Fred Diamond

Sales Game Changers | Tips from Successful Sales Leaders

Business EN ↓ 911 episodes

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 of selling.

Author

Fred Diamond

Episodes

Having Goats on Your Zoom Calls Can Lead to a Sales Boost and Here's Why with Business Innovation Guru Alan Gregerman 17.08.2020 42:12

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 c...

Sales Professionals Implement These Steps to Bring Value to their Customers Right Now with Destination DC CEO Elliott Ferguson 14.08.2020 39:54

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...

The Nine Optimal Sales Mindset Steps for Reopening With The Small Biz Lady, Melinda Emerson 10.08.2020 43:23

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 c...

You Do These Two Things for Sales Success Right Now with Sales Performance Specialists Will Fuentes and Chris Tully 06.08.2020 39:49

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 Challeng...

Optimal Sales Mindset Lessons Learned Having Been Hospitalized 67 Times for Cystic Fibrosis in Her Scant 32 Years with Resilience Expert Klyn Elsbury 05.08.2020 43:17

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 goin...

Unique and Specific Tips on How to Best Approach Senior Level Prospects Right Now with CrowdStrike Public Sector Leader James Yeager 31.07.2020 43:17

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...

Steps Sales Leaders Must Take to Focus on Production Right Now with Peak Performance Week Co-Creator David Morelli 28.07.2020 42:57

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 l...

It's An Opportune Time To Help Non-Customers and Here's Why with Sales Leader Patti Dumas 24.07.2020 37:53

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...

Ways to Recharge Sales Efforts as Business Begins to Ramp Up with Sales Leader Mark LaFleur and Entrepreneur Pramod Raheja 20.07.2020 44:49

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 mindse...

How Being Your Best Self and Believing What You're Doing Matters Right Now Will Set You Apart with Sales Leaders Todd Albright and Trevor Vale 17.07.2020 41:58

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 leg...

Three Unique Tips for Sales Professionals to Rebound Quickly This Summer with "Everyone's in Sales" Author and Speaker Todd Cohen 14.07.2020 51:01

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...

Why Empathetic Selling is More Critical Than Ever Right Now with Sales Leaders Vince Burruano and Boomer Muth 10.07.2020 41:28

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...

How GRACE: Grit, Resilience, Adaptability, Connection and Empathy Right Now Can Set Your Sales Mindset At Ease with Marissa Levin 09.07.2020 47:09

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...

You Must Have These Attributes to Be Successful Now and in the Future with Emotional Intelligence for Sales Leadership Author Colleen Stanley 07.07.2020 49:14

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...

Three Things to Help Sales Leaders Raise Their Team's Performance as this Unusual Summer Begins with Organizational Performance Expert Alan Stein, Jr. 01.07.2020 49:48

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 ri...

Sales Professionals Suggestions on How to Turn Negative Energy into Positive Long-Term Opportunities with Carrie-Anne Mosley 26.06.2020 43:53

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...

Rich Insights as Re-Opening Accelerates for Sales Teams Across the Globe with Sales Leaders Diane Cashin and Mike Schmidtmann 25.06.2020 51:07

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,...

Four Things are Critical for Sales Professionals to Do Right Now to Be Successful with Datasite Global Sales Leader Todd Albright 23.06.2020 26:31

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 sus...

Having Empathetic Customer, Sales and Employee Conversations with Christine Barger from Salesforce and Radio Sales Executive Ivy Savoy-Smith 19.06.2020 49:16

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 EMERGIN...

Sales Leaders Should Do This to Succeed as Re-Opening Accelerates with Noble Purpose Author Lisa Earle McLeod 16.06.2020 47:59

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 sale...

What Sales Professionals Must Do To Serve the Changing Consumer as Re-Openings Speed Up with Nestle's Dominic Strada 12.06.2020 45:17

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 dif...

How Crisp Storytelling Can Lead to Sales Recovery as Re-Opening Accelerates with Introvert Edge Author Matthew Pollard 09.06.2020 28:33

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: "...

SALES GAME CHANGERS LIVE: What Sales Professionals Need to Be Doing Now with Splunk's Frank Dimina and FireEye's Craig Mueller 05.06.2020 48:37

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.)

Three Fresh Strategies to Lead Sales Teams Beyond the Pandemic with Diligent Corporation's Global Sales Chief Trevor Vale 02.06.2020 47:17

This is episode 239. Read the complete transcription on the Sales Game Changers Podcast website . TREVOR'S FINAL TIP TO EMERGING SALES LEADERS: "If you're going to get into sales, you've got to be prepared to handle pressure. If you're not confident it's definitely not the career for you. You always must be confident. You must be confident when you're winning and most importantly you have to be co...

Fresh Ideas for Leading Sales Teams and Customers Forward With Oracle's Tamara Greenspan and ACS Group's Tim Atkinson 29.05.2020 48:30

This is episode 238. 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 May 27, 2020. It featured sales leaders Tamara Greenspan (Oracle) and Tim Atkinson (ACS Group). Listen to Tamara Greenspan's Podcast. Listen to Tim Atkinson's Podcast . TIM'S T...