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

E037: Professional Soccer Player Joe Alvarez Went from the Pitch to the Boardroom by Excelling at these Sales SkillsNCORE 13.03.2020 29:15

Read the transcript on the Sales Game Changers Podcast website . JOE'S FINAL TIP TO EMERGING SALES LEADERS: "This is the thought I give my employees and I give my kids, and I really believe in this. Life is short. Every day counts. Whatever you do, do it 100% and do it with passion, and at the end of the day use the mirror test. Look yourself in the mirror, you can't lie to that guy on the other s...

Two Strategies that Could Not Only Impact Your Sales Success But Your Life's Achievements as Well with Business Relationships Guru David Nour 10.03.2020 34:49

This is episode 213. Read the complete transcript on the Sales Game Changers Podcast website . NOUR'S FINAL TIP TO EMERGING SALES LEADERS: "You're going to meet individuals who fundamentally change both your direction as well as your ultimate destination. We call those individuals Curve Benders. Where are they? How do we find them? More importantly, how do we become one? What I want for your liste...

ENCORE 015: Mike Schmidtmann Helps Seven-Figure Sales Superstars Achieve Even More Success By Adopting these Critical Habits 05.03.2020 32:30

Read the complete transcript on the Sales Game Changers Podcast website . MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "You are working at a fraction of your capability. What if you can grow your sales and income 20% a year? It's 1% more prospecting, 1% better referrals, 1% more skill, 1% better negotiation, 1% better networking, etc. You find 20 ways every year to improve 1%. If you can improve 1%...

How Her Sales Managers Elevated Their Performance When SHE Became More Vulnerable and Authentic with LinkedIn Americas Sales Chief Alyssa Merwin 03.03.2020 34:03

This is episode 212. Find the complete transcription on the Sales Game Changers Podcast website . ALYSSA'S FINAL TIP TO EMERGING SALES LEADERS: "Make sure that you're able to add value in every conversation - even those that have nothing to do with the solution that you sell. Find out what your buyers and prospects care about, whether that's on LinkedIn or elsewhere, and go in and help them get be...

ENCORE 041: Alex Bartholomaus Helps People Stretch Their Revenue Growth with Significant Payoffs 27.02.2020 29:15

Read the complete transcription on the Sales Game Changers Podcast website . ALEX'S FINAL THOUGHT FOR SALES LEADERS: Everyone I'm sure has heard the expression, "Life is a marathon, not a sprint" and I live that so I would introduce that people just need to understand 'what race do you want to run in' because it's certainly not a sprint and if you're in your twenties. Do you want to run a 10K, do...

Three Must Implement Strategies He Learned from Managing Hundreds of High-Tech Sales Development Reps with Inside Sales Expert Marc Gonyea of memoryBlue 24.02.2020 32:56

This is episode 211. Read the complete transcript on the Sales Game Changers Podcast website . MARC'S FINAL TIP TO EMERGING SALES LEADERS: "Some of this might be trite but you must always be continuously improving as a selling professional. Knowing about the technology is key but it's not nearly as crucial as paying attention to your sales PERFORMANCE. You have to treat your selling profession as...

Pertinent Advice on Hiring, Motivating and Retaining Top Tier Sales Talent with International Sales Strategist Andy Miller 20.02.2020 32:37

This is episode 210. Read the complete transcription on the Sales Game Changers Podcast website . ANDY'S FINAL TIP TO EMERGING SALES LEADERS: "Get curious about everything, get curious about your customer, get curious about their industry, get curious about their business model. I find curiosity to be a really great habit for a salesperson." Andy Miller is president of Big Swift Kick, a top sales...

Focusing on These Specific Skills, You Will Be on the Path to Elite Sales Performance with FireEye Public Sector Sales Chief Craig Mueller 17.02.2020 33:26

This is episode 209. Read the complete transcription on the Sales Game Changers Podcast website . CRAIG'S FINAL TIP TO EMERGING SALES LEADERS: "Find a coach, find a mentor, find someone that you emulate and understand how they're being successful and to help you write down goals that you want to achieve. Doing these things will ensure that you will establish and then stay on the right path when ti...

Getting These Insights from Customers Can Swiftly Grow Your Career and Influence with Hospitality Sales and Marketing Expert Bob Gilbert 13.02.2020 34:51

This is episode 208. Read the complete transcription on the Sales Game Changers Podcast website . BOB'S FINAL TIP TO EMERGING SALES LEADERS: "Sales professionals will always be successful if they leverage the insights they get from customers into value for them, for their customers and for their company. Salespeople are in a unique position to leverage that knowledge to help senior management in t...

How a Growth Mindset Has Helped Him Tackle Every Sales Challenge He's Faced Throughout his Career with Splunk Public Sector Sales Leader Frank Dimina 11.02.2020 30:53

This is episode 207. Read the complete transcription on the Sales Game Changers Podcast website . FRANK'S FINAL TIP TO EMERGING SALES LEADERS: "Embrace the suck. Some of the territories that look really challenging or some of these projects that look really difficult, while hard and while challenging, can be the ones you're most proud of and produce the greatest results. If you take on one of thes...

How Even When Tons of Leads Come Flying In, Smart and Effective Sales Techniques are Still Critical with Quicken Loans Sales Star Justin Lee 05.02.2020 22:44

This is episode 206. Read the complete transcription on the Sales Game Changers Podcast website . JUSTIN'S FINAL TIP TO EMERGING SALES LEADERS: "It ties back into the power of attitude, and belief in yourself and assuming the sale will happen. I always tell my team members I don't care what sales business you're in, be assumptive and get to the close. If you don't go for the close it's never going...

You Can Develop a More Powerful Sales Mindset if You Focus on This Key Habit with Quicken Loans Sales Veteran Adam Stalmack 03.02.2020 26:32

This is episode 205. Read the complete transcription on The Sales Game Changers Podcast website . ADAM'S FINAL TIP TO EMERGING SALES LEADERS: "Don't ever quit. The other part of that is don't stop learning. Don't stop honing in on your craft and sharpening your skills, getting better. Keep finding out what makes it work and then tailoring it to what you do." We're doing another show from Downtown...

Lessons Learned Living on a Farm in Idaho that Led to His Sales Leadership Success with Thomson Reuters Leader Larry Goeckner 30.01.2020 37:08

This is episode 204. Read the complete transcript on the Sales Game Changers Podcast website . LARRY'S FINAL TIP TO EMERGING SALES LEADERS: "Create your own way of keeping score. If all you're thinking about is hitting quota, if all you're thinking about is hitting your month, hitting your year, hitting your quarter, hitting whatever those goals are, you'll have those days where it's very challeng...

How to Use Data and Build Skills to Grow Your Centralized Sales Organization with Thomson Reuters Sales Leader Rob Beattie 28.01.2020 44:05

This is episode 203. Read the complete transcription on the Sales Game Changers Podcast website . ROB'S FINAL TIP TO EMERGING SALES LEADERS: "Don't rely on others to motivate you. Take personal responsibility for your own growth and development. That's bigger than just sales, that's about building a career. What can you learn that's new? How do you go out and find something that maybe is that game...

Change is Possible if Sales Professionals Apply These Simple Techniques with Sales Mindset Development Expert Umar Hameed 23.01.2020 30:57

This is episode 202. Read the complete transcript on the Sales Game Changers Podcast website . UMAR'S FINAL TIP TO EMERGING SALES LEADERS: "I want to share with people and I hope they get it in their hearts is that change is possible, change happens very quickly, you can make that change permanently. With technologies from applied neuroscience, neurolinguistic programming and others we have a deep...

Tech Business Owners What's Required to Become a Sales Leader with Microsoft Partner Extraordinaire Paul Skurpski of XTIVIA 20.01.2020 31:50

This is episode 201. Read the complete transcription on the Sales Game Changers Podcast website . PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Impact your own success. Don't rely on having that great sales engineer - you become the sales engineer. If you're a sales consultant and you really understand your product and you can deliver value to that company, they will view you differently." Paul Sku...

ENCORE 180: 180: JK Moving Sales Leader Vince Burruano Said This Early Realization Helped Take His Career to New Heights 16.01.2020 29:26

Read the complete transcript here . VINCE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't give up. Follow up and persevere – show that grit. Those people who continue to forge ahead will always find a measure of success. Those that give up, they're making their own choice to not be successful." Vince Burruano is the VP of Commercial Sales for JK Moving . Prior to coming to JK he held sales leadersh...

Why the Government and Education Markets Excite Him So Much with World Wide Technology Sales VP Shawn Rodriguez 13.01.2020 30:00

This is episode 200. Read the complete transcription on the Sales Game Changers Podcast website . SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "If you want to be a sales leader, be sure to really understand why. If you aren't willing to give up the glory and truly contribute through others, then you should really consider continuing to be the best sales rep you can be. I've worked for executives w...

Adopting This Atypical Sales Mentality is Imperative for Business Owners with Serial Entrepreneur and Drone Innovator Pramod Rajeha 08.01.2020 24:47

This is episode 199. Read the complete transcription on The Sales Game Changers Podcast website . PRAMOD'S FINAL TIP TO EMERGING SALES LEADERS: "Stay persistent because that victory might be right around the corner and you might give up just before you get there. I can think of many times where I've attempted or tried to sell 4, 5, 6, 7 times and on the 8th time we actually hit it and if we had gi...

This Approach to Sales Prospecting Will Set You Apart from All Other Sellers with The Sales Evangelist - Donald Kelly 07.01.2020 23:43

This is episode 198. Read the complete transcript on the Sales Game Changers Podcast website . DONALD'S FINAL TIP TO EMERGING SALES LEADERS: "Every organization out there has some kind of problem, your prospects do. Somebody is going to solve that problem for them, so why not you? Take the advantage, go the high road, figure this out first and be the first one to solve the problem. If you do that,...

ENCORE 074: Red Hat Public Sector Sales Exec Lynne Chamberlain Shares Lessons Learned as a Woman in Tech Sales Pioneer 03.01.2020 33:27

Read the complete transcript on the Sales Game Changers Podcast website . LYNNE'S CLOSING TIP TO EMERGING SALES LEADERS: "When you do more than you're paid for, eventually you'll be paid for more than you do. I truly believe that." Lynne Chamberlain is the VP of Business Development for Red Hat's public sector division. As the VP of Business Development, her responsibilities include major capture...

ENCORE 152: DLT Sales Leader Chris Wilkinson Says Taking This Approach to Your Sales Career is Critical for Your Success 31.12.2019 26:48

Read the complete transcript on the Sales Game Changers Podcast website . This show originally aired on May 20, 2019. CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "Every day is a chance for a new beginning – embrace that opportunity. Focus on what you can control, influence what you can influence and smile otherwise." Chris Wilkinson is the Senior Vice President of Sales at DLT . Prior to coming t...

ENCORE SPECIAL EPISODE 001: Top Real Estate Sales Leader Keri Shull Is Leading the Real Estate Sales Profession Transformation! 27.12.2019 32:23

This show originally broadcast on December 15, 2017. Read the complete transcript on the Sales Game Changers Podcast website . Keri Shull is the founder of the Keri Shull Team . She started her career as a top producer, selling new homes and condos for residential developers. In five years, Keri went from founding her sales team and hiring her first employee to being the top agent in Virginia. To...

ENCORE 044: Vineeta Mooganur Applies Her Engineering Expertise to Help Her Sales Teams Multitask, Manage Their Business, and Grow 24.12.2019 23:26

Read the complete transcript on the Sales Game Changers Podcast website . VINEETA'S FINAL TIP TO EMERGING SALES LEADERS: "As sales people, we're in a unique position of speaking to hundreds of business leaders a year. We are closest to the market and what the market needs, and that's a powerful and fun place to be. Use it to learn and teach your prospects and your organization what you're hearing...

This Advice from Tommy John Was Crucial to His Career Success with ThunderCat Sales Leader and Former Minor League Baseball Pitcher Mike Knox 19.12.2019 32:08

This is episode 197. Read the transcript on the Sales Game Changers Podcast website . MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Chase after what your dreams are, get after it, get to know good people, network and always add value in every interaction you're in. Have fun with it, too. It goes fast and if you put your hard work and talent to play, you're going to win." Mike Knox is the VP of Com...