Episodit
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This is episode 721.
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 Diamondâs 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!
Todayâs show featured an interview with Okta Federal Vice President Amy Johanek.
AMYâS TIP: âPrepare. Think about the outcome that you want to achieve, put a plan into action, one that fits into your strategy, that has both near-term and long-term steps. Donât fall in the trap of being caught up in the day-to-day or the end of the quarter. Have a vision and make a plan and execute against it. Above all, deliver value for the customers, and your preparation wonât be wasted if you do that.â
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This is episode 720.
Read the complete transcription on the Sales Game Changers Podcast website here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamondâs 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!
Todayâs show featured an interview with Shibani Gambhir, Vice President, Sales Intelligence and Support at United States Postal Service.
SHIBANIâS TIP: âItâs an exciting time to be part of the Postal Service. Weâre going through a major transformation. We work in the millions and billions when we talk about programs and customers. You can have a very significant impact to customers, because youâre able to offer great products and solutions. Youâre binding the United States together with the product offerings. Thatâs something to be so proud of. The transformation that weâre undertaking right now is unprecedented, and itâs the single largest insourcing transformation in the United States. Lots of investments in our IT infrastructure, in our facilities, in our employees. The energy at the Postal Service is fantastic.â
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This is episode 719.
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. Read the announcement here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamondâs 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!
Todayâs show focused on the concept of âTechnology by Policyâ and featured Federal Business Development and Marketing expert Rob Efrus and GitLab Federal CTO Joel Krooswyk.
ROBâS TIP: âTry and walk in the shoes of your end user, federal customers, understand the pressures that they are facing, agency reorganizations, budget cuts, etc. doing more with less, and align your value proposition to those challenges and the policies that are driving those challenges.â
JOELâS TIP: âFind some good sources of information and just subscribe so youâre up to date. Donât let policy fly by as some of itâs going to be really important. Find a few news sources you like. Iâm a big fan of subscribing directly to the White House and to CISA. If you just get a few of those things coming in your inbox, you can at least keep up with policy changes as theyâre being published.â
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This is episode 718.
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 "Thank You, It's True" Movement Creator and TEDx Speaker Cynthia Barnes.
CYNTHIA'S TIP: "Whatever I thought the compelling offer was, most likely wasnât the compelling offer. I had to shift from the lens through which I was looking and get inside the head of my buyer, to the point where I started to think like them. I was then thinking, âWhat would my prospect do? What would my prospect say in this instance?â I wanted to feel what they felt. It was the psychology of my buyer. Thatâs how important it was."
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This is episode 717.
Read the complete trascription 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 Diamondâs 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!
Todayâs show featured Holly Rollo, the author of The Power of Surge. We also featured John Shrader, Chief Revenue Officer at construction software company Arcoro.
HOLLYâS TIP: âThe real thing thatâs going to differentiate you is a frictionless customer experience. That customer experience canât be managed if itâs in bits and pieces all over the place. Then sales, marketing and customer success arenât radically aligned, which is what Iâm a big advocate of. Priorities become really, really clear when you figure out whereâs the friction in that customer experience and how can you properly set goals, which I think would help align CEO expectations, not just on marketing, but on the investments and attention spent across the go-to-market roles that remove that friction and make the experience stronger.â
JOHNâS TIP: âWhat are those things that youâre doing on a regular basis that cover three things? Youâre always prospecting, youâre selling, and youâre closing. Thereâs different times in your day, your month, your week that the amount of time you spend between those three things shifts. The beginning of a month, youâre going to be spending more probably on prospecting. The bottom end of a month youâre doing more on closing. But that balance of how you do that in a day matters.â
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This is episode 716.
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 an interview with Government Business Results (GBR) leader Juliana Slye.
JULIANA'S TIP: "For government marketers, you have to understand the persona that youâre marketing to at a deeper level. Thatâs step one. For the sales leaders and sales professionals out there, what I would tell you is understand that your role has changed. Your job is not to be the information or the education concierge. Your job is to be the trusted advisor who brings valuable insights above and beyond your company and your product, because theyâre going to find that information on their own to the table. Focus on the relationship and bring those insights that are relevant to their problems and challenges in their agency."
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This is episode 715.
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 Diamondâs 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!
Todayâs show featured an interview with Vice President @ Infinite Electronics Jason Koshy.
JASONâS TIP: âOne of the most important things I took away from that is that in sales, itâs just as an important career as being a doctor, an engineer, or any other profession. To be proud in what you do and to do it to make a difference in your customer or your end customerâs projects, or whatever the business is trying to do, is critical.â
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This is episode 714.
Read the complete transcript 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 an interview with sales performance specialist Cara Pacific Campbell.
CARA'S TIP: "Itâs the relationship. If you are going to sell a multimillion-dollar deal, people are not buying your technology. People are buying your relationship, your support. Theyâre investing in the trust that youâve built. That was all relationship, the whole way."
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This is episode 713.
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 Diamondâs 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!
Todayâs show featured an interview with government sales leader David Peed, the Regional Director Department of Defense, Special Programs and System Integrators for Fortinet Federal. This is his third appearance on the Sales Game Changers Podcast.
DAVIDâS TIP: âYou want to be thorough in your follow up. Timing-wise, you want to make sure that you hit all the marks there, but thereâs nothing wrong with taking a little time, showing a little patience, and the customer or the person youâre interacting with, give them some time.â
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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. Thatâs 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 youâre serving actually have the problem that you solve, and that theyâre aware, and that theyâre actually interested in solving it."
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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 Diamondâs 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!
Todayâs show featured KnowlegeNet.ai CEO Mehdi Tehranchi and CRO Nick Caruso.
MEHDIâS TIP: âA salesperson now has knowledge of everything. Thatâs what AI has done. Now put that knowledge into action, thatâs up to you. The salesperson needs to take that and take action. I think thatâs the biggest use of AI, no matter which AI you use. It has to be actionable.â
NICKâS TIP: âIf youâre 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 youâre a manager, look at what your team is doing and saying, âCan I make this more efficient?â
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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 Diamondâs 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!
Todayâs show featured an interview with business development leader at the Offit Kurman law firm Jim Ries.
JIMâS TIP: âOn LinkedIn, donât just post about you, me, we. Post about your experiences with other people, other companies. Share knowledge. It canât just be about awards that youâve won or presentations that youâve made. Make it about other people and make it about really relevant content that your network would want to see from you.â
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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, Mikeâs 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 â 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.
đ„ Key Takeaways:
âą The power of fractional executives for small business growth
âą Building trust and value in business relationships without keeping score
âą Planting seeds of success through networking and generosity.
If youâre a sales professional looking to scale and seeking a reliable sales partner, this is a must-watch! Learn how a "giverâs mindset" can transform business and help you achieve your goals.
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This is episode 708.
Read the complete transcription on the Sales Game Changers Podcast website.
Purchase Fred Diamondâs 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!
Todayâs show featured AWS Public Sector Partner Sales Leaders Ash Thankey and Andrew Christian.
ASHâS TIP: âWe donât 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.â
ANDREWâS TIP: âLearn as much as you can continually. What we do takes practice. Thereâs 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 youâre going to keep up with that.â
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This is episode 707.
Read the complete transcription on the Sales Game Changers Podcast website here.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamondâs 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!
Todayâs show featured an AWS Public Sector Partner Sales Leaders Jillian Swenson and Mike Blake.
Find Jillian on LinkedIn. Find Mike on LinkedIn.
JILLIANâS â TIP: âDifferentiate yourselves from your peers by leveraging new GenAI tools to reduce repetitive time-consuming tasks and gain new insights into your customers. Itâs going to free you up and help you bring more unique value to your customers.â
MIKEâS TIP: âCultivate a positive mindset and resilience. Selling to large integrators can be very challenging. Develop techniques to maintain motivation, overcome rejections, because there will be rejections, and celebrate your successes. Prioritize building those relationships and really understanding these companies. Focus on the customerâs needs, earning their trust, rather than just going for the hard sale.â
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This is episode 706.
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. Read the announcement 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 Jason Adolf, Vice President - Global Public Sector Vertical at Appian.
JASON'S TIP: "For people who sell to the government, shed the COVID mindset. You need to go out, find a trade show, find an industry day, find a networking event, and go register for it and go. Your government customers are coming out. Your partners are going to be there. Washington tends to be a very incestuous community as far as trading people. If you are not out there, somebody else is. Your competitor is out there. If you are not out there, youâre not top of mind."
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This is episode 705.
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 an interview with Marc Monday, Vice President, Global Partnerships & Alliances at Deltek.
Find Marc on LinkedIn.
MARC'S TIP: "Embrace marketing. Donât fall into the trap of thinking that marketing is a separate discipline from what you do. Marketing is selling. Increasingly, the data shows 68% to 75%, even 80% of all customer buying decisions are done digitally online before you ever see them in your CRM. As a sales professional, it is incumbent on you to become an expert at marketing and understanding what that is. That bridge between sales and marketing is probably the single most important thing that will set you apart."
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This is episode 704.
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 an interview with Theresa Caragol, Founder, and CEO at AchieveUnite. She is the author of Partnering Success: The Force Multiplier to Achieve Exponential Growth.
THERESA'S' TIP: "Partnerships have become more important than ever, with the rise of the influencer, and the rise of AI, and the rise of 35 touches in an enterprise opportunity. They might be transactional, they might be sales, they might be consulting, they might be advisory, they might be procurement, they might be inside of your organization. Every single company in the world needs to have a partnering strategy from day one."
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This is episode 703.
Read the complete transcript 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.
Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
Purchase Fred Diamondâs 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!
Todayâs show featured an interview with Alan Versteeg, Global Chief Revenue Officer, Growth Matters International and James Hickman, Director of Sales at Altron Digital Business.
JAMESâ TIP: âTake 5 to 10 minutes, sit down and write down, out of this podcast or any of the other podcasts youâve listened to on the channel, what is it you are going to go and do? Set yourself timelines to that and book a meeting now for a week or two weeks to sit down and review how youâve progressed along those actions. None of whatâs been said on this podcast or any of the others is any value unless itâs implemented and actioned. Thatâs the only way to get results.â
ALANâS TIP: âIf youâre a salesperson, make it a profession. That mindset will change everything. If youâre a sales manager, realize youâre there to grow salespeople that grow sales, not grow sales. That mindset will serve you everywhere. If youâre an organization, realize that nothing happens until you make a sale. As the leader, start aligning the organization behind the sales.â
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This is episode 702.
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 Diamondâs 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!
Todayâs show featured an interview with Anna Frazzetto, the former Chief Revenue Officer at Airswift, a workforce solutions (staffing and recruitment) organization.
ANNAâS TIP: âWith the clients that you currently work with, find out something that you donât know about them. Because thereâs going to be something that you donât know. Either about the individual that you sell to. Have you done research specifically? If youâre selling to a C-level person, maybe they belong to a certain committee that you didnât know about. Find out something new. Every bit of information helps out.â
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