Sales Game Changers | Tips from Successful Sales Leaders

This is episode 741. It's a special Women in Sales episode. Read the complete transition on the Sales Game Changers Podcast website here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Souror Humpton from Oracle, the 2025 Jay Nussbaum Rising Sales Star award recipient, and Jessica Scott from Carahsoft, the 2025 IES Partner of the Year. Get your tickets to the 15th Annual Sales Excellence Awards here. They will be on May 1 at the Mclean Hilton in Tysons Corner, VA. IES Women in Sales Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales series of the Sales Game Changers Podcast. SOUROR'S TIP: "Don't be afraid of rejection. My biggest thing is I pick up the phone and I just make the phone call. Whether it's your management, whether it's a customer, whether it's something that you need from somebody to take that next step. Worst-case scenario, it's a no, and you move on. But best-case scenario, you get what you had hoped for." JESSICA'S TIP: "Invest in yourself. Be proactive with getting better at your job by finding a mentor, by attending trainings. They will help with your professional development. Go to the live events, push yourself outside of the comfort zone and just build those connections. That's how we thrive in this business – off of the connection."

This is episode 740. Read the complete trancription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Find out more about the 15th Annual Sales Excellence Awards here. Today's show featured an interview with Greg Clifton, General Manager – Defense & National Security Group at Intel. Find Greg on LinkedIn. GREG'S TIP: "Show up, add value, and meet somebody new every day. The relationships you build and the trust you establish by being present, engaging in meaningful conversations, and contributing to your industry will set you apart in sales."

This is episode 739. Read the complete transcription on the Sales Game Changers Podcast website here. Read more about the Institute for Excellence in Sales (IES) Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show is a Women in Sales episode. The interview was conducted by Center for Elevating Women in Sales Leadership director Gina Stracuzzi. The guest, Randi Deckard is the Senior Vice President, Growth at BESLER. RANDI'S TIP: "Sales is a conversation. The key is to simplify the complicated, stay curious, and iterate. Success comes from constantly refining, learning, and being 1% better every day."

This is episode 738. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales (IES) Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Anne Altman, CEO Everyone Matters, Inc. She was the recipient of the Institute for Excellence in Sales Lifetime Achievement Award in 2013. The show was cohosted by IES Women in Sales program director Gina Stracuzzi. Find Anne on LinkedIn. ANNE'S TIP: "Sales leaders must create possibilities for their teams by asking powerful, forward-thinking questions. Inspire your salespeople by asking, 'What if we could accomplish this?' and help them bridge the value of what they're selling to the impact it can have for customers. Engagement starts with envisioning what's possible."

Thia is episode 737. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Kristina Bouweiri, President & CEO at Reston Limousine Service. She's the Institute for Excellence in Sales Entrepreneurial Sales Leader of the Year. Find out more about the 15th Annual Sales Excellence Awards here. KRISTINA'S TIP: "Our motto has always been never say no. Say yes to whatever the customers want. Everyone's a customer. That has been our motto for 35 years and it has served us very well."

This is episode 736. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Briana Horan, VP of Clinical Sales for Galaxy Diagnostics. BRIANA'S TIP: "Consistency creates credibility. Whether that's in developing yourself as a salesperson or in the salesperson of how you show up to your clients, be consistent."

This is episode 735. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Jack Daly, the Institute for Excellence in Sales Sales Speaker of the Year. Find out more about the 15th Annual Sales Excellence Awards here. JACK'S TIP: "Lifelong learning fuels my journey. From paper books to Kindle—and now Audible—I average over 100 books a year by learning on the go. Your degree isn't the end; it's just the beginning."

This is episode 734. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Dawn Deeter, Director of the National Strategic Selling Institute at Kansas State University. DAWN'S TIP: "Always be honing your skills, because things are always changing. My dad taught math, and sometimes I think, "Boy, wouldn't that be nice?" Because things don't change. I'm always every semester updating my notes, because nothing is ever the same. You've just constantly got to be honing those skills and staying up to date on what's happening."

This is episode 733. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Josh Garrison, VP of Marketing at Apollo and the author of "Outbound Sales: A data-backed playbook for cold email, cold calling, social selling, and more," and Samuel Elliott, Senior Account Executive. JOSH'S TIP: "Go leave five comments on LinkedIn, and I want you to do it in a way where you're not selling anything. Give as much as you can in those five comments on five different posts and see what you get. Make that a habit. That's my number one thing, that even myself, we could all do better and the rewards are going to be there." SAMUEL'S TIP: "Go log into ChatGPT, Perplexity, or any of the AI applications. Before your next call with someone, ask it to summarize what that company does, who they serve, and what their specific role and title cares about. You'll be amazed at how much it can streamline your pre-call research and information and all of the possibilities beyond it."

This is episode 732. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with James Muir, author of "Unsticking Deals," and his colleague Patti Peets, Chief Revenue Officer, Unislink. JAMES' TIP: "Be a domain expert in addition to being a sales expert. If you're a new salesperson, what that means is you need to master your industry so well that if the person that you sell to said, "Hey, I'm going to be gone for a month, could you come in and sit in and do my job for me for a month while I'm on vacation?" If you can say you can do that, then you've learned enough about your industry. Until you can say that, you need to keep grinding until you understand that, because what's going to happen is the credibility that you'll have with clients when you're with them will go off the charts." PATTI'S TIP: "Really go through every deal in your pipeline. If it's been in that stage for more than 14 days maybe, or 21 days, you should go through that list of questions to really score yourself and be honest with yourself, and then admit this deal is stuck. Then put a plan together, follow some of those methods and techniques that James offers up, and watch what happens. You will have deals that literally unstick, and maybe not every deal, but you will have deals that get unstuck by following this process."

This is episode 731. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. This is a Sales Story and a Tip episode! Watch the video of the interview here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Faheem Moosa, founder of Consulting Leap. Find Faheem on LinkedIn. FAHEEM'S TIP: "Even though I had a champion in the organization, I couldn't push too hard. That was a learning for me. There are different dynamics that take place within an organization. Champions are not going to save you all the time, but then it doesn't stop you from pursuing other angles and still being top of mind in other ways. That's what I learned about champions in a complex sale." 🚀 Key Takeaways: ✅ Sales champions help—but can't always seal the deal. Even a CFO advocate might hesitate if the timing isn't right. ✅ Persistence pays off. Even when doors close, creative networking can lead to a breakthrough. ✅ Sales isn't just about strategy—it's about patience. The right opportunity can take time, but when it comes, the deal can happen fast.

This is episode 730. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Chaz Horn, author of "B2B Blueprint To Predictable Sales." Learn more about it here. Find Chaz on LinkedIn. CHAZ'S TIP: "Always treat each and every person that comes into your life with respect, empathy, and look to serve."

This is episode 723. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Andrew Barbuto, author of "Top Sales Producer: How to Crush Your Sales Quota," and his sales manager, Patrick Thornton at Basis Technologies. Find Andrew on LinkedIn. Find Patrick on LinkedIn. ANDREW'S TIP: "Picture what your life is like if you are your ideal customer profile. Put yourself in their shoes. What is your day like? What are some of your challenges? You'll be surprised at the insights you can get from that. Our job is to help our customers and our prospects. How are you going to do that unless you really understand what their needs are?" PAT'S TIP: "Reach out to one sales professional, but any professional that you respect and admire, and say, "What's one book that you would recommend that really helped shape and advance your career?" Read it and then see what happens."

This is episode 728. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Richard Applebaum, Manager-Partner at Rein Teen Tours. Richard first appeared on the Sales Game Changers Podcast at the height of the Pandemic on March 26, 2021. Listen to the episode here. Find Richard on LinkedIn. RICHARD'S TIP: "it's so important and so rarely done that we show the correct amount of appreciation to our clients. Where when there's nothing going on, it's a quiet day, I pick up the phone, call 10 clients who have been with us before and say, "Thanks. We really appreciate that you trusted us with your child, your most valued possession." Take the time to let your customers know that you appreciate them. That will have a very good result for you."

This is episode 727. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Natalie Lambert, Founder & Managing Partner at GenEdge Consulting. Natalie and Juliana Slye will be presenting "AI & The GovBuyer's Journey: A One-Day Workshop in Practical AI and Buyer Engagement for Public Sector Marketers. on January 28 in Reston, VA. Register here. NATALIE'S TIP: "It comes down to changing a habit. Whether it is making your home screen Perplexity and not Google to try, what is it like to search with an answers engine versus Google? As you do that, you're going to see, "If it can do this, it can do this," and it will start growing on itself. Put that into your daily workflows and see what you get."

This is episode 726 Read the complete tranwcription on the Sales Game Changers Podcast website here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Seth Marrs, the primary sales AI and technology thought leader at Forrester. Find Seth on LinkedIn. SETH'S TIP: "AI is going to make you as a sales professional a lot better. It's going to make it a lot harder to be a seller, but for those who take advantage of it, it's not going anywhere soon. Tt's going to make sales more important and it's going to make the true nature of a seller. The true nature of a seller is independence and really trying to find your own way to do things."

This is episode 725. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Quinton Feltner, Regional Sales Vice President, Microsoft (Nuance). Find Quinton on LinkedIn. QUINTON'S TIP: "I put it in three buckets. Fix, avoid, and accomplish. Can you help somebody avoid something? Can you help somebody accomplish something? Can you help somebody fix something? When you really focus consistently and seeking to be that problem-solver, you're going to set yourself apart."

This is episode 723. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Bryon Kroger, CEO of software development firm Rise8. Find Bryon on LinkedIn. BRYON'S TIP: "Give away all your secrets. Every single one of them. If you want to have a value-based conversation with somebody, show that you're willing to give them value in the first place. The worry here with everybody is if I sell the secrets, they won't need me, but I promise, they'll still need to buy the implementation."

This is episode 724. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. This is a Sales Story and a Tip episode! Watch the video of the interview on YouTube. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview Linda Erickson of the Star Speaker Academy. Find Linda on LinkedIn. LINDA'S TIP: "I want to emphasize the power of using stories into your deliveries. If I would have said, "Oh, the Convention Center has 73,000 square feet," they aren't going to remember it. But they're going to remember a Guinness World Book of Records. They're going to remember the inaugurations. Those are the things that you leave people with, and you can always give them the information after. Data and information is good to a point, but it can also kill you."

This is episode 722. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Dan Carusi, Head of Client Success at Sandler. He also leads equine-based leadership retreats for executives. Find Dan on LinkedIn. DAN'S TIP: "Many people split into fear, uncertainty, and doubt that really holds them back from being their best at what they do. Don't fall into that trap. It is a mindset. The world's kind of crazy today but be on guard for not slipping and you're letting your mindset slip into that FUD. If you're pushing yourself outside your comfort zone, you're going to break the FUD cycle. They do go hand in hand."

This is episode 721. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Okta Federal Vice President Amy Johanek. AMY'S TIP: "Prepare. Think about the outcome that you want to achieve, put a plan into action, one that fits into your strategy, that has both near-term and long-term steps. Don't fall in the trap of being caught up in the day-to-day or the end of the quarter. Have a vision and make a plan and execute against it. Above all, deliver value for the customers, and your preparation won't be wasted if you do that."

This is episode 720. Read the complete transcription on the Sales Game Changers Podcast website here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Shibani Gambhir, Vice President, Sales Intelligence and Support at United States Postal Service. SHIBANI'S TIP: "It's an exciting time to be part of the Postal Service. We're going through a major transformation. We work in the millions and billions when we talk about programs and customers. You can have a very significant impact to customers, because you're able to offer great products and solutions. You're binding the United States together with the product offerings. That's something to be so proud of. The transformation that we're undertaking right now is unprecedented, and it's the single largest insourcing transformation in the United States. Lots of investments in our IT infrastructure, in our facilities, in our employees. The energy at the Postal Service is fantastic."

This is episode 719. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show focused on the concept of "Technology by Policy" and featured Federal Business Development and Marketing expert Rob Efrus and GitLab Federal CTO Joel Krooswyk. ROB'S TIP: "Try and walk in the shoes of your end user, federal customers, understand the pressures that they are facing, agency reorganizations, budget cuts, etc. doing more with less, and align your value proposition to those challenges and the policies that are driving those challenges." JOEL'S TIP: "Find some good sources of information and just subscribe so you're up to date. Don't let policy fly by as some of it's going to be really important. Find a few news sources you like. I'm a big fan of subscribing directly to the White House and to CISA. If you just get a few of those things coming in your inbox, you can at least keep up with policy changes as they're being published."

This is episode 718. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with "Thank You, It's True" Movement Creator and TEDx Speaker Cynthia Barnes. CYNTHIA'S TIP: "Whatever I thought the compelling offer was, most likely wasn't the compelling offer. I had to shift from the lens through which I was looking and get inside the head of my buyer, to the point where I started to think like them. I was then thinking, "What would my prospect do? What would my prospect say in this instance?" I wanted to feel what they felt. It was the psychology of my buyer. That's how important it was."

This is episode 717. Read the complete trascription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured Holly Rollo, the author of The Power of Surge. We also featured John Shrader, Chief Revenue Officer at construction software company Arcoro. HOLLY'S TIP: "The real thing that's going to differentiate you is a frictionless customer experience. That customer experience can't be managed if it's in bits and pieces all over the place. Then sales, marketing and customer success aren't radically aligned, which is what I'm a big advocate of. Priorities become really, really clear when you figure out where's the friction in that customer experience and how can you properly set goals, which I think would help align CEO expectations, not just on marketing, but on the investments and attention spent across the go-to-market roles that remove that friction and make the experience stronger." JOHN'S TIP: "What are those things that you're doing on a regular basis that cover three things? You're always prospecting, you're selling, and you're closing. There's different times in your day, your month, your week that the amount of time you spend between those three things shifts. The beginning of a month, you're going to be spending more probably on prospecting. The bottom end of a month you're doing more on closing. But that balance of how you do that in a day matters."

This is episode 716. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Government Business Results (GBR) leader Juliana Slye. JULIANA'S TIP: "For government marketers, you have to understand the persona that you're marketing to at a deeper level. That's step one. For the sales leaders and sales professionals out there, what I would tell you is understand that your role has changed. Your job is not to be the information or the education concierge. Your job is to be the trusted advisor who brings valuable insights above and beyond your company and your product, because they're going to find that information on their own to the table. Focus on the relationship and bring those insights that are relevant to their problems and challenges in their agency."

This is episode 715. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Vice President @ Infinite Electronics Jason Koshy. JASON'S TIP: "One of the most important things I took away from that is that in sales, it's just as an important career as being a doctor, an engineer, or any other profession. To be proud in what you do and to do it to make a difference in your customer or your end customer's projects, or whatever the business is trying to do, is critical."

This is episode 714. Read the complete transcript on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with sales performance specialist Cara Pacific Campbell. CARA'S TIP: "It's the relationship. If you are going to sell a multimillion-dollar deal, people are not buying your technology. People are buying your relationship, your support. They're investing in the trust that you've built. That was all relationship, the whole way."

This is episode 713. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with government sales leader David Peed, the Regional Director Department of Defense, Special Programs and System Integrators for Fortinet Federal. This is his third appearance on the Sales Game Changers Podcast. DAVID'S TIP: "You want to be thorough in your follow up. Timing-wise, you want to make sure that you hit all the marks there, but there's nothing wrong with taking a little time, showing a little patience, and the customer or the person you're interacting with, give them some time."

This is episode 712. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with sales expert Jim Padilla. JIM'S TIP: "Know your audience. That's your responsibility all the time. It should never be a situation where the project failed because you launched it to the wrong person. It is your job to do your due diligence and make sure that the people you're serving actually have the problem that you solve, and that they're aware, and that they're actually interested in solving it."

This is episode 711. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured KnowlegeNet.ai CEO Mehdi Tehranchi and CRO Nick Caruso. MEHDI'S TIP: "A salesperson now has knowledge of everything. That's what AI has done. Now put that knowledge into action, that's up to you. The salesperson needs to take that and take action. I think that's the biggest use of AI, no matter which AI you use. It has to be actionable." NICK'S TIP: "If you're not using ChatGPT right now, I highly recommend that you just use it and play around with it. The analogy I made is that recorder. Use the recorder just to get better at it and then challenge yourself. If you're a manager, look at what your team is doing and saying, "Can I make this more efficient?"

This is episode 710. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with business development leader at the Offit Kurman law firm Jim Ries. JIM'S TIP: "On LinkedIn, don't just post about you, me, we. Post about your experiences with other people, other companies. Share knowledge. It can't just be about awards that you've won or presentations that you've made. Make it about other people and make it about really relevant content that your network would want to see from you."

On this episode of the Sales Story and a Tip Podcast, Institute for Excellence in Sales cofounder Fred Diamond asks Mike Malloy of Malloy Industries for his key to success. This is a Sales Story and a Tip episode! Watch the video of the interview here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with fractional executive leader Mike Malloy. Meet Mike Malloy, the driving force behind Malloy Industries. With experience as a Deloitte consultant, traveling sunglasses salesman, and incubator program director at Halcyon, Mike's mission is to empower entrepreneurs by helping them buy back their time and focus on growth. In this podcast, Mike shares the inspiring story of how he helped a CEO, Catherine, who wanted to triple her revenue in the K-12 education space. She needed someone who could build a scalable sales strategy — and that's where Malloy Industries stepped in. After a thorough sales assessment, Mike introduced Catherine to three vetted fractional executives who matched her business goals and values. By selecting Michael, a strategist and hands-on executor, Catherine found her perfect match to build out her sales processes, increase win rates, and transform her business. 🔥 Key Takeaways: • The power of fractional executives for small business growth • Building trust and value in business relationships without keeping score • Planting seeds of success through networking and generosity. If you're a sales professional looking to scale and seeking a reliable sales partner, this is a must-watch! Learn how a "giver's mindset" can transform business and help you achieve your goals.

This is episode 708. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured AWS Public Sector Partner Sales Leaders Ash Thankey and Andrew Christian. ASH'S TIP: "We don't want stagnation at AWS. We want to make sure that people are hydrating themselves with knowledge and are learning and advancing themselves. Keep learning and keep being curious." ANDREW'S TIP: "Learn as much as you can continually. What we do takes practice. There's a lot to continue to learn with the technology landscape. Everything is changing day to day. In addition to just being better with the foundations as a salesperson, you also have to understand the context that customers are trying to make sense of these new changes as well. Learning as much as you can is really the only way that you're going to keep up with that."

This is episode 707. Read the complete transcription on the Sales Game Changers Podcast website here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an AWS Public Sector Partner Sales Leaders Jillian Swenson and Mike Blake. Find Jillian on LinkedIn. Find Mike on LinkedIn. JILLIAN'S ' TIP: "Differentiate yourselves from your peers by leveraging new GenAI tools to reduce repetitive time-consuming tasks and gain new insights into your customers. It's going to free you up and help you bring more unique value to your customers." MIKE'S TIP: "Cultivate a positive mindset and resilience. Selling to large integrators can be very challenging. Develop techniques to maintain motivation, overcome rejections, because there will be rejections, and celebrate your successes. Prioritize building those relationships and really understanding these companies. Focus on the customer's needs, earning their trust, rather than just going for the hard sale."

This is episode 706. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Jason Adolf, Vice President - Global Public Sector Vertical at Appian. JASON'S TIP: "For people who sell to the government, shed the COVID mindset. You need to go out, find a trade show, find an industry day, find a networking event, and go register for it and go. Your government customers are coming out. Your partners are going to be there. Washington tends to be a very incestuous community as far as trading people. If you are not out there, somebody else is. Your competitor is out there. If you are not out there, you're not top of mind."

This is episode 705. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Marc Monday, Vice President, Global Partnerships & Alliances at Deltek. Find Marc on LinkedIn. MARC'S TIP: "Embrace marketing. Don't fall into the trap of thinking that marketing is a separate discipline from what you do. Marketing is selling. Increasingly, the data shows 68% to 75%, even 80% of all customer buying decisions are done digitally online before you ever see them in your CRM. As a sales professional, it is incumbent on you to become an expert at marketing and understanding what that is. That bridge between sales and marketing is probably the single most important thing that will set you apart."

This is episode 704. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Theresa Caragol, Founder, and CEO at AchieveUnite. She is the author of Partnering Success: The Force Multiplier to Achieve Exponential Growth. THERESA'S' TIP: "Partnerships have become more important than ever, with the rise of the influencer, and the rise of AI, and the rise of 35 touches in an enterprise opportunity. They might be transactional, they might be sales, they might be consulting, they might be advisory, they might be procurement, they might be inside of your organization. Every single company in the world needs to have a partnering strategy from day one."

This is episode 703. Read the complete transcript on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Alan Versteeg, Global Chief Revenue Officer, Growth Matters International and James Hickman, Director of Sales at Altron Digital Business. JAMES' TIP: "Take 5 to 10 minutes, sit down and write down, out of this podcast or any of the other podcasts you've listened to on the channel, what is it you are going to go and do? Set yourself timelines to that and book a meeting now for a week or two weeks to sit down and review how you've progressed along those actions. None of what's been said on this podcast or any of the others is any value unless it's implemented and actioned. That's the only way to get results." ALAN'S TIP: "If you're a salesperson, make it a profession. That mindset will change everything. If you're a sales manager, realize you're there to grow salespeople that grow sales, not grow sales. That mindset will serve you everywhere. If you're an organization, realize that nothing happens until you make a sale. As the leader, start aligning the organization behind the sales."

This is episode 702. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Anna Frazzetto, the former Chief Revenue Officer at Airswift, a workforce solutions (staffing and recruitment) organization. ANNA'S TIP: "With the clients that you currently work with, find out something that you don't know about them. Because there's going to be something that you don't know. Either about the individual that you sell to. Have you done research specifically? If you're selling to a C-level person, maybe they belong to a certain committee that you didn't know about. Find out something new. Every bit of information helps out."

This is episode 701. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Mark Magnacca, President and Co-Founder, Allego, Inc. and Mark Lonzo, Director of Sales Development at The Hillman Group. MARK MAGNACCA'S TIP: "To take your sales career to the next level, pick a philosophy. In the same way that there's lots of great philosophies out there in terms of how to grow your business, how to be consultative, the key is to try to find one that you can actually follow. Trying to mix and match or mix religions, so to speak, is a lot harder than to pick one approach that you believe in and that you can hold onto and stay with over the long term." MARK LONZO'S TIP: " I have a sign in my office that says, "If we're not changing, we're dying." Always look for ways that you're always changing and evolving as a person. Don't become stagnant in your career. Always look for ways to improve. It's a constant self-improvement process that you need to engage in."

This is episode 700! Yay! Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Interviewing Fred for this monumental episode was LinkedIn Top Executive Voice Leader Kathy Obad. FRED'S TIP: "If one person listens to my podcast, then one person listens to my podcast, and I'm impacting one person. Now, I want thousands, but if you're making a difference with one person, and I know that the Sales Game Changers Podcast has done that, because people have told me. I know that the book has done that, because people have told me. Some people tell me they read it before they go on a sales call. The Love, Hope, Lyme book, I know that's impacting lives in a very, very challenging world. Anything we could do to make the world a better place is a good thing, even if it's one person at a time."

This is episode 699. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Insight Revenue CEO Zach Gropper and Jonathan Tice, CRO of WebPros. ZACH'S TIP: "If you're in a commercial leadership position, sales, marketing, go to the leaders across that team and make sure you have something on your calendar every week where you're getting together and talking across those functions about your customer. It's another way you can better align your organization. You're all playing, it's teams selling to buying teams, and that's how you can be a better partner and build better quality business." JONATHAN'S TIP: Rethink your role around how do you drive value for the customer in ways that they can measure and quantify."

Institute for Excellence in Sales Cofounder and Sales Game Changers Podcast star Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the success they want to achieve. John takes Fred through book as Fred personally answers the questions john poses through the book. In episode seven of seven, they techniques, actions, and things you can do to cross the zone of fear to achieve what's possible in your sales, business, and personal life. John discusses 15 actions you can take in the book. On the podcast, Fred and John go deep into 4 of them, including addressing negative self-talk and visualization. The reality is that once you identify False Evidence Appearing Real, you achieve almost anything. Thank you for joining with John and Fred to overcome these fears and live your most fulfilled life and achieve what possible in business and your personal life!

This is episode 698. Read the complete transcript on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Frame of Mind Coaching® process creator Kim Ades. KIM'S TIP: "Grab a piece of paper and a pen and write down these two questions. Question number one, what do you really, really want right now more than anything? There's two reallys there for a reason. Think about what you truly, deeply want. Not what is expected of you, not what somebody else wants for you, not what you think you should want, but what do you truly, deeply want? Question number two, what's stopping you from having it right now? What's getting in the way? Write down all the reasons, and that's your first exercise. Start to look at those reasons and understand that they are your beliefs."

This is episode 697. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with sales expert Dave Kurlan. DAVE'S TIP: "People don't buy presentations. Sales presentations are simply the same as political theater. If the selling was done properly, a person at a time, upfront, ahead of the presentation, the decisions have already been made. The lines have already been drawn, the presentation's not going to change anybody's mind. It's just theater, where the people on the buying committee get to ask some great memorable question and impress their boss or their boss's boss who happens to be in the room. There's nothing you can do in a presentation that's going to change that."

This is episode 696. Read the complete transcription on the Sales Game Changers Podcast website. Register for the September 13 Women in Sales Leadership Elevation Conference here. Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Kim Lynch, Executive Vice President, Government Intelligence and Defense at Oracle. KIM'S ADVICE: "Be in the market, be with your customers. I'm out there all the time. It's the best way to develop that customer trust, to be able to understand their challenges. Being with them, walking the hallways, it's so important, for all of us, the engagement with customers. You can't over engage. That's critical."

This is episode four of a 7-part special Sales Game Changers series for sales professionals on addressing the fears that are stopping you from achieving unparalled sales success. Institute for Excellence in Sales Cofounder Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the success they want to achieve. John takes Fred through book as Fred personally answers the questions john poses through the book. In episode four, John discusses the challenges fear can cause to physical and mental health. It also can cause severe impacts to relationships, self-esteem, and overall well-being. Diamond identifies some of the fears that he faces and Knotts guides him through answers. It's a fascinating process that will help you achieve more your life and sales career!

This is episode 695. Read the complete transcription on the Sales Game Changers Podcast website. Register for the September 13 Women in Sales Leadership Elevation Conference here. Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Marin Laukka, The Joyfully Financial Speaker. She's the author of Ready Enough: Your 7-Step Guide for Life's Hardest Decisions. IES Women in Sales Program Director Gina Stracuzzi conducted the interview. MARIN'S ADVICE: "Step into the version of you that already has the success, or that just got the negotiation, or just got the pay that you know that you deserve. What is that version of you like? What does she think? What does she do in the morning? What does she eat for dinner? What kind of conversations is she having around the workplace? How does she interact with a younger woman who's asking for her advice?"

This is episode 694. Read the complte transcription on the Sales Game Changers Podcast website. Register for the September 13 Women in Sales Leadership Elevation Conference here. Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Sales Leader John Carey, VP WW Alliances & Channels at SAS. JOHN'S ADVICE: "Stay abreast of the industry news. Find out what your customers are reading or listening to in order to better understand them. Sales is always going to be, whether it's virtual or physical, a person-to-person activity. If we can be authentic and customer-focused, with that knowledge behind us so that we earn the value that we bring in order to have that engagement with the client, it's a winning strategy."