Institute for Excellence in Sales co-founder Fred Diamond interviews top business-to-business sales leaders from companies such as Cisco, AT&T, Oracle, Microsoft, Marriott, Hilton and others about their sales journey, career highlights, mentors, and lessons learned while asking them to offer tips to…
Listeners of Sales Game Changers | Tip-Filled Conversations with Sales Leaders About Their Successful Careers that love the show mention: sales leaders, career, well done, professional, level, business, highly recommend, interviews, thought, share, stories, learn, great, guests, always, new, content, show, best, listen.
Read the complete transcript on the Sales Game Changers Podcast website. CHRISTA'S TIP: "I always say this, "I can't help a leader who doesn't care about people." You have to generally have a desire that you want to do good, even if maybe you're maybe not achieving that level of good that you want to be doing. Not being in integrity, that is a huge cost. Being honest with yourself like I mentioned with myself, where I wasn't being in integrity. I was saying, "These things are important to me, but I'm living in this way." Being honest, looking at that, and making a commitment to integrity, and yes, people might not like you. When you say no, people might not like you. I can promise you that. You might piss some people off. But what's more important at the end of the day, to be liked or to have integrity? That's just something else to bite off on and think about leaving this conversation.
Read the complete transcription on the Sales Game Changers Podcast website. Tim's TIP: "Turn knowledge into action. As an organization, you know what you're doing isn't working right now. You know that you've got to get on social and you've got to do something about it. Sometimes, that's going to need to you be courageous and stand up, and actually, sometimes disagree with people because there are going to be some people that are going to want to do it like we did it 30 years and 40 years ago. This is a call to action in terms of standing up, being courageous and turning what you know is right into action."
Read the complete transcription on The Sales Game Changers Podcast website. This show was sponsored by Cox. Learn more at For the Love of Sales. CATS TIP: "Everything that we're talking about has everything to do with marketing and sales. How are you positioning yourself and how are you "convincing" someone that it's time for you to be promoted? The first thing is all about authority. How are you branding yourself? Are you identifying the job that you want? Are you communicating it and are you positioning yourself as an authority? And there's community. Your job, especially in the corporate space, is to make your boss look good. If you want it to work, then start looking at what you're doing and how you're showing up. The third piece is how you Engage. Identify that sponsor, who, and invest in them. This is about giving them value, support them. So many people want to take and they don't give first. Look at what you can do to help them, support them. Find out what are they looking for."
Read the complete transcription here. BRYNNE'S TIP: "Resonate, curiosity, teach your customers something new. Get them thinking differently about their state and lead them to your solution."
Read the complete transcription on the Sales Game Changers Podcast website. BARRY'S TIP: "I recommend using what I call a process play in email, where you communicate with the customer your understanding of the steps that they have to go through to get to issuing a contract or an order. You don't want to do that after the first call, but after you've spoken to the customer, validating those steps often gives you insight into, wait, there's an additional step or no, we can skip this step because of this size of the purchase. I really recommend putting that to use, a really crisp email, something that somebody can read right on their phone just verifying, here's the steps we're going to work through together to get this completed. MATT'S TIP: "Trust but verify what your customer's telling you. You need to ask them to make sure you understand their full process. Do they have a legal review? Do they have security review? Whether there are approvals and so on, and then hold them accountable to that. Also, stop asking times that your customer is free to schedule a call and instead, just send the meeting request. You can send your email that says whatever information you need to tell, and at the end you say, “I'm sending you a meeting request at this date and time. If it doesn't work, please suggest a new time.” It cuts down on that process of going back and forth so many times, and it's been very successful for us."
Read the complete transcription on the Sales Game Changers Podcast website. KRISTI'S TIP: "Learn how to tap into your inner voice or your intuition and taking time every week to be quiet and be still, and self-reflect. There's always a lot of things floating around in our head. Sometimes we're just on a go, go, go habit trail of motion. Being still, unplugging, being quiet, and really focusing on what you want to work through mentally, and having that quiet time is important." MEGHAN'S TIP: "Make sure that you are letting your boss, or your leadership know of your career interests. If you're really good at your role and you're really self-sufficient, they're probably not paying attention to you. They're focused on their problem children. You want to make sure you're staying on their radar, letting them know what you're doing, what you're interested in, so that when opportunities come forward, they think of you."
Read the complete transcription on the Sales Game Changers Podcast website. BOB'S TIP: "Here are three radically authentic discovery questions to ask. (1) What do you think is the biggest priority or challenge your board is discussing? (2) Who is your customer and what's the biggest challenge they need you to solve? (3) Out of your entire job description, what's the one thing your company is counting on you to get done?"
Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website JEFFREY'S TIP: "The journey continues. I think for new sellers, we were talking about people who've joined the Institute for Excellence in Sales, people think that they can do something and then be there, they can have arrived and be successful, be a senior salesperson or a sales leader. The journey always continues as things change, what has been made very available to everybody is that embracing change, adapting to change and actually changing to get better is a big part of being a successful salesperson. Stay on a journey for making yourself more valuable to both your organization and your customers' organization, and you'll be well served." BILLY'S TIP: "Figure out the top 10 challenges that each one of your prospects have and how you can provide value. I don't think sales reps do this enough, they sell the product and/or service. Figure out the top 10. For me, the top 10 IT transformational projects at each agency level, that's what I want my AEs focused on and how we can provide value."
Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. KATHIE'S TIP: "Have a consistent morning routine. That's where you're connecting with yourself, body, mind and spirit before you let the outside world in. You're putting yourself in the driver's seat before the day takes off. You can walk in with clarity, you can walk in with confidence and then you're able to respond versus react. Then you're going to be able to be present instead of just going adrift through the day. The other thing is centering. The central question that you may want to ask yourself periodically when you're in decision making situations is, what choice can I make or action can I take in this moment to create the greatest net value?"
Join the exclusive Institute for Excellence in Sales. Read the complete transcription on The Sales Game Changers Podcast website. MICHELLE'S TIP: "Choose an organization, an association that you can reach out to that is not similar to one that you have reached out to before. Whether it's a category of businesses that you've done business with or it's a group of people that you want to get more involved with, choose one and go online. It's not going to take you long. Choose one and then develop your relationships. It starts with one step at a time. One action is go find a different organization, and then start a conversation with someone that you typically wouldn't have had a conversation with before today."
Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. This episode is sponsored by Cox. Learn more about their For The Love of Sales Program here! Cox is a great place to start or continue your sales career. ALEASHA'S TIP: "Introverts are often failing at sales because they're trying to pretend they're an extrovert. They feel like they have to put on this weird suit or hat like we were talking about and act like somebody else. Introverts have amazing intuition and give yourself permission to just play up your strengths. You don't have to have a million hours of small talk if you don't like it. Don't force yourself to do it. The other person's going to feel weird too, because they can tell your heart's not in it. Just really being able to lean into your own strengths and obviously, the ideal is the blend of both. If extroverts can learn something from introverts' qualities, that would definitely make them a better salesperson."
Join the Institute for Excellence in Sales. Read the complete transcription on the Sales Game Changers Podcast website. MATT'S TIP FOR EMERGING SALES LEADERS: "Be fearless. Don't worry about failing, there's beauty in learning and knowledge, and you will be better at what you do if you go through that. The biggest thing is be the number one resource and asset for your client. You're there to help them, you're an asset and a resource. Be their number one. When they need to call somebody, pick up the phone, send an email, send a text, make sure it's to you. PAUL'S TIP FOR EMERGING SALES LEADERS: "I have a saying, you have two ears and one mouth, listen twice as much as you talk. Don't sell anything, ask big, broad, open-ended questions so that your prospect can give you the answers to the test. Don't ask questions that are yes or no or even directive, let them go limitless. Ask them, if you had a magic wand, what would you celebrate at the end of this year? And you're going to be able to back into a great client needs analysis. If I can leave that with everybody, don't try to respond to or even have anything preset into what you're talking to a client about. Respond to what their needs are, listen twice as much as you talk.
Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. Sales professionals struggle with converting leads to business, or at least getting them to move down the sales funnel. A lot of people get stuck somewhere in that sales funnel and a lot of people give up quickly because they feel like they've hit a wall. Take a step back, think about all the resources that you have at your disposal. Take a look at the top five targets on your target list, take a look at how many touch points you've already made with each and what you've done. Really take a good look and ask yourself, have I leveraged every resource possible to move them along the sale cycle and move them down the funnel? If you can't answer that with 100% confidence, my advice would be that if you're relying too heavily on the software that your company is using and the data and you really didn't push yourself in a certain direction where you were humanizing that process. Dig a little deeper and not just take your results for face value. If that means reaching out and clarifying a little bit more, because your buyer's journey, they're all unique. Who influenced them, how have they heard about the different brands that are out there? What kind of research have they done? Then a question that I heard a while ago which I love so much and it applies to anybody in sales, any industry, is tell me about the day that you decided that you had an issue or a problem that you needed to solve."
Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. JONATHAN'S TIP FOR EMERGING SALES LEADERS: "All the economists that I speak to and everybody that I listen to that is a so-called financial expert are predicting a boom for the next two, three, four, maybe even five years. Beginning, they suggest, at the end of Q3 this year. If we're going to take advantage of all of this, we've got to be prepared. First of all, we've got to conduct an audit of ourselves, we've got to understand what we need to do to improve because the day we stop improving and the day we stop learning, we might as well pack up and go home, frankly. The next thing we have to do is to understand the people that report to us, and we do have a duty of care to them. We've got to make sure that they fully armed not just to win the occasional skirmish, but to win the war. Then third and probably the most important, think about customers. Get as close as you can to customers. Work across the line, work up, work down, understand their entire commercial objectives, understand their concerns, their fears and just get closer to them because they want you to. Stop selling, start understanding."
Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. DAN'S TIP FOR EMERGING SALES LEADERS: "If you've got an iPhone, you've got Reminders. If you've got Google, you've got Google Tasks. Here's my challenge. Go open up your tasks, create a reminder and in just one line, in a sentence, type in "what do you want?" When you set the date, make that reoccurring daily. Set a time that works for you, I like to pick a number that's quirky and weird. Take a number, say reoccurring daily every day at that time that'll pop up an alert on your phone to say, “What do you want?” Often, that little reminder is enough to say, “You know what? I'm doing great” or, “I should go in a different direction.” It's something that can make an immediate impact in your life and will. You can do it right now."
Join the exclusive Institute for Excellence in Sales. Read the complete transcription on the Sales Game Changers Podcast website. RITA'S TIP: "Being able to share what you're actually doing to promote women within your company is an important step. That's one thing that I would recommend for companies that are trying to be more open about that. One thing that I've promoted even in our own company is diversity. There's a lot of women in leadership that are white, expanding that to include women of color and really showing people that you're doing these things and it's not just talk. I think that's really key." RACHEL'S TIP: "Just start talking to people. Ask them one on one, what should I do? If you do that they're much more likely to reach out a hand to you and help you along. If you're in a company and you want to move up or you want to move in a different direction, just let your manager know or let the manager of that department know. Say, "This is what I want to do. Here's where I am now. What do I need to do to get where I want to go and can you help me? That makes the difference."
Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. MICHAEL'S TIP FOR EMERGING SALES LEADERS: "We talked about the benefits of coaching, that it's an opportunity, it's a game-changer for many of us. If you can, I would suggest get a coach. Go to your organization, potentially, and find out if there are options to be coached and they're receptive. It could even be a game-changer for the organization. Again, I know it's pretty obvious, but getting a coach is an opportunity to develop yourself and become a better person and a better employee. The only other thing I'll repeat is learn to collaborate in your organization, don't forget about selling. It's bringing the organization to bear on a client and I know for myself, if I did not collaborate with people and bring them into the selling process, I would get nowhere."
Join the Institute for Excellence in Sales here. Read the complete transcription on the Sales Game Changers Podcast website. IAN'S TIP FOR EMERGING SALES LEADERS: “The framework I use to call is all based on RGAs, Revenue Generating Activities. Is what I'm doing an RGA or not? And there's two types of RGAs, one is advancement of pipeline – everything you need to do to move your deals forward in a sales cycle – and the second bucket is creation of pipeline – everything you need to do to add additional pipeline. Everything else is noise.”
Join the exclusive Institute for Excellence in Sales. Read the complete transcription on the Sales Game Changers Podcast website. JENNIFER'S TIP FOR EMERGING SALES LEADERS: "Listen and learn to trust your inner voice. There's plenty of times where someone else speaks up and I wish I'd had the thought or I'd had maybe even a better thought and I just didn't do it. Listen and learn how you trust yourself, listen to that voice. Give that a shot. Sometimes we'll stumble, but the more that you do it, I think the more comfortable you'll be. I believe that the success will follow."
Join the exclusive Institute for Excellence in Sales here. Read the complete transcription on the Sales Game Changers Podcast website here. DANIEL'S TIP FOR EMERGING SALES LEADERS: "Perfection kills your dreams. Perfection kills your presentation. It doesn't have to be perfect, ladies and gentlemen. Act in spite of the perfection, act. Many times, I've acted and you figure out the details later. The moment you think that it's perfect, it's going to be too late. By that time, months, years may pass by and I've met so many people, Fred, that waited for that perfect moment and it never comes. Nothing's ever going to be perfect but along the journey, you're going to realize you're going to work on your perfection and it's going to get better and better. Next you know, you're going to look back and you'll be like, how did I get here? It's because you acted in spite of the imperfections that your product, your service, and the presentation that you had. You have to act."
Join the Institute for Excellence in Sales here. Read the complete transcript on the Sales Game Changers Podcast website. WILL'S TIP FOR EMERGING SALES LEADERS: it's a perfect time to reassess your sphere of influence in your job, what you're doing, who you're influencing, who you're interacting with. Looking at that and seeing where you can do better things, do better work, interact with more people. In our space, we're lucky to be supporting who we're supporting and I think broadening your sphere of influence is really important. I would leave that with the audience today.
Join the Institute for Excellence in Sales here. Read the complete transcription on the Sales Game Changers Podcast website. GINA'S TIP FOR EMERGING SALES LEADERS: "My tip is an introspective one. I want you to really stop and think about what you do on a daily basis, and how many times you don't speak up, or you second guess yourself, or you don't ask for that new challenge. I don't think it's always fear. I think it's sometimes we're just not convinced that we have the time, or that we're smart enough, or good enough, or whatever it is we do to ourselves, and we all do it, male and female. Take a few minutes to stop and think about that and then ask yourself, how is that impacting your sales and your career? Or if you're managing people, the impact that you're having on them."
Join the Institute for Excellence in Sales here. Read the complete transcript on the Sales Game Changers Podcast website. JOANNE'S TIP FOR EMERGING SALES LEADERS: "On LinkedIn, always send a personal invitation and I'd love to get one from you saying that you heard this podcast with Fred, that would be fabulous. I always send a personal response as well, that's how you start a conversation. What I'd like you to do now is one thing I talk to a lot of clients about. Stop, start, continue. If you want to make referrals part of the way you work, you need to stop doing something that isn't working that well. Then you would start with referrals, talk to me first and then start with referrals. Then what are you doing really well that you want to continue? Because we don't have time for everything in our lives. Take that stop, start, continue. That's the best advice I can give you."
Read the complete transcription on the Sales Game Changers Podcast website. BRYNNE'S TIP FOR EMERGING SALES LEADERS: "Whether it's in person or on social, the bottom line is prospects are human beings and we need to connect human to human. I have templated messages that I tailor. I have a process, but at every single step I'm paying attention to how is this landing with this person? Is this appropriate? I tailor everything I do. I don't have copy-and-paste messages exactly. I make sure that every person feels special. When you tailor the message, when you tailor that outreach, it's the eye contact that you have in person. It's they took the time to learn about me, and I matter. They care about me. If you do nothing else on social or in person, authentically care about the person you're engaging with." ARNOLD'S TIP FOR EMERGING SALES LEADERS: "There's an old saying called moment of truth. Moment of truth means every time you have a meeting, a transaction, or an interaction with anyone, an impression is formed. This impression could be positive or negative, it can help or hinder, it can make or break a relationship. What we need to take a look at and start thinking about, how do I make every touch point or interaction I have with anyone more positive, memorable, and special? What do I need to do on a daily basis to do that? I write my calendar every morning, I say, okay, what am I going to do to make – I look at who I'm going to talk to – more positive, memorable, and special? Again, that would be my takeaway right now at this point."
Read the complete transcription on the Sales Game Changers Podcast website. SHERI'S TIP FOR EMERGING SALES LEADERS: “Embrace that your actions teach you what to believe. When you listen to your body's cues about food, you teach yourself you can be trusted. When you exercise, you change physiology, but you also increase your confidence because you're saying, “I'm a person of integrity.” When you prioritize your sleep, you show yourself, “I'm worth taking care of. I matter.” With that leading to an action where over the next week, pick something, experiment with it, whether it is walking outside in the sunshine before your sales calls, or if it's something bigger, like, “All right. I'm drawing a line in the sand. I'm going to be done with this diet mentality and start discovering how to intuitively eat.”
Read the complete transcription on the Sales Game Changers Podcast website. GENEIN'S TIP FOR EMERGING SALES LEADERS: “I have a diamond in my hand and I want to remind you that you're a diamond, but your clients and your team members are diamonds as well. When you're looking at them, look and think about the multiple facets that are coloring the way they see the world and be curious about those facets. Don't forget to be curious about your own facets, but if you're looking to improve in perspective-shifting, remember that people are multifaceted and we're all meant to shine bright like a Diamond.”
Read the complete transcription on the Sales Game Changers Podcast website. BOB'S TIP FOR EMERGING SALES LEADERS: You need to care. You need to care about your salespeople, you need to care about your clients and that's an active engagement. It's more than just lip service. You have to roll up your sleeves and understand where their pain points are, what's impacting them from their customer's perspective, from their perspective and then from their personal lives too. Fred, the word is care.
Read the complete transcription on the Sales Game Changers Podcast website. PAULETTE'S TIP FOR EMERGING SALES LEADERS: “We have to step out of our comfort zone, ladies. We hear that so much, but it's not a meaningless platitude. We need to step so far out of our comfort zones that we have trouble finding our way back. If it feels a little uncomfortable, so what? When I started to be assertive, I felt very uncomfortable. But then I started to see the gains and the feelings of liberation I had, and people's respect for me increased and I liked it. It's a risk-reward type of thing.”
Read the complete transcription on the Sales Game Changers Podcast website. MIKE'S TIP FOR EMERGING SALES LEADERS: "If you want to be the best of the best, one of the top performers in any industry, in baseball, you have a limited time physically that you can perform at that level. In sales, people can work their whole life. There's no length of time that you're limited by so it's just as competitive. I work in a super competitive industry, people have a lot of options to purchase a product. Find ways to differentiate yourselves. There's so many products out there, just continue and try to improve each day." GEOFF'S TIP FOR EMERGING SALES LEADERS: "Learn to look at things from a new perspective to maximize, let's just say sales in this particular situation. If you're in a sales interaction, you're going into one or you're preparing for one, really connect to what right looks like. What does success look like for this if it really went well? If I showed up strong, what would that look like? Start building the future you want for how you're going to show up, so when you get there, you're mentally prepared for anything that could come your way. By the way, just by creating the future that you want versus the one you don't want actually starts bringing a stronger version of yourself and you're ready for other things. If you're not ready to do them, then you're not connected to that strong future and you can actually get derailed quite easily. But we need to be prepared for anything and be at our best, just connecting to that will really help as you're going into sales engagements."
Read the complete transcription on the Sales Game Changers Podcast website. ARNOLD'S TIP FOR EMERGING SALES LEADERS: "We're going to talk about six key ingredients to get people, be it customers, co-workers, and prospects, to be singing your praises. Everything starts, for example, with your attitude and being reliable and responsive, and we're going to go on from there. I think the #1 reason people go to meetings is also the networking. You'll get that and we're going to give you plenty of time for that."
Read the complete transcript on the Sales Game Changers Podcast website. TJ'S TIP FOR EMERGING SALES LEADERS: "Strategies always change, but principles always remain the same. All the information is out there, all the methods are out there. There's no excuse for not having the sales books or the tactics. All that is out there. What makes the biggest difference is the people that actually surrender to the principles of success, because if you can actually enforce these principles on you every day so that it becomes a habit and you're doing all the behavior necessary to hit success, that's when you're going to win. Whenever I go and knock doors, I have certain principles. Right when I get to the neighborhood, I jump out, I'm knocking doors right away, no matter what. I'm not taking my time, I'm letting my brain get hit with it and I go full out. Anytime I'm in a deal, I give it my all. Every single day, I'm doing these behaviors and I'm calling enough people. If you find those principles and you surrender to them and you commit to them, you're going to succeed."
Read the complete transcript on the Sales Game Changers Podcast website. LINDAS TIP FOR EMERGING SALES LEADERS: "I alluded to affirmations, and we started our conversation today with visualization. As you go to sleep at night, as you turn off the light, all the lights that you may be looking at, start to take some deep breaths and visualize what you want your life to be. When we were teenagers, this was called daydreaming. When we were little kids, it was make-believe. We as adults I think have forgotten that, and you need to go back to that. If you then think about what it is you really want – not what you don't want, you don't want to be focused on what you don't want. What do you want? Really visualize. If you spend a little bit of time as you're drifting off to sleep putting that into your head, then even if you want to have double the impact, make that a part of your morning routine as you wake up, "What do I see this day?" What is your intention for the day, and what do you want to see happen to this day? Whether or not it happens and whether then the negative self-talk comes in and says, "But it won't happen because of this," really, again, stay with that positive intention and in that visualization, or the daydreaming, or even that make-believe. That will change what chemistry is even going on within your system and in your brain, because what we think about, we become. Where you're at right now, you at one point thought about. I know I see that continually with my clients, I've seen that in my own life. We always need to keep our mindset in wherever it is we want to be going, growing and developing that picture of what it is we want."
Read the complete transcription on the Sales Game Changers Podcast website. DAVE'S TIP FOR EMERGING SALES LEADERS: "Have fun. It's so easy to get caught up in tactics and strategy and steps and methodology and things, but none of that will really help you sell if you aren't enjoying what you're doing and bringing enjoyment to the person that you're talking with. I've seen so many salespeople when we're teaching them how to deliver an opening statement on the phone. Put some life into it. If you could just have some fun and be a little playful, even if you suck, having fun and being a little playful makes you better. "
Read the complete transcription on the Sales Game Changers Podcast website. SAM'S TIP FOR EMERGING SALES LEADERS: "Be conscious of the things that you cannot affect within your sales process. As you're in a sales process, if you're hitting a brick wall, you're in a challenging situation, make sure that you're very aware of, “What can I do to change this and what are the resources that I can leverage around me to help move forward? What are the things that frankly, are completely out of my control?” If you waste one second worrying about those, it's one second that could have been spent on things that actually are within your sphere of influence. I think that's increasingly important for how we sell today, because there is a lot more that's out of our control. Not everything is down to you, so that's something that I'm preaching a lot to my sales teams, my sales leaders. Just focus on the things that you can really impact, don't sweat everything else."
Read the complete transcription on the Sales Game Changers Podcast website. KENDRA LEE'S TIP FOR EMERGING SALES LEADERS: "One tip that I would give you today is it doesn't matter that we are in these dynamic roller coaster times, there absolutely is business to be had and we're seeing an uptick in people realizing they need to do things, they need to make changes. My one recommendation is as you are doing new business development, focus on problems that people have right now. Don't try and get them to think more strategically about what they'll need a year from now because they're focused now. Focus on the issues and the problems that you're seeing people have right now and that's how you'll get in the door."
Read the complete transcript on the Sales Game Changers Podcast website. JUDY'S TIP FOR EMERGING SALES LEADERS: "Present a very polished and professional image. Go on your LinkedIn profile and upload a header graphic. This is the image that is behind your headshot at the top of your profile. You can take a photo off of your company's website, you can use a city scape, you can use a photo of you speaking at an event, but use that space to tell people something about you." MONA NEFF'S TIP FOR EMERGING SALES LEADERS: "Remember that LinkedIn is a relationship, not a one-night stand, and that you have to be in it for the long haul." ANN MARIE BEEBOUT'S TIP FOR EMERGING SALES LEADERS: "You need to have your featured section filled out. Make sure that you have some evergreen content in the featured section and maybe one recent post or article that you've put out, but give people the resources that they need to take the next step that you want them to take."
Read the complete transcription on the Sales Game Changers Podcast website. JOHN'S TIP FOR EMERGING SALES LEADERS: "Figure out what your post-pandemic strategy is and recognize that your company must invest more in digitization and automation in the future. They go together."
Read the complete transcript on the Sales Game Changers Podcast website. JAIME'S TIP FOR EMERGING SALES LEADERS: "Be the leader you want to be led by. Just because you are a certain role within your organization doesn't mean you can't be a leader. You should lead from all positions. If you see something that needs to be changed, worked on or done, do it because that comradery within your team is so important. You don't have to have a leadership title in order to be a leader in your organization or on your team. My advice to anybody in any role is lead and be the leader you want to be led by, so that people can see what your expectations are and live by the way that you're living. You can sit there and complain about what you don't have or you can create it and be that change. DEANA'S TIP FOR EMERGING SALES LEADERS: "Be coachable. One of the reasons that I've had the success that I've had is I really try to not be the smartest person in the room. I'm constantly reading a book, going to a podcast, watching a webinar, asking questions that no one wants to ask, raising my hand, trying to figure things out. Accepting the fact that I don't know everything and seeking people to teach me and really remaining coachable every day, has really given me a little bit of an edge and kept me moving forward. In any industry, just be coachable and continue to teach yourself.
Read the complete transcription on the Sales Game Changers Podcast website. MARIO'S TIP FOR EMERGING SALES LEADERS: “Prospects respond to different sales outreach methodologies differently based upon the medium that they're most comfortable with. The reality is that every buyer has a different medium that they're comfortable with. Omnichannel prospecting says that you are touching them at every single one of the possible channels that they would engage with you on, whether that's phone, email, text, social, video as well. Omnichannel refers to using any one of the channels in order to be able to get our prospects to do what we would like them to do, and that is, number one, get on the phone and have a conversation, and number two, understand if there's a business problem or pain that we can solve.”
Read the complete transcription on the Sales Game Changers Podcast website. BELLA'S TIP FOR EMERGING SALES LEADERS: "Acknowledgement opens listening, causes people to want to talk to you and sets you up uniquely different than everybody else. I would love to leave everybody with an acknowledgement challenge. For the next 30 days, acknowledge from your heart, in that goddess energy, at least two people every single day. The difference that they've made, something extraordinary that they've done in their life. Just notice what that does for you and what that does for them, how that opens listening, how that causes them to want to talk to you. 30 day, 2 persons a day acknowledgement challenge is what I would love to leave everybody with."
Join us we celebrate the 400th episode of the award-winning Sales Game Changers Podcast! Read the complete transcription on the Sales Game Changers Podcast website. MY TIP FOR EMERGING SALES LEADERS: "Get out there and see people in person. We've missed it for a long time. We're doing a webinar every day at the Institute for Excellence in Sales. There were days when I've done six, seven Zooms. I'm not saying be irresponsible about it. I'm saying you want to be safe and you want to do what you need to do, but at the same time you just got to get out there. Those connections really are where things happen, where you learn, where you get some aha moments. It's very hard to get an aha moment on a Zoom call because you're talking, then I'm talking, I'm looking at you, I'm making sure you can see me. In person, you have that space, you could bring a notepad, you're eating if it's that. You have another person to bounce off of and I just highly recommend that people get back out there and start meeting people."
Read the complete transcription on the Sales Game Changers Podcast website. COLLIN'S TIP FOR EMERGING SALES LEADERS: "The Number 1 thing you can do is be honest with yourself about something that you can improve on and take some action steps to seek out the help that you need to get better on that particular thing, whatever it is. Sales related, not sales related, professional development, personal development, any or all of the above."
Read the complete transcription on the Sales Game Changers Podcast website. GENA'S TIP FOR EMERGING SALES LEADERS: “My advice for any listeners after today is to go sign up for something that makes you totally uncomfortable. Go do something that's not your plan, not your path and gives you an opportunity to meet some new people. I feel like every time you build your network and expand your network, you find new opportunities and ways to be creative and be fulfilled. Go do something that's not even in your plan for the next half of this year.” KELLIE'S TIP FOR EMERGING SALES LEADERS: “Trust your gut, say what you want to say and speak up for yourself even if it makes you uncomfortable to that point. One of the best things I think I ever did was went and took a public speaking course. I still think it's great to continue to take, but if that's something that makes you uncomfortable, I agree with Gena. Do it, get yourself out there. One of the things also is use tools that are out there that make yourself uncomfortable. If people never see you again, they never see you again.”
Read the complete transcript on the Sales Game Changers Podcast website. KAREN'S TIP FOR EMERGING SALES LEADERS: "Bring people back to their childhood. Go to the toy store, walk up and down the aisles, see what you can see and see if it relates to your product or service or see if it relates to a conversation. When you bring people back to their childhood. Look around, go shopping and think big. I was in a business trip to Atlanta, I was in the hotel having breakfast, it was room service and on the tray with my eggs they put this tiny little bottle of Tabasco and of course, I go into my creative mode and I thinking, "Are my products and services hot stuff? Can I send this in an envelope to my prospects and clients and tell them that I'm looking to make them 'hot stuff' with their clients?" I grabbed it and I've been ordering them ever since, they're tiny little bottles and people get it in the mail and they think, "This is great." The Dollar Store, the party stores, the Walmarts, the Targets, look around."
Read the complete transcription on the Sales Game Changers Podcast website. CHRIS' TIP FOR EMERGING SALES LEADERS: "Set goals, define a plan and write it down. Develop personal and professional goals and make sure they're not in conflict, and be honest in your self-evaluation. Because if they're in conflict, nothing else is going to work. Then, have someone you trust – a friend, a colleague, a mentor, a supervisor – review it and help you hold to it. Throughout my career, I've had some really good leaders that have helped me with this. Write it down, where are you in the plan? Validate it and make sure that you're sufficiently outside of your comfort zone. It's always easy to do what you're really good at, but it's much harder to do things that you're not good at and be honest with that. If you write it down and hold yourself to it, then you'll get there. Write down, again, the intermediate objectives and tactics to reach those goals. Step by step, put a timeline on it. Say, what do I want to achieve both for myself and for the company and the timeline that I want to deliver it?"
Read the complete transcription on the Sales Game Changers Podcast website. NYLA BETH'S TIP FOR EMERGING SALES LEADERS: "I like the acronym Be bold, B-O-L-D. It stands for be future-focused. What's coming for your customers and what is your company looking to do? Those two parallel paths, be future-focused and look out for what's on the horizon. The second is orient around outcomes. You heard me mention that word, outcomes a lot, so the O in bold, orient around those. Don't think of sales as the goal is the deal closed, think of it as that end outcome that you want your final customer and your company to achieve. Then the L is really learn about your company. I spend a lot of time in corporate strategy and people say, "What's our strategy again?" Engage and ask. If you don't know who your corporate strategy leaders are, if you don't know what your corporate strategy goals and objectives are, ask, and really learn and make sure you understand it because it's important to what you're communicating to your customers. The D in bold is data, and data comes from everywhere. It doesn't just come from our marketing leads, our inbounds and our outbounds. Be the sensor, drive yourself with data by paying attention to what's happening into your surroundings and what's happening in your customer's arena and bring that together. I'm very confident that if you can follow that and be BOLD, that everyone here is going to definitely be able to continue down their successful path.
Read the complete transcription on the Sales Game Changers Podcast website. AMY'S TIP FOR EMERGING SALES LEADERS: "The book is called The Leader You Want to Be so I hope everyone takes a moment to pause and think about who is that leader and person you want to be. It's really powerful to take stock and remember who's the authentic leader that you are, what are the values that drive you, what are the principles that guide your interactions with yourself, your teams your customers? Then what are the experiences and skills that you bring to bear and that you've really cultivated and could continue forward?"
Read the complete transcription on the Sales Game Changers Podcast website. MATT'S TIP FOR EMERGING SALES LEADERS: "Be optimistic. Nobody likes working for pessimist people. Stay curious, operate with urgency, fall through on what you promise the customer. Be thoughtful, lead with empathy and do it with a smile on your face and good things will come." PAT'S TIP FOR EMERGING SALES LEADERS: "This is specifically directed for young folks. Ignore on job resumes prior experience requirements, 20 years as a salesperson to apply for this job. Put yourself out there, tell these hiring managers you already have your PhD, that means you're poor, you're hungry, you're driven. You will do whatever it takes to get the mission done and drive success for your team and for the customers."
Read the complete transcription on the Sales Game Changers Podcast website. SHANNON'S TIP FOR EMERGING SALES LEADERS: "Look at the people that you know that may not play in the same space but are well respected and participate in an economic development authority or a citizen's board of some sort, or a relevant not-for-profit board. Get in touch with them and connect and just make it a conversation about what you're seeing and how you're reacting to the changes over the past year. I was really amazed and so appreciative that I had that support system and was able to provide that for others."
Read the complete transcription on the Sales Game Changers Podcast website. Ron is the author of "The Velocity Mindset." RON'S TIP FOR EMERGING SALES LEADERS: "Stay with your heart. Your heart knows where you need to go so let your heart drive your destiny. Not your mind, because your mind is filled with your limiting thoughts, your stories and all the other stuff we put there. Let your heart drive your destiny."
Read the complete transcription on the Sales Game Changers Podcast website. SANDY'S TIP FOR EMERGING SALES LEADERS: "Have a bias for action. One of the riddles I like to talk about is if you look at a pond and lily pads on the pond, if lily pads double every day – so today you have three lily pads, that means tomorrow there'll be six – at what day would the lily pad be half-full if on day 60 the pond is full? Of course, it's 59 because on day 59 the pond's half-full, on day 60, the pond is full. I use that analogy because that's the speed at which the world works today. Everything is moving quick, so you've got to have that bias for action in what you're doing. Bias for action in getting back to your customers, talking about value, introducing new technology. If you wait, you're going to be sitting there, you're going to think the pond is half-full and you're going to wake up the next day and the pond is full. It's going to be too late. If I have to say one thing, it would be commit yourself to have a bias for action with your customers, and that'll make you a more valuable salesperson."