Sales Game Changers | Tips from Successful Sales Leaders

This is episode 664. 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with sales leader and horse racing handicapping expert David Peed. David was featured on the podcast in 2019. Listen to the show here. DAVID'S ADVICE: "Like when handicapping horse racing, it's doing your homework. My first job as an individual contributor was before the internet was really up and running. I went to the library to study my clients and learn about them. I knew holistically what the agency did, what their mission was. It's really do your homework. Trust your judgment, trust yourself. Give yourself some credit. More importantly and equally important, follow your passions. They will fuel you mentally and other ways into a successful career."

This is episode 663. 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 an interview with Margo Edris from Salesforce and Mayssa Haddad from AWS. Margo is the Institute for Excellence in Sales Jay Nussbaum Rising Sales Star Winner for 2024. Mayssa was the winner in 2023. Attend the award event here. MARGO'S ADVICE: "I'm a big fan of setting the next meeting while in the current meeting, also doing those monthly meetings with who matters most, or really a quarterly cadence. But the more you stay in front of the right people and are stringent about your calendar and where you're spending time and energy, that's the real way to advance and see tangible results with what you're trying to accomplish." MAYSSA'S ADVICE: "Find joy in what you do and find what motivates you. Find your why, why will you get up in the morning every day? What do you want to be remembered for at the end of your career? It's only after you have answered those questions that you will be able to, one, understand your motivation, and two, operate at your most optimal and happiest level.

This is episode 662. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Sales Employer (PSE) 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Gerilyn Horan, Vice President Group Sales & Strategic Accounts at Hilton. She is the Institute for Excellence in Sales Women in Sales Leadership Award recipient for 2024. Learn more here. GERILYN'S ADVICE: "Ask for the business. I think we have to be very intentional about that this is why we're here, we want this partnership. But that also, it should be a partnership. In any engagement, it's not just we're going to give and do and give and do. There should be a little bit of the what's in it for us? As for the business, understand that the customer understands you're committed and this is what you want, but that it is a two-way street, a strategic partnership, and there should also be some win in it just beyond that transaction for you and your company. When there's skin in the game on both sides, it changes the dynamics of the relationship I think in a positive way, that is meaningful."

Gabe Lullo from Alleyoop and Terry Husayn from Orum discuss empathy in sales, the role of SDRs in B2B sales, trends in sales prospecting, and the evolution of SDR career paths. They highlight the importance of consistent practice, mapping business processes, and leveraging automation tools to enhance efficiency.

This is episode 660. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Sales Employer (PSE) 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Bob McCarthy, Managing Director at the Resident mattress company and how he's used pickleball to help him be a better sales leaders. BOB'S ADVICE: "I'm the analytical guy and it's made me very successful in sales. It's also made me successful at pickleball."

Bob McCarthy, Managing Director at Resident, boasts over 20 years in the mattress industry. He dives into the crucial relationship between storytelling and sales, emphasizing how positively impacting a customer's P&L is key. Bob shares insights on expanding retail partnerships and the importance of brick-and-mortar stores despite the online boom. He also discusses how AI is transforming engagement with retail sales associates and draws parallels between his competitive pickleball experiences and strategic sales approaches.

This is episode 658. Read the complete transcript 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Joe Marcoux, the Sales Sensei. Find his "Overcoming Objection Mastery" guide here. Contact Joe on LinkedIn to get your copy. JOE'S ADVICE: "Step one is, we acknowledge what we've heard from the person so that they understand that they're heard. Then we ask a question. It's so simple. Simplicity is elegance. Acknowledge and ask a question. If I'm a sales leader, I want to be able to audit calls, and then I want to be able to practice. You have to train. Even if it was just an hour a week, the difference is massive. A lot of people, especially at enterprise levels, the belief is, "Hey, I'm here to talk to you about your numbers. Your numbers are off. Listen, if you're supporting them and providing them the support they need and be able to do course corrections with them, that's where their numbers are going to grow."

Explore the evolution of AI tools in sales prospecting and how to effectively blend them with human sales skills. Learn about customer-centric prospecting, localization strategies, and AI-powered personalization in sales engagement platforms. Discover how to navigate global challenges and leverage AI for sales success.

This is episode 656. Read the complete transscription on the Sales Game Changers Podcast website 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! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Jim Kelly, Senior Vice President and General Manager, Federal at Dell Technologies. Jim is the 2024 Institute for Excellence in Sales Lifetime Achievement in Sales Award Recipient. JIM'S ADVICE: "Know your brief. Do the research, understand how each spoke in the tire actually impacts the other. That's what we do a good job of, I think, at Dell, is understanding how security and zero trust impacts AI, which impacts user experience, which impacts the edge and multi-cloud environments, and then all the way into next generation US telco ecosystems. That is understanding not only what those products and solutions and outcomes are, but how they impact your customer. I've probably given the brief about 70 times in the last three or four months to almost every segment of customer, partner and community. It resonates when you know it. It makes an impact."

This is episode 655. Read the complete transcription on the Sales Game Changers Podcast website 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! Register for the Women in Sales Leadership Development programs here. Today's show featured an interview with Lori Richardson from Score More Sales and Women Sales Pros. It also featured Institute for Excellence in Sales Women in Sales Program Director Gina Stracuzzi. LORI'S ADVICE: " Listen in your meetings and make sure that people are speaking up that might be sitting quietly. Just say, "We haven't heard from you. What are your thoughts?" Then just ask individually, "How are we doing with women in sales here? What's missing? What could I do better?" Don't assume that just because you have a number of women on your team that you're all set, because there may be things that you could do and improve on.?" GINA'S ADVICE: "Investing in the professional development of all your employees really, is critical. A lot of companies will tell you, first thing out of the gate is, "We have a lot of internal resources, they have access to all kinds of programs." When you ask them, "Well, how many people actually avail themselves at those? Is it a safe space if it's live? Do they feel like they can talk about what's of concern to them, or their fears, or their career aspirations? Usually the answer, if people are being honest, is no. Find outside resources, such as the IES to fill those gaps."