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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

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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43:17

Unique and Specific Tips on How to Best Approach...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/07/31

This is episode 257. Read the complete transcription on the Sales Game Changers Podcast website. JAMES' TIP TO EMERGING SALES LEADERS: "Study your customer, study the prospect, know what their organization stands for, what their mission statement is. If you're going to be talking to an individual, a CIO for instance, go do your research on the internet. See if they've spoken on any webcasts. What's top of mind for them? Then mash it up against what your company stands for, what your value

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42:57

Steps Sales Leaders Must Take to Focus on Production...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/07/28

This is episode 256. Read the complete transcript on the Sales Game Changers Podcast website. [EDITOR’S NOTE: This is a replay of the OPTIMAL SALES MINDSET Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on June 18, 2020. It featured Executive Coach & Leadership Program Designer/Trainer David Morelli.] DAVID’S TIP TO EMERGING SALES LEADERS: “We’re all feeling a sense of loss right now, including some of the highest performers. The best way to overcome it is to focus on what

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37:53

It’s An Opportune Time To Help Non-Customers and...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/07/24

This is episode 255. Read the complete transcript on the Sales Game Changers Podcast website. PATTI’S TIP TO EMERGING SALES LEADERS: “Dive deep into successes and your losses from the past year. Think deeply about what got you the wins but also take a look at the losses and start thinking about what could you do with those existing opportunities that you did not get DIFFERENTLY. Maybe you need to move yourself up the totem pole, or you need to have a better value proposition BUT don’t say your

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44:49

Ways to Recharge Sales Efforts as Business Begins to...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/07/20

This is episode 254. Read the complete transcript on the Sales Game Changers Podcast website. MARK'S TIP TO EMERGING SALES LEADERS: "Sit down and intentionally write down a plan for what you need to achieve in the short term but also what you might need to do for the long term. We don't know if we're at the end of the first inning or the seventh inning here so we're going to need long-term mindset with a lot of short-term goals." PRAMOD'S TIP TO EMERGING SALES LEADERS: "Do something every day to up

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41:58

How Being Your Best Self and Believing What You're...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/07/17

This is episode 253. Read the complete transcript on the Sales Game Changers Podcast website. TODD'S TIP TO EMERGING SALES LEADERS: "Be your best self and that means different things to different people wherever you are in the world and depending on your personal situation. Be aware that your sales leaders are highly conscious of those folks putting in the extra effort - now is the time where legends are made. These markets really reveal the grit and are testimony to the winners in any organization

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51:01

Three Unique Tips for Sales Professionals to Rebound...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/07/14

This is episode 252. Read the complete transcript on the Sales Game Changers Podcast website. TODD'S TIP TO EMERGING SALES LEADERS: "First, go to everybody in your organization and say thank you and find something that they did that helped you close a deal. Second, call every client you've got, don't email them and say, "Checking in, how are you feeling?" No, call them. Pick up the phone and Zoom them if you can, most people are thrilled to have some different human contact, you might be really

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41:28

Why Empathetic Selling is More Critical Than Ever...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/07/10

This is episode 251. Read the complete transcript on the Sales Game Changers Podcast website. VINCE’S TIP TO EMERGING SALES LEADERS: “Crisis does not build character; it reveals it and this pandemic has made us a better team, I saw some people who are not necessarily in official leader capacity step up, grab some people who were newer, put them under their wing, talk to them every day, help them through deals. These are the people you want to go to battle with, these are the types of people that you

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47:09

How GRACE: Grit, Resilience, Adaptability, Connection...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/07/09

This is episode 250. 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 June 4, 2020. It featured entrepreneur and coach Marissa Levin. MARISSA'S TIP TO EMERGING SALES LEADERS: "Make a list of what you should start and a list of what you should stop doing. Focus on the things you can control such as your diet and the food that you're taking into your body

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49:14

You Must Have These Attributes to Be Successful Now...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/07/07

This is episode 249. Read the complete transcript on the Sales Game Changers Podcast website. COLLEEN'S TIP TO EMERGING SALES LEADERS: "The people that are going to make it and thrive and win the future as we call it, are now saying, 'This is good, I'm being forced to learn how to use new skills, new technology. I'm learning to adapt and flex.' They're actually seeing that this is setting them up for future success. The others fall into what you call external locus of control. It's 'Woe is me' and

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49:48

Three Things to Help Sales Leaders Raise Their Team's...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/07/01

This is episode 248. Read the complete transcription 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 May 14, 2020. It featured sales motivational speaker Alan Stein, Jr.] ALAN'S TIP TO EMERGING SALES LEADERS: "As sales professionals, we need to do everything in our power to get rid of blaming, complaining and making excuses. Those three things will never ever do anything to improve

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43:53

Sales Professionals Suggestions on How to Turn...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/06/26

This is episode 247. Read the complete transcript on the Sales Game Changers Podcast website. CAM’S TIP TO EMERGING SALES LEADERS: “One actionable thing sales professionals should take it is to reach back out to their last 3 managers to thank them. Check in and ask them for one bit of advice. Ask them, “You know me, if I am working to improve myself, what do you think I should do?” Since they’re not your managers anymore they’ll probably tell you what that area of opportunity is. I’ve done that

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51:07

Rich Insights as Re-Opening Accelerates for Sales...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/06/25

This is episode 246. Read the complete transcript on the Sales Game Changers Podcast website. Diane's segment begins at the 26 minute mark. MIKE'S TIP TO EMERGING SALES LEADERS: "Every successful person I know has been defined by difficulty at some point in their career that they fought through, that's without exception. These times are opportunities for us to power through it, to learn from it, to profit from it, this is an opportunity. It is a gift for us so don't squander it, take advantage of

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26:31

Four Things are Critical for Sales Professionals to...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/06/23

This is episode 245. Read the complete transcript on the Sales Game Changers Podcast website. EDITOR’S NOTE: We conducted this interview in February 2020. Since the show was released during the pandemic, we asked Todd what his advice is for sales professionals now. He offered the following: Show empathy in all your communications— As a sales leader, you need to give your teams ample oxygen to sustain life in the new normal. This includes being human. Some tactics to consider might include doing

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49:16

Having Empathetic Customer, Sales and Employee...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/06/19

This is episode 244. Read the complete transcription on the Sales Game Changers Podcast website. CHRISTINE'S TIP TO EMERGING SALES LEADERS: "The biggest thing I've learned is an increased appreciation for being empathetic and really trying to understand where people are in their journey in life and how that impacts how they show up and what they can actually produce at work." IVY'S TIP TO EMERGING SALES LEADERS: "A lot of what we're dealing with starts with a conversation. The issues that are going

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47:59

Sales Leaders Should Do This to Succeed as Re-Opening...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/06/16

This is episode 243. Read the complete transcript on the Sales Game Changers Podcast website. This is a replay of the Creativity in Sales Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on May 29, 2020. It featured author of Selling with Noble Purpose and Leading with Noble Purpose author Lisa Earle McLeod. LISA'S TIP TO EMERGING SALES LEADERS: "The beauty of being in sales is you make a difference to customers every single day and you're part of the economic engine that the

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45:17

What Sales Professionals Must Do To Serve the...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/06/12

This is episode 242. Read the complete transcript on the Sales Game Changers Podcast. Listen to Dominic Strada's original Sales Game Changers Podcast. DOMINIC'S TIP TO EMERGING SALES LEADERS: "If you're not willing to change based on market conditions or whatever changes that day, you're going to fail. Consumers are shopping different, they're looking for different things. You're dealing with different things internally whether it's on the supply side or the people side so ask what do I need to

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28:33

How Crisp Storytelling Can Lead to Sales Recovery as...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/06/09

This is episode 241. Read the complete transcript on the Sales Game Changers Podcast website. We conducted this interview with Matthew Pollard in February 2020 before the pandemic. Since the show was released during the pandemic, it's so valid as we need to draft interesting stories to help our customers recover from the resultant economic challenges. MATT'S FINAL TIP TO EMERGING SALES LEADERS: "People remember 22 times more information when it’s embedded into a story which makes it so much easier

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48:37

SALES GAME CHANGERS LIVE: What Sales Professionals...

Sales Game Changers | Tips from Successful Sales Leaders ·

2020/06/05

This is episode 240. Read the complete transcript on the Sales Game Changers Podcast website. This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on June 3, 2020. It featured sales leaders Frank Dimina (Splunk) and Craig Mueller (FireEye.)

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