Episoder
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This is episode 662.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Sales Employer (PSE) 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!
Register for the IES Women in Sales Leadership Development programs here.
Todayâs show featured an interview with Gerilyn Horan, Vice President Group Sales & Strategic Accounts at Hilton. She is the Institute for Excellence in Sales Women in Sales Leadership Award recipient for 2024. Learn more here.
GERILYNâS ADVICE: âAsk for the business. I think we have to be very intentional about that this is why weâre here, we want this partnership. But that also, it should be a partnership. In any engagement, itâs not just weâre going to give and do and give and do. There should be a little bit of the whatâs in it for us? As for the business, understand that the customer understands youâre committed and this is what you want, but that it is a two-way street, a strategic partnership, and there should also be some win in it just beyond that transaction for you and your company. When thereâs skin in the game on both sides, it changes the dynamics of the relationship I think in a positive way, that is meaningful.â
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This is episode 661.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Sales Employer (PSE) 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!
Register for the IES Women in Sales Leadership Development programs here.
Todayâs show featured an interview with Greg Lullo, CEO of Alleyoop, and his customer, Terry Husayn, VP of Engagement at live conversation company Orum.
GABEâS ADVICE: âYou have to be practicing and you have to be consistently, consistently, consistently rehearsing that. I remember driving to work every single day when I was an SDR. My steering wheel was my best prospect. I was the guy like, âWho is that crazy person talking to himself on the way to work?â That was me because I was practice, drill, rehearse, practice, drill, rehearse. Itâs second nature. Again, preparing what to say and donât be lazy in language is super important.â
TERRYâS ADVICE: âBusiness process map the processes the SDRs are taking a day, whether itâs prospecting, demos, follow ups, or proposals for AEs. You have no idea how much time is wasted not selling. You also have all the tools. You likely have the Salesforce, ZoomInfos and Gongs and everything. You have the exact same tech stack that your competitors do, but your competitor probably is automated twice as much as you have. Take a look at your rev ops stack, look at what your team is doing. I guarantee you thereâs 50% plus more efficiency there that you just havenât even deployed.â
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This is episode 660.
Read the complete transcription on the Sales Game Changers Podcast website.
Read more about the Institute for Excellence in Sales Premier Sales Employer (PSE) 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 Bob McCarthy, Managing Director at the Resident mattress company and how he's used pickleball to help him be a better sales leaders.
BOB'S ADVICE: "Iâm the analytical guy and itâs made me very successful in sales. It's also made me successful at pickleball."
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This is episode 659.
Read the complete transcript on the Sales Game Changers Podcast website 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!
Register for the IES Women in Sales Leadership Development programs here.
Todayâs show featured an interview with Bob McCarthy, Managing Director at the Resident mattress company.
BOBâS ADVICE: âHave a story about how your product that youâre selling positively impacts your customerâs P&L. Being able to articulate how your product impacts the P&L of your customer is extremely important. Have that story nailed when youâre talking to your customer.â
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This is episode 658.
Read the complete transcript 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!
Register for the IES Women in Sales Leadership Development programs here.
Todayâs show featured an interview with Joe Marcoux, the Sales Sensei. Find his âOvercoming Objection Masteryâ guide here. Contact Joe on LinkedIn to get your copy.
JOEâS ADVICE: âStep one is, we acknowledge what weâve heard from the person so that they understand that theyâre heard. Then we ask a question. Itâs so simple. Simplicity is elegance. Acknowledge and ask a question. If Iâm a sales leader, I want to be able to audit calls, and then I want to be able to practice. You have to train. Even if it was just an hour a week, the difference is massive. A lot of people, especially at enterprise levels, the belief is, âHey, Iâm here to talk to you about your numbers. Your numbers are off. Listen, if youâre supporting them and providing them the support they need and be able to do course corrections with them, thatâs where their numbers are going to grow.â
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This is episode 657.
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 an interview with Vlad Oleksiienko, VP of Growth at Reply.io, a sales engagement platform provider.
VLADâS ADVICE: âGreat salespeople know their customers. They get into the prospectâs head, and they will use AI to become more effective and productive. Automations help us be more productive. The same with AI. Iâm confident we will just increase our productivity and be more effective with AI.â
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This is episode 656.
Read the complete transscription on the Sales Game Changers Podcast website 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 Jim Kelly, Senior Vice President and General Manager, Federal at Dell Technologies. Jim is the 2024 Institute for Excellence in Sales Lifetime Achievement in Sales Award Recipient.
JIM'S ADVICE: "Know your brief. Do the research, understand how each spoke in the tire actually impacts the other. Thatâs what we do a good job of, I think, at Dell, is understanding how security and zero trust impacts AI, which impacts user experience, which impacts the edge and multi-cloud environments, and then all the way into next generation US telco ecosystems. That is understanding not only what those products and solutions and outcomes are, but how they impact your customer. Iâve probably given the brief about 70 times in the last three or four months to almost every segment of customer, partner and community. It resonates when you know it. It makes an impact."
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This is episode 655.
Read the complete transcription on the Sales Game Changers Podcast website 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 Women in Sales Leadership Development programs here.
Today's show featured an interview with Lori Richardson from Score More Sales and Women Sales Pros.
It also featured Institute for Excellence in Sales Women in Sales Program Director Gina Stracuzzi.
LORI'S ADVICE: " Listen in your meetings and make sure that people are speaking up that might be sitting quietly. Just say, âWe havenât heard from you. What are your thoughts?â Then just ask individually, âHow are we doing with women in sales here? Whatâs missing? What could I do better?â Donât assume that just because you have a number of women on your team that youâre all set, because there may be things that you could do and improve on.?"
GINA'S ADVICE: "Investing in the professional development of all your employees really, is critical. A lot of companies will tell you, first thing out of the gate is, âWe have a lot of internal resources, they have access to all kinds of programs.â When you ask them, âWell, how many people actually avail themselves at those? Is it a safe space if itâs live? Do they feel like they can talk about whatâs of concern to them, or their fears, or their career aspirations? Usually the answer, if people are being honest, is no. Find outside resources, such as the IES to fill those gaps."
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This is episode 654.
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 an interview with Steve Harris, President Alteryx Public Sector.
STEVEâS ADVICE: âPeople need to be responsible for their own development. That means that they need to hold their manager accountable, their second level manager accountable. They need to gain a baseline for where am I from a talent and development perspective. What are the things that you believe I do well and what are the things that you can help me understand that I could do better? Performance, weâre here to deliver on the numbers that weâre given. Weâre here to create results. How do I know the time that Iâm spending is actually going to be accretive to those outcomes? Do I have a strong strategy? Do I know how to build ecosystem and relationships across the industry around my client? How do I know that Iâm building good, solid pipeline? How do I personally pressure test that? How am I always thinking ahead to my plan to close?â
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This is episode 653.
Read the 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 Gretchen Gordon, the author of "The Happy Sales Manager" and one of her clients, Mike Dorrington, VP of Sales and Marketing for AMAROK Security.
GRETCHEN'S ADVICE: "Adopt the mindset of adapt or die. Our world is changing and itâs not going to slow down anytime soon. Itâs for salespeople, itâs for sales managers, itâs for leaders of managers, itâs for leaders of companies. Itâs not a, âI did it and Iâve got it figured out.â You have to have that mindset of adapt or die, which is from the movie, Moneyball, but is also an adaptation of Darwinâs theory. You have to have that mindset that itâs going to be constant change and youâve got to adapt."
MIKE'S ADVICE: "Embrace change technology, being a student of sales is my passion. That is part of what makes a difference between a good sales manager and a great one, or sales leader, is really that love of the game of sales. That really resonates. If you do that, youâll see a difference in your results."
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This is episode 652.
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 Nick Sinai, Heâs a venture capitalist, adjunct faculty at the Harvard Kennedy School, author, former senior official in the Obama administration. He's the coauthor of Hack Your Bureaucracy: Get Things Done No Matter Your Role On Any Team.
NICK'S ADVICE: "Help your customer be a hero, because it will help you and your company in the long run."
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This is episode 651.
Read the complete transcriptoin on the Sales Game Changers Podcast 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 Jennifer Ives, Co-Founder & CEO at Watering Hole AI.
JENNIFERâS ADVICE: âThere are AI revenue generators, and thatâs what we focus on. I am a revenue generator. Before I co-found this company, generating revenue, in addition to making sure that your customers are happy and satisfied and getting what they need from you, generating revenue is your next goal. You cannot be in business if youâre not generating revenue. Thatâs where we focus, and thatâs what makes me really excited. Itâs all about whoâs around your watering hole, where are your like watering holes, and how can we help with use cases that help you generate revenue in your company.â
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This is episode 650.
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 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 Barry Duplantis, VP and GM, North America Public Sector, Mattermost.
BARRYâS ADVICE: âThe top priority for me is how are we creating pipeline every day? What are the motions to create pipeline? What are the actions that marketing and the sales team are doing to create pipeline? Because we all know the sales cycle in public sector can be a bit wobbly at times, where either things come really quickly or they take a long, long time. Itâs about understanding as you build a pipeline, what are the priority opportunities that you really need to double down on and go after?â
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This is episode 649.
Read the complete transcript 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 an interview with Jennifer Lyall of Liv Healthy. Download her â7 Steps to Transform Your Energy to Attract More Clients here.
JENNIFERâS ADVICE: âWe see so many people just walking around the world like zombies, going through the motions of their day. Theyâre tethered to technology. They care more about whatâs going on in that little device, whether itâs their laptop, their tablet, or their phone. It is such a valuable tool. However, itâs only as valuable as the operator. What if we can take that same pause that we take to check our phone battery levels, what if we can take that pause to ask ourselves, how am I feeling? The changes that makes in our inner world, transforming to active awareness, to understanding whatâs going on inside of us and how whatâs going on inside here then impacts our productivity, our relationships, everything out there, it really is a game changer. It will really transform a ripple effect of goodness into the world. Iâve seen it impacting my life, my relationships, my business. It changes your whole perspective on how you live.â
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This is episode 648.
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 Cara Pacific Campbell, founder of Kusi Nuna, Holistic performance management training and coaching for sales teams. She is also a chronic Lyme disease survivor.
Read more about the Institute for Excellence in Sales Premier Women in Sales designation and program here.
CARA'S ADVICE: "Make a conscious decision about what voice youâre using and realizing that you have that power. This is something youâre telling yourself. You have control over what you tell yourself, and you have control over how you describe your obstacles and how you experience whatâs happening to you. We can immediately change the conversation and drop complaining about how ridiculous our quota is and how weâll never hit it, and how stupid our customers are, and how tired we are, and how dumb everything is, and how we never get enough help. All of a sudden, those are fantastic challenges for this amazing hero who somehow always manages to thrive despite ridiculousness thrown his way."
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This is episode 647.
Read the complete transcription on the Sales Game Changers Podcast website 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 Ang McManamon, Vice President of Sales at Crunchbase.
Read more about the Institute for Excellence in Sales Premier Women in Sales designation and program here.
ANG'S ADVICE: "For an individual contributor, take some time and think through your sales process and whatâs one thing that you could get better at, and work on that for the next 30, 45 days. That should always be happening. For leaders, are you emulating play with your team enough? Are you making sure that theyâre celebrating in the time of possibly remote only or not being able to see each other in person? Are you making sure that youâre taking care of them and theyâre feeling that playfulness of sales and relaxing a bit when they can and enjoying the moment?"
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This is episode 646.
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 Melissa Palmer, President HashiCorp Federal Inc.
Read more about the Institute for Excellence in Sales Premier Women in Sales designation and program here.
MELISSA'S ADVICE: "Challenge yourself to be the most active listener that you possibly can be, both with your customers, with your colleagues, with your manager. I think we can all get better at that."
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This is episode 645.
Read the complete transcroption 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 an interview with Shari Begun, VP of Sales, IOT and Consumer, at Renesas Electronics. She is a member of Chief.
The interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director. Read more about the PWISE designation and program here.
SHARIâS ADVICE: âA lot of people talk about their three to five-year plan at your customer or for yourself. I would say dream bigger than that. I would say look out, and for me, I say, âWhere do I want to retire?â For someone earlier in their career, maybe itâs, âWhere do I want this customer to be in 10 years?â Then back it up. A lot of times when you look at the smaller picture, you donât dream as big. Think about it that way and then back up what you need to do.
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This is episode 644.
Read the complete transcription on the Sales Game Changers Podcast website 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 Lori Mihalich-Levin, founder of Mindful Return, and Rebecca Kwei, sales leader at Phathom Pharmaceuticals.
The interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director. Read more about the PWISE designation and program here.
LORI'S ADVICE: "For employers, Iâd say, what is the current experience that your new parents are having? Ask that question. Can you answer the question, what is the experience that theyâre having? If you donât really know the answer, then go talk to them and do exactly what Rebeccaâs employer did, which is to ask for their feedback."
REBECCA'S ADVICE: "Be bold and ask the questions that need to be asked. But we need to take it one step further and think of how what youâre saying will be received, or what youâre asking will be received to that particular audience. Because that can really help you adapt and ask it the right way where youâre going to get the response that you really need."
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This is episode 643.
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 an interview with Tiffany Taylor, Group Vice President Sales Development, from IES Premier Women in Sales Employer Oracle. Read more about the PWISE designation and program here. The interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director.
TIFFANYâS ADVICE: âVoice your expectations, your aspirations, but also where you need help. Whether you are looking to move from covering maybe smaller accounts to enterprise accounts, itâs important that youâre great at covering the small accounts, but you got to let someone know that youâre interested in covering the enterprise accounts so that they can connect you with the opportunities and the people that are going to help you get there. If you have an interest in being a sales leader, you have to be a great seller. But itâs important that you let someone know that you have aspirations to be in leadership so that you can begin taking on some of the projects, some of the work, some of the mentorship thatâs going to help you build those muscles and that competency so that people can see you in that role.â
- Se mer