Sales Game Changers | Tips from Successful Sales Leaders

This is episode 286. 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."

This is episode 285. 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."

This is episode 284. 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."

This is episode 283. 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?"

This is episode 282. 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."

This is episode 281. 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."

This is episode 280. 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."

This is episode 279. 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."

This is episode 278. 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."

This is episode 277. 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!"