459 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

    • Business
    • 4.8 • 52 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.

    410: How TJ Nelson Excels at Sales While Battling Chronic Lyme Disease

    410: How TJ Nelson Excels at Sales While Battling Chronic Lyme Disease

    Read the complete transcript on the Sales Game Changers Podcast website.
    TJ'S TIP FOR EMERGING SALES LEADERS: "Strategies always change, but principles always remain the same. All the information is out there, all the methods are out there. There’s no excuse for not having the sales books or the tactics. All that is out there. What makes the biggest difference is the people that actually surrender to the principles of success, because if you can actually enforce these principles on you every day so that it becomes a habit and you’re doing all the behavior necessary to hit success, that’s when you’re going to win. Whenever I go and knock doors, I have certain principles. Right when I get to the neighborhood, I jump out, I’m knocking doors right away, no matter what. I’m not taking my time, I’m letting my brain get hit with it and I go full out. Anytime I’m in a deal, I give it my all. Every single day, I’m doing these behaviors and I’m calling enough people. If you find those principles and you surrender to them and you commit to them, you’re going to succeed."

    • 36 min
    409: The Image Energizer Linda Yates Says These Three Things Will Boost Your Sales Mindset Right Now

    409: The Image Energizer Linda Yates Says These Three Things Will Boost Your Sales Mindset Right Now

    Read the complete transcript on the Sales Game Changers Podcast website.
    LINDAS TIP FOR EMERGING SALES LEADERS: "I alluded to affirmations, and we started our conversation today with visualization. As you go to sleep at night, as you turn off the light, all the lights that you may be looking at, start to take some deep breaths and visualize what you want your life to be. When we were teenagers, this was called daydreaming. When we were little kids, it was make-believe. We as adults I think have forgotten that, and you need to go back to that. If you then think about what it is you really want – not what you don't want, you don't want to be focused on what you don't want. What do you want? Really visualize. If you spend a little bit of time as you're drifting off to sleep putting that into your head, then even if you want to have double the impact, make that a part of your morning routine as you wake up, "What do I see this day?" What is your intention for the day, and what do you want to see happen to this day? Whether or not it happens and whether then the negative self-talk comes in and says, "But it won't happen because of this," really, again, stay with that positive intention and in that visualization, or the daydreaming, or even that make-believe. That will change what chemistry is even going on within your system and in your brain, because what we think about, we become. Where you're at right now, you at one point thought about. I know I see that continually with my clients, I've seen that in my own life. We always need to keep our mindset in wherever it is we want to be going, growing and developing that picture of what it is we want."

    • 33 min
    408: Dave Kurlan Tells Why Your Lack of Urgency Will Destroy Your Sales Career

    408: Dave Kurlan Tells Why Your Lack of Urgency Will Destroy Your Sales Career

    Read the complete transcription on the Sales Game Changers Podcast website.
    DAVE'S TIP FOR EMERGING SALES LEADERS: "Have fun. It's so easy to get caught up in tactics and strategy and steps and methodology and things, but none of that will really help you sell if you aren't enjoying what you're doing and bringing enjoyment to the person that you're talking with. I've seen so many salespeople when we're teaching them how to deliver an opening statement on the phone. Put some life into it. If you could just have some fun and be a little playful, even if you suck, having fun and being a little playful makes you better. "

    • 35 min
    407: Sendoso Gets $100M Funding; CRO Sam East Explains How it Impacts Sales Efforts

    407: Sendoso Gets $100M Funding; CRO Sam East Explains How it Impacts Sales Efforts

    Read the complete transcription on the Sales Game Changers Podcast website.
    SAM'S TIP FOR EMERGING SALES LEADERS: "Be conscious of the things that you cannot affect within your sales process. As you’re in a sales process, if you’re hitting a brick wall, you’re in a challenging situation, make sure that you’re very aware of, “What can I do to change this and what are the resources that I can leverage around me to help move forward? What are the things that frankly, are completely out of my control?” If you waste one second worrying about those, it’s one second that could have been spent on things that actually are within your sphere of influence. I think that’s increasingly important for how we sell today, because there is a lot more that’s out of our control. Not everything is down to you, so that’s something that I’m preaching a lot to my sales teams, my sales leaders. Just focus on the things that you can really impact, don’t sweat everything else."

    • 31 min
    406: Prospecting Strategies During Roller Coaster Times for Women in Sales with Kendra Lee

    406: Prospecting Strategies During Roller Coaster Times for Women in Sales with Kendra Lee

    Read the complete transcription on the Sales Game Changers Podcast website.
    KENDRA LEE'S TIP FOR EMERGING SALES LEADERS: "One tip that I would give you today is it doesn't matter that we are in these dynamic roller coaster times, there absolutely is business to be had and we're seeing an uptick in people realizing they need to do things, they need to make changes. My one recommendation is as you are doing new business development, focus on problems that people have right now. Don't try and get them to think more strategically about what they'll need a year from now because they're focused now. Focus on the issues and the problems that you're seeing people have right now and that's how you'll get in the door."
     
     
     
     
     

    • 45 min
    405: Judy Schramm and the ProResource Team's Ten Strategies for Growing Sales on LinkedIn

    405: Judy Schramm and the ProResource Team's Ten Strategies for Growing Sales on LinkedIn

    Read the complete transcript on the Sales Game Changers Podcast website.
    JUDY'S TIP FOR EMERGING SALES LEADERS: "Present a very polished and professional image. Go on your LinkedIn profile and upload a header graphic. This is the image that is behind your headshot at the top of your profile. You can take a photo off of your company's website, you can use a city scape, you can use a photo of you speaking at an event, but use that space to tell people something about you."
    MONA NEFF'S TIP FOR EMERGING SALES LEADERS: "Remember that LinkedIn is a relationship, not a one-night stand, and that you have to be in it for the long haul."
    ANN MARIE BEEBOUT'S TIP FOR EMERGING SALES LEADERS: "You need to have your featured section filled out. Make sure that you have some evergreen content in the featured section and maybe one recent post or article that you've put out, but give people the resources that they need to take the next step that you want them to take."

    • 33 min

Customer Reviews

4.8 out of 5
52 Ratings

52 Ratings

marzulloassociates ,

Master your craft

Love the Sales Game Changers show! Fred brings on real power players in sales. Highly valuable tactics in every episode. Highly recommend.

CarrieSE84 ,

Compelling and thought provoking

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

Mermaid and Irma ,

Essential

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

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