Sales Game Changers | Tips from Successful Sales Leaders

This is episode 646. 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 Melissa Palmer, President HashiCorp Federal Inc. Read more about the Institute for Excellence in Sales Premier Women in Sales designation and program here. MELISSA'S ADVICE: "Challenge yourself to be the most active listener that you possibly can be, both with your customers, with your colleagues, with your manager. I think we can all get better at that."

This is episode 645. Read the complete transcroption 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 Shari Begun, VP of Sales, IOT and Consumer, at Renesas Electronics. She is a member of Chief. The interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director. Read more about the PWISE designation and program here. SHARI'S ADVICE: "A lot of people talk about their three to five-year plan at your customer or for yourself. I would say dream bigger than that. I would say look out, and for me, I say, "Where do I want to retire?" For someone earlier in their career, maybe it's, "Where do I want this customer to be in 10 years?" Then back it up. A lot of times when you look at the smaller picture, you don't dream as big. Think about it that way and then back up what you need to do.

This is episode 644. Read the complete transcription on the Sales Game Changers Podcast website 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 Lori Mihalich-Levin, founder of Mindful Return, and Rebecca Kwei, sales leader at Phathom Pharmaceuticals. The interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director. Read more about the PWISE designation and program here. LORI'S ADVICE: "For employers, I'd say, what is the current experience that your new parents are having? Ask that question. Can you answer the question, what is the experience that they're having? If you don't really know the answer, then go talk to them and do exactly what Rebecca's employer did, which is to ask for their feedback." REBECCA'S ADVICE: "Be bold and ask the questions that need to be asked. But we need to take it one step further and think of how what you're saying will be received, or what you're asking will be received to that particular audience. Because that can really help you adapt and ask it the right way where you're going to get the response that you really need."

This is episode 643. 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 Tiffany Taylor, Group Vice President Sales Development, from IES Premier Women in Sales Employer Oracle. Read more about the PWISE designation and program here. The interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director. TIFFANY'S ADVICE: "Voice your expectations, your aspirations, but also where you need help. Whether you are looking to move from covering maybe smaller accounts to enterprise accounts, it's important that you're great at covering the small accounts, but you got to let someone know that you're interested in covering the enterprise accounts so that they can connect you with the opportunities and the people that are going to help you get there. If you have an interest in being a sales leader, you have to be a great seller. But it's important that you let someone know that you have aspirations to be in leadership so that you can begin taking on some of the projects, some of the work, some of the mentorship that's going to help you build those muscles and that competency so that people can see you in that role."

This is episode 642. Read the complete transcription on the Sales Game Changers Podcast website 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 Mike Weinberg, author of The First-Time Manager: Sales and Joe Tarulli, GM and Sales Leader at Pyrotek. MIKE'S ADVICE: "Evaluate your calendar and get focused on the things that move the needle when it comes to creating, advancing, and closing sales. It's understanding the job is to win through your people and good things will happen." JOE'S ADVICE: "Keep it simple, find a process, and stick to it. There's a lot of benefit to consistency and the one-on-one accountability meeting is a great example of that. If you're constantly moving the target and trying different approaches, it's very hard to know where you're making gains and making losses. so pick a methodology, stick to it, and be consistent."

This is episode 641. 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 Dr. Philip Squire of Consalia. Consalia runs the UK's only Sales Business School, providing Masters, Postgraduate & Undergraduate Apprenticeship programs in Sales. PHIL'S ADVICE: "People pursue advanced degrees in sales because people are passionate about what they do in sales. They recognize the particular peculiarities of sales, and they want to become a master of it. If you're a sales director doing an MBA course, you're going to be given quite a lot of stuff that you may not be able to use that much. But if you think of the title of the Masters in Leading Sales Transformation, it's very relevant for conversations you might be having with customers."

This is episode 640. Read the complete transcript 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 Covideo sales leader John Simpson and his customer, Group Management Services Chief Revenue Officer (CRO) David Swift. JOHN'S ADVICE: "Don't be afraid of the phone. Don't be afraid of texting. Don't be afraid of video. Don't be afraid. You're just a human trying to sell their stuff. The other thing I would say is something that I had an epiphany on recently, is don't chase a title. Chase what you want your results to be." DAVID'S ADVICE: "Spend time in execution. It comes down to can you execute the plans in front of you? You don't need to spend time in the areas to recreate the wheel as they say. There are people who've been in front of you, you just dive in and don't accept mediocrity when you go do those things."

This is episode 639. 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 L'areal Lipkins and her client Chelsea Bouvier, Sales Manager at biotech research company Sanguine. IES Women in Sales Program Director Gina Stracuzzi conducted the interview. L'AREAL'S ADVICE: "Slow down to speed up and ask "Where's there a gap?" What's the behavior that's driving that gap? What's the belief that's behind that? What are the behaviors that we're doing or not doing that is generating that on the back end? Is it something cultural that as an organization we have these beliefs around our industry, our product, the economy, whatever it is, that is creating those behaviors or lack thereof, that is getting the results that we're getting or not getting on the back end?" CHELSEA'S ADVICE: "Stay consistent and go in with an open mind if you're changing your sales process. Often, salespeople are close headed, "Hey, it's working," but you're not always open to, "What else can I do to be better?" You're just scared, what could go wrong? I would certainly say be open and then be consistent."

This is episode 638. 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 Technology Sales Veteran and Leader Rick Herrmann, with experience at Intel and Microsoft. RICK'S ADVICE: "Focus relentlessly on your customers. We are constantly pulled in a lot of different directions. Our companies pull us in a lot of different directions. It's okay to say no to things. If you focus relentlessly on your customer, that's what we're all getting paid to do, and that's what your customer needs you to do. Think about bringing compelling value, delivering outcomes, and focus relentlessly on your customers."

This is episode 637. Read the complete transcript 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 Account Executive extraordinaire JC Pollard. JC'S ADVICE: "Dress for the job you want. Don't prepare or practice for the job you have now, practice for the job you want. For example, right now I'm in mid-market, I'm already listening to enterprise sales calls. I'm always thinking, "What's the next thing I want to do? How can I already start preparing for that?" I think that just accentuates and speeds up your progression and allows you for when it is time to take that next step, you've already been prepared for it for a long time."

This is episode 636. 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 Vlad Oleksiienko, the VP of Growth at Reply.io, the sponsor of this episode of the Sales Game Changers Podcast. VLAD'S ADVICE: "Try new prompts, because when it comes to sales development, it's all about cold outreach. It's all about your sequences. Check your stats, check your open or reply rates. If you want to increase your open rates and increase your reply rates, maybe you should try ChatGPT here. Say, "Here's my sequence. Maybe can you suggest some ideas here to improve it?" Maybe ChatGPT could suggest you something and it'll be maybe something that could help right away."

This is episode 635. Read the complete transcript 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 Anne Desjardins. She's the host of the Silver Lymings podcast and is an account executive with PaperWorks. ANNE'S ADVICE: "Activity equals activity. As much drudgery as it is to pick up the phone and call people, or send out an email, or touch base with somebody, even if it doesn't get you somewhere, it generates enough energy in the universe to support you and stuff starts popping in other places that maybe you didn't see it coming."

This is episode 634. 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 Dr. Grant Van Ulbrich, Global Director for Sales Transformation at Royal Caribbean and founder of Scared, So What. He's the author of "Transforming Sales Management: lead sales teams through change." GRANT'S ADVICE: "Personal change is any change that happens to you, for you, with you, or about you. It's not about the organization, it's about you, and how do you feel about that? What we need to do is we need to invite some methodology or some model that helps us to critically reflect on change so that we can diagnose it for ourselves versus making those assumptions. That's where I've created the new personal change model called Scared So What, and it's been a revolution for us and for our customers."

This is episode 633. 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 Sarah Olin. The interview was conducted by Gina Stracuzzi. SARAH'S ADVICE: "People need to remember who they really are. They need to get reconnected to their values, what they're committed to, why they love what they're doing. Take a moment to remember, why are you doing the work that you do? What do you love about it? How is this an expression of you and your values? How is this a contribution that you're making? Bring that into your next conversation and your next meeting and just see. That remembering is such a game changer for everyone."

This is episode 632. 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 Megan Miller. Megan will be a speaker at the IES Women in Sales Leadership Elevation Conference on October 12. The interview was conducted by Gina Stracuzzi, chairperson for the conference. MEGAN'S ADVICE: "There are four questions that will change the game for you. How am I feeling today and why? What is one act of service that I can do, one small act of kindness? What is one thing I can do today that'll inch me towards my goals, what I want for my life? What are three things that I'm grateful for?"

This is episode 631. 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 Kyla O'Connell with Win-Win Sales Training. Kyla will be a speaker at the IES Women in Sales Leadership Elevation Conference on October 12. The interview was conducted by Gina Stracuzzi, chairperson for the conference. KYLA'S ADVICE: "Explore how empathy is really emerging as a superpower in business. Not just because of how we're going to influence our customers to want to buy from us, not just because we're going to influence our teams to work harder to hit their goals because we're influencing them. Having that empathy for yourself so that you can recognize when you're having an off day, and forgive yourself, and get back to the next play. Because again, it's the kindest thing you can do, but it's also the most effective thing you can do for your career."

This is episode 630. Read the complete transcript 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 KPMG Sales Leader Julia Abramovich. We also recently interviewed Lorna Stark, National Sector Leader for State and Local Government at KPMG here. JULIA'S ADVICE: "Sales is all about outcomes, not activity. Sometimes we confuse the two. Activity leads to outcomes, but if you want to be successful in sales, measure yourself in outcomes, not just activity. That's a key framework in my mind."

This is episode number 629. Read the complete transcript 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 webinar wizard Johnny Beirne. JOHNNY'S ADVICE: "It's a competitive world out there, particularly in sales. People are going to a lot of meetings online. When you show up on screen, where the person looking at you goes, "Now this is sharp, this is different. I'm going to listen to this person. This is smooth, this is effortless," whatever terminology they use, you're going to stick out if you take these production values to heart."

This is episode 628. 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 Infinite Electronics sales leaders Jason Koshy and Sara Wakefield. SARA'S ADVICE: "Know your customer, and that's really always 101 type of stuff. But at the same time, don't cast the net wide. Focus, know how you're going to measure success, and then pivot if you need to." JASON'S ADVICE: "It's self-awareness. Figuring out where you are and what's going on around you and figuring out how to navigate it. Because there's a lot of things you can do, but we have to be much more prescriptive in what's going on in the world. That's self-awareness and understanding of where you are, where you want to go to, what you're facing, can really create a result-oriented successful result for the business and individually."

This is episode 627. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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 Dr. Nate Zinsser, author of "The Confident Mind." NATE'S ADVICE: "Get to the understanding that I control my own mind, not my customers, not my boss, not my last experience. I control my last line. I have what the great writer Viktor Frankl refers to as the last human freedom, the freedom to determine my own choice and my own attitude regardless of circumstance. I challenge you to act on that hour, by hour, by hour. Let's see how far that conviction can take one."

This is episode 626. 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 for 2022. Read the announcement here. Purchase Fred Diamond's new 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 Maryam Emdadi from IES Premier Women in Sales Employer Carahsoft. Read more about the PWISE designation and program here. The interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director. MARYAM'S ADVICE: "Lean into all the hard things. Don't avoid them. Don't avoid the risk. Once you actually lean in and try it, you realize it's not rocket science and nothing bad will happen if you mess up the first time. Take all the risks you can, take all the challenges you can. Ask for the extra work, ask for the position. Take a risk on a campaign or a go-to market strategy that you're not sure will execute results. Out-of-the-box thinkers and people who are really putting themselves out there to do things that are creative, that are different, and a little risky, I don't think you ever regret those."

This is episode 625. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! Martha Mathers is the Chief Revenue Officer for OPEXUS (formerly AINS). MARTHA'S TIP: "Take every opportunity you can to learn. If I don't understand something, I will take the time to invest. I try and hire people who can teach me something new and help broaden my horizons or help me learn different perspectives as well. For me it's that learning and constantly looking at the next horizon and never assuming I have a complete playbook, or toolbox, or something along those lines, always looking for ways to improve.

This is episode 624. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! After a successful career in sales leadership at companies such as Salesforce, Silicon Graphics, Oracle, and DEC, Joe Markwordt is taking his talents to Loyola University in Baltimore teaching sales to college students. Joe also appeared on the podcast in 2018. Listen to that podcast here. JOE'S TIP: "It took me about six years to become what I would consider to be a sales professional, and another five years to earn what I consider to be a PhD in sales. You might say, where do you get a PhD in sales? Well, you get it in the University of Hard Knocks, and that's where tuition payments are the commissions lost on deals that you could have won. Here's my advice. Learn from your mistakes. You mentioned that early on, learning, you're going to lose deals, you're going to blow calls, you're going to mess up. Every time you do that, you're paying a tuition payment into getting that PhD in sales. But you got to learn from it. You've got to incorporate the learnings into the next thing, so the next time instead of spending six months on a deal you're going to lose, you cut the bait after two months, you disqualify, and you move on to the next deal."

This is episode 623. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! Kim Napolitano is Executive Director for Industry Relations and Intermediary Group for Sales at Hilton Worldwide. Gina Stracuzzi, Program Director for the IES Women in Sales programs, conducted this interview. KIM'S TIP: "If you are sincere about growing in your space in a leader or whatever that looks like, feel free to get a professional coach. There are so many out there, great organizations that represent these coaches. They do a lot of great work and they're able to speak to you from a position that more than likely your own leader either may not be aware of or may not feel comfortable speaking to you in a certain way. This is a great way for you to get some additional feedback."

This is episode 622. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! TOMMY'S TIP: "Be curious about yourself. What I mean by that is understand why you are winning deals; understand why you're losing deals. If it's hard for you to understand that, go find someone like me, or Andy, and ask that question and they'll help you figure it out." ANDY'S TIP: "If you're an SDR, AE, manager, leader, whatever, is embrace the grind. Sales is a grind, and if you out grind people, you'll usually beat them, and you'll be very successful, and you'll become a better person for it."

This is episode 621. Read the complete transcript on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! BARBARA'S TIP: "Focus on a growth mindset. What are ways that your product or service is going to help your clients make money or save money and make a genuine impact on their business. If you can shift your mindset for how you're able to do that, it'll make it so much easier having those customer conversations, and it'll make you energized about your business and you can understand how you're impacting your clients' business. It'll make you a better teacher to your team because you're teaching them on how your product or your service is making their clients better, making their businesses better."

This is episode 620. Read the complete transcription on the Sales Game Changers Podcast. Purchase Fred Diamond's new 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! LORNA'S TIP: "making sure that you're building new relationships, that you're maintaining your existing relationships, and that you're also transferring your relationships to others. It's really important to think about that holistically from the very beginning of your career. For me, I didn't really realize the importance of maintaining the relationships until maybe I was 5 to 10 years in. It's especially important in government, for those who are selling in the public sector."

This is episode 619. Read the complete transcription on the Sales Game Changers Podcast website Purchase Fred Diamond's new 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! Carrie Esker is a sales and performance coach. CARRIE'S TIP: "Remain curious, to stay childlike in your desire to learn, to explore, to ask questions of others and of yourself. I guess that falls right into being coachable. But just in your daily life, it will pull you out of the loops in your brain that we've discussed today that aren't serving you, and it will open up the space for you to grow, increase sales, and really be fortified and flourish in your life."

This is episode 618. Read the complete transcript on the Sales Game Changers Podcast here. Purchase Fred Diamond's new 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! Joan Fletcher is a leadership coach. Learn more about her company Winning Ways here. This interview was conducted by the IES Women in Sales program director Gina Stracuzzi. JOAN'S TIP: "Figure out why. Figure out your why, like Simon Sinek's book, but know why you're doing what you're doing every day. It better not be just a job. Make it more than that. Figure that out and then make sure you're focused on that in your sales, and you'll be much happier and you'll have much more success."

This is episode 617. Read the complete transcript on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! Dr. Philip Squire is the author of Selling Transformed. PHILIP'S TIP: "I realized after a couple of years of looking at the data that actually customers weren't so much interested in competence, and skills, and sales methodology, and process, but they were really interested in the core values that salespeople demonstrated." GRANT'S TIP: "To move forward, let go of the 1980s consultative sales tips and tricks and everything else to manipulate the sale. We don't live there anymore." AXEL'S TIP: "in the cloud market, trust and loyalty are the two things you're looking for. When you try to establish trust, you cannot fake. You need to be authentic. You need to be really customer-centric, otherwise it'll be felt as being not authentic."

This is episode 616. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! Khris Fenton is the VP of Sales Development and Partnerships at Altrata. KHRIS' TIP: "Beyond just the focusing on yourself as a sales professional, realize that you've got to have that discipline and balance in your total life in order to be a more effective professional. Play the long game, invest in yourself, do good by others, and generally the universe will reward that."

This is episode 615. Read the complete transcript on The Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! Larry Long, Jr. is the author of Jolt!: Get Zapped into Intentionality: Rediscover and Believe in Your Inner Greatness. LARRY'S TIP: "As a sales professional, sales leader, you're a business owner. I encourage you to run your business like a business, and most businesses have a business plan. The one action I want you to take right now is write a business plan. Go ahead and document where you want to go. Document who you need to mount up. Because if you want to go fast, go alone. If you want to go far, let's go ahead and mount up with a team and then let's execute on that game plan."

This is episode 614. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! JENNIFER ON WHY SALESFORCE IS A PWISE: "Always be learning and always leaning into being curious. I think that's very important in our role and in all sales roles as well. For women, I would say believe in your own growth and potential and don't let others define what roles that you're going to be aspiring to."

This is episode 613. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! JARON'S TIP: "The power of one more. Make one more call. Do one more door knock. Do one more follow up, but just one more. You'll be surprised what that one more will yield for you from a revenue perspective. Activity yields results, so do the power of one more."

Tips for sales career success. This is episode 612. Purchase Fred Diamond's new 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 Sam Horn's new book "Talking on Eggshells: Soft Skills for Hard Conversations" here. SAM'S TIP: "Pema Chodron said, "Do not let people pull you into their storm. Pull them into your peace." I think in sales, as leaders, our goal is to set an example of respect. If we choose to do that no matter what, using some of the things you learn in this book, you really can pull people into your peace instead of letting them pull you into their storm."

This is episode 611. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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 Jenna Kroll from IES Premier Women in Sales Employer Datasite. Read more about the PWISE designation and program here. the interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director. JENNA ON WHY DATASITE IS A PWISE: "We're honored to be recognized and win this award. It goes back to everything that we're doing within the organization daily. It boils down to that the company is committed to supporting diversity, equity, and inclusion. That really is implemented across the company. We're in a highly competitive industry and we have to continue to innovate. It's crucial for our success, and we can't do that if we don't have a wide variety of differing ideas being shared. I think that's why it's really important for us to continue to innovate.

This is episode 610. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! ALYSSA'S TIP: "Optimize for learning and development in your career. Take every moment you can for professional growth, to learn something new, to shadow someone who's doing something exceptionally well. The more opportunities that you can take to really invest in learning, especially early, but of course throughout your career, the more opportunities you will give yourself over time."

This is episode 609. Read the complete transcript on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! ROBIN'S TIP: "This is a long-term relationship you're building. This is good reputation that you're trying to build across an entire organization or entire industry in some cases. It's not a closed end transaction where I sold something and I'm done with that transaction and that transaction is gone and I'm waiting for the next transaction to come across. When we talk about professional salespeople, we're talking about them in the context where people follow people because of the reputation of who you are as an individual, like we're talking today on this podcast for a reason."

This is episode 608. Read the complete transcript on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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 Sarah Walton, the host of The Game on Girlfriend Podcast. SARAH'S TIP: "What I'd love you to do is I want you to think if this year was so shockingly abundant that you blew your own mind, just, "Holy cannoli, oh my gosh, I did it," the question is one, what would've happened and who would you have become to cause that to happen? Those are the two questions out of that. I want you to think about that woman, what you just wrote down, what would've happened and who would you have become, and I want you to think about that woman, the woman who caused this year to be the most abundant year you have ever had. When you think about her, I want you to ask her, "What three actions do I need to take today?" Another way to ask that is, "What did she do to get there?"

This is episode 607. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! MICHELLE'S TIP: "Not only do buyers need more information and have access to more information, they've got access to conflicting information and don't really know how to make good decisions, oftentimes in this environment. Going into a sales cycle with a buyer, buying team today, you have to really acknowledge that."

This is episode 606. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! JUSTIN'S TIP: "Here's my measurements in quota. One, did I have a good experience that day with my family? Two, did network grow on a global level? Those are the only quotas that matter to me. I found all this other stuff takes care of itself. And life in the space of gratitude."

This is episode 605. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! TIEN'S TIP: "Come up with a do-not-do list. Everyone has a to-do list. Let's come up with a list of things that we don't do and then focus on three things every day, three of your highest impact things every day. Try it for 90 days and see how it works out." BOB'S TIP: "Find your genius. Find what separates you, what differentiates you, and then talk about it constantly, and let people know."

This is episode 604. Read the complete transcript on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! SUSAN'S TIP: "Be bold. As you go forward, sometimes some of the things that we're being asked to do are a little bit scary, to voice your point of view when it might be different than others, to end up calling on new customers rather than those that know you and love you and trust you, to learn new technology when you've mastered a previous one, and you need to evolve. Sometimes it's scary and I would say that, acknowledge that, but do it anyway." JOE'S TIP: "Embrace the change. You're living in an environment now, there's more change on humankind than ever before with some of the AI and machine learning environments that we have out there. I would suggest embrace it, understand what's going on, and then work really hard to be a professional. That means understanding the selling, you're selling skills. Whether that be challenges, sale methodology, whatever you want to use, understand your industry and really get into it."

This is episode 603. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! WILL'S TIP: "Whether you're a sales representative or you're a sales leader, I think you really need to dig deep on being intentional. I think everyone needs to look at themselves in the mirror and say, "Am I doing enough to be intentional with my outreach? Am I being intentional with my follow up? Am I getting out of my office as a sales leader and walking my sales floor? Do I know my reps? Do I know their background? Do I know what makes them tick? Do I understand their circumstances?"

This is episode 602. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! TJ'S TIP: "Take the thing you need to do this week and find someone to get leverage and accountability on yourself to make sure that you have to do it no matter what."

This is episode 601. Read the complete transcript on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! SCOTT'S TIP: "Don't forget about the math. A really good salesperson must understand the math of their client. If you're just reasonably good at math, you end up being a better salesperson. Understanding the business content, understanding how their budgeting process works, understanding how they evaluate a decision to invest or not invest. Understanding the business context of is this solution going to help you with your top line story or is it going to help you with your bottom line story? JEANETTE'S TIP: "Have great mentors. I have had amazing mentors, both men and women. Right now, Michele Bettencourt, the chair of our board meets with me every other week. It's a huge investment of her time. A mentor goes a long way in helping you to progress your career. But also just someone that you can discuss things with, and throw ideas against and get feedback on. It doesn't always have to be, "How do I get from step A, to step B, to step C?" It's like, "Hey, I'm thinking this. What do you think?" Surround yourself with great mentors."

This is episode 600! Woo hoo! Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! MARK'S TIP: "The biggest thing is take control. Take control of your destiny. Take control of your own success. Start today, look at your calendar and delete every single meeting that's not critical that you're in, or that isn't leading you toward delivering value for a customer. At the end of the day, we can't forget that the life we chose in sales means that we get paid to hit our number. At the end of the day, it always boils back down to that simple fact. What you have to do is block the noise out and take control and drive your own success." BRIAN'S TIP: "On a personal level really important just to keep your mental health front and center, whether that's exercising every day, whether that's finding some downtime, whether that's proper nutrition, whatever that is, to ensure your makeup as an individual for yourself, for your family, for your friends. Having a whole life allows you to contribute exponentially more as a professional and as a colleague and as a teammate."

This is episode 599. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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 Rennie on LinkedIn. Visit Wealth on Any Income. RENNIE'S TIP: "Go through an exercise to determine what their values are and operate based on their values. That's what wealthy people do. It's not about the external. It's not competing against the Joneses. It's what are my values, and operating on that."

This is episode 598. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! CINDY'S TIP: "Google something about how do I learn how to play golf? Have the courage to get off the nail and learn to play the game. Google something, golf etiquette. Go read that. If you don't have time to take a lesson, go learn all about the etiquette. I dare you."

This is episode 597. Purchase Fred Diamond's new 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! Read the complete transcription on the Sales Game Changers Podcast website. EVA'S TIP: "Making sure in meetings that women's voices are heard, because the thing is that when a man promotes himself as that kind of leader, all inclusive, I want everybody to be heard, I want everybody's opinion to be seen and heard, then that starts to spread."