Sales Game Changers | Tips from Successful Sales Leaders

Fred Diamond
  • 4.8 (89)
  • MARKETING
  • UPDATED SEMIWEEKLY
Sales Game Changers | Tips from Successful Sales Leaders

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.

  1. 3 DAYS AGO

    From Classroom to Quota: How Kansas State University’s Dawn Deeter is Prepping Sales Professionals for Success

    This is episode 734. 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! Today's show featured an interview with Dawn Deeter, Director of the National Strategic Selling Institute at Kansas State University. DAWN'S TIP:  "Always be honing your skills, because things are always changing. My dad taught math, and sometimes I think, “Boy, wouldn’t that be nice?” Because things don’t change. I’m always every semester updating my notes, because nothing is ever the same. You’ve just constantly got to be honing those skills and staying up to date on what’s happening."

    27 min

  2. 5 DAYS AGO

    Outbound Sales That Work: AI and Data-Driven Insights from Apollo's Josh Garrison & Samuel Elliott

    This is episode 733. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! 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 Josh Garrison, VP of Marketing at Apollo and the author of "Outbound Sales: A data-backed playbook for cold email, cold calling, social selling, and more," and Samuel Elliott, Senior Account Executive. JOSH'S TIP:  "Go leave five comments on LinkedIn, and I want you to do it in a way where you’re not selling anything. Give as much as you can in those five comments on five different posts and see what you get. Make that a habit. That’s my number one thing, that even myself, we could all do better and the rewards are going to be there." SAMUEL'S TIP: "Go log into ChatGPT, Perplexity, or any of the AI applications. Before your next call with someone, ask it to summarize what that company does, who they serve, and what their specific role and title cares about. You’ll be amazed at how much it can streamline your pre-call research and information and all of the possibilities beyond it."

    30 min

  3. FEB 6

    Overcoming Stalled Sales: Unsticking Deals with James Muir and Patti Peets

    This is episode 732. 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! Today’s show featured an interview with James Muir, author of “Unsticking Deals,” and his colleague Patti Peets, Chief Revenue Officer, Unislink. JAMES’ TIP:  “Be a domain expert in addition to being a sales expert. If you’re a new salesperson, what that means is you need to master your industry so well that if the person that you sell to said, “Hey, I’m going to be gone for a month, could you come in and sit in and do my job for me for a month while I’m on vacation?” If you can say you can do that, then you’ve learned enough about your industry. Until you can say that, you need to keep grinding until you understand that, because what’s going to happen is the credibility that you’ll have with clients when you’re with them will go off the charts.” PATTI’S TIP: “Really go through every deal in your pipeline. If it’s been in that stage for more than 14 days maybe, or 21 days, you should go through that list of questions to really score yourself and be honest with yourself, and then admit this deal is stuck. Then put a plan together, follow some of those methods and techniques that James offers up, and watch what happens. You will have deals that literally unstick, and maybe not every deal, but you will have deals that get unstuck by following this process.”

    35 min

  4. FEB 4

    How a Chauffeur and a Champion Closed a Multi-Million Dollar Deal for Faheem Moosa

    This is episode 731. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. This is a Sales Story and a Tip episode! Watch the video of the interview here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! 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 Faheem Moosa, founder of Consulting Leap. Find Faheem on LinkedIn. FAHEEM’S TIP:  “Even though I had a champion in the organization, I couldn’t push too hard. That was a learning for me. There are different dynamics that take place within an organization. Champions are not going to save you all the time, but then it doesn’t stop you from pursuing other angles and still being top of mind in other ways. That’s what I learned about champions in a complex sale.” 🚀 Key Takeaways: ✅ Sales champions help—but can’t always seal the deal. Even a CFO advocate might hesitate if the timing isn’t right. ✅ Persistence pays off. Even when doors close, creative networking can lead to a breakthrough. ✅ Sales isn’t just about strategy—it’s about patience. The right opportunity can take time, but when it comes, the deal can happen fast.

    15 min

  5. JAN 29

    Attract Don’t Repel – Chaz Horn on the Art of B2B Selling with Intention

    This is episode 730. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! 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 Chaz Horn, author of “B2B Blueprint To Predictable Sales.” Learn more about it here. Find Chaz on LinkedIn. CHAZ’S TIP:  “Always treat each and every person that comes into your life with respect, empathy, and look to serve.”

    11 min

  6. JAN 28

    Becoming a Top Producing B2B Sales Professional with Andrew Barbuto and Patrick Thornton

    This is episode 723. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! 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 Andrew Barbuto, author of "Top Sales Producer: How to Crush Your Sales Quota," and his sales manager, Patrick Thornton at Basis Technologies. Find Andrew on LinkedIn. Find Patrick on LinkedIn. ANDREW'S TIP:  "Picture what your life is like if you are your ideal customer profile. Put yourself in their shoes. What is your day like? What are some of your challenges? You’ll be surprised at the insights you can get from that. Our job is to help our customers and our prospects. How are you going to do that unless you really understand what their needs are?" PAT'S TIP: "Reach out to one sales professional, but any professional that you respect and admire, and say, “What’s one book that you would recommend that really helped shape and advance your career?” Read it and then see what happens."

    31 min

  7. JAN 22

    Rebuilding and Thriving After a Pandemic Wipeout with Youth Travel Expert Richard Applebaum

    This is episode 728. 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! Today's show featured an interview with Richard Applebaum, Manager-Partner at Rein Teen Tours. Richard first appeared on the Sales Game Changers Podcast at the height of the Pandemic on March 26, 2021. Listen to the episode here. Find Richard on LinkedIn. RICHARD'S TIP:  "it’s so important and so rarely done that we show the correct amount of appreciation to our clients. Where when there’s nothing going on, it’s a quiet day, I pick up the phone, call 10 clients who have been with us before and say, “Thanks. We really appreciate that you trusted us with your child, your most valued possession.” Take the time to let your customers know that you appreciate them. That will have a very good result for you."

    27 min

  8. JAN 21

    Navigating the AI Revolution in Government Sales and Marketing with Natalie Lambert

    This is episode 727. 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! Today’s show featured an interview with Natalie Lambert, Founder & Managing Partner at GenEdge Consulting. Natalie and Juliana Slye will be presenting “AI & The GovBuyer’s Journey: A One-Day Workshop in Practical AI and Buyer Engagement for Public Sector Marketers. on January 28 in Reston, VA. Register here. NATALIE’S TIP:  “It comes down to changing a habit. Whether it is making your home screen Perplexity and not Google to try, what is it like to search with an answers engine versus Google?  As you do that, you’re going to see, “If it can do this, it can do this,” and it will start growing on itself. Put that into your daily workflows and see what you get.”

    27 min
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4.8
out of 5
89 Ratings

About

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.

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