Sales Game Changers | Tips from Successful Sales Leaders

This is episode 223. Read the complete transcription on the Sales Game Changers Podcast website. [EDITOR'S NOTE: This is a replay of the Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 10, 2020.] MAJOR TIP TO EMERGING SALES LEADERS: "GRIT is doing whatever it takes to get the job done, as long as it's moral, ethical and legal."

This is episode 222. Read the complete transcription on the Sales Game Changers Podcast website. This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 1, 2020. It featured sales leaders Eric Trexler (Forcepoint), Jennifer Ives (3Pillar Global) and Matt McDarby (Fidelus).] MAJOR TIP TO EMERGING SALES LEADERS: "Be incredibly empathetic to the challenges that they might have on their plate today, those challenges are going to be different from 8 weeks ago and be very aware of it. Do not waste your customer's time, understand where they're coming from, add value in that conversation."

This is episode 221. Read the complete transcript on the Sales Game Changers Podcast web site. We conducted this interview in January 2020. Since the show was released during the COVID-19 pandemic, we asked Sally what her advice is for sales professionals during the pandemic. She offered the following: Take care of yourself and those that are important to you - that includes your customers. What can we deliver now to help during the pandemic? Dun & Bradstreet has offered free access to specific data and analytics to assist with the pandemic response and economic recovery. Data and analytics for government are more important now than ever, the opportunity is in uncovering how we are relevant in new ways. Reach out, listen, understand the shifting priorities of your customers. Invest in yourself- take time to read/listen to that book you've been staring at (mine is John Sculley's Moonshot), take that online course to sharpen your skills, learn something new that will benefit you and your customers. SALLY'S FINAL TIP TO EMERGING SALES LEADERS: "Continue to be a learner but I also want to say that as you advance your career, take time to reach back. Share your knowledge and skills with somebody who's new to the role. We all came to our success through the help of others. Remember, you've got to give back." Sally Block is a VP Sales, Dun & Bradstreet Government Solutions. Prior to coming to Dun & Bradstreet, she held sales leadership positions at CCH Wolters Kluwer and Bloomberg BNA. Sally can be found on LinkedIn here.

This is episode 220. Read the complete transcript on the Sales Game Changers Podcast. [EDITOR'S NOTE: This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 8, 2020. It featured sales leaders Paul McConville from Hobsons and Dorean Kass from Neustar.] Watch the webinar here. Listen to Paul McConville's Podcast . Listen to Dorean Kass' Podcast. MAJOR TIP TO EMERGING SALES LEADERS: "The big thing for us (Neustar) and the focus for us is maintaining the connection between the team, the individual contributors, the management, the support organizations and the other components of the functional team."

This is episode 219. Read the complete transcription on the Sales Game Changers Podcast website. We conducted this interview in January 2020. Since the show was released during the COVID-19 pandemic, we asked Denise what her advice is for sales professionals during the pandemic. She offered the following: "This is the perfect time to practice your research, personalization and empathy, all elements of a Sales Done Right approach. Business is still getting done, but needs have changed. Make sure to take the time to find out what has changed and work to adjust to meet your prospects and customers' needs. What a great time to create trust and loyalty! DENISE'S FINAL TIP TO EMERGING SALES LEADERS: "It's Sales Done Right. Nothing takes the place of you doing the work. Athletes practice no matter how great they are, lawyers practice before they go into the courtroom, we have to practice. We have to be good at our elevator pitch, we have to be good and know the questions ahead of time, we have to be prepared with understanding who we're talking to, we have to know how those people want to be talked to and talked with, what are the best ways. The biggest tip that I would say is do the work, prepare and do the work."

This is episode 218. Read the complete transcription on the Sales Game Changers Podcast website. We conducted this interview in late 2019. Since the show was released during the COVID-19 pandemic, we asked Jason what his advice is for sales professionals during the pandemic. He offered the following: Take special time and attention to care for your internal customers (employees & associates) during this time of unprecedented uncertainty. A real Sales Game Changer is concerned about BOTH internal and external customers right now. Many of your customers and prospects may be in distress and will be most receptive to creative solutions that addresses their current situation today charts a path forward in these difficult days. Double down on your website and digital marketing strategy as social distancing will likely be the new normal for some time. We conducted today's interview in Detroit, Michigan. Jason Wize is the president at MediaProNow. He's a business leader who understands sales. Prior to becoming the president of MediaProNow and founding the company, he was a sales leader at Radio Shack and JPMorgan Chase. We did the interview at TechTown, a really exciting co-working place, about 4 miles from Downtown Detroit. Jason can be found on LinkedIn here.

This is episode 217. Read the complete transcript on the Sales Game Changers Podcast website. MAJOR TIP TO EMERGING SALES LEADERS: "We're not here to just survive. If we can adapt to these changes, we can actually thrive during this time and we can help our customers do that." Fred Diamond: For today's webinar I'm very excited to have Tom Snyder. Tom is an internationally recognized speaker and sales expert, he is the managing partner of Funnel Clarity, he's a world-renowned speaker on sales training and sales consulting practices. His company, Funnel Clarity, has customers around the globe that they do sales training and sales consulting for. He's spoken a number of times at the Institute for Excellence in Sales, he's also been a key note speaker at our award event and he's also the author of two best-selling McGraw-Hill business books. Tom, it's great to have you on today's webinar, I'm really interested to hear what you're talking about, you're going to give us 6 things sales professionals should do to be successful and productive. Let's take it over.

This is episode 216. Read the complete transcription on the Sales Game Changers Podcast website. MAJOR TIP TO EMERGING SALES LEADERS: "Empathy is the key right now." Darrell Gehrt is the Vice President of Sales, Mobile Solutions at Cvent. Listen to his podcast episode here. Randy Wood is the Vice President of Web America Sales at Akamai Technologies. Find his podcast episode here. Denise Hayman is the Chief Revenue Officer at Expel. Her show will broadcast in April.

This is episode 215. Read the complete transcription on the Sales Game Changers Podcast website. DONALD'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is really the thing that measures how well our company is doing, you're selling or you aren't, you're winning against the competition or you aren't. You're out on the front lines, you're the engine that drives the growth here and it's very clear whether we're doing something right or not because we're selling and retaining customers." Donald Thomas is the VP and General Manager at Bloomberg Government (BGOV). Prior to coming over to Bloomberg, he held leadership positions at Dell, SRA and Ernst & Young. Donald can be found on LinkedIn here.

This is episode 214. Read the complete transcription on the Sales Game Changers Podcast website. [EDITOR'S NOTE: We conducted this interview in early 2020. Since the show was released during the pandemic, we asked him what his advice is for sales professionals during the pandemic. He offered the following: Empathy in these unprecedented times is a leadership trait we must exhibit with customers and employees alike. I've been coaching the team that while we need to be sensitive in this current environment, we have services that can help our clients in these trying times, and to that end, prospecting can and should continue. As trusted advisors, the message must clearly articulate on how we believe we can help vs. attempting to prey on fear, uncertainty and doubt. I'm also making it a point to conduct skip level check-ins and call 2 or 3 of my direct field reps each day to see how they and their families are doing. This gives me the opportunity to reinforce with them all we're doing at the corporate level to help, as well as gather feedback from the field on both their mindset as well as that of the customers with whom they're speaking. Finally, with everyone being remote we are promoting the use of webex to drive more engaged conversations. I'm also about to launch 'virtual office hours' where multiple times per week members of the team can log in and ask any questions they may have or simply chat with myself and their peers. CRAIG'S FINAL TIP TO EMERGING SALES LEADERS: "Prospecting can and should continue (during the pandemic). As trusted advisors, the message must clearly articulate on how we believe we can help vs. attempting to prey on fear, uncertainty and doubt." Craig Pentz is the SVP of Risk and Customer Information Sales at Neustar. Prior to coming to Neustar, he held sales leadership positions at TARGUSinfo and FRANdata. If you're a loyal listener of the Sales Game Changers podcast you might recognize Neustar, we interviewed Dorean Kass about a year and a half ago and Craig works in his organization.

Read the complete transcript on The Sales Game Changers Podcast website. RAZA'S FINAL TIP TO EMERGING SALES LEADERS: "I think the most important thing is to not be afraid of chaos. The value that we bring as sales people to our organizations is really that ability, that courage to deal with chaos. Know that when you're out there you're not always going to have a linear response such as "I have done this, this, this and therefore, I will get that, that, that." Be able to deal with chaos and take it head on. And, in fact, use it to your advantage." Raza Latif serves as the President of NuAxis Innovations, an information technology services firm that supports a variety of major federal government clients. With over 20 years of experience in the ever changing IT industry, he leads NuAxis's Business Development and Service Delivery Teams maintaining a sharp focus on creating and delivering IT solutions for the Federal Government that maximize alignment of IT and mission objective. Raza holds a Master of Science in the Management of Information Technology from the University of Virginia, UVA, The McIntire School of Commerce and a Bachelor of Science in Electronic Engineering from the GIK Institute of Engineering. Find Raza on LinkedIN!

Read the transcript on the Sales Game Changers Podcast website. JOE'S FINAL TIP TO EMERGING SALES LEADERS: "This is the thought I give my employees and I give my kids, and I really believe in this. Life is short. Every day counts. Whatever you do, do it 100% and do it with passion, and at the end of the day use the mirror test. Look yourself in the mirror, you can't lie to that guy on the other side, and say, "Did I give everything I could give today?" If the answer is yes, you had a pretty good day. If it isn't, then you probably didn't." Joe Alvarez is the co-owner and chief sales officer at National Office Systems, also known as NOS. It's one of the nation's largest providers of automated storage and retrieval systems, bio-metric asset protection and asset tracking and records management. NOS is headquartered in the DC metro area. Joe and his partner acquired NOS in 1991 when it was a 5 person firm. Since 1991, Joe's main focus has been to grow profitable revenues directly overseeing the sales and marketing team. Today NOS employs over 100 employees and has grown revenue on an average growth of 12% per year. Find Joe on LinkedIN!

This is episode 213. Read the complete transcript on the Sales Game Changers Podcast website. NOUR'S FINAL TIP TO EMERGING SALES LEADERS: "You're going to meet individuals who fundamentally change both your direction as well as your ultimate destination. We call those individuals Curve Benders. Where are they? How do we find them? More importantly, how do we become one? What I want for your listeners is to look back and say, "Did I really make a difference? Was I one of those Curve Benders that changed the trajectory of someone's career, sales success, if not their life?" David Nour is a leadership adviser, executive coach and the best-selling author of 10 books that have been translated into 8 languages. His first book was called Relationship Economics, we're going to spend a lot of time talking about that. His most recent book is called Co-Create, it came out in 2017. We talked about how our listeners can get more value out of their business relationships. Nour can be found on LinkedIn here.

Read the complete transcript on the Sales Game Changers Podcast website. MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "You are working at a fraction of your capability. What if you can grow your sales and income 20% a year? It's 1% more prospecting, 1% better referrals, 1% more skill, 1% better negotiation, 1% better networking, etc. You find 20 ways every year to improve 1%. If you can improve 1% a year, you will be a seven-figure sales leader in a matter of years." Mike Schmidtmann of Trans4mers is a business coach working with owners and sales leaders in the information technology field. He works with many high-profile salespeople including some who make seven figures and more. He helps them open new accounts, win new logos, and expand their share of customer spending.

This is episode 212. Find the complete transcription on the Sales Game Changers Podcast website. ALYSSA'S FINAL TIP TO EMERGING SALES LEADERS: "Make sure that you're able to add value in every conversation - even those that have nothing to do with the solution that you sell. Find out what your buyers and prospects care about, whether that's on LinkedIn or elsewhere, and go in and help them get better at their jobs because they've spent that time with you." Alyssa Merwin is the Vice President Sales at LinkedIn and is the Head of LinkedIn's Sales Solutions business for the Americas where she leads a multi-national commercial organization dedicated to helping sales and marketing organizations leverage the power of digital selling. She was also a sales leader at CEB which is now part of Gartner. Alyssa can be found on LinkedIn here.

Read the complete transcription on the Sales Game Changers Podcast website. ALEX'S FINAL THOUGHT FOR SALES LEADERS: Everyone I'm sure has heard the expression, "Life is a marathon, not a sprint" and I live that so I would introduce that people just need to understand 'what race do you want to run in' because it's certainly not a sprint and if you're in your twenties. Do you want to run a 10K, do you want to run a half marathon'? It's just calibrating your life ambition, career ambition and just understanding and having a very clear vision at that point in your life what race do you want to run in so you could prepare accordingly." Alex Bartholomaus is the President and CEO at People Stretch Solutions, a Washington, D.C. based management consulting firm specializing in sales growth consulting and C level advisory serving the mid-market throughout North America and EMEA. He's also a published author and professional speaker on the topic of sales, leadership, emotional intelligence and elite business performances. He started his career as a wine importer where he grew a family business from $1 million in revenue to $37 million in revenue over a 15-year period. Find Alex on LinkedIN!

This is episode 211. Read the complete transcript on the Sales Game Changers Podcast website. MARC'S FINAL TIP TO EMERGING SALES LEADERS: "Some of this might be trite but you must always be continuously improving as a selling professional. Knowing about the technology is key but it's not nearly as crucial as paying attention to your sales PERFORMANCE. You have to treat your selling profession as a true craft and keep working to get better at it. If you're not doing that, you're going to lose." Marc Gonyea is the cofounder at memoryBlue. He's an expert on inside sales having managed nearly a thousand young SDRs (sales development reps). We're talked about how to optimize phone sales and how young sales professionals can optimize their careers. Marc can be found on LinkedIn here.

This is episode 210. Read the complete transcription on the Sales Game Changers Podcast website. ANDY'S FINAL TIP TO EMERGING SALES LEADERS: "Get curious about everything, get curious about your customer, get curious about their industry, get curious about their business model. I find curiosity to be a really great habit for a salesperson." Andy Miller is president of Big Swift Kick, a top sales consultancy and training company. On today's show, we talked about acquiring, motivating and retaining top tier sales talent. Andy gives some tips on how you can acquire and retain your top tier talent and how you as a sales professional can take your career to the next level. Andy can be found on LinkedIn here.

This is episode 209. Read the complete transcription on the Sales Game Changers Podcast website. CRAIG'S FINAL TIP TO EMERGING SALES LEADERS: "Find a coach, find a mentor, find someone that you emulate and understand how they're being successful and to help you write down goals that you want to achieve. Doing these things will ensure that you will establish and then stay on the right path when times get tough." When we interviewed Craig Mueller, he was the VP of Federal Sales at FireEye. He has since been promoted to VP of Public Sector. Prior to coming to FireEye he held sales leadership positions at Cisco and BMC Software. He was listed as a mentor of past podcast guest Paul Skurpski with XTIVIA Craig can be found on LinkedIn here.

This is episode 208. Read the complete transcription on the Sales Game Changers Podcast website. BOB'S FINAL TIP TO EMERGING SALES LEADERS: "Sales professionals will always be successful if they leverage the insights they get from customers into value for them, for their customers and for their company. Salespeople are in a unique position to leverage that knowledge to help senior management in their organizations. In the hotel industry that gives them influence and the ability to influence design and capital expenditures at hotels. Leverage that and you're always going to position yourself well within any organization." Bob Gilbert is the President and CEO of the Hospitality, Sales and Marketing Association International, known as the HSMAI. We've interviewed other sales leaders from the hospitality market such as Frank Passanante (Hilton), Telesa Via (Kimpton Hotels), and Melissa Riley (Destination DC). Bob can be found on LinkedIn here.

This is episode 207. Read the complete transcription on the Sales Game Changers Podcast website. FRANK'S FINAL TIP TO EMERGING SALES LEADERS: "Embrace the suck. Some of the territories that look really challenging or some of these projects that look really difficult, while hard and while challenging, can be the ones you're most proud of and produce the greatest results. If you take on one of these challenging roles, if you are successful in that role, you'll be legendary," Frank Dimina is the VP of Public Sector at Splunk. Prior to coming to Splunk, he held sales leadership positions at Check Point Software and was at a number of startups typically in the cyber space. Frank can be found on LinkedIn here.

This is episode 206. Read the complete transcription on the Sales Game Changers Podcast website. JUSTIN'S FINAL TIP TO EMERGING SALES LEADERS: "It ties back into the power of attitude, and belief in yourself and assuming the sale will happen. I always tell my team members I don't care what sales business you're in, be assumptive and get to the close. If you don't go for the close it's never going to happen. If you get over the fear of rejection by making sure you're going for the close you're going to find success." We're doing today's show in Downtown Detroit, Michigan with Justin Lee. He's the Regional Vice President of Client Service for Rock Connections. Rock Connections is part of the Quicken Loans family of companies. Check out our previous show with Adam Stalmack from Rock Connections. Justin can be reached at [email protected]

This is episode 205. Read the complete transcription on The Sales Game Changers Podcast website. ADAM'S FINAL TIP TO EMERGING SALES LEADERS: "Don't ever quit. The other part of that is don't stop learning. Don't stop honing in on your craft and sharpening your skills, getting better. Keep finding out what makes it work and then tailoring it to what you do." We're doing another show from Downtown Detroit, Michigan. Adam Stalmack is the Regional Vice President of Sales for Rock Connections, which is part of the Quicken Loans family of companies. He's been here for 15 years. Find Adam on LinkedIn!

This is episode 204. Read the complete transcript on the Sales Game Changers Podcast website. LARRY'S FINAL TIP TO EMERGING SALES LEADERS: "Create your own way of keeping score. If all you're thinking about is hitting quota, if all you're thinking about is hitting your month, hitting your year, hitting your quarter, hitting whatever those goals are, you'll have those days where it's very challenging to find success versus if you say, "There are different things beyond just making the sale." There's the showing up at the time that you said you were going to show up, remaining focused for the amount of time that you said you were going to remain focused on this task, and making the outbound activity that's necessary, for example." Today's show was recorded in Ann Arbor, Michigan where Thomson Reuters is based. This is the second of two interviews we've done with Thomson Reuters sales leaders. Larry Goeckner is a Sales Director at Thompson Reuters, where he's been his entire career. Find Larry on LinkedIn!

This is episode 203. Read the complete transcription on the Sales Game Changers Podcast website. ROB'S FINAL TIP TO EMERGING SALES LEADERS: "Don't rely on others to motivate you. Take personal responsibility for your own growth and development. That's bigger than just sales, that's about building a career. What can you learn that's new? How do you go out and find something that maybe is that game changer for you?" Today's show was recorded in Ann Arbor, Michigan where Thomson Reuters is based. This is the first of two interviews we've done with Thomson Reuters sales leaders. Rob Beattie is the Vice President for Sales and Retention in the Thomson and Reuters Tax Professionals Group. He was the 2018 American Association of Inside Sales Professionals Executive of the Year. Find Rob on LinkedIn!

This is episode 202. Read the complete transcript on the Sales Game Changers Podcast website. UMAR'S FINAL TIP TO EMERGING SALES LEADERS: "I want to share with people and I hope they get it in their hearts is that change is possible, change happens very quickly, you can make that change permanently. With technologies from applied neuroscience, neurolinguistic programming and others we have a deep understanding of how to create that change quickly and make that change permanent." Umar Hameed is the developer of the NeuroBoosterz, a tool to help sales professionals optimize their performance by improving their mindset. Here is the link to the app website: NeuroBoosterz - Software for your mind (https://neuroboosterz.com/) He is an expert on changing human behaviors and he's worked with sales teams around the globe to help them improve their performance. He's an expert on Neuro-linguistic programming (NLP) and its applications in business and sales. Find Umar on LinkedIn!

This is episode 201. Read the complete transcription on the Sales Game Changers Podcast website. PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Impact your own success. Don't rely on having that great sales engineer - you become the sales engineer. If you're a sales consultant and you really understand your product and you can deliver value to that company, they will view you differently." Paul Skurpski is the VP of Sales at XTIVIA. He was the VP of Sales at PVBS, which was purchased by XTIVIA in March of 2018. PVBS launched in 2003 and Paul has been the VP of Sales from Day 1. PVBS is well known in the Microsoft world. This is one of the first interviews we've ever done with a business owner who took over the role of VP of Sales and has had tremendous success. Find Paul on LinkedIn!

Read the complete transcript here. VINCE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't give up. Follow up and persevere – show that grit. Those people who continue to forge ahead will always find a measure of success. Those that give up, they're making their own choice to not be successful." Vince Burruano is the VP of Commercial Sales for JK Moving. Prior to coming to JK he held sales leadership positions at Oce, Icon and Ricoh. Find Vince on LinkedIn!

This is episode 200. Read the complete transcription on the Sales Game Changers Podcast website. SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "If you want to be a sales leader, be sure to really understand why. If you aren't willing to give up the glory and truly contribute through others, then you should really consider continuing to be the best sales rep you can be. I've worked for executives who felt if you didn't want to be the CEO of the company you're not motivated enough and I could not disagree more. Be authentic and true to yourself." Shawn Rodriguez is the Vice President for State and Local Government and Education at Worldwide Technology, also known as WWT. Previously he held sales leadership positions at NetApp, Splunk and Forescout Technologies. Find Shawn on LinkedIn!

This is episode 199. Read the complete transcription on The Sales Game Changers Podcast website. PRAMOD'S FINAL TIP TO EMERGING SALES LEADERS: "Stay persistent because that victory might be right around the corner and you might give up just before you get there. I can think of many times where I've attempted or tried to sell 4, 5, 6, 7 times and on the 8th time we actually hit it and if we had given up it wouldn't have happened." Today, we're talking to a very successful entrepreneur who understands the value of sales and the process. Pramod Raheja is the co-founder and CEO of Airgility. He's very active in the EO, Entrepreneurs Organization. Find Pramod on LinkedIn!

This is episode 198. Read the complete transcript on the Sales Game Changers Podcast website. DONALD'S FINAL TIP TO EMERGING SALES LEADERS: "Every organization out there has some kind of problem, your prospects do. Somebody is going to solve that problem for them, so why not you? Take the advantage, go the high road, figure this out first and be the first one to solve the problem. If you do that, you stand out more than anybody else." Donald Kelly is known as the Sales Evangelist. He conducts workshops, keynote presentations, design sales processes, offer sales team training and coach sales individuals and executives. He's the host of The Sales Evangelist podcast which is heard in over 155 countries. Find Donald on LinkedIn!

Read the complete transcript on the Sales Game Changers Podcast website. LYNNE'S CLOSING TIP TO EMERGING SALES LEADERS: "When you do more than you're paid for, eventually you'll be paid for more than you do. I truly believe that." Lynne Chamberlain is the VP of Business Development for Red Hat's public sector division. As the VP of Business Development, her responsibilities include major capture and selling to the systems integrators. She's worked at Unisys and was involved in starting Network Appliance's public sector division. She worked at Silicon Graphics where she was involved with the Cray acquisition. She also spent some time at Digital Equipment Corporation, NCR and Tektronics. When she was at Tektronics, she was the very first woman ever hired in sales. Find Lynne on LinkedIn!

Read the complete transcript on the Sales Game Changers Podcast website. This show originally aired on May 20, 2019. CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "Every day is a chance for a new beginning – embrace that opportunity. Focus on what you can control, influence what you can influence and smile otherwise." Chris Wilkinson is the Senior Vice President of Sales at DLT. Prior to coming to DLT, he held sales leadership positions at immixGroup and DHL. Find Chris on LinkedIn!

This show originally broadcast on December 15, 2017. Read the complete transcript on the Sales Game Changers Podcast website. Keri Shull is the founder of the Keri Shull Team. She started her career as a top producer, selling new homes and condos for residential developers. In five years, Keri went from founding her sales team and hiring her first employee to being the top agent in Virginia. Today her team has sold more than a billion in real estate and sells more than 200 million a year in real estate volume. She and her team have radically changed the structure and expectations of a traditional real estate team to create unprecedented success for new agents. On this podcast, she talks about how she is transforming the real estate sales profession. She also talks about how Tony Robbins helped her grow.

Read the complete transcript on the Sales Game Changers Podcast website. VINEETA'S FINAL TIP TO EMERGING SALES LEADERS: "As sales people, we're in a unique position of speaking to hundreds of business leaders a year. We are closest to the market and what the market needs, and that's a powerful and fun place to be. Use it to learn and teach your prospects and your organization what you're hearing and you will quickly establish yourselves as a thought leader, close more deals and rapidly move up in the organization.." Vineeta Mooganur is the Chief Growth Officer at Hanover Research. Her responsibility is to spearhead growth across key dimensions for their clients and for their employees. Hanover Research is an IES Premier Sales Employer (2019). Prior to Hanover, she served as the VP of sales and partnerships at a healthcare startup. She was a managing director at CEB now Gartner and a case team leader at the management consulting firm Bain & Company. This diverse experience of sales, client services, strategy and management has allowed her to give a unique perspective to her team as well as find unique ways to serve the market. Find Vineeta on LinkedIN!

This is episode 197. Read the transcript on the Sales Game Changers Podcast website. MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Chase after what your dreams are, get after it, get to know good people, network and always add value in every interaction you're in. Have fun with it, too. It goes fast and if you put your hard work and talent to play, you're going to win." Mike Knox is the VP of Commercial Sales at ThunderCat Technology. We interviewed Dave Schlosser. Dave heads up Public Sector Sales at Thundercat. Prior to coming over to ThunderCat Technology, Mike held sales leadership positions at Nehemiah security and LexisNexis, and he also spent some time with Oracle. He also played minor league baseball in the New York Yankees organization. Find Mike on LinkedIn!

This is episode 196. Read the complete transcript on the Sales Game Changers Podcast website. BARBARA'S FINAL TIP TO EMERGING SALES LEADERS: "Your last best experience is now your new expectation. Be continuously learning so that you can continue to provide value." Today's show was broadcast from the GM headquarters in Downtown Detroit. Barbara Reznor is the manager of training for the GM Center of Learning. The Center of Learning was a finalist for an IES - Institute for Excellence in Sales - Sales Excellence Award in 2019. Find Barbara on LinkedIn!

This is episode 195. Read the complete transcription on the Sales Game Changers Podcast website. ERIC'S FINAL TIP TO EMERGING SALES LEADERS: "Everything you do should be geared around results, Focus on your customer, yourself, your business and put a plan together and enjoy the ride. To the leaders out there, focus on your people, be transparent and direct with them. Have a plan, always look at how we make them better." Eric Trexler is the VP of Sales for Global Governments at Forcepoint. He was recommended to us by some of our previous guests, Chris Townsend and James Yeager. Prior to coming to Forcepoint, he held sales leadership positions at McAfee and served in the US Army. Find Eric on LinkedIn!

[EDITOR'S NOTE: This interview took place on March 3, 2019. Some of the pricing details and other comments about LinkedIn features might have changed since this interview took place.] Read the transcript on the Sales Game Changers Podcast website. BRYNNE'S FINAL TIP TO EMERGING SALES LEADERS: "We are ignoring our new connections all the time. Put together a great welcome message that has an insight, a piece of content – not a sales pitch, don't talk about you or your business. Give them some really great value that leads back to your solution but isn't leading with your solution." This is a special episode with Brynne Tillman, the CEO at Social Sales Link. She's known as the LinkedIn Whisperer and is of the top LinkedIn for Sales experts on the planet. We're going to be talking about optimizing LinkedIn for Sales. Find Brynne on LinkedIn!

This is episode 194. Read the complete transcription on the Sales Game Changers Podcast website. JAVIER'S FINAL TIP TO EMERGING SALES LEADERS: "Be tenacious. Just try, try, try. You're going to hear 'no' more than you hear 'yes' when you first start in your career and I know it sounds painful now, but that is where and how you learn. Get back up and do it again, and practice, practice, practice." Javier Vasquez is the General Manager for solutions and technology for Microsoft's US Federal Government business. He's been with Microsoft for 19 years. Prior to coming to Microsoft, he was at Digital Equipment Corporation and a handful of medical startups. Find Javier on LinkedIn!

This is episode 193. Read the transcription on the Sales Game Changers Podcast website. TOM'S FINAL TIP TO EMERGING SALES LEADERS: "Any young professional that is interested in a sales career needs to find one or two mentors, somebody like myself, you or others that are willing and able to give them some advice and some coaching as they move along in their career." Tom van Gorder is the Vice President of North America Sales at Clarabridge. Previously, he held sales leadership positions at FranConnect, Arxan and VERISIGN. Find Tom on LinkedIn!

This is episode 192. Read the complete transcription on the Sales Game Changers Podcast website. FRANK'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is a noble profession. Embrace a coaching mindset and also embrace the idea that everyone should always be learning. If you embrace this idea of an always learning mindset and you want to be better tomorrow than you are today, you'll have success and you'll have success in sales." Frank Passanante is the Senior VP for Hilton Worldwide Sales - America's Hilton and he's been with Hilton for 28 years. We conducted the interview at Hilton's Global Headquarters in Tysons Corner, VA. Find Frank on LinkedIn!

Read the transcript on the Sales Game Changers Podcast website. CARL'S FINAL TIP TO EMERGING SALES LEADERS: "People like to buy from people that they know and if you're struggling with how to get to know people, I'm going to tell you that people can connect on very personal levels. I think the deepest personal relationships you can develop with other people are through a religious affiliation, a cultural affiliation or a common mission. Join a group that you identify with religiously, culturally or at a shared mission, such as disease-oriented organizations. Try to connect on a deep personal level with people in the business community by getting involved and when you need to reach out to them, you're reaching out to a friend. You're not reaching out to a stranger, you're not making a cold call, you're reaching out to somebody who you've spent hours with working on something that's important to them." Carl Grant is the EVP of Business Development at the Cooley law firm. Prior to coming to Cooley, Carl worked at PricewaterhouseCoopers and two venture-backed startups. Find Carl on LinkedIn!

This is episode 191. Read the complete transcription on the Sales Game Changers Podcast website. DAN'S FINAL TIP TO EMERGING SALES LEADERS: "Have fun with what you're doing. Fuel the things that you're most passionate about. It's not just about winning, it's about how you get to the finish line. I encourage everyone to take risks, have fun but more importantly, go make it happen." Dan Maier is the Senior VP of Sales for Ellucian. Prior to taking over sales leadership at Ellucian, he was at CRS, Illume and PTC. Dan also served 4 years active duty in the 82nd Airborne Division. Find Dan on LinkedIn!

In honor of the Washington Nats winning the World Series, we're pleased to run this encore podcast episode. Read the complete transcript on the Sales Game Changers Podcast website. RYAN'S FINAL TIP TO EMERGING SALES LEADERS: "Find your strengths and be proud of those strengths. That's what people want you for once you're able to know exactly what those are." Ryan Bringger is the Vice President for Ticket Sales and Membership for the 2019 World-Champion Washington Nationals baseball team. His well-rounded background includes experiences in ticket sales and service, premium seating and suite sales and service. He has significant experience in the sports industry and has managed and hired one of the largest sales teams in all of professional sports. He's also been heavily involved in the sales and servicing of multiple, all-inclusive premium seating clubs, branded areas, ticket programs, loyalty programs and luxury suites. Find Ryan on LinkedIN!

This is episode 190. Read the complete transcript on the Sales Game Changers Podcast website. Alan Meltzer is a sales legend. ALAN'S FINAL TIP TO EMERGING SALES LEADERS: "One, get smart, read, study. Two, there's no substitution for perspiration, work your ass off, it's that simple." Alan Meltzer founded NFP -The Meltzer Group in 1982 as a single insurance agen. He has since grown the company to one with over 200 dedicated employees across five divisions. Alan has earned MassMutual's highest honor, Agent of the Year, an unprecedented 18 times in his career. Find Alan on LinkedIn!

Read the complete transcript on the Sales Game Changers Podcast website. DOMINIC'S FINAL TIP TO EMERGING SALES LEADERS: "Never get comfortable. If you always have that mentality that either you don't know enough or somebody can take away what you have today, you'll lose your edge. Never think you have a problem solved long-term and never think you have all the relationships that you need in order to be successful." For the first time we're interviewing someone from Nestlé. We're talking to Dominic Strada, he's the Head of Sales for Nestlé Nutrition. Prior to this role he was the VP for Pet Specialty and e-Commerce at Nestlé Purina Pet Care.

This is episode 189. Read the complete transcript on the Sales Game Changers Podcast website. CAM'S FINAL TIP TO EMERGING SALES LEADERS: "If you start with your customer in the center of everything you do and work backwards from there from a sales process perspective, and you've cultivated your partners along the way, your journey will be successful. If you are adding value at all points along the way, your journey will be successful." Carrie-Anne Mosley, known as CAM, is a Sales Leader for Amazon Web Services Enterprise Sales. Prior to coming to Amazon Web Services she held sales leadership positions at SAP, Oracle and Salesforce.com. She was listed as a mentor on James Yeager's SGC episode. Find CAM on LinkedIn!

This is episode 188. Read the transcript on the Sales Game Changers Podcast web site. MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Take accountability for your actions and before you look at someone else in your organization, look at what you could have done differently to change the situation." Mike Durso is the Vice President for US Enterprise at Veeam Software. Prior to coming to Veeam, held sales leadership positions at VMware and Dell. We also interviewed Mike Miller from Veeam for this podcast. Find Mike on LinkedIn!

This is episode 187. Read the transcript on the Sales Game Changers Podcast website here. BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Don't look back, look forward. Do the right thing each and every day and lead by example. Have an attitude of gratitude. " Brian McGuinness is the VP of Residential Sales at JK Moving. Prior to coming over to JK he held sales leadership roles at the North American Housing Corporation. He was an infantry officer with the US Army for 10 years. We also interviewed Vince Burruano from JK Moving for this podcast. Find Brian on LinkedIn!