Afleveringen
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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 Diamondâs best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Todayâs show featured an interview with Chaz Horn, author of âB2B Blueprint To Predictable Sales.â Learn more about it here.
Find Chaz on LinkedIn.
CHAZâS TIP: âAlways treat each and every person that comes into your life with respect, empathy, and look to serve.â
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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!
Todayâs 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? Youâll 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, âWhatâs one book that you would recommend that really helped shape and advance your career?â Read it and then see what happens."
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Zijn er afleveringen die ontbreken?
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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: "itâs so important and so rarely done that we show the correct amount of appreciation to our clients. Where when thereâs nothing going on, itâs a quiet day, I pick up the phone, call 10 clients who have been with us before and say, âThanks. We really appreciate that you trusted us with your child, your most valued possession.â Take the time to let your customers know that you appreciate them. That will have a very good result for you."
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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 Diamondâs best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Todayâs show featured an interview with Natalie Lambert, Founder & Managing Partner at GenEdge Consulting.
Natalie and Juliana Slye will be presenting âAI & The GovBuyerâs Journey: A One-Day Workshop in Practical AI and Buyer Engagement for Public Sector Marketers. on January 28 in Reston, VA. Register here.
NATALIEâS TIP: âIt 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, youâre going to see, âIf it can do this, it can do this,â and it will start growing on itself. Put that into your daily workflows and see what you get.â
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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 Diamondâs best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Todayâs show featured an interview with Seth Marrs, the primary sales AI and technology thought leader at Forrester.
Find Seth on LinkedIn.
SETHâS TIP: âAI is going to make you as a sales professional a lot better. Itâs going to make it a lot harder to be a seller, but for those who take advantage of it, itâs not going anywhere soon. Ttâs going to make sales more important and itâs 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.â
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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, youâre going to set yourself apart."
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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 youâre willing to give them value in the first place. The worry here with everybody is if I sell the secrets, they wonât need me, but I promise, theyâll still need to buy the implementation."
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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, âOh, the Convention Center has 73,000 square feet,â they arenât going to remember it. But theyâre going to remember a Guinness World Book of Records. Theyâre 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."
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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 Diamondâs best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Todayâs show featured an interview with Dan Carusi, Head of Client Success at Sandler. He also leads equine-based leadership retreats for executives.
Find Dan on LinkedIn.
DANâS TIP: âMany people split into fear, uncertainty, and doubt that really holds them back from being their best at what they do. Donât fall into that trap. It is a mindset. The worldâs kind of crazy today but be on guard for not slipping and youâre letting your mindset slip into that FUD. If youâre pushing yourself outside your comfort zone, youâre going to break the FUD cycle. They do go hand in hand.â
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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 Diamondâs best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Todayâs show featured an interview with Okta Federal Vice President Amy Johanek.
AMYâS TIP: âPrepare. 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. Donât 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 wonât be wasted if you do that.â
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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 Diamondâs best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Todayâs show featured an interview with Shibani Gambhir, Vice President, Sales Intelligence and Support at United States Postal Service.
SHIBANIâS TIP: âItâs an exciting time to be part of the Postal Service. Weâre 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 youâre able to offer great products and solutions. Youâre binding the United States together with the product offerings. Thatâs something to be so proud of. The transformation that weâre undertaking right now is unprecedented, and itâs 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.â
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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 Diamondâs best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Todayâs show focused on the concept of âTechnology by Policyâ and featured Federal Business Development and Marketing expert Rob Efrus and GitLab Federal CTO Joel Krooswyk.
ROBâS TIP: âTry 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.â
JOELâS TIP: âFind some good sources of information and just subscribe so youâre up to date. Donât let policy fly by as some of itâs going to be really important. Find a few news sources you like. Iâm 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 theyâre being published.â
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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 wasnât 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, âWhat would my prospect do? What would my prospect say in this instance?â I wanted to feel what they felt. It was the psychology of my buyer. Thatâs how important it was."
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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 Diamondâs best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Todayâs show featured Holly Rollo, the author of The Power of Surge. We also featured John Shrader, Chief Revenue Officer at construction software company Arcoro.
HOLLYâS TIP: âThe real thing thatâs going to differentiate you is a frictionless customer experience. That customer experience canât be managed if itâs in bits and pieces all over the place. Then sales, marketing and customer success arenât radically aligned, which is what Iâm a big advocate of. Priorities become really, really clear when you figure out whereâs 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.â
JOHNâS TIP: âWhat are those things that youâre doing on a regular basis that cover three things? Youâre always prospecting, youâre selling, and youâre closing. Thereâs 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, youâre going to be spending more probably on prospecting. The bottom end of a month youâre doing more on closing. But that balance of how you do that in a day matters.â
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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 youâre marketing to at a deeper level. Thatâs 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 theyâre 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."
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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 Diamondâs best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Todayâs show featured an interview with Vice President @ Infinite Electronics Jason Koshy.
JASONâS TIP: âOne of the most important things I took away from that is that in sales, itâs 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 customerâs projects, or whatever the business is trying to do, is critical.â
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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: "Itâs 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. Theyâre investing in the trust that youâve built. That was all relationship, the whole way."
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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 Diamondâs best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Todayâs show featured an interview with 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.
DAVIDâS TIP: âYou want to be thorough in your follow up. Timing-wise, you want to make sure that you hit all the marks there, but thereâs nothing wrong with taking a little time, showing a little patience, and the customer or the person youâre interacting with, give them some time.â
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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. Thatâs 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 youâre serving actually have the problem that you solve, and that theyâre aware, and that theyâre actually interested in solving it."
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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 Diamondâs best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now!
Todayâs show featured KnowlegeNet.ai CEO Mehdi Tehranchi and CRO Nick Caruso.
MEHDIâS TIP: âA salesperson now has knowledge of everything. Thatâs what AI has done. Now put that knowledge into action, thatâs up to you. The salesperson needs to take that and take action. I think thatâs the biggest use of AI, no matter which AI you use. It has to be actionable.â
NICKâS TIP: âIf youâre 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 youâre a manager, look at what your team is doing and saying, âCan I make this more efficient?â
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