705 episodes

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

    • Business
    • 4.8 • 87 Ratings

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.

    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
    Get Things Done and Make an Impact with Hacking Your Bureaucracy Author Nick Sinai

    Get Things Done and Make an Impact with Hacking Your Bureaucracy Author Nick Sinai

    This is episode 652.
    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 Nick Sinai, He’s a venture capitalist, adjunct faculty at the Harvard Kennedy School, author, former senior official in the Obama administration. He's the coauthor of Hack Your Bureaucracy: Get Things Done No Matter Your Role On Any Team.
    NICK'S ADVICE:  "Help your customer be a hero, because it will help you and your company in the long run."

    • 34 min
    Using AI to Enable Customer Acquisition and Revenue Generation with Jennifer Ives

    Using AI to Enable Customer Acquisition and Revenue Generation with Jennifer Ives

    This is episode 651.
    Read the complete transcriptoin on the Sales Game Changers Podcast 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 Jennifer Ives, Co-Founder & CEO at Watering Hole AI.
    JENNIFER’S ADVICE:  “There are AI revenue generators, and that’s what we focus on. I am a revenue generator. Before I co-found this company, generating revenue, in addition to making sure that your customers are happy and satisfied and getting what they need from you, generating revenue is your next goal. You cannot be in business if you’re not generating revenue. That’s where we focus, and that’s what makes me really excited. It’s all about who’s around your watering hole, where are your like watering holes, and how can we help with use cases that help you generate revenue in your company.”

    • 28 min

Customer Reviews

4.8 out of 5
87 Ratings

87 Ratings

Alex@peoplestretch ,

A Game Changer

Sales Game Changers is an invaluable resource that delivers a wealth of insights in a concise format. The tips from successful sales leaders are a game-changer indeed, providing actionable strategies that transcend the ordinary. The brevity of each tip ensures a quick, impactful read, making it perfect for busy sales professionals. The curated wisdom is not only relevant but also immediately applicable, enhancing my sales approach and yielding tangible results. This compilation stands out for its practicality, offering a diverse range of perspectives that resonate with real-world experiences. Sales Game Changers is a must-have guide, earning a well-deserved five stars for its transformative impact.

EGP7 ,

Podcast

Good stuff for revenue improvement $$$

Laugher1 ,

A True Game Change

Most importantly, listening to Fred’s podcast has been a game-changer for me. Listening to guest after guest share their brilliant insights, on how to engage and close the big sale, has encouraged me to try some new tactics to my process. In short, they work and they work big. My game has been changed for the better. Thanks Fred & Co. Also, his learnings on Lyme Disease has opened me up to a danger that I was totally unaware of; now I’m prepared. Great Stuff!

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