Sales Game Changers | Tips from Successful Sales Leaders

This is episode 523. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. GEOFF'S TIP: "Ask better questions to help you understand things better. Here's a paradox. If you want to take your sales career to the next level, stop selling. What I mean by that is you can actually sell more by not trying to sell something. Instead, view your role as helping people, helping customers understand their unique needs. Stop trying to sell and help people understand what it is they need to get them to a better place."

This is episode 522. Tips for sales career success. Read the transcription on the Sales Game Changers Podcast website. STEVE'S TIP: "What is the experience from the minute somebody sees you, whether it's on social media, whether it's on LinkedIn, what is the experience that somebody is going to get when they have their first contact with you to the minute they actually invest and then after that? There was a great study from one of the Chicago universities that actually said, "People don't buy what you do or do for them, they buy how you make them feel before, during, and after doing business."

This is episode 521. Read the complete transcript on the Sales Game Changers Podcast website. Tips for sales career success. DAVID'S TIP: "The goal is always the win-win. If you just look around yourself in today's world, the things that are of the most value have been done by collaborative or cooperation means. It's just simply the way it is. You can create more in a win-win. If it comes down to a power or win-lose, there's only so much that can be gained. Losers usually find a way to get back at you."

This is episode 520. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. LIZ'S TIP: "It will take some time to shift what's coming out of your mouth. The more you start to do this in little subtle ways, before you know it, you drop that "I would love" language, and you start sounding completely different. The best part is you could actually watch people feel a compliment or feel something you're saying, because it's collaborative. You're not landing a bomb on them and just saying, I love working here. You're making it about them as well, and watch what happens to the relationship and the way that communication continues on."

This is episode 519. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. IAN'S TIP: "If I were to guide somebody on something they do that is potentially game-changing, what I always say to people is, go model somebody who does something that you don't do or can't do or don't believe you can do."

This is show 518. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. TODD'S TIP: "Think to yourself, "What is the greatest increment of value that I can be doing for my business right now?" Stop what you're doing and go do that. That's how you're going to be successful."

This is episode 517. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. JIM'S TIP: "Really get clear on where you want to go to the next level. You've heard it said probably, write down your goal and then picture it. Well, the keys to making that work is repetition and emotional impact. Put yourself into it, picture it. A lot of sports players will mentally rehearse to become better. Do that yourself and do that in where you want to go next. Not solving where you came from, not changing today, but where you want to go next because that's where you're going to."

This is episode 516. Tips for sales career advancement. Read the complete transcription on the Sales Game Changers Podcast website. GENEIN'S TIP: "Find the miracles in the mundane. Right now, look at what's in front of you and pick up something that you've been exposed to for a long time. Look for one new thing you've never noticed before. With that, you can look at your services. Try to find one thing you've never noticed about your service before. First you do it with an object in front of you to make it concrete and then you can take it into the abstract. One thing in my observational chapter that I never noticed before or that I can add in dealing with the mundane things that you're just so used to really seeing, that's biomimicry, how we can look at nature that we walk past. Look at it with a new eye, a fresh eye and there's your innovation."

This is episode 515. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. JAKES TIP: "Identify your #1 networking objective in your life or in your business. Attach it to something that you already to every single day and see how easily you can start to add that as a normal habit, as part of your day-to-day routine. It's so fascinating how we each structure our day and the results that come from doing this one little action."

This is episode 514. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. May is #LymeDiseaseAwarenessMonth. J.P.'S TIP: "Go back to elimination. Eliminate pork, gluten, and genetically modified (GMO). Try to eat as organic as you possibly can. Eliminate artificial sweeteners, the artificial sweeteners are going to be in almost everything, but they're neurotoxic and they stay in the body, your body actually cannot get them out, so you have to do cleansing regimens in order to get them out. Your body needs time to heal and cleanse, so the bottom line would be to take time for yourself, take time and as opposed to always thinking that you're growing and can affect your body in growth, take time to cleanse your body as well."

This is episode 513. Tips for sales career success. Read the complete transcript on the Sales Game Changers Podcast website. JIM'S TIP: "Monitor every diagnosis call you do in the next two weeks to look at how quickly you have transitioned from questions that are about them, to questions that are really leading to your product. Try to lengthen the amount of time that you're talking about them and their issues. Most salespeople don't do anywhere near enough of that diagnosis step, even though they claim to do diagnosis and believe that they are."

This is episode 512. Read the complete transcript on the Sales Game Changers Podcast website. Tips for sales career success. This episode was sponsored by Cox Media. KAY'S TIP: "Call one customer and ask them why they buy from you. I think we all think that we know the answer to that, but I have found by doing that, you get surprising information that will help you sell more customers, serve more customers, and get happier customers. Because a customer that's buying from you is your target, they've been qualified, they've said yes. Ask them why."

This is episode 511. Tips for Sales Career Success. Read the complete transcription on the Sales Game Changers Podcast website.' CONNOR'S TIP: "Be authentic and be someone who people want to be around. You're going to have that supporting cast as I mentioned earlier and as Matt was talking about. Be someone who people want to go in and look forward to getting in and rolling up the sleeves every day. That's the best advice I can give anybody either starting out or trying to make that next step on how to excel or put yourself on a pedestal a little bit more or elevate yourself as well as everybody around you." MATT'S TIP: " Get people thinking. Once you get customers thinking, then they start to see why your product will work just. I tell my rep, practice. Yeah, the pandemic is here, we're not out in public as much, but if you go to the bank, I practice going down a line saying hello to everyone. Practice eye contact. Practice icebreakers, intros. It's all applicable because if I can master not using um, and stuttering, it's going to on the phones and in front of people and just practice. You can practice wherever you go. You can sharpen your toolset and that's what sales is all about."

This is show 510. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. LEE'S TIP: "Look at every touchpoint in the buyer-seller relationship and identify ways to outsmart, outmaneuver and outsell the competition. That's what this new book helps you do."

This is episode 509. Tips for sales career success. This episode is sponsored by Cox Media. Read the complete transcription on the Sales Game Changers Podcast website. JENNIFER'S TIP: "Well, if it's not preparation, I would say the common theme is put your customers first, stay engaged, be empathetic, and see things from their perspective and deliver results for them. Empathy leadership to me means the ability to put yourself in someone else's shoes and understand what it feels like to be them at any point in time and try to just understand what they happen to be going through, whether it's a personal situation or a professional challenge."

This is episode 508. Tips for Sales Career Success. Read the complete transcription on the Sales Game Changers Podcast website. LISA'S TIP: "You can't focus on too many things. I'm going to challenge everybody to figure out what I call their triage areas. What three areas that if improved upon will have the biggest impact on your performance? On my website, under Resources, you're going to see BDUtensils, and there's something called Triage Visual that you can go to and take look at. If you don't have a game plan, that's got to be one of your triage areas. Figure out what those three areas are. If you're having trouble, don't hesitate to get in touch with me, and I'll be glad to help you a little bit with that.

This is episode 507. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. LAURYN'S TIP: "Change your mindset to have a winning mindset and find a mentor as soon as you can."

This is episode 506. Tips for sales career growth and success. This show was sponsored by Cox Business. Read the complete transcription on the Sales Game Changers Podcast website. GERILYN'S TIP: "Think about where you want to be, how you're going to get there, and who you need to know to get there. Think hard about expanding your network. There's a lot of women on my team, I have regular chats now and again with everybody. I always say to people we hang up, you know, "Hey, put a coffee chat on my calendar and let's catch up." A few do, a lot don't. I would say any opportunity I have to get to know those that have some opportunity to influence your career or help your career, to get to know them, you should do that. To be really intentional about that. It could be somebody in other parts of the business. Think about who you need to know to get to where you want to get to and form relationships. Figure out how to build a relationship with them and get on their radar and eventually, hopefully work that into a sponsor or a mentorship situation."

This is episode 505. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. LIANE'S TIP: "Pick one spot where you're in conflict debt. Maybe it's one specific person on the customer's team. Maybe it's somebody in your family, whoever. I want you to pick one conflict debt and I want you to go and create a space for a conversation. I want you to focus exclusively on, how do I get their truth to come out of my mouth to the point where their response is yes? From there, you can keep going but I want you to pick one where you go, you know what? When she was talking about conflict debt I was getting a little uncomfortable because that's me, and I want you to go get out of that debt."

This is episode 504. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. HANG'S TIP: "Give that inner imposter a hug, appreciate them. They are bold. They are brave. They are courageous. But take accountability, because whining will only get you down to the next glass of wine. For allies, we need to do more than care. Take on a sponsor, take on two sponsors, encourage your people to become sponsors. Lastly, this is not about privilege shaming or victim blaming. Just because we're elevating some people does not diminish the fact that it was hard for everyone. We're just saying it's harder for others, and let's help them up the ladder. Because at the end of the day, it's going to help all of our businesses as we increase representation throughout." MARY'S TIP: "Take responsibility for your own career growth. Don't expect you're going to get what you want because you work hard and put your head down. Take on difficult projects. Invest in yourself, invest in your career, hold yourself accountable for overcoming some of these challenges, and then similarly, organizations like yours and others."

This is episode 503. Read the complete transcription on the Sales Game Changers Podcast website. Tips for sales career success. MICHAEL'S TIP: "If the Buddha did give sales presentations, they'd be focused on providing value for people for enriching their lives, for making the world a better place. It's the first and most profound secret of not just real sales success but a fulfilling and happy life, is to find something to sell that you love, that you believe in, that you genuinely feel will enrich the life of every person who participates in whatever it is you're selling and indeed the whole world. When you do that, you will be happier, you'll be more fulfilled, you'll be much more successful."

This is episode 502. Tips for sales career success. Read the complete transcription on The Sales Game Changers Podcast website. MASON'S TIP: "Chutzpah is very complicated. It's one of those things that you may have trouble defining it, but when you see it, you know it. Unfortunately, with what's going on right now between Ukraine and Russia, an example of very constructive chutzpah from a leadership perspective. President Zelenskyy, who is offered the opportunity to leave the country, urged to leave the country, take his family, and set up a government elsewhere, responded with, "I need ammunition, not a ride." That's an example of chutzpah we can relate to. It's a type of courage, standing up for one's principles, stretching boundaries, and putting at times others in front of or certainly equal to our own needs."

This is episode 501. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. This episode is sponsored by Cox Business. BRIAN'S TIP: "If you do this, you will elevate your career because you're going to have to figure out how to navigate and get the answer. Identify the top 20 accounts in your company by name, and figure out who are the top 20 accounts by revenue, and what they're actually buying from your company. You think that would be a simple question, it might take you many months to actually figure that out and you're going to have to make many friends. That's the key in enablement, is to understand how the money works and orchestrate across a lot of different functions. Go try to figure that out, that's the scavenger hunt that I want to give people.

This is episode 500. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. FRED'S TIP: "When you're doing a podcast, think about your audience, your guest, and then you. That's the order of priority. And do a good show."

This is episode 499. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. GINA'S TIP: "If you're a woman in sales, figure out what you want to happen, what you need to happen to be successful in what's going to be this new hybrid version of our existence for a while. Figure out what it is you need and what you want, and how you're going to make it happen. Reach out to me if you want a mentor, because I'm happy to do that. If you're employer, or a male ally, think about how you can help the women in your office feel a little less like either they're missing out if they're not there, or overwhelmed if they are there. Ask them what they need and what they're dealing with. That's something we can all do for each other. How are you doing? What's going on in your world?

This is episode 498. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. MIKE'S TIP: "Find a connective listening course because we all can be better listeners and listening is really hard work. It seems like most extroverts are good storytellers but most introverts are better story listeners. If you look at the very best leaders, they're both storytellers and story listeners. But in the sales profession, a lot more of us are better at storytelling than we are at listening. Find some coaching, some help on becoming a connective listener, not an active listener, but a connective listener.

This is episode 497. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. KATHERINE'S TIP: "Pay yourself first, invest in yourself first. Whether it's through taking advantage of professional training and forums, like the Women in Sales Leadership Forum, whether it is making your world smaller by networking on LinkedIn to increase your village. That's the micro step that everyone could take today is think, "Who have I wanted to connect with on LinkedIn? Who have I wanted to be in my circle and connect with them?" Be in charge of being your own PR, pay yourself first because your to-do list will always wait. Don't make yourself be the one that waits. MARGO'S TIP: "Be your authentic self, unapologetically you every single day. It may take time to build the confidence to be able to have your own voice and get to that level but know that it's inside you and bring it out as often as you can in whatever form is the most natural when building these relationships to take you to the next level."

This is episode 496. Tips for Sales Career Success Read the complete transcript on the Sales Game Changers Podcast website. JOHN'S TIP: "Be a zealot about pre-call planning. Read 10-K's, look at their Twitter, go look at their Facebook, go find out as much as you can about that person and their business as you possibly can. If you look at the risk factors in most 10-K's, if you're calling on public companies, you'll know what's on the mind of that person and you don't have to ask the 'what keeps you up at night' question because it's right there in black and white. Get your call opening correct and that call plan. The planning is priceless. Planning a call is priceless.

This is episode 494. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. TOM'S TIP: "Look at everything you produce, whether it's a PowerPoint, a website, an email, or a lecture, and honestly ask yourself, how different is this from what your prospect is getting from the competition? Is it dramatically different? Look at it. If it's not, change it. Be dramatically different, change it, do something different. Otherwise, you're just going to be swept up with the rest of the competition."

This is episode 494. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. BLAIR'S TIP: "Simply start identifying your strengths of what you're doing effectively and write those down. Three things every single day so that you start naming and labeling the things that you're already doing that are effective. Then you have something that's identifiable, repeatable and duplicatable and you're already doing it. It's the simplest most effective thing I can tell people to do."

This is episode 493. Tips for sales career success. Read the complete transcript on the Sales Game Changers Podcast website. HEATHER'S TIP: "I'm going to encourage everyone to not give up their power of choice. Because bad things happen every day. Things outside of us, external situations will arise that are difficult, that are very challenging, but you get to choose how you think about it, how you feel about it, and how you respond to it. Don't give up your power."

This is episode 492. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. ANDY'S TIP: "When hiring, the main question is can this person hit quota in my environment under my circumstances? If it's an existing person, then the question is, what do I have to do to coach them up so that they can perform better? The best place to find candidates is to put in a referral system in your company amongst your existing team. Not just the sales team, but everybody in the company. And that includes from your clients and your customers, so why not make them part of winning on the referral fees?"

This is episode 491. Tips for Sales Career Success. Read the complete transcription on the Sales Game Changers Podcast website. BOB'S TIP: "Cling to, "Yes and." There's an oversimplification that the majority of people use for 'yes and' that it's an ideation tool only. At its core, it's a communication tool because you cannot 'yes and' somebody without listening to them, without understanding them. And' is the bridge to your voice. This provides this opportunity to build bridges. 'Yes and' links to that postponement of judgment. 'Yes and' is a fantastic conflict management technique. Imagine some difficult questions being thrown your way or pushback that you're receiving. A way to deal with both of those is through 'yes and.'

This is episode 490. Read the complete transcription on the Sales Game Changers Podcast website. Tips for sales career success. KRISTIE'S TIP: "Be fearless in speaking up and saying things are not okay in a way that you can be heard. It's not about stomping out or raising your voice. It's about, "Hey, you're probably not even aware that this happened in the meeting, or that you made this comment that made me feel small and invisible." It's our job. We are going to have to support each other. We're also going to have to have uncomfortable conversations in order to help move it forward. No change in our country and other countries have happened without having uncomfortable conversations happen."

This is episode 489. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. LAUREN'S TIP: "Go listen to your calls. The #1 thing you can do is listen to game tape. Go listen to your calls, go listen to other people's calls. When you do so, I'd like you to get into the mind of your customer. Play the pause game, play anybody's call, pause, "What's the customer thinking right now?" and what would you do next? The goal, remember, is engagement. Getting that customer to open up, getting that prospect to talk to you and to share their needs and their challenges so that you can help solve a potential problem. If you listen to your game tape with that in mind, I think you'll come up with three or four instant action items that you can take to take your game to the next level. Not enough people are doing it. If you commit to your craft that way, you can soar to the top and stay there."

This is episode 488. Read the complete transcription on the Sales Game Changers Podcast website. Tips for sales career success. REENA'S TIP: "Know your value. How do you do this? You can start with a mind map. Just start brainstorming out the education you bring to the table, the experiences you bring to the table, your personality traits, training, certifications. Just start putting it all out there to see. Start with a brainstorm session. If you don't know off the cuff your value, at least start there. From there, begin to fine tune it and build it out so that your value is essentially your brand statement. You want to know your value. Then you want to be able to articulate your value which is being able to express owning that I."

This is episode 487. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. NANCY'S TIP: "Pick up the phone, hold yourself accountable to making a certain amount of dials a week, get it going. I'm telling you, I'll be the next person to get that piece of business if you don't do it."

This is episode 486. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. JUDE'S TIP: "The 60% solution was something I pulled from my marine brothers. Perfect information is impossible, whether it's the fog of war or the dynamic points of views on a problem. How do you get to enough information that you can action a plan? Whether it's go right, left, dig or charge, frequently it's much more about execution than it is about the plan or strategy. Too oftentimes people can get trapped in wanting to get that perfect insight when in reality, they will learn more, and our customers will, with a minimum viable product. The experience of trying to implement this approach will give you better insight than all the analysis that you could do. I'm a big fan of that."

This is episode 485. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. ALEX'S TIP: "Write down three names, write down three current customers or past customers, people you haven't talked to in a while. Look at someone you haven't talked to in six months or more. Write down three names of people you haven't talked to in six months or more, and then immediately, without thinking about it or analyzing it or scheduling it for later, immediately, go to the phone and call them and say, "Hey man, I was thinking about you. How are you? How's your family? Is everybody healthy? Now, what are you working on these days that I can help you with? Because I'd like to help." You will be the only one in that person's life doing that and they will remember that phone call forever. It's a pretty good way to live and it's pretty easy too."

This is episode 484. Read the complete transcription on the Sales Game Changers Podcast website. ALINA'S TIP: "It's very important to understand one's skillset and understand what one's strengths are and to make sure to double down on them because that unique combination of skill is probably just specific to you. The more we understand how we can contribute to the growth of our environment, not only to our company, but to our family unit and to our village in general. That deep understanding of our skillset can help us understand how we can better contribute, but also to understand when we might have to leave some other things to others that might do it better than us. I think that's one important part of the puzzle. Obviously, once that's integrated and understood, one has to have a lot of strength and energy in one's powers to be able to execute. So consistently working on self-confidence and that motivation is an equally strong contributor to success."

This is episode 483. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. MIKES' TIP: "I work with large corporations. One of the things we do is collect the stories that we find when we're training their salespeople, because salespeople are great at telling stories, and put them in a story bank for our clients so that new salespeople don't have that problem. But if you're in a company that doesn't have a collection of stories, and that will be most companies, you'll need to learn how to find them yourself and collect them yourself and share them with your colleagues. That's an enjoyable skill to learn."

This is episode 482. Tips for Sales Career Success. Read the complete transcription on the Sales Game Changers Podcast website. MARK'S TIP: "Be a student of sales. Learn about the process. Be curious. Learn about what makes the person sitting next to you, maybe just virtually these days, successful and try to apply those things. This is a profession and it's a great profession and one that you can really help people with. Think about it from that perspective. If you have that going forward, I think you'll have a long, successful career in sales."

This is episode 481. Read the complete transcript on the Sales Game Changers Podcast website. JEN'S TIP: "I would suggest you defining success for yourself. Find out what you're good at, find out what you're not good at, or what you don't like to do. Determine it for yourself. Don't let other people put their expectations on what your career journey should look like, but really just own it. For anyone out there considering bringing more women on, or for people with open roles, considering transferable skills and the value that a different perspective brings to the table is so important that that diversity of thought will help your sales organization be more successful.

This is episode 480. Read the complete transcript on the Sales Game Changers Podcast website. BRENT'S TIP: "Commit 3% of your time, an hour a week to getting better at helping buyers anchor on value. Stories, value discovery strategies, that give-get at the end. Where do they see value? Commit 3% to write down your questions. Just get with a peer, ask your manager. If you commit 3% a week, you will be amazed at how quickly your selling velocity gets better."

This is episode 479. Read the complete transcript on the Sales Game Changers Podcast website. MICHAEL'S TIP: "it's not about throwing away the investments (in sales tech) you've made but how to optimize those investments with a way to take the best information and the nuggets that are in all those different investments and then optimize them and use that information in a way that provides context and makes it actionable for your sales reps (so that they succeed.)" LISA'S TIP: "For sales leaders, don't underestimate the importance of the care and feeding of your sales teams. It's not a math equation of how many reps and assignments, it is really about people and doing what you can to make them successful in their jobs. If you're a sales rep starting off in your career, be clear and vocal with your management about what you need. We're in a position now where we're listening more, the people aspect has gotten very important. Be specific about where you need help and the things you need to succeed, and that will go a long way."

This is episode 478. Read the complete transcription on the Sales Game Changers Podcast website. PATTY'S TIP: "What do you think it takes to get promoted?" First and foremost, you have to be really good in your current job. Do not ever forego being good in your current job, because you are chasing down a next-level title. Second, build the right network. I would encourage everyone to take a look at your existing network. Is it with inside your traditional workgroup as it sits today? Or do you have people that are outside of your traditional workgroup where you've built a network that has diversity across the different levels of the business? Third, personal brand. What do people say about you? How are you perceived as an individual? My challenge would be, go out, ask a few people, "Hey, what's your perception of me? How would you describe me?" That's going to give you insight on what that personal brand looks like for you."

This is episode 477. Read the complete trancript on the Sales Game Changers Podcast website. LORI'S' TIP: "Visualize the kinds of connections that you want to bring into your network. Do a little visualization, setting and intention. Visualize the kinds of conversations you would like to have and feel gratitude for them as if they have already happened." JEFF'S TIP: "Download your LinkedIn connections to your Dropbox, PC or wherever you go. Take a look at the file. It takes about 10, 20 minutes for LinkedIn to send it to you, they'll process your request and send you an email. Take a look at that file and come up with five people that you haven't connected with in over two years. You have all these people in your connections, who haven't you talked to in two years that you already know? Reach out to them this afternoon. Pick up the phone. If you can't reach them by phone, send them an email, but reach out to them."

This is episode 476. Read the complete transcription on the Sales Game Changers Podcast website. Tips for sales career success. AMY'S TIP: "Take the two-minute challenge and practice some version of mindfulness for two minutes sometime during a transition period during the day, because it will train your brain. Think about it too, before you send that email or text when you're ticked off, if you pause for two minutes, or if you pause for two minutes before a sales call. I pause and I have a specific ritual of things I do, such as before sales calls, I pause and do this very specific mindfulness-based practices and intentions, and before clients, all of it. Then the other thing would be is use acknowledge, appreciate, and ask as a way to have conversations, because that's going to allow someone to be validated. It's going to be compassionate. It's going to be curious. It's going to open up space for you to have the sales conversation that you want to have, acknowledge, appreciate and ask, and be mindful.

This is episode 475. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. ANDRES' TIP: "As you start reflecting on whether or not you want to make a change, ask yourself, "Am I running away from something or am I running towards something?" Because if you are running away from something, then really understanding what this next opportunity is, is it more of the same or is it really truly an opportunity? Am I running towards it? Really spend some time reflecting so that you don't become that no-show, or you're not that person that is constantly switching jobs because you haven't figured out exactly what it is that you want to do with your career. WILL'S TIP: "Get really good at asking great questions. It is, to me, the number one skill that I see out there that really makes a difference, and understanding the second, third, and fourth level questions. Do question trees. I would challenge everyone to do one a day. It is game-changing to be able to be prepared for the answers you're going to get and be able to really facilitate a conversation to get to that impact, become a great question-asker, incredibly curious."

This is episode 474. Read the complete transcription on the Sales Game Changers Podcast website. NANCY'S TIP: "Ask for what you need. Be clear on what you need and ask. I'm a firm believer that I need to ask for what I need in all aspects of my life. We were talking about personal relationship, professional, ask for what you need.