Sales Game Changers | Tips from Successful Sales Leaders

Barry Tozer, President of TNT Advisory, shares his expertise in overcoming sales challenges through clever networking. He discusses the power of building relationships, highlighting a strategic connection with a telecom CEO that boosted opportunities. Tozer emphasizes the importance of identifying key decision-makers and engaging with them at industry events. Listeners learn innovative networking techniques, like taking prospects to dinner, and the value of offering genuine support to help customers achieve their goals.

This is episode 679. Read the complete transcription on the Sales Game Changers Podcast here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement 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 Joe Tarulli, GM and Dennis Been, Sales Development Leader at Pyrotek. JOE'S ADVICE:  "if you want to be successful, model success. Find a mentor in their organization who’s having the type of success that they want to have, invite them to coffee, take them to lunch, pick their brain, ask them good questions. What are they doing? How are they structuring their days? Who are they calling on? What questions are they asking? I’ve looked at people who were already doing what I wanted to do, and I’ve asked, and people are generally very happy to share that with you." DENNIS' ADVICE:  "Being one step ahead is a mantra, is a phrase we use continuously in our company. It comes back to being proactive as well. But being one step ahead with everything you do is going to make the difference going forward for you."

In this insightful discussion, Brian Shealey, Vice President of Sales at Rohirrim, dives into the fascinating world of generative AI for proposal automation. He shares his vision for streamlining complex proposal processes, especially in government contracting. Brian emphasizes the significance of security and compliance while navigating the challenges of sales within venture-backed startups. He also highlights the importance of continuous learning and building relationships in sales, encouraging colleagues to embrace curiosity and adaptive strategies for sustained success.

This is episode 677. 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! Register for the IES Women in Sales Leadership Development programs here. Today’s show featured an interview with Alleyoop Women in Sales leaders Nicole Wasilnak and Holly Sauer. IES Women in Sales Program Director Gina Stracuzzi conducted the interview. NICOLE’S ADVICE:  “The SDR job is tough but keep doing it because the experience that you will get out of that role is something that you can’t learn in any other role in sales. All of my program directors started out as SDRs” HOLLY’S ADVICE:  “My advice is for the people who SDRs call. Be curious about a value proposition that is presented in a way that made you lean in, because they might be calling with a solution to something that’s going to change your entire organization.”

This is episode 676. Read the complete story on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. This is a Sales Story and a Tip episode! 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 content creation expert Stephen Steers. STEPHEN’S TIP:  “What is going to get people to come towards me and ask me questions about things? Is that good content? Is that some things that you talked about on a podcast? Is that great lead magnets that are really adding so much value that they’re overwhelmed and need to hit you up and have you do it them?  Really take some time and leverage the personalization.”  

This is episode 675. Read the complete story on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! 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 sales expert Andy Miller of Big Swift Kick. ANDY'S TIP:  "It's really about relationship. And you know, in sales you have to have whatever your service or product is, has to at least meet the minimal acceptable to get the job done. But relationship is everything in sales and RFPs and account management.  People will help you succeed if they know you like you and trust you. Liking you is not enough. Trusting you is not enough. But they need to know you like you, trust you, and they will help you. And some of the components of that is, to me, get curious, get fascinated by people, get to really know them. Stop viewing them as somebody to get you to a transaction or a deal or a close, just get to know them."

This is episode 674. 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 mindset specialist Umar Hameed, NLP Mindset Coach for Salespeople and Leaders. UMAR’S ADVICE:  “I want you to know with certainty is there’s a better you inside you. Instead of being something unreachable, what I want you to know is it’s within your grasp. All you need to do is just ask the simple question, “What does my future look like if I actually reach my full potential?” Just let yourself daydream and the vision will appear. That’ll be the first step to achieving it, is realizing, “Oh my God, I could effortlessly talk to clients and get them to say yes. I could feel comfortable and powerful going out there in my sales career. I could be a great mentor for people to help them grow and become better salespeople as well.” All it takes is knowing that one truth, and this is a truth, is there is a better you inside you. It’s a joyous journey to find that version of you so you become the person you were always meant to be.”  

Discover how strategic understanding transforms sales approaches, especially in the federal sector. A seasoned pro shares valuable tips on connecting with new clients, particularly CTOs. The importance of preparation shines through as the discussion emphasizes the need to grasp the inspiring missions of government IT professionals. By fostering relationships and aligning goals, sales teams can effectively support mission-driven clients and make a significant impact.

This is episode 672. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! 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 management strategist and best-selling author Lee Salz. LEE'S TIP:  "The sensitivity that executives and business owners need to have with sales compensation is, first understand the needs of the business and the activities and behaviors you're trying to drive, and then use compensation as the lever to get those salespeople to do what you want them to do."

This is episode 671. 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! Register for the IES Women in Sales Leadership Development programs here. Today’s show featured an interview with Julianne Zuber, Vice President, Strategic Technology Ecosystems at Skillstorm. IES Women in Sales Program Director Gina Stracuzzi conducted the interview. JULIANNE’S ADVICE:  “Women are 10% more likely to attain their quota than their male counterparts, and they only occupy 29% of the B2B sales roles in the workforce today. If you don’t have a woman as a CRO in your company right now, you’re doing your revenue a disservice. You’re doing your shareholders a disservice,”