Sales Game Changers | Tips from Successful Sales Leaders

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."

This is episode two 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 the book as Fred personally answers the questions john poses through the book. In episode two, they address professional fears, such as the fear of failure, the fear of success, and the fear of rejection and how they all impact your business and sales efforts. 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 693. 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 business consultant Monica Stewart. MONICA'S TIP: "Treat your role and your own book of business just like a consultant would. If you're stuck in Q1 and you're saying, "I don't know how I'm going to get to my number," don't just think like, "I need to sell more," really start to break it down. "Do I have the right people in my pipeline, and do I have a good way of getting more of the right people in my pipeline?" Then once they're in there, "Am I really doing a good job at moving them through the process that they need to go to?"

This is episode three 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 three, they address how to expand the Comfort Zone by more effectively navigating the Fear Zone. John contends that most people spend their time in the Fear Zone, so they need to learn how to get through it into the Comfort Zone. 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 692. Read the complete transcript 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 Reilly, Sr. Manager Global ISV Sales at Amazon Web Services (AWS). JOHN'S ADVICE: "Execution starts with relationship and trust. You only have one thing in this world, and that's your word. Once you break it, you're done. Business is built on trust with your customers and with your team. It's the most foundational element of all business. You have to earn the trust. It's an active thing, not a passive thing. You're not just granted trust, you have to actually go out and earn it."

This is episode 691. 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 Rebecca Wetherly, AWS Public Sector Systems Integrator Partner Director. Rebecca was the IES Partner of the Year for 2024. REBECCA'S ADVICE: "Leverage your network from others who are doing the job. I have a close group of trusted advisors myself who I lean into for advice and counsel from a professional lens. Find mentors and advisors who will share, who will ask you questions and give you good perspectives on what you're strong at and what you do well and what you don't do well."

This is episode 690. 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 Jennifer Kenney Smith, known as JKS. After a hugely successful career in enterprise sales, she now each leaders & executives how to Unlock their Power and Up-level their Life. She uses yoga to help manifest that. JKS' ADVICE: "In the corporate world, we are empowered, we can make new choices, but it's going to take some new patterns, new programming, overriding the ones that drop us into comfort and keep us in fear. I can do my breath work. I can do some box breath here to override the discomfort or physiology. If I get up and I move my body, throw on an amazing playlist with your favorite songs, I promise you, you start to move a little different."

This is episode one 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 one, they address what fear is and how is stops sales professionals from achieving greater success. 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 689. Read the complete transcription on the Sales Game Changers Podcast website. Register for the September 13 Women in Sales Leadership Elevation Conference here. Today's show featured an interview with Jessica Samuels. She will be a keynote speaker at the Conference. IES Women in Sales Program Director Gina Stracuzzi conducted the interview. JESSICA'S ADVICE: "Define what you want your LinkedIn to do for you. Because that's going to tailor it based on, do you want to just be seen as a more respectable, authentic and leader that's also a thought leader? Then you're going to shift your LinkedIn a bit differently than if you want to launch a part-time business and attract clients. Define your goal as to what you want LinkedIn to do for you."

This is episode 688. 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 Oracle Cloud Regional Sales Leader Sara Chen. SARA'S TIP: "The main takeaway from this experience is that even at a large enterprise such as Oracle, that the Oracle type of company will pivot and point resources and strategic alignment to initiatives that is ultimately valuable, even if it's not an existing focus for the company. If you work for a company that values that innovation, the nature of emerging technology, it should be feasible to shift and take advantage of the brand, network and resources that a large enterprise such as Oracle could provide, but ultimately mobilize quickly in a specific field or area, whether that's AI or not that the market is trending towards."

This is episode 687. 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 Splunk VP for Public Sector Bill Rowan. BILL'S TIP: "A good account plan will have a combination of things that you understand, directions, strategies the account is following, but also let's understand the gaps we might have in the account. What do we need to be working on today, next week, next quarter to continue to build relationships? That's the portion I always want the team to come back with when they've done their account planning, is what have we discovered that we don't really understand well enough about the account, whether it may be a new initiative, a new program coming under way, maybe a challenge with a competitor in a particular area that we can exploit. Understanding those pieces that we don't understand, to me, is just as critical as the components that we do."

This is episode 686. Read the complete transcription on the Sales Game Changers Podcast website. Attend the August 15 IES Big Stage event here. 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 Cortney Steiner, a sales leader at IES Premier Women in Sales Employer (PWISE) Carahsoft IES Women in Sales Program Director Gina Stracuzzi conducted the interview. CORTNEY'S ADVICE: "Make sure that you have something for you, that you have time for yourself. What works for me is I love exercise. I love running, I love swimming and biking. Ensuring that I have at least a 30-minute window during the day, sometimes that's at 4:00 in the morning, or 8:00 at night, but making sure that I carve time out for myself so that I can have a recharge moment and be the best that I can be for my customers and for my teammates."

This is episode 685. Read the complete transcription on the Sales Game Changers Podcast here. 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 Jessica Joines. She will be the keynote speaker at the Conference. IES Women in Sales Program Director Gina Stracuzzi conducted the interview. JESSICA'S ADVICE: "It's an evening practice that I have. I review my day and I go in a chronological fashion. All the things that I feel really good about, I did, I acknowledge them. Like a virtual pat on my back. "That was great," I celebrate myself. I acknowledge the good. Then the things where I'm like, "Oh my God." We all have them, those things that are whatever, I say, "I forgive you, Jessica." I do a self-forgiveness and letting it go. Because what happens is, and neuroscience is actually showing a lot of this interesting enough, you don't let those things go. It's a living pathway and it stews and then they just keep compounding all that negative self-talk. Making it a daily practice to celebrate the self."

This is episode 684. Read the complete transcription on the Sales Game Changers Podcast website. Register for the Hybrid IES Big Stage Program in-person at the Carahsoft Conference Center or virtual 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 Brian Shea, the headliner at the August 15 Big Stage program. BRIAN'S TIP: "If your call plan and your engagement strategy is not built outside-in, meaning what's important to the buyer and how am I going to show up different tomorrow with that buyer to show that I understand them, I understand their business, I understand their industry, I understand their headwinds. If I don't know all the answers, I have highly curious questions to ask them about the challenges that they have in achieving their corporate objectives. In other words, I can probably execute that meeting without any slideware."

This is episode 683. 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 Jeff Giagnocavo, founder of The Big Ticket Life. JEFF'S TIP: "If I want to get myself amped up, I put myself back in time, and I keep this picture fishing with my grandfather as a little boy, right before the abuse started. Move yourself into that place. Get that mind in that good spot, that positive spot where you were that best person where everything was ahead of you. Then go make that call and I bet you you'll get the deal and you'll feel a lot better about getting it."

This is episode 682. 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 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with TalentRemedy Managing Director Stephanie Rowzie and Donald "The Sales Evangelist" Kelly. STEPHANIE'S ADVICE: "Put yourself back out there. I was recently at the IES awards ceremony with 200 plus people, dynamic salespeople and sales leaders. I walked out of there feeling like I was on fire. I was like, "I want to be one of these people. I want to be one of these people who get up and show up and have the energy and make conversations and represent my company well." DONALD'S ADVICE: "The biggest thing that I go back on whenever I see my motivation wane, is I look back at why am I doing what I'm doing? This couldn't come at a better time because of stuff that we're doing within our organization, and also things that I've done in my personal life. I feel that for me though, I go back and evaluate the why. Why am I selling this? Who am I selling to? Do I enjoy this?"

This is episode 681. 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 Dave Dantus, Vice President Sales– US Public Sector for Appian Corporation. DAVE'S TIP: "You just need to allocate time on developing strategy and culture. If you're micromanaging account executives and you overfocus on dashboards, you won't have the time to focus on it."

This is episode 680. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! 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 sales and marketing leader Barry Toser from the TNT Advisory Group. BARRY'S TIP: "Identify who the key decision makers are and work with them on particular programs and events. There are industry events and conferences where the senior level buyers attend. This provides a great opportunity to network and build relationships with that, with them in that kind of environment. Always look for ways to offer value. Take them to dinner. Don't be bashful."

This is episode 679. Read the complete transcription on the Sales Game Changers Podcast here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Joe Tarulli, GM and Dennis Been, Sales Development Leader at Pyrotek. JOE'S ADVICE: "if you want to be successful, model success. Find a mentor in their organization who's having the type of success that they want to have, invite them to coffee, take them to lunch, pick their brain, ask them good questions. What are they doing? How are they structuring their days? Who are they calling on? What questions are they asking? I've looked at people who were already doing what I wanted to do, and I've asked, and people are generally very happy to share that with you." DENNIS' ADVICE: "Being one step ahead is a mantra, is a phrase we use continuously in our company. It comes back to being proactive as well. But being one step ahead with everything you do is going to make the difference going forward for you."

This is episode 678. 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. 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Brian Shealey, Vice President of Sales at Rohirrim, a generative AI developer of RFP response technology. BRIAN'S ADVICE: "Be passionate about what it is that you're doing. Always be hungry and thirsty for more knowledge and continued improvement. That is the biggest difference in my mind of some of the greatest sales leaders and salespeople I've worked with, is there's a continued curiosity. Constantly improve yourself and bring new knowledge and challenge paradigms that are out there, that are dated."

This is episode 677. 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Alleyoop Women in Sales leaders Nicole Wasilnak and Holly Sauer. IES Women in Sales Program Director Gina Stracuzzi conducted the interview. NICOLE'S ADVICE: "The SDR job is tough but keep doing it because the experience that you will get out of that role is something that you can't learn in any other role in sales. All of my program directors started out as SDRs" HOLLY'S ADVICE: "My advice is for the people who SDRs call. Be curious about a value proposition that is presented in a way that made you lean in, because they might be calling with a solution to something that's going to change your entire organization."

This is episode 676. Read the complete story 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! 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 content creation expert Stephen Steers. STEPHEN'S TIP: "What is going to get people to come towards me and ask me questions about things? Is that good content? Is that some things that you talked about on a podcast? Is that great lead magnets that are really adding so much value that they're overwhelmed and need to hit you up and have you do it them? Really take some time and leverage the personalization."

This is episode 675. Read the complete story on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! 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 sales expert Andy Miller of Big Swift Kick. ANDY'S TIP: "It's really about relationship. And you know, in sales you have to have whatever your service or product is, has to at least meet the minimal acceptable to get the job done. But relationship is everything in sales and RFPs and account management. People will help you succeed if they know you like you and trust you. Liking you is not enough. Trusting you is not enough. But they need to know you like you, trust you, and they will help you. And some of the components of that is, to me, get curious, get fascinated by people, get to really know them. Stop viewing them as somebody to get you to a transaction or a deal or a close, just get to know them."

This is episode 674. 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 an interview with mindset specialist Umar Hameed, NLP Mindset Coach for Salespeople and Leaders. UMAR'S ADVICE: "I want you to know with certainty is there's a better you inside you. Instead of being something unreachable, what I want you to know is it's within your grasp. All you need to do is just ask the simple question, "What does my future look like if I actually reach my full potential?" Just let yourself daydream and the vision will appear. That'll be the first step to achieving it, is realizing, "Oh my God, I could effortlessly talk to clients and get them to say yes. I could feel comfortable and powerful going out there in my sales career. I could be a great mentor for people to help them grow and become better salespeople as well." All it takes is knowing that one truth, and this is a truth, is there is a better you inside you. It's a joyous journey to find that version of you so you become the person you were always meant to be."