Sales Game Changers | Tips from Successful Sales Leaders
Published by Fred Diamond
Business
Careers
Marketing
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.
This is episode 861. Read the complete transcription on the Sales Game Changers Podcast website . Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Brian Green, Advisor at CodeSignal and Founder of GenerativeSelling Solutions. Find Brian on LinkedIn . BRIAN'S TIP: "Mission clarity is not what you claim to believe. It's what your business can consistently decide, defend, and deliver."
This is episode 860. Read the complete transcription on the Sales Game Changers Podcast website . Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Jared Shepard, Chief Operating Officer at Hypori. Find Jared on LinkedIn . JARED'S TIP: "Understand your technology well enough, or your capability well enough, that you can articulate to that need and then also understand the implications of that articulation, i.e., am I reducing cost, am I reducing burden, am I reducing friction? I hope you're doing one of those, because otherwise, people just aren't taking on new burden and new friction right now."
This is episode 859. Read the complete transcription on the Sales Game Changers Podcast website . This is an AI and Sales Brief episode, a sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with AI expert Zeev Wexler, CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn . Find Tom on LinkedIn . ZEEV'S TIP: "You are not just using AI to send more emails that do not work. You are using AI with what has been scientifically proven to work at a higher percentage." TOM'S TIP: "Do you know why people say it's a numbers game? Because they do not know what the best practices of sales are. The science tells us what the best performance direction is."
This is episode 858. Read the complete transcription on the Sales Game Changers Podcast website . This is an AI and Sales Brief episode, a sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with AI expert Zeev Wexler, CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn . Find Tom on LinkedIn . ZEEV'S TIP: ""Do not just look at tools. Look at the entity you are bringing into the organization, educate it, and keep the knowledge inside your organization." TOM'S TIP: "The key is creating that value prior to the sale. The current demand from customers across B2B and B2G is, 'Help me make a better decision. Help me understand my own world better through your sales process, and I will award you my business.'"
This is episode 857. Read the complete transcription on the Sales Game Changers Podcast website . This is an AI and Sales Brief episode, a sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with AI expert Zeev Wexler, CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn . Find Tom on LinkedIn . ZEEV'S TIP: "AI doesn't fix bad sales processes, it exposes them. If you accelerate a broken workflow, you're not improving performance; you're simply making mistakes happen faster. Build the right sales process first, then let AI amplify it." TOM'S TIP: "Begin with a workflow based on sound sales practices. Once that foundation is in place, AI can accelerate it in extraordinary ways. The difference between AI applied to a broken process and AI applied to an optimized workflow is almost impossible to overstate."
This is episode 856. Read the complete transcription on the Sales Game Changers Podcast website . Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Craig Patterson, Global Channel and Ecosystem Chief at Exabeam. Find Craig on LinkedIn . CRAIG'S TIP: "Stop measuring activity and start driving outcomes. It's easy to become focused on how much you're doing, but the real question is: what are you actually trying to achieve? The best sales professionals measure success by the business outcomes they create."
This is episode 855. Read the complete transcription on the Sales Game Changers Podcast website . Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Matthew Radomski, Regional Vice President of Federal Civilian at Harness. Find Matt on LinkedIn . MATT'S TIP: "The customer is the North Star. Their success should be your success. Everything else figures itself out. Don't focus on selling. Focus on their value and what matters to them, and then help them along the way."
This is episode 854. Read the complete transcription on the Sales Game Changers Podcast website . This is a Women in Sales Leadership sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! *]:pointer-events-auto scroll-mt-[calc(var(--header-height)+min(200px,max(70px,20svh)))]" dir="auto" tabindex="-1" data-turn-id= "request-WEB:de0e0349-5442-49a8-850c-e5ff59b2cd30-382" data-testid= "conversation-turn-12" data-scroll-anchor="true" data-turn= "assistant"> On today's show, Gina meets with Elisabeth De Dobbeleer, Senior Vice President of Partner Programs at Cisco. Find Elisabeth on LinkedIn. ELISABETH'S TIP: "Don't let the little voice in your head tell you, 'You can't do it. It's too early.' You should really not allow all these self-limiting beliefs to stop you. You should be bold and ambitious in terms of what you're able to achieve and what you're able to do."
This is episode 853. Read the complete transcription on the Sales Game Changers Podcast website . This is the fifth episode of AI and Sales Brief, a new sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with AI expert Zeev Wexler, CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn . Find Tom on LinkedIn . ZEEV'S TIP: "Sales and marketing are a circle. The problem most companies have is that sales and marketing are treated as two separate parts that do not work for one another and do not collaborate. AI can help fix that." TOM'S TIP: "This is the peace treaty of all time. Both objectives, marketing and sales, can be served, and everybody can get what they want. Instead of arguing about leads, both teams can align around understanding what prospects need to fix, accomplish, or avoid."
This is episode 852. Read the complete transcription on the Sales Game Changers Podcast website . Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Jason Gallo, Global Vice President, Partner Value Accelerator at Cisco. Find Steve on LinkedIn . JASON'S TIP: "Innovation is predicated upon trust. The fundamentals of who we are as salespeople is still continuing to build that depth of relationship and never forget that aspect of what it means to be a world-class sales professional. Trust is the ultimate lever to get us to the outcome."
This is episode 851. Read the complete transcription on the Sales Game Changers Podcast website . This is the fourth episode of AI and Sales Brief, a new sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with AI expert Zeev Wexler, CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn . Find Tom on LinkedIn . ZEEV'S TIP: "No salesperson is going to listen to every call, capture everything that was said, and track every client response manually. But for AI, this is a matter of seconds. The more you use it, the more it learns." TOM'S TIP: "Do not prioritize pursuing the companies or potential clients you most want. Pursue first the target-rich pool of those who appear to most want you. It is a lot easier to chase the ones that most want us."
This is episode 850. Read the complete transcription on the Sales Game Changers Podcast website . Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Steve Gladis, Executive Coach, Author, and Professor at George Mason University. Find Steve on LinkedIn . STEVE'S TIP: "Start thinking like a team, not a group. Start thinking basketball, not golf. Think about what you can work on together while still performing in your individual silos."
This is episode 849. Read the complete transcription on the Sales Game Changers Podcast website . Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Shiraz Hasan, Head of Channel Sales at AT&T. Find Shiraz on LinkedIn . SHIRAZ' TIP: "Always take the time to understand the outcome your customer is trying to achieve. Focus the discussion on solving that business problem, and let the sale happen naturally behind it."
This is episode 848. Read the complete transcription on the Sales Game Changers Podcast website . This is the third episode of AI and Sales Brief, a new sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with AI expert Zeev Wexler, CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn . Find Tom on LinkedIn . ZEEV'S TIP: "AI is not only a virtual coach. It is baked into the process. When you make something easier and better for a salesperson, adoption happens." TOM'S TIP: "For at least the past 70 years, companies have struggled to adopt best practices and move from exposure or training to habit and mastery. Now, with AI, you can create what is essentially a full-time, never-sleeping, always-ready, always-helping coach."
This is episode 847. Read the complete transcription on the Sales Game Changers Podcast website . Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Barb Huelskamp, Global Vice President of Channels and Alliances at SolarWinds. Find Barb on LinkedIn . BARB'S TIP: "Stomp out imposter syndrome. Stomp out fear. I took some fearless leaps early on that I think at this point in my career I would be a little scared to, but I did, and they paid off."
This is episode 846. Read the complete transcription on the Sales Game Changers Podcast website . Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with channel sales leaders Pamela Johansen and Craig Booth. Find Pam on LinkedIn . Find Craig on LinkedIn . PAM'S TIP: "The role needs to be at the table with the customer. The direct seller, the channel seller, and the partner manager all need to be at the table to show the customer they have a responsible team coming together to support them in the sales process." CRAIG'S TIP: "The job of the partner program is not recruiting and onboarding partners. The job of the partner program is to produce active sellers that are creating engagement and producing revenue on the back end."
This is episode 845. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with David Caldwell, Managing Vice President of Sales at Maritz. Find Dave on LinkedIn . DAVE'S TIP: "At the end of the day, people are buying from people. Human interaction and human connection still matter. There is no substitute for being together face to face in terms of generating commerce, relationships, and opportunities for people to do business together."
This is episode 844. Read the complete transcription on the Sales Game Changers Podcast website . This is the second episode of AI and Sales Brief, a new sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with AI expert Zeev Wexler CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn . Find Tom on LinkedIn . ZEEV'S TIP: "The goal of AI is not to send one hundred times more emails that failed before. The goal is to send the same number of emails and make them ten times more effective." TOM'S TIP: "Before something enters the top of my funnel, it should have at least the initial evidence needed to qualify it. The standard should not be that someone answered the phone for the BDR, agreed to see a demo, and then did not show up."
This is episode 843. Read the complete transcription on the Sales Game Changers Podcast website . This is an Office Hours: Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! *]:pointer-events-auto scroll-mt-[calc(var(--header-height)+min(200px,max(70px,20svh)))]" dir="auto" tabindex="-1" data-turn-id= "request-WEB:de0e0349-5442-49a8-850c-e5ff59b2cd30-382" data-testid= "conversation-turn-12" data-scroll-anchor="true" data-turn= "assistant"> On today's show, Fred meets with Brad Anderson, Director of the Sales Leadership Center at California State University, Fullerton, and Marketing Committee Member for the University Sales Center Alliance. Find Brad on LinkedIn. BRAD'S TIP: "You've got to be coachable, you've got to have grit, you've got to be willing to continue to learn and grow as everything evolves."
This is episode 842. Read the complete transcription on the Sales Game Changers Podcast website . Watch the video of this podcast on YouTube here . The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here . FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts ! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Mark Conley, Vice president of Americas Channel Sales at Cohesity, and Lisa Kidder, Cloud Solutions Architect of Amazon Web Services at NetApp. Find Mark on LinkedIn . Find Lisa on LinkedIn . MARK'S TIP: "The three characteristics of great salespeople are ego, empathy, and guts. You've got to have a resilient ego, the ability to understand what the person you're selling to wants, and the courage to commit to something that you've never done before." LISA'S TIP: "Volunteer for the presentation you don't feel ready for, raise your hand before you feel 100% prepared. I think that's the best way to not only gain that confidence, but get the visibility to just have your career take off."
