Sales Game Changers | Tips from Successful Sales Leaders

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!

This is episode 009 part 2. Read the complete transcript on the Sales Game Changers Podcast web site. JOHN'S CLOSING TIP TO EMERGING SALES LEADERS: "We know that there are many cognitive biases that help us influence buyers. There's about 100 of them, about 50 of them apply to sales. Figuring out which of those apply to sales, how to use them and what's the practical application for salespeople is critical." For those of you who've been long time listeners of the Sales Game Changers podcast, you may recall John Asher was featured on Episode #10. John is the president of ASHER Strategies and an expert on neuroscience and sales and the author of the sales best seller Close Deals Faster. He is a top sales trainer to Vistage Groups around the globe. If you'd like to learn about John's sales journey, what he thinks from a sales perspective in his career go back and check out our episode with John. You can also watch John at the Institute for Excellence in Sales 2017 award event speaking about Neuroscience by clicking the image below.

This is Special episode 009 part 1. Read the complete transcript on the Sales Game Changers Podcast website. JOHN'S CLOSING TIP TO EMERGING SALES LEADERS: "The comprehension rate of our brain for video is 60,000 times as fast as reading words on the internet, so the practical application here is get more videos in your proposals, in your presentations, on your website. And the best videos are where you can turn down the audio and still get the idea." For those of you who've been long time listeners of the Sales Game Changers podcast, you may recall John Asher was featured on Episode #10. John is the president of ASHER Strategies and an expert on neuroscience and sales and the author of the sales best seller Close Deals Faster. He is a top sales trainer to Vistage Groups around the globe. If you'd like to learn about John's sales journey, what he thinks from a sales perspective in his career go back and check out our episode with John. You can also watch John at the Institute for Excellence in Sales 2017 award event speaking about Neuroscience by clicking the image below.

This is episode 105. Read the complete transcription on the Sales Game Changers Podcast website. CHRIS' CLOSING TIP TO EMERGING SALES LEADERS: "Live by the Golden Rule. To me, it's do unto others as you would have them do unto to you and just be a good person. I think fundamentally good people succeed and if you are a good person and you treat people with respect and you deliver good experiences, in the long run you will be highly successful. You may see people taking short cuts and you may see them being at least in the short term successful. Don't fall into that trap." Chris Hertz is the Chief Revenue Officer with DivvyCloud. Prior to coming to DivvyCloud, he created and eventually exited from New Signature, a company that did very successfully helping companies migrate to the cloud. Find Chris on LinkedIn!

This is episode 104. Read the complete transcript on The Sales Game Changers Podcast web site. KUSH'S CLOSING TIP TO EMERGING SALES LEADERS: "Finding the right company is something that'll change the span of your career. Understanding who the company is, how you fit into that company, who's going to be your mentor, your coach and does the leadership team embody and emulate what you want are critical." Kush Kumar is the Vice President of Federal Sales at Red River. Prior to coming to Red River he was at Oracle, GTSI and Lucent Technologies. Find Kush on LinkedIn!

This is episode 103. Read the complete transcript on The Sales Game Changers Podcast. JIM'S CLOSING TIP TO EMERGING SALES LEADERS: "Bring your values and your passion into it. It's highly rewarding and meaningful when you do sales right with great integrity and a sense of purpose. Make sales mission driven. Be an advocate and a catalyst for doing great stuff." Jim Anderson is the Senior VP for Global Sales at Earth Networks and has been at Earth Networks for 16 years. Prior to that, he was a consultant at AMS and Price Waterhouse. Find Jim on LinkedIn!

This is episode 102. Read the complete transcription of the podcast on The Sales Game Changers Podcast website. BOB'S CLOSING TIP TO EMERGING SALES LEADERS: "I'll say that a lot of salespeople think, "I can't ask for the purchase order" or "I can't ask the difficult questions like do you have the money, do you have the time, what is the timeline?" Frankly, these are not difficult questions. These are questions that our customers expect us to ask. I would say don't ever be afraid to ask the question, because if you don't ask the question the answer's always no." Bob Stevens is the Vice President for Public Sector for Lookout Federal Systems. Prior to coming to Lookout he was at Symantec, Brocade and Juniper Networks. Find Bob on LinkedIn!

This is Special episode 008. Read the complete transcript 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. I encourage you to go back and listen to our episode with Gigi.

This is episode 101. Read the complete transcription on The Sales Game Changers Podcast web site. 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.

This is episode 100. Read the complete transcript on The Sales Game Changers Podcast website. 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. Find Mike on LinkedIn!

This is episode 099. Read the complete transcript on The Sales Game Changers Podcast website. TED'S CLOSING TIP TO EMERGING SALES LEADERS: "There's always going to be an excuse. Some people live by the excuse, other people don't. If you truly want to affect change and if you truly want to make something of your career, in your life in general, don't accept excuses." Ted Martin is the VP of Sales at ExecVision, a leading company in the conversation intelligence space for inside sales teams. We also did a special episode with Steve Richard, the CRO over at ExecVision. Prior to coming to ExecVision, Ted was the VP of Sales at Wealth Engine where he grew a team from 0 to 50 in close to three months. Find Ted on LinkedIn!

This is episode 098. Read the complete transcript to this podcast on the Sales Game Changers Podcast. NICK'S CLOSING TIP TO EMERGING SALES LEADERS: "If I had to leave folks with one simple thing it's make sure that you have a purpose, that you know why you're doing it and that it's something that you really enjoy doing. Make sure that selling is purposeful for you, make sure you are ever mindful of what is your purpose, and know why you do what you do." Nick Bollini is an Area Vice President for Apptio, a leader in the technology business management software space. Prior to becoming the Area VP for Apptio, Nick spent over 20 years selling IT for companies such as Sterling Software, Mercury Interactive and HP. Find Nick on LinkedIn!

This is episode 097. Read the complete transcription on the Sales Game Changers Podcast website. RANDY'S CLOSING TIP TO EMERGING SALES LEADERS: "When you get to that point where you feel like you're at the end of your rope, tie a knot and hang on because the wind's going to change, somebody's going to come along, a call you made six months ago and order a six figure order from you. If you're out there in the marketplace making the calls and doing what you should be doing every single day and you haven't had a lick of success but you're doing all the right things, it will happen. " Randy Cochran has over 30 years of software, hardware and cloud experiences in direct, indirect and telesales go to market strategies. He's well known for leading the partner and channel programs at Symantec. He also ran the Northern Virginia practice for Heidrick & Struggles, an executive search firm focusing on VP level and above assignments. He's had a great career leading sales teams and working with top sales executives. Find Randy on LinkedIn!

This is episode 096. Read the complete transcript of this podcast on the Sales Game Changers Podcast website. JENNIFER'S CLOSING TIP TO EMERGING SALES LEADERS: "My motto is that it takes seven touch points to make one memorable experience so don't think that just one email is going to get you in the door or one left voicemail message or one directory or collateral that you sent through the mail. So do it often, do it thoughtfully and don't be afraid to ask the hard questions." Jennifer Erney is the Regional VP of Sales at the Associated Luxury Hotels International, also known as ALHI. She had previously worked at the Fairmont Hotels, Kimpton Hotels and Loews Hotels. Find Jennifer on LinkedIn!

Read the complete transcript on The Sales Game Changers Podcast website. ED BEAURAIN'S CLOSING TIP TO EMERGING SALES LEADERS: "Keep it simple. It's an overwhelming journey - a journey that will never end in terms of leveraging data to support your sales team. Start with just a question and based on that question leverage information and data to go ahead and support the output and the insides from that question. It's something that's critical so if you're not doing it, you have to start. " Today we're having a conversation with Tableau sales director Ed Beaurain. Ed's an expert on using data analytics in the sales process. The question has come up many times from listeners of the Sales Game Changers podcast and members of the Institute for Excellence in Sales: What are some of the best ways, some of the best practices to use analytics? What are some of the analytics they should be using to help them more effectively accelerate the sales process? Find Ed on LinkedIn!

This is episode 095. Read the complete transcript on The Sales Game Changers Podcast. JERE'S CLOSING TIP TO EMERGING SALES LEADERS: "Be 100% human, genuine and honest with everybody that you're talking to because people connect with humans. You might be honest with someone in a way that blows the sale in the moment, but you'll be amazed how often they'll come back to you when the competitors that lied to them didn't work out for them. That happens a lot." Jere Simpson became a self-made millionaire in his 20's after starting his first company at 18. He's the founder and CEO of Kitewire Mobility, one of America's fastest growing companies 3 years in a row according to the Inc. 500. Jere's been featured in countless national media outlets including CNBC, ABC Fox and the Associated Press and is a former adviser to the executive Office of the President, the FBI, the Navy Seals and the Pentagon. He was also named one of the best entrepreneurs in the country by Entrepreneur Magazine. Find Jere on LinkedIn!

This is an encore episode with Chris Cutino, VP of Sales at Cision. You can find the transcript of this episode on the Sales Game Changers Podcast website. CHRIS' FINAL THOUGHT FOR SALES GAME CHANGERS: "Make everything that you do worth your time. It's an over-simplification of investing in yourself. It's very easy to get distracted at work, it's very easy to get yourself in a position where you feel like you've got a good pipeline and it's easy to go on autopilot. Make everything that you do worth your time and you won't let yourself down." Chris Cutino offers a unique career perspective in sales and sales leadership being that he has spent the last 18 years in the same industry with the same organization. He's currently the Vice President of Sales for Cision, a provider of technology solutions and services for communications professionals. During his tenure, he's seen the organization grow from 40 employees to a public offering on the NASDAC in 2005. In 2014 Vocus was acquired through a private equity firm and merged with Cision. Prior to his entry into communications technology sales, he held sales leadership positions in the licensed apparel industry as well as the not for profit space at the AIIM international, a technology trade association.

This is an encore presentation of one of our most downloaded podcasts. The transcript for this podcast can be found on the Sales Game Changers Podcast website. JOSH'S FINAL THOUGHT FOR SALES GAME CHANGERS: "The journey of a thousand miles always begins with a single step. There's so many different areas that we can focus on which can lead to better results, better outcomes and you could apply that both professionally and personally. Keep a really open mindset that allows you to see that some of the qualities and characteristics that you have can actually change. They can actually improve over time." Josh Abich is the VP of Sales at Genesys, a global organization that powers the world's best customer experiences. More than 10,000 customers across 100 different countries trust Genesys as the industry's number one customer experience platform to orchestrate seamless omnichannel customer journeys and build long lasting relationships. Josh leads the mid-market sales organization in the east focusing on helping companies achieve great business outcomes through connecting employee and customer conversations on any channel in the cloud or on the premise. Through a highly consultative approach, Josh and his team help transform their customer's experience resulting at engaged employees, happier customers and better relationships. Josh has been with Genesys for a total of 12 years now, starting in 2006 where he began his journey in the customer experience world, with Startup angel.com which was acquired by Genesys in March 2013. Find Josh on LinkedIN!

Read the complete transcript to this episode on The Sales Game Changers Podcast website. BILL'S CLOSING TIP TO EMERGING SALES LEADERS: "Continue to ask, continue to talk to your clients, learn more and more about them, not just about what they do. Start to get to know them personally. Develop that personal relationship and as you do that I can assure you that you will find you will fail a lot less often and you will find that your opportunities continue to get bigger and bigger and your career is going to grow as a result of that." Bill Rowan is the Vice President of Federal Sales for VMware. Prior to coming to VMware, he was at EMC Corporation. He's also held leadership positions at Storage Technology (now Sun) and IBM.

This is episode 093. Read the complete transcript on The Sales Game Changers Podcast website. 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 Royals and other organizations.

This is episode 092. Read the complete transcript on The Sales Game Changers Podcast website. Shawn's had a long career with more than 32 years in sales coaching and leadership. He's overseen, managed, directed and supported sales organizations from 5 to 95 people within industries such as healthcare, publishing, higher education and K12 and even within the building and construction industry with Hanley Wood. More recently, Shawn has spent the past 12 years in software as a service with notable organizations such as Vocus, Eloqua, Oracle and Track Maven. As a startup sales leader, Shawn has specifically focused on sales methodology and sales process with the intent on replicating high performer behaviors within his sales organizations in a way that makes sales leadership and excellence more of a habit than a dream for his sales organization. Find Shawn on LinkedIn!

Read the complete transcript on The Sales Game Changers Podcast website. DENISE'S CLOSING TIP TO EMERGING SALES LEADERS: "Always be learning, don't be afraid to make mistakes, don't be afraid to take risks, don't be afraid to fail. If you're not taking the risks you're probably not failing or making mistakes and if you're not failing or making mistakes you're not recognizing your true potential because every time you make a mistake you're learning that much more and you're getting that much more experience. Maximize and recognize what your full potential is because it's a long journey." Denise Medved is the Vice President for Sales and Business Development at the Consumer Technology Association (CTA). CTA holds events such as the Consumer Electronics Show (CES).. She's been in the trade show industry for more than 20 years. Prior to coming to CTA, she created, owned and sold a portfolio of consumer events for cooking and entertaining enthusiasts.

Chaim Ekstein, CFP has spent nearly his entire life studying the lives and habits of hundreds of people living and dead, famous celebrities, serial entrepreneurs and even his own friends, family and clients to understand the differences between those who live lives of true abundance and those who are just comfortably sleepwalking through life. His new book, Escape from the Prison of Comfort & Create the Life of Your Dreams, is the first in his series on what he calls the Total Wealth Formula. It's an interesting read for sales professionals who are looking to take their career to the next level. Check out Chaim's web site!

Read the complete transcription on The Sales Game Changers Podcast website! STEVEN'S CLOSING TIP TO EMERGING SALES LEADERS: "I've realized that the #1 problem in relationships with teamwork and change is actually when people just don't talk to each other. Years ago I discover that and I figured out if I can people to get this "unsaid said," it will transform organizations and that's exactly what's happened." CBS Morning News called Steven Gaffney "The Honesty Guy." He's written a number of best sellers including Honesty Sells: How to Make More Money and Increase Business Profits and Just Be Honest: Authentic Communications Strategies That Get Results and Last a Lifetime. Companies typically bring in Steven when they're having challenges with honest communication, teamwork and change.

This is episode 090. Read the complete transcript on The Sales Game Changers Podcast website. JOHN'S CLOSING TIP TO EMERGING SALES LEADERS: "Don't let the fear of failure be your guiding principle. Embrace failure. Know that if you're failing you're stretching the boundaries of your horizons. Embrace failure as an opportunity to learn. Embrace failure as a way to broaden your horizons and become more comfortable with the notion that it takes a lot of no's to get to a yes. Collect the no's because the faster you collect the no's, the quicker you get to the yes." John Hicks leads sales for InfinityQS International in Fairfax, Virginia. InfinityQS is the leading provider of statistical process control software and services to manufacturers world-wide. He's been in sales leadership for 15 years with past contributions at VERISIGN and Intuit.

This is episode 089. Read the complete transcript on The Sales Game Changers Podcast. Eric Marterella is the Chief Revenue Officer at Lotame. He has consistently built high performing teams, heightened demand and consulted with major global clients, at companies including Digex Business Internet, AT&T, and Cisco. He was the sales leader at Sprinklr, which was one of the fastest growing SAAS unicorn companies. Find Eric on LinkedIn!

This is episode 088. Read the complete transcript of this podcast on The Sales Game Changers Podcast website. Chris Dewey is the Senior VP of Sales at DLT. He's the longest tenured employee at DLT coming up on 19 years. He worked his way into management early at DLT and started as a team lead managing two people. Over the years he's worked his way from team lead to manager to director and now VP. He manages four direct reports, a dozen managers, over 75 sales reps He is responsible for more than $650 million in revenue.

Read the complete transcript of this episode on The Sales Game Changers Podcast. 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. Find Dave on LinkedIn!