Sales Game Changers | Tips from Successful Sales Leaders

Tony Celeste, President of Ingram Micro Public Sector, shares valuable insights on driving success in public sector sales. He emphasizes the importance of credibility, achieved through active listening and thought leadership. The discussion covers aligning sales and marketing for better enablement, with tangible examples of successful campaigns. Celeste also tackles navigating changes driven by AI and compliance, advocating for clarity over jargon in messaging. His final takeaway centers on the power of continuous learning and building trusted relationships.

Mike Cannady, the Global Director of Partner Programs and Strategic Initiatives at AWS Public Sector, shares insights on building successful partnerships in government and beyond. He discusses the rapid growth of AWS and the importance of leveraging partners as essential tools for expanding reach. Mike highlights the impact of AI on channel dynamics and addresses partner concerns like digital sovereignty. He emphasizes the need for clear priorities and aligns business strategies to succeed, advocating transparency and fun as core leadership principles.

This is episode 788. Read the complete transcription on the Sales Game Changers Podcast website. 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. Darin White, Founding Director, Sports Industry Program at Samford University, and Dr. Clif Eason, Director, Professional Sales Program at Samford. Find Dr. White on LinkedIn. Find Dr. Eason on LinkedIn.  DR. WHITE’S TIP: “Relationships are never going to go out of style. No matter how much AI or technology we get, having the ability to build authentic, caring, servant-oriented relationships is everything.” DR. EASON’S TIP: “We’ve built our curriculum not to teach students how to sell a product, but to teach students how to communicate effectively and persuasively, and hopefully build those skills of resilience and work ethic along the way.”    

This is episode 787. Read the complete transcription on the Sales Game Changers Podcast website here. On today's "Women in Sales Leadership," show, Center for Elevating Women in Sales Leadership President Gina Stracuzzi interviewed Dr. Margie Warrell. She will be the keynote presenter at the October 9 Women in Sales Elevation Conference. Register here to attend the event. 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! Watch the video of this podcast on YouTube here. Find Margie on LinkedIn.  MARGIE'S TIP: "Think of one thing that you’re dealing with right now that’s causing you some stress, that’s creating some tension, that you are feeling some frustration around. Maybe you need to brave an awkward conversation. Maybe you need to put your hand up or speak up and risk rocking the boat. If you were really bringing the boldest version of you to the conversations you’re having, the interactions you’re having, the challenges that you are facing, what’s one thing that you would be doing more of, and do that. Just back yourself more because it is taking action that we come to discover, “You know what? I didn’t need to doubt myself to begin with.”

This is episode 786 of the Sales Game Changers Podcast. Read the complete transcription on the Sales Game Changers Podcast website here. This is the fourth episode of the "Marketing and Selling Effectiveness Podcast." Every other week, 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, Fred and Julie meet with Rebecca Umberger, Senior Advisor, Public Sector Marketing at Sage Communications. Find Rebecca on LinkedIn.  REBECCA'S TIP: “Always, always, always work with your sales teams. They want to work with you. Don’t be afraid of trying new things. Don’t get stuck doing the same thing year after year after year. Keep learning, keep changing, reinvent yourself, and keep working with your teams.”

This is episode 785. Read the complete transcription on the Sales Game Changers Podcast website. In this episode of the AI for Selling Effectiveness Podcast (a sub-brand of the Sales Game Changers Podcast), host Fred Diamond is joined by Gina Stracuzzi, host of the Women in Sales Leadership Podcast and President of the Center for Elevating Women in Sales Leadership, along with Zeev Wexler, to spotlight two groundbreaking events this October: October 9 – Women in Sales Leadership Elevation Conference (Tysons Corner, VA) A full-day, in-person event exploring how women can lead with courage, clarity, and conviction in an AI-driven sales world. Expect insights on leveraging AI for career growth, policy and ethics, strategy, and frontline stories from women already breaking barriers. Keynote speaker Dr. Margie Warrell, author of The Courage Gap, will challenge attendees to find their voice in the AI revolution. 📅 October 10 – Selling Essentials Workshop: Nine Rules for AI Selling Effectiveness (Hybrid – Reston, VA + Virtual) Led by Zeev Wexler and the Institute for Effective Professional Selling, this workshop will teach B2B and B2G sales professionals how to harness AI without becoming "noise." Learn practical rules to differentiate your voice, master prompting, and amplify sales results with the right AI tools. 💡 Topics covered include: ✅ Why women must have a seat at the AI strategy table ☑️ The crucial role of policy, ethics, and governance in AI adoption ✅ Networking with leaders from top companies like AWS, Salesforce, Cisco, Intel, Hilton, Cvent, and more ☑️ The nine rules for using AI to increase effectiveness (not mediocrity) 👉 If you’re serious about taking your sales career to the next level, these back-to-back events are not to be missed. 🔗 Register now at https://theieps.com/ #AI #SalesLeadership #WomenInSales #SalesEffectiveness #SalesGameChangers

This is episode 784. Read the complete transcription on the Sales Game Changers Podcast website here. 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. Lenita Davis, Sales Program Director at the University of Wisconsin Claire. Find Dr. Davis on LinkedIn.  DR. DAVIS’ TIP: “Sales is about giving and serving. You succeed by giving and serving others. You should always be getting better, never satisfied with the status quo. Listening is key , and the number one desire of almost any human being is to be seen. If you can really listen and let people know that you see them, you’re always going to do well.”

This is episode 783. Read the complete trancription on the Sales Game Changers Podcast website 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, Fred interviewed interviewed LinkedIn for Selling Effectiveness expert Jessica Samuels. She will be the presenter at the September 4 IEPS Selling Essentials Workshop. Register here to attend the virtual event. Watch the video of this podcast on YouTube here. Find Jessica on LinkedIn.  JESSICA'S TIP: "LinkedIn is no longer optional. It has to be the most powerful sales tool and trust-building mechanism that we use today as a sales force.”

This is episode 781. 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! 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, Fred interviewed 2025 Sales Guru (from Global Gurus) Tom Searcy from Hunt Big Sales. Watch the video of this podcast on YouTube here. Find Tom on LinkedIn.  TOM'S TIP: "Always solving, never selling. The best salespeople don’t see themselves as sellers at all. They see themselves as problem-solvers. You’re not building a relationship; you’re building a community of relationships, your community with their community. That’s how you win the big deals."

This is episode 782. 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! 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, Fred interviewed 2025 Sales Guru (from Global Gurus) Carajane Moore from Hunt Big Sales. Watch the video of this podcast on YouTube here. Find Carajane on LinkedIn.  CARAJANE’S TIP: “Tighten your target and expand your network. Identify the 10 accounts you truly want, then work with people who know those decision-makers to get warm referrals — because in today’s noisy marketplace, the most effective path to senior buyers is through trusted introductions.”