This is episode 799.

Read the complete transcription on the Sales Game Changers Podcast website.

Watch the video of the podcast here.

The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.

FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!

Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!

Read more about the Institute for Effective Professional Selling Emerging Sales Leader 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 Colleen Stanley, author of "Be The Mentor Who Mattered." Also appearing is Julie Jackson, Senior Vice President of Special Market Sales at BSN SPORTS.

Find Colleen on LinkedIn. Find Julie on LinkedIn.

This is episode 798.

Read the complete transcript on the Sales Game Changers Podcast website.

Watch the video of the podcast here.

The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.

FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!

Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!

Read more about the Institute for Effective Professional Selling Emerging Sales Leader 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 David Gable of Kixie.

Find David on LinkedIn.

DAVID'S TIP: "The value is in the conversation, not just the purchase. If a prospect walks away having learned something, they'll take your call again. Maybe not this cycle, but the next."

This is episode 789.

Read the complete transcript 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.

FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!

Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!

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!

On today's show, Fred interviewed Mike Cannady, AWS Global Director, Partner Programs and Strategic Initiatives, Public Sector.

Watch the video of this podcast on YouTube here.

Find Mike on LinkedIn. 

MIKE'S TIP: "The most successful sellers I've known in my career really know how to work with partners and use them as a force multiplier. If you're not working with partners, you're limited by your own time only, but if you're working with partners, you get their reach, you get their relationships, and that can be a really powerful thing for you."

This is episode 699.

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 Insight Revenue CEO Zach Gropper and Jonathan Tice, CRO of WebPros.

ZACH'S TIP:  "If you're in a commercial leadership position, sales, marketing, go to the leaders across that team and make sure you have something on your calendar every week where you're getting together and talking across those functions about your customer.  It's another way you can better align your organization. You're all playing, it's teams selling to buying teams, and that's how you can be a better partner and build better quality business."

JONATHAN'S TIP: Rethink your role around how do you drive value for the customer in ways that they can measure and quantify."

Institute for Excellence in Sales Cofounder and Sales Game Changers Podcast star Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the success they want to achieve.

John takes Fred through book as Fred personally answers the questions john poses through the book. In episode seven of seven, they techniques, actions, and things you can do to cross the zone of fear to achieve what's possible in your sales, business, and personal life.

John discusses 15 actions you can take in the book.

On the podcast, Fred and John go deep into 4 of them, including addressing negative self-talk and visualization.

The reality is that once you identify False Evidence Appearing Real, you achieve almost anything.

Thank you for joining with John and Fred to overcome these fears and live your most fulfilled life and achieve what possible in business and your personal life!

This is episode 698.

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 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 Frame of Mind Coaching® process creator Kim Ades.

KIM'S TIP:  "Grab a piece of paper and a pen and write down these two questions. Question number one, what do you really, really want right now more than anything? There's two reallys there for a reason. Think about what you truly, deeply want. Not what is expected of you, not what somebody else wants for you, not what you think you should want, but what do you truly, deeply want? Question number two, what's stopping you from having it right now? What's getting in the way? Write down all the reasons, and that's your first exercise. Start to look at those reasons and understand that they are your beliefs."

This is episode 697.

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.

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 Dave Kurlan.

DAVE'S TIP:  "People don't buy presentations. Sales presentations are simply the same as political theater. If the selling was done properly, a person at a time, upfront, ahead of the presentation, the decisions have already been made. The lines have already been drawn, the presentation's not going to change anybody's mind. It's just theater, where the people on the buying committee get to ask some great memorable question and impress their boss or their boss's boss who happens to be in the room. There's nothing you can do in a presentation that's going to change that."

This is episode 696.

Read the complete transcription on the Sales Game Changers Podcast website.

Register for the September 13 Women in Sales Leadership Elevation Conference here.

Register for the IES Women in Sales Leadership Development programs here.

Today's show featured an interview with Kim Lynch, Executive Vice President, Government Intelligence and Defense at Oracle.

KIM'S ADVICE:  "Be in the market, be with your customers. I'm out there all the time. It's the best way to develop that customer trust, to be able to understand their challenges. Being with them, walking the hallways, it's so important, for all of us, the engagement with customers. You can't over engage. That's critical."

This is episode four of a 7-part special Sales Game Changers series for sales professionals on addressing the fears that are stopping you from achieving unparalled sales success.

Institute for Excellence in Sales Cofounder Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the success they want to achieve.

John takes Fred through book as Fred personally answers the questions john poses through the book.

In episode four, John discusses the challenges fear can cause to physical and mental health. It also can cause severe impacts to relationships, self-esteem, and overall well-being.

Diamond identifies some of the fears that he faces and Knotts guides him through answers. It's a fascinating process that will help you achieve more your life and sales career!

This is episode 695.

Read the complete transcription on the Sales Game Changers Podcast website.

Register for the September 13 Women in Sales Leadership Elevation Conference here.

Register for the IES Women in Sales Leadership Development programs here.

Today's show featured an interview with Marin Laukka, The Joyfully Financial Speaker. She's the author of Ready Enough: Your 7-Step Guide for Life's Hardest Decisions.

IES Women in Sales Program Director Gina Stracuzzi conducted the interview.

MARIN'S ADVICE:  "Step into the version of you that already has the success, or that just got the negotiation, or just got the pay that you know that you deserve. What is that version of you like? What does she think? What does she do in the morning? What does she eat for dinner? What kind of conversations is she having around the workplace? How does she interact with a younger woman who's asking for her advice?"

This is episode 694.

Read the complte transcription on the Sales Game Changers Podcast website.

Register for the September 13 Women in Sales Leadership Elevation Conference here.

Register for the IES Women in Sales Leadership Development programs here.

Today's show featured an interview with Sales Leader John Carey, VP WW Alliances & Channels at SAS.

JOHN'S ADVICE:  "Stay abreast of the industry news. Find out what your customers are reading or listening to in order to better understand them. Sales is always going to be, whether it's virtual or physical, a person-to-person activity. If we can be authentic and customer-focused, with that knowledge behind us so that we earn the value that we bring in order to have that engagement with the client, it's a winning strategy."

This is episode two of a 7-part special Sales Game Changers series for sales professionals on addressing the fears that are stopping you from achieving unparalled sales success.

Institute for Excellence in Sales Cofounder Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the success they want to achieve.

John takes Fred through the book as Fred personally answers the questions john poses through the book.

In episode two, they address professional fears, such as the fear of failure, the fear of success, and the fear of rejection and how they all impact your business and sales efforts.

Diamond identifies some of the fears that he faces and Knotts guides him through answers. It's a fascinating process that will help you achieve more your life and sales career!

This is episode 693.

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 business consultant Monica Stewart.

MONICA'S TIP:  "Treat your role and your own book of business just like a consultant would. If you're stuck in Q1 and you're saying, "I don't know how I'm going to get to my number," don't just think like, "I need to sell more," really start to break it down. "Do I have the right people in my pipeline, and do I have a good way of getting more of the right people in my pipeline?" Then once they're in there, "Am I really doing a good job at moving them through the process that they need to go to?"

This is episode 788.

Read the complete transcription on the Sales Game Changers Podcast website.

This is a special episode of the "Office Hours – Sales Professors Unplugged Podcast." The show feature interviews with sales professors at universities with a sales excellence programs. Many of the universities are members of the University Sales Center Alliance.

Watch the interview on YouTube here.

The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.

FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!

Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!

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 is a special "Office Hours – Sales Professors Unplugged" episode featuring Dr. Darin White, Founding Director, Sports Industry Program at Samford University, and Dr. Clif Eason, Director, Professional Sales Program at Samford.

Find Dr. White on LinkedIn. Find Dr. Eason on LinkedIn. 

DR. WHITE'S TIP: "Relationships are never going to go out of style. No matter how much AI or technology we get, having the ability to build authentic, caring, servant-oriented relationships is everything."

DR. EASON'S TIP: "We've built our curriculum not to teach students how to sell a product, but to teach students how to communicate effectively and persuasively, and hopefully build those skills of resilience and work ethic along the way."

This is episode three of a 7-part special Sales Game Changers series for sales professionals on addressing the fears that are stopping you from achieving unparalled sales success.

Institute for Excellence in Sales Cofounder Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the success they want to achieve.

John takes Fred through book as Fred personally answers the questions john poses through the book.

In episode three, they address how to expand the Comfort Zone by more effectively navigating the Fear Zone. John contends that most people spend their time in the Fear Zone, so they need to learn how to get through it into the Comfort Zone.

Diamond identifies some of the fears that he faces and Knotts guides him through answers. It's a fascinating process that will help you achieve more your life and sales career!

This is episode 692.

Read the complete transcript on the Sales Game Changers Podcast website.

Register for the September 13 Women in Sales Leadership Elevation Conference here.

Register for the IES Women in Sales Leadership Development programs here.

Today's show featured an interview with Sales Leader John Reilly, Sr. Manager Global ISV Sales at Amazon Web Services (AWS).

JOHN'S ADVICE:  "Execution starts with relationship and trust. You only have one thing in this world, and that's your word. Once you break it, you're done. Business is built on trust with your customers and with your team. It's the most foundational element of all business. You have to earn the trust. It's an active thing, not a passive thing. You're not just granted trust, you have to actually go out and earn it."

This is episode 691.

Read the complete transcription on the Sales Game Changers Podcast website.

Register for the September 13 Women in Sales Leadership Elevation Conference here.

Register for the IES Women in Sales Leadership Development programs here.

Today's show featured an interview with Rebecca Wetherly, AWS Public Sector Systems Integrator Partner Director. Rebecca was the IES Partner of the Year for 2024.

REBECCA'S ADVICE:  "Leverage your network from others who are doing the job. I have a close group of trusted advisors myself who I lean into for advice and counsel from a professional lens. Find mentors and advisors who will share, who will ask you questions and give you good perspectives on what you're strong at and what you do well and what you don't do well."

This is episode 690.

Read the complete transcription on the Sales Game Changers Podcast website.

Register for the September 13 Women in Sales Leadership Elevation Conference here.

Register for the IES Women in Sales Leadership Development programs here.

Today's show featured an interview with Jennifer Kenney Smith, known as JKS. After a hugely successful career in enterprise sales, she now each leaders & executives how to Unlock their Power and Up-level their Life. She uses yoga to help manifest that.

JKS' ADVICE:  "In the corporate world, we are empowered, we can make new choices, but it's going to take some new patterns, new programming, overriding the ones that drop us into comfort and keep us in fear. I can do my breath work. I can do some box breath here to override the discomfort or physiology. If I get up and I move my body, throw on an amazing playlist with your favorite songs, I promise you, you start to move a little different."

This is episode one of a 7-part special Sales Game Changers series for sales professionals on addressing the fears that are stopping you from achieving unparalled sales success.

Institute for Excellence in Sales Cofounder Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the success they want to achieve.

John takes Fred through book as Fred personally answers the questions john poses through the book.

In episode one, they address what fear is and how is stops sales professionals from achieving greater success.

Diamond identifies some of the fears that he faces and Knotts guides him through answers. It's a fascinating process that will help you achieve more your life and sales career!

This is episode 689.

Read the complete transcription on the Sales Game Changers Podcast website.

Register for the September 13 Women in Sales Leadership Elevation Conference here.

Today's show featured an interview with Jessica Samuels. She will be a keynote speaker at the Conference.

IES Women in Sales Program Director Gina Stracuzzi conducted the interview.

JESSICA'S ADVICE:  "Define what you want your LinkedIn to do for you. Because that's going to tailor it based on, do you want to just be seen as a more respectable, authentic and leader that's also a thought leader? Then you're going to shift your LinkedIn a bit differently than if you want to launch a part-time business and attract clients. Define your goal as to what you want LinkedIn to do for you."

This is episode 688.

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 Oracle Cloud Regional Sales Leader Sara Chen.

SARA'S TIP:  "The main takeaway from this experience is that even at a large enterprise such as Oracle, that the Oracle type of company will pivot and point resources and strategic alignment to initiatives that is ultimately valuable, even if it's not an existing focus for the company. If you work for a company that values that innovation, the nature of emerging technology, it should be feasible to shift and take advantage of the brand, network and resources that a large enterprise such as Oracle could provide, but ultimately mobilize quickly in a specific field or area, whether that's AI or not that the market is trending towards."

This is episode 687.

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 Splunk VP for Public Sector Bill Rowan.

BILL'S TIP:  "A good account plan will have a combination of things that you understand, directions, strategies the account is following, but also let's understand the gaps we might have in the account. What do we need to be working on today, next week, next quarter to continue to build relationships? That's the portion I always want the team to come back with when they've done their account planning, is what have we discovered that we don't really understand well enough about the account, whether it may be a new initiative, a new program coming under way, maybe a challenge with a competitor in a particular area that we can exploit. Understanding those pieces that we don't understand, to me, is just as critical as the components that we do."

This is episode 686.

Read the complete transcription on the Sales Game Changers Podcast website.

Attend the August 15 IES Big Stage event here.

Register for the September 13 Women in Sales Leadership Elevation Conference here.

Register for the IES Women in Sales Leadership Development programs here.

Today's show featured an interview with Cortney Steiner, a sales leader at IES Premier Women in Sales Employer (PWISE) Carahsoft

IES Women in Sales Program Director Gina Stracuzzi conducted the interview.

CORTNEY'S ADVICE:  "Make sure that you have something for you, that you have time for yourself. What works for me is I love exercise. I love running, I love swimming and biking. Ensuring that I have at least a 30-minute window during the day, sometimes that's at 4:00 in the morning, or 8:00 at night, but making sure that I carve time out for myself so that I can have a recharge moment and be the best that I can be for my customers and for my teammates."

This is episode 685.

Read the complete transcription on the Sales Game Changers Podcast here.

Register for the September 13 Women in Sales Leadership Elevation Conference here.

Register for the IES Women in Sales Leadership Development programs here.

Today's show featured an interview with Jessica Joines. She will be the keynote speaker at the Conference.

IES Women in Sales Program Director Gina Stracuzzi conducted the interview.

JESSICA'S ADVICE:  "It's an evening practice that I have. I review my day and I go in a chronological fashion. All the things that I feel really good about, I did, I acknowledge them. Like a virtual pat on my back. "That was great," I celebrate myself. I acknowledge the good. Then the things where I'm like, "Oh my God." We all have them, those things that are whatever, I say, "I forgive you, Jessica." I do a self-forgiveness and letting it go. Because what happens is, and neuroscience is actually showing a lot of this interesting enough, you don't let those things go. It's a living pathway and it stews and then they just keep compounding all that negative self-talk. Making it a daily practice to celebrate the self."

This is episode 787.

Read the complete transcription on the Sales Game Changers Podcast website here.

On today's "Women in Sales Leadership," show, Center for Elevating Women in Sales Leadership President Gina Stracuzzi interviewed Dr. Margie Warrell. She will be the keynote presenter at the October 9 Women in Sales Elevation Conference. Register here to attend the event.

The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.

FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!

Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!

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!

Watch the video of this podcast on YouTube here.

Find Margie on LinkedIn. 

MARGIE'S TIP: "Think of one thing that you're dealing with right now that's causing you some stress, that's creating some tension, that you are feeling some frustration around. Maybe you need to brave an awkward conversation. Maybe you need to put your hand up or speak up and risk rocking the boat. If you were really bringing the boldest version of you to the conversations you're having, the interactions you're having, the challenges that you are facing, what's one thing that you would be doing more of, and do that. Just back yourself more because it is taking action that we come to discover, "You know what? I didn't need to doubt myself to begin with."

This is episode 684.

Read the complete transcription on the Sales Game Changers Podcast website.

Register for the Hybrid IES Big Stage Program in-person at the Carahsoft Conference Center or virtual 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 Brian Shea, the headliner at the August 15 Big Stage program.

BRIAN'S TIP:  "If your call plan and your engagement strategy is not built outside-in, meaning what's important to the buyer and how am I going to show up different tomorrow with that buyer to show that I understand them, I understand their business, I understand their industry, I understand their headwinds. If I don't know all the answers, I have highly curious questions to ask them about the challenges that they have in achieving their corporate objectives. In other words, I can probably execute that meeting without any slideware."

This is episode 683.

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 Jeff Giagnocavo, founder of The Big Ticket Life.

JEFF'S TIP:  "If I want to get myself amped up, I put myself back in time, and I keep this picture fishing with my grandfather as a little boy, right before the abuse started. Move yourself into that place. Get that mind in that good spot, that positive spot where you were that best person where everything was ahead of you. Then go make that call and I bet you you'll get the deal and you'll feel a lot better about getting it."

This is episode 682.

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 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!

Register for the IES Women in Sales Leadership Development programs here.

Today's show featured an interview with TalentRemedy Managing Director Stephanie Rowzie and Donald "The Sales Evangelist" Kelly.

STEPHANIE'S ADVICE:  "Put yourself back out there. I was recently at the IES awards ceremony with 200 plus people, dynamic salespeople and sales leaders. I walked out of there feeling like I was on fire. I was like, "I want to be one of these people. I want to be one of these people who get up and show up and have the energy and make conversations and represent my company well."

DONALD'S ADVICE:  "The biggest thing that I go back on whenever I see my motivation wane, is I look back at why am I doing what I'm doing? This couldn't come at a better time because of stuff that we're doing within our organization, and also things that I've done in my personal life. I feel that for me though, I go back and evaluate the why. Why am I selling this? Who am I selling to? Do I enjoy this?"

This is episode 681.

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 Dave Dantus, Vice President Sales– US Public Sector for Appian Corporation.

DAVE'S TIP:  "You just need to allocate time on developing strategy and culture. If you're micromanaging account executives and you overfocus on dashboards, you won't have the time to focus on it."

This is episode 680.

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 fractional sales and marketing leader Barry Toser from the TNT Advisory Group.

BARRY'S TIP:  "Identify who the key decision makers are and work with them on particular programs and events. There are industry events and conferences where the senior level buyers attend. This provides a great opportunity to network and build relationships with that, with them in that kind of environment. Always look for ways to offer value. Take them to dinner. Don't be bashful."

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."

This is episode 678.

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.

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 Brian Shealey, Vice President of Sales at Rohirrim, a generative AI developer of RFP response technology.

BRIAN'S ADVICE:  "Be passionate about what it is that you're doing. Always be hungry and thirsty for more knowledge and continued improvement. That is the biggest difference in my mind of some of the greatest sales leaders and salespeople I've worked with, is there's a continued curiosity. Constantly improve yourself and bring new knowledge and challenge paradigms that are out there, that are dated."

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 786 of the Sales Game Changers Podcast.

Read the complete transcription on the Sales Game Changers Podcast website here.

This is the fourth episode of the "Marketing and Selling Effectiveness Podcast." Every other week, the IEPS posts a new show with Selling Essentials Marketplace partner Julie Murphy from Sage Communications.

Watch the video of this podcast on YouTube here.

The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.

FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!

Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!

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!

On today's show, Fred and Julie meet with Rebecca Umberger, Senior Advisor, Public Sector Marketing at Sage Communications.

Find Rebecca on LinkedIn. 

REBECCA'S TIP: "Always, always, always work with your sales teams. They want to work with you. Don't be afraid of trying new things. Don't get stuck doing the same thing year after year after year. Keep learning, keep changing, reinvent yourself, and keep working with your teams."

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."

This is episode 673 and is a Sales Story and a Tip podcast.

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 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 Tricia Fitzmaurice, Public Sector Vice President of Sales, Rancher Government Solutions.

TRICIA'S TIP:  "My ask of my sales teams is to be curious, be invested in who you're speaking to, be invested into what their mission is, understand why they get up and get out of bed every day and go into work and serve the missions that they do, and then speak to them about those missions and how we can support them."

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,"

This is episode 670. 

Read the complete transcription on the Sales Game Changers Podcast website.

This is a "Sales Story and a Tip" podcast 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 Federal News Network sales leader Jeffrey Wolinsky.

JEFFREY'S TIP:  "The tip is how timing impacts your overall pipeline management. You need to have multiple companies, multiple prospects in all aspects of the sales process because timing is a factor that us on the selling side of the equation can't impact. Sometimes the timing has to be right for the prospect, even when all of the other aspects of the opportunity are lined up. Use timing in your favor but use timing to drive your pipeline to be more robust so that you can deliver the results that you want."

This is episode 669.

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!

Register for the IES Women in Sales Leadership Development programs here.

Today's show featured an interview with Women in Sales legend Barbara Weaver Smith, the author of Whale Hunting: How to Land Big Sales and Transform Your Company.

BARBARA'S ADVICE:  "The Whale Hunters model is scout, hunt, harvest. It's loosely derived from how the Inuit people hunted whales. We use a lot of their terminology and a lot of their belief and value system in our work. A whale hunting company is one that everybody in the company understands how they make money and their role in it. We do a lot of work with targeting ideal customers, which would be whales. A whale could give you a deal that's 10 to 20 times bigger than your current average deal."

This is episode 668.

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 Women in Sales legend Jill Konrath. She's the founder of What's Really Possible. She's the author of 4 influential sales books including "Selling to Big Companies."

JILL'S ADVICE:  "What do you care about? What matters? There are people whose passion is with the environment. There are other people whose passion is with health-related issues or fitness or whatever. To me, it doesn't matter what it is. What matters is that we throw ourselves into something and contribute to society and to our world to make it a better place. To stand back and go, "There's nothing I can do." Well, that's not true. Getting involved is something."

This is episode 667.

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 Tamara Sniffen, VP of Commercial Excellence – Trauma and Extremities at Stryker. IES Women in Sales Program Director Gina Stracuzzi conducted the interview.

TAMARA'S ADVICE:  "You want to continue to learn and grow and keep that growth mindset. If there's a role that you want to go into, find people that are doing the role you want to do, whether it's the next role or two roles up, and talk to them and figure out what are your gaps to getting there. Have them help you focus on what can a development plan be so that you can continue to grow. You need to have that early, and at no point does it ever end."

This is episode 666.

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 Antonia Van Becker and Greg Lee from the Self Health Institute.

GREG'S ADVICE:  "Our body really pays attention to what we do in our brain, and really pays attention to what we do in our body. If we can consciously take a breath when we go to do important actions, and that breath is actually anchored in some of the things that we learn in processing our emotions, a conscious breath is an amazingly powerful thing to do before we pick up the phone to make the call. "Aah," call.

ANTONIA'S ADVICE: "When you're taking that breath, whether it's before you're going on stage or picking up the phone, you're breathing in and you are right here, right now. You're thinking of present moment awareness, not worrying about the past or fearing the future. You are right in the present moment where the love happens, the healing happens, the knowing happens so that you can project your true spirit right in the moment."

This is episode 665.

Read the complete trancript 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 Elyse Archer, CEO & Founder of She Sells. The show was hosted by IES Women in Sales Program Director Gina Stracuzzi. Elyse's customer Amy Kniseley appeared on the show as well.

ELYSE'S ADVICE:  "Instead of making a list of reasons why you can't, in your head, why don't you make a list of reasons why you can and quit going from worst case scenario to best case scenario. You have to be your own best advocate, not just in sales, but in life, in all areas of life. Make a list of reasons why it's possible for you.  Your customers, your money, your job opportunities, they're just going to mirror to you how you're feeling and thinking about you. You'll see things start to shift, but it has to start with you validating you first."

This is episode 785.

Read the complete transcription on the Sales Game Changers Podcast website.

In this episode of the AI for Selling Effectiveness Podcast (a sub-brand of the Sales Game Changers Podcast), host Fred Diamond is joined by Gina Stracuzzi, host of the Women in Sales Leadership Podcast and President of the Center for Elevating Women in Sales Leadership, along with Zeev Wexler, to spotlight two groundbreaking events this October:

October 9 – Women in Sales Leadership Elevation Conference (Tysons Corner, VA) A full-day, in-person event exploring how women can lead with courage, clarity, and conviction in an AI-driven sales world. Expect insights on leveraging AI for career growth, policy and ethics, strategy, and frontline stories from women already breaking barriers. Keynote speaker Dr. Margie Warrell, author of The Courage Gap, will challenge attendees to find their voice in the AI revolution.

📅 October 10 – Selling Essentials Workshop: Nine Rules for AI Selling Effectiveness (Hybrid – Reston, VA + Virtual) Led by Zeev Wexler and the Institute for Effective Professional Selling, this workshop will teach B2B and B2G sales professionals how to harness AI without becoming "noise." Learn practical rules to differentiate your voice, master prompting, and amplify sales results with the right AI tools.

💡 Topics covered include:

✅ Why women must have a seat at the AI strategy table

☑️ The crucial role of policy, ethics, and governance in AI adoption

✅ Networking with leaders from top companies like AWS, Salesforce, Cisco, Intel, Hilton, Cvent, and more

☑️ The nine rules for using AI to increase effectiveness (not mediocrity) 👉 If you're serious about taking your sales career to the next level, these back-to-back events are not to be missed. 🔗

Register now at https://theieps.com/ #AI #SalesLeadership #WomenInSales #SalesEffectiveness #SalesGameChangers

This is episode 664.

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!

Register for the IES Women in Sales Leadership Development programs here.

Today's show featured an interview with sales leader and horse racing handicapping expert David Peed. David was featured on the podcast in 2019. Listen to the show here.

DAVID'S ADVICE:  "Like when handicapping horse racing, it's doing your homework. My first job as an individual contributor was before the internet was really up and running. I went to the library to study my clients and learn about them. I knew holistically what the agency did, what their mission was. It's really do your homework. Trust your judgment, trust yourself. Give yourself some credit. More importantly and equally important, follow your passions. They will fuel you mentally and other ways into a successful career."

This is episode 663.

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 Margo Edris from Salesforce and Mayssa Haddad from AWS. Margo is the Institute for Excellence in Sales Jay Nussbaum Rising Sales Star Winner for 2024. Mayssa was the winner in 2023. Attend the award event here.

MARGO'S ADVICE:  "I'm a big fan of setting the next meeting while in the current meeting, also doing those monthly meetings with who matters most, or really a quarterly cadence. But the more you stay in front of the right people and are stringent about your calendar and where you're spending time and energy, that's the real way to advance and see tangible results with what you're trying to accomplish."

MAYSSA'S ADVICE:  "Find joy in what you do and find what motivates you. Find your why, why will you get up in the morning every day? What do you want to be remembered for at the end of your career? It's only after you have answered those questions that you will be able to, one, understand your motivation, and two, operate at your most optimal and happiest level.

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 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 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.

GERILYN'S ADVICE:  "Ask for the business. I think we have to be very intentional about that this is why we're here, we want this partnership. But that also, it should be a partnership. In any engagement, it's not just we're going to give and do and give and do. There should be a little bit of the what's in it for us? As for the business, understand that the customer understands you're 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 there's skin in the game on both sides, it changes the dynamics of the relationship I think in a positive way, that is meaningful."