Sales Game Changers | Tips from Successful Sales Leaders

This is episode 227. Read the complete transcription on the Sales Game Changers Podcast website. This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 21, 2020. It featured sales leaders Mike Durso (Veeam and Connor Marsden (Salesforce). MAJOR TIP TO EMERGING SALES LEADERS: "How do we stabilize our customers today? How do we help them shift to some of the new realities we have to deal with? We're trying to help our customers normalize. How do we get them to the point where they can continue to operate their business, that they can plug their gaps that they have digitally and create a new steady state as we go through this virus."

This is episode 226. Read the complete transcript on the Sales Game Changers Podcast website. This is a replay of the Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 17, 2020. The guest is Mark "The Sales" Hunter. MAJOR TIP TO EMERGING SALES LEADERS: "There's still three levels of sales. Repeat, Get and Create. Repeat are your existing customers that come back and buy from you time and time again or maybe a referral. This is business that's coming to you because you've done something with somebody before. Focus now on the Repeat. You've got to double down your efforts here."

This is episode 225. Read the complete transcript on the Sales Game Changers Podcast website. We conducted this interview in February 2020, hence the poor social distancing below. Since the show was released during the COVID-19 pandemic, we asked Diane what her advice is for sales professionals during the pandemic. She offered the following: Take really great care of yourself. Nutrition, Sleep, Movement, etc. Keep sourcing yourself with positive and visionary messages from inspiring, motivating and wise leaders (like IES provides.). What your mind focuses on is what you create. Spend time envisioning the future with your clients. What do you see is possible over the horizon? What can you do now to make the future a reality? DIANE'S FINAL TIP TO EMERGING SALES LEADERS: "When I think about selling I even change the word, I say I'm just going to go care about somebody today, I'm going to care about what they need and hopefully there's a good fit for me and my company."

This is episode 224. Read the transcript at on the Sales Game Changers Podcast website. This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 15, 2020. It featured sales leaders Susan Lee (MOI), Christopher Ware (NAIOP) and Joe Alvarez (NOS). MAJOR TIP TO EMERGING SALES LEADERS: "Empathy starts from the top down. It starts from the president of the company and it goes all the way down. Communicating, connecting, letting people know that we understand, "We're challenged just like you're challenged in your business" is everything to the empathetic part of supporting your clients."

This is episode 223. Read the complete transcription on the Sales Game Changers Podcast website. [EDITOR'S NOTE: This is a replay of the Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 10, 2020.] MAJOR TIP TO EMERGING SALES LEADERS: "GRIT is doing whatever it takes to get the job done, as long as it's moral, ethical and legal."

This is episode 222. Read the complete transcription on the Sales Game Changers Podcast website. This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 1, 2020. It featured sales leaders Eric Trexler (Forcepoint), Jennifer Ives (3Pillar Global) and Matt McDarby (Fidelus).] MAJOR TIP TO EMERGING SALES LEADERS: "Be incredibly empathetic to the challenges that they might have on their plate today, those challenges are going to be different from 8 weeks ago and be very aware of it. Do not waste your customer's time, understand where they're coming from, add value in that conversation."

This is episode 221. Read the complete transcript on the Sales Game Changers Podcast web site. We conducted this interview in January 2020. Since the show was released during the COVID-19 pandemic, we asked Sally what her advice is for sales professionals during the pandemic. She offered the following: Take care of yourself and those that are important to you - that includes your customers. What can we deliver now to help during the pandemic? Dun & Bradstreet has offered free access to specific data and analytics to assist with the pandemic response and economic recovery. Data and analytics for government are more important now than ever, the opportunity is in uncovering how we are relevant in new ways. Reach out, listen, understand the shifting priorities of your customers. Invest in yourself- take time to read/listen to that book you've been staring at (mine is John Sculley's Moonshot), take that online course to sharpen your skills, learn something new that will benefit you and your customers. SALLY'S FINAL TIP TO EMERGING SALES LEADERS: "Continue to be a learner but I also want to say that as you advance your career, take time to reach back. Share your knowledge and skills with somebody who's new to the role. We all came to our success through the help of others. Remember, you've got to give back." Sally Block is a VP Sales, Dun & Bradstreet Government Solutions. Prior to coming to Dun & Bradstreet, she held sales leadership positions at CCH Wolters Kluwer and Bloomberg BNA. Sally can be found on LinkedIn here.

This is episode 220. Read the complete transcript on the Sales Game Changers Podcast. [EDITOR'S NOTE: This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on April 8, 2020. It featured sales leaders Paul McConville from Hobsons and Dorean Kass from Neustar.] Watch the webinar here. Listen to Paul McConville's Podcast . Listen to Dorean Kass' Podcast. MAJOR TIP TO EMERGING SALES LEADERS: "The big thing for us (Neustar) and the focus for us is maintaining the connection between the team, the individual contributors, the management, the support organizations and the other components of the functional team."

This is episode 219. Read the complete transcription on the Sales Game Changers Podcast website. We conducted this interview in January 2020. Since the show was released during the COVID-19 pandemic, we asked Denise what her advice is for sales professionals during the pandemic. She offered the following: "This is the perfect time to practice your research, personalization and empathy, all elements of a Sales Done Right approach. Business is still getting done, but needs have changed. Make sure to take the time to find out what has changed and work to adjust to meet your prospects and customers' needs. What a great time to create trust and loyalty! DENISE'S FINAL TIP TO EMERGING SALES LEADERS: "It's Sales Done Right. Nothing takes the place of you doing the work. Athletes practice no matter how great they are, lawyers practice before they go into the courtroom, we have to practice. We have to be good at our elevator pitch, we have to be good and know the questions ahead of time, we have to be prepared with understanding who we're talking to, we have to know how those people want to be talked to and talked with, what are the best ways. The biggest tip that I would say is do the work, prepare and do the work."

This is episode 218. Read the complete transcription on the Sales Game Changers Podcast website. We conducted this interview in late 2019. Since the show was released during the COVID-19 pandemic, we asked Jason what his advice is for sales professionals during the pandemic. He offered the following: Take special time and attention to care for your internal customers (employees & associates) during this time of unprecedented uncertainty. A real Sales Game Changer is concerned about BOTH internal and external customers right now. Many of your customers and prospects may be in distress and will be most receptive to creative solutions that addresses their current situation today charts a path forward in these difficult days. Double down on your website and digital marketing strategy as social distancing will likely be the new normal for some time. We conducted today's interview in Detroit, Michigan. Jason Wize is the president at MediaProNow. He's a business leader who understands sales. Prior to becoming the president of MediaProNow and founding the company, he was a sales leader at Radio Shack and JPMorgan Chase. We did the interview at TechTown, a really exciting co-working place, about 4 miles from Downtown Detroit. Jason can be found on LinkedIn here.