Sales Game Changers | Tip-Filled Conversations with Sales Leaders About Their Successful Careers

This is episode 760. 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. 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 (IEPS) 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 Kate Walsh, Senior Director, Hilton, UK and Ireland. Find Kate on LinkedIn.  KATE'S TIP: “My number one passion is building people up and fostering collaboration. I really believe in the power of a team and the incredible results that come from working together.”

This is episode 759. Read the complete transcription 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! Read more about the Institute for Effective Professional Selling (IEPS) 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 Caryn Kopp, Chief Door Opener® at Kopp Consulting. Kopp Consulting is an IEPS Selling Essentials Marketplace® (SEM) service provider. Learn more about the SEM here. Find Caryn on LinkedIn.  CARYN'S TIP: “If you're not tracking the percent of first meetings that go to second meetings, you have no idea how effective your first meetings really are.”  

This is episode 758. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Effective Professional Selling 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 Kevin Davis, President of Public Sector at OpenText, and his daughter Taylor Davis, a Federal Account Executive at Snowflake. IEPS Women in Sales Program Director Gina Stracuzzi also co-hosted the interview. Find Kevin on LinkedIn. Find Taylor on LinkedIn. KEVIN'S TIP: “Everything you do, especially in sales, is a reflection. Be coachable. Protect your brand.” TAYLOR'S TIP: “I was obsessed with being the best version of myself. The athlete's drive carries over into sales.”  

This is episode 757. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Liz Elting, author of Dream Big and Win, and the cofounder of TransPerfect, a billion-dollar translation company. Center for Elevating Women in Sales Leadership (CEWL) Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales series of the Sales Game Changers Podcast. Find Kristin on LinkedIn. KRISTIN'S TIP: "Your mind is so powerful, and you are not your thoughts. You're capable of endless possibilities if you stick your mind to something, believe in yourself, and stick to it.”

This is episode 756. 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. 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 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 John Podolak, Chief Revenue Officer at IMPRES Technology Solutions, Inc. Find John on LinkedIn.  JOHN'S TIP: “At a macro level, aligning with your partner's priorities is key. Executives appreciate honesty about where you're aligned—and where you're not.”

This is episode 755. Read the complete trancription 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. 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 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 Amy Belcher, Director, WW ISV Sales & Go To Market Strategy, AWS. Find Amy on LinkedIn.  AMY'S TIP: ""Own it. Don't wait for someone to invite you to grow—raise your hand, build your skills, and lead your career."

This is episode 754. 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. 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 Liz Elting, author of Dream Big and Win, and the cofounder of TransPerfect, a billion-dollar translation company. Center for Elevating Women in Sales Leadership (CEWL) Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales series of the Sales Game Changers Podcast. Find Liz on LinkedIn. LIZ'S TIP: "Take that risk. If you're at a company, take the risk at something new. Suggest an idea. Act like an owner in a nice way, don't act like you know everything, but offer ideas and then offer to carry them out. Risk takes us so far. It's so fulfilling. It's what changes companies and changes the world."

This is episode 753. 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. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Read more about the Institute for Effective Professional Selling's 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 General Assembly leaders Jourdan Hathaway, Chief Business Officer, and Gretchen Jacobi, Chief Revenue Officer. General Assembly was a recipient of the first ever “AI for Sales Excellence Awards,” which were presented at the Institute for Effective Professional Selling on May 1. Find Jourdan on LinkedIn. Find Gretchen on LinkedIn. GRETCHEN'S TIP: “Start somewhere. Start small and build from there. Audit your week. Pick something that feels lowest risk to you… and start integrating AI. Just start now.” JOURDAN'S TIP: “If the early bird gets the worm, the early AI adopter gets the sale.”

This is episode 752. Read the complete trascription on the Sales Game Changer 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 Olivia Lynch, leader of the Salesforce Women's Network (SWN). IES Women in Sales Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales Leadership series of the Sales Game Changers Podcast. Find Olivia on LinkedIn. OLIVIA'S TIP: “It's not bragging if it's true. You did the thing. What's the problem in sharing?”

This is episode 751. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Beth McGrath, Global Industry Leader for Government and Public Services (GPS) at Deloitte. Beth will receive the Institute for Excellence in Sales (IES) Women in Sales Leadership Award at the 15th Annual Award event on May 1. IES Women in Sales Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales series of the Sales Game Changers Podcast. Find Beth on LinkedIn. BETH'S TIP: “The network is the thing that gets stuff done, in government, outside of government, within industry, between industry and government, nation to nation. The strength of your network is incredibly important. You never stop building your network because you just never know when you're going to need somebody for something. That to me is something you can work on every day and at any stage in your career, or even post first career into second career, into third career. It's the network that will help you both personally and professionally and also you can contribute to others.”  

This is episode 750. 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 social selling guru Jamie Shanks. Find Jamie on LinkedIn. JAMIE'S TIP:  “You just have to be willing to hear no. A no is fine. A no is like a maybe later, but you can't be afraid of it.”  

This is episode 749. Read the complete transcript on the Sales Game Changers Podcast website. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! 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 Joe Swope, author of “The Creativity Algorithm,” and Desmond Richelsen, VP of Sales at AMES, Inc. JOE'S TIP: “One specific thing someone should do is every day carve out a couple minutes, ask yourself why, when, and how is your next good idea, your transformative idea that will get you over that brick wall? How is it going to happen? What are you doing to invite it? Because that's probably the most important thing in your sales practice, is your own mind.” DESMOND'S TIP: “Make sure that you are being the best that you can be, and that will allow everybody else to follow you in the right direction.”  

This is episode 748. 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 Jon Jumento, Sales Director, Aerospace and Defense at Juniper. Find Jon on LinkedIn. JON'S TIP:  "In complex B2B and B2G sales, your product isn't your only differentiator—your account team is. It's how you show up, how you execute, and how you take care of your customer that sets you apart.”

This is episode 747. 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 Kurt Greening, EVP of Sales and Marketing at Securis. Find Kurt on LinkedIn. KURT'S TIP:  "The idea is, ‘Hey, I hear you. Love to help you, but I need to collaborate with you to understand what you're trying to accomplish, and I'll put that together as a document that I'll use to justify why we give you what you need."

This is episode 746. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Chris Westfall, author of "The New Elevator Pitch." Find Chris on LinkedIn. CHRIS' TIP:  ““Preparation is important, but presence is priceless. You can rehearse your message, polish your pitch, and script every word—but if you're not fully present in the moment, truly listening, and tuned in to the needs and emotions of your audience, you'll miss the connection that really drives trust and action. Presence is what transforms information into influence.”

This is episode 745. Read the complete transcription on the Sales Game Changers Podcast here. Get your tickets to the 15th Annual IES Sales Excellence Awards here. They will be on May 1 at the Mclean Hilton in Tysons Corner, VA. 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 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 Marketing and Sales leaders Suzanne Behrens and Amir Capriles from Granicus. Find Suzanne on LinkedIn. Find Amir on LinkedIn. SUZANNE'S TIP: ““Content must differentiate and influence. Buyers are smarter and more selective, so we need to deliver real value through every interaction.” AMIR'S TIP: “The best sales reps run their territory like a CEO runs a business. They plan, they execute, and they lead with differentiated value.”  

This is episode 744. Read the complete transcript on the Sales Game Changers Podcast website. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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! Find out more about the 15th Annual Sales Excellence Awards here. Today's show featured an interview with Bryan Jenkins, Vice President of Sales,  RunSignup. BRYAN'S TIP: “Just because someone says no doesn't mean it's over. In our world, ‘no' usually means ‘not today.' Great reps circle back, stay patient, and win when the time is right.”  

This is episode 743. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode!  Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Faheem Moosa, founder of Consulting Leap. Find Russ on LinkedIn. RUSS' TIP:  “That phrase, ‘If the pressman doesn't like it, it ain't going to work,' has stayed with me since the 1990s, and it still applies to every sales situation I've been in. No matter how senior the buyer is, I've learned that the people actually using your product—the ones with their hands on it—are the ones who make or break the deal.”

This is episode 742. Read the complete trancription on the Sales Game Changers Podcast website here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Anthony Robbins, the 2025 IES Lifetime Achievement Award recipient, and his daughter Megan Robbins from NVIDIA. Get your tickets to the 15th Annual Sales Excellence Awards here. They will be on May 1 at the Mclean Hilton in Tysons Corner, VA. IES Women in Sales Program Director Gina Stracuzzi also co-hosted the interview. ANTHONY'S TIP: “Early-in-career people have to get a good coach in their corner, they have to have mentors that they engage with, and they have to be really dialed into building subject matter expertise. The relationships Megan is developing today, she will have these relationships for 10 or 20 and sometimes 30 years. Investing in these relationships is really important.” MEGAN'S TIP: “Just show up. Get out there in your community as much as you can, whatever profession or industry you choose. Build out your network.”

This is episode 741. It's a special Women in Sales episode. Read the complete transition on the Sales Game Changers Podcast website here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Souror Humpton from Oracle, the 2025 Jay Nussbaum Rising Sales Star award recipient, and Jessica Scott from Carahsoft, the 2025 IES Partner of the Year. Get your tickets to the 15th Annual Sales Excellence Awards here. They will be on May 1 at the Mclean Hilton in Tysons Corner, VA. IES Women in Sales Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales series of the Sales Game Changers Podcast. SOUROR'S TIP: “Don't be afraid of rejection. My biggest thing is I pick up the phone and I just make the phone call. Whether it's your management, whether it's a customer, whether it's something that you need from somebody to take that next step. Worst-case scenario, it's a no, and you move on. But best-case scenario, you get what you had hoped for.” JESSICA'S TIP: “Invest in yourself. Be proactive with getting better at your job by finding a mentor, by attending trainings. They will help with your professional development. Go to the live events, push yourself outside of the comfort zone and just build those connections. That's how we thrive in this business – off of the connection.”  

This is episode 740. Read the complete trancription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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! Find out more about the 15th Annual Sales Excellence Awards here. Today's show featured an interview with Greg Clifton, General Manager – Defense & National Security Group at Intel. Find Greg on LinkedIn. GREG'S TIP: “Show up, add value, and meet somebody new every day. The relationships you build and the trust you establish by being present, engaging in meaningful conversations, and contributing to your industry will set you apart in sales.”

This is episode 739. Read the complete transcription on the Sales Game Changers Podcast website here. Read more about the Institute for Excellence in Sales (IES) Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Women in Sales episode. The interview was conducted by Center for Elevating Women in Sales Leadership director Gina Stracuzzi.  The guest, Randi Deckard is the Senior Vice President, Growth at BESLER. RANDI'S TIP: “Sales is a conversation. The key is to simplify the complicated, stay curious, and iterate. Success comes from constantly refining, learning, and being 1% better every day.”

This is episode 738. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales (IES)  Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Anne Altman, CEO Everyone Matters, Inc. She was the recipient of the Institute for Excellence in Sales Lifetime Achievement Award in 2013. The show was cohosted by IES Women in Sales program director Gina Stracuzzi. Find Anne on LinkedIn. ANNE'S TIP: "Sales leaders must create possibilities for their teams by asking powerful, forward-thinking questions. Inspire your salespeople by asking, ‘What if we could accomplish this?' and help them bridge the value of what they're selling to the impact it can have for customers. Engagement starts with envisioning what's possible.”

Thia is episode 737. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Kristina Bouweiri, President & CEO at Reston Limousine Service. She's the Institute for Excellence in Sales Entrepreneurial Sales Leader of the Year. Find out more about the 15th Annual Sales Excellence Awards here. KRISTINA'S TIP: “Our motto has always been never say no. Say yes to whatever the customers want. Everyone's a customer. That has been our motto for 35 years and it has served us very well.”  

This is episode 736. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Briana Horan, VP of Clinical Sales for Galaxy Diagnostics. BRIANA'S TIP:  “Consistency creates credibility. Whether that's in developing yourself as a salesperson or in the salesperson of how you show up to your clients, be consistent.”  

This is episode 735. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Jack Daly, the Institute for Excellence in Sales Sales Speaker of the Year. Find out more about the 15th Annual Sales Excellence Awards here. JACK'S TIP:  “Lifelong learning fuels my journey. From paper books to Kindle—and now Audible—I average over 100 books a year by learning on the go. Your degree isn't the end; it's just the beginning.”  

This is episode 734. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Dawn Deeter, Director of the National Strategic Selling Institute at Kansas State University. DAWN'S TIP:  "Always be honing your skills, because things are always changing. My dad taught math, and sometimes I think, “Boy, wouldn't that be nice?” Because things don't change. I'm always every semester updating my notes, because nothing is ever the same. You've just constantly got to be honing those skills and staying up to date on what's happening."

This is episode 733. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Josh Garrison, VP of Marketing at Apollo and the author of "Outbound Sales: A data-backed playbook for cold email, cold calling, social selling, and more," and Samuel Elliott, Senior Account Executive. JOSH'S TIP:  "Go leave five comments on LinkedIn, and I want you to do it in a way where you're not selling anything. Give as much as you can in those five comments on five different posts and see what you get. Make that a habit. That's my number one thing, that even myself, we could all do better and the rewards are going to be there." SAMUEL'S TIP: "Go log into ChatGPT, Perplexity, or any of the AI applications. Before your next call with someone, ask it to summarize what that company does, who they serve, and what their specific role and title cares about. You'll be amazed at how much it can streamline your pre-call research and information and all of the possibilities beyond it."

This is episode 732. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 James Muir, author of “Unsticking Deals,” and his colleague Patti Peets, Chief Revenue Officer, Unislink. JAMES' TIP:  “Be a domain expert in addition to being a sales expert. If you're a new salesperson, what that means is you need to master your industry so well that if the person that you sell to said, “Hey, I'm going to be gone for a month, could you come in and sit in and do my job for me for a month while I'm on vacation?” If you can say you can do that, then you've learned enough about your industry. Until you can say that, you need to keep grinding until you understand that, because what's going to happen is the credibility that you'll have with clients when you're with them will go off the charts.” PATTI'S TIP: “Really go through every deal in your pipeline. If it's been in that stage for more than 14 days maybe, or 21 days, you should go through that list of questions to really score yourself and be honest with yourself, and then admit this deal is stuck. Then put a plan together, follow some of those methods and techniques that James offers up, and watch what happens. You will have deals that literally unstick, and maybe not every deal, but you will have deals that get unstuck by following this process.”

This is episode 731. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. This is a Sales Story and a Tip episode! Watch the video of the interview here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Faheem Moosa, founder of Consulting Leap. Find Faheem on LinkedIn. FAHEEM'S TIP:  “Even though I had a champion in the organization, I couldn't push too hard. That was a learning for me. There are different dynamics that take place within an organization. Champions are not going to save you all the time, but then it doesn't stop you from pursuing other angles and still being top of mind in other ways. That's what I learned about champions in a complex sale.”

This is episode 730. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Chaz Horn, author of “B2B Blueprint To Predictable Sales.” Learn more about it here. Find Chaz on LinkedIn. CHAZ'S TIP:  “Always treat each and every person that comes into your life with respect, empathy, and look to serve.”  

This is episode 723. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Andrew Barbuto, author of "Top Sales Producer: How to Crush Your Sales Quota," and his sales manager, Patrick Thornton at Basis Technologies. Find Andrew on LinkedIn. Find Patrick on LinkedIn. ANDREW'S TIP:  "Picture what your life is like if you are your ideal customer profile. Put yourself in their shoes. What is your day like? What are some of your challenges? You'll be surprised at the insights you can get from that. Our job is to help our customers and our prospects. How are you going to do that unless you really understand what their needs are?" PAT'S TIP: "Reach out to one sales professional, but any professional that you respect and admire, and say, “What's one book that you would recommend that really helped shape and advance your career?” Read it and then see what happens."  

This is episode 728. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Richard Applebaum, Manager-Partner at Rein Teen Tours. Richard first appeared on the Sales Game Changers Podcast at the height of the Pandemic on March 26, 2021. Listen to the episode here. Find Richard on LinkedIn. RICHARD'S TIP:  "it's so important and so rarely done that we show the correct amount of appreciation to our clients. Where when there's nothing going on, it's a quiet day, I pick up the phone, call 10 clients who have been with us before and say, “Thanks. We really appreciate that you trusted us with your child, your most valued possession.” Take the time to let your customers know that you appreciate them. That will have a very good result for you."

This is episode 727. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Natalie Lambert, Founder & Managing Partner at GenEdge Consulting. Natalie and Juliana Slye will be presenting “AI & The GovBuyer's Journey: A One-Day Workshop in Practical AI and Buyer Engagement for Public Sector Marketers. on January 28 in Reston, VA. Register here. NATALIE'S TIP:  “It comes down to changing a habit. Whether it is making your home screen Perplexity and not Google to try, what is it like to search with an answers engine versus Google?  As you do that, you're going to see, “If it can do this, it can do this,” and it will start growing on itself. Put that into your daily workflows and see what you get.”

This is episode 726 Read the complete tranwcription on the Sales Game Changers Podcast website here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Seth Marrs, the primary sales AI and technology thought leader at Forrester. Find Seth on LinkedIn. SETH'S TIP:  “AI is going to make you as a sales professional a lot better. It's going to make it a lot harder to be a seller, but for those who take advantage of it, it's not going anywhere soon. Tt's going to make sales more important and it's going to make the true nature of a seller. The true nature of a seller is independence and really trying to find your own way to do things.”  

This is episode 725. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Quinton Feltner, Regional Sales Vice President, Microsoft (Nuance). Find Quinton on LinkedIn. QUINTON'S TIP:  "I put it in three buckets. Fix, avoid, and accomplish. Can you help somebody avoid something? Can you help somebody accomplish something? Can you help somebody fix something? When you really focus consistently and seeking to be that problem-solver, you're going to set yourself apart."

This is episode 723. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. 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 Bryon Kroger, CEO of software development firm Rise8. Find Bryon on LinkedIn. BRYON'S TIP:  "Give away all your secrets. Every single one of them. If you want to have a value-based conversation with somebody, show that you're willing to give them value in the first place. The worry here with everybody is if I sell the secrets, they won't need me, but I promise, they'll still need to buy the implementation."

This is episode 724. 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 on YouTube. 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 Linda Erickson of the Star Speaker Academy. Find Linda on LinkedIn. LINDA'S TIP:  "I want to emphasize the power of using stories into your deliveries. If I would have said, “Oh, the Convention Center has 73,000 square feet,” they aren't going to remember it. But they're going to remember a Guinness World Book of Records. They're going to remember the inaugurations. Those are the things that you leave people with, and you can always give them the information after. Data and information is good to a point, but it can also kill you."

This is episode 722. 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 Dan Carusi, Head of Client Success at Sandler. He also leads equine-based leadership retreats for executives. Find Dan on LinkedIn. DAN'S TIP:  “Many people split into fear, uncertainty, and doubt that really holds them back from being their best at what they do. Don't fall into that trap. It is a mindset. The world's kind of crazy today but be on guard for not slipping and you're letting your mindset slip into that FUD. If you're pushing yourself outside your comfort zone, you're going to break the FUD cycle. They do go hand in hand.”

This is episode 721. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Okta Federal Vice President Amy Johanek. AMY'S TIP:  “Prepare. Think about the outcome that you want to achieve, put a plan into action, one that fits into your strategy, that has both near-term and long-term steps. Don't fall in the trap of being caught up in the day-to-day or the end of the quarter. Have a vision and make a plan and execute against it. Above all, deliver value for the customers, and your preparation won't be wasted if you do that.”  

This is episode 720. Read the complete transcription on the Sales Game Changers Podcast website here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Shibani Gambhir, Vice President, Sales Intelligence and Support at United States Postal Service. SHIBANI'S TIP:  “It's an exciting time to be part of the Postal Service. We're going through a major transformation. We work in the millions and billions when we talk about programs and customers. You can have a very significant impact to customers, because you're able to offer great products and solutions. You're binding the United States together with the product offerings. That's something to be so proud of. The transformation that we're undertaking right now is unprecedented, and it's the single largest insourcing transformation in the United States. Lots of investments in our IT infrastructure, in our facilities, in our employees. The energy at the Postal Service is fantastic.”

This is episode 719. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 focused on the concept of “Technology by Policy” and featured Federal Business Development and Marketing expert Rob Efrus and GitLab Federal CTO Joel Krooswyk. ROB'S TIP:  “Try and walk in the shoes of your end user, federal customers, understand the pressures that they are facing, agency reorganizations, budget cuts, etc. doing more with less, and align your value proposition to those challenges and the policies that are driving those challenges.” JOEL'S TIP: “Find some good sources of information and just subscribe so you're up to date. Don't let policy fly by as some of it's going to be really important. Find a few news sources you like. I'm a big fan of subscribing directly to the White House and to CISA. If you just get a few of those things coming in your inbox, you can at least keep up with policy changes as they're being published.”  

This is episode 718. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with "Thank You, It's True" Movement Creator and TEDx Speaker Cynthia Barnes. CYNTHIA'S TIP:  "Whatever I thought the compelling offer was, most likely wasn't the compelling offer. I had to shift from the lens through which I was looking and get inside the head of my buyer, to the point where I started to think like them. I was then thinking, “What would my prospect do? What would my prospect say in this instance?” I wanted to feel what they felt. It was the psychology of my buyer. That's how important it was."

This is episode 717. Read the complete trascription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Holly Rollo, the author of The Power of Surge. We also featured John Shrader, Chief Revenue Officer at construction software company Arcoro. HOLLY'S TIP:  “The real thing that's going to differentiate you is a frictionless customer experience. That customer experience can't be managed if it's in bits and pieces all over the place. Then sales, marketing and customer success aren't radically aligned, which is what I'm a big advocate of. Priorities become really, really clear when you figure out where's the friction in that customer experience and how can you properly set goals, which I think would help align CEO expectations, not just on marketing, but on the investments and attention spent across the go-to-market roles that remove that friction and make the experience stronger.” JOHN'S TIP: “What are those things that you're doing on a regular basis that cover three things? You're always prospecting, you're selling, and you're closing. There's different times in your day, your month, your week that the amount of time you spend between those three things shifts. The beginning of a month, you're going to be spending more probably on prospecting. The bottom end of a month you're doing more on closing. But that balance of how you do that in a day matters.”

This is episode 716. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Government Business Results (GBR) leader Juliana Slye. JULIANA'S TIP:  "For government marketers, you have to understand the persona that you're marketing to at a deeper level. That's step one. For the sales leaders and sales professionals out there, what I would tell you is understand that your role has changed. Your job is not to be the information or the education concierge. Your job is to be the trusted advisor who brings valuable insights above and beyond your company and your product, because they're going to find that information on their own to the table. Focus on the relationship and bring those insights that are relevant to their problems and challenges in their agency."

This is episode 715. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 Vice President @ Infinite Electronics Jason Koshy. JASON'S TIP:  “One of the most important things I took away from that is that in sales, it's just as an important career as being a doctor, an engineer, or any other profession. To be proud in what you do and to do it to make a difference in your customer or your end customer's projects, or whatever the business is trying to do, is critical.”

This is episode 714. Read the complete transcript on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with sales performance specialist Cara Pacific Campbell. CARA'S TIP:  "It's the relationship. If you are going to sell a multimillion-dollar deal, people are not buying your technology. People are buying your relationship, your support. They're investing in the trust that you've built. That was all relationship, the whole way."

This is episode 713. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with government sales leader David Peed, the Regional Director Department of Defense, Special Programs and System Integrators for Fortinet Federal. This is his third appearance on the Sales Game Changers Podcast. DAVID'S TIP:  “You want to be thorough in your follow up. Timing-wise, you want to make sure that you hit all the marks there, but there's nothing wrong with taking a little time, showing a little patience, and the customer or the person you're interacting with, give them some time.”  

This is episode 712. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with sales expert Jim Padilla. JIM'S TIP:  "Know your audience. That's your responsibility all the time. It should never be a situation where the project failed because you launched it to the wrong person. It is your job to do your due diligence and make sure that the people you're serving actually have the problem that you solve, and that they're aware, and that they're actually interested in solving it."

This is episode 711. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 KnowlegeNet.ai CEO Mehdi Tehranchi and CRO Nick Caruso. MEHDI'S TIP:  “A salesperson now has knowledge of everything. That's what AI has done. Now put that knowledge into action, that's up to you. The salesperson needs to take that and take action. I think that's the biggest use of AI, no matter which AI you use. It has to be actionable.” NICK'S TIP: “If you're not using ChatGPT right now, I highly recommend that you just use it and play around with it. The analogy I made is that recorder. Use the recorder just to get better at it and then challenge yourself. If you're a manager, look at what your team is doing and saying, “Can I make this more efficient?”  

This is episode 710. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred 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 development leader at the Offit Kurman law firm Jim Ries. JIM'S TIP:  “On LinkedIn, don't just post about you, me, we. Post about your experiences with other people, other companies. Share knowledge. It can't just be about awards that you've won or presentations that you've made. Make it about other people and make it about really relevant content that your network would want to see from you.”