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

This Brutal Customer Insight Shifted His Career Forever with Symantec Federal Sales Chief Chris Townsend 13.06.2019 32:59

This is episode 157. Read the complete transcript on The Sales Game Changers Podcast website . CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "There's this negative connotation that's around sales that we're out there trying to push things on our customers that they don't want. That's the furthest thing from the truth. We're actually in there helping our customers advance their business and we can be...

How an Awkward Negotiation with American Airlines Led to His Sales Success with WebbMason's Doug Traxler 11.06.2019 35:59

Read the complete transcription on The Sales Game Changers Podcast website. DOUG'S FINAL TIP TO EMERGING SALES LEADERS: "Be proud of sales as a profession. It's one of the great careers. There's a lot of companies that need their problems solved and if it wasn't for us walking through the door and asking those questions, they couldn't grow and they couldn't change. I think it's one of the finest c...

ENCORE 108: Kastle Systems Sales Veteran Clay Deming Shares the Main Reason Why She Teaches Her Legions to Achieve Trusted Advisor Status with Their Customers 06.06.2019 49:57

Read the complete transcript on the Sales Game Changers Podcast website. CLAY'S TIP TO EMERGING SALES LEADERS: "Selling is serving. Recognize that when you are in front of people, they're more interested in you than they are in the feature and benefit set of your particular service or product. Don't think about your quota, don't think about all of the reasons why not, put your head in the place th...

ENCORE 107: Juniper Networks Federal Leader Bob Dunn Explains Why Knowing the Solutions You Sell Deeply is Critical to Your Success 05.06.2019 27:21

Read the complete transcription on the Sales Game Changers Podcast website. BOB'S TIP TO EMERGING SALES LEADERS: "If you're true to yourself and true to your customers, they will be true to you. If you could live that way and set a foundation that is firm that you believe in, you'll be successful in sales." Bob Dunn is the VP of Federal for Juniper Networks . He started his career at NYNEX before...

This Insight Took Him From Product Management into Sales Leadership with Cricket Media's Bob Sanregret 30.05.2019 33:48

This is episode 155. Read the complete transcript on the Sales Game Changers Podcast website . BOB'S FINAL TIP TO EMERGING SALES LEADERS: "Keep your eye on the metrics that are important. When you determine what the metric is, then focus on the impact that paying attention to those metrics will have on the end user/end customer because if you're doing your job correctly and you're doing your job w...

Three Things You Must Be Doing to Optimize LinkedIn for Sales with LinkedIn Whisperer Brynne Tillman 27.05.2019 35:35

This is episode 154. Read the complete transcription 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 insight, a piece of content - not a sales pitch, don't talk about you or your business. Give them some really great value that leads back to your solution b...

If You Do This One Thing You Can Drive Leadership Greatness with Salesforce Sales Exec Connor Marsden 23.05.2019 26:51

This is episode 153. Read the complete transcription on the Sales Game Changers Podcast website. CONNOR'S FINAL TIP TO EMERGING SALES LEADERS: "Be willing to forgive people if they make mistakes. Be willing to forgive yourself if you make a mistake. You always need to be thinking about what's in front of you, what's next and if people are looking back, it can impact the level of work and the great...

Taking This Approach to Your Sales Career is Critical for Your Success with DLT Sales Leader Chris Wilkinson 21.05.2019 26:20

This is episode 152. Read the complete transcription on The Sales Game Changers Podcast website . 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 to DLT, he held sales...

Taking this One Big Risk Propelled His Sales Leadership Career To New Heights with Cvent's Alex Rolfe 16.05.2019 31:44

This is episode 151. Read the complete transcript on The Sales Game Changers Podcast website. ALEX'S FINAL TIP TO EMERGING SALES LEADERS: "Time how much you speak on a demo. Are you speaking for 70% of the time and the prospect is speaking for 30%? What can you do to speak less and let your prospect or your client speak more? What can you do to listen more?" Alex Rolfe is a senior director for eve...

Three Things Marketers Need to Do to Best Serve Government Customers with Nextgov Publisher James Hanson 14.05.2019 33:05

This is episode 150. Read the complete transcript on The Sales Game Changers Podcast website. JAMES' FINAL TIP TO EMERGING SALES LEADERS: "Know your industry and market, get to know the people, the companies, the buyers and sellers. It's as easy as spending 30 minutes a day reading the trade magazines, combing through LinkedIn or Twitter, or listening to a podcast to get the latest news trends and...

This Helped Him Transition from Sales Ops to Sales Leadership with MetTel Federal Partner Chief Wray Varley 08.05.2019 32:24

This is episode 149. Read the complete transcription on the Sales Game Changers Podcast . WRAY'S FINAL TIP TO EMERGING SALES LEADERS: "Be sure to smell the roses along the way. Sales positions can provide a lot of really great experiences for folks, such as travel, sometimes it's other things, it's meeting new folks. Be sure you take time to enjoy that. Don't be so driven to the sale that you miss...

His Career Accelerated Upwards When His First Boss Did This with A Xerox Company Sales Chief Kevin Hoverman 07.05.2019 33:22

This is episode 148. Read the complete transcription on the Sales Game Changers Podcast website. KEVIN'S FINAL TIP TO EMERGING SALES LEADERS: "Never stop learning. When you stop learning, start digging. It's amazing how there's that tuning fork moment where you make the perfect call, the perfect stop by and it literally changes your life. To see that happen to the people that I work for day in and...

This Lesson from Dolly Parton Helped Her Become a Powerful Sales Leader with Dollywood's Cordelia Marzak 02.05.2019 36:49

This is episode 147. Read the complete transcription 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 pass...

How a Major Failure Early in His Career Led to His Sales Leadership Success with Iron Mountain Sales Chief Michael Lewis 01.05.2019 32:30

This is episode 146. Read the complete transcription on the Sales Game Changers Podcast website . MICHAEL'S FINAL TIP TO EMERGING SALES LEADERS: "Focus on the customer, understand their challenges first and second, try new things. What got you here today to be successful won't get you where you're trying to go. The customer landscape, the competition is changing so invariably you have to change an...

Best Practices in Sales to the Government with Leaders from Microsoft, Saleforce, Oracle and MAXIMUS 25.04.2019 55:24

This is episode 145. Read the complete transcription on the Sales Game Changers Podcast website . This is a special episode of the Sales Game Changers Podcast done in partnership with Federal News Network and WTOP Radio in Washington DC. This episode featured a panel discussion with four leading sales executives in the Federal Market. You can find of them on LinkedIn below. Christine Barger , Gene...

How She Continues to Show Value to the Department of Defense Customers She's Been Serving for Nearly 30 Years with Oracle Federal Sales Leader Tamara Greenspan 22.04.2019 24:25

This is episode 144. Read the complete transcription on The Sales Game Changers Podcast website . TAMARA'S FINAL TIP TO EMERGING SALES LEADERS: "It's most important to gain a deep understanding of your customer's needs and how your customer solutions can add value. Not every solution in your company's portfolio might be the best solution, always keep that in mind. In many instances you only have o...

This Approach Will Lead to Sales Success in Transforming Industries with NetApp Public Sector's Rob Stein 17.04.2019 26:59

This is episode 143. Read the complete transcription 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. Once you find that, put everything you have into it. Just imm...

How Convinced a Top Prospect to Drop its No-Urban Dictate with Entercom Sales Leader Ivy Savoy-Smith 15.04.2019 36:41

This is episode 142. Read the complete transcript on The Sales Game Changers Podcast website . IVY'S FINAL TIP TO EMERGING SALES LEADERS: "Remember that your work ethic and your reputation are everything. You take that with you wherever you are, wherever you go in life, in business. Business is ever-changing, it's evolving - you've got to be able to change with it. You've got to embrace it, you've...

This One Thing Will Help You Connect with and Have Much More Fruitful Conversations with Your Customers with Cvent Sales Leader Brian Ludwig 11.04.2019 30:13

This is episode 141. Read the complete transcription 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 m...

Market Shift from Cloud First to Cloud Smart and How Top Sales Professionals Can Flourish in this Transformation with ViON Sales Leader Dave Kushner 08.04.2019 42:16

This is episode 140. Read the complete transcription of this show on The Sales Game Changers Podcast web site . DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "Be humble because sales is a humbling experience. There'll be times that you're on Cloud 9 and deals are flowing and things are happening and everything's going right, and there are times you're wondering if anyone is actually going to call yo...

This Basketball Analogy from His Mentor at Oracle Pushed the Buttons that Fired Up His Sales Leadership Career with SAP NS2 Business Leader Ron Police 04.04.2019 34:40

This is episode 139. Read the complete transcript on The Sales Game Changers Podcast website. RON'S FINAL TIP TO EMERGING SALES LEADERS: "Create a life business plan for yourself and think about it in terms of what do I want to accomplish in life with my family, friends, and the community. At the end of the day, you're going to have a detailed business plan. I have one and I look at it every now a...

Here's the One Thing that Attributes to His Notable Career Success with SAP NS2 CEO Mark Testoni - 2019 IES Lifetime Achievement Award Winner - 02.04.2019 40:24

This is episode 138. Read the complete transcription on the Sales Game Changers Podcast website . MARK'S FINAL TIP TO EMERGING SALES LEADERS: "It's a lesson I learned from my son, Matt, a special needs guy. We need to look at what people can do and not what they can't do. That was a lesson that is probably the #1 thing that has helped me be successful. What makes a great team work is when you take...

Take this Type of Entrepreneurial Approach to Their Business with Deltek Global Sales Chief Matt Strazza 28.03.2019 46:17

This is episode 137. Read the complete transcript of this podcast on the Sales Game Changers Podcast . 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. D...

How Embracing Failure will Give You What You Need to Become a More Successful Sales Leader with Bloomberg Government's Mark Muckerman 25.03.2019 27:29

This is episode 136. Read the complete transcription on The Sales Game Changers Podcast website. MARK'S FINAL TIP TO EMERGING SALES LEADERS: "Insincerity is transparent, so just be honest. Every prospect, every customer that you talk to will know when they're being worked and you don't win that way. Just be honest, be genuine about what you do and what you know and what you don't know, and you'll...

Here's How Opening for Lynyrd Skynyrd and Hootie and the Blowfish Set Up Boomer Muth and West Creek Financial for High-Growth Sales Success 21.03.2019 37:16

This is episode 135. Read the complete transcription on The Sales Game Changers Podcast website . BOOMER'S FINAL TIP TO EMERGING SALES LEADERS: "Find your passion. If you feel stressed, it's probably not your passion so find your passion. Find what you really care about, create a vision, commit to that vision, and share it with everybody in your life." Boomer Muth is the co-founder and Chief Reven...