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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

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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44:59

Why the Jungle Gym Approach to Your Sales Career is...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/11/30

This is episode 296. Read the complete transcript on the Sales Game Changers Podcast website. AMY’S INSIGHTS FOR EMERGING SALES LEADERS: “See your career as a jungle gym versus a ladder straight up. Especially for women in sales and women in really any role, our careers take winding paths. There is almost never a straight up type of career path so it’s taking on a different mindset and then set an action that says, “I’m going to see my career as this very holistic thing, it’s not just this small

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42:32

Impactful Ways You Can Show Thanks and Gratitude to...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/11/24

This is episode 295. Read the complete transcription on the Sales Game Changers Podcast website. ALICE'S TIP TO EMERGING SALES LEADERS: "A free way to show gratitude is by making an introduction. There is no rule that you can't make an introduction just like there's no rule that you can't send a little thank-you note. That is a great gift, when you can make a very thoughtful introduction to someone that they might need to know either because they want to change their career or needed a resource. Or

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41:13

How a Finance Background Can Help Boost Your Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/11/23

This is episode 294. Read the complete transcript on the Sales Game Changers Podcast website. NERTILA’S INSIGHTS FOR EMERGING SALES LEADERS: “Never be nervous, just believe in yourself, never think there’s anything that you can’t do. Never think of gender or anything as an obstacle. Always think about your successes, your strengths, what you’re good at, what you love, what makes you happy and be confident about it. Talk about it, go for it, there’s really nothing that you can’t achieve. It sounds

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42:12

Sales Professionals Can Increase Their Performance By...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/11/20

This is episode 293. Read the complete transcription on the Sales Game Changers Podcast website. This is a replay of the SALES GAME CHANGERS LIVE Webinar sponsored by the Institute for Excellence in Sales and hosted by Fred Diamond on November 18, 2020. It featured University of Virginia Darden School of Business professor Tom Steenburgh. TOM'S TIP TO EMERGING SALES LEADERS: "Make it new. The question is, "How do I refresh my sales approach in a way that makes it better?" Because of the pandemic I'm

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53:26

How to Accelerate Past Any Objections You May Be...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/11/17

This is episode 292. Read the complete transcript on the Sales Game Changers Podcast website. MIKE’S TIP TO EMERGING SALES LEADERS: “There are five different ways to respond to an objection with the acronym READY. You can REVERSE an objection, hit it right back at them with, “That’s exactly why.” The reason a Reverse is so powerful is because the reason you’re against it is the reason you should be for it. You can EXPLAIN what happened and that’s a perfectly reasonable answer, it’s not an argument,

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46:34

Ways for Women in Sales to Measure Contribution and...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/11/16

This is episode 291. Read the complete transcript on the Sales Game Changers Podcast website. This is a replay of the WOMEN IN SALES Webinar sponsored by the Institute for Excellence in Sales and hosted by Gina Stracuzzi on August 20, 2020. It featured LinkedIn Sales Leader Alyssa Merwin. ALYSSA'S INSIGHTS FOR EMERGING SALES LEADERS: "There’s never been a better time to be a woman in sales. Women tend to have high emotional intelligence (EQ) and to be empathetic. These are the times when our

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38:48

Ways to Increase Customer Engagement to Ensure Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/11/13

This is episode 290. Read the complete transcript on the Sales Game Changers Podcast website. HOWARD’S TIP TO EMERGING SALES LEADERS: “Work the funnel from the top down. If you don’t get your prospecting over in the morning or set time of the day, you’ll get all the way till the end of the day having worked on proposals all day, it’s 6 o’clock and your prospecting time got crowded out and then you go a quarter later and your pipeline is empty. You really want to work the funnel from the top down to

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43:34

How Identifying Whether Your Prospect is an Eagle,...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/11/10

This is episode 289. Read the complete transcript on the Sales Game Changers Podcast website. MERRICK'S TIP TO EMERGING SALES LEADERS: "If you're selling to someone and their style is different than yours, one of you is going to leave that interaction exhausted and it better be you because it takes energy to flex. Do you want your customer flexing, or do you want to be the one who is flexing? Notice how if you are imposing your style on your customer, you're focusing on YOUR needs, not on THEIR

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43:27

CEO's Can Do This If They're Committed to Raising...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/11/09

This is episode 288. Read the complete transcription on the Sales Game Changers Podcast website. This episode was hosted by Gina Stracuzzi, Institute for Excellence in Sales Women in Sales program leader. CYNTHIA'S INSIGHTS FOR EMERGING SALES LEADERS: "Female-led sales teams are 50% female, they tend to be more female than male-led sales teams which are only 25% female. There is a huge benefit of having a female sales leader because she brings in more women in sales to her team, so if you are a C

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34:10

Focusing on These Key Things Will Help You Grow New...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/11/06

This is episode 287. Read the complete transcript on the Sales Game Changers Podcast website. BILL'S TIP TO EMERGING SALES LEADERS: "You can't focus 18 hours of your day on work. You really need to take time out and spend time with your family and friends and really balance that. If you don't balance your life, it will lead to a terrible outcome. As a sales professional, as you drive into another next sales goal and continue building a big pipeline, please remember to stay close to your partners,

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40:04

How Shifting from a Prey to Predator Mindset Can Grow...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/11/02

This is episode 286. Read the complete transcription on the Sales Game Changers Podcast website. GENE'S TIP TO EMERGING SALES LEADERS: "I want you to take three different prey mindsets that you tend to have and change them into predator mindsets. If you tend to think about other people's opinions of you, think how would you change that into focusing more on your effort, your attitude, your aggressiveness. If you're afraid of rejection, if you're thinking too much about the numbers, if you compare

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42:53

Sales Managers Sound Tips for Holding Team Members...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/11/01

This is episode 285. Read the complete transcript on the Sales Game Changers Podcast website. SHELLEY’S TIP TO EMERGING SALES LEADERS: “To get ahead, go to your direct manager and ask them what does success look like at the end of the day, at the end of the week, at the end of the quarter so that you know what’s expected? When there’s clarity around expectations, it’s easier to be accountable. When I really know what’s expected of me, it’s easy for you to come back and hold me accountable when you

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40:42

Wealth of Creative Sales Ideas to End the Year Strong...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/10/29

This is episode 284. Read the transcript on the Sales Game Changers Podcast website. ROB'S TIP TO EMERGING SALES LEADERS: "Find a way to affect your reality, not accept your reality. I'm a big student of history, I love quotes, there was a commander of the French Army in World War I named Ferdinand Foch and he famously said once, "My center is giving away, my right is in retreat, situation excellent, I shall attack." I try to bring that type of mindset every single day no matter what's happening,

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43:43

Three Things You Can Do to Bust Out of Old Patterns...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/10/26

This is episode 283. Read the complete transcript on the Sales Game Changers Podcast website here. AMY’S TIP TO EMERGING SALES LEADERS: “To build sales agility, you have to bust old patterns maybe with the help of a coach or your sales leader, finding the things that are no longer working for you in your sales life. Is there a routine that used to work that no longer works? Is there something that is your stuck point? Second, understand “strategic feed,” which is the ability to simultaneously look

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45:38

Ways to Get Past the Anxiety and Stress that Get in...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/10/26

This is episode 282. Read the complete transcript on the Sales Game Changers Podcast website. MICHELLE'S' TIP TO EMERGING SALES LEADERS: "If you're stuck in the middle of a crisis, if you're feeling anxiety, to change your perspective be mindful of the limitations that it's creating. You're feeling anxious, "I can't do this right now because I'm overwhelmed", cut out the unnecessary obligations. Take a look at your week, your day, figure out how many hours you're doing for each thing and then when

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39:36

Strategies for Success for Growing Impactful...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/10/23

This is episode 281. Read the complete transcription on the Sales Game Changers Podcast website. CARL'S ' TIP TO EMERGING SALES LEADERS: "Do good to yourself and do good to others and when I say do good to yourself, take care of yourself. I don't look as old as I perhaps am because I take care of myself. Feed yourself well, exercise, have healthy habits and then you've got to have healthy relationships. Go out and do good things for others and good things will happen to you."

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41:02

A Strategy That Can Help Sales Professionals Grow...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/10/20

This is episode 280. Read the complete transcript on the Sales Game Changers Podcast website. CHRIS' TIP TO EMERGING SALES LEADERS: "Find out something specific about your best prospects and customers. Do your homework and connect with them on something that in this case has nothing to do with their position or their company first. Not only will they likely become a customer at some point but they're going to be a great referral source for you. I've been doing that for quite some time and it has not

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46:51

How Having a Noble Purpose Will Take Your Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/10/18

This is episode 279. Read the complete transcript on the Sales Game Changers Podcast website. ELIZABETH’S TIP TO EMERGING SALES LEADERS: “I’d encourage everyone to ask how your customers are different as a result of doing business with you. Carry that story in your heart, carry that story into your conversations with customers, carry that story throughout your colleagues and your boss internally and you will be amazed at the self-fulfilling loop of fulfillment, of connection and ultimately

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45:05

Sales Star Finalists Share Their Tips and Insights...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/10/12

This is episode 278. Read the complete transcription on the Sales Game Changers Podcast website. his is a replay of the CREATIVITY IN SALES Webinar sponsored by the Institute for Excellence in Sales and hosted by Fred Diamond on September 30, 2020. It featured three young sales professionals who were finalists for the Jay Nussbaum Rising Sales Professional Award to be given out on October 16 at the IES Sales Excellence Awards. PEER TIPS TO EMERGING SALES LEADERS: Andrew Bailey: Attitude will drive

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