the complete transcription on the Sales Game Changers Podcast website. GIL'S TIP FOR EMERGING SALES LEADERS: "Do the time and task analysis. Log what you're doing every 15 minutes of the day for five days. Then after those five days have expired, tabulate your time into two categories: sales time, non-sales time. What can we do to compress or remove non-sales activities from your calendar, and enhance your available sales time? If you do nothing else, you'll improve your

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37:22

What's Needed for AI Sales Success with Brian Krause...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/05/14

This is episode 362. Read the complete transcription on the Sales Game Changers Podcast website. BRIAN'S TIP FOR EMERGING SALES LEADERS: "For a technology like AI, salespeople need to find the “angel in the sale.” The angel is the person that wears the halo and represents the halo effect of the technology in the environment. If you could find that angel and say, "I'm working with so-and-so over here on their specific problem, but I want you to also be aware that we're looking forward to the results

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41:47

Decisions that Shaped Their Sales Careers with Intel...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/05/12

This is episode 361. Read the complete transcript on the Sales Game Changers Podcast website. ERIN’S TIP FOR EMERGING SALES LEADERS: “Reach out to someone you haven’t talked to recently. Right now. However you prefer to connect. Whether that’s a friend from college that you haven’t talked to in a while, or a colleague that you used to work with and you don’t anymore. I know I did this before, but something happened during the pandemic where I found those conversations to be so meaningful to me

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41:55

Ninja Social Selling Strategies from Channel Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/05/11

This is episode 360. Read the complete transcription on the Sales Gamea Changers Podcast website. JANET'S TIP FOR EMERGING SALES LEADERS: "When you're selling, 72% of the people will Google you before they have a conversation with you, both Twitter and LinkedIn pay money to come up to the top of Google. So if you post 3-5 times a week on LinkedIn, all you have to do is share an article and then just use the same post on Twitter just shortened, you will show up on the first page in Google and

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37:36

Sales Reps Are Failing at This with PatientPop's...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/05/07

This is episode 359. Read the complete transcript on the Sales Game Changers Podcast website. KD'S TIP FOR EMERGING SALES LEADERS: "This might be too blunt, but truthfully, I feel most reps don't actually take their careers as serious as they could and should. Most salespeople - and this applies to vets and new reps, put more time and dedication to their high school sport, band or hobby than they have their sales career, period. Point blank, I'm going to call it out. Whatever it is that they're

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41:08

How to Get Unstuck by Knowing the Four Levels of...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/05/05

This is episode 358. Read the complete transcript on the Sales Game Changers Podcast website. ANGELA'S TIP FOR EMERGING SALES LEADERS: "Salespeople solve problems for people. If you don't believe in it, and it doesn't fit with your values and what you believe in, your success is going to be hard found. When I find myself being defensive or denying the importance of something, I know something's up. If I start getting defensive, something's wrong that I probably caused. Maybe I need to up my game

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37:28

Unique Strategy to Significantly Grow a Stronger...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/05/04

This is episode 357. Read the complete transcription on the Sales Game Changers Podcast website. MARGIE'S TIP FOR EMERGING SALES LEADERS: "Just write down a list right now the names of 10 people that you would love to have a conversation with. Maybe it's a direct sales conversation, maybe it's a relationship you'd like to nurture, maybe you've been wavering on, "I don't know if I should." Just write down your idea list of 10 people that you would really love a conversation with. Then make a point

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