Sales Game Changers | Tips from Successful Sales Leaders

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!

This is episode 086. Read the complete transcript on the Sales Game Changers Podcast website. KIM'S CLOSING TIP TO EMERGING SALES LEADERS: "In life you can either be a great example or a horrible warning so focus on being the best person you can be, regardless of who's signing your paycheck. Go into your day acting like you're self-employed. This is your business, don't wait for somebody to take the initiative and just be the best person you can be." Kim Harrington is the Vice President of Sales at Belfort Furniture. He's a veteran in the United States Marine Corps and a retired California Highway Patrol officer. He moved into real estate and mortgage and then became the national sales director at Kestler Financial Group.

This is episode 085. Read the complete transcript on The Sales Game Changers Podcast. 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. A large part of her mission is helping the Federal customer implement Microsoft cloud solutions to help the government customer modernize and achieve their mission. She's a technology sales leader with over 20 years' experience. She's also a graduate of the University of Maryland where she played on the University of Maryland's women's lacrosse national championship team in 1992. Find Christine on LinkedIn!

This is episode 084. Read the complete transcription of this show on The Sales Game Changers Podcast website. Viyas Sundaram is the Chief Revenue Officer at Snag. [NOTE: Snagajob rebranded as Snag shortly after this interview took place.] Previous to Snagajob, he was the SR. VP of Sales at mindSHIFT Technologies. He was there when they had a couple of successful exits. mindSHIFT Technologies was sold to Best Buy. Originally mindSHIFT had about 120 sales reps. When they sold to Best Buy, they had close to 500. Within 2 years they were sold to Ricoh when they went to 3,000 sales reps. Find Viyas on LinkedIn!

This is episode 083. Read the complete transcript on The Sales Game Changers Podcast web site. DAVID'S CLOSING TIP TO EMERGING SALES LEADERS: "The biggest difference between a great sales person and an average sales person is that 5:01pm extra call of the day, or picking up the phone call at 4:30am in the morning. Take action, take that extra step. You might think, "Oh, no, that's too much" or "My family's going to be upset" but you really want to separate yourself from the competition. It's that. It's that extra call." David Posner is the VP of Sales for homecare.com. He's been in the healthcare industry for 15 years and started his career at Teva Pharmaceuticals. After seven years, he moved into the senior care space with LivHOME before moving to homecare.com. Find David on LinkedIn!

This is an encore episode of the most downloaded Sales Game Changers Podcast episode of the first 75 we've posted! Read the transcript here. JOE'S CLOSING TIP TO EMERGING SALES LEADERS: "It takes 3 things to get significant revenue growth. You need a well-trained and professional selling organization. You also need a differentiated product, understanding the differentiation of your product, and what the unique value propositions. And third you need to truly identify the target market for that unique product, that unique service, that unique solution. You give me all 3 of these. You give me a well-trained selling machine." Joe Markwordt is an Area Vice-President with Salesforce. He's had great sales success at some of the top companies in the technology industry including Equifax, RightNow Technologies, SunGard Availability Systems, Oracle, Mercury Interactive, Click2learn and Silicon Graphics. He also started his career at Digital Equipment Corporation and he's a very proud graduate of Duke University. Find Joe on LinkedIN!

This is an encore presentation of the 4th most downloaded Sales Game Changers Podcast to date. Read the complete transcript here. SUSAN'S CLOSING TIPS FOR EMERGING SALES LEADERS: "I would just say never stop learning, be open to new challenges, if you're in a place where you're not happy, find a new opportunity. There are lots of opportunities out there and we sell in everything that we do. The simple things in life, think of how many things you do at home to sell every day. Be fearless, never be afraid and the sky's the limit in terms of accomplishments. Challenge yourself yearly, challenge yourself every 5 years, challenge yourself at 10 years and go for it." Susan Lee is the VP of Sales for MOI, she's been in the furniture industry for 22 years and she began her career selling copiers with Xerox. She's faced many challenges along the way as a woman in sales leader and she's also a cancer survivor. She has had great success in the office furniture industry at companies including Herman Miller, Knoll and Haworth. She was a featured panelist at the IES Women in Sales Selling Edge Conference. Find Susan on LinkedIN!

Read the complete transcription on The Sales Game Changers Podcast website. WAYNE'S CLOSING TIP TO EMERGING SALES LEADERS: "It's in your head. You can do it or you can't and in either case whatever the answer is in your head, you're right, because that's what you believe. So stay committed to your career, believe that this is going to be something that is going to take a lot of hard work and sweat equity and go after it." Wayne Lewandowski is the Senior VP and General Manager for North American Public Sector at HyTrust. He started his career with Bell Atlantic. He has sold many disruptive technologies in his career. HyTrust helps organizations securely manage their workloads and data in the data center and the cloud while ensuring their compliant with key regulations and that privileged users cannot create significant disruptions to the data center or exfiltrate sensitive data and workloads.

This is episode 081. Read the complete transcript on The Sales Game Changers Podcast web site. JESSE'S CLOSING TIP TO EMERGING SALES LEADERS: "You have to be passionate about what you're doing, otherwise it's a very hard job to do. Along with that passion, you got to be proud of what you're doing each and every day and take ownership. I think the difference between good and great sellers is that they take accountability and ownership of everything that they do." Jesse Sun is the VP of Sales for RiskLens. Prior to RiskLens, he ran sales and marketing at Natural Insight. Before that he was at Parature for nearly ten years. Parature, of course, was sold to Microsoft. Find Jesse on LinkedIn!

Read the complete transcript to this podcast on The Sales Game Changers Podcast website. On this special episode,we're talking with mindset and performance improvement expert Ramzy Ayachi. He empowers others with hypnosis and neuro-linguistic programming (NLP) to release self-limiting beliefs, achieve desired outcomes and create resourceful states to achieve peak performance. He's the chief learning officer at Peak Performance Associates. Prior to getting into this space, he had a 20-year career with the Marines. Today we're going to be talking about sales mindset and how you could use techniques and take your sale's mindset or take your sales performance and career to the next level by really achieving a higher level and more effective mindset. What type of mindset to you need, how do you have the most effective beliefs to ensure that you can take your sales career to the next level.

This is episode 080. Read the complete transcription on The Sales Game Changers Podcast. Kevin Reynolds is the regional president and director of sales at United Bank. Prior to coming to United Bank, he was the president and director of sales for Cardinal Financial Corporation. He joined United Bank in April 2017 following its acquisition of Cardinal Bank. Prior to establishing Cardinal with a select group of community leaders in 1998, he held executive and managerial positions with several leading area financial institutions in the DC region including George Mason Bank and the American Security Bank. Find Kevin on LinkedIn!

Read the complete transcript 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 is episode 078. Read the complete transcript on the Sales Game Changers Podcast website. Nathan Jones is the Vice President of Federal at Red Hat and was one of the first sales reps hired by Red Hat. Before that, he had sales roles at Mercury Interactive and EMC. He's the president of the AFCEA, Washington DC chapter.

This is episode 077. Read the complete transcript on The Sales Game Changers Podcast web site. JACK'S CLOSING TIP TO EMERGING SALES LEADERS: "Be proud of your profession.You bring solutions to bear that solve real problems that matter to many, and that should matter to you. I don't care what the product is, if it's a solution that actually solves a problem, that helps people...you're doing good. Be confident in what you do and have that confidence and pride be exemplified in the work and the product that you produce day in and day out." Jack Dilanian is the chief commercial officer with Interfolio in Washington DC. Jack has held senior sales leadership positions in companies such as Blackboard, Intelliworks and Hobsons.

This is episode 076. Read the complete transcript on the Sales Game Changers Podcast website. Steve Vito has been on the business side of media for over 35 years. In that time, he has sold advertising and event sponsorships for every possible medium including print, broadcast and now digital media. He has held senior sales management positions in several of the most highly regarded B-to-B media companies including IDG, Fairchild Publications, McGraw Hill and Atlantic Media. Up until recently, Steve was the president of Government CIO Media, a media firm focusing on delivering thought leadership and thought provoking content to C-level executives in federal government agencies. Find Steve on LinkedIn!

This is episode 075. Read the complete transcript on the Sales Game Changers Podcast website. Tim Atkinson is the Group Vice President for the ACS Group where he's responsible for a 16 state region. ACS is a professional services organization providing IT consulting; staffing and workforce optimization solutions that helps optimize human capital investment to help you get the most out of your people. He spent parts of his career in The Big 8, worked for Cap Gemini and CGI before coming to ACS group. This is his fourth decade as a professional sales executive and leader in sales. Find Tim on LinkedIn!

Read the complete transcript on the Sales Game Changers Podcast website. DAVE'S CLOSING TIP TO EMERGING SALES LEADERS: "Practice, practice, practice. Practice your craft and you always overestimate what you can accomplish in a short amount of time and you underestimate what you can accomplish in your career in a longer amount of time." Dave Levy is the Vice President for Federal Government and not for profit sales at Amazon Web Services. Prior to coming to Amazon Web Services, he headed up Apple Computer's government sales.

Read the complete transcript on The Sales Game Changers Podcast website. Zeev Wexler is a digital industry leader, marketing automation disrupter, and CEO of a rapidly growing marketing firm - Wexler. He is also the founder of Linkboost. Zeev's reputation as a trusted advisor for CEOs across many industries internationally has led to high demand as a speaker. Find Zeev on LinkedIn!

This is episode 074. Read the complete transcript on the Sales Game Changers Podcast web site. Lynne Chamberlain is the VP of Business Development for Red Hat's public sector division. As the VP of Business Development, her responsibilities include major capture and selling to the system's integrators. She's worked at Unisys and was involved in starting Network Appliance's public sector division. She worked at Silicon Graphics where she was involved with the Cray acquisition. She also spent some time at Digital Equipment Corporation, NCR and Tektronics. When she was at Tektronics, she was the very first woman ever hired in sales.

This is episode 061. Read the complete transcript on The Sales Game Changers Podcast website. Chris Tully has had a 30 year history of leading sales teams at public tech companies such as Xerox and Dell and CoStar. He also moved into the commercial remote sensing industry at GOI. Currently he's an outsourced VP of Sales with Sales Acceleration.

This is episode 073. Find the complete transcript on the Sales Game Changers Podcast website. RICK'S CLOSING TIP TO EMERGING SALES LEADERS: "You've got to stay focused and most of all you have to believe in yourself. At the end of the day, you can be your worst enemy or the best person to get you to where you want to go if you believe, and if we all believe and we believe that we can make a difference, we can achieve great things, we can help others achieve great things. Then you'll have a very successful sales career and a professional, personal career too." Rick Simmons is a college football Hall-of-Famer, who has used his experience learned during his football career as a foundation in building a successful sales career. He has more than 30 years of technology sales experience and has held various sales leadership positions in some of the world's greatest technology companies including Digital Equipment Corporation, Apple Computer, Silicon Graphics, Oracle and Brocade Communications. During his career, he has consistently been in the top 10% of sales performers, he's received numerous awards during career, his career including rep of the year, executive of the year and has participated in over 25 president club awards for sales excellence. Rick attended Bowie State University where he played football and participated in an NFL combine after his senior year. He was the first minority individual inductee into the sports hall of fame at Bowie State. Rick completed his BS degree in business management eventually from the University of Maryland. Find Rick on LinkedIN!

Find the complete transcription to this podcast on The Sales Game Changers Podcast web site. MIKE'S CLOSING TIP TO EMERGING SALES LEADERS: "It's having an athletic approach to managing your business. It's being driven. And when I say athletic approach, I don't just mean the physical demands of it. I mean you have to look at what you do as a profession, you have to train for it, you have to be aggressive about it, you have to not take no for an answer and you have to understand that failure is a part of it. " Mike Miller is a technology sales executive with almost 30 years' experience in building winning sales and management teams. His well-rounded background includes experiences in direct sales and leading teams from 6 people to over 1,000. Mike has been the GM and SVP of North America Sales for CA, has run the public sector sales teams at Juniper Networks, has run world-wide sales for a few interesting startups, owns a sales training and management consulting business and now manages the federal business for Veeam Software.

This is episode 071. Read the complete transcript on The Sales Game Changers Podcast website. Christopher Ware is a media sales expert with 18 years' experience in selling print and digital advertising, event sponsorship and exhibit space. He's generated millions in media sales for publications and events. Currently, he's the vice president of business development for NAIOP, a national trade association for real estate developers. At NAIOP, he's doubled revenue since the end of the great recession, doubled conference sponsorship sales, more than tripled the number of companies sponsoring and tripled digital advertising sales. But he's best known for giving away free burritos to get his calls returned. Christopher is a well-regarded thought leader, speaker and writer on media sales and has been published in dozens of associations and exhibition management publications.

This is episode 070. Read the complete transcription on The Sales Game Changers Podcast. RYAN'S CLOSING TIP TO EMERGING SALES LEADERS: "People will pay what they think something is worth" and that runs through my head almost every day, probably like 5 or 6 times a day when we're talking about what are we selling, how are we selling it, who are we selling it to, how much is it worth. It's really about getting to what the customer values and we can't assume that it's the same thing that they valued a year ago, a month ago, a week ago. We have to be experts at knowing what our customers are trying to get out of our product or our solution and providing that value, providing that solution. It may be a way that we never had to before, but that's what everything stems out of." Ryan Brown is the vice president of sales and event services at NTP Events, a for-profit trade show management company that designs, produces and manages engaging business to business events. Ryan oversees exhibit and sponsorship sales for NTP Events portfolio shows and also functions in a BD role for the company. He has emerged as a sales leader in the trade show industry by pioneering the use of analytics and neuroscience in his training programs and sale strategy methodologies. Prior to his role at NTP Events, Ryan spent 7 years selling exhibits and sponsorships for trade events at not for profit organizations including the American Composites Manufactures Association and the Consumer Technology Association.