This is episode 711. 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! Today’s show featured KnowlegeNet.ai CEO Mehdi Tehranchi and CRO Nick Caruso. MEHDI’S TIP:  “A salesperson now has knowledge of everything. That’s what AI has done. Now put that knowledge into action, that’s up to you. The salesperson needs to take that and take action. I think that’s the biggest use of AI, no matter which AI you use. It has to be actionable.” NICK’S TIP: “If you’re not using ChatGPT right now, I highly recommend that you just use it and play around with it. The analogy I made is that recorder. Use the recorder just to get better at it and then challenge yourself. If you’re a manager, look at what your team is doing and saying, “Can I make this more efficient?”  

This is episode 710. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview 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 business development leader at the Offit Kurman law firm Jim Ries. JIM’S TIP:  “On LinkedIn, don’t just post about you, me, we. Post about your experiences with other people, other companies. Share knowledge. It can’t just be about awards that you’ve won or presentations that you’ve made. Make it about other people and make it about really relevant content that your network would want to see from you.”  

On this episode of the Sales Story and a Tip Podcast, Institute for Excellence in Sales cofounder Fred Diamond asks Mike Malloy of Malloy Industries for his key to success. This is a Sales Story and a Tip episode! Watch the video of the interview here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! 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 fractional executive leader Mike Malloy. Meet Mike Malloy, the driving force behind Malloy Industries. With experience as a Deloitte consultant, traveling sunglasses salesman, and incubator program director at Halcyon, Mike’s mission is to empower entrepreneurs by helping them buy back their time and focus on growth. In this podcast, Mike shares the inspiring story of how he helped a CEO, Catherine, who wanted to triple her revenue in the K-12 education space. She needed someone who could build a scalable sales strategy — and that's where Malloy Industries stepped in. After a thorough sales assessment, Mike introduced Catherine to three vetted fractional executives who matched her business goals and values. By selecting Michael, a strategist and hands-on executor, Catherine found her perfect match to build out her sales processes, increase win rates, and transform her business. 🔥 Key Takeaways: • The power of fractional executives for small business growth • Building trust and value in business relationships without keeping score • Planting seeds of success through networking and generosity.  If you’re a sales professional looking to scale and seeking a reliable sales partner, this is a must-watch! Learn how a "giver’s mindset" can transform business and help you achieve your goals.

This is episode 708. 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 AWS Public Sector Partner Sales Leaders Ash Thankey and Andrew Christian. ASH’S TIP:  “We don’t want stagnation at AWS. We want to make sure that people are hydrating themselves with knowledge and are learning and advancing themselves. Keep learning and keep being curious.” ANDREW’S TIP: “Learn as much as you can continually. What we do takes practice. There’s a lot to continue to learn with the technology landscape. Everything is changing day to day. In addition to just being better with the foundations as a salesperson, you also have to understand the context that customers are trying to make sense of these new changes as well. Learning as much as you can is really the only way that you’re going to keep up with that.”  

This is episode 707. 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 AWS Public Sector Partner Sales Leaders Jillian Swenson and Mike Blake. Find Jillian on LinkedIn. Find Mike on LinkedIn. JILLIAN’S ‘ TIP:  “Differentiate yourselves from your peers by leveraging new GenAI tools to reduce repetitive time-consuming tasks and gain new insights into your customers. It’s going to free you up and help you bring more unique value to your customers.” MIKE’S TIP: “Cultivate a positive mindset and resilience. Selling to large integrators can be very challenging. Develop techniques to maintain motivation, overcome rejections, because there will be rejections, and celebrate your successes. Prioritize building those relationships and really understanding these companies. Focus on the customer’s needs, earning their trust, rather than just going for the hard sale.”  

This is episode 706. 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. 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 Jason Adolf, Vice President - Global Public Sector Vertical at Appian. JASON'S TIP:  "For people who sell to the government, shed the COVID mindset. You need to go out, find a trade show, find an industry day, find a networking event, and go register for it and go. Your government customers are coming out. Your partners are going to be there. Washington tends to be a very incestuous community as far as trading people. If you are not out there, somebody else is. Your competitor is out there. If you are not out there, you’re not top of mind."

This is episode 705. 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! Today's show featured an interview with Marc Monday, Vice President, Global Partnerships & Alliances at Deltek. Find Marc on LinkedIn. MARC'S TIP:  "Embrace marketing. Don’t fall into the trap of thinking that marketing is a separate discipline from what you do. Marketing is selling. Increasingly, the data shows 68% to 75%, even 80% of all customer buying decisions are done digitally online before you ever see them in your CRM. As a sales professional, it is incumbent on you to become an expert at marketing and understanding what that is. That bridge between sales and marketing is probably the single most important thing that will set you apart."

This is episode 704. 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! Today's show featured an interview with Theresa Caragol, Founder, and CEO at AchieveUnite. She is the author of Partnering Success: The Force Multiplier to Achieve Exponential Growth. THERESA'S' TIP:  "Partnerships have become more important than ever, with the rise of the influencer, and the rise of AI, and the rise of 35 touches in an enterprise opportunity. They might be transactional, they might be sales, they might be consulting, they might be advisory, they might be procurement, they might be inside of your organization. Every single company in the world needs to have a partnering strategy from day one."

Alan Versteeg, Global Chief Revenue Officer at Growth Matters International, and James Hickman, Director of Sales at Altron Digital Business, dive deep into revitalizing sales coaching in South Africa. They discuss the importance of investing in sales management for sustainable growth and the shifting landscape due to hybrid work models. Versteeg emphasizes the necessity for salespeople to adopt a professional mindset, while Hickman highlights the critical role of actionable insights. Together, they advocate for effective coaching and sales forecasting as keys to organizational success.

This is episode 702. 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! Today’s show featured an interview with Anna Frazzetto, the former Chief Revenue Officer at Airswift, a workforce solutions (staffing and recruitment) organization. ANNA’S TIP:  “With the clients that you currently work with, find out something that you don’t know about them. Because there’s going to be something that you don’t know. Either about the individual that you sell to. Have you done research specifically? If you’re selling to a C-level person, maybe they belong to a certain committee that you didn’t know about. Find out something new. Every bit of information helps out.”