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Sales Game Changers | Tips from Successful Sales Leaders
43 minutes | 5 days ago
295: Well-Known Sales Strategist Alice Heiman Lists Impactful Ways You Can Show Thanks and Gratitude to Your Customers and Prospects Right Now
Read the complete transcription on the Sales Game Changers Podcast website. ALICE'S TIP TO EMERGING SALES LEADERS: "A free way to show gratitude is by making an introduction. There is no rule that you can't make an introduction just like there's no rule that you can't send a little thank-you note. That is a great gift, when you can make a very thoughtful introduction to someone that they might need to know either because they want to change their career or needed a resource. Or it's just someone that they've admired for a long time or someone that you just think they should know."
41 minutes | 6 days ago
294: Women in Sales: Datasite UK Sales Leader Nertila Asani Tells How a Finance Background Can Help Boost Your Sales Career
Read the complete transcript on the Sales Game Changers Podcast website. NERTILA’S INSIGHTS FOR EMERGING SALES LEADERS: “Never be nervous, just believe in yourself, never think there’s anything that you can’t do. Never think of gender or anything as an obstacle. Always think about your successes, your strengths, what you’re good at, what you love, what makes you happy and be confident about it. Talk about it, go for it, there’s really nothing that you can’t achieve. It sounds cheesy but it’s really like that."
42 minutes | 9 days ago
293: Darden Business Professor Tom Steenburgh Says Sales Professionals Can Increase Their Performance By Applying This Approach to Learning
Read the complete transcription on the Sales Game Changers Podcast website. This is a replay of the SALES GAME CHANGERS LIVE Webinar sponsored by the Institute for Excellence in Sales and hosted by Fred Diamond on November 18, 2020. It featured University of Virginia Darden School of Business professor Tom Steenburgh. TOM'S TIP TO EMERGING SALES LEADERS: "Make it new. The question is, "How do I refresh my sales approach in a way that makes it better?" Because of the pandemic I'm forced to do things in a different way so is it possible for me to make it better? Then my life goes back to normal, if you have made it better keep doing the new thing and if it hasn't become better, go back to the old one but always try to make it new because that's how we learn and grow and get better. Ask yourself, "Maybe there's some possibility here that I haven't been exploring" and it might get you unstuck."
53 minutes | 12 days ago
292: Sales Expert Mike Schmidtmann Explains How to Accelerate Past Any Objections You May Be Encountering Right Now
Read the complete transcript on the Sales Game Changers Podcast website. MIKE’S TIP TO EMERGING SALES LEADERS: “There are five different ways to respond to an objection with the acronym READY. You can REVERSE an objection, hit it right back at them with, “That’s exactly why.” The reason a Reverse is so powerful is because the reason you’re against it is the reason you should be for it. You can EXPLAIN what happened and that’s a perfectly reasonable answer, it’s not an argument, it’s just, “Let me explain what this is. You can ADMIT something. Occasionally there will be a bad piece of news, they’re going to look at how you DENY that. Vehemently, strongly, affirmatively deny that that happened. Finally, ask WHY. It buys you some time and it gives you more information.”
47 minutes | 13 days ago
291: LinkedIn Sales Leader Alyssa Merwin Presents Ways for Women in Sales to Measure Contribution and Value in Times of Uncertainty
Read the complete transcript on the Sales Game Changers Podcast website. This is a replay of the WOMEN IN SALES Webinar sponsored by the Institute for Excellence in Sales and hosted by Gina Stracuzzi on August 20, 2020. It featured LinkedIn Sales Leader Alyssa Merwin. ALYSSA'S INSIGHTS FOR EMERGING SALES LEADERS: "There’s never been a better time to be a woman in sales. Women tend to have high emotional intelligence (EQ) and to be empathetic. These are the times when our strengths will really shine through. I think if we can spend time on controlling the controllable and leaning on our strengths, we will get through this and hopefully be in a better position on the other side."
39 minutes | 17 days ago
290: Sales Leaders Jason Kimrey and Howard Langsam List Ways to Increase Customer Engagement to Ensure Sales Process Continuity Right Now
Read the complete transcript on the Sales Game Changers Podcast website. HOWARD’S TIP TO EMERGING SALES LEADERS: “Work the funnel from the top down. If you don’t get your prospecting over in the morning or set time of the day, you’ll get all the way till the end of the day having worked on proposals all day, it’s 6 o’clock and your prospecting time got crowded out and then you go a quarter later and your pipeline is empty. You really want to work the funnel from the top down to do your best to avoid those feast and famine quarters, it’s way too easy to do the in-front-of-you work of writing proposals and qualifying leads but you’ve really got to force yourself. After you close the deals that are closable that day, go right to the top of the funnel and work from the top down so that you’re not having a famine quarter next quarter. JASON’S TIP TO EMERGING SALES LEADERS: “I always encourage my sales team and sellers to focus on the customer first and prioritize those engagements directly with the customer. Look for new ways to engage, don’t let a day go by where you’re not at least texting, calling, maybe setting up a Facetime chat, whatever it is. There is an opportunity to really stay engaged more frequently now than ever before but it’s not going to come in the form of a one hour sit-down followed by an hour long lunch or maybe a golf game. I’m sure some of those things are happening on an ad hoc basis but in general you need to think in shorter spurts and just engaging in meaningful yet quick and effective ways.”
44 minutes | 19 days ago
289: Personality Expert Merrick Rosenberg Explains How Identifying Whether Your Prospect is an Eagle, Owl, Dove or Parrot Will Determine Your Success With Them
Read the complete transcript on the Sales Game Changers Podcast website. MERRICK'S TIP TO EMERGING SALES LEADERS: "If you're selling to someone and their style is different than yours, one of you is going to leave that interaction exhausted and it better be you because it takes energy to flex. Do you want your customer flexing, or do you want to be the one who is flexing? Notice how if you are imposing your style on your customer, you're focusing on YOUR needs, not on THEIR needs."
43 minutes | 20 days ago
288: Women in Sales Industry Leader Cynthia Barnes Says CEO's Can Do This If They're Committed to Raising Women into Sales and Business Leadership
Read the complete transcription on the Sales Game Changers Podcast website. This episode was hosted by Gina Stracuzzi, Institute for Excellence in Sales Women in Sales program leader. CYNTHIA'S INSIGHTS FOR EMERGING SALES LEADERS: "Female-led sales teams are 50% female, they tend to be more female than male-led sales teams which are only 25% female. There is a huge benefit of having a female sales leader because she brings in more women in sales to her team, so if you are a C suite or a CEO out there and you're thinking, "How do we attract more women in sales, start with having female sales leaders? Women in sales know that they are being highly sought after and when they look at the leadership team of your organization, if they don't see anyone that looks like them they're going to pass and go onto a company that does represent them. Women hold 1 in 5 leadership positions and only 1 in 4 mid-level sales manager roles, which if you talk about overall sales leadership for women, it is 89% male, 11% female. We have a huge opportunity to advance women in sales not only on the individual contributor level but on the manager and leadership level as well."
34 minutes | 24 days ago
287: Centrify Public Sector Sales Leader Bill O'Neill Says Focusing on These Key Things Will Help You Grow New Customer Relationships
Read the complete transcript on the Sales Game Changers Podcast website. BILL'S TIP TO EMERGING SALES LEADERS: "You can't focus 18 hours of your day on work. You really need to take time out and spend time with your family and friends and really balance that. If you don't balance your life, it will lead to a terrible outcome. As a sales professional, as you drive into another next sales goal and continue building a big pipeline, please remember to stay close to your partners, your customers and your family and friends."
40 minutes | a month ago
286: Sports Mindset Expert Gene Zannetti Shows How Shifting from a Prey to Predator Mindset Can Grow Your Sales Career Exponentially
Read the complete transcription on the Sales Game Changers Podcast website. GENE'S TIP TO EMERGING SALES LEADERS: "I want you to take three different prey mindsets that you tend to have and change them into predator mindsets. If you tend to think about other people's opinions of you, think how would you change that into focusing more on your effort, your attitude, your aggressiveness. If you're afraid of rejection, if you're thinking too much about the numbers, if you compare yourself too much to your neighbor, change that prey mindset into a predator mindset. Start with three simple examples and then you could move on throughout your life. Any area you want to get better at, you could apply the same approach and it will work, guaranteed. As we always say, whether it's sports, business, school or life, mindset makes the difference."
43 minutes | a month ago
285: Women in Sales: Corporate Culture Expert Shelley Smith Gives Sales Managers Sound Tips for Holding Team Members Accountable for Their Own Success
Read the complete transcript on the Sales Game Changers Podcast website. SHELLEY’S TIP TO EMERGING SALES LEADERS: “To get ahead, go to your direct manager and ask them what does success look like at the end of the day, at the end of the week, at the end of the quarter so that you know what’s expected? When there’s clarity around expectations, it’s easier to be accountable. When I really know what’s expected of me, it’s easy for you to come back and hold me accountable when you and I both articulated what the outcome is supposed to be.”
41 minutes | a month ago
284: Thomson Reuters Sales Leaders Larry Goeckner and Rob Beattie Offer a Wealth of Creative Sales Ideas to End the Year Strong
Read the transcript on the Sales Game Changers Podcast website. ROB'S TIP TO EMERGING SALES LEADERS: "Find a way to affect your reality, not accept your reality. I'm a big student of history, I love quotes, there was a commander of the French Army in World War I named Ferdinand Foch and he famously said once, "My center is giving away, my right is in retreat, situation excellent, I shall attack." I try to bring that type of mindset every single day no matter what's happening, "Okay, my center is giving away, attack." Bring that sort of, "How can I impact what's in front of me?" There are certain things you can't control, put them aside, find the things you can do something about." LARRY'S TIP TO EMERGING SALES LEADERS: "Now, more than ever, we need to engage. Looking at what's possible, if there were no constraints, if everything was at your disposal what would you do? It's amazing when you get that kind of ideation going and then you start looking at what could actually do?" Incredible innovation that comes from engaging with people other than who you typically would."
44 minutes | a month ago
283: Sales Agility Expert Amy Franko Shares Three Things You Can Do to Bust Out of Old Patterns That Are No Longer Working
Read the complete transcript on the Sales Game Changers Podcast website here. AMY’S TIP TO EMERGING SALES LEADERS: “To build sales agility, you have to bust old patterns maybe with the help of a coach or your sales leader, finding the things that are no longer working for you in your sales life. Is there a routine that used to work that no longer works? Is there something that is your stuck point? Second, understand “strategic feed,” which is the ability to simultaneously look forward into the future and also be able to work backwards from that with milestones to help you move forward. If you can do this with your clients, help them see into the future but also help them get momentum in the short term, you are going to help them be more successful. Finally, rethink your revenue streams. Take a really tough, hard look at your pipeline. What opportunities are stuck? You may need to rethink where your revenue streams are coming from. Where in your territory, where in your book of business do you need to be rethinking?”
46 minutes | a month ago
282: Women in Sales: The Sales Rebellion's Michelle Hecht Lists Ways to Get Past the Anxiety and Stress that Get in the Way of Your Sales Success
Read the complete transcript on the Sales Game Changers Podcast website. MICHELLE'S' TIP TO EMERGING SALES LEADERS: "If you're stuck in the middle of a crisis, if you're feeling anxiety, to change your perspective be mindful of the limitations that it's creating. You're feeling anxious, "I can't do this right now because I'm overwhelmed", cut out the unnecessary obligations. Take a look at your week, your day, figure out how many hours you're doing for each thing and then when you come up with a number of what you need to be your productive time, break that up and write down what you want the outcomes to be and get comfortable with saying no. Don’t just think about it. Write it down! You don't have to get in people's faces, you just have to say no to the things that are not serving you personally and professionally."
40 minutes | a month ago
281: Law Firm Business Development Star Carl Grant Details His Strategies for Success for Growing Impactful Relationships Right Now
Read the complete transcription on the Sales Game Changers Podcast website. CARL'S ' TIP TO EMERGING SALES LEADERS: "Do good to yourself and do good to others and when I say do good to yourself, take care of yourself. I don't look as old as I perhaps am because I take care of myself. Feed yourself well, exercise, have healthy habits and then you've got to have healthy relationships. Go out and do good things for others and good things will happen to you."
41 minutes | a month ago
280: Growth Mindset Expert Chris Salem Offers a Strategy That Can Help Sales Professionals Grow Richer Relationships Faster
Read the complete transcript on the Sales Game Changers Podcast website. CHRIS' TIP TO EMERGING SALES LEADERS: "Find out something specific about your best prospects and customers. Do your homework and connect with them on something that in this case has nothing to do with their position or their company first. Not only will they likely become a customer at some point but they're going to be a great referral source for you. I've been doing that for quite some time and it has not let me down. Don't get me wrong, you go through downturns and people sometimes can't buy certain things at those times but I encourage people to go out of their way to get to know the person that you're talking to in something more than just what they do, something that drives who they are as a person."
47 minutes | a month ago
279: Elizabeth Lotardo Explains How Having a Noble Purpose Will Take Your Sales Career To Heights Not Yet Seen
Read the complete transcript on the Sales Game Changers Podcast website. ELIZABETH’S TIP TO EMERGING SALES LEADERS: “I’d encourage everyone to ask how your customers are different as a result of doing business with you. Carry that story in your heart, carry that story into your conversations with customers, carry that story throughout your colleagues and your boss internally and you will be amazed at the self-fulfilling loop of fulfillment, of connection and ultimately performance you create for yourself. If you are a new sales professional and are selling a new product, ask for stories about how it made a difference to customers. Start sharing those, you’ll ignite your own frontal lobes and the frontal lobes of your customers.”
45 minutes | 2 months ago
278: Jay Nussbaum Rising Sales Star Finalists Share Their Tips and Insights for Career Success
Read the complete transcription on the Sales Game Changers Podcast website. his is a replay of the CREATIVITY IN SALES Webinar sponsored by the Institute for Excellence in Sales and hosted by Fred Diamond on September 30, 2020. It featured three young sales professionals who were finalists for the Jay Nussbaum Rising Sales Professional Award to be given out on October 16 at the IES Sales Excellence Awards. PEER TIPS TO EMERGING SALES LEADERS: Andrew Bailey: Attitude will drive your efforts either positively or negatively. In the world of sales it's up and down, you'll have some great years. A the end of the day, it's how you respond and your outlook to it. If you have a negative attitude, you'll be getting negative results. Jihad Abdur-Rahman: In everything you do, just be consistent. If you feel like it's a great idea, if you had a high return on investment just be consistent. Everything you do from X amount of calls to emails to whatever systems you use, don't just do it a few weeks or a few days. Do it on a consistent basis and you'll be successful. Brandon Steele: Always try to go the extra mile whether it's with a customer or whether it's learning something new to try to help you out in sales. That's the only way I think you'll try to separate yourself from the pack and start being really successful."
45 minutes | 2 months ago
277: Women in Sales Leader Denise Hayman Says These Critical Traits Will Help You Accelerate Your Sales Career
Read the complete transcription on the Sales Game Changers Podcast website. This is a replay of the WOMEN IN SALES Webinar sponsored by the Institute for Excellence in Sales and hosted by Gina Stracuzzi on September 22, 2020. It featured Expel Sales Leader Denise Hayman. DENISE'S TIP TO EMERGING SALES LEADERS: "I love the word 'imagine'. If you are helping someone imagine a better outcome, not only are you problem-solving with them but you are taking them to a better world. It means that you've asked them enough questions that you can say, "Can you imagine a world where that is different? Can you imagine where those problems that you just talked about go away? What does that look like?" Sales professionals need to work on getting customers to feel that emotional connection, getting them to really feel the difference between just a regular conversation and one where you leave them feeling, "Yes, I can see a better thing, I can get there!"
42 minutes | 2 months ago
276: Verizon Public Sector's Mike Maiorana Says Now's the Time for Sales Professionals to Make a Larger Societal Impact and He Explains How to Do So
Read the complete transcription here. MIKE'S TIP TO EMERGING SALES LEADERS: "Understand how your actions, your products or your services impact the customer's desired outcome. As a team, understand how what you're doing impacts the team that you work with and for extra credit - and we do this all the time at Verizon and particularly the public sector - how your solutions or your actions impact the societal benefits of what's happening. Show up for your communities that you live in, that you work in, that you educate in, think of things that you can do whether inside or outside of work to do something positive and proactive for someone else in need. It is extremely rewarding for everybody involved and it really keeps you grounded in what you may think to be big problems. Other folks in this country, in this day and age have much bigger problems. Be that shining light and help someone else get to a better place."
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