Episodi
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This is episode 744.
Read the complete transcript on the Sales Game Changers Podcast website.
FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement 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 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!
Find out more about the 15th Annual Sales Excellence Awards here.
Todayâs show featured an interview with Bryan Jenkins, Vice President of Sales, RunSignup.
BRYANâS TIP: âJust because someone says no doesnât mean itâs over. In our world, ânoâ usually means ânot today.â Great reps circle back, stay patient, and win when the time is right.â
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This is episode 743.
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 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 Faheem Moosa, founder of Consulting Leap.
Find Russ on LinkedIn.
RUSSâ TIP: âThat phrase, âIf the pressman doesnât like it, it ainât going to work,â has stayed with me since the 1990s, and it still applies to every sales situation Iâve been in. No matter how senior the buyer is, Iâve learned that the people actually using your productâthe ones with their hands on itâare the ones who make or break the deal.â
đ Key Takeaways:â The real influencers arenât always at the top. End usersâlike press operators, admins, or engineersâcan make or break a deal based on their experience with your product.
â Get the ground truth before the boardroom pitch. Talking to the people who actually use the technology uncovers insights and blockers that execs and procurement might not even be aware of.
â Relationships still matterâespecially with users. Building trust with everyday users can uncover deal-closing intel and build lasting loyalty beyond just the contract signers.
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Episodi mancanti?
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This is episode 742.
Read the complete trancription 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 Anthony Robbins, the 2025 IES Lifetime Achievement Award recipient, and his daughter Megan Robbins from NVIDIA.
Get your tickets to the 15th Annual Sales Excellence Awards here. They will be on May 1 at the Mclean Hilton in Tysons Corner, VA.
IES Women in Sales Program Director Gina Stracuzzi also co-hosted the interview.
ANTHONYâS TIP: âEarly-in-career people have to get a good coach in their corner, they have to have mentors that they engage with, and they have to be really dialed into building subject matter expertise. The relationships Megan is developing today, she will have these relationships for 10 or 20 and sometimes 30 years. Investing in these relationships is really important.â
MEGANâS TIP: âJust show up. Get out there in your community as much as you can, whatever profession or industry you choose. Build out your network.â
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This is episode 741.
It's a special Women in Sales episode.
Read the complete transition 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 Souror Humpton from Oracle, the 2025 Jay Nussbaum Rising Sales Star award recipient, and Jessica Scott from Carahsoft, the 2025 IES Partner of the Year. Get your tickets to the 15th Annual Sales Excellence Awards here. They will be on May 1 at the Mclean Hilton in Tysons Corner, VA.
IES Women in Sales Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales series of the Sales Game Changers Podcast.
SOURORâS TIP: âDonât be afraid of rejection. My biggest thing is I pick up the phone and I just make the phone call. Whether itâs your management, whether itâs a customer, whether itâs something that you need from somebody to take that next step. Worst-case scenario, itâs a no, and you move on. But best-case scenario, you get what you had hoped for.â
JESSICAâS TIP: âInvest in yourself. Be proactive with getting better at your job by finding a mentor, by attending trainings. They will help with your professional development. Go to the live events, push yourself outside of the comfort zone and just build those connections. Thatâs how we thrive in this business â off of the connection.â
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This is episode 740.
Read the complete trancription 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!
Find out more about the 15th Annual Sales Excellence Awards here.
Todayâs show featured an interview with Greg Clifton, General Manager â Defense & National Security Group at Intel.
Find Greg on LinkedIn.
GREGâS TIP: âShow up, add value, and meet somebody new every day. The relationships you build and the trust you establish by being present, engaging in meaningful conversations, and contributing to your industry will set you apart in sales.â
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This is episode 739.
Read the complete transcription on the Sales Game Changers Podcast website here.
Read more about the Institute for Excellence in Sales (IES) 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 is a Women in Sales episode. The interview was conducted by Center for Elevating Women in Sales Leadership director Gina Stracuzzi.
The guest, Randi Deckard is the Senior Vice President, Growth at BESLER.
RANDIâS TIP: âSales is a conversation. The key is to simplify the complicated, stay curious, and iterate. Success comes from constantly refining, learning, and being 1% better every day.â
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This is episode 738.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales (IES) 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 Anne Altman, CEO Everyone Matters, Inc. She was the recipient of the Institute for Excellence in Sales Lifetime Achievement Award in 2013.
The show was cohosted by IES Women in Sales program director Gina Stracuzzi.
Find Anne on LinkedIn.
ANNE'S TIP: "Sales leaders must create possibilities for their teams by asking powerful, forward-thinking questions. Inspire your salespeople by asking, âWhat if we could accomplish this?â and help them bridge the value of what theyâre selling to the impact it can have for customers. Engagement starts with envisioning whatâs possible.â
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Thia is episode 737.
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 Kristina Bouweiri, President & CEO at Reston Limousine Service. Sheâs the Institute for Excellence in Sales Entrepreneurial Sales Leader of the Year. Find out more about the 15th Annual Sales Excellence Awards here.
KRISTINAâS TIP: âOur motto has always been never say no. Say yes to whatever the customers want. Everyoneâs a customer. That has been our motto for 35 years and it has served us very well.â
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This is episode 736.
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 Briana Horan, VP of Clinical Sales for Galaxy Diagnostics.
BRIANAâS TIP: âConsistency creates credibility. Whether thatâs in developing yourself as a salesperson or in the salesperson of how you show up to your clients, be consistent.â
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This is episode 735.
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 featured an interview with Jack Daly, the Institute for Excellence in Sales Sales Speaker of the Year. Find out more about the 15th Annual Sales Excellence Awards here.
JACKâS TIP: âLifelong learning fuels my journey. From paper books to Kindleâand now AudibleâI average over 100 books a year by learning on the go. Your degree isnât the end; itâs just the beginning.â
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This is episode 734.
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 Dawn Deeter, Director of the National Strategic Selling Institute at Kansas State University.
DAWN'S TIP: "Always be honing your skills, because things are always changing. My dad taught math, and sometimes I think, âBoy, wouldnât that be nice?â Because things donât change. Iâm always every semester updating my notes, because nothing is ever the same. Youâve just constantly got to be honing those skills and staying up to date on whatâs happening."
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This is episode 733.
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.
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!
Todayâs show featured an interview with Josh Garrison, VP of Marketing at Apollo and the author of "Outbound Sales: A data-backed playbook for cold email, cold calling, social selling, and more," and Samuel Elliott, Senior Account Executive.
JOSH'S TIP: "Go leave five comments on LinkedIn, and I want you to do it in a way where youâre not selling anything. Give as much as you can in those five comments on five different posts and see what you get. Make that a habit. Thatâs my number one thing, that even myself, we could all do better and the rewards are going to be there."
SAMUEL'S TIP: "Go log into ChatGPT, Perplexity, or any of the AI applications. Before your next call with someone, ask it to summarize what that company does, who they serve, and what their specific role and title cares about. Youâll be amazed at how much it can streamline your pre-call research and information and all of the possibilities beyond it."
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This is episode 732.
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 James Muir, author of âUnsticking Deals,â and his colleague Patti Peets, Chief Revenue Officer, Unislink.
JAMESâ TIP: âBe a domain expert in addition to being a sales expert. If youâre a new salesperson, what that means is you need to master your industry so well that if the person that you sell to said, âHey, Iâm going to be gone for a month, could you come in and sit in and do my job for me for a month while Iâm on vacation?â If you can say you can do that, then youâve learned enough about your industry. Until you can say that, you need to keep grinding until you understand that, because whatâs going to happen is the credibility that youâll have with clients when youâre with them will go off the charts.â
PATTIâS TIP: âReally go through every deal in your pipeline. If itâs been in that stage for more than 14 days maybe, or 21 days, you should go through that list of questions to really score yourself and be honest with yourself, and then admit this deal is stuck. Then put a plan together, follow some of those methods and techniques that James offers up, and watch what happens. You will have deals that literally unstick, and maybe not every deal, but you will have deals that get unstuck by following this process.â
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This is episode 731.
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.
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 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 Faheem Moosa, founder of Consulting Leap.
Find Faheem on LinkedIn.
FAHEEMâS TIP: âEven though I had a champion in the organization, I couldnât push too hard. That was a learning for me. There are different dynamics that take place within an organization. Champions are not going to save you all the time, but then it doesnât stop you from pursuing other angles and still being top of mind in other ways. Thatâs what I learned about champions in a complex sale.â
đ Key Takeaways:â Sales champions helpâbut canât always seal the deal. Even a CFO advocate might hesitate if the timing isnât right.
â Persistence pays off. Even when doors close, creative networking can lead to a breakthrough.
â Sales isnât just about strategyâitâs about patience. The right opportunity can take time, but when it comes, the deal can happen fast. -
This is episode 730.
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.
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 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 Chaz Horn, author of âB2B Blueprint To Predictable Sales.â Learn more about it here.
Find Chaz on LinkedIn.
CHAZâS TIP: âAlways treat each and every person that comes into your life with respect, empathy, and look to serve.â
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This is episode 723.
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.
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!
Todayâs show featured an interview with Andrew Barbuto, author of "Top Sales Producer: How to Crush Your Sales Quota," and his sales manager, Patrick Thornton at Basis Technologies.
Find Andrew on LinkedIn. Find Patrick on LinkedIn.
ANDREW'S TIP: "Picture what your life is like if you are your ideal customer profile. Put yourself in their shoes. What is your day like? What are some of your challenges? Youâll be surprised at the insights you can get from that. Our job is to help our customers and our prospects. How are you going to do that unless you really understand what their needs are?"
PAT'S TIP: "Reach out to one sales professional, but any professional that you respect and admire, and say, âWhatâs one book that you would recommend that really helped shape and advance your career?â Read it and then see what happens."
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This is episode 728.
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 Richard Applebaum, Manager-Partner at Rein Teen Tours.
Richard first appeared on the Sales Game Changers Podcast at the height of the Pandemic on March 26, 2021. Listen to the episode here.
Find Richard on LinkedIn.
RICHARD'S TIP: "itâs so important and so rarely done that we show the correct amount of appreciation to our clients. Where when thereâs nothing going on, itâs a quiet day, I pick up the phone, call 10 clients who have been with us before and say, âThanks. We really appreciate that you trusted us with your child, your most valued possession.â Take the time to let your customers know that you appreciate them. That will have a very good result for you."
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This is episode 727.
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 Natalie Lambert, Founder & Managing Partner at GenEdge Consulting.
Natalie and Juliana Slye will be presenting âAI & The GovBuyerâs Journey: A One-Day Workshop in Practical AI and Buyer Engagement for Public Sector Marketers. on January 28 in Reston, VA. Register here.
NATALIEâS TIP: âIt comes down to changing a habit. Whether it is making your home screen Perplexity and not Google to try, what is it like to search with an answers engine versus Google? As you do that, youâre going to see, âIf it can do this, it can do this,â and it will start growing on itself. Put that into your daily workflows and see what you get.â
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This is episode 726
Read the complete tranwcription on the Sales Game Changers Podcast website here.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement 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 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 Seth Marrs, the primary sales AI and technology thought leader at Forrester.
Find Seth on LinkedIn.
SETHâS TIP: âAI is going to make you as a sales professional a lot better. Itâs going to make it a lot harder to be a seller, but for those who take advantage of it, itâs not going anywhere soon. Ttâs going to make sales more important and itâs going to make the true nature of a seller. The true nature of a seller is independence and really trying to find your own way to do things.â
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This is episode 725.
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.
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 Quinton Feltner, Regional Sales Vice President, Microsoft (Nuance).
Find Quinton on LinkedIn.
QUINTON'S TIP: "I put it in three buckets. Fix, avoid, and accomplish. Can you help somebody avoid something? Can you help somebody accomplish something? Can you help somebody fix something? When you really focus consistently and seeking to be that problem-solver, youâre going to set yourself apart."
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