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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

46:23

Insights on How the Challenger Sales Approach Could...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/01/22

This is episode 316. Read the complete transcript on the Sales Game Changers Podcast website. SPENCER'S TIP TO EMERGING SALES LEADERS: "What is the quality of experience we're trying to have with customers? Do I have a message that's at the fingertips of my sellers and they're capable of delivering it and we can engage with it and measure it and know that it's being delivered properly? Then are we bringing the right mindset to help those customers come to a decision? Are we doing research before our

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40:45

Ways You Can Shift Your Sales Efforts to Grow Your...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/01/19

This is episode 315. Read the complete transcript on the Sales Game Changers Podcast website. LISA'S TIP TO EMERGING SALES LEADERS: "Pre-call planning is critical. Go to www.toplinesale.com and download the pre-call plan. It's a 2-page fillable PDF I've been updating it 15 years so it's not old, it's new. You will immediately impact the quality of your calls and start to think a little more strategically about every single one of those calls. For 5X deals, this has to happen and many times it

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44:28

How Even the Smallest Sales Activity Can Get You on...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/01/18

This is episode 314. Read the complete transcript on The Sales Game Changers Podcast website. SUSAN'S TIP FOR EMERGING SALES LEADERS: "Start with one outreach, perhaps to that one person you've been thinking about. Drop them an email today and you'll be amazed about what that can lead to. I can't stress enough to start small, one or two actions per day but then have that 20-mile framework set up so that you're able to work within that as you move forward. These tiny little steps, all of a sudden you

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35:31

Fresh Ideas How to Stop 2021 Distractions from...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/01/15

This is episode 313. Read the complete transcript on the Sales Game Changers Podcast website. TONY'S TIP TO EMERGING SALES LEADERS: "Continue to have a growth mindset. It's not what we know but what we don't that's most important. Go learn something new that's going to help you help others, whether that's a cross-functional peer, a peer in your organization or your customer. Go learn something that's going to help someone else and seek out mentors who can help you do those two things."

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46:51

Sales Professionals Are Doing Customers a Disservice...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/01/12

This is episode 312. Read the complete transcript on the Sales Game Changers Podcast website. ART'S TIP TO EMERGING SALES LEADERS: "If you really believe in what you have and you feel that there are people that could take advantage of it, you are actually doing a disservice to people by not being a strong sales professional. The world needs professional salespeople, especially right now, to lead and they need to hear your message. If it's just not a fit today, no problem, at least you found out. A

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45:36

Why Partnerships Are the Way to Go with UiPath and...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/01/10

This is episode 311. Read the complete transcript on the Sales Game Changers Podcast website. KAREN CANTWELL'S TIP FOR EMERGING SALES LEADERS: "Determine what your comfort level is in terms of speed and pace. What's typically called channel or VAR sales is much faster than alliances or with systems integrators. If you're one who is more inclined to the quick hit, it can be very voluminous and active, the speed could be really exciting for you. If you're more into the strategy with how to leverage

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33:34

Three Ways He Coaches His Team to Bring Unique Value...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/01/07

This is episode 310. Read the complete transcript on the Sales Game Changers Podcast website. BILL'S TIP TO EMERGING SALES LEADERS: "Make your number. I don't say that to just be an old-school sales manager, I say it because in that success you will achieve your goals and you will be fulfilled as an individual. Figure out how to make yourself meaningful to your customer. Make them want to call you, as you add value to their life. They'll call you, commerce will take place, you'll make your number,

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38:34

Crisp Advice on Asking for What You Want with...

Sales Game Changers | Tips from Successful Sales Leaders ·

2021/01/05

This is episode 309. Read the complete transcript on The Sales Game Changers Podcast website. ANDY’S TIP TO EMERGING SALES LEADERS: “Your courage improves as your pipeline gets bigger. The asking mindset is one way to get there. And you may need to ask 6 times! The problem is salespeople don’t ask and there’s a cost of not asking to you but also your customer or your prospect of not asking. Make sure you ask face to face somehow. Don’t do it on LinkedIn, don’t do it on the email. It’s easy for them

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38:25

How Squeezing All of the Juice Out of the Lemon is...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/12/30

This is episode 308. Read the complete transcription on the Sales Game Changers Podcast website. LISA'S TIP TO EMERGING SALES LEADERS: "Squeeze the Lemon. It’s not about making lemonade out of lemons. It’s about getting the most juice out of everything in your life. Squeeze the lemon in our sales lives by asking partners for a LinkedIn recommendation or to be used as a reference. Are you getting the most out of every networking opportunity? Are you getting the most out of every client visit? Are

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45:56

Five Insights that Have Guided Her Business Career...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/12/27

This is episode 307. Read the complete transcription on the Sales Game Changers Podcast website. PATTY’S TIP FOR EMERGING SALES LEADERS: “It’s really important for women in sales to take time for yourself. That’s what I try to remind myself of every day when I’m in my 6th or 7th hour of Zoom – that’s when you do your best work. That’s when you really reflect on what it is that you need for yourself to move your career forward. Where am I stuck? What am I doing right? Taking time for myself typically

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39:13

Learn How to Go Three Levels Deep to Make Your...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/12/22

This is episode 306. Read the complete transcription on the Sales Game Changers Podcast website. MARK'S TIP TO EMERGING SALES LEADERS: "Sales professionals have an obligation to reach out to people who you know you can help. Your goal is to earn the right, privilege, honor and respect to be able to talk with that person again. When you earn this right, then you can say you had a good day because you’re going to be able to come back and talk with them again and this time, you’ll get a little deeper,

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35:09

This Is a Great Way to Get Past Your Self-Limiting...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/12/21

This is episode 305. Read the complete transcript on the Sales Game Changers Podcast website. JAMIE’S TIP FOR EMERGING SALES LEADERS: “One of the biggest challenges we face are limiting beliefs. Ask yourself what is the #1 obstacle that I’m facing right now that’s holding me back from being truly who I was created to be personally or professionally to being my very best self? Then examine the belief that’s associated with that. Ask “When did I start believing that? What happened in my life?” There

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39:23

How to Prepare for 2021 Sales Success with Blackbaud...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/12/17

This is episode 304. Read the complete transcription on the Sales Game Changers Podcast website. CHRIS' TIP TO EMERGING SALES LEADERS: "Listen and learn. On the listening side, one technique I've used is wait until someone finishes the last word that they've said, envision that last letter before you interject. We all go into sales because we like to talk, but you should always practice listening. It helps you be a trusted adviser and be open minded about learning. You can learn anywhere, from

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41:59

How a Read Offense Can Help You Bring Your Prospects...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/12/14

This is episode 303. Read the complete transcript on the Sales Game Changers Podcast website. LANCE'S TIP TO EMERGING SALES LEADERS: "There are two books on the top of my bookshelf - "All the Places You'll Go" and "Green Eggs and Ham." If you look up the amount of objections that are in "Green Eggs and Ham," you'll find there are 73 and the main objection is, "I don't like green eggs and ham." But the first objection is "I don't like Sam-I-Am." The first objection of the book is, "I don't like the

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44:55

How Behavior Management is Key to Ensuring Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/12/14

This is episode 302. Read the complete transcription on the Sales Game Changers Podcast website. GRETCHEN'S TIP FOR EMERGING SALES LEADERS: "Tune into yourself. Behavior management is more important than just results for sales managers and salespeople. Behaviors are everything from activities to how you are conducting the sales conversation. For example, make sure that you are doing customer call planning and debriefing. If you do not have a manager that is frequently available to help with that,

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37:28

Ways to Humanize Yourself as a Sales Leader to Help...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/12/10

This is episode 301. Read the complete transcript on the Sales Game Changers Podcast website. SEAN'S TIP TO EMERGING SALES LEADERS: "Celebrate micro victories. On a daily basis, it could be hitting your target for calls, your number of connects, or it could be a campaign that just generated some number of responses. In sales it's too easy for us to look at the scoreboard as the definition of success and I think that now more than ever there's a lot of things that we can be celebrating and it's

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46:05

Doing This Simple Thing Right Now Will Put You in the...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/12/07

This is episode 300. Read the complete transcript on the Sales Game Changers Podcast website. ALEX’S TIP TO EMERGING SALES LEADERS: “It’s so easy right now to stand out from the crowd, you just need to do a little bit of being present. We all have people that we know and who know us and we care about them, we need to communicate that care a little bit more and that is what puts you in the top 5 to 10%. If you care without communicating it, nobody knows you care and they can’t benefit from it even

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44:57

How Focusing on All Aspects of Your Life Can Improve...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/12/06

This is episode 299. Read the complete transcript on the Sales Game Changers Podcast website. ANITA'S TIP FOR EMERGING SALES LEADERS: "Give yourself some time to just ask yourself, "What could I be doing right now to help me be better at sales?" The one skill that I know that most high-performing sales professional have is they're always good at is asking good discovery questions so that's one that I'm constantly harping on, if you need an example. So say to yourself, "I need to get better at asking

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34:16

Timeless Strategies for Success As We Near Year End...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/12/04

This is episode 298. Read the complete transcription on the Sales Game Changers Podcast website. MONICA'S TIP TO EMERGING SALES LEADERS: "While we're all in a pandemic together, there's a lot of different ways how that's affecting people. I think that's equally as important to bring that same empathy to your customers and your prospects so if you get somebody on the phone and they seem distracted, they seem like they might have something else going on, a child walks in the room, offer to take the

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37:56

How to Tell an Impactful Story that Will Show Your...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/12/01

This is episode 297. Read the complete transcription here. BRIAN'S TIP TO EMERGING SALES LEADERS: "If you're going to bring your highest energy into your sales, work, life, and relationships, you should get more involved in hearing other people's stories because it will help you tell a better story yourself. You're sharing your story in order to build relational trust which is a reciprocal emotion, you give it to get it. Even though you're talking, you're doing so in a way that's very much about the

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