Sales Game Changers | Tips from Successful Sales Leaders

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.

This is Special episode 011. Read the complete transcript on The Sales Game Changers Podcast. TIBOR'S FINAL TIP TO EMERGING SALES LEADERS: "Let's focus on time. I think that people squander their time, people tend to think about time as being somewhat fluid and they tend to think of it as having an endless supply, but your quota ends every year so there isn't an endless supply. There are only so many hours in a year that you could sell, What you do with time will determine your success." Tibor Shanto is with Renbor Sales Solutions. He's an author of two books you can find on Amazon and is well-known as an expert on sales prospecting. Many of our listeners have probably read some of his articles and follow him on social media as well. He was a featured speaker at the Institute for Excellence in Sales in September 2018 and today we're going to be talking about proactive prospecting.

Read the complete transcript on the Sales Game Changers Podcast website. ALAN'S FINAL TIP TO EMERGING SALES LEADERS: "Adopt "10 assists." Every morning you wake up, you can put 10 rubber bands on your left wrist or you can put 10 pennies in your left pocket. Every time you give an assist to either a current client or customer or to a prospect, take one rubber band off your left wrist and put it on your right wrist, or you take one penny out of your left pocket and you put it in your right pocket. Don't go to bed until you know that you've dished out 10 assists, or that you've done 10 things above and beyond what you're expected to do, to add value to someone else or to assist a prospect client or a current customer. Start to keep tangible count of how much you're trying to help others and fill their buckets, both with future business and with current business. I guarantee you, that will help you raise your game. Alan Stein Jr. is a performance coach who works with business leaders, sales leaders and sales teams all around the world. He's the author of the new best-seller Raise Your Game.

This is episode 119. Read the complete transcript on the Sales Game Changers Podcast website. MICHAEL'S FINAL TIP TO EMERGING SALES LEADERS: "Put in the work, find the right people, put in the practice, enjoy it, have fun with it, make it a game and if you do that, the results will come." Michael Thompson is the co-founder and VP of Sales at Sky Data Vault, a managed disaster recovery as a service provider. Prior to founding Sky Data Vault, he held sales leadership positions at Avaya, PAETEC and Cavalier Telephone. Find Michael on LinkedIn!

This is episode 118. Read the complete transcript on The Sales Game Changers Podcast website. Mark Weber heads the Sales Department and is the Executive in Resident at the Busch School of Business at the Catholic University of America. He's also a technical adviser to many companies across the country. Prior to coming to Catholic University, he ran the Americas for NetApp and held sales leadership positions at Sun and HP He also is a previous winner of the Institute for Excellence in Sales Lifetime Achievement Award.

This is episode 117. Read the complete transcription on The Sales Game Changers Podcast website. MEGHAN'S FINAL TIP TO EMERGING SALES LEADERS: "Develop systems that work for you and stay accountable to the elements of the job that you can control. If you're organized and develop good processes and then follow those processes, you usually get where you need to go in the end and you're usually able to do that in a way that you have some semblance of work-life balance." Meghan Phillips is a Managing Director at Hanover Research, and oversees the team that sells into the B2B, Manufacturing and Industrial clients for Hanover. Prior to coming to Hanover, she was with The Advisory Board Company and CEB (now Gartner). We also interviewed Hanover's Chief Growth Officer Vineeta Mooganur as part of the Sales Game Changers podcast. Find Meghan on LinkedIn!

This is episode 116. The complete transcript can be found on the Sales Game Changers Podcast website. BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Love what you do and love who you do it with day in and day out. We spend a lot of time away from friends, away from family and loved ones and when you can love what you do and love who you do it with, people say you never work a day in your life." Brian Mills is the VP of Business Development at Fuel Education, a division of K12. If you recognize Fuel Education, we've done a previous episode where we interviewed the Chief Revenue Officer, Sean Ryan. Prior to coming to Fuel Education, Brian held sales leadership positions at McGraw-Hill as well as sales positions at Scantron and Blackboard.

This is an encore presentation of our podcast with Women on Course's Tina Fox. Read the complete transcription on the Sales Game Changers Podcast website. TINA'S CLOSING TIP TO EMERGING SALES LEADERS: "I've learned that no matter who you meet—young, old, whether they're in business, out of business, male, female, doesn't matter what their religious affiliation—if you remember that people only want to be heard and they want to know that what they said mattered, then you found the keys to success and authentic curiosity. When you can demonstrate that and they feel it, you have more than a sale; you have a connection." Tina Fox is an inspirational leader with a 24-year career as an award-winning salesperson and business development executive in both Fortune 100 and successful startup companies in the medical-device industry. Today Tina is the founder of Fox Paradigm Consulting and the co-owner of Cobalt Settlements in Arlington, VA. She has a strong history of identifying opportunities that trigger multimillion-dollar growth. She's a champion for women in business and mentors women who are aspiring leaders. In 2015 she founded Women in Business, which connects more than 1,200 businesswomen focusing on networking, business problem solving, and access to local leadership. In 2017 she announced the merger of Women in Business with Women on Course, a nationally recognized women's group.

This is an encore presentation. Read the complete transcription on the Sales Game Changers Podcast website. TRISTAN'S CLOSING TIP TO EMERGING SALES LEADERS: "You have to take control of your own destiny and success and you have to invest in yourself and even if you feel like you're having success, you need to continue to stay sharp because things change really quickly. Take ownership, manage your own business like it's a small business and continue to improve and educate." Tristan Cotter is a software sales leader with over 10 years' experience selling everything from consulting research to software-as-a-service software. Currently he is the vice president of global sales for GoCanvas, a mobile platform that makes it simple for business to automate how work is done replacing outdated processes and expensive paperwork. At GoCanvas, he's almost tripled the size of the sales force over the past year which has led to record breaking revenue performance and growth rates while helping improve the customer experience leading to improved retention and expansion.

This episode is an encore of Episode 101, originally posted on October 4. Read the complete transcription on the Sales Game Changers Podcast website. KRISTINA'S CLOSING TIP TO EMERGING SALES LEADERS: "Get out there and meet people, stay in touch, save every business card you ever get, put it into your Outlook. Keep track of the people you know. Stay in touch and your business will grow." Kristina Bouweiri is the CEO and president of Reston Limousine. She's been with the company since 1991 and ascended to the CEO role in 1993. Reston Limo offers the premier luxury transportation service in the metropolitan Washington, D.C. area with a fleet of 220 vehicles – sedans, limousines, vans and buses – 350 drivers and 60 office employees, providing service for business, special tours and special celebrations, 24 hours a day, 365 days a year. Find Kristina on LinkedIn!

This is episode 115. Read the complete transcription on The Sales Game Changers Podcast website. ERIC'S FINAL TIP TO EMERGING SALES LEADERS: "You're going to have times where you're really in a funk. Take a step back, think about some of the good wins that you've had for those days. Take a step back and say, "I've done this before, I've been in this situation before" from a mentality standpoint and say, "I'm going to really sell my way out of it." That will work. Eric Misic is the VP of Business Development at Bear Analytics. Prior to starting Bear Analytics he held business development leadership role at the Biotechnology Innovation Organization and the Convention Management Group.

This is episode 114. Read the complete transcript on The Sales Game Changers Podcast. EDWARD'S' FINAL TIP TO EMERGING SALES LEADERS: "Pay attention to your family. Eat healthy. Be sure that you exercise." Edward Hughes is a Senior Vice President for Worldwide Sales and Operations at Appian Corporation. Prior to coming to Appian, he also held sales leadership positions at Compuware, Pegasystems and Rational Software. Find Edward on LinkedIn!

This is episode 113. Read the complete trancript on the Sales Game Changers Podcast website. CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "What I would leave you with is just remember all you all have to offer. We've all got so much to offer in the world and when you find your passion, you stay true to who you are and you continue down your journey. Remember, it doesn't matter what anybody else thinks about your journey because it's your journey. Stay super passionate, stay true, stay authentic, stay real and keep going.." Chris Baron is the author of the Amazon best-seller The Fearless Leader: A Sensible Guide to Practicing Authentic Leadership. She's a retired Verizon C-Suite Executive with over 25 years' experience. If you listen to Sales Game Changers Podcast Episode Number 100 with Verizon Exec Mike Maiorana, you might have heard that Mike mentioned Chris as his mentor. Find Chris on LinkedIn!

This is episode 112. Read the complete transcript on The Sales Game Changers Podcast. STEVE'S TIP TO EMERGING SALES LEADERS: "I'll reiterate one of the best pieces of advice that I ever got. It is that no one likes to be sold, everyone likes to buy and that is the magic that a salesperson can bring to their prospects and clients." Steve Goldenberg is the founder and President at Interfolio. Steve started the company when he was a student at Georgetown University and has been running it ever since. He is a unique business founder that understands the role sales plays in business growth and has worked hard to understand and implement sales principles to grow his business. And it worked, because since the interview was conducted, it was reported by the Washingon Business Journal that Interfolio received an investment from Insight Venture Partners for a reported price of $110 million! We interviewed Interfolio's VP of Sales Jack Dilanian.

This is episode 109. Read the complete transcript on The Sales Game Changers Podcast. ERIC'S TIP TO EMERGING SALES LEADERS: "Just listen. The biggest thing you can do in your career is listen and absorb and make it your own. At the end of the day there may be a salesperson that does a presentation a certain way. If that's not you, just take the good out of it and work on your craft to make it better and just constantly improve. If you do that, the sky's the limit." Eric Forseter was the VP of Public Sector at Pindrop when we conducted this interview. He is now the General Manager for Public Sector at DataRobot. Prior to Pindrop, he held sales leadership positions at NetIQ and Starbase. He was introduced to us by one of our previous guests, Rick Simmons, who gave us a great show. Find Eric on LinkedIn!

Read the complete transcript on The Sales Game Changers Podcast. CHRISTINE'S TIP TO EMERGING SALES LEADERS: "There's no "I" in team, that's something I apply every day. I also feel like I don't lose, I either win or I learn - that's another thing that I apply every day. And I would say plan your work, work your plan and make sure that you're grounded in what makes you feel passionate every day when you wake up and just enjoy and have fun." [NOTE: There's a little bit of unintended background noise from the 15 minute mark on. Please ignore it. The content is great!] Christine Barger is the general manager for Microsoft Federal where she leads a team of 85 sellers and technologists with responsibility for over a billion dollars in revenue. She also played on the University of Maryland's women's lacrosse national championship team in 1992. On this episode, she talks about the mindset of the champion and how you can apply it to sales leadership. Find Christine on LinkedIn!

This is episode 110. Read the complete transcript on the Sales Game Changers Podcast website. SHAUN'S TIP TO EMERGING SALES LEADERS: "Find your passion. If you're passionate about what you're doing it's not going to feel like a job. And network. Network, mentor, get out there and talk to your peers because you never know when you're going to be working for them, working with them or they're going to be working for you." Shaun Bierweiler is the VP of Public Sector at Hortonworks. Prior to coming to Hortonworks, he was at Red Hat in sales leadership. He started his career as an engineer at Raytheon. Find Shaun on LinkedIn!

Read the complete transcript on The Sales Game Changers Podcast web site. Encore episode with Salesforce Public Sector sales leader Dave Rey. DAVE'S CLOSING TIP TO EMERGING SALES LEADERS: "You need to find a mentor, you need to emulate the traits that you admire, you need to get some formal sales training and don't be afraid to make mistakes, always working to earn your customer's trust and do your homework about their mission." Dave Rey is the Executive Vice President for North America Public Sector Sales for Salesforce. Prior to coming to Salesforce 5 years ago, he spent 18 years at Oracle running the public sector technology sales. He was with Falcon Microsystems which was one of the leading sellers of Apple products to the government. He also spent some time as a consultant at Booz Allen, interestingly he began his career as an employee of the National Security Agency, the NSA.

Read the complete transcription on The Sales Game Changers Podcast website. Encore episode of highly downloaded episode with Diligent sales leader Liam Healy. LIAM'S CLOSING TIP TO EMERGING SALES LEADERS: "Solve problems and look for the fair trade. I live my life by putting things in that lens and thinking through others first. Embrace the challenge – if things were easy everyone would do it. When there's a challenge run towards it with open arms understanding that it's never going to be perfect but take the time and dedication to say, "How do I solve this problem to amplify what I'm doing for others?" Finally, look for a reciprocal return." Liam Healy is a Senior VP and Managing Director at Diligent. He's led commercial operations at Board Effect which was acquired by Diligent. Before that, he was at Vocus (now Cision) and the Corporate Executive Board. Interestingly as well, he's spent 8 years in professional baseball, in the Kansas City Royalsand other organizations.

The complete transcription can be found on the Sales Game Changers Podcast website. Encore episode on the highly-downloaded episode with Verizon Public Sector leader Mike Maiorana. MIKE'S CLOSING TIP TO EMERGING SALES LEADERS: "Keep customers first. Establish long term trusted relationships with your customers both internally and externally. Be that team player, develop those relationships, be the go-to person for the industry that you serve at the company you serve and have fun." Mike Maiorana is the Senior Vice President for Public Sector at Verizon. He leads Verizon's business for the Federal, State and Local government, and Education segments across wireline, wireless, cloud, security and managed services. He's been at Verizon for 27+ years after he started out as an account rep in 1990.

This is an encore presentation of a highly downloaded episode featuring interviews with highly-successful women in sales leaders. The complete transcript can be found on the Sales Game Changers Podcast website. GIGI'S CLOSING TIP TO EMERGING SALES LEADERS: "They need to take care of themselves by exercising, meditating, whatever helps them to stay energetic and grounded and motivated. Also invest in yourselves from a learning perspective." This is a special show. The Institute for Excellence in Sales is launching our Women in Sales Leadership Forum for women who are looking to move into management and leadership. In honor of that program being launched, we asked Gigi Schumm to share some of her insights on how women in sales can grow into leaders. Gigi is the Senior VP of Sales at Threat Quotient and was a guest on one of the most downloaded episodes of the Sales Game Changers podcast. What we're going to do today in honor of the launch is we're going to reflect back on some of the past episodes that we've done with some of our great guests, some of our Women in Sales leaders who have been on the Sales Game Changers.

This is episode 108. 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!

This is episode 107. Read the complete transcript 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 106. Read the complete transcript on the Sales Game Changers Podcast website. SEAN'S TIP TO EMERGING SALES LEADERS: "Career improvement is really around success and success comes from focusing on your client. You're in growth, you're in business development. You could talk about it and be theoretical, but at the end of the day no matter what industry you're in, you have to know your client better than who you're competing against. Everything else flows from that." Sean Mullen is the Senior VP of Business Development at Perspecta. He previously held sales leadership positions at DXC Technology, HPE and Northrop Grumman. Find Sean on LinkedIn!