Sales Game Changers | Tips from Successful Sales Leaders

This is episode 164. Read the complete transcription on The Sales Game Changers Podcast website. RANDY'S FINAL TIP TO EMERGING SALES LEADERS: "it's the importance of giving your best and highest performance every day. Performance and performance alone dictates the predator in every food chain. Sales is no different. Each and every day in sales, people and sales leaders need to commit and understand what it takes to bring our best performance to our customers and to the company and to our teams." Randy is the Vice President of Sales Republic Sector at Akamai. Prior to taking over this role, he's held leadership positions at F5 Networks, Red Hat, and Cisco. He spent 8 years in the US Marines. Find Randy on LinkedIn!

This is episode 163. Read the complete transcript on the Sales Game Changers Podcast website. JOHN'S FINAL TIP TO EMERGING SALES LEADERS: "I have never regretted thinking Big. Thinking of these goals that far surpass where I was last year, where I'd like to be and never been daunted by what I need to do to get there. Just believe in yourself and ask others and constantly improve, focus on winning and I guarantee you will." John Ryder is the VP of Global Sales at the Washington Speakers Bureau, also known as WSB. Prior to coming to WSB, he held sales leadership positions in the telecom space at AT&T, T-Mobile and Sprint. We also interviewed Sandy Lutton, the former Chief Revenue Officer at WSB. You can find her show here. Find John on LinkedIn!

Read the complete transcript on the Sales Game Changers Podcast website. DEB'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is a team sport. Don't be a lone ranger. Get out there and use the resources at your fingertips to help you close. By helping each other, everybody wins." Deb Wiker is the VP of Sales at Nortec Communications. Prior to coming to Nortec, she held sales leadership positions at American Greeting Cards and AT&T. Find Deb on LinkedIn!

Read the complete transcript on The Sales Game Changers Podcast website. PHIL'S FINAL TIP TO EMERGING SALES LEADERS: "If you can get to where the client includes you as part of the fabric of the organization, you understand their issues and you're delivering solutions that really impact the business, then you're a trusted advisor. I aspire to that, all my team inspires to it and I think if you're in professional services, attaining that role is like finding nirvana." Phil Curran is a Senior VP at USI Insurance Services where he runs the DC Metro practice. Prior to coming to USI, he was at Mercer HR Consultants, Hewitt Associates (now AON Hewitt) and PricewaterhouseCoopers (PWC). Find Phil on LinkedIn!

Read the transcript of this episode on the Sales Game Changers Podcast website. MATT'S FINAL TIP TO EMERGING SALES LEADERS: "It's never crowded going the extra mile. Don't be afraid of hard work, don't be afraid to go the extra mile for your customers, prospects or clients." Matt Chubb is the Executive Director of Sales at Kaiser Permanente in McLean, Virginia. Prior to coming to Kaiser Permanente, he was with a third-party administrator that was owned by Blue Cross. He also worked at New England Financial and Great West Life. He is a graduate of Virginia Tech. Find Matt on LinkedIn!

This is episode 161. Read the complete transcript on the Sales Game Changers Podcast website. SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "What's really critically important about achieving your goals is to write them down and have them displayed so that every single day, several times a day you pull those goals out or you look on your wall or your board and you actually are reviewing your goals on a daily basis." Shawn Doyle is best-selling author of 22 books on leadership, motivation and sales excellence. In 2018, he published The Goal Tender. It's an exceptional guide to help sales professionals set an effective course. Learn more about his books here. Today's Special Episode focused on the importance of setting sales goals to really get your career to the place where you want it to be, really exceed and really get far. Find Shawn on LinkedIn!

This is episode 160. Read the complete transcription on the Sales Game Changers Podcast website. ANDREA'S FINAL TIP TO EMERGING SALES LEADERS: "Engage. You have to play to win and you have to really be focused on what you do and how it impacts everyone else, your customer and their customer. If you can get that level of understanding, you'll be very successful." Andrea Cohen is the VP of Civilian Sales for Verizon Federal. Prior to coming over to Verizon, she worked for Winstar and AT&T. We also interviewed Verizon Public Sector Chief Mike Maiorana on Episode 100. Find Andrea on LinkedIn!

This is episode 159. 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. Find Dominic on LinkedIn!

This is episode 158. Read the complete transcription on The Sales Game Changers Podcast website. JAMES' FINAL TIP TO EMERGING SALES LEADERS: "Make sure that the individuals that are in your organization know that you're invested in their success. This is a people business so start first by hiring the right people, make sure that they're trained, give them the tools they need to compete and win. Then empower them and support them with everything you've got." James Yeager is the VP of Public Sector and Healthcare at CrowdStrike. Prior to coming to CrowdStrike, he held sales leadership positions at Tanium, McAfee and Oracle. Find James on LinkedIn!

This is episode 157. Read the complete transcript on The Sales Game Changers Podcast website. CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "There's this negative connotation that's around sales that we're out there trying to push things on our customers that they don't want. That's the furthest thing from the truth. We're actually in there helping our customers advance their business and we can be relevant to the mission and be a part of some really impactful - especially in federal, because the mission is so important. ." Chris Townsend is the VP of Symantec Federal. Prior to coming to Symantec, he held sales leadership positions in Cisco and Blue Code. He's an expert on cybersecurity. Find Chris on LinkedIn!

Read the complete transcription on The Sales Game Changers Podcast website. DOUG'S FINAL TIP TO EMERGING SALES LEADERS: "Be proud of sales as a profession. It's one of the great careers. There's a lot of companies that need their problems solved and if it wasn't for us walking through the door and asking those questions, they couldn't grow and they couldn't change. I think it's one of the finest careers you can aspire to." Doug Traxler is the Chief Revenue Officer at WebbMason, a full-service marketing firm based in Hunt Valley, Maryland. He's been there for 24 years. He was employee number 11 and now they have over 400 employees. Find Doug on LinkedIn!

Read the complete transcript on the Sales Game Changers Podcast website. CLAY'S TIP TO EMERGING SALES LEADERS: "Selling is serving. Recognize that when you are in front of people, they're more interested in you than they are in the feature and benefit set of your particular service or product. Don't think about your quota, don't think about all of the reasons why not, put your head in the place that says, 'I am here to genuinely see if this is the right fit for this organization' and if it is, then you start putting all of that credibility and all of that reliability and all of that intimacy." Clay Deming is an 18-year veteran sales leader at Kastle Systems. Prior to coming to Kastle she was at Herman Miller. Find Clay on LinkedIn!

Read the complete transcription on the Sales Game Changers Podcast website. BOB'S TIP TO EMERGING SALES LEADERS: "If you're true to yourself and true to your customers, they will be true to you. If you could live that way and set a foundation that is firm that you believe in, you'll be successful in sales." Bob Dunn is the VP of Federal for Juniper Networks. He started his career at NYNEX before moving to Nortel. He also was a CEO at PacStar and also worked in private equity. Find Bob on LinkedIn!

This is episode 155. Read the complete transcript on the Sales Game Changers Podcast website. BOB'S FINAL TIP TO EMERGING SALES LEADERS: "Keep your eye on the metrics that are important. When you determine what the metric is, then focus on the impact that paying attention to those metrics will have on the end user/end customer because if you're doing your job correctly and you're doing your job well, you're having a positive impact on people's lives." Bob Sanregret is the Senior VP of Sales at Cricket Media. Previously, he held sales leadership positions at Learning Tree International. He was the co-founder of the Hot Lava Software company that was sold eventually to IBM. Find Bob on LinkedIn!

This is episode 154. Read the complete transcription 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 153. Read the complete transcription on the Sales Game Changers Podcast website. CONNOR'S FINAL TIP TO EMERGING SALES LEADERS: "Be willing to forgive people if they make mistakes. Be willing to forgive yourself if you make a mistake. You always need to be thinking about what's in front of you, what's next and if people are looking back, it can impact the level of work and the greatness that you can drive." Connor Marsden is the Senior VP of Strategic Accounts at Salesforce. Prior to coming to Salesforce, he held sales leadership positions at Microsoft. Find Connor on LinkedIn!

This is episode 152. Read the complete transcription on The Sales Game Changers Podcast website. 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 is episode 151. Read the complete transcript on The Sales Game Changers Podcast website. ALEX'S FINAL TIP TO EMERGING SALES LEADERS: "Time how much you speak on a demo. Are you speaking for 70% of the time and the prospect is speaking for 30%? What can you do to speak less and let your prospect or your client speak more? What can you do to listen more?" Alex Rolfe is a senior director for event solution sales at Cvent and been with Cvent for 13 years holding various sales and sales leadership positions. He is the third person that we've interviewed from Cvent. We've interviewed Darrell Gehrt, the VP of Sales for Cvent Mobile and Brian Ludwig, Senior VP of sales for the company. Find Alex on LinkedIn!

This is episode 150. Read the complete transcript on The Sales Game Changers Podcast website. JAMES' FINAL TIP TO EMERGING SALES LEADERS: "Know your industry and market, get to know the people, the companies, the buyers and sellers. It's as easy as spending 30 minutes a day reading the trade magazines, combing through LinkedIn or Twitter, or listening to a podcast to get the latest news trends and information." James Hanson is the VP and Publisher of Nextgov, the federal technology media division of Government Executive Media Group. Formerly, he was at Connelly Works and at Defense News. Find James on LinkedIn!

This is episode 149. Read the complete transcription on the Sales Game Changers Podcast. WRAY'S FINAL TIP TO EMERGING SALES LEADERS: "Be sure to smell the roses along the way. Sales positions can provide a lot of really great experiences for folks, such as travel, sometimes it's other things, it's meeting new folks. Be sure you take time to enjoy that. Don't be so driven to the sale that you miss some of those things." Wray Varley is the VP of Systems Integrators & Federal Partners with MetTel. He also held sales leadership positions at CentryLink, Infinera and Qwest Government Services. Find Wray on LinkedIn!

This is episode 148. Read the complete transcription on the Sales Game Changers Podcast website. KEVIN'S FINAL TIP TO EMERGING SALES LEADERS: "Never stop learning. When you stop learning, start digging. It's amazing how there's that tuning fork moment where you make the perfect call, the perfect stop by and it literally changes your life. To see that happen to the people that I work for day in and day out is incredibly powerful and uplifting." Kevin Hoverman, the VP of Sales at COS: Capital Office Solutions, a Xerox company. Prior to taking over sales leadership at COS, he was with Impact Office Products, where he created their technology division. Find Kevin on LinkedIn!

This is episode 147. Read the complete transcription 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!

This is episode 146. Read the complete transcription on the Sales Game Changers Podcast website. MICHAEL'S FINAL TIP TO EMERGING SALES LEADERS: "Focus on the customer, understand their challenges first and second, try new things. What got you here today to be successful won't get you where you're trying to go. The customer landscape, the competition is changing so invariably you have to change and adapt and try new things to be successful in the future." Michael Lewis is the General Manager for Iron Mountain's Public Sector Business. Prior to Iron Mountain, he held sales leadership positions at IBM, Siemens and General Electric. Find Mike on LinkedIn!

This is episode 145. Read the complete transcription on the Sales Game Changers Podcast website. This is a special episode of the Sales Game Changers Podcast done in partnership with Federal News Network and WTOP Radio in Washington DC. This episode featured a panel discussion with four leading sales executives in the Federal Market. You can find of them on LinkedIn below. Christine Barger, General Manager, Microsoft. Tamara Greenspan, Vice President, Oracle Federal Joe Markwordt, Area Vice President, Salesforce Federal Allison Patrick, Vice President, MAXIMUS Federal My co-host is Jeffrey Wolinsky, WTOP and Federal News Network.

This is episode 144. Read the complete transcription on The Sales Game Changers Podcast website. TAMARA'S FINAL TIP TO EMERGING SALES LEADERS: "It's most important to gain a deep understanding of your customer's needs and how your customer solutions can add value. Not every solution in your company's portfolio might be the best solution, always keep that in mind. In many instances you only have one shot to meet with these customers and you actually have to show that you understand their market and understand their pains, and have a resolution. You want to always make it your best." Tamara Greenspan is the VP of Sales for Oracle DOD (Department of Defense) Applications. She's been with Oracle for 29 years. She's also the President of the AFCEA-NOVA chapter. Find Tamara on LinkedIn!

This is episode 143. Read the complete transcription 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.

This is episode 142. Read the complete transcript on The Sales Game Changers Podcast website. IVY'S FINAL TIP TO EMERGING SALES LEADERS: "Remember that your work ethic and your reputation are everything. You take that with you wherever you are, wherever you go in life, in business. Business is ever-changing, it's evolving - you've got to be able to change with it. You've got to embrace it, you've got to learn from change and you've got to grow from change. Ivy Savoy-Smith is the VP of Sales for Entercom DC, which owns and operates 106.7 The Fan, 94.7 The Drive, 95.5 WPGC, El Zol 107.9 and www.connectingvets.com. She's been there for 17 years and has also worked at CBS Radio. Find Ivy on LinkedIn!

This is episode 141. Read the complete transcription 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 140. Read the complete transcription of this show on The Sales Game Changers Podcast web site. DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "Be humble because sales is a humbling experience. There'll be times that you're on Cloud 9 and deals are flowing and things are happening and everything's going right, and there are times you're wondering if anyone is actually going to call you back and engage with you. Never forgo your principles in those down times or the trust that somebody has in you. The best scenario for a salesperson frankly is to be humble but hungry for success." Dave Kushner is the VP for Federal Sales at ViON Corporation. Prior to coming over to ViON, he held sales leadership positions EMC, Legato and OTG. Find Dave on LinkedIn!

This is episode 139. Read the complete transcript on The Sales Game Changers Podcast website. RON'S FINAL TIP TO EMERGING SALES LEADERS: "Create a life business plan for yourself and think about it in terms of what do I want to accomplish in life with my family, friends, and the community. At the end of the day, you're going to have a detailed business plan. I have one and I look at it every now and then. It has helped me with my career because it helped me balance everything so I could have peak performance." Ron Police is the President of Customer Operations at SAP National Security Services also known as SAP NS2. He held sales leadership positions at Apple and at Oracle. Mark Testoni, the CEO at SAP National Security Services, will receive the Lifetime Achievement Award from the Institute for Excellence in Sales at the 9th Annual Sales Excellence Award Event on May 31st in Falls Church.

This is episode 138. Read the complete transcription on the Sales Game Changers Podcast website. MARK'S FINAL TIP TO EMERGING SALES LEADERS: "It's a lesson I learned from my son, Matt, a special needs guy. We need to look at what people can do and not what they can't do. That was a lesson that is probably the #1 thing that has helped me be successful. What makes a great team work is when you take the strengths and blend them all together." Mark Testoni is the CEO at SAP National Security Services, also known as SAP NS2. Mark is also going to be receiving the Lifetime Achievement Award from the Institute for Excellence in Sales at the 9th Annual Sales Excellence Award Event on May 31st in Falls Church. Prior to coming to SAP NS2, Mark held sales leadership positions at SAP and Oracle. He also spent 20 years in the Air Force. Find Mark on LinkedIn!

This is episode 137. Read the complete transcript of this podcast on the Sales Game Changers Podcast. 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.

This is episode 136. Read the complete transcription on The Sales Game Changers Podcast website. MARK'S FINAL TIP TO EMERGING SALES LEADERS: "Insincerity is transparent, so just be honest. Every prospect, every customer that you talk to will know when they're being worked and you don't win that way. Just be honest, be genuine about what you do and what you know and what you don't know, and you'll make better sales with better satisfaction and in the grand scheme, better customer attention." Mark Muckerman is the VP of Sales at Bloomberg Government. Previously, he held sales and sales leadership positions at Dun & Bradstreet for 29 years. Find Mark on LinkedIn!

This is episode 135. Read the complete transcription on The Sales Game Changers Podcast website. BOOMER'S FINAL TIP TO EMERGING SALES LEADERS: "Find your passion. If you feel stressed, it's probably not your passion so find your passion. Find what you really care about, create a vision, commit to that vision, and share it with everybody in your life." Boomer Muth is the co-founder and Chief Revenue Officer at West Creek Financial in Glen Allen near Richmond. Prior to taking over the reins here, he founded a home healthcare business He also was an analyst at Capital One in the beginning of his career. Past guest Will Fuentes introduced us to Boomer.

This is episode 134. Read the complete transcription of this podcast on The Sales Game Changers Podcast website. DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "Take every opportunity to build your network and nurture it. One of the things that's really helped me in my career is the network of people that you meet in government and befriending them. Every job I've had has come through a friendship that I have made in either government or industry. Take every moment, breakfast, lunch, dinner, any available moment you have, make sure you occupy it spending time with somebody that you want to get to know or that you know and you want to get to know better." David Peed is the VP and General Manager at Equinix Government Solutions, an interconnect activity and hosting provider. Prior to coming to Equinix, he held leadership positions at Verizon, Qwest and Ciena.

This is episode 133. Read the complete transcription 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 episode 132. Read the complete transcript on the Sales Game Changers Podcast web site. JANE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't wait for somebody else to make you better. You own your success. Find a place like the Institute for Excellence in Sales or spend the money to find a coach to make you better at what you do. You need to be reading, you need to own your path in your career in sales. Don't sit back and wait for somebody to make you a great salesperson." Jane Gentry has had a successful 30-year career in Sales, Sales Management, Consulting, Executive Coaching and Keynoting. Since forming Jane Gentry and Company in 1999, Jane has partnered with her clients to improve sales/profitability, client retention, employee retention and leadership capabilities. Some of her clients include Coca Cola, Home Depot and TransAmerica. She is a member of Lori Richardson's Women Sales Pros. Find Jane on LinkedIn!

This is episode 131. Read the complete transcript on The Sales Game Changers Podcast website. CHARLIE'S FINAL TIP TO EMERGING SALES LEADERS: "Think of yourself as a professional sales athlete. You want the best coaching, you want to train daily, you want to constantly try to get stronger, better, fitter, improve your game every day and you want to work on the details. You want to practice over and over, you want to welcome feedback, you want to seek it out, you want the harshest feedback, you want the toughest competitors and you want to work your butt off as a professional sales athlete. It's a great way to think of yourself." Charlie Minesinger is the VP of Sales at Racktop Systems. Prior to Racktop, he was at Distil Networks and at Siemens Enterprise Communications. Find Charlie on LinkedIn!

This is episode 130. Read the complete transcription on The Sales Game Changers Podcast website. MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is about being a problem solver and helping businesses grow. If you can think of it that way, I think you're going to go further longer in the business as opposed to just being short-sighted and looking at your features and benefits and trying to sell features and benefits of your product to a client. You really want to build that relationship and you want to work with them and show them that you want them to be successful." Mike Williams is a sales and business coach with Growth Coach of Northern Virginia. Prior to becoming a Growth Coach, he held sales leadership positions at Coca-Cola and Exxon Mobil. Before that he served the US Army for 6 years. He is also the Vice President of Membership for the Dulles Chamber of Commerce. Find Mike on LinkedIn!

This is episode 129. Read the complete transcript on the Sales Game Changers Podcast website. PHIL'S FINAL TIP TO EMERGING SALES LEADERS: "If you can get to where the client includes you as part of the fabric of the organization, you understand their issues and you're delivering solutions that really impact the business, then you're a trusted advisor. I aspire to that, all my team inspires to it and I think if you're in professional services, attaining that role is like finding nirvana." Phil Curran is a Senior VP at USI Insurance Services where he runs the DC Metro practice. Prior to coming to USI, he was at Mercer HR Consultants, Hewitt Associates (now AON Hewitt) and PricewaterhouseCoopers (PWC). Find Phil on LinkedIn!

This is episode 128. Read the complete transcript on the Sales Game Changers Podcast website. JOE'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is all about solving problems for customers. It's about figuring out what problems your company is good at solving, identify what customers have those problems, do the hard work to go out there and get engaged with those types of customers and those specific people and that makes sales fun. It really makes sales rewarding and it makes you successful." Joe Pringle is the VP of Sales at CARTO. Prior to coming to CARTO, Joe held leadership positions at Socrata and Forum One Communications. We also interviewed Ben Mathew, CARTO Chief Revenue Officer, on the Sales Game Changers Podcast. Find Joe on LinkedIn!

This is Special episode 012. Read the complete transcription on The Sales Game Changers Podcast website. SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "We really don't ask enough about what's valuable. Most of what we think about value we take for granted. Why should somebody care? Why is it valuable to them? How is it going to make their lives better? How are we going to help them think through even if they do want to buy it, how are they going to come up with all of the different hurdles that they're going to experience?." This is a special episode with Scott Santucci, the founder of the Sales Enablement Society. He's the Chief Growth Catalyst of Growth Enablement Ecosystems. He's a leader in the sales enablement world and is an expert on many things that relate to the sales process, compensation, and methodologies. He is a graduate of Virginia Tech. Find Scott on LinkedIn!

This is episode 127. Read the complete transcription on The Sales Game Changers Podcast website. MATT'S FINAL TIP TO EMERGING SALES LEADERS: "It's never crowded going the extra mile. Don't be afraid of hard work, don't be afraid to go the extra mile for your customers, prospects or clients." Matt Chubb is the Executive Director of Sales at Kaiser Permanente in McLean, Virginia. Prior to coming to Kaiser Permanente, he was with a third-party administrator that was owned by Blue Cross. He also worked at New England Financial and Great West Life. He is a graduate of Virginia Tech. Find Matt on LinkedIn!

Read the complete transcription on The Sales Game Changers Podcast web site. JENNIFER'S FINAL TIP TO EMERGING SALES LEADERS: "I think it's important to always understand how you're helping people. Always think about how you are helping that other person and by doing that, you're going to fall in love with what you do. That is the most important thing because if you don't like what you do, if you don't love what you do, go find something else. Life is too short. You have to love what you do and find a way to keep growing in that, never be stagnant, never be stale, keep growing and keep learning." Today we're in Charlottesville, Virginia, and we're talking to Jennifer Fisher, the VP of Sales for WorldStrides Higher Education Division. Prior to coming to WorldStrides, she was a sales leader at The Chronicle of Higher Education. Find Jennifer on LinkedIn!

This is episode 125. Read the complete transcription on The Sales Game Changers Podcast website. JEFF'S FINAL TIP TO EMERGING SALES LEADERS: "Look in your network for a handful of people that you look up to. Start having one-on-one discussions early on because they could help you tremendously in your career. It's something that might sound easier said than done, but it takes the time and commitment to look up that person, reach out to them and sit down with them and say, "I have three questions I want to ask you." There could be a lot of value gained and even long-term relationships built that might help that person's career." Jeff Shen is the President and General Manager for Red Team Consulting. Prior to starting Red Team, he held sales leadership positions at GTSI and EyakTek, an Alaskan native firm. He also started his career at CSC and he also worked at a dot com.

This is episode 124. Read the complete transcript on The Sales Game Changers Podcast website. SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "Your heart really has to be in it. If you're really not into it, if your heart does not believe in your product, does not believe that your audience is going to receive value from what you're selling whether it be a product or a service, it is going to be very difficult and they're going to see right through you." Scott Oser is the president of Scott Oser Associates. Prior to starting Scott Oser Associates he worked for National Geographic, Science Magazine and the AARP. Find Scott on LinkedIn!

This is episode 123. Read the complete 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 122. Read the complete transcription on the Sales Game Changers Podcast website. PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Show up to give. I think too many of us in the sales game show up to get. We need a PO, we need a meeting, we need the next thing - why don't we show up to give? Make every interaction with your customer and prospect as valuable as possible and leave the folks that you meet better for the time that you spent together. Show up to give." Paul Borror is the VP of Sales at M3COM and Virtacore. He has held sales leadership positions at NetApp and Concur. Paul served in the US Marine Corps. Find Paul on LinkedIn!

This is episode 120. Read the complete transcription on The Sales Game Changers Podcast website. SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "If you think you're not in sales, I want you to flip. Selling is a service. Selling to someone is the first place you are able to add value to them. You're adding value because you're helping them make educated, informed, enlightened decisions. Selling is a service. You are articulating your value in a way that is valuable to someone else." Shawn Karol Sandy is the Chief Revenue Officer of The Selling Agency. She's also the co-host of The SellOut Show with Dianna Geairn Prior to creating The Selling Agency she held selling leadership positions at OfficeMax, Regus and the television division at Clear. Find Shawn on LinkedIn!

This is episode 121. Read the complete transcript on the Sales Game Changers Podcast website. VICTOR'S FINAL TIP TO EMERGING SALES LEADERS: "Do self-analysis, look at your company, look at your product, look at yourself and look at your daily activity. Are you happy? Because again, I don't see work-life balance being a seesaw, I see it being a circle and work bleeds into life and life bleeds into work. If you're genuinely happy then continue going and don't quit." Victor Furnells is the VP of Sales at Meyers Research. Prior to going to Meyers, he was at Hargrove and OneSpring. He was also a Director of Membership Sales at the Consumer Electronics Association.