Sales Game Changers | Tips from Successful Sales Leaders Fred Diamond

This is episode 672.
Read the complete transcription on the Sales Game Changers Podcast website.
This is a Sales Story and a Tip episode!
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program 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!
Today's show featured an interview with sales management strategist and best-selling author Lee Salz.
LEE'S TIP:  "The sensitivity that executives and business owners need to have with sales compensation is, first understand the needs of the business and the activities and behaviors you're trying to drive, and then use compensation as the lever to get those salespeople to do what you want them to do."

This is episode 671.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program 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 Julianne Zuber, Vice President, Strategic Technology Ecosystems at Skillstorm. IES Women in Sales Program Director Gina Stracuzzi conducted the interview.
JULIANNE’S ADVICE:  “Women are 10% more likely to attain their quota than their male counterparts, and they only occupy 29% of the B2B sales roles in the workforce today. If you don’t have a woman as a CRO in your company right now, you’re doing your revenue a disservice. You’re doing your shareholders a disservice,”
 

This is episode 670. 
Read the complete transcription on the Sales Game Changers Podcast website.
This is a "Sales Story and a Tip" podcast episode.
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 Federal News Network sales leader Jeffrey Wolinsky.
JEFFREY'S TIP:  "The tip is how timing impacts your overall pipeline management. You need to have multiple companies, multiple prospects in all aspects of the sales process because timing is a factor that us on the selling side of the equation can't impact. Sometimes the timing has to be right for the prospect, even when all of the other aspects of the opportunity are lined up. Use timing in your favor but use timing to drive your pipeline to be more robust so that you can deliver the results that you want."

This is episode 669.
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!
Register for the IES Women in Sales Leadership Development programs here.
Today’s show featured an interview with Women in Sales legend Barbara Weaver Smith, the author of Whale Hunting: How to Land Big Sales and Transform Your Company.
BARBARA’S ADVICE:  “The Whale Hunters model is scout, hunt, harvest. It’s loosely derived from how the Inuit people hunted whales. We use a lot of their terminology and a lot of their belief and value system in our work. A whale hunting company is one that everybody in the company understands how they make money and their role in it. We do a lot of work with targeting ideal customers, which would be whales. A whale could give you a deal that’s 10 to 20 times bigger than your current average deal.”

This is episode 668.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program 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 Women in Sales legend Jill Konrath. She's the founder of What's Really Possible. She's the author of 4 influential sales books including "Selling to Big Companies."
JILL'S ADVICE:  "What do you care about? What matters? There are people whose passion is with the environment. There are other people whose passion is with health-related issues or fitness or whatever. To me, it doesn’t matter what it is. What matters is that we throw ourselves into something and contribute to society and to our world to make it a better place. To stand back and go, “There’s nothing I can do.” Well, that’s not true. Getting involved is something."

This is episode 667.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program 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 Tamara Sniffen, VP of Commercial Excellence – Trauma and Extremities at Stryker. IES Women in Sales Program Director Gina Stracuzzi conducted the interview.
TAMARA’S ADVICE:  “You want to continue to learn and grow and keep that growth mindset. If there’s a role that you want to go into, find people that are doing the role you want to do, whether it’s the next role or two roles up, and talk to them and figure out what are your gaps to getting there. Have them help you focus on what can a development plan be so that you can continue to grow. You need to have that early, and at no point does it ever end.”