Sales Game Changers | Tips from Successful Sales Leaders

This is episode 639. 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 L'areal Lipkins and her client Chelsea Bouvier, Sales Manager at biotech research company Sanguine. IES Women in Sales Program Director Gina Stracuzzi conducted the interview. L'AREAL'S ADVICE:  "Slow down to speed up and ask “Where’s there a gap?” What’s the behavior that’s driving that gap? What’s the belief that’s behind that? What are the behaviors that we’re doing or not doing that is generating that on the back end? Is it something cultural that as an organization we have these beliefs around our industry, our product, the economy, whatever it is, that is creating those behaviors or lack thereof, that is getting the results that we’re getting or not getting on the back end?" CHELSEA'S ADVICE:  "Stay consistent and go in with an open mind if you’re changing your sales process. Often, salespeople are close headed, “Hey, it’s working,” but you’re not always open to, “What else can I do to be better?” You’re just scared, what could go wrong? I would certainly say be open and then be consistent."

This is episode 638. 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 Technology Sales Veteran and Leader Rick Herrmann, with experience at Intel and Microsoft. RICK’S ADVICE:  “Focus relentlessly on your customers. We are constantly pulled in a lot of different directions. Our companies pull us in a lot of different directions. It’s okay to say no to things. If you focus relentlessly on your customer, that’s what we’re all getting paid to do, and that’s what your customer needs you to do. Think about bringing compelling value, delivering outcomes, and focus relentlessly on your customers.”

This is episode 637. 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! Today's show featured an interview with Account Executive extraordinaire JC Pollard. JC'S ADVICE:  "Dress for the job you want. Don’t prepare or practice for the job you have now, practice for the job you want. For example, right now I’m in mid-market, I’m already listening to enterprise sales calls. I’m always thinking, “What’s the next thing I want to do? How can I already start preparing for that?” I think that just accentuates and speeds up your progression and allows you for when it is time to take that next step, you’ve already been prepared for it for a long time."

This is episode 636. 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 Vlad Oleksiienko, the VP of Growth at Reply.io, the sponsor of this episode of the Sales Game Changers Podcast. VLAD'S ADVICE:  "Try new prompts, because when it comes to sales development, it’s all about cold outreach. It’s all about your sequences. Check your stats, check your open or reply rates. If you want to increase your open rates and increase your reply rates, maybe you should try ChatGPT here. Say, “Here’s my sequence. Maybe can you suggest some ideas here to improve it?” Maybe ChatGPT could suggest you something and it’ll be maybe something that could help right away."

This is episode 635. 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! Today's show featured an interview with Anne Desjardins. She's the host of the Silver Lymings podcast and is an account executive with PaperWorks. ANNE'S ADVICE:  "Activity equals activity.  As much drudgery as it is to pick up the phone and call people, or send out an email, or touch base with somebody, even if it doesn’t get you somewhere, it generates enough energy in the universe to support you and stuff starts popping in other places that maybe you didn’t see it coming."

This is episode 634. 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 Dr. Grant Van Ulbrich, Global Director for Sales Transformation at Royal Caribbean and founder of Scared, So What. He's the author of "Transforming Sales Management: lead sales teams through change." GRANT'S ADVICE:  "Personal change is any change that happens to you, for you, with you, or about you. It’s not about the organization, it’s about you, and how do you feel about that? What we need to do is we need to invite some methodology or some model that helps us to critically reflect on change so that we can diagnose it for ourselves versus making those assumptions. That’s where I’ve created the new personal change model called Scared So What, and it’s been a revolution for us and for our customers."

This is episode 633. 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 Sarah Olin. The interview was conducted by Gina Stracuzzi. SARAH'S ADVICE:  "People need to remember who they really are. They need to get reconnected to their values, what they’re committed to, why they love what they’re doing. Take a moment to remember, why are you doing the work that you do? What do you love about it? How is this an expression of you and your values? How is this a contribution that you’re making? Bring that into your next conversation and your next meeting and just see. That remembering is such a game changer for everyone."

This is episode 632. 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 Megan Miller. Megan will be a speaker at the IES Women in Sales Leadership Elevation Conference on October 12. The interview was conducted by Gina Stracuzzi, chairperson for the conference. MEGAN'S ADVICE:  "There are four questions that will change the game for you. How am I feeling today and why? What is one act of service that I can do, one small act of kindness? What is one thing I can do today that’ll inch me towards my goals, what I want for my life? What are three things that I’m grateful for?"

This is episode 631. 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 Kyla O'Connell with Win-Win Sales Training. Kyla will be a speaker at the IES Women in Sales Leadership Elevation Conference on October 12. The interview was conducted by Gina Stracuzzi, chairperson for the conference. KYLA'S ADVICE:  "Explore how empathy is really emerging as a superpower in business. Not just because of how we’re going to influence our customers to want to buy from us, not just because we’re going to influence our teams to work harder to hit their goals because we’re influencing them. Having that empathy for yourself so that you can recognize when you’re having an off day, and forgive yourself, and get back to the next play. Because again, it’s the kindest thing you can do, but it’s also the most effective thing you can do for your career."

Julia Abramovich, US sales firm sales leader at KPMG, shares her insights on building a thriving sales culture in professional services. She emphasizes that ‘sales is all about outcomes, not activity,’ urging listeners to measure success through results. Julia discusses the challenges of selling services, the need for personal accountability, and the value of collaboration. She also highlights KPMG's commitment to diversity and inclusion in sales strategies, illustrating how these principles foster a strong team environment and drive success.