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

How The Leading Edge Sales Training Strategies They're Now Bringing to Dealerships are Improving a Historic Challenge with GM's Barbara Reznor 16.12.2019 29:45

This is episode 196. Read the complete transcript on the Sales Game Changers Podcast website. BARBARA'S FINAL TIP TO EMERGING SALES LEADERS: "Your last best experience is now your new expectation. Be continuously learning so that you can continue to provide value." Today's show was broadcast from the GM headquarters in Downtown Detroit. Barbara Reznor is the manager of training for the GM Center o...

Focusing on this Outcome is Key to Determining Your Sales Success with Forcepoint Government Sales Chief Eric Trexler 09.12.2019 36:36

This is episode 195. Read the complete transcription on the Sales Game Changers Podcast website . ERIC'S FINAL TIP TO EMERGING SALES LEADERS: "Everything you do should be geared around results, Focus on your customer, yourself, your business and put a plan together and enjoy the ride. To the leaders out there, focus on your people, be transparent and direct with them. Have a plan, always look at h...

ENCORE 154: LinkedIn Whisperer Brynne Tillman Shares the Three Things You Must Be Doing to Optimize LinkedIn for Sales 05.12.2019 35:48

[EDITOR'S NOTE: This interview took place on March 3, 2019. Some of the pricing details and other comments about LinkedIn features might have changed since this interview took place.] Read the transcript on the Sales Game Changers Podcast website . BRYNNE'S FINAL TIP TO EMERGING SALES LEADERS: "We are ignoring our new connections all the time. Put together a great welcome message that has an insig...

Transformation Lessons His Sales Organization, Company and Customers Have Learned Together with Microsoft Federal Sales GM Javier Vasquez 03.12.2019 29:08

This is episode 194. Read the complete transcription on the Sales Game Changers Podcast website . JAVIER'S FINAL TIP TO EMERGING SALES LEADERS: "Be tenacious. Just try, try, try. You're going to hear 'no' more than you hear 'yes' when you first start in your career and I know it sounds painful now, but that is where and how you learn. Get back up and do it again, and practice, practice, practice."...

These Lessons from the Mat Can Help You Achieve Remarkable Sales Success with Clarabridge Sales Leader and University of Maryland Wrestling Star Tom van Gorder 26.11.2019 31:49

This is episode 193. Read the transcription on the Sales Game Changers Podcast website . TOM'S FINAL TIP TO EMERGING SALES LEADERS: "Any young professional that is interested in a sales career needs to find one or two mentors, somebody like myself, you or others that are willing and able to give them some advice and some coaching as they move along in their career." Tom van Gorder is the Vice Pres...

How a Coaching Mindset Has Helped the Hospitality Leader Become Fortune's Best Company to Work for with Senior Vice President, Hilton Worldwide Sales – Americas, Frank Passanante 19.11.2019 30:59

This is episode 192. Read the complete transcription on the Sales Game Changers Podcast website . FRANK'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is a noble profession. Embrace a coaching mindset and also embrace the idea that everyone should always be learning. If you embrace this idea of an always learning mindset and you want to be better tomorrow than you are today, you'll have success and...

ENCORE 123: Cooley Law Firm's Biz Dev Chief Carl Grant's Mission is to Help Technology Leaders Become Amazingly Successful. Here's How He Does it. 14.11.2019 30:56

Read the transcript on the Sales Game Changers Podcast website . CARL'S FINAL TIP TO EMERGING SALES LEADERS: "People like to buy from people that they know and if you're struggling with how to get to know people, I'm going to tell you that people can connect on very personal levels. I think the deepest personal relationships you can develop with other people are through a religious affiliation, a...

How Elite Sales Performers Now Must Service Transforming Verticals Such as the Higher Education Market His Company Serves with Ellucian Sales Chief Dan Maier 11.11.2019 26:50

This is episode 191. Read the complete transcription on the Sales Game Changers Podcast website . DAN'S FINAL TIP TO EMERGING SALES LEADERS: "Have fun with what you're doing. Fuel the things that you're most passionate about. It's not just about winning, it's about how you get to the finish line. I encourage everyone to take risks, have fun but more importantly, go make it happen." Dan Maier is th...

ENCORE 60: Washington Nats Sales Leader Ryan Bringger Strives to Engage Clients Year Round with Membership Programs that Offer Experiences, Rewards and Access 07.11.2019 27:37

In honor of the Washington Nats winning the World Series, we're pleased to run this encore podcast episode. Read the complete transcript on the Sales Game Changers Podcast website . RYAN'S FINAL TIP TO EMERGING SALES LEADERS: "Find your strengths and be proud of those strengths. That's what people want you for once you're able to know exactly what those are." Ryan Bringger is the Vice President fo...

How Philanthropy, Deep Relationships, Hard Work and Surrounding Yourself With Really Smart People Can Lead to Sales Success with Legendary Insurance Sales Leader Alan Meltzer 05.11.2019 37:23

This is episode 190. Read the complete transcript on the Sales Game Changers Podcast website . Alan Meltzer is a sales legend. ALAN'S FINAL TIP TO EMERGING SALES LEADERS: "One, get smart, read, study. Two, there's no substitution for perspiration, work your ass off, it's that simple." Alan Meltzer founded NFP -The Meltzer Group in 1982 as a single insurance agen. He has since grown the company to...

ENCORE 159: Nestlé's Dominic Strada Shares How Selling Brands Such as Purina and Gerber Has Dramatically Shifted 31.10.2019 42:39

Read the complete transcript on the Sales Game Changers Podcast website. DOMINIC'S FINAL TIP TO EMERGING SALES LEADERS: "Never get comfortable. If you always have that mentality that either you don't know enough or somebody can take away what you have today, you'll lose your edge. Never think you have a problem solved long-term and never think you have all the relationships that you need in order...

Lessons Learned at Oracle, SAP, Salesforce and Now Amazon Web Services with Sales Star Carrie-Anne Mosley 29.10.2019 1:07:22

This is episode 189. Read the complete transcript on the Sales Game Changers Podcast website . CAM'S FINAL TIP TO EMERGING SALES LEADERS: "If you start with your customer in the center of everything you do and work backwards from there from a sales process perspective, and you've cultivated your partners along the way, your journey will be successful. If you are adding value at all points along th...

How Strategic Hustle Sets Him and His Sales Teams Apart with Veeam Enterprise Sales Chief Mike Durso 24.10.2019 40:06

This is episode 188. Read the transcript on the Sales Game Changers Podcast web site . MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Take accountability for your actions and before you look at someone else in your organization, look at what you could have done differently to change the situation." Mike Durso is the Vice President for US Enterprise at Veeam Software . Prior to coming to Veeam, held...

How 212 - The Extra Degree - Inspires Extra Effort and Care from His Team Members with JK Moving Residential Sales Veep Brian McGuinness 22.10.2019 23:56

This is episode 187. Read the transcript on the Sales Game Changers Podcast website here . BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Don't look back, look forward. Do the right thing each and every day and lead by example. Have an attitude of gratitude. " Brian McGuinness is the VP of Residential Sales at JK Moving . Prior to coming over to JK he held sales leadership roles at the North Americ...

His Passion for Radio and Why It's the Most Powerful Audience Access Medium in the World with Entercom Sales Leader Dave Scopinich 17.10.2019 47:38

This is episode 186. Read the complete transcription on the Sales Game Changers Podcast website . DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "I think too often we don't step back and think about the fact that we're helping people and it's something that's a very important part of a company's existence and the American economy. We make a difference. Every day I get up and I'm excited to go and tal...

How Ambitious Sales Professionals Can Improve their IQ and EQ and Grow Their Careers with Red Hat Public Sector GM Paul Smith 15.10.2019 34:13

This is episode 185. Read the complete transcript on the Sales Game Changers Podcast website . PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Put your cell phones down. This is a face-to-face business and I think unfortunately the younger generation of folks coming in have grown up with mobile technologies and they really believe that they can communicate in an effective manner by text messaging or...

This Advice He Gave His Leaders about Facebook Paid Off Long Term with Vantage Data Center Sales Chief Lee Kestler 10.10.2019 22:23

This is episode 184. Read the complete transcript on the Sales Game Changers Podcast website . LEE'S FINAL TIP TO EMERGING SALES LEADERS: "Negotiation isn't about a winning and a losing part - negotiation is about winning for both sides. If you go into a conversation with a customer or you go into any type of interaction in life and you think about it that way, you're probably going to be better o...

R-E-S-P-E-C-T Through the Sales Process Can Set You Competitively Apart with Proxios Sales Leader Michael Euripides 08.10.2019 34:17

This is episode 183. Read the complete transcription on the Sales Game Changers Podcast website. MICHAEL'S FINAL TIP TO EMERGING SALES LEADERS: "Be respectful. I want to encourage everybody in this field to respect your client, respect their buying processes, respect their finances, make sure that you're delivering on your promises. Most of all, respect yourself enough to prepare and do the right...

How 'Houston, We Have a Problem" and Other Classic Clips Can Improve Sales Performance with MovieComm's Scott DiGiammarino 03.10.2019 31:42

This is episode 182. Read the complete transcript on the Sales Game Changers Podcast website . SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "It's what they say in Jerry Maguire, "Help me help you." It's for them to tell their story and share how they're thinking, what they'd like to learn and give upward feedback to their leaders. If they do that, the leaders have a better understanding of them an...

Why Marketing Leaders Won't Have Success Unless They Understand Sales with MOSAIC Exec Patti Dumas 01.10.2019 29:39

This is episode 181. Read the complete transcript on the Sales Game Changers Podcast website PATTI'S FINAL TIP TO EMERGING SALES LEADERS: "Embrace learning, make mistakes, stay focused and find those friends and people that are going to inspire you and keep you motivated." Patti Dumas is the Senior VP of Sales at MOSAIC . Prior to MOSAIC, she held sales and marketing leadership positions at HBP an...

This Early Realization Helped Take His Career to New Heights with JK Moving Sales Leader Vince Burruano 26.09.2019 29:08

This is episode 180. Read the complete transcript on the Sales Game Changers Podcast website . 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 fo...

What Sales Training Legend GuruGanesha Taught Him that Helped Him Grow Legions of Professional Sales Careers with SyncDog CRO Brian Egenrieder 24.09.2019 35:13

This is episode 179. Read the complete transcript on the Sales Game Changers Podcast website . BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Don't be afraid to qualify out. Stop trying to qualify in, start trying to qualify out and if you can't qualify it out, it's a good lead, it's a good prospect." Brian Egenrieder is the Chief Revenue Officer at SyncDog . Prior to coming over to SyncDog, he hel...

How to Avoid Selling Through The Close - Metaphorically Speaking with Meridian Knowledge Solutions BD Chief Patrick Devlin 19.09.2019 44:04

This is episode 178. Read the complete transcript on the Sales Game Changers Podcast website . PATRICK'S FINAL TIP TO EMERGING SALES LEADERS: "Your #1 focus is to help the people that you are working with understand the value of what you do. Once you really understand the impact that what you're proposing can have on their lives and on the organizations that they work for, you almost have a fiduci...

Award-Winning Strategy for Teaching Lawyers to Sell with McDermott Law Firm Biz Dev Chief Rory Channer 17.09.2019 38:18

This is episode 177. Read the complete transcript on The Sales Game Changers Podcast website . RORY'S FINAL TIP TO EMERGING SALES LEADERS: "Think of others and put yourself in their shoes. I had a CEO that said to our salesforce many times, "Pull your chair around the side of the table and sit on their side of the table." Push hard at really understanding others and then doing something with that...

It's the Growth Mindset That Will Set Your Sales Career Apart and Here's Why with IBM Federal Capture Leader Clara Conti 12.09.2019 26:36

This is episode 176. Read the transcript on The Sales Game Changers Podcast website . CLARA'S FINAL TIP TO EMERGING SALES LEADERS: "Never underestimate your growth mindset and constantly check yourself on this. We get bombarded with the media telling you there's going to be a recession, there's less opportunity, there's all kinds of things. You have to tune all of that out and focus on a growth mi...