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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

45:22

These Critical Traits Will Help You Accelerate Your...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/10/12

This is episode 277. Read the complete transcription 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 September 22, 2020. It featured Expel Sales Leader Denise Hayman. DENISE'S TIP TO EMERGING SALES LEADERS: "I love the word 'imagine'. If you are helping someone imagine a better outcome, not only are you problem-solving with them but you are taking them to a better world. It

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41:36

Now's the Time for Sales Professionals to Make a...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/10/09

This is episode 276. Read the complete transcription here. MIKE'S TIP TO EMERGING SALES LEADERS: "Understand how your actions, your products or your services impact the customer's desired outcome. As a team, understand how what you're doing impacts the team that you work with and for extra credit - and we do this all the time at Verizon and particularly the public sector - how your solutions or your actions impact the societal benefits of what's happening. Show up for your communities that you live

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38:13

Why Becoming a Technical Expert is Critical for Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/10/06

This is episode 275. Read the complete transcript on The Sales Game Changers Podcast website. STEVE’S TIP TO EMERGING SALES LEADERS: “I never think of what I’m doing as selling even though I’m a sales professional and all I do is sell. I always approach sales from a technical perspective, when I worked for IBM I approached it as a technical expert. I’m a technical expert around bookkeeping now so I know what questions to ask them about how they pay their people and how they pay their bills. When

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51:46

Top Sales Mindset Lessons He Learned Opening for...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/09/29

This is episode 274. Read the complete transcript here. TOM'S TIP TO EMERGING SALES LEADERS: "Be prepared to seize the moment when it is in front of you. When Johnny Carson introduced me to perform to 26 million people, I knew exactly what I was going to say and I knew exactly where I was going. I seized the moment and that's another thing that salespeople have told me through the years as well as great athletes. A baseball player is hitting .142 and he’s about to go back to the minors and all of a

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37:16

How Sales Professionals Must Use Empathy as a...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/09/25

This is episode 273. Read the complete transcript on the Sales Game Changers Podcast website. JAVIER'S TIP TO EMERGING SALES LEADERS: "Two Words. Be Deliberate. We don't have the water cooler or the coffee shop nowadays and we don't have all these physical things that we've been used to working with our customers and our business partners. Reach out to them not asking for money or their business. I found this to be rewarding for myself and I found it to be a way to develop connection. If you’re in a

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45:05

Three Powerful Tips That Will Eliminate Any Fear You...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/09/22

This is episode 272. Read the complete transcript on the Sales Game Changers Podcast website. NIMIT’S TIP TO EMERGING SALES LEADERS: “Tell a story when prospecting. First, take a long look at your value proposition and come up with a story to tell your prospects. Write out in your own words how you have solved a certain problem for a prospect before and then do that for another problem. Then call somebody that you called three weeks ago, they’re not going to remember you, and try to actually get

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39:37

Your Team Should Doing This to Make it Safe for...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/09/18

This is episode 271. Read the complete transcript on the Sales Game Changers Podcast website. JOHN'S TIP TO EMERGING SALES LEADERS: "Speak directly to your customers every day. I didn't say text, I didn't say email, speak to them. Get on the phone and talk to individuals because it's very easy to get caught up in thing like strategy sessions, building tools, being in meetings, managing up, explaining the situation to leadership and to ownership. You're going to really understand what you need to do

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48:58

What You Must Be Doing to Become a More Valued...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/09/15

This is episode 270. Read the complete transcription on the Sales Game Changers Podcast website. CHARLES' TIP TO SALES LEADERS: "If I really had to boil it down (how you could build yourself as a trust-based seller), I would pick “listening” and I know it sounds boring, I know it's hardly the first time anybody has ever heard this, but it really is powerful. I don't mean listening to refine the problem statement, I don't mean listening to hone into the right hypothesis, I mean listening that just

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43:59

How Reflecting on the Seeds, Weeds, and Needs Will...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/09/11

This is episode 269. Read the complete transcript on the Sales Game Changers Podcast website. MERIDITH'S TIP TO SALES LEADERS: "Think about SEEDS, WEEDS and NEEDS. Every 30 days as a sales team sit down and I just want you to reflect. SEEDS are what are you doing that's really working. What's really growing the sales team? WEEDS are what's weighing you down. What do you need to stop doing? NEEDS are what do you need that you don't have? Color code your calendar to visually see how you’re doing

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49:01

Data-Driven Best Practices for Remote Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/09/08

This is episode 268. Read the complete transcript on the Sales Game Changers Podcast website. VICTOR'S TIP TO SALES LEADERS: "If we know that the recovery is going to be gradual, the question is how do sales professionals take advantage of this? First, look at your sales process today and think right now which meetings did I used to have that were face-to-face and where am I struggling now in this remote world, and how can I optimize that? If you have a good sense of where changes need to be made

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39:14

This One Activity Will Help Sales Professionals...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/09/04

This is episode 267. Read the complete transcript on the Sales Game Changers Podcast website. This is a replay of the OPTIMAL SALES MINDSET Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on July 16, 2020. It featured value proposition expert and best-selling author Jose Palomino. JOSE'S TIP TO SALES LEADERS: "Value creation is answering the question how do you help your customers navigate difficult times better? I would give people three words to think about and that's

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43:15

Six Keys to Thriving in Transition and How Being...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/08/31

This is episode 266. Read the complete transcription on the Sales Game Changers Podcast website. TOM’S TIP TO SALES LEADERS: “The more sudden, the more unexpected and the more dramatic the change, the greater is the opportunity to thrive or fail. Survival is not a strategy. Starting today and for the rest of the time that we are adjusting to this new world, I want you to pick a block of time every day on your calendar. You determine whether that’s 10 minutes or 2 hours, I don’t care, but I want that

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44:21

This Sage Advice for Sales Professionals Serving...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/08/28

This is episode 265. Read the complete transcript on the Sales Game Changers Podcast website. BILL'S TIP TO EMERGING SALES LEADERS: "You need to figure out a way to celebrate about your successes and your accomplishments in this new world. It used to be again, going back several quarters we were in an office, we would pull everybody together and you'd recognize someone. We still try to do a little bit of that online but I've encouraged people, "Listen, you had a great week, you got a big order in,

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44:11

Why Getting More Noes Is a Gift That Can Drive Your...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/08/25

This is episode 264. Read the complete transcript on the Sales Game Changers Podcast website. ANDREA'S TIP TO SALES LEADERS: "Your reaction to yes and no must be equal. You want to get in the neutral zone so don't over-celebrate the yesses but you also don't badger yourself, beat yourself up when you get a no. More than ever, there are a lot of noes out there and more rejection. You have to stop yourself and shut down any negative self-talk about whether you feel that you didn't do a good job or

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37:30

If You Balance These Five Things Effectively You'll...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/08/20

This is episode 263. Read the complete transcript on the Sales Game Changers Podcast website. RON'S TIP TO EMERGING SALES LEADERS: "I'm a big believer in life balance to drive toward peak performance and it’s not just about peak business performance. A big part of it is yourself. Everyone has to take care of themselves especially now. Be healthy, stay healthy, work out. It's about taking care of your family and friends and about a balance with community and different people. Practice spirituality in

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42:12

Having Goats on Your Zoom Calls Can Lead to a Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/08/17

This is episode 262. Read the complete transcript on the Sales Game Changers Podcast website. ALAN'S TIP TO SALES LEADERS: "Sales people need to make time for curiosity. We can't just assume that we're going to go about doing the normal stuff we do and brilliance is going to happen. Make time and even if that means you just start right now with an hour a day or an hour a week and that's all you can handle, make some time. Even during COVID you can get out, explore a little bit even if it's just in a

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39:54

Sales Professionals Implement These Steps to Bring...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/08/14

This is episode 261. Read the complete transcript on the Sales Game Changers Podcast website. Elliott Ferguson is the President and CEO of Destination DC. ELLIOTT'S TIP TO EMERGING SALES LEADERS: "People can see when you're happy. I gave my entire team mirrors years ago and I said, "Every time you pick up the phone, I want you to look in the mirror and look at your facial expression. I want you to smile when you're talking to them and see whether or not they see a difference in how you're talking

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43:23

The Nine Optimal Sales Mindset Steps for Reopening...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/08/10

This is episode 260. Read the complete transcript on the Sales Game Changers Podcast website. MELINDA’S TIP TO SALES LEADERS: “Focus on what you can control and right now there’s not a lot people can control except for their attitude. You can control your response to your customer. So whether or not your customer had budget last week and all of a sudden their budget got snatched back, you can’t control that. Be pleasant to deal – make sure that they can hear the smile on the other end of the phone

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39:49

You Do These Two Things for Sales Success Right Now...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/08/06

This is episode 259. Read the transcript on the Sales Game Changers Podcast website. CHRIS’ TIP TO EMERGING SALES LEADERS: “If you haven’t read The Challenger Sale go do it right now. If you have read it, go back and re-read the section on “A New Model for High Performance,” in Chapter 2. It talks about the value that you bring when you bring insight to your clients. If you’ve read The Challenger Sale, go back and read that part. If you haven’t read it, go read it. Bringing value to customers who

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43:17

Optimal Sales Mindset Lessons Learned Having Been...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/08/05

This is episode 258. Read the complete transcript on the Sales Game Changers Podcast website. KLYN'S' TIP TO EMERGING SALES LEADERS: "Check in with your gut and ask “are you actually a professional?” Because if you are a professional what’s happening right now isn't going to stop you. You're going to do the growth work, you're going to do the trainings, you're going to get educated and you're going to leverage it. Recognize what was that superpower that got you to be called a professional and then

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