Sales Game Changers | Tips from Successful Sales Leaders

This is episode number 629. 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 webinar wizard Johnny Beirne. JOHNNY’S ADVICE:  “It’s a competitive world out there, particularly in sales. People are going to a lot of meetings online. When you show up on screen, where the person looking at you goes, “Now this is sharp, this is different. I’m going to listen to this person. This is smooth, this is effortless,” whatever terminology they use, you’re going to stick out if you take these production values to heart.”

This is episode 628. 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 Infinite Electronics sales leaders Jason Koshy and Sara Wakefield. SARA’S ADVICE:  “Know your customer, and that’s really always 101 type of stuff. But at the same time, don’t cast the net wide. Focus, know how you’re going to measure success, and then pivot if you need to.” JASON’S ADVICE:  “It’s self-awareness. Figuring out where you are and what’s going on around you and figuring out how to navigate it. Because there’s a lot of things you can do, but we have to be much more prescriptive in what’s going on in the world. That’s self-awareness and understanding of where you are, where you want to go to, what you’re facing, can really create a result-oriented successful result for the business and individually.”

This is episode 627. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond’s new 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. Nate Zinsser, author of “The Confident Mind.” NATE’S ADVICE:  “Get to the understanding that I control my own mind, not my customers, not my boss, not my last experience. I control my last line. I have what the great writer Viktor Frankl refers to as the last human freedom, the freedom to determine my own choice and my own attitude regardless of circumstance. I challenge you to act on that hour, by hour, by hour. Let’s see how far that conviction can take one.”  

This is episode 626. 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 for 2022. Read the announcement here. Purchase Fred Diamond's new 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 Maryam Emdadi from IES Premier Women in Sales Employer Carahsoft. Read more about the PWISE designation and program here. The interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director. MARYAM'S ADVICE:  "Lean into all the hard things. Don’t avoid them. Don’t avoid the risk. Once you actually lean in and try it, you realize it’s not rocket science and nothing bad will happen if you mess up the first time. Take all the risks you can, take all the challenges you can. Ask for the extra work, ask for the position. Take a risk on a campaign or a go-to market strategy that you’re not sure will execute results. Out-of-the-box thinkers and people who are really putting themselves out there to do things that are creative, that are different, and a little risky, I don’t think you ever regret those."

This is episode 625. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! Martha Mathers is the Chief Revenue Officer for OPEXUS (formerly AINS). MARTHA'S TIP: "Take every opportunity you can to learn. If I don’t understand something, I will take the time to invest. I try and hire people who can teach me something new and help broaden my horizons or help me learn different perspectives as well. For me it’s that learning and constantly looking at the next horizon and never assuming I have a complete playbook, or toolbox, or something along those lines, always looking for ways to improve. 

This is episode 624. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond's new 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! After a successful career in sales leadership at companies such as Salesforce, Silicon Graphics, Oracle, and DEC, Joe Markwordt is taking his talents to Loyola University in Baltimore teaching sales to college students. Joe also appeared on the podcast in 2018. Listen to that podcast here. JOE'S TIP: "It took me about six years to become what I would consider to be a sales professional, and another five years to earn what I consider to be a PhD in sales. You might say, where do you get a PhD in sales? Well, you get it in the University of Hard Knocks, and that’s where tuition payments are the commissions lost on deals that you could have won. Here’s my advice. Learn from your mistakes. You mentioned that early on, learning, you’re going to lose deals, you’re going to blow calls, you’re going to mess up. Every time you do that, you’re paying a tuition payment into getting that PhD in sales. But you got to learn from it. You’ve got to incorporate the learnings into the next thing, so the next time instead of spending six months on a deal you’re going to lose, you cut the bait after two months, you disqualify, and you move on to the next deal."

This is episode 623. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond’s new 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! Kim Napolitano is Executive Director for Industry Relations and Intermediary Group for Sales at Hilton Worldwide. Gina Stracuzzi, Program Director for the IES Women in Sales programs, conducted this interview. KIM’S TIP: “If you are sincere about growing in your space in a leader or whatever that looks like, feel free to get a professional coach. There are so many out there, great organizations that represent these coaches. They do a lot of great work and they’re able to speak to you from a position that more than likely your own leader either may not be aware of or may not feel comfortable speaking to you in a certain way. This is a great way for you to get some additional feedback.”

This is episode 622. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond’s new 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! TOMMY’S TIP: “Be curious about yourself. What I mean by that is understand why you are winning deals; understand why you’re losing deals. If it’s hard for you to understand that, go find someone like me, or Andy, and ask that question and they’ll help you figure it out.” ANDY’S TIP: “If you’re an SDR, AE, manager, leader, whatever, is embrace the grind. Sales is a grind, and if you out grind people, you’ll usually beat them, and you’ll be very successful, and you’ll become a better person for it.”  

Barbara Pawar, VP of sales at Avanade, shares insights on navigating workplace challenges for women, the importance of allies in promoting gender equality, and strategies for new sales leaders to effectively manage hybrid teams.

Explore the vital role of relationship-building in public sector sales, especially for women navigating this landscape. Discover how government contracts face modernization challenges amid digital advancements. Delve into the unique strengths women bring to the sales arena, balancing empathy and risk-taking. Uncover the complexities around generative AI adoption in government and the critical need for sales professionals to guide that journey. Empowering insights make this discussion a must-listen!