Sales Game Changers | Tips from Successful Sales Leaders

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!

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.