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

Three Strategies Helped Her Thrive as a Woman in Sales Leader with 3Pillar Global CRO Heather Combs 10.09.2019 25:32

This is episode 175. Read the complete transcript on the Sales Game Changers Podcast website . HEATHER'S FINAL TIP TO EMERGING SALES LEADERS: "Continue to learn, grow, evolve and improve every day and so will you. Find the places that you're willing to learn to work hard, to continue to get better. Just keep on working at it and enjoy the journey." Heather Combs is the Chief Revenue Officer for 3P...

How PRIDE - Passion, Respect, Intelligence, Discipline and Effort - Are at the Root of Learning Tree's Sales Culture with Chris Brady 05.09.2019 33:29

This is episode 174. Read the complete transcription on the Sales Game Changers Podcast website . CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "If we all bring some of those basic elements of PRIDE to our work each and every day - if we're passionate, respectful, intelligent, we have a disciplined approach and we bring a lot of energy and effort to the job each and every day - we can have successfu...

ENCORE 133: MAXIMUS Federal Sales Exec Allison Patrick Explains Why Having True Passion for Your Customer's Mission Will Determine How Successful Your Career Will Be 03.09.2019 37:11

This show originally aired on March 13, 2019. Read the complete transcript on The Sales Game Changers Podcast website . ALLISON'S FINAL TIP TO EMERGING SALES LEADERS: "To be great in sales – to have a sense of real reward in your career – it is about the people. I would say mentor, learn from all of those around you and then share your experience and knowledge." Allison Patrick is a Senior VP of S...

ENCORE 143: NetApp Public Sector's Rob Stein Says This Approach Will Lead to Sales Success in Transforming Industries 28.08.2019 27:15

This is an encore presentation of an episode that first aired on April 17, 2019. Read the complete transcript on The Sales Game Changers Podcast website . ROB'S FINAL TIP TO EMERGING SALES LEADERS: "Find something that you believe in. It could be a cool product, it could be a technology, it could be an industry, it could be a customer set like I'm passionate about serving the Defense customer. Onc...

ENCORE 141: Cvent Sales Leader Brian Ludwig Says This One Thing Will Help You Connect with and Have Much More Fruitful Conversations with Your Customers 26.08.2019 30:54

Encore presentation. Read the complete transcript on the Sales Game Changers Podcast website . BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "The best of sales reps are always going to know their product and solution cold. They're going to know and appreciate the types of pains and issues that businesses have and because they have that passion, they're going to be able to connect that and have much...

Why LEAN - Land, Expand, Align, and Nurture - Should Be at the Core of Your Corporate Sales Efforts with Appian Sales Chief David Mitchell 22.08.2019 33:33

This is episode 173. Read the complete transcript on the Sales Game Changers Podcast website . DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "Know your product, know your customers. Lean on your company for help and get your face in the place. Those are the things I think about the most." David Mitchell is the Senior VP of Worldwide Sales at Appian. If you recall the name Appian, we interviewed pas...

If She Put Blinders On She Would Have Missed This Wonderful Opportunity with 3Pillar Global Sales Leader Jennifer Ives 20.08.2019 30:28

This is episode 172. Read the complete transcription on the Sales Game Changers Podcast website . JENNIFER'S FINAL TIP TO EMERGING SALES LEADERS: "Don't put blinders on. There have been so many opportunities that have opened up for me that if I had put blinders on and said - No, this is my path, this is what I'm going to do for a certain amount of time - I would have missed out on." Jennifer Ives...

ENCORE 147: Dollywood's Cordelia Marzak Said This Lesson from Dolly Parton Helped Her Become a Powerful Sales Leader 16.08.2019 37:13

Read the complete transcript on the Sales Game Changers Podcast website. CORDELIA'S FINAL TIP TO EMERGING SALES LEADERS: "Be authentic. Even Dolly herself would say, "I have the wig and I have the makeup and the hair" but at the end of the day she is authentic. You may be selling widgets, but as long as it's the best widget and you love it, be authentic and follow that passion there." Cordelia Mar...

ENCORE 137: Deltek Global Sales Chief Matt Strazza Encourages His Sales Leaders and Team Members to Take this Type of Entrepreneurial Approach to Their Business 13.08.2019 47:04

Read the complete transcription on The Sales Game Changers Podcast website . MATT'S FINAL TIP TO EMERGING SALES LEADERS: "Figure out what jazzes you. Figure out what you're chasing and don't be afraid to expose some of those goals to your peers or friends or managers so that they become real and you get a little sweat on the brow when you're trying to move through them. Do it because you want to d...

Insights He's Learned from Training Some of the Most Successful Sales Teams in the NFL, NBA, NHL and MLB with Best-Selling Author Lance Tyson 08.08.2019 30:28

This is episode 171. Read the complete transcript on The Sales Game Changers Podcast website . LANCE'S FINAL TIP TO EMERGING SALES LEADERS: "If my job 10 hours a day was to cut down trees, I'd spend 8 hours sharpening my axe. I think that's where you should be thinking sales-wise because sales is hard today and you've got to be on your game." Lance Tyson is the founder and president of the Tyson G...

This Realization Moved Him from Engineering to Sales Leadership with ThunderCat Technology's Dave Schlosser 05.08.2019 34:44

This is episode 170. Read the complete transcript on the Sales Game Changers Podcast website . DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't ever let anybody tell you you can't do something that you really want to do. If you have a plan and a mission and you have the right people supporting you, you will get there." Dave Schlosser is the COO of the value added reseller (VAR) ThunderCat Techn...

These Two Habits Are Absolutely Critical to a Successful Sales Career with Washington Business Journal Sales Veep David Walker 31.07.2019 24:54

This is episode 169. Read the complete transcript on the Sales Game Changers Podcast website . DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "If you want to earn, that has to be really one of your chief motivators in going into sales. If someone is not motivated by money, then again I don't know if this particular career, regardless of what product or service you're selling, is for you." David Walk...

It's Critical to Do These Things to Successfully Sell New Products with UVA Darden School's Tom Steenburgh 30.07.2019 41:47

This is episode 168. Read the complete transcription on the Sales Game Changers Podcast website . TOM'S FINAL TIP TO EMERGING SALES LEADERS: "There's so much you can do to change performance and help people grow in their careers. It's really heartening to watch people do that. As sales managers, you have a great role to play in helping people grow in their career and you should feel empowered to h...

The Biggest Sales Opportunities That Occurred When Nestlé Took Over Selling Starbucks Products in Foodservice with Joel Kline 24.07.2019 35:41

This is episode 167. Read the complete transcription on The Sales Game Changers Podcast website . JOEL'S FINAL TIP TO EMERGING SALES LEADERS: "If you know your product and you know your customer and their needs you can really sell anything. I've been in coffee and food service for a long time but I've come to that realization that if you do your homework, you spend your time understanding what it...

This Aristotelian Lesson Helps Motivate His Sales Teams to Excel with Blackbaud's Chris Krackeler 22.07.2019 21:50

This is episode 166. Read the complete transcript on the Sales Game Changers Podcast website. CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "If you remember nothing else, remember the value of listening, being authentic and having fun. I've been fortunate to get a lot of positive feedback in my career, but I've also gotten my fair share of constructive criticism. I think being able to listen to that...

Hear How Competing in Triathlons Has Made Appian's Kristin Scott into a Top-Tier Sales Leader 17.07.2019 28:39

This is episode 165. Read the complete transcription on the Sales Game Changers Podcast website . KRISTIN'S FINAL TIP TO EMERGING SALES LEADERS: "Stay curious. Be open to learning new things - and that could be new ways of selling, that could be new solutions you're offering, that could be really understanding what your customer's needs are. Make lasting relationships and act with a spirit of gene...

How His Sales Career Began on Sept. 12, 2001 and Why Your Human Brand is So Critical in Sales with Akamai Public Sector Sales Leader Randy Wood 15.07.2019 39:12

This is episode 164. Read the complete transcription on The Sales Game Changers Podcast website . RANDY'S FINAL TIP TO EMERGING SALES LEADERS: "it's the importance of giving your best and highest performance every day. Performance and performance alone dictates the predator in every food chain. Sales is no different. Each and every day in sales, people and sales leaders need to commit and understa...

How to Sell Speaker Services from George Bush, Doris Kearns Goodwin, and Jack Nicklaus with WSB's John Ryder 10.07.2019 33:49

This is episode 163. Read the complete transcript on the Sales Game Changers Podcast website. JOHN'S FINAL TIP TO EMERGING SALES LEADERS: "I have never regretted thinking Big. Thinking of these goals that far surpass where I was last year, where I'd like to be and never been daunted by what I need to do to get there. Just believe in yourself and ask others and constantly improve, focus on winning...

Learn This Critical Sales Lesson Selling Salmon on the Bering Sea with Nortec Sales Leader Deb Wiker 08.07.2019 38:35

Read the complete transcript on the Sales Game Changers Podcast website. DEB'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is a team sport. Don't be a lone ranger. Get out there and use the resources at your fingertips to help you close. By helping each other, everybody wins." Deb Wiker is the VP of Sales at Nortec Communications . Prior to coming to Nortec, she held sales leadership positions at...

ENCORE 129: USI Insurance Services' Phil Curran Shares Three Strategies Sales Professionals Must Implement Today to Reach Trusted Advisor Nirvana 03.07.2019 42:20

Read the complete transcript on The Sales Game Changers Podcast website. PHIL'S FINAL TIP TO EMERGING SALES LEADERS: "If you can get to where the client includes you as part of the fabric of the organization, you understand their issues and you're delivering solutions that really impact the business, then you're a trusted advisor. I aspire to that, all my team inspires to it and I think if you're...

ENCORE 127: Kaiser Permanente Sales Leader Matt Chubb Knew the First Year of his Sales Career Would be Make or Break so Here's What He Did to Excel 02.07.2019 27:17

Read the transcript of this episode on the Sales Game Changers Podcast website. MATT'S FINAL TIP TO EMERGING SALES LEADERS: "It's never crowded going the extra mile. Don't be afraid of hard work, don't be afraid to go the extra mile for your customers, prospects or clients." Matt Chubb is the Executive Director of Sales at Kaiser Permanente in McLean, Virginia. Prior to coming to Kaiser Permanen...

Tips that Will Help You Successfully Reassess Your 2019 Sales Goals with "The Goal Tender" Author Shawn Doyle 27.06.2019 27:12

This is episode 161. Read the complete transcript on the Sales Game Changers Podcast website . SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "What's really critically important about achieving your goals is to write them down and have them displayed so that every single day, several times a day you pull those goals out or you look on your wall or your board and you actually are reviewing your goals...

Doing These Other Jobs First Led to Her Sales Leadership Success with Verizon Federal's Andrea Cohen 25.06.2019 29:16

This is episode 160. Read the complete transcription on the Sales Game Changers Podcast website . ANDREA'S FINAL TIP TO EMERGING SALES LEADERS: "Engage. You have to play to win and you have to really be focused on what you do and how it impacts everyone else, your customer and their customer. If you can get that level of understanding, you'll be very successful." Andrea Cohen is the VP of Civilian...

How Selling Brands Such as Purina and Gerber Has Dramatically Shifted with Nestlé's Dominic Strada 21.06.2019 42:11

This is episode 159. 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 t...

Struck Gold When He Applied This Approach to Sales Performance with CrowdStrike Public Sector's James Yeager 17.06.2019 41:53

This is episode 158. Read the complete transcription on The Sales Game Changers Podcast website. JAMES' FINAL TIP TO EMERGING SALES LEADERS: "Make sure that the individuals that are in your organization know that you're invested in their success. This is a people business so start first by hiring the right people, make sure that they're trained, give them the tools they need to compete and win. Th...