Sales Game Changers | Tips from Successful Sales Leaders

This is episode three of a 7-part special Sales Game Changers series for sales professionals on addressing the fears that are stopping you from achieving unparalled sales success. Institute for Excellence in Sales Cofounder Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the success they want to achieve. John takes Fred through book as Fred personally answers the questions john poses through the book. In episode three, they address how to expand the Comfort Zone by more effectively navigating the Fear Zone. John contends that most people spend their time in the Fear Zone, so they need to learn how to get through it into the Comfort Zone. Diamond identifies some of the fears that he faces and Knotts guides him through answers. It's a fascinating process that will help you achieve more your life and sales career!

This is episode 692. Read the complete transcript on the Sales Game Changers Podcast website. Register for the September 13 Women in Sales Leadership Elevation Conference here. Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Sales Leader John Reilly, Sr. Manager Global ISV Sales at Amazon Web Services (AWS). JOHN'S ADVICE: "Execution starts with relationship and trust. You only have one thing in this world, and that's your word. Once you break it, you're done. Business is built on trust with your customers and with your team. It's the most foundational element of all business. You have to earn the trust. It's an active thing, not a passive thing. You're not just granted trust, you have to actually go out and earn it."

This is episode 691. Read the complete transcription on the Sales Game Changers Podcast website. Register for the September 13 Women in Sales Leadership Elevation Conference here. Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Rebecca Wetherly, AWS Public Sector Systems Integrator Partner Director. Rebecca was the IES Partner of the Year for 2024. REBECCA'S ADVICE: "Leverage your network from others who are doing the job. I have a close group of trusted advisors myself who I lean into for advice and counsel from a professional lens. Find mentors and advisors who will share, who will ask you questions and give you good perspectives on what you're strong at and what you do well and what you don't do well."

This is episode 690. Read the complete transcription on the Sales Game Changers Podcast website. Register for the September 13 Women in Sales Leadership Elevation Conference here. Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Jennifer Kenney Smith, known as JKS. After a hugely successful career in enterprise sales, she now each leaders & executives how to Unlock their Power and Up-level their Life. She uses yoga to help manifest that. JKS' ADVICE: "In the corporate world, we are empowered, we can make new choices, but it's going to take some new patterns, new programming, overriding the ones that drop us into comfort and keep us in fear. I can do my breath work. I can do some box breath here to override the discomfort or physiology. If I get up and I move my body, throw on an amazing playlist with your favorite songs, I promise you, you start to move a little different."

This is episode one of a 7-part special Sales Game Changers series for sales professionals on addressing the fears that are stopping you from achieving unparalled sales success. Institute for Excellence in Sales Cofounder Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the success they want to achieve. John takes Fred through book as Fred personally answers the questions john poses through the book. In episode one, they address what fear is and how is stops sales professionals from achieving greater success. Diamond identifies some of the fears that he faces and Knotts guides him through answers. It's a fascinating process that will help you achieve more your life and sales career!

This is episode 689. Read the complete transcription on the Sales Game Changers Podcast website. Register for the September 13 Women in Sales Leadership Elevation Conference here. Today's show featured an interview with Jessica Samuels. She will be a keynote speaker at the Conference. IES Women in Sales Program Director Gina Stracuzzi conducted the interview. JESSICA'S ADVICE: "Define what you want your LinkedIn to do for you. Because that's going to tailor it based on, do you want to just be seen as a more respectable, authentic and leader that's also a thought leader? Then you're going to shift your LinkedIn a bit differently than if you want to launch a part-time business and attract clients. Define your goal as to what you want LinkedIn to do for you."

This is episode 688. 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 Oracle Cloud Regional Sales Leader Sara Chen. SARA'S TIP: "The main takeaway from this experience is that even at a large enterprise such as Oracle, that the Oracle type of company will pivot and point resources and strategic alignment to initiatives that is ultimately valuable, even if it's not an existing focus for the company. If you work for a company that values that innovation, the nature of emerging technology, it should be feasible to shift and take advantage of the brand, network and resources that a large enterprise such as Oracle could provide, but ultimately mobilize quickly in a specific field or area, whether that's AI or not that the market is trending towards."

This is episode 687. 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 Splunk VP for Public Sector Bill Rowan. BILL'S TIP: "A good account plan will have a combination of things that you understand, directions, strategies the account is following, but also let's understand the gaps we might have in the account. What do we need to be working on today, next week, next quarter to continue to build relationships? That's the portion I always want the team to come back with when they've done their account planning, is what have we discovered that we don't really understand well enough about the account, whether it may be a new initiative, a new program coming under way, maybe a challenge with a competitor in a particular area that we can exploit. Understanding those pieces that we don't understand, to me, is just as critical as the components that we do."

This is episode 686. Read the complete transcription on the Sales Game Changers Podcast website. Attend the August 15 IES Big Stage event here. Register for the September 13 Women in Sales Leadership Elevation Conference here. Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Cortney Steiner, a sales leader at IES Premier Women in Sales Employer (PWISE) Carahsoft IES Women in Sales Program Director Gina Stracuzzi conducted the interview. CORTNEY'S ADVICE: "Make sure that you have something for you, that you have time for yourself. What works for me is I love exercise. I love running, I love swimming and biking. Ensuring that I have at least a 30-minute window during the day, sometimes that's at 4:00 in the morning, or 8:00 at night, but making sure that I carve time out for myself so that I can have a recharge moment and be the best that I can be for my customers and for my teammates."

This is episode 685. Read the complete transcription on the Sales Game Changers Podcast here. Register for the September 13 Women in Sales Leadership Elevation Conference here. Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Jessica Joines. She will be the keynote speaker at the Conference. IES Women in Sales Program Director Gina Stracuzzi conducted the interview. JESSICA'S ADVICE: "It's an evening practice that I have. I review my day and I go in a chronological fashion. All the things that I feel really good about, I did, I acknowledge them. Like a virtual pat on my back. "That was great," I celebrate myself. I acknowledge the good. Then the things where I'm like, "Oh my God." We all have them, those things that are whatever, I say, "I forgive you, Jessica." I do a self-forgiveness and letting it go. Because what happens is, and neuroscience is actually showing a lot of this interesting enough, you don't let those things go. It's a living pathway and it stews and then they just keep compounding all that negative self-talk. Making it a daily practice to celebrate the self."