Sales Game Changers | Tips from Successful Sales Leaders

This is episode 673 and is a Sales Story and a Tip podcast. Read the complete transcription on the Sales Game Changers Podcast website here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Tricia Fitzmaurice, Public Sector Vice President of Sales, Rancher Government Solutions. TRICIA'S TIP: "My ask of my sales teams is to be curious, be invested in who you're speaking to, be invested into what their mission is, understand why they get up and get out of bed every day and go into work and serve the missions that they do, and then speak to them about those missions and how we can support them."

This is episode 672. 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 sales management strategist and best-selling author Lee Salz. LEE'S TIP: "The sensitivity that executives and business owners need to have with sales compensation is, first understand the needs of the business and the activities and behaviors you're trying to drive, and then use compensation as the lever to get those salespeople to do what you want them to do."

This is episode 671. 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 Julianne Zuber, Vice President, Strategic Technology Ecosystems at Skillstorm. IES Women in Sales Program Director Gina Stracuzzi conducted the interview. JULIANNE'S ADVICE: "Women are 10% more likely to attain their quota than their male counterparts, and they only occupy 29% of the B2B sales roles in the workforce today. If you don't have a woman as a CRO in your company right now, you're doing your revenue a disservice. You're doing your shareholders a disservice,"

This is episode 670. Read the complete transcription on the Sales Game Changers Podcast website. This is a "Sales Story and a Tip" podcast 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 Federal News Network sales leader Jeffrey Wolinsky. JEFFREY'S TIP: "The tip is how timing impacts your overall pipeline management. You need to have multiple companies, multiple prospects in all aspects of the sales process because timing is a factor that us on the selling side of the equation can't impact. Sometimes the timing has to be right for the prospect, even when all of the other aspects of the opportunity are lined up. Use timing in your favor but use timing to drive your pipeline to be more robust so that you can deliver the results that you want."

This is episode 669. 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Women in Sales legend Barbara Weaver Smith, the author of Whale Hunting: How to Land Big Sales and Transform Your Company. BARBARA'S ADVICE: "The Whale Hunters model is scout, hunt, harvest. It's loosely derived from how the Inuit people hunted whales. We use a lot of their terminology and a lot of their belief and value system in our work. A whale hunting company is one that everybody in the company understands how they make money and their role in it. We do a lot of work with targeting ideal customers, which would be whales. A whale could give you a deal that's 10 to 20 times bigger than your current average deal."

This is episode 668. 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 Women in Sales legend Jill Konrath. She's the founder of What's Really Possible. She's the author of 4 influential sales books including "Selling to Big Companies." JILL'S ADVICE: "What do you care about? What matters? There are people whose passion is with the environment. There are other people whose passion is with health-related issues or fitness or whatever. To me, it doesn't matter what it is. What matters is that we throw ourselves into something and contribute to society and to our world to make it a better place. To stand back and go, "There's nothing I can do." Well, that's not true. Getting involved is something."

This is episode 667. 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 Tamara Sniffen, VP of Commercial Excellence – Trauma and Extremities at Stryker. IES Women in Sales Program Director Gina Stracuzzi conducted the interview. TAMARA'S ADVICE: "You want to continue to learn and grow and keep that growth mindset. If there's a role that you want to go into, find people that are doing the role you want to do, whether it's the next role or two roles up, and talk to them and figure out what are your gaps to getting there. Have them help you focus on what can a development plan be so that you can continue to grow. You need to have that early, and at no point does it ever end."

This is episode 666. 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 Antonia Van Becker and Greg Lee from the Self Health Institute. GREG'S ADVICE: "Our body really pays attention to what we do in our brain, and really pays attention to what we do in our body. If we can consciously take a breath when we go to do important actions, and that breath is actually anchored in some of the things that we learn in processing our emotions, a conscious breath is an amazingly powerful thing to do before we pick up the phone to make the call. "Aah," call. ANTONIA'S ADVICE: "When you're taking that breath, whether it's before you're going on stage or picking up the phone, you're breathing in and you are right here, right now. You're thinking of present moment awareness, not worrying about the past or fearing the future. You are right in the present moment where the love happens, the healing happens, the knowing happens so that you can project your true spirit right in the moment."

This is episode 665. Read the complete trancript 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Elyse Archer, CEO & Founder of She Sells. The show was hosted by IES Women in Sales Program Director Gina Stracuzzi. Elyse's customer Amy Kniseley appeared on the show as well. ELYSE'S ADVICE: "Instead of making a list of reasons why you can't, in your head, why don't you make a list of reasons why you can and quit going from worst case scenario to best case scenario. You have to be your own best advocate, not just in sales, but in life, in all areas of life. Make a list of reasons why it's possible for you. Your customers, your money, your job opportunities, they're just going to mirror to you how you're feeling and thinking about you. You'll see things start to shift, but it has to start with you validating you first."

This is episode 664. 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with sales leader and horse racing handicapping expert David Peed. David was featured on the podcast in 2019. Listen to the show here. DAVID'S ADVICE: "Like when handicapping horse racing, it's doing your homework. My first job as an individual contributor was before the internet was really up and running. I went to the library to study my clients and learn about them. I knew holistically what the agency did, what their mission was. It's really do your homework. Trust your judgment, trust yourself. Give yourself some credit. More importantly and equally important, follow your passions. They will fuel you mentally and other ways into a successful career."

This is episode 663. 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 Margo Edris from Salesforce and Mayssa Haddad from AWS. Margo is the Institute for Excellence in Sales Jay Nussbaum Rising Sales Star Winner for 2024. Mayssa was the winner in 2023. Attend the award event here. MARGO'S ADVICE: "I'm a big fan of setting the next meeting while in the current meeting, also doing those monthly meetings with who matters most, or really a quarterly cadence. But the more you stay in front of the right people and are stringent about your calendar and where you're spending time and energy, that's the real way to advance and see tangible results with what you're trying to accomplish." MAYSSA'S ADVICE: "Find joy in what you do and find what motivates you. Find your why, why will you get up in the morning every day? What do you want to be remembered for at the end of your career? It's only after you have answered those questions that you will be able to, one, understand your motivation, and two, operate at your most optimal and happiest level.

This is episode 662. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Sales Employer (PSE) 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 Gerilyn Horan, Vice President Group Sales & Strategic Accounts at Hilton. She is the Institute for Excellence in Sales Women in Sales Leadership Award recipient for 2024. Learn more here. GERILYN'S ADVICE: "Ask for the business. I think we have to be very intentional about that this is why we're here, we want this partnership. But that also, it should be a partnership. In any engagement, it's not just we're going to give and do and give and do. There should be a little bit of the what's in it for us? As for the business, understand that the customer understands you're committed and this is what you want, but that it is a two-way street, a strategic partnership, and there should also be some win in it just beyond that transaction for you and your company. When there's skin in the game on both sides, it changes the dynamics of the relationship I think in a positive way, that is meaningful."

This is episode 661. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Sales Employer (PSE) 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 Greg Lullo, CEO of Alleyoop, and his customer, Terry Husayn, VP of Engagement at live conversation company Orum. GABE'S ADVICE: "You have to be practicing and you have to be consistently, consistently, consistently rehearsing that. I remember driving to work every single day when I was an SDR. My steering wheel was my best prospect. I was the guy like, "Who is that crazy person talking to himself on the way to work?" That was me because I was practice, drill, rehearse, practice, drill, rehearse. It's second nature. Again, preparing what to say and don't be lazy in language is super important." TERRY'S ADVICE: "Business process map the processes the SDRs are taking a day, whether it's prospecting, demos, follow ups, or proposals for AEs. You have no idea how much time is wasted not selling. You also have all the tools. You likely have the Salesforce, ZoomInfos and Gongs and everything. You have the exact same tech stack that your competitors do, but your competitor probably is automated twice as much as you have. Take a look at your rev ops stack, look at what your team is doing. I guarantee you there's 50% plus more efficiency there that you just haven't even deployed."

This is episode 660. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Sales Employer (PSE) 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 Bob McCarthy, Managing Director at the Resident mattress company and how he's used pickleball to help him be a better sales leaders. BOB'S ADVICE: "I'm the analytical guy and it's made me very successful in sales. It's also made me successful at pickleball."

This is episode 659. Read the complete transcript 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Bob McCarthy, Managing Director at the Resident mattress company. BOB'S ADVICE: "Have a story about how your product that you're selling positively impacts your customer's P&L. Being able to articulate how your product impacts the P&L of your customer is extremely important. Have that story nailed when you're talking to your customer."

This is episode 658. 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Joe Marcoux, the Sales Sensei. Find his "Overcoming Objection Mastery" guide here. Contact Joe on LinkedIn to get your copy. JOE'S ADVICE: "Step one is, we acknowledge what we've heard from the person so that they understand that they're heard. Then we ask a question. It's so simple. Simplicity is elegance. Acknowledge and ask a question. If I'm a sales leader, I want to be able to audit calls, and then I want to be able to practice. You have to train. Even if it was just an hour a week, the difference is massive. A lot of people, especially at enterprise levels, the belief is, "Hey, I'm here to talk to you about your numbers. Your numbers are off. Listen, if you're supporting them and providing them the support they need and be able to do course corrections with them, that's where their numbers are going to grow."

This is episode 657. 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, VP of Growth at Reply.io, a sales engagement platform provider. VLAD'S ADVICE: "Great salespeople know their customers. They get into the prospect's head, and they will use AI to become more effective and productive. Automations help us be more productive. The same with AI. I'm confident we will just increase our productivity and be more effective with AI."

This is episode 656. Read the complete transscription 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Jim Kelly, Senior Vice President and General Manager, Federal at Dell Technologies. Jim is the 2024 Institute for Excellence in Sales Lifetime Achievement in Sales Award Recipient. JIM'S ADVICE: "Know your brief. Do the research, understand how each spoke in the tire actually impacts the other. That's what we do a good job of, I think, at Dell, is understanding how security and zero trust impacts AI, which impacts user experience, which impacts the edge and multi-cloud environments, and then all the way into next generation US telco ecosystems. That is understanding not only what those products and solutions and outcomes are, but how they impact your customer. I've probably given the brief about 70 times in the last three or four months to almost every segment of customer, partner and community. It resonates when you know it. It makes an impact."

This is episode 655. 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! Register for the Women in Sales Leadership Development programs here. Today's show featured an interview with Lori Richardson from Score More Sales and Women Sales Pros. It also featured Institute for Excellence in Sales Women in Sales Program Director Gina Stracuzzi. LORI'S ADVICE: " Listen in your meetings and make sure that people are speaking up that might be sitting quietly. Just say, "We haven't heard from you. What are your thoughts?" Then just ask individually, "How are we doing with women in sales here? What's missing? What could I do better?" Don't assume that just because you have a number of women on your team that you're all set, because there may be things that you could do and improve on.?" GINA'S ADVICE: "Investing in the professional development of all your employees really, is critical. A lot of companies will tell you, first thing out of the gate is, "We have a lot of internal resources, they have access to all kinds of programs." When you ask them, "Well, how many people actually avail themselves at those? Is it a safe space if it's live? Do they feel like they can talk about what's of concern to them, or their fears, or their career aspirations? Usually the answer, if people are being honest, is no. Find outside resources, such as the IES to fill those gaps."

This is episode 654. 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 Steve Harris, President Alteryx Public Sector. STEVE'S ADVICE: "People need to be responsible for their own development. That means that they need to hold their manager accountable, their second level manager accountable. They need to gain a baseline for where am I from a talent and development perspective. What are the things that you believe I do well and what are the things that you can help me understand that I could do better? Performance, we're here to deliver on the numbers that we're given. We're here to create results. How do I know the time that I'm spending is actually going to be accretive to those outcomes? Do I have a strong strategy? Do I know how to build ecosystem and relationships across the industry around my client? How do I know that I'm building good, solid pipeline? How do I personally pressure test that? How am I always thinking ahead to my plan to close?"

This is episode 653. Read the 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 Gretchen Gordon, the author of "The Happy Sales Manager" and one of her clients, Mike Dorrington, VP of Sales and Marketing for AMAROK Security. GRETCHEN'S ADVICE: "Adopt the mindset of adapt or die. Our world is changing and it's not going to slow down anytime soon. It's for salespeople, it's for sales managers, it's for leaders of managers, it's for leaders of companies. It's not a, "I did it and I've got it figured out." You have to have that mindset of adapt or die, which is from the movie, Moneyball, but is also an adaptation of Darwin's theory. You have to have that mindset that it's going to be constant change and you've got to adapt." MIKE'S ADVICE: "Embrace change technology, being a student of sales is my passion. That is part of what makes a difference between a good sales manager and a great one, or sales leader, is really that love of the game of sales. That really resonates. If you do that, you'll see a difference in your results."

This is episode 652. 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 Nick Sinai, He's a venture capitalist, adjunct faculty at the Harvard Kennedy School, author, former senior official in the Obama administration. He's the coauthor of Hack Your Bureaucracy: Get Things Done No Matter Your Role On Any Team. NICK'S ADVICE: "Help your customer be a hero, because it will help you and your company in the long run."

This is episode 651. Read the complete transcriptoin on the Sales Game Changers Podcast 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 Jennifer Ives, Co-Founder & CEO at Watering Hole AI. JENNIFER'S ADVICE: "There are AI revenue generators, and that's what we focus on. I am a revenue generator. Before I co-found this company, generating revenue, in addition to making sure that your customers are happy and satisfied and getting what they need from you, generating revenue is your next goal. You cannot be in business if you're not generating revenue. That's where we focus, and that's what makes me really excited. It's all about who's around your watering hole, where are your like watering holes, and how can we help with use cases that help you generate revenue in your company."

This is episode 650. 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 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 Barry Duplantis, VP and GM, North America Public Sector, Mattermost. BARRY'S ADVICE: "The top priority for me is how are we creating pipeline every day? What are the motions to create pipeline? What are the actions that marketing and the sales team are doing to create pipeline? Because we all know the sales cycle in public sector can be a bit wobbly at times, where either things come really quickly or they take a long, long time. It's about understanding as you build a pipeline, what are the priority opportunities that you really need to double down on and go after?"

This is episode 649. 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 Jennifer Lyall of Liv Healthy. Download her "7 Steps to Transform Your Energy to Attract More Clients here. JENNIFER'S ADVICE: "We see so many people just walking around the world like zombies, going through the motions of their day. They're tethered to technology. They care more about what's going on in that little device, whether it's their laptop, their tablet, or their phone. It is such a valuable tool. However, it's only as valuable as the operator. What if we can take that same pause that we take to check our phone battery levels, what if we can take that pause to ask ourselves, how am I feeling? The changes that makes in our inner world, transforming to active awareness, to understanding what's going on inside of us and how what's going on inside here then impacts our productivity, our relationships, everything out there, it really is a game changer. It will really transform a ripple effect of goodness into the world. I've seen it impacting my life, my relationships, my business. It changes your whole perspective on how you live."

This is episode 648. 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 Cara Pacific Campbell, founder of Kusi Nuna, Holistic performance management training and coaching for sales teams. She is also a chronic Lyme disease survivor. Read more about the Institute for Excellence in Sales Premier Women in Sales designation and program here. CARA'S ADVICE: "Make a conscious decision about what voice you're using and realizing that you have that power. This is something you're telling yourself. You have control over what you tell yourself, and you have control over how you describe your obstacles and how you experience what's happening to you. We can immediately change the conversation and drop complaining about how ridiculous our quota is and how we'll never hit it, and how stupid our customers are, and how tired we are, and how dumb everything is, and how we never get enough help. All of a sudden, those are fantastic challenges for this amazing hero who somehow always manages to thrive despite ridiculousness thrown his way."

This is episode 647. 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 Ang McManamon, Vice President of Sales at Crunchbase. Read more about the Institute for Excellence in Sales Premier Women in Sales designation and program here. ANG'S ADVICE: "For an individual contributor, take some time and think through your sales process and what's one thing that you could get better at, and work on that for the next 30, 45 days. That should always be happening. For leaders, are you emulating play with your team enough? Are you making sure that they're celebrating in the time of possibly remote only or not being able to see each other in person? Are you making sure that you're taking care of them and they're feeling that playfulness of sales and relaxing a bit when they can and enjoying the moment?"

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."