100 episodes

Institute for Excellence in Sales co-founder Fred Diamond interviews top business-to-business sales leaders from companies such as Cisco, 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 during the COVID-19 pandemic.

Sales Game Changers | Tips from Successful Sales Leaders Fred Diamond

    • Marketing
    • 4.8, 50 Ratings

Institute for Excellence in Sales co-founder Fred Diamond interviews top business-to-business sales leaders from companies such as Cisco, 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 during the COVID-19 pandemic.

    260: The Small Biz Lady, Melinda Emerson, Outlines the Nine Optimal Sales Mindset Steps for Reopening

    260: The Small Biz Lady, Melinda Emerson, Outlines the Nine Optimal Sales Mindset Steps for Reopening

    Read the complete transcript on the Sales Game Changers Podcast website.
    MELINDA’S TIP TO SALES LEADERS: “Focus on what you can control and right now there’s not a lot people can control except for their attitude. You can control your response to your customer. So whether or not your customer had budget last week and all of a sudden their budget got snatched back, you can’t control that. Be pleasant to deal – make sure that they can hear the smile on the other end of the phone or they can actually see your smile and face on the Zoom call. It’s important that you embrace as opposed to react.”

    • 43 min
    259: Sales Performance Specialists Will Fuentes and Chris Tully Suggest You Do These Two Things for Sales Success Right Now

    259: Sales Performance Specialists Will Fuentes and Chris Tully Suggest You Do These Two Things for Sales Success Right Now

    Read the transcript on the Sales Game Changers Podcast website.
    CHRIS’ TIP TO EMERGING SALES LEADERS: “If you haven’t read The Challenger Sale go do it right now. If you have read it, go back and re-read the section on “A New Model for High Performance,” in Chapter 2. It talks about the value that you bring when you bring insight to your clients. If you’ve read The Challenger Sale, go back and read that part. If you haven’t read it, go read it. Bringing value to customers who are struggling right now will set you apart.”
    WILL’S TIP TO EMERGING SALES LEADERS: “Practice doing Question Trees. Think about the bold open-ended question you want to ask, then think about the possible answers they could give you, and then think about what your response will be, given those answers. That’s going to empower you not only to be prepared to ask the question but to respond to the answers. You do that today, you are going to get to the honest answers you deserve as a sales professional in order to move your deals forward or out.”

    • 39 min
    258: Resilience Expert Klyn Elsbury Shares Optimal Sales Mindset Lessons Learned Having Been Hospitalized 67 Times for Cystic Fibrosis in Her Scant 32 Years

    258: Resilience Expert Klyn Elsbury Shares Optimal Sales Mindset Lessons Learned Having Been Hospitalized 67 Times for Cystic Fibrosis in Her Scant 32 Years

    Read the complete transcript on the Sales Game Changers Podcast website.
    KLYN'S' TIP TO EMERGING SALES LEADERS: "Check in with your gut and ask “are you actually a professional?” Because if you are a professional what’s happening right now isn't going to stop you. You're going to do the growth work, you're going to do the trainings, you're going to get educated and you're going to leverage it. Recognize what was that superpower that got you to be called a professional and then what is that extra thing you need to reach out and then go for the vision? What I want you to understand is what made you a professional and keep doing that."

    • 43 min
    257: CrowdStrike Public Sector Leader James Yeager Offers Unique and Specific Tips on How to Best Approach Senior Level Prospects Right Now

    257: CrowdStrike Public Sector Leader James Yeager Offers Unique and Specific Tips on How to Best Approach Senior Level Prospects Right Now

    Read the complete transcription on the Sales Game Changers Podcast website.
    JAMES' TIP TO EMERGING SALES LEADERS: "Study your customer, study the prospect, know what their organization stands for, what their mission statement is. If you're going to be talking to an individual, a CIO for instance, go do your research on the internet. See if they've spoken on any webcasts. What's top of mind for them? Then mash it up against what your company stands for, what your value propositions are, the outcomes that you're trying to help your customers achieve. Curate your message, train yourself on a message, get a full command of it because when the lights come on and you get in front of that customer, albeit virtually nowadays, they're going to make a judgement on you. If you don't have the ability to allow them to differentiate you from your peers, you may never get that second call."

    • 43 min
    256: Peak Performance Week Co-Creator David Morelli Details Steps Sales Leaders Must Take to Focus on Production Right Now

    256: Peak Performance Week Co-Creator David Morelli Details Steps Sales Leaders Must Take to Focus on Production Right Now

    Read the complete transcript on the Sales Game Changers Podcast website.
    [EDITOR’S NOTE: This is a replay of the OPTIMAL SALES MINDSET Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on June 18, 2020. It featured Executive Coach & Leadership Program Designer/Trainer David Morelli.]
    DAVID’S TIP TO EMERGING SALES LEADERS: “We’re all feeling a sense of loss right now, including some of the highest performers. The best way to overcome it is to focus on what you can do for other people, not what you can do for yourself. As soon as you’re self-centered you’re untethered, but as soon as you become, “How can I help other people?” you tend to get a sense of purpose, similar to a vision. Start acting on that and you’ll end up in a lot better spot.”

    • 42 min
    255: Sales Leader Patti Dumas Says It’s An Opportune Time To Help Non-Customers and Here’s Why

    255: Sales Leader Patti Dumas Says It’s An Opportune Time To Help Non-Customers and Here’s Why

    Read the complete transcript on the Sales Game Changers Podcast website.
    PATTI’S TIP TO EMERGING SALES LEADERS: “Dive deep into successes and your losses from the past year. Think deeply about what got you the wins but also take a look at the losses and start thinking about what could you do with those existing opportunities that you did not get DIFFERENTLY. Maybe you need to move yourself up the totem pole, or you need to have a better value proposition BUT don’t say your business is lost because people are going to be looking for more help right now. You have an opportunity to take a deep look across your base to see how you can provide value to those you didn’t get as customers in the past.”

    • 37 min

Customer Reviews

4.8 out of 5
50 Ratings

50 Ratings

CarrieSE84 ,

Compelling and thought provoking

Love the show, always leave learning something and wanting more! Great interviews, brilliant tactics, well done

CrewBloom ,

Essential

This podcast is guaranteed to up your game. Anyone who is looking to become a better salesperson or professional has to subscribe.

Lisa Vogt ,

Level up you sales game!

Fred is a master at sharing sales success stories from a wide range of industries and perspectives. If you're a sales leader...or you aspire to be...listen and learn!

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