Sales Game Changers | Tips from Successful Sales Leaders

This is episode 044. Read the complete transcript of this podcast on The Sales Game Changers Podcast website! Vineeta Mooganur is the Chief Growth Officer at Hanover Research. Her responsibility is to spearhead growth across key dimensions for their clients and for their employees. Prior to Hanover, she served as the VP of sales and partnerships at a healthcare startup. She was a managing director at CEB now Gartner and a case team leader at the management consulting firm Bain & Company. This diverse experience of sales, client services, strategy and management has allowed her to give a unique perspective to her team as well as find unique ways to serve the market. Find Vineeta on LinkedIN!

Read the transcript for this podcast on The Sales Game Changers Podcast website! Gigi Schumm is the senior vice president of World Wide Sales for ThreatQuotient. Gigi is responsible for revenue growth and driving global channel strategy. She brings over two decades of experience leading high-performing sales and services organizations spanning commercial sales, services, channels, alliances, business development and operations. Prior to coming to ThreatQuotient, Gigi served as the VP and general manager for public sector at Symantec. She has also held leadership roles at various technology companies including Oracle, NeXT software and Sun Microsystems. Additionally, Gigi hosts the very popular and long-running weekly radio show on Fed News Radio, WFED called Women of Washington, where she interviews accomplished female executives to share their life lessons and secrets to success. Find Gigi on LinkedIN!

This is episode 042. Read the complete transcript for this podcast on The Sales Game Changers Podcast. Sean Patrick Ryan is the senior vice president and general manager of Fuel Education which is a part of K-12 Inc., a pioneer of online learning based in Herndon, Virginia. Fuel Education works with schools across the country to bring state of the art learning tools into the classroom in order to drive high level student performance across nearly all grade levels and subjects. A graduate of the United States Air Force Academy, Sean began his career as a military intelligence officer just before the end of the cold war and the disintegration of the Soviet Union. These events profoundly altered the initial course of his career. Post business school at Stanford, his move into the education technology space was driven by a strong desire to leverage new learning tools to deliver better student outcomes. He was exposed to an early version of these learning tools when learning Japanese while living and working in Tokyo. Prior to joining Fuel Education earlier this year, Sean served as the SVP of Sales for McGraw-Hill Education where he also managed the strategic planning process for the entire organization. During his four years at the helm of this 500 person sales organization, his group consistently took market share and increased sales from about $600 million to $800 million in four years. Find Sean on LinkedIN!

This is episode 041. Read the complete transcript of this podcast on The Sales Game Changers Podcast! Alex Bartholomaus is the President and CEO at People Stretch Solutions, a Washington, D.C. based management consulting firm specializing in sales growth consulting and C level advisory serving the mid-market throughout North America and EMEA. He's also a published author and professional speaker on the topic of sales, leadership, emotional intelligence and elite business performances. He specializes in guiding change, disrupting the status quo, challenging CEOs and transforming sales and leadership teams in the pursuit of excellence. He accomplishes this with the help of innovative online assessments and a methodology that draws on psychology, behavior and emotional intelligence. He started his career as a wine importer where he grew a family business from 1 million in revenue to 37 million in revenue over a 15-year period. He's also responsible for creating the Big Tattoo Wines Project which over its 6-year duration donated over 1 million dollars to various charities related to hospice and breast cancer. Find Alex on LinkedIN!

This is episode 040. Read the complete transcript on the Sales Game Changers Podcast site! Dan Cole has over 28 years of sales leadership experience at companies such as Lanier Worldwide, National Trade Productions, Advanstar, Yellowbrix and the Consumer Electronic Show. Dan Cole is a true sales visionary and leader. He is the Senior Vice President, Trade Shows and Events at Hargrove, one of the leading event and management companies in the world. Dan's passion is to develop an urgently enthusiastic sales environment by focusing on the following: training, revenue generation, activity and analysis, customer focus and recruiting. His specialties include sales leadership, motivational speaking, sales training, sales and motivational writing. Find Dan on LinkedIN!

This is episode 039. Read the complete transcript on the Sales Game Changers Podcast. Heidi Webb is one of those people who creates opportunities to help others wherever she goes. She knows everyone and truly wants to help without asking for anything in return. She is currently the Chief Development Officer at Cornerstone Montgomery and serves as a Development Chair on the Board of the Center for Non-Profit Advancement. Cornerstone Montgomery helps people in Montgomery County, Maryland with basic needs through their 89 properties and 300 employees. It also, offers training to help people get back into the workforce. She was hired by Cornerstone Montgomery in 2013 to grow their development capacity from the ground up and she brought in $1,000,000 in donations within the first year. She does this non-profit sales work because it fills her heart and she's incredibly talented at fundraising. Find Heidi on LinkedIN!

This is episode 038. Read the complete transcript of this podcast on The Sales Game Changers Podcast. Pleasant Rich is the regional vice president of sales with Outreach IO. As the enterprise account executive for Outreach, her goal is to uncover the needs of clients within their sales workflow, develop a plan to meet their goals and objectives and ensure that the plan is executed effectively. Pleasant's had a great experience in her career originally starting out as a teacher and then eventually moving into sales with a long list of accomplishments. Pleasant says, "I've had the great privilege of growing up in a family of people that loved fiercely, worked hard, and taught me the value of the life well-lived. These 3 things have influenced me in every stage of my life, especially in the roles I have had in my career in education, as well as sales." She also says, "I like to think of myself as a doctor (without the extensive college career or knowledge of any sort in medicine), as the philosophy of any good sales person should be to discover the ailments, and partner with the patient in treatment that leads to optimal health."

This is episode 037. Read the complete transcript to this interview on The Sales Game Changers Podcast web site. Joe Alvarez is the co-owner and chief sales officer at National Office Systems, also known as NOS. It's one of the nation's largest providers of automated storage and retrieval systems, bio-metric asset protection and asset tracking and records management. NOS is headquartered in the DC metro area. Joe and his partner acquired NOS in 1991 when it was a 5 person firm. Since 1991, Joe's main focus has been to grow profitable revenues directly overseeing the sales and marketing team. Today NOS employs over 100 employees and has grown revenue on an average growth of 12% per year. Prior to joining NOS, Joe's career was high related with sales and entrepreneurial endeavors in the document management industry. His first true sales position was selling copiers and facsimile machines to commercial businesses and local foreign entities such as embassies and the IMF to name a few. Read more about Joe's career in general on Gordon Bernhardt's Profiles in Success. Find Joe on LinkedIN!

This is episode 036. Read the complete transcript on The Sales Game Changers Podcast website. Raza Latif serves as the President of NuAxis Innovations, an information technology services firm that supports a variety of major federal government clients. In his role at NuAxis, Raza encouraged and oversaw the company's growth as it evolved from a small company of less than ten employees with one IT support contract to the mature company it is today, with more than 400 employees and a diverse portfolio of more than 30 IT service contracts. With over 20 years of experience in the ever changing IT industry, he leads NuAxis's Business Development and Service Delivery Teams maintaining a sharp focus on creating and delivering IT solutions for the Federal Government that maximize alignment of IT and mission objective. Raza holds a Master of Science in the Management of Information Technology from the University of Virginia, UVA, The McIntire School of Commerce and a Bachelor of Science in Electronic Engineering from the GIK Institute of Engineering.

This is episode 035. Read the complete transcript of this podcast on The Sales Game Changers Podcast site. Scott Attman has spent his life growing up in his family's business - Acme Paper & Supply - and truly learning it from the ground up. Scott has been in sales for 22 years and now serves as a Vice President of the company with primary responsibilities geared towards business development. Acme Paper & Supply is a distribution organization based in Jessup, Maryland that focuses on serving clients in the foodservice, sports & entertainment, facilities maintenance, healthcare, and industrial packaging industries. Over the past 15 years, Scott has become one of the foremost experts in regards to sustainability in regards to the foodservice industry. In 2006, Scott worked closely with the culinary team at the US House of Representatives to develop the first fully sustainable foodservice operation. Furthermore, Scott and his team have worked closely with many national foodservice groups to build unique packaging programs to highlight these differentiated brands and concepts. Find Scott on LinkedIN!

This is episode 034. Read the complete transcript to this podcast on The Sales Game Changers site. Dorean Kass is the VP of Sales for Analytics Solutions at Neustar, Inc, a trusted neutral provider of real-time information services based in McLean, Virginia. Dorean leads strategic sales, channel initiatives, account management and inside sales focused on marketing analytics and fraud risk and compliance solutions. Dorean and his team help top brands across multiple verticals improve risk mitigation strategies, operational efficiency, acquisition and consumer insight in real-time across any channel. Prior to Neustar, Dorean spent six years in the tech consulting and software space. He received an undergraduate degree in Political Science and Economics from Stanford University. Find Dorean on LinkedIN!

This is episode 033. Read the complete transcript of this podcast on The Sales Game Changers Podcast. Tina Fox is an inspirational leader with a 24 year career as an award winning sales person 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, Virginia. She has a strong history of identifying opportunities which trigger multi-million dollar growth. She's a champion for women in business and mentors aspiring women leaders. In 2015 she founded Women in Business which connects over 1,200 business women focusing on networking, business problem solving and access to local accessible leadership. In 2017 she announced the merger of Women in Business with Women on Course, a nationally recognized women's group. Find Tina on LinkedIN!

This is episode 032. Read the complete transcript of this podcast on The Sales Game Changers Podcast. Mark Cerminaro is the chief revenue officer at Rapid Advance, an industry leading FinTech company that provides small business owners access to capital to grow their business. He's responsible for partner sales business development, strategic expansion and revenue generation. Prior to that, Mark served as senior vice president of sales and marketing building out all sales and marketing functions, infrastructure and directly managing both the internal and external sales teams. Before that, Mark was a financial adviser for Morgan Stanley. Find Mark on LinkedIN!

This is episode 031. Read the complete transcript for this podcast on the Sales Game Changers Podcast site! John Carter is the sales director at Alexandria-based Pinxter, an app development company that develops custom apps for associations, non-profits and member groups for year-round member engagements. He works with member groups designing mobile communications for collaboration, education, revenue and growth. Prior to Pinxter, John handled business development and supervised campaigns for Coca-Cola, Conde Naste, Maxxis Tires, Burger King and AT&T. He co-founded the nation's first point of purchase advertising network in America's 12 largest commercial airports. He's also produced 3 feature films with Emmy and Oscar winning cast. His latest film, "American Exploitation", deals with the little known and probably misunderstood human sex trafficking industry and focuses on the small wealthy town of Naples, Florida. When selling to an individual or group, he focuses on the need for story to engage his buyer. John says, "Without story, you're just not relevant and your buyer is just not interested." Find John on LinkedIN!

This is episode 030. Read the transcript to this and other great podcasts on the Sales Game Changers Podcast. Joy Newton Grubb is a sales leader, a consultant and sales mentor at National Office Systems, also known as NOS. She's had a great career in the office built environment, she's sold office storage systems, record management and relocation services to corporate government and very specifically to the law industry, law firms across the country.

This is episode 029. Read the complete transcript of this podcast on the Sales Game Changers Podcast website. After a 30-year career in various sales and marketing management positions across a multitude of commercial industry segments, Brian Beveridge launched a strategic consulting practice focused on optimizing revenue growth where sales and marketing leaders intersect after working at SiriusDecisions. At SiriusDecisions, a leading global research, advisory and consulting firm, Brian managed the GE account during their historic transformation into a digital industrial company. He's a trusted adviser to C-Level executives. Brian's passionate about applying sales and marketing best practices to deliver a value proposition aligned to a buyer's needs in order to improve conversion, revenue outcomes and the customer experience. Beveridge Consulting advices early stage in midmarket business-to-business companies on how to best align and optimize sales and marketing strategies, resources and execution in order to increase revenue through modern, repeatable and measurable actions.

This is episode 028. Read the complete transcript to Sam's podcast on the Sales Game Changers Podcast! Samantha McKenna is an award-winning leader who serves as a Regional Vice-President of Sales for ON24 and has worked within the SaaS sales and marketing space for ten years. She's a thought leader and speaks across the country on topics covering women and tech, sales and leadership, alongside topics of domain creation, sales and content marketing and how it all comes together to impact sales. Samantha served four years as a board member of the Legal Marketing Association Capitol Chapter, actively volunteers with financial literacy initiatives in Washington, D.C. and writes for publications such as Sales Hacker and Sales for Life. She holds a Business degree from Florida State University and lives in Reston, Virginia. She originally hails from Geneva, Switzerland, is an avid wanderluster and got her first taste of how to negotiate as she maneuvered her way through 37 speeding tickets. Find Sam on LinkedIN!

This is episode 027. Read the complete transcript for this podcast and dozens of other sales leaders on The Sales Game Changers Podcast website. Patrick Duffy is the Senior Vice-President for Global Partnerships for Monumental Sports & Entertainment headquartered in Washington, D.C. Patrick is a graduate of Florida State's MBA Program. He joined Monumental in 2014 and overseas marketing partnerships for all of Monumental Sports properties, including the Washington Capitals of the NHL, the Wizards of the NBA, the Washington Mystics of the WNBA and the AFL's Washington Valor and Baltimore Brigade, as well as the NBA's new eSports venture into NBA 2K. In addition to sports properties, Monumental Outdoor and Monumental Sports Network's Partnership Marketing, both fall under Patrick's management. Patrick has long track record of success throughout the sports industry. Prior to his current role with Monumental, he served in a leadership role with the Tampa Bay Lightning and also of the New York Islanders earlier in his career.

Read the complete transcript of this podcast on the Sales Game Changers Podcast website. Keri Shull is the founder of the Keri Shull Team. She started her career as a top producer, selling new homes and condos for residential developers. Then in 5 years, Keri went from founding her sales team and hiring her first employee to being the top agent in Virginia. Today her team has sold over a billion in real estate and sells over 200 million a year in real estate volume. She and her team have radically changed the structure and expectations of a traditional real estate team to create unprecedented success for new agents. On this podcast, she talks about how she is transforming the real estate sales profession. She also talks about how Tony Robbins helped her grow. Keri is hiring! Contact Keri directly via email at [email protected].

This is episode 026. Read the complete transcript of this podcast and all other Sales Game Changers Podcasts! Paul Andrews is the PennWell Corporation's Chief Revenue Officer. He oversees the Marketing Solutions Division, Sales, Training and Development and looks at all companywide revenue streams for growth opportunities, may they be in media, research, data and live events. Paul has been in B2B sales for more than 30 years, specialized in online advertising and marketing since 1997. PennWell is a family-owned media business that has been operating for more than 100 years. It has 650 employees worldwide and serves industries such as public safety, oil and gas and power generation. Find Paul on LinkedIN!

This is episode 025. Read the transcript of this podcast and dozens of other podcasts with sales leaders on the Sales Game Changers Podcast. Henry Sienkiewicz is an author and more recently became the Chief Revenue and Innovation Officer for Secure Channels, an authentication and encryption company based in Orange County, California with an office in Virginia and global development teams. His most recent book, The Art of Cyber Conflict, is an unclassified doctrinal piece designed to help organizations think about the cyber problem. However, most people in the technology industry know him as either the Chief Information Officer and Cyber guy at the Defense Information Systems Agency or as a former Corporate Officer at the Airline Tariff Publishing Company. Henry's career has been highlighted by his ability to gracefully introduce disruptive technologies into complex organizations.

This is episode 024. Read the complete transcript for this podcast on Sales Game Changers Podcast! Alex Treadway rejoined the Daily Caller as the Chief Revenue Officer after spending the past two years with the Washington Post, where he served as Vice-President of Leadership Sales. Treadway helped Tucker Carlson, a 20-year veteran journalist, and Neil Patel, former Chief Policy Advisor to Vice-President Cheney, launch DailyCaller.com in 2010 where he convinced leading D.C. advertisers to sponsor the startup without even a website to show them. In just two years he helped drive the website from launch to profitability. During that time, Treadway served as Senior Vice-President of Sales. He has an extensive background working in Advertising and Business Development in his over 25 years of experience and was one of the first to sell advocacy advertising online to the Inside the Beltway market during his 10-year tenure with National Journal, part of the Atlantic Media Company. Outside of the advertising world he sold online legislative intelligence services for Legislate and financial services for First Union National Bank and First National Bank of Maryland.

This is episode 023. Read the complete transcript of this podcast and all other Sales Game Changers Podcasts! Mike Garrison with Garrison Sales Consulting is a best-selling co-author of Truth or Delusion and a contributing author to the best-seller, Masters of Success. He's been a Principal of Garrison Sales Consulting in various iterations for over twenty years. Mike is the evangelist for predictive referral based sales. He understands the issues facing growing Sales Leaders and helps them crush quota, love their jobs and transform their prospects and client's lives through referral based selling. He helps sales leaders get better appointments with better prospects with greater frequency and success. Mike says every sales leader he meets knows that referrals are the best way to prospect for new business, but, they don't know how to fill and manage their company's sales pipeline by referral. They love referrals and know referral sales is where they want to be, but, don't know how to get there without losing the ability to accurately forecast quota achievement or worse, end up selling less effectively. In this podcast, he discusses some ways they can get better at referral-based selling.

This is episode 022. Read the complete transcript from 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 their education and government sector business. In 2006, Gary was recruited by Stone Street Capital and has held the role of Senior VP of Sales, Senior VP of Business Development, Chief Operating Officer and in late 2016 he was asked to take over leadership of the company and was promoted to President and Chief Operating Officer. 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 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 directions, Stone Street Capital won the Institute for Excellence in Sales Best in Sales Training Awards in both 2015 and 2016. Listen to amazing interviews with the top sales leaders on the globe on the Sales Game Changers Podcast.

This is episode 021. Read the complete transcript of this podcast and dozens of others on the Sales Game Changers Podcast website! Jen Burns is the Managing Director of Business Intelligence and Operations at Interfolio, a D.C.-based education technology firm serving the higher education market where she is helping to position the organization for scale and profitable growth. She has been in Sales, Sales & Revenue Enablement and Operations for the past seventeen years. Jen spent years in various sales and business development capacities, was in human capital consulting for a few years and then shifted into enablement and operations building out teams from the ground up to deliver efficiencies and business process improvements while driving innovation to the buyer and to the customer journey. She is the president of the DC Chapter of the Sales Enablement Society.

This is episode 020. 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 bring this brand together with sales to Corporate 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. Learn from the greatest sales leaders on the Sales Game Changers podcast!

This is episode 019. Read the complete transcription for this podcast on the Sales Game Changers Podcast site. Today, we are talking with Darrell Gehrt, affectionately known as DG. Darrell is currently a Vice-President of Sales at Cvent, the largest event technology company in the world headquartered in the D.C. Metro area. Cvent has several U.S. offices including Dallas, Portland and Atlanta and a burgeoning international business which boasts offices in London, Singapore, Australia and India in which DG has direct reports. DG joined Cvent as a Senior Director of Sales in 2013 and has been given increased responsibility each year and today sits on Senior Management and owns all sales efforts for the Mobile App Division within Cvent and has heavy influence in Marketing, Product Roadmap and Post-Sales activities. Prior to joining Cvent, DG's career was highlighted with Sales and entrepreneurial endeavors with the focus on emerging CRM technologies. His first true sales position was selling cell phones on a straight commission basis in the early 1990s.

This is episode 018 Read the transcript of this podcast on The Sales Game Changers Podcast. Ben Mathew is Senior Vice President at Accel Partners and Salesforce Ventures backed CARTO, the Location Intelligence platform that helps enterprises turn their location data into business outcomes. He is responsible for global sales, sales development, sales operations, pre-sales engineering, professional services, customer support and customer success. Prior to that, Ben ran Growth Engine Consulting, a Consulting and Advisory practice focussed on growth strategies for technology startups and docufyi, a contracts management software company. Before that, Ben was VP of Sales and field operations for BI company, Logi Analytics, where he initially joined to start the embedded analytics OEM practice and built it up to be the global leader in that space.

This is episode 017. Learn about Paul McConville's journey to become a hugly successful sales leader on the Sales Game Changers Podcast! Check out the complete transcript of this podcast here. Paul McConville is a leader in SaaS and analytics businesses. He is SVP of Sales and Account Management at Hobsons with global responsibility for the success of their 12,000+ K-12 and higher education clients. He was previously Chief Officer at Jornaya, a Comcast Ventures and Edison Partners backed consumer analytics business. He spent 10 years at TARGUSinfo and led sales and marketing prior to the acquisition by Neustar for $657MM. He is the father of 3 daughters and husband to a wonderful wife. When not competing in business, he competes in tennis and basketball.

This is episode 015. Read the complete transcript to this podcast on the Sales Game Changers Website! Mike Schmidtmann of Trans4mers is a Business Coach working with owners and Sales Leaders in the Information Technology field. He works with many high profile sales people including some who make seven figures and more. He helps them open new accounts, win new logos and expand their share of customer spending. After building IT Sales organizations for 25 years, he also now works with owners and managers to help them grow their businesses more effectively. He teaches innovative practices to hire great people, win new business, and improve profits.

This is episode 014. Listen to Tory Clark's complete podcast on the Sales Game Changers Podcast. Tory Clark is a former college basketball player turned Regional Sales Training Director for Cintas. He currently overseas Sales, Training and Development for all sales partners at Cintas from Philadelphia to the pan handles of Florida. Just eight years ago, Tory started his sales career after a two-year program as a Management Trainee in Raleigh, North Carolina. During Tory's first two years in sales, he earned back to back Diamond Level Award years where he finished in the top 5% of the company in sales. Following Tory's second year, he was promoted to a Sales Manager in Virginia Beach where he rebuilt a sales team to a dynamics growth machine in just two years. Following Virginia Beach, Tory was granted another promotion as a Sales Manager for the Washington, D.C. market. In just three years Tory lead his market new business growth and sales partners on his team being promoted. Tory graduated from Elizabeth City State University with a Business Management and Minor in Marketing degree.

This is episode 013. Check out the complete transcription of this episode on the Sales Game Changers Podcast website! Payroll Network's Joe Young Says to Treat Your Sales Career Entrepreneurially for Optimal Success Joe Young is the Executive Vice-President with Payroll Network, the largest independent payroll and human capital management services provider headquartered in the D.C. Metro area. Joe has been with Payroll Network since 2010 and since joining the company in a Business Development role has assumed responsibilities for leading their Sales, Business Development and New Client Implementation Team. Prior to joining Payroll Network, Joe's career was highlighted with sales and entrepreneurial endeavors in the financial services, technology and sports marketing industries. Joe's first true sales position was selling corporate hospitality packages for major golf events including the 1997 U.S. Open at Congressional Country Club.

This is episode 012. Read the transcript of this podcast here! Sarah Lash is the Regional Vice-President of Enterprise Inside Sales for the Americas Business at Tableau Software. Tableau was recently named a Top 10 place to work by the Washington Business Journal after opening their doors in D.C. in 2015 with Sarah's assistance. She's been a dynamic inside sales leader for over 10 years, specializing in working with junior talent, both new to sales and to leadership and helping them find their path. Prior to her tenure at Tableau, she was Director of Sales Development for Cvent, leading a Global Sales Associate Program focusing on lead generation and front end sales cycles. She started her career at DLT Solutions as an Inside Sales Rep before transitioning into leadership.

This is episode 011. You can also read the transcript to this interview on the Sales Game Changers Podcast website! Born into media, Jeffrey grew up in a family-owned and operated full service advertising agency where marketing and advertising were literally part of the menu at the dinner table. For the past 17 years he has worked with hundreds of local and national companies on creative media concepts and execution. Jeffrey currently is a Director of Federal and National Sales for WTOP and Federalnewsradio.com. WTOP is the number 1 revenue producing radio station in the country and has evolved from a radio station into a digital news organization that currently provides outreach to its massive radio, digital and social audiences. In addition, it offers external digital services to its clients so that WTOP can provide marketing services beyond its proprietary audience, helping clients target any audience through digital marketing. He's a certified facilitator of the creative problem solving process and is a 5-time finalist and 2013 winner of the National Sales Manager of the Year Award presented by Radio Ink, a leading industry trade publication. Graduate of University of Maryland's Robert H. Smith School of Business, Jeffrey actively coaches youth sports and cheers on Maryland basketball and brings his 3 sons and trip along with his wife to as many of their games as possible.

This is episode 010. You can also read the transcript to this interview on the Sales Game Changers Podcast website! John Asher is author of the new sales best-seller Close Deals Faster. He is the co-founder and CEO of a D.C.-based business providing sales advisory services to companies from startups to Fortune 500. John has been in sales for over 40 years. In his navy career, John managed a 2 billion dollar submarine combat systems program in the Pentagon. In his second career, he co-founded a Northern Virginia-based engineering company that grew at compounded growth rate of 42% per year for 16 straight years. His current business has provided sales aptitude assessments, sales training and sales process improvement workshops in 22 developed countries and I'm also proud to say that John's company is a sponsor, a platinum sponsor of the institute for Excellence in Sales. He is also the author of the new best-seller Close Deals Faster now available on Amazon. John has been recognized by Vistage International as one of their top sales speakers on the planet.

This is episode 009. You can also read the transcript to this interview on the Sales Game Changers Podcast website! Anthony Robbins is currently 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 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 their 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, Inc., 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 3 boards; the AFCEA-DC, USO Metropolitan Washington-Baltimore and PSC Board of Directors.

This is episode 008. Kevin Carr is the Vice President of Sales for Nexus Systems where he leads a team that includes Direct Enterprise Reps, Inside Sales, SDRs and Sales Operation. Kevin has more than 25 years of high-tech sales experience of which more than 20 were in leadership roles. He's led teams from 2 to 250 with quotas as high as $250M. Prior to Nexus, Kevin was Senior Vice President of Sales at Deltek.

This is episode 007. Read the transcript to this podcast here!www.salesgamechangerspodcast.com/timkoubek Tim Koubek is the President and CRO of TrackMaven, a 5 year startup that was just named #183 on the Ince 5000 for Fastest Growing Companies. He's led sales functions at various startups and large companies to include RealOps, NFR, Contact Solutions, BMC Software and Conviser Duffy- a startup within Harcourt Brace - some of which have led to successful exits for the employees and investors. Over the last 26 years, Tim runs basketball camps with his brother in Upstate New York for over 900 campers a year. A coach at heart with a competitive spirit that we will explore over the next 30 minutes.

This is episode 006. Paul Keefe is currently the Director of Sales for Dataprise, a Maryland based IT managed services provider, where he is reshaping the sale organization. He has been in sales for thirty-five years, mostly in the telecommunications industry. Paul spent ten years in Boston as General Manager for XO Communications where he established and managed XO's Massachusetts operation, building it into a $60M business, leading the sales, marketing, customer service, finance, operations, and engineering efforts. He also spent time at XO's headquarters running client services and sales operations.

This is episode 005. Heather Combs is 3Pillar Global's Chief Revenue Officer. She oversees 3Pillar's Marketing and Client Services teams. In her role, Heather is responsible for continuing 3Pillar's double digit annual revenue growth. Heather believes that success in business depends on a positive client experience. As such, she leads and develops her teams to deliver first-rate, quality services in the digital software product industry. Additionally, Heather works closely with 3Pillar's delivery organization to ensure 3Pillar customers are receiving quality, cutting-edge software products. Heather has served an executive as Chief Business Development Officer at HRCI and Aronson. She was also Chief Sales Officer at Hanover Research. Heather attributes a great deal of her success in sales and business to the 13 years she spent as a consultant for the Corporate Executive Board.

This is episode 004. Will Fuentes is the head Sales Trainer for The Maestro Group, a Virginia based Sales and Marketing Consultancy. He has been in sales for over 20 years spanning retail, software, and most interestingly meat, as he started his sales career at a butcher shop. Will spent 8 years with national retail chains training their sales staffs and managing stores. He then built a retail SaaS company that was on the cutting edge of in-store personalization and assisted sales. Over the last 2 years he has been hired by multiple organizations to train their sales people to close more sales, accelerate the sales cycle and increase deal value. On this podcast, he shares insights into how to provide a higher level of value for your customer in order to grow your career.

This is episode 003. Caroline Turner is PowerToFly's Chief Revenue Officer. She oversees sales and customer success and is preparing this three year old startup for their next round of funding by putting in place a repeatable revenue process. On the podcast, she shows how passionate she is about understanding the buyer and delivering products that are easy to buy, easy to use, and meet an urgent market need. She discusses how to effectively participate in all aspects of the sales process including getting into the weeds and understanding each step of the buying process, training sales teams how to close deals and run sales calls. She also discusses how to set the strategic goals for the revenue teams.

This is episode 002. LiveSafe Sales Vice President Mark LaFleur talks about his successful career in sales and gives great tips on how emerging sales professionals can grow their careers.

This is episode 001. Learning Tree Senior Sales Vice President Brian Green talks about how to take your sales career to the next leader while discussing sales leadership, customer service, and entrepreneurship. Brian was the Institute for Excellence in Sales's Member of the Year in 2016. He is a true sales leader with great stories and lessons to share.

This is episode 000. Institute for Excellence in Sales Co-Founder Fred Diamond introduces his new podcast, the Sales Game Changers Podcast. He interviews three sales leaders each week on their successful careers seeking tips to help sales professionals take their careers...and sales...to the next level. Subscribe to this podcast to learn about how the world's top sales leaders achieved their success and implement the tips they share!