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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

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All Episodes

37:51

What Sales Enablement Professionals Must Do for...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/04/30

This is episode 356. Read the complete transcription on The Sales Game Changers Podcast website. RODERICK'S TIP FOR EMERGING SALES LEADERS: "First, get away from being viewed as the fixers of broken things. Sales Enablement is not the junk drawer where you've got a thimble and a spoon, a paper clip and a dirty sock. You have to put together a charter that outlines and defines specifically what your organization is responsible for and what it's not responsible for, and that doesn't mean this is NOT

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34:24

Recommendations for Customer Impact Right Now with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/04/22

This is episode 355. Read the complete transcription on the Sales Game Changers Podcast website. CAROLINE’S TIP FOR EMERGING SALES LEADERS: “I really think it gets down to the person on the other end of the phone always wants to be heard. We as salespeople come armed with a deck and want to bulldoze over them. Take the time just to listen to the other person, let them feel heard, let them feel like you understand where they’re coming from. Don’t be afraid to be that thought leader and push them into

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53:12

Sales Professionals to Start Using Video Before It's...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/04/21

This is episode 354. Read the complete transcription on the Sales Game Changers Podcast website. VIV'S TIP FOR EMERGING SALES LEADERS: "When you share video posts on LinkedIn, you get engagement there. You get people commenting, and that gives you an opportunity to start a conversation. Video can absolutely help to drive leads back to your website, back to your calendar link. Basically, whatever you want to share with people. And it's a great way to tap into new audiences, especially on LinkedIn

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37:33

Three Surefire Ways to Out-Think, Out-Sell and...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/04/20

This is episode 353. Read the complete transcription on the Sales Game Changers Podcast website. ALICE'S TIP FOR EMERGING SALES LEADERS: "My #1 tip to salespeople is you are the master of your success, you cannot rely on your sales manager, you have to rely on yourself. What does that mean? It means read everything you can, listen to podcasts like this one, like your listeners are already doing. It might mean get an accountability partner, it might be hire your own coach, that's what you have to do

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33:52

What Elite Sales Performers Are Doing Right Now With...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/04/15

This is episode 352. Read the complete transcription on the Sales Game Changers Podcast website. KRISTINA'S TIP FOR EMERGING SALES LEADERS: "Subscribe to the Washington Business Journal or the one in your market. To me, this is my business bible. I read it every week and there's just so much information in here. You can write personal letters to people. When I say letters, I mean letters and not emails because emails these days are just stuck in spam blockers. Send personal letters, reach out to

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38:33

The Choices that Made The Difference in Their Efforts...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/04/14

This is episode 351. Read the complete transcription on the Sales Game Changers Podcast website. RACHEL'S TIP FOR EMERGING SALES LEADERS: "10 things I want you to remember that you can do today that you can also be looking for in other people. I think it will help you remember that you can do so many more things than maybe you're giving yourself credit for and will set you apart from the competition. Being on time. Work ethic. Effort. Your body language. Your energy. Attitude. Passion. Being

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39:51

Why Sales Leaders Must Be Financially Literate to...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/04/12

This is episode 350. Read the complete transcription on the Sales Game Changers Podcast website. FRANK'S TIP FOR EMERGING SALES LEADERS: "The requirements for financial literacy in sales are increasing dramatically. You better be up to speed with those finance issues because those are the questions you're increasingly getting. What you need is what I call managerial finance which is making sure you understand how balance sheets and income statements really work. I also think it is going to be

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36:59

How He Became Microsoft's Top Social Seller and How...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/04/08

This is episode 349. Read the complete transcript on the Sales Game Changers Podcast website. CARSON'S TIP FOR EMERGING SALES LEADERS: "I think the only real difference between how I approach social selling and others is that not only do I focus on quality, quantity and consistency, but it's a people and process game. Sales is relationships and probability. If I reach out to more people than anybody else and I do it with the right messaging, I have a higher probability of getting those meetings. And

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40:32

Oracle Public Sector Sales Leader Tamara Greenspan...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/04/07

Read the complete transcription on the Sales Game Changers Podcast website. TAMARA'S TIP FOR EMERGING SALES LEADERS: "Don't be afraid to ask someone to mentor or sponsor you. Don't be afraid to put yourself out there, don't be afraid to let people know that you need help. A lot of times people are just afraid to ask so just be organized, document and think about what you need and then ask. Have a specific reason you are looking for them to help because you might be going to the wrong person or they

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36:45

Why Breaking Down Sales Activities into 15 Minute...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/04/05

This is episode 347. Read the complete transcript on the Sales Game Changers Podcast website. WES' TIP FOR EMERGING SALES LEADERS: "This is kind of hard, but if you do it, it'll make all the difference. I tell everybody to detach, detach from the outcome. Make sure you're taking the right steps, chunk your time down to 15-minute increments, make sure every 15 minutes you're doin g the right thing. I tell everyone, look at what you do two or three times a day or four or five times a week and have a

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38:11

Elite Sales Performers Are Doing This for Customers...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/04/02

This is episode 346. Read the complete transcription on the Sales Game Changers Podcast website. RIMA'S TIP FOR EMERGING SALES LEADERS: "Always know that the most important thing is to serve your customers. If you have a plan, with that in mind, if everything you do from your research to your plan to your conversations, everything you do with your customers has the goal of helping your customers be successful, you will do well and your customers will be successful and your business will be

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42:52

Success Strategies for Moving Forward with Women in...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/03/31

This is episode 345. Read the complete transcript on the Sales Game Changers Podcast website. DENISE’S TIP FOR EMERGING SALES LEADERS: “One of the traits that we’re honing in on from a sales perspective is really ensuring that people that join the team on the sale side understand resilience. That’s an overused word right now but it is the, “Can you deal with hardship and just keep going?” Persistence has largely led us through the year. We got through the year on our backs as a company with

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38:18

Sales Professionals Can Avoid the Empathy Crisis by...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/03/29

This is episode 344. Read today's transcript on the Sales Game Changers Podcast website. HOWARD'S TIP FOR EMERGING SALES LEADERS: "Are we in the midst of an empathy crisis in our “selfie-culture?” When I think about empathy, I think about helping people and helping people is so critical to the sales process because at the end of the day, our job as salespeople is really to help people make a buying decision. For me, the idea of empathy and sales, they're not two separate things, they're one thing. I

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37:25

Your Market Closed So What Are You Doing to Get...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/03/26

This is episode 343. Read the complete transcription on the Sales Game Changers Podcast website. BART'S TIP FOR EMERGING SALES LEADERS: "It's a sentence and it's a recommendation. The sentence is it's easy to be, but it's better to become. Becoming is going to take doing and my suggestion for any sales professional out there is do what most people don't do, follow up when they don't follow up, do a video when someone sends an email, make the extra effort. Identify the things that you know in your

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42:56

Building a Cache of 60-Second Sales Stories That Will...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/03/24

This is episode 342. Read the complete transcription on the Sales Game Changers Podcast website. SAM'S TIP FOR EMERGING SALES LEADERS: "I cannot tell you how many people tell me, "I don't have any stories." We ALL have stories. Stories are simply the intriguing things that happen to us or around us. If something gets your eyebrows up, "I never thought of it that way", "That really moved me", "That's a fresh approach", write it down and then turn it into your little three-act play and distill it into

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41:58

Sales Leaders to Step Up Their Subject Matter Expert...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/03/23

This is episode 341. Read the complete transcript on the Sales Game Changers Podcast website. TIBOR'S TIP FOR EMERGING SALES LEADERS: "One of the habits that people should change is how they think of themselves and how they present themselves to their customers. One of the most difficult things I face is convincing salespeople that they're not salespeople, they're subject matter experts. As a subject matter expert, you can actually lead the conversation in a meaningful way that actually helps that

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40:22

How Their Sales Team is Helping Hospitality and...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/03/19

This is episode 340. Read the complete transcript on the Sales Game Changers Podcast website. KEVIN'S TIP FOR EMERGING SALES LEADERS: "Sales leaders - encourage your teams to get out, to get out of their house, to get out of their apartment, to get out of their bedrooms whether it's once a day or twice a day. The weather's better, go for a walk, go to Starbucks in the morning, get that routine going. Sales is really tough, it's a grind and if you’re sleeping and working in the same room you need to

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41:26

How Supporting Each Other Can Make a Critical...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/03/17

This is episode 339. Read the complete transcription on the Sales Game Changers Podcast website here. This Fresh Voices podcast was sponsored by the Institute for Excellence in Sales and hosted by Gina Stracuzzi. It featured Tricia Fitzmaurice, Director, National Security Programs, Federal Law Enforcement & Justice at Red Hat Software and Mahsa Soltani, Regional Director of Growth Sales - North America at Akamai Technologies. TRICIA'S TIP FOR EMERGING SALES LEADERS: "The advice I always give to

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39:55

Three Questions Will Flip Your Customer Relationships...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/03/16

This is episode 338. Read the complete transcript on the Sales Game Changers Podcast website. LARRY'S TIP FOR EMERGING SALES LEADERS: "If you ask these three questions it will change the conversation and it will build rock-solid relationships with your clients. First, why did you initially choose to do business with me? Stop and listen. Second, “What value have I been bringing to your organization? And stop and listen. And third, “How can I be of service to you right now?” and listen. Think about

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34:21

You Can't Go Wrong Visualizing Your Customer Wearing...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/03/12

This is episode 337. Read the complete transcription on the Sales Game Changers Podcast website. This episode was sponsored by Cox Business. GARY'S TIP FOR EMERGING SALES LEADERS: "Visualize your customer with a big sign on their chest that says, "Make me feel important." If you can do that, then you're going to make them feel important and that's where you'll win If you can visualize someone that has a big sign on their chest that says, "Make me feel important today", how can you go wrong?"

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