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

The Five Sales and Business Development Habits that Have Made Him One of the Country's Leading Business Bankers with Kevin Reynolds 19.06.2018 29:44

This is episode 080. Read the complete transcription on The Sales Game Changers Podcast . Kevin Reynolds is the regional president and director of sales at United Bank. Prior to coming to United Bank , he was the president and director of sales for Cardinal Financial Corporation. He joined United Bank in April 2017 following its acquisition of Cardinal Bank. Prior to establishing Cardinal with a...

When it Comes to Managing Millennials in Sales, You Need to Trust the Process with GoCanvas Sales Leader Tristan Cotter 14.06.2018 29:42

Read the complete transcript 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 own business like it's a small busi...

How Sales Professionals Can Get Deeper into their Markets with Red Hat Federal Software Chief Nathan Jones 12.06.2018 34:37

This is episode 078. Read the complete transcript on the Sales Game Changers Podcast website . Nathan Jones is the Vice President of Federal at Red Hat and was one of the first sales reps hired by Red Hat . Before that, he had sales roles at Mercury Interactive and EMC. He's the president of the AFCEA, Washington DC chapter.

How Believing that What You Sell Really Matters is Critical to Your Success with Education Technology Sales Leader Jack Dilanian 07.06.2018 31:44

This is episode 077. Read the complete transcript on The Sales Game Changers Podcast web site. JACK'S CLOSING TIP TO EMERGING SALES LEADERS: "Be proud of your profession. You bring solutions to bear that solve real problems that matter to many, and that should matter to you. I don't care what the product is, if it's a solution that actually solves a problem, that helps people...you're doing good....

Two Secrets to Sales Success with Well-Respected Federal Media Expert Steve Vito 05.06.2018 28:48

This is episode 076. Read the complete transcript on the Sales Game Changers Podcast website. Steve Vito has been on the business side of media for over 35 years. In that time, he has sold advertising and event sponsorships for every possible medium including print, broadcast and now digital media. He has held senior sales management positions in several of the most highly regarded B-to-B media co...

One Thing that Will Help You Become More Successful in Selling with Professional Services Sales Leader Tim Atkinson 01.06.2018 38:45

This is episode 075. Read the complete transcript on the Sales Game Changers Podcast website. Tim Atkinson is the Group Vice President for the ACS Group where he's responsible for a 16 state region. ACS is a professional services organization providing IT consulting; staffing and workforce optimization solutions that helps optimize human capital investment to help you get the most out of your peop...

SPECIAL EPISODE 003: Amazon Web Services Sales Leader Dave Levy Shares the Critical Reason Why He's Spent His Career Servicing the Federal Government 29.05.2018 20:17

Read the complete transcript on the Sales Game Changers Podcast website. DAVE'S CLOSING TIP TO EMERGING SALES LEADERS: "Practice, practice, practice. Practice your craft and you always overestimate what you can accomplish in a short amount of time and you underestimate what you can accomplish in your career in a longer amount of time. " Dave Levy is the Vice President for Federal Government and no...

SE004: The Reason Why Marketing Automation Disrupter Zeev Wexler Says Sales Professionals Must Know Their Value 25.05.2018 24:21

Read the complete transcript on The Sales Game Changers Podcast website . Zeev Wexler is a digital industry leader, marketing automation disrupter, and CEO of a rapidly growing marketing firm - Wexler . He is also the founder of Linkboost . Zeev's reputation as a trusted advisor for CEOs across many industries internationally has led to high demand as a speaker. Find Zeev on LinkedIn !

Lessons Learned as a Woman in Tech Sales Pioneer with Red Hat Public Sector Sales Exec Lynne Chamberlain 21.05.2018 32:28

This is episode 074. Read the complete transcript on the Sales Game Changers Podcast web site. 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 and selling to the system's integrators. She's worked at Unisys and was involved in starting Network Appliance's public sector division....

Lessons Learned at Xerox, Dell and CoStar to Emerging Firms Looking to Get their Sales Programs Going with Chris Tully 18.05.2018 42:39

This is episode 061. Read the complete transcript on The Sales Game Changers Podcast website. Chris Tully has had a 30 year history of leading sales teams at public tech companies such as Xerox and Dell and CoStar . He also moved into the commercial remote sensing industry at GOI. Currently he's an outsourced VP of Sales with Sales Acceleration.

The Skills that Took Him to the Bowie State Football Hall of Fame to the Top 1% of Sales Success with Rick Simmons 14.05.2018 46:34

This is episode 073. Find the complete transcript on the Sales Game Changers Podcast website. RICK'S CLOSING TIP TO EMERGING SALES LEADERS: "You've got to stay focused and most of all you have to believe in yourself. At the end of the day, you can be your worst enemy or the best person to get you to where you want to go if you believe, and if we all believe and we believe that we can make a differ...

How Taking an Athletic Approach to Your Sales Efforts Can Lead to Huge Success with Veeam Software Federal Sales Leader Mike Miller 11.05.2018 37:27

Find the complete transcription to this podcast on The Sales Game Changers Podcast web site. MIKE'S CLOSING TIP TO EMERGING SALES LEADERS: "It's having an athletic approach to managing your business. It's being driven. And when I say athletic approach, I don't just mean the physical demands of it. I mean you have to look at what you do as a profession, you have to train for it, you have to be aggr...

To Achieve Sales Success Banish from Your Mind that You are Bothering People with NAIOP BD Leader Christopher Ware 08.05.2018 40:33

This is episode 071. Read the complete transcript on The Sales Game Changers Podcast website. Christopher Ware is a media sales expert with 18 years' experience in selling print and digital advertising, event sponsorship and exhibit space. He's generated millions in media sales for publications and events. Currently, he's the vice president of business development for NAIOP , a national trade asso...

How Used Neuroscience and Analytics to Help His Team Prospect More Rigorously with Sales Expert Ryan Brown 03.05.2018 43:41

This is episode 070. Read the complete transcription on The Sales Game Changers Podcast . RYAN'S CLOSING TIP TO EMERGING SALES LEADERS: "People will pay what they think something is worth" and that runs through my head almost every day, probably like 5 or 6 times a day when we're talking about what are we selling, how are we selling it, who are we selling it to, how much is it worth. It's really a...

She Knew Early On She Was Destined for Sales, Now She Leads Sales for Destination DC with Melissa Riley 02.05.2018 45:59

This is episode 069. Read the complete transcript on the The Sales Game Changers Podcast website . Melissa Riley serves as the Vice President of Convention Sales and Services at Destination DC , the official convention and tourism corporation for the nation's capital. She's a 20 year veteran of the travel and hospitality industries and leads a team of more than 30 who work in concert to generate a...

Committing to the Fundamentals Put Him on the Path to Fantastic Career Success with Inside Sales Expert Ivan Gomez 27.04.2018 30:54

This is episode 068. Read the complete transcript to this podcast on The Sales Game Changers website. Ivan Gomez is the president and founder of NextStage, a consulting firm focused on helping organizations leverage inside sales as a powerful go to market strategy. They help with implementation, best practices, marketing integration and many other things. Ivan has worked at some great companies in...

Ruthless Prioritization Help Grow Teams at Start-Ups and World-Class Tech Firms with ed Sales Leader Christian Woodward 24.04.2018 30:20

This is episode 067. Read the complete transcription on The Sales Game Changers Podcast web site. Christian Woodward is a software sales executive with more than 20 years of IT sales experience with leading companies such as Apple, VMware and New Relic. He currently leads the American sales organization and business unit for OutSystems , the leading, low-code development platform for enterprises g...

Knowing as Much as Possible about Your Customers Can Lead to Sales Security with Syncurity's Tom Young 20.04.2018 30:50

This is episode 066. Tom Young is the EVP of worldwide sales for the innovative Security Operations platform provider, Syncurity. Read the transcript to this interview on the Sales Game Changers Podcast website. He's been referred to as a sales expert, trusted adviser, and proven Leader with a "Rare Blend of Business & Technical Expertise." He's worked for a company called Platform Logic which was...

Sells Speaker Services But Says Effective Listening is the Key to Sales Success with Sandy Lutton 17.04.2018 31:06

This is episode 065. Read the transcript from Sandy Lutton's podcast on The Sales Game Changers Podcast website. Sandy Lutton is the Chief Revenue Officer at the Washington Speakers Bureau . Sandy's responsible for developing the company's revenue strategy and ensuring the strategy aligns with the corporate vision. In addition, she's responsible for all revenue generating processes in the organiza...

VION Corporation President Jeff Henry Offers Sales Leaders Strategies on How to Stay Relevant as Your Market and Customers Transform 13.04.2018 30:21

Jeff Henry brings more than thirty years of sales expertise to his role as president of ViON. Read the complete transcript to this podcast on The Sales Game Changers Podcast website He's responsible for the company's overall operations, strategic execution, marketing and revenue. Prior to ViON, Jeff served as a senior Vice-President and general manager of the Americas at Hitachi Data Systems, wher...

Helps Tech Companies Partner with Law Firms, Legally Speaking with Sales Executive Jason Stookey 12.04.2018 36:27

This is episode 063. Check out the complete transcript on The Sales Game Changers Podcast webite. Jason Stookey is the vice president of partner development for the International Legal Technology Association , also known as ILTA. He's a sales and business development professional with more than 18 years of experience in the tradeshow and event industry with a proven track record as an achiever in...

Succeeding in Helping Companies Understand the Opportunities within the Internet of Things with Link Labs Sales Leader Reed Fawell 09.04.2018 35:55

Read the transcript to this podcast on The Sales Game Changers Podcast web site. Reed Fawell began his sales career shortly after college at a boutique professional services firm in Buenos Aires, Argentina, where he helped American companies grow in the Argentinean and Chilean markets. Upon returning to the US, Reed joined the Corporate Executive Board, CEB, as a sales executive selling best pract...

Striving to Engage Clients Year Round with Membership Programs that Offer Experiences, Rewards and Access with Washington Nats Sales Leader Ryan Bringger 04.04.2018 26:49

The complete transcript can be found on the Sales Game Changers Podcast website. Ryan Bringger is a professional sales executive with 16 years' experience in building winning sales and management teams. Currently, he is the Vice President for Ticket Sales and Membership for the Washington Nationals baseball team. His well-rounded background includes experiences in ticket sales and service, premium...

ENCORE 022: Gary Milwit Became a Sales-Coaching Superstar by Doing What He Said He Was Going to Do 03.04.2018 27:05

Read the complete transcript of this podcast on the Sales Game Changers Podcast website. Gary Milwit is the president and chief operating officer at Stone Street Capital, headquartered in the D.C. Metro area. Gary is a former high school football coach, teacher, and athletic director who left public-sector work in 2000 after being recruited by Earth Networks to run its education and government-sec...

ENCORE 020: Kimpton Sales Executive Telesa Via Reveals What Leads to Exceptional Success in Hospitality Sales 02.04.2018 35:12

This is a special Encore episode of the Sales Game Changers Podcast featuring Kimpton Hotels and Restaurant Sales leader Telesa Via. Read the complete transcript of this podcast on the Sales Game Changers Podcast website. Telesa Via is the vice president of sales for Kimpton Hotels and Restaurants. She has global responsibility for helping grow the brand's business to corporate accounts, individua...