707 épisodes

Institute for Excellence in Sales co-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.

Sales Game Changers | Tips from Successful Sales Leaders Fred Diamond

    • Affaires

Institute for Excellence in Sales co-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.

    Handling Objections with Joe Marcoux, the Sales Sensei

    Handling Objections with Joe Marcoux, the Sales Sensei

    This is episode 658.
    Read the complete transcript on the Sales Game Changers Podcast website.
    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!
    Register for the IES Women in Sales Leadership Development programs here.
    Today’s show featured an interview with Joe Marcoux, the Sales Sensei. Find his “Overcoming Objection Mastery” guide here. Contact Joe on LinkedIn to get your copy.
    JOE’S ADVICE:  “Step one is, we acknowledge what we’ve heard from the person so that they understand that they’re heard. Then we ask a question. It’s so simple. Simplicity is elegance. Acknowledge and ask a question. If I’m a sales leader, I want to be able to audit calls, and then I want to be able to practice. You have to train. Even if it was just an hour a week, the difference is massive. A lot of people, especially at enterprise levels, the belief is, “Hey, I’m here to talk to you about your numbers. Your numbers are off. Listen, if you’re supporting them and providing them the support they need and be able to do course corrections with them, that’s where their numbers are going to grow.”
     

    • 24 min
    Seven Tips for Better Sales Prospecting Using AI from Vlad Oleksiienko from Reply.IO

    Seven Tips for Better Sales Prospecting Using AI from Vlad Oleksiienko from Reply.IO

    This is episode 657.
    Read the complete transcription on the Sales Game Changers Podcast website.
    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 Vlad Oleksiienko, VP of Growth at Reply.io, a sales engagement platform provider.
    VLAD’S ADVICE:  “Great salespeople know their customers. They get into the prospect’s head, and they will use AI to become more effective and productive. Automations help us be more productive. The same with AI. I’m confident we will just increase our productivity and be more effective with AI.”
     

    • 31 min
    Leadership Insights from IES 2024 Lifetime Achievement Award Winner Dell Technologies Federal Sales Leader Jim Kelly

    Leadership Insights from IES 2024 Lifetime Achievement Award Winner Dell Technologies Federal Sales Leader Jim Kelly

    This is episode 656.
    Read the complete transscription on the Sales Game Changers Podcast website here.
    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!
    Register for the IES Women in Sales Leadership Development programs here.
    Today's show featured an interview with Jim Kelly, Senior Vice President and General Manager, Federal at Dell Technologies. Jim is the 2024 Institute for Excellence in Sales Lifetime Achievement in Sales Award Recipient.
    JIM'S ADVICE:  "Know your brief. Do the research, understand how each spoke in the tire actually impacts the other. That’s what we do a good job of, I think, at Dell, is understanding how security and zero trust impacts AI, which impacts user experience, which impacts the edge and multi-cloud environments, and then all the way into next generation US telco ecosystems. That is understanding not only what those products and solutions and outcomes are, but how they impact your customer. I’ve probably given the brief about 70 times in the last three or four months to almost every segment of customer, partner and community. It resonates when you know it.  It makes an impact."

    • 31 min
    What's Next for Women in B2B Sales with Leaders Lori Richardson and Gina Stracuzzi

    What's Next for Women in B2B Sales with Leaders Lori Richardson and Gina Stracuzzi

    This is episode 655.
    Read the complete transcription on the Sales Game Changers Podcast website here.
    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!
    Register for the Women in Sales Leadership Development programs here.
    Today's show featured an interview with Lori Richardson from Score More Sales and Women Sales Pros.
    It also featured Institute for Excellence in Sales Women in Sales Program Director Gina Stracuzzi.
    LORI'S ADVICE:  " Listen in your meetings and make sure that people are speaking up that might be sitting quietly. Just say, “We haven’t heard from you. What are your thoughts?” Then just ask individually, “How are we doing with women in sales here? What’s missing? What could I do better?” Don’t assume that just because you have a number of women on your team that you’re all set, because there may be things that you could do and improve on.?"
    GINA'S ADVICE:  "Investing in the professional development of all your employees really, is critical. A lot of companies will tell you, first thing out of the gate is, “We have a lot of internal resources, they have access to all kinds of programs.” When you ask them, “Well, how many people actually avail themselves at those? Is it a safe space if it’s live? Do they feel like they can talk about what’s of concern to them, or their fears, or their career aspirations? Usually the answer, if people are being honest, is no. Find outside resources, such as the IES to fill those gaps."

    • 32 min
    Significant Sales Success Strategies from Alteryx Public Sector Head Steve Harris

    Significant Sales Success Strategies from Alteryx Public Sector Head Steve Harris

    This is episode 654.
    Read the complete transcription on the Sales Game Changers Podcast website.
    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 Harris, President Alteryx Public Sector.
    STEVE’S ADVICE:  “People need to be responsible for their own development. That means that they need to hold their manager accountable, their second level manager accountable. They need to gain a baseline for where am I from a talent and development perspective. What are the things that you believe I do well and what are the things that you can help me understand that I could do better? Performance, we’re here to deliver on the numbers that we’re given. We’re here to create results. How do I know the time that I’m spending is actually going to be accretive to those outcomes? Do I have a strong strategy? Do I know how to build ecosystem and relationships across the industry around my client? How do I know that I’m building good, solid pipeline? How do I personally pressure test that? How am I always thinking ahead to my plan to close?”

    • 24 min
    Gretchen Gordon’s Advice for Becoming the Happy Sales Manager

    Gretchen Gordon’s Advice for Becoming the Happy Sales Manager

    This is episode 653.
    Read the transcript on the Sales Game Changers Podcast website.
    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 Gretchen Gordon, the author of "The Happy Sales Manager" and one of her clients, Mike Dorrington, VP of Sales and Marketing for AMAROK Security.
    GRETCHEN'S ADVICE:  "Adopt the mindset of adapt or die. Our world is changing and it’s not going to slow down anytime soon. It’s for salespeople, it’s for sales managers, it’s for leaders of managers, it’s for leaders of companies. It’s not a, “I did it and I’ve got it figured out.” You have to have that mindset of adapt or die, which is from the movie, Moneyball, but is also an adaptation of Darwin’s theory. You have to have that mindset that it’s going to be constant change and you’ve got to adapt."
    MIKE'S ADVICE:  "Embrace change technology, being a student of sales is my passion. That is part of what makes a difference between a good sales manager and a great one, or sales leader, is really that love of the game of sales. That really resonates. If you do that, you’ll see a difference in your results."

    • 30 min

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