Sales Game Changers | Tips from Successful Sales Leaders

This is episode 712. 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 sales expert Jim Padilla. JIM'S TIP:  "Know your audience. That’s your responsibility all the time. It should never be a situation where the project failed because you launched it to the wrong person. It is your job to do your due diligence and make sure that the people you’re serving actually have the problem that you solve, and that they’re aware, and that they’re actually interested in solving it."

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.”  

Jillian Swenson, a sales leader at Amazon Web Services, discusses the dynamics of federal partnerships. She emphasizes how Independent Software Vendors can tailor solutions for government needs. The conversation navigates the challenges of lengthy sales cycles and compliance in the federal sector. Mike Blake shares insights on maintaining resilience in tough sales scenarios. Both leaders stress the importance of understanding customer needs and leveraging generative AI to enhance sales strategies and differentiate oneself in the competitive landscape.

In a lively discussion, Jason Adolf, Vice President at Appian, shares his expertise on engaging government customers. He urges sales professionals to break free from the COVID mindset and actively participate in events to foster relationships. Jason dives into the value of low-code solutions that simplify processes for government agencies. He emphasizes the importance of understanding budget dynamics and crafting tailored sales strategies. With a focus on trust and consultative selling, he explains how to adapt in a competitive federal marketplace.

In this engaging conversation, Marc Monday, Vice President of Global Partnerships & Alliances at Deltek, shares his insights into the power of partnerships in enterprise sales. He discusses the importance of understanding customer needs and leveraging local knowledge to navigate complex solutions like ERP systems. Marc emphasizes how AI can enhance partner management and sales strategies, while stressing the need for a customer-centric approach. He also warns against viewing marketing as separate from sales, advocating for an integrated strategy to drive success.

Theresa Caragol, Founder and CEO of AchieveUnite, is an expert on partnerships and author of 'Partnering Success'. She discusses the critical role of strategic alliances for growth in today's market. Theresa highlights the Partnering Quotient Index (PQI) to measure trust in partnerships. She also identifies five personality types that can improve collaboration. Additionally, she shares insights on fostering effective partner organizations using the 'five Ps' framework and emphasizes the changing dynamics with AI shaping partnership strategies.

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.