Podcast
Sales Game Changers | Tips from Successful Sales Leaders
Hosted by Fred Diamond · EN
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.
36episodes
Episodes
Newest firstAll episodes
Turning Pipeline Mirage into Sales Success with AI
6d ago00:11:04Tap to summarizeThis 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."
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Why Collegiate Professional Selling Programs Matter More Than Ever with Brad Anderson
2w ago00:25:08Tap to summarizeThis 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."
Transcribe →Sales Lessons Across Generations with Mark Conley and Lisa Kidder
2w ago00:33:24Tap to summarizeThis 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."
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AI and Sales Brief, Fixing the Funnel
2w ago00:11:53Tap to summarizeThis is episode 841. Read the complete transcription on the Sales Game Changers Podcast website. This is the first 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 Zeev Wexler CEO at Viacry, and Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn. Find Tom on LinkedIn. ZEEV"S TIP: "With the right training and AI, you can take hours, days of work and put them into 30 seconds and get all the information you want for you to be able to push the sale further." TOM'S TIP: "If we can get salespeople to uncover very early on what's changed that has the buyer interested in considering a new solution, and understand who all should be involved in the conversation, now we begin to get a resource that tells us whether it's a qualified opportunity or not."
Transcribe →Building Trust and Credibility in Cybersecurity Sales with Brett Cheplowitz
3w ago00:22:31Tap to summarizeThis is episode 840. 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 Brett Cheplowitz, Vice President, Commercial at Blackwood. Find Brett on LinkedIn. BRETT'S TIP: "Trust is built in drops and lost in buckets. You can't win it on your first meeting, but you can definitely lose it."
Transcribe →How VARs Must Show Value Under Intense Customer Pressure
3w ago00:33:35Tap to summarizeThis is episode 839. 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 Corey Rooney, Director of Channel Partner Business Development at Carahsoft, and Federal Business Development and Marketing expert Robert Efrus Find Corey on LinkedIn. Find Robert on LinkedIn. COREY'S ADVICE: "Avoid vague value statements, clearly itemize what the government's getting, and frame out in your response how it impacts their outcomes." ROBERT'S ADVICE: "The most important thing is to first understand the environment your customer is operating in, what the mission requirements are of their agency, what the priorities are of the current leadership, before you even have the conversation."
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Teaching Working Students Selling Skills with Plamen Peev from Towson University
4w ago00:27:02Tap to summarizeThis is episode 838. 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 Plamen Peev, Director of the Towson Strategic Sales Center and Professor of Marketing at Towson University. Find Plamen on LinkedIn. PLAMEN'S TIP: "If you're in a sales role and you have trouble justifying the value of what you're selling, it's probably time to look for another job, because long term, that's not going to work."
Transcribe →Celebrating Gina's Stracuzzi's "Success Was Never the Hard Part" and Its Meaning for Women in Sales
4w ago00:19:42Tap to summarizeThis is episode 837. 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! *]: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 Gina Stracuzzi, President and Chief Revenue Officer of the Center for Elevating Women in Sales Leadership at the IEPS and author of Success was Never the Hard Part: Setbacks, Comebacks and the Rise of Women in Sales Leadership, and Tamara Greenspan, Senior Vice President of Government, Defense, and Intelligence, Federal Sales at Oracle. Get your copy of the book here. Find Gina on LinkedIn. Find Tamara on LinkedIn. GINA'S TIP: "Being successful isn't the hard part for women. We can sell, we can lead, we've proven that again and again. It's everything around that, the expectations, the responsibilities, and the roadblocks, that make it harder than it needs to be." TAMARA'S TIP: "The most important thing is to raise your hand. Take a risk, even when it feels uncomfortable, because that's how you gain experience, expand your network, and move your career forward."
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Getting Sales Advantage from AI with Stephanie Jordan from World Fuel Services
4w ago00:21:56Tap to summarizeThis is episode 836. Read the complete transcription on the Sales Game Changers Podcast website. This is an AI and Selling Effectiveness 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 Stephanie Jordan, Vice President of Sales and Commercial Operations at World Fuel Services and recipient of the AI & Selling Effectiveness Award at this year's IEPS Annual Sales Excellence Awards. Find Stephanie on LinkedIn. STEPHANIE'S TIP: "AI should be used to eliminate the friction in your sales process so you can focus on what actually matters. The goal is not to replace the relationship, it's to give sellers more time to build it and move the deal forward in a meaningful way."
Transcribe →Mastering Public Sector Sales in the AWS Ecosystem
Apr 3000:25:26Tap to summarizeThis is episode 835. 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! *]: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 Sehar Wahla, Director of AWS at Carahsoft; Peter Cipriano, Chief Information Officer at J3 Consulting; and Joshua Dirsmith, Vice President of Public Sector at Effectual. Learn more about the IEPS Mainstage Live Event on May 14, focused on the AWS ecosystem, here. Find Sehar on LinkedIn. Find Peter on LinkedIn. Find Joshua on LinkedIn. SEHAR'S TIP: "The most successful sellers acknowledge that customers don't have the answer. They get close, become trusted advisors, and work hand-in-hand to solve the problem, not just sell technology." PETER'S TIP: "It's not enough to have the best solution. You have to show how it fits the customer's mission, their people, and their process. That's what builds instant credibility." JOSHUA'S TIP: "Your success comes from adding value in every conversation and becoming a trusted advisor, so customers bring you their hardest problems, not just the easy ones."
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