Sales Game Changers | Tips from Successful Sales Leaders

This is a special episode of the "Office Hours - Sales Professors Unplugged Podcast." The show feature interviews with sales professors at universities with a sales excellence programs. Many of the universities are members of the University Sales Center Alliance. Watch the interview on YouTube here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show is a special "Office Hours - Sales Professors Unplugged" episode featuring Dr. Lane Wakefield from Baylor University.  Find Lane on LinkedIn.  LANE'S' TIP: “We try to teach our students to choose their first job by who the manager is, and less so if it’s a sport or a team that they like.”

In this conversation, Paul Smith, a former GM from Red Hat's public sector unit and interim CEO of Rancher Government Solutions, shares invaluable insights on government IT sales. He discusses the complexities of public sector procurement and the necessity of building strong, trust-based relationships with clients. Paul emphasizes the importance of empathy, mission focus, and value addition over mere price cuts, encouraging sales professionals to adapt to the evolving needs of government buyers while maintaining resilience in a challenging market.

This is episode 768. Read the complete transcription on the Sales Game Changers Podcast website. This is the first episode of the “Marketing and Selling Effectiveness Podcast.” Every other Monday, the IEPS posts a new show with Selling Essentials Marketplace partner Julie Murphy from Sage Communications. Watch the video of this podcast on YouTube here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! 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! On today’s show, Julie shared some of her ideas on how Marketing organizations are evolving in their critical need to work with the Sales organization to accelerate the path to revenue. Find Julie on LinkedIn.  JULIE’S TIP: Grab lunch with your best friend in marketing. Or if they’re not your best friend, if you barely know them, you especially need to get lunch, maybe a few lunches. The first step to putting together a really cohesive, effective plan is regular communication.”

This is episode 767. Read the complete transcription on the Sales Game Changers Podcast website. This is a special episode of the new “Office Hours – Sales Professors Unplugged Podcast.” The show feature interviews with sales professors at universities with a sales excellence programs. Many of the universities are members of the University Sales Center Alliance. Watch the interview on YouTube here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today’s show is a special “Office Hours – Sales Professors Unplugged” episode featuring Chris Wilkey, Director of the Ball State University Center For Professional Selling. Find Chris on LinkedIn.  CHRIS’ TIP: “Great salespeople don’t force the sale. They earn trust by showing they’re listening and willing to serve—even if it means saying, ‘You don’t need this.'”  

This is episode 766. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Read more about the Institute for Effective Professional Selling (IEPS) 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 Patrick Smith, former CMO at Cvent and Deltek. Find Patrick on LinkedIn.  PATRICK’S TIP: “Treat sales and marketing as one team with shared goals. Stop passing leads over a wall—sit in each other’s meetings, align on the plan, and build an in-it-together mentality where both sides are accountable for pipeline and revenue.”

Zeev Wexler, President of Viacry and an expert in Digital Marketing and AI, shares invaluable insights on enhancing sales performance using AI tools. He discusses a nine-step guiding framework for effective corporate prompting while emphasizing the importance of structured AI governance. Zeev advocates for leveraging multiple AI tools to optimize outcomes and demonstrates how clear voice and specificity can improve engagement in sales communication. His tips can lead to significant revenue growth for B2B and B2G sales professionals.

Tyler Replogle, Principal Partner Solution Architect at AWS, dives into the impactful Challenger Sale methodology tailored for the public sector. He shares insights on the evolving dynamics between sales professionals and government customers as cloud transformation accelerates. The discussion highlights the roles of independent software vendors and system integrators in partnerships with AWS. Tyler emphasizes the need for salespeople to innovate and serve as trusted advisors, pushing opinions to help clients navigate complex challenges effectively.

This is episode 763. Read the complete transcript on the Sales Game Changers Podcast here. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Effective Professional Selling Emerging Sales Leader 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 The Complete Client Acquisition System creator Craig Lowder. Find Craig on LinkedIn. CRAIG’S TIP:  “Have you ever tried to sit on a one-legged stool? That’s why you need three strong referral partners in each category — it gives you balance and consistency.”

This is episode 762.  This is the premiere episode of the Office Hours - Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast. The show will feature interviews with sales professors at Universities with a sales excellence programs. Read the complete transcription on the Sales Game Changers Podcast website here. Watch the interview on YouTube here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! 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 was the premiere episode Dr. Terry Loe from Kennesaw State University. He is the founder of the National Collegiate Sales Competition. Find Terry on LinkedIn.  TERRY’S TIP: “We’re not just teaching students how to sell—we’re helping them build meaningful careers with integrity, professionalism, and purpose.”  

This is episode 761. Read the complete transcription on the Sales Game Changers Podcast website here. This is the premiere episode of the new “AI and Selling Effectiveness Podcast.” Every other Monday, the IEPS will post a new show with Selling Essentials Marketplace partner Zeev Wexler from Viacry. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! 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 was the premiere episode with Expert in Digital Marketing, Blockchain & AI for Strategic Business & Revenue Growth Zeev Wexler, President of Viacry. Find Zeev on LinkedIn.  ZEEV’S TIP: “Mediocre is free. Every off-the-shelf tool by design is mediocre at best. If you don’t have a plan, you’re not going anywhere.”