Sales Game Changers | Tips from Successful Sales Leaders

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.

This is episode 069. Read the complete transcript on the The Sales Game Changers Podcast website. Melissa Riley serves as the Vice President of Convention Sales and Services at Destination DC, the official convention and tourism corporation for the nation's capital. She's a 20 year veteran of the travel and hospitality industries and leads a team of more than 30 who work in concert to generate a positive economic impact for the District. She began her tenure with Destination DC in 2003 and has continued to grow within the organization. Under her stewardship, her team continues to drive new business opportunities into the District for future years and continues to grow the economic development for the District. Find Melissa on LinkedIN!

This is episode 068. Read the complete transcript to this podcast on The Sales Game Changers website. Ivan Gomez is the president and founder of NextStage, a consulting firm focused on helping organizations leverage inside sales as a powerful go to market strategy. They help with implementation, best practices, marketing integration and many other things. Ivan has worked at some great companies in inside sales leadership, such as Ellucian, Echo360, Rosetta Stone, QlikTech and Compuware. Ivan is also the DC area chapter president for the American Association for Inside Sales Professionals. Find Ivan on LinkedIN!

This is episode 067. Read the complete transcription on The Sales Game Changers Podcast web site. Christian Woodward is a software sales executive with more than 20 years of IT sales experience with leading companies such as Apple, VMware and New Relic. He currently leads the American sales organization and business unit for OutSystems, the leading, low-code development platform for enterprises globally. He has significant experience in cloud, mobile and enterprise software, developed while working with leading Fortune 500 companies. He's led sales teams at mature public companies, newly -minted IPO's and venture backed startups. Find Christian on LinkedIN!

This is episode 066. Tom Young is the EVP of worldwide sales for the innovative Security Operations platform provider, Syncurity. Read the transcript to this interview on the Sales Game Changers Podcast website. He's been referred to as a sales expert, trusted adviser, and proven Leader with a "Rare Blend of Business & Technical Expertise." He's worked for a company called Platform Logic which was sold to Symantec and has led sales teams at high-flying start-ups and leading chain software development companies. He started his career at Accenture. Find Tom on LinkedIN!

This is episode 065. Read the transcript from Sandy Lutton's podcast on The Sales Game Changers Podcast website. Sandy Lutton is the Chief Revenue Officer at the Washington Speakers Bureau. Sandy's responsible for developing the company's revenue strategy and ensuring the strategy aligns with the corporate vision. In addition, she's responsible for all revenue generating processes in the organization and focuses on driving strategic alignment across all corporate function. Her key focus areas include sales and marketing as well as customer and speaker relations and logistics. Prior to the Washington Speakers Bureau, Sandy held the position of National Director of Sales and Operations at Grant Thornton. In her life-long sales career, she has held just about everything you can imagine. Her clients have ranged from early stage startups to Fortune 500 and everything in between. Find Sandy on LinkedIN!

Jeff Henry brings more than thirty years of sales expertise to his role as president of ViON. Read the complete transcript to this podcast on The Sales Game Changers Podcast website He's responsible for the company's overall operations, strategic execution, marketing and revenue. Prior to ViON, Jeff served as a senior Vice-President and general manager of the Americas at Hitachi Data Systems, where he led a team of two thousand employees. During his tenure, revenue and profitability almost doubled. Before his stint with Hitachi, Jeff served as a Vice-President and general manager of North American sales for Unisys Corporation, and was Vice-President of global accounts for Hewlett-Packard (HP).

This is episode 063. Check out the complete transcript on The Sales Game Changers Podcast webite. Jason Stookey is the vice president of partner development for the International Legal Technology Association, also known as ILTA. He's a sales and business development professional with more than 18 years of experience in the tradeshow and event industry with a proven track record as an achiever in developing strategic and profitablerelationships. 22,000 members strong serving CIO, IT leaders typically in law firms, corporate council and the like. He also ran sales and business development for the National Association of Broadcasters, the NAB. Find Jason on LinkedIN!

Read the transcript to this podcast on The Sales Game Changers Podcast web site. Reed Fawell began his sales career shortly after college at a boutique professional services firm in Buenos Aires, Argentina, where he helped American companies grow in the Argentinean and Chilean markets. Upon returning to the US, Reed joined the Corporate Executive Board, CEB, as a sales executive selling best practices research and decision support services to human resource executives. Over his 14 years at CEB, he grew to lead over 100 sales and account management professionals across the human resources, sales and marketing and finance practice areas. Currently, he is the CRO, the chief revenue officer at Link Labs, the leading provider of Internet of Things technology for large enterprises. Find Reed on LinkedIN!

The complete transcript can be found on the Sales Game Changers Podcast website. Ryan Bringger is a professional sales executive with 16 years' experience in building winning sales and management teams. Currently, he is the Vice President for Ticket Sales and Membership for the Washington Nationals baseball team. His well-rounded background includes experiences in ticket sales and service, premium seating and suite sales and service. He has significant experience in the sports industry and has managed and hired one of the largest sales teams in all of professional sports. He's also been heavily involved in the sales and servicing of multiple, all-inclusive premium seating clubs, branded areas, ticket programs, loyalty programs and luxury suites. Find Ryan on LinkedIN!

Read the complete transcript of this podcast on the Sales Game Changers Podcast website. Gary Milwit is the president and chief operating officer at Stone Street Capital, headquartered in the D.C. Metro area. Gary is a former high school football coach, teacher, and athletic director who left public-sector work in 2000 after being recruited by Earth Networks to run its education and government-sector business. In 2006, Gary was recruited by Stone Street Capital, where he held the roles of senior VP of sales, senior VP of business development, and chief operating officer before being asked in late 2016 to take over leadership of the company. Gary is a multi-award-winning sales leader, trainer, and coach. In 1996 he was named as the Maryland State Athletic Director Association's Athletic Director of the Year. In 2012 he won the Best in Execution Award from the American Association for Inside Sales Professionals, and in 2013 he was named the American Association for Inside Sales Professionals' Executive of the Year. Under Gary's direction, Stone Street Capital won the Institute for Excellence in Sales Best in Sales Training Awards in both 2015 and 2016.

This is a special Encore episode of the Sales Game Changers Podcast featuring Kimpton Hotels and Restaurant Sales leader Telesa Via. Read the complete transcript of this podcast on the Sales Game Changers Podcast website. Telesa Via is the vice president of sales for Kimpton Hotels and Restaurants. She has global responsibility for helping grow the brand's business to corporate accounts, individuals, and associations. She runs a team that provides services all around the globe. Telesa started her career with the Ritz-Carlton, eventually moving to the Hyatt brand and then moving to Kimpton, where she became the VP of sales in 2016. Find Telesa on LinkedIn!

This is an encore of our earlier episode with NVIDIA's sales leader Anthony Robbins. It was our highest downloaded episode in 2017. Read the complete transcript of this podcast on the Sales Game Changers Podcast website. When we recorded this podcast, Anthony Robbins was the vice president of the AT&T Global Public Sector Defense Team, a team of 1,000 employees, headquartered in the DC Metro area. He started his new role at NVIDIA on October 30. He has spent his 30-year career serving the federal marketplace supporting civilian, national security, public safety, and defense agencies. In 2016 Anthony was recruited by AT&T to lead its defense business. Prior to this, Anthony held numerous leadership positions including senior vice president of North America public sector at Oracle, vice president, federal at Sun Microsystems, and senior vice president of worldwide sales and president of SGI Federal at Silicon Graphics, Inc. Anthony has been recognized by the Executive Mosaic Wash 100 for his network modernization vision. He is a FedScoop 50 Industry Leadership Award Winner and a Federal 100 Award Winner. Currently he sits on three boards: the AFCEA-DC, USO Metropolitan Washington-Baltimore, and PSC Board of Directors.

Read the complete transcript on The Sales Game Changers Podcast website. Leticia Proctor is a Senior VP of Sales, Revenue Management and Digital Strategies for PM Hotel Group. She's responsible for development and implementation of all sales, revenue management and digital strategy efforts at the national, regional and property levels. She also focuses on maximizing total hotel revenue while building a sales culture that promotes staff development and retention, new hotel openings, hotel re-positioning and re-branding. Prior to joining the PM Hotel Group, she was the regional director of sales and marketing for Hersha Hospitality Management Corporation. She's also worked for such prestigious hotel companies as Kimpton Hotels and Restaurants, Crestline Hotels and Resorts, Remington Hotels and Resorts, Interstate Hotels and Resorts, Loews Corporation and Hospitality Partners. Additionally, she is also pursuing a masters of professional studies in hospitality management at Georgetown University. Find Leticia on LinkedIN!

This is episode 058. Read the complete transcript from today's podcast on the Sales Game Changers Podcast site. Tom Snyder is the founder and managing partner at Funnel Clarity. He's a sales training and performance improvement expert and has helped companies around the globe with their sales performance improvement. Tom's also a published author of several McGraw-Hill bestselling business books and has spoken at the Institute for Excellence in Sales several times. He has also mentored thousands of sales professionals as it comes to sales improvement topics, prospecting, account development, and sales strategy. Find Tom on LinkedIN!

This is episode 057. Read the complete transcript on The Sales Game Changers Podcast website. Dario Campolattaro is the CEO for Summit Insurance Services. He's responsible for the leadership, direction, strategy and growth of Summit Insurance Service. Summit Insurance Services provides insurance consultation and support for employers of 50 to one thousand employees in the Washington DC metro market. With his team, Dario has positioned Summit as subject matter experts in health and welfare benefits along with healthcare reform. Summit helps its clients in three key areas: Negotiating plan design and pricing, communication and support and compliance. Find Dario on LinkedIN!

Read the show's complete transcript on The Sales Game Changers Podcast website. Today's show features Chris Cutino of Cision. By today's standards, Chris 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. Over the next few years, Cision acquired over a half dozen organizations, most notably PR Newswire and again went public on the New York Stock Exchange in 2017. 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. Find Chris on LinkedIN!

This is episode 055. Read the complete transcript to this podcast on The Sales Game Changers Podcast web site. Erik Requidan is the vice president of Sales and Programmatic Strategy responsible for partner development, programmatic strategy and revenue at Intermarkets. Erik works directly with brands, agencies, trade desks, DSP's and exchanges. He's widely regarded as one of the top programmatic experts in the country, he's been a contributor in ExchangeWire, Mashable, MediaPost, Digiday, BisReport, AdExchanger and AdAge. Intermarkets has gotten some amazing recognition, not just in its entire career but recently as well. It's been on the Inc 5000 list for the fastest growing private companies for the 8th straight year in Washington D.C. It's been recognized by the Washingtonian for the top 50 places to work in the D.C. Metro area, it's gotten recognitions from D.C. Inno, AdAge calls it the "50 Best Places to Work" two years in a row and there's been some honorable mention at other industry awards such as the Drum Digital Trade Awards. Find Eriq on LinkedIN!

This is episode 054. Read the complete transcript to this podcast on the Sales Game Changers Podcastt. Monica McEwen is the Vice President of Federal Sales at MapD. In this capacity, Monica's responsible for building out the federal division including the go-to-market strategy and the ecosystem around the Washington DC Beltway. Monica joined MapD after spending six years at Qlik as a Federal VP where she started the federal division and developed and led a cross functional team of sales, inside sales, solutions architects and alliances. She spent over 20 years supporting the federal customer and believes her success in business depends on her ability to lead through change. This is true of both her prospect who was on a buying journey or in a leadership role. In today's IT market change is constant. Being a trusted adviser to your customers has served Monica well. Find Monica on LinkedIN!

Read the complete transcript to this podcast on the Sales Game Changers Podcast website. Gary Newgaard is the Vice President for Public Sector for Pure Storage. Gary was previously the vice president of public sector hardware sales for Oracle in North America. Prior to joining Oracle he served in senior level positions at PIXIA, EMC and Compaq, leading results driven sales divisions with consistent revenue growth. He has also been successful as an entrepreneur building startup organizations such as Paragon Systems and Intelligent Enterprise Solutions. He's a multiple recipient of Federal Computer Week's Fed 100 award and the industry advisory council's prestigious Communications award. He's also a long standing member of AFCEA's board of directors. Find Gary on LinkedIN!

This is episode 053. Read the complete transcript to this podcast on the Sales Game Changers Podcast website. Ben Knowlton is the director of sales at Metropolitan Shuttle, a leading nation-wide event transportation company. Ben and his team work with both corporate and private clients to provide a wide range of event transportation solutions dealing employee shuttles, evacuation services, group outings and even mobile billboard services are all in a day's work for Ben and his team. Prior to Metropolitan Shuttle, Ben was one of the top relocation consultants with Olympia Moving and Storage. He provided a concierge relocation service to some of the most discriminating clients in the mid-Atlantic region. Find Ben on LinkedIN!

This is episode 051. Read the transcript to this and all Sales Game Changers Podcast on the Sales Game Changers Podcast. Mike Kilian is the senior director of business development at Mvix, a leading provider of content rich digital signage solutions. Headquartered in Sterling, Virginia Mike manages the Mvix sales team and project management team. He oversees the entire project life-cycle, from capture to execution for all client facing solutions, services and deliverables. His leadership and initiatives have fostered Mvix's growth to a top-tier player in the complex and dynamic digital signage space. Prior to Mvix Mike spent two years as an AV technology consultant, he's a proud Virginia Tech alumnus and is recognized by the digital signage experts group as a certified digital signage network expert. Find Mike on LinkedIN!

This is episode 050. Read the complete transcript to this Sales Game Changers Podcast to take your sales career to the next level. 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. Susan's role at MOI is to develop and support a team of strategic thinkers who approach business from the customer's point of view. Her goal is to develop, mentor and train the future leaders of her industry, while providing a firm business model for achieving success. 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!

This is episode 049. Read the complete transcript on the Sales Game Changers Podcast. Michael Gordon is the Executive Vice-President for Accelerent. Accelerent is a business development platform designed for companies that serve the middle market business community. They operate in Washington, D.C., Baltimore, Kansas City, Nashville, Phoenix and Indianapolis. The partner base for Accelerent includes many well-known brands across 60 plus industries. Michael's had a great career in sales. He's been in the carbon steel industry. He's also worked in the real estate marketplace as a retail broker in Philadelphia, Pennsylvania. Find Michael on LinkedIN!

This is episode 048. Read the complete transcript on The Sales Game Changers Podcast website. 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. Joe is a strategic thinker who has acquired vast sales experience by doingand an active learner who will evaluate sales/marketing efforts on a continuous basis and adjust strategies/tactics to compete more effectively in an ever changing marketplace. He believes in teamwork, collaboration, and a commitment to the continued growth and development of not only the revenue goals for which he is responsible, but for the people that work for him, and the customers that have invested in his solutions as well. He also started his career at Digital Equipment Corporation and he's a very proud graduate of Duke University. Find Joe on LinkedIN!

Read the transcript to this and all podcasts on the Sales Game Changers Podcast website. Steve Richard is the co-founder and chief revenue officer at ExecVision, a leading conversation intelligence platform. He's also the co-founder of Vorsight, a leading outsourced appointment setting company. Steve says his mission and life's work is to help sales professionals become wildly successful. He believes that the quality of sales conversations matters, yet the profession of sales largely misses the mark on teaching sales reps how to have great conversations. After 10 years as a sales trainer Steve learned that the only way to achieve his mission was through the use of technology to help more sales professionals worldwide. Outside of entrepreneurship and business, Steve volunteers for Columbia Lighthouse for the Blind and is an avid scuba diver, skier, runner, football watcher, dad to 4 little kids, and husband to the best wife in the world. Find Steve on LinkedIN!

This is episode 046. Do you want to take your sales practice to the next level? Subscribe to the Sales Game Changers Podcast! Read this episode's transcript on the Sales Game Changers Podcast web site. 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. Based in Northern Virginia, 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!

This is episode 045. Read the transcript to this podcast on the Sales Game Changers Podcast website. Rob DiRocco is the Senior VP and General Manager of Retail Solutions at Asurion, the global leader in technology protection and support sold to the top retailers, manufacturers and carriers. Rob has overall responsibility for growing and managing the retail and manufacturing business including all aspects of sales to drive growth for their client partners. Rob and his team helped top brands such as Walmart, Home Depot and Amazon sell services that support their sale of technology enabled products to consumers. Prior to Asurion, Rob spent almost 5 years leading sales and marketing at mindSHIFT Technologies which provided cloud based IT management to small and medium sized businesses. He started his career in Federal Sales at Bell Atlantic. He received an undergraduate degree in finance and marketing from Virginia Tech, and an MBA in finance from George Washington University. Find Rob on LinkedIN!