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 His Expertise in Evaluating Thoroughbreds Led to His Rise from Technician to Business Leader with Equinix Government Solutions Sales Leader David Peed 18.03.2019 35:11

This is episode 134. Read the complete transcription of this podcast on The Sales Game Changers Podcast website . DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "Take every opportunity to build your network and nurture it. One of the things that's really helped me in my career is the network of people that you meet in government and befriending them. Every job I've had has come through a friendship...

Why Having True Passion for Your Customer's Mission Will Determine How Successful Your Career Will Be with MAXIMUS Federal Sales Exec Allison Patrick 14.03.2019 36:54

This is episode 133. Read the complete transcription 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 Sales at MAXIMUS Federa...

You Can't Wait for Someone Else to Make You Better in Sales So Here are Things She Says You Must Do Now to Improve with Women in Sales Leader Jane Gentry 12.03.2019 25:29

This is episode 132. Read the complete transcript on the Sales Game Changers Podcast web site . JANE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't wait for somebody else to make you better. You own your success. Find a place like the Institute for Excellence in Sales or spend the money to find a coach to make you better at what you do. You need to be reading, you need to own your path in your car...

Why Treating Yourself like a Professional Athlete is Critical to Sales Success with Sales Leader and Ironman Competitor Charlie Minesinger 06.03.2019 32:36

This is episode 131. Read the complete transcript on The Sales Game Changers Podcast website . CHARLIE'S FINAL TIP TO EMERGING SALES LEADERS: "Think of yourself as a professional sales athlete. You want the best coaching, you want to train daily, you want to constantly try to get stronger, better, fitter, improve your game every day and you want to work on the details. You want to practice over an...

The Journey from Manufacturing Hefty Bags to Achieving Sales Success at Coca Cola and Beyond with The Growth Coach of Northern Virginia Mike Williams 05.03.2019 29:40

This is episode 130. Read the complete transcription on The Sales Game Changers Podcast website. MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is about being a problem solver and helping businesses grow. If you can think of it that way, I think you're going to go further longer in the business as opposed to just being short-sighted and looking at your features and benefits and trying to sell...

Three Strategies Sales Professionals Must Implement Today to Reach Trusted Advisor Nirvana with USI Insurance Services' Phil Curran 28.02.2019 42:08

This is episode 129. 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...

Opportunities and Challenges When You Move from Consulting to Sales Leadership with CARTO's Joe Pringle 25.02.2019 26:09

This is episode 128. Read the complete transcript on the Sales Game Changers Podcast website . JOE'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is all about solving problems for customers. It's about figuring out what problems your company is good at solving, identify what customers have those problems, do the hard work to go out there and get engaged with those types of customers and those speci...

The State of the Profession and the Three Things Sales Leaders Must Do to Show Value with Sales Enablement Society Founder Scott Santucci 21.02.2019 52:19

This is Special episode 012. Read the complete transcription on The Sales Game Changers Podcast website . SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "We really don't ask enough about what's valuable. Most of what we think about value we take for granted. Why should somebody care? Why is it valuable to them? How is it going to make their lives better? How are we going to help them think through e...

Knew the First Year of his Sales Career Would be Make or Break so Here's What He Did to Excel with Kaiser Permanente Sales Leader Matt Chubb 18.02.2019 27:13

This is episode 127. Read the complete transcription 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...

How Selling Life-Changing Experiences for College Students Impacts Her and Her Sales Team in this Way with Jennifer Fisher of Charlottesville-Based WorldStrides 14.02.2019 30:58

Read the complete transcription on The Sales Game Changers Podcast web site . JENNIFER'S FINAL TIP TO EMERGING SALES LE ADERS: "I think it's important to always understand how you're helping people. Always think about how you are helping that other person and by doing that, you're going to fall in love with what you do. That is the most important thing because if you don't like what you do, if you...

Why Strong Relationships are Still Essential in Rule-Driven Federal Procurement and Sales with Jeff Shen of Red Team Consulting 12.02.2019 32:51

This is episode 125. Read the complete transcription on The Sales Game Changers Podcast website . JEFF'S FINAL TIP TO EMERGING SALES LEADERS: "Look in your network for a handful of people that you look up to. Start having one-on-one discussions early on because they could help you tremendously in your career. It's something that might sound easier said than done, but it takes the time and commitme...

Insights that Will Help Trade Associations and Membership Organizations Drive Substantial Revenue Thru Print, Mail, Events and Sponsorships with Scott Oser 07.02.2019 35:15

This is episode 124. Read the complete transcript on The Sales Game Changers Podcast website . SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "Your heart really has to be in it. If you're really not into it, if your heart does not believe in your product, does not believe that your audience is going to receive value from what you're selling whether it be a product or a service, it is going to be ver...

Helping Tech Leaders Be Incredibly Successful with Cooley Law Firm Head of Business Development Carl Grant 05.02.2019 30:41

This is episode 123. Read the complete 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 throu...

Learn How the Marine Corps, Mentors and Sales that Went Awry Shaped M3Com and Virtacore Sales Chief Paul Borror into the Fearless Leader He's Become 31.01.2019 35:23

This is episode 122. Read the complete transcription on the Sales Game Changers Podcast website . PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Show up to give. I think too many of us in the sales game show up to get. We need a PO, we need a meeting, we need the next thing - why don't we show up to give? Make every interaction with your customer and prospect as valuable as possible and leave the fo...

How Beating Out The Andy Griffith Show Put Her Sales Career on a Trajectory Towards Success with The Selling Agency's Shawn Karol Sandy 29.01.2019 31:48

This is episode 120. Read the complete transcription on The Sales Game Changers Podcast website. SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "If you think you're not in sales, I want you to flip. Selling is a service. Selling to someone is the first place you are able to add value to them. You're adding value because you're helping them make educated, informed, enlightened decisions. Selling is a...

Life Lessons He Learned as a Collegiate Wrestler that Have Shaped Him into a Sales Leader at Meyers Research with Victor Furnells 23.01.2019 31:35

This is episode 121. Read the complete transcript on the Sales Game Changers Podcast website . VICTOR'S FINAL TIP TO EMERGING SALES LEADERS: "Do self-analysis, look at your company, look at your product, look at yourself and look at your daily activity. Are you happy? Because again, I don't see work-life balance being a seesaw, I see it being a circle and work bleeds into life and life bleeds into...

Numerous Strategies You Can Take to Make 2019 Your Most Successful Selling Year Ever with Proactive Sales Prospecting Expert Tibor Shanto 22.01.2019 26:22

This is Special episode 011. Read the complete transcript on The Sales Game Changers Podcast . TIBOR'S FINAL TIP TO EMERGING SALES LEADERS: "Let's focus on time. I think that people squander their time, people tend to think about time as being somewhat fluid and they tend to think of it as having an endless supply, but your quota ends every year so there isn't an endless supply. There are only so...

SPECIAL EPISODE 010: Alan Stein, Jr. Shares How Sales Pros Can Raise Their Game By Applying the Preparation Habits of Elite Basketball Stars Such as Kobe, Nash and Curry 17.01.2019 45:24

Read the complete transcript on the Sales Game Changers Podcast website . ALAN'S FINAL TIP TO EMERGING SALES LEADERS: "Adopt "10 assists." Every morning you wake up, you can put 10 rubber bands on your left wrist or you can put 10 pennies in your left pocket. Every time you give an assist to either a current client or customer or to a prospect, take one rubber band off your left wrist and put it o...

Growing Managed Disaster Recovery as a Service Sales at Sky Data Vault by Focusing on These Critical Aspects of the Sales Process with Michael Thompson 15.01.2019 23:52

This is episode 119. Read the complete transcript on the Sales Game Changers Podcast website. MICHAEL'S FINAL TIP TO EMERGING SALES LE ADERS: "Put in the work, find the right people, put in the practice, enjoy it, have fun with it, make it a game and if you do that, the results will come." Michael Thompson is the co-founder and VP of Sales at Sky Data Vault, a managed disaster recovery as a servi...

Critical Points with the Catholic University Students He's Preparing for High-Tech Sales Careers with Former NetApp Sales Chief Mark Weber 10.01.2019 34:19

This is episode 118. Read the complete transcript on The Sales Game Changers Podcast website. Mark Weber heads the Sales Department and is the Executive in Resident at the Busch School of Business at the Catholic University of America . He's also a technical adviser to many companies across the country. Prior to coming to Catholic University, he ran the Americas for NetApp and held sales leadershi...

How She Made the Leap from Being a Researcher to Leading the Successful Team that Sells the Research with Hanover Research's Meghan Phillips 08.01.2019 28:28

This is episode 117. Read the complete transcription on The Sales Game Changers Podcast website. MEGHAN'S FINAL TIP TO EMERGING SALES LEADERS: "Develop systems that work for you and stay accountable to the elements of the job that you can control. If you're organized and develop good processes and then follow those processes, you usually get where you need to go in the end and you're usually able...

How His Second Grade Teaching Experience Prepped Him to Sell Online Solutions to School Districts Nationwide with Fuel Education's Brian Mills 03.01.2019 31:42

This is episode 116. The complete transcript can be found on the Sales Game Changers Podcast website. BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Love what you do and love who you do it with day in and day out. We spend a lot of time away from friends, away from family and loved ones and when you can love what you do and love who you do it with, people say you never work a day in your life." Bri...

ENCORE 033: Women on Course's Tina Fox Shows How Being Authentically Curious About Your Prospect's Needs Will Increase Your Sales 31.12.2018 29:33

This is an encore presentation of our podcast with Women on Course's Tina Fox. Read the complete transcription on the Sales Game Changers Podcast website . TINA'S CLOSING TIP TO EMERGING SALES LEADERS: "I've learned that no matter who you meet—young, old, whether they're in business, out of business, male, female, doesn't matter what their religious affiliation—if you remember that people only wan...

ENCORE 079: When it Comes to Managing Millennials in Sales, GoCanvas Sales Leader Tristan Cotter Says Like the Philadelphia 76ers You Need to Trust the Process 28.12.2018 30:39

This is an encore presentation. Read the complete transcription on the Sales Game Changers Podcast website. TRISTAN'S CLOSING TIP TO EMERGING SALES LEADERS: "You have to take control of your own destiny and success and you have to invest in yourself and even if you feel like you're having success, you need to continue to stay sharp because things change really quickly. Take ownership, manage your...

ENCORE 101: Reston Limousine CEO, Philanthropist, and Business Leader Kristina Bouweiri Shares the Moment She Knew She Was Born to Be in Sales…and Other Powerful Insights 26.12.2018 32:29

This episode is an encore of Episode 101, originally posted on October 4. Read the complete transcription on the Sales Game Changers Podcast website. KRISTINA'S CLOSING TIP TO EMERGING SALES LEADERS: "Get out there and meet people, stay in touch, save every business card you ever get, put it into your Outlook. Keep track of the people you know. Stay in touch and your business will grow." Kristina...