Sales Game Changers | Tips from Successful Sales Leaders

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!

This is episode 186. Read the complete transcription on the Sales Game Changers Podcast website. DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "I think too often we don't step back and think about the fact that we're helping people and it's something that's a very important part of a company's existence and the American economy. We make a difference. Every day I get up and I'm excited to go and talk about these brands and help our clients grow their business." David Scopinich is the VP and Director of Sales at Entercom, Philadelphia. Dave has been in radio advertising sales since 2007. We also interviewed Ivy Savoy-Smith, Dave's counterpart in Washington DC for this podcast. Find Dave on LinkedIn!

This is episode 185. Read the complete transcript on the Sales Game Changers Podcast website. PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Put your cell phones down. This is a face-to-face business and I think unfortunately the younger generation of folks coming in have grown up with mobile technologies and they really believe that they can communicate in an effective manner by text messaging or social media or even email. The most important thing is networking and get face-to-face. If you're going to use your cell phone, actually use it as a phone." Paul Smith is the General Manager for Red Hat Public Sector. Prior to that, he held sales leadership positions at Veritas, Netscape and Oracle. He received the Lifetime Achievement Award from the Institute for Excellence in Sales in 2017 Find Paul on LinkedIn!

This is episode 184. Read the complete transcript on the Sales Game Changers Podcast website. LEE'S FINAL TIP TO EMERGING SALES LEADERS: "Negotiation isn't about a winning and a losing part - negotiation is about winning for both sides. If you go into a conversation with a customer or you go into any type of interaction in life and you think about it that way, you're probably going to be better off. Leave some money on the table for the next guy and keep moving." Lee Kestler is the Chief Commercial Officer at Vantage Data Centers. He's been in the data center space for 20 years. Previously, he was involved with DuPont Fabros Technology (since purchased by Digital Realty), where he was very instrumental in bringing them to market and their success. Find Lee on LinkedIn!

This is episode 183. Read the complete transcription on the Sales Game Changers Podcast website. MICHAEL'S FINAL TIP TO EMERGING SALES LEADERS: "Be respectful. I want to encourage everybody in this field to respect your client, respect their buying processes, respect their finances, make sure that you're delivering on your promises. Most of all, respect yourself enough to prepare and do the right things and be the best you can be. I think that if you're respectful and you do the right things, you'll go in the right direction." Michael Euripides is the Vice President of Business Development for Proxios. Prior to going to Proxios, he held sales leadership positions at CC Pace and Impact Makers. Find Michael on LinkedIn!

This is episode 182. Read the complete transcript on the Sales Game Changers Podcast website. SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "It's what they say in Jerry Maguire, "Help me help you." It's for them to tell their story and share how they're thinking, what they'd like to learn and give upward feedback to their leaders. If they do that, the leaders have a better understanding of them and they'll be much more apt to lead them more effectively." Scott DiGiammarino is the CEO and founder of MovieComm. He was a sales leader at American Express for 25 years. Find Scott on LinkedIn!

This is episode 181. Read the complete transcript on the Sales Game Changers Podcast website PATTI'S FINAL TIP TO EMERGING SALES LEADERS: "Embrace learning, make mistakes, stay focused and find those friends and people that are going to inspire you and keep you motivated." Patti Dumas is the Senior VP of Sales at MOSAIC. Prior to MOSAIC, she held sales and marketing leadership positions at HBP and Balmar. Find Patti on LinkedIn!

This is episode 180. Read the complete transcript on the Sales Game Changers Podcast website. 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 179. Read the complete transcript on the Sales Game Changers Podcast website. BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Don't be afraid to qualify out. Stop trying to qualify in, start trying to qualify out and if you can't qualify it out, it's a good lead, it's a good prospect." Brian Egenrieder is the Chief Revenue Officer at SyncDog. Prior to coming over to SyncDog, he held sales leadership positions at Deltek, IBM, Web Methods and Sterling Commerce. Find Brian on LinkedIn!

This is episode 178. Read the complete transcript on the Sales Game Changers Podcast website. PATRICK'S FINAL TIP TO EMERGING SALES LEADERS: "Your #1 focus is to help the people that you are working with understand the value of what you do. Once you really understand the impact that what you're proposing can have on their lives and on the organizations that they work for, you almost have a fiduciary responsibility to do your best to make the case for it." Patrick Devlin is Chief Business Development Officer at Meridian Knowledge Solutions. He's held sales leadership positions at Cornerstone OnDemand, Blackboard and Symplicity. Find Patrick on LinkedIn!

This is episode 177. Read the complete transcript on The Sales Game Changers Podcast website. RORY'S FINAL TIP TO EMERGING SALES LEADERS: "Think of others and put yourself in their shoes. I had a CEO that said to our salesforce many times, "Pull your chair around the side of the table and sit on their side of the table." Push hard at really understanding others and then doing something with that understanding." Rory Channer is the Chief Business Development Officer at the McDermott, Will & Emery Law Firm. MWE is a 2019 Institute for Excellence in Sales Innovation Award winner. Previously, he was at Ruffalo Noel Levitz, a marketing services firm. He was also at CEB, now Gartner. Find Rory on LinkedIn!

This is episode 176. Read the transcript on The Sales Game Changers Podcast website. CLARA'S FINAL TIP TO EMERGING SALES LEADERS: "Never underestimate your growth mindset and constantly check yourself on this. We get bombarded with the media telling you there's going to be a recession, there's less opportunity, there's all kinds of things. You have to tune all of that out and focus on a growth mindset, because without a growth mindset you won't be able to embrace the new opportunities that are coming your way." Clara Conti is a partner at IBM and is an executive on the sales and growth team leading all capture and proposal for all large federal deals at IBM. She's held sales leadership positions at Source America and was the CEO at ObjectVideo, IPIX and Aurora. Find Clara on LinkedIn!

This is episode 175. Read the complete transcript on the Sales Game Changers Podcast website. HEATHER'S FINAL TIP TO EMERGING SALES LEADERS: "Continue to learn, grow, evolve and improve every day and so will you. Find the places that you're willing to learn to work hard, to continue to get better. Just keep on working at it and enjoy the journey." Heather Combs is the Chief Revenue Officer for 3Pillar Global and is passionate about the role that women play in leadership and sales. If you recognize her name, we previously interviewed Heather on her career journey in sales and sales leadership. You can find that episode at here. The Institute for Excellence in Sales will be holding its second Women in Sales Leadership Forum starting on October 11. We wanted to take this opportunity to talk to Heather about some of the opportunities facing women in sales and some ways that they can direct their career. Find Heather on LinkedIn!

This is episode 174. Read the complete transcription on the Sales Game Changers Podcast website. CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "If we all bring some of those basic elements of PRIDE to our work each and every day - if we're passionate, respectful, intelligent, we have a disciplined approach and we bring a lot of energy and effort to the job each and every day - we can have successful outcomes." Chris Brady is the head of North American Sales at Learning Tree International. He spent his entire career at Learning Tree International and has held multiple individual and management roles before becoming the head of North American sales. Find Chris on LinkedIn!

This show originally aired on March 13, 2019. Read the complete transcript on The Sales Game Changers Podcast website. ALLISON'S FINAL TIP TO EMERGING SALES LEADERS: "To be great in sales – to have a sense of real reward in your career – it is about the people. I would say mentor, learn from all of those around you and then share your experience and knowledge." Allison Patrick is a Senior VP of Sales at MAXIMUS Federal. Prior to coming to MAXIMUS Federal, she held leadership positions at Accenture Federal, SAIC and SRA. Find Allison on LinkedIn!

This is an encore presentation of an episode that first aired on April 17, 2019. Read the complete transcript on The Sales Game Changers Podcast website. ROB'S FINAL TIP TO EMERGING SALES LEADERS: "Find something that you believe in. It could be a cool product, it could be a technology, it could be an industry, it could be a customer set like I'm passionate about serving the Defense customer. Once you find that, put everything you have into it. Just immerse yourself and then finally find somebody to hook your wagon to, to help you, guide you along the way and help bring you along." Rob Stein is the VP for US Public Sector at NetApp. Prior to coming to NetApp, he held sales leadership positions at Oracle and a number of defense contractors. Nice reference to past Sales Game Changers Podcast guests Mark Weber and Dave Rey. Find Rob on LinkedIn!

Encore presentation. Read the complete transcript on the Sales Game Changers Podcast website. BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "The best of sales reps are always going to know their product and solution cold. They're going to know and appreciate the types of pains and issues that businesses have and because they have that passion, they're going to be able to connect that and have much more fruitful conversations." Brian Ludwig is the Senior VP of Sales at Cvent. He's been with Cvent for 19 years and took over sales leadership in 2007. Like Podcast host Fred Diamond, Brian is a native of Philadelphia and a graduate of Emory University. Find Brian on LinkedIn!

This is episode 173. Read the complete transcript on the Sales Game Changers Podcast website. DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "Know your product, know your customers. Lean on your company for help and get your face in the place. Those are the things I think about the most." David Mitchell is the Senior VP of Worldwide Sales at Appian. If you recall the name Appian, we interviewed past sales leader Edward Hughes and Kristin Scott, current VP of US Sales at Appian, as well. Prior to coming to Appian, David was a President and COO at Version One. He was the CEO at Global 360 and was also the CEO at webMethods. Find David on LinkedIn!

This is episode 172. Read the complete transcription on the Sales Game Changers Podcast website. JENNIFER'S FINAL TIP TO EMERGING SALES LEADERS: "Don't put blinders on. There have been so many opportunities that have opened up for me that if I had put blinders on and said - No, this is my path, this is what I'm going to do for a certain amount of time - I would have missed out on." Jennifer Ives is the Senior VP of Client Relationships at 3Pillar Global. Prior to coming over to 3Pillar Global she held sales leadership positions at LiveSafe, Top Employers Institute, and Arlington Economic Development. Find Jennifer on LinkedIn!

Read the complete transcript on the Sales Game Changers Podcast website. CORDELIA'S FINAL TIP TO EMERGING SALES LEADERS: "Be authentic. Even Dolly herself would say, "I have the wig and I have the makeup and the hair" but at the end of the day she is authentic. You may be selling widgets, but as long as it's the best widget and you love it, be authentic and follow that passion there." Cordelia Marzak is the Director of Sales for the Dollywood Company. We conducted the interview at Dollywood's DreamMore Resort and Spa located in Pigeon Forge, Tennessee. Prior to taking over the sales leadership role at Dollywood, Cordelia held sales leadership positions at the JHM Hotel in Orlando and has worked in the hospitality space for Marriott and Hilton properties. Find Cordelia on LinkedIn!

Read the complete transcription on The Sales Game Changers Podcast website. MATT'S FINAL TIP TO EMERGING SALES LEADERS: "Figure out what jazzes you. Figure out what you're chasing and don't be afraid to expose some of those goals to your peers or friends or managers so that they become real and you get a little sweat on the brow when you're trying to move through them. Do it because you want to do it. Do it because you love it." Matt Strazza is the Senior VP of Global Sales at Deltek. Prior to coming over at Deltek, he held sales leadership positions at CA Technologies and Niku Software. He also owned his own software company for 10 years as well. Find Matt on LinkedIn!

This is episode 171. Read the complete transcript on The Sales Game Changers Podcast website. LANCE'S FINAL TIP TO EMERGING SALES LEADERS: "If my job 10 hours a day was to cut down trees, I'd spend 8 hours sharpening my axe. I think that's where you should be thinking sales-wise because sales is hard today and you've got to be on your game." Lance Tyson is the founder and president of the Tyson Group. He also is the author of Selling is an Away Game. He is an expert on helping sales teams improve their sales game and help sales professionals take their skills and their profession to the next level. We've interviewed some VP's of Sales for sports teams, Ryan Bringger with the Washington Nats and Patrick Duffy with Monumental on the Podcast. Find Lance on LinkedIn!

This is episode 170. Read the complete transcript on the Sales Game Changers Podcast website. DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't ever let anybody tell you you can't do something that you really want to do. If you have a plan and a mission and you have the right people supporting you, you will get there." Dave Schlosser is the COO of the value added reseller (VAR) ThunderCat Technologies. Prior to coming to ThunderCat, he held sales leadership positions at NetApp and Sun Microsystems. Find Dave on LinkedIn!

This is episode 169. Read the complete transcript on the Sales Game Changers Podcast website. DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "If you want to earn, that has to be really one of your chief motivators in going into sales. If someone is not motivated by money, then again I don't know if this particular career, regardless of what product or service you're selling, is for you." David Walker is the VP of Sales for the Washington Business Journal. Prior to coming to the Business Journal, David led sales at SouthComm Digital and the Washington City Paper. Find David on LinkedIn!

This is episode 168. Read the complete transcription on the Sales Game Changers Podcast website. TOM'S FINAL TIP TO EMERGING SALES LEADERS: "There's so much you can do to change performance and help people grow in their careers. It's really heartening to watch people do that. As sales managers, you have a great role to play in helping people grow in their career and you should feel empowered to help them do that." Tom Steenburgh is the Richard Reynolds Professor of Business Administration at the Darden School of Business at the University of Virginia. He wrote the classic article in 2012 in the Harvard Business Review about motivating top performers. In the November/December issue of the Harvard Business Review, he wrote a new classic article on selling new products and how that's changed. This podcast focused on those insights. Find Tom on LinkedIn!

This is episode 167. Read the complete transcription on The Sales Game Changers Podcast website. JOEL'S FINAL TIP TO EMERGING SALES LEADERS: "If you know your product and you know your customer and their needs you can really sell anything. I've been in coffee and food service for a long time but I've come to that realization that if you do your homework, you spend your time understanding what it is you're selling and who you're selling to that it's transferable across multiple industries." Joel Kline is the VP of Sales at Nestlé Starbucks Coffee. He's the second Nestlé sales leader we've interviewed for the podcast. The first was Dominic Strada, sales leader for Nestlé Nutrition. In 2018, Starbucks Sold Nestlé the Rights to Offer Its Coffee in Stores. Read more here. Prior to coming over to Nestlé Starbucks Coffee, Joel held sales leadership positions in sales at Sysco, Sodexo and ARAMARK. Find Joel on LinkedIn!

This is episode 166. Read the complete transcript on the Sales Game Changers Podcast website. CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "If you remember nothing else, remember the value of listening, being authentic and having fun. I've been fortunate to get a lot of positive feedback in my career, but I've also gotten my fair share of constructive criticism. I think being able to listen to that, the good, the bad, the ugly and grow from it is a way that's helped me continue to grow and evolve my career. Chris Krackeler is the Vice President of Non-Profit Sales at Blackbaud. Prior to coming to Blackbaud, he held sales leadership positions at Convio and GetActive. Find Chris on LinkedIn!

This is episode 165. Read the complete transcription on the Sales Game Changers Podcast website. KRISTIN'S FINAL TIP TO EMERGING SALES LEADERS: "Stay curious. Be open to learning new things - and that could be new ways of selling, that could be new solutions you're offering, that could be really understanding what your customer's needs are. Make lasting relationships and act with a spirit of generosity. The importance of being generous and raising your hand to new opportunities, to helping people, to sharing your opinions and comments and advice and helping colleagues, it all comes around to help you in the end." Kristin Scott is the Vice President of US Commercial Sales at Appian. Prior to taking over sales leadership at Appian, she held sales leadership positions at CEB now known as CEB Gartner. Find Kristin on LinkedIn!