Sales Game Changers | Tips from Successful Sales Leaders

This is episode 196. Read the complete transcript on the Sales Game Changers Podcast website. BARBARA'S FINAL TIP TO EMERGING SALES LEADERS: "Your last best experience is now your new expectation. Be continuously learning so that you can continue to provide value." Today's show was broadcast from the GM headquarters in Downtown Detroit. Barbara Reznor is the manager of training for the GM Center of Learning. The Center of Learning was a finalist for an IES - Institute for Excellence in Sales - Sales Excellence Award in 2019. Find Barbara on LinkedIn!

This is episode 195. Read the complete transcription on the Sales Game Changers Podcast website. ERIC'S FINAL TIP TO EMERGING SALES LEADERS: "Everything you do should be geared around results, Focus on your customer, yourself, your business and put a plan together and enjoy the ride. To the leaders out there, focus on your people, be transparent and direct with them. Have a plan, always look at how we make them better." Eric Trexler is the VP of Sales for Global Governments at Forcepoint. He was recommended to us by some of our previous guests, Chris Townsend and James Yeager. Prior to coming to Forcepoint, he held sales leadership positions at McAfee and served in the US Army. Find Eric on LinkedIn!

[EDITOR'S NOTE: This interview took place on March 3, 2019. Some of the pricing details and other comments about LinkedIn features might have changed since this interview took place.] Read the transcript on the Sales Game Changers Podcast website. BRYNNE'S FINAL TIP TO EMERGING SALES LEADERS: "We are ignoring our new connections all the time. Put together a great welcome message that has an insight, a piece of content – not a sales pitch, don't talk about you or your business. Give them some really great value that leads back to your solution but isn't leading with your solution." This is a special episode with Brynne Tillman, the CEO at Social Sales Link. She's known as the LinkedIn Whisperer and is of the top LinkedIn for Sales experts on the planet. We're going to be talking about optimizing LinkedIn for Sales. Find Brynne on LinkedIn!

This is episode 194. Read the complete transcription on the Sales Game Changers Podcast website. JAVIER'S FINAL TIP TO EMERGING SALES LEADERS: "Be tenacious. Just try, try, try. You're going to hear 'no' more than you hear 'yes' when you first start in your career and I know it sounds painful now, but that is where and how you learn. Get back up and do it again, and practice, practice, practice." Javier Vasquez is the General Manager for solutions and technology for Microsoft's US Federal Government business. He's been with Microsoft for 19 years. Prior to coming to Microsoft, he was at Digital Equipment Corporation and a handful of medical startups. Find Javier on LinkedIn!

This is episode 193. Read the transcription on the Sales Game Changers Podcast website. TOM'S FINAL TIP TO EMERGING SALES LEADERS: "Any young professional that is interested in a sales career needs to find one or two mentors, somebody like myself, you or others that are willing and able to give them some advice and some coaching as they move along in their career." Tom van Gorder is the Vice President of North America Sales at Clarabridge. Previously, he held sales leadership positions at FranConnect, Arxan and VERISIGN. Find Tom on LinkedIn!

This is episode 192. Read the complete transcription on the Sales Game Changers Podcast website. FRANK'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is a noble profession. Embrace a coaching mindset and also embrace the idea that everyone should always be learning. If you embrace this idea of an always learning mindset and you want to be better tomorrow than you are today, you'll have success and you'll have success in sales." Frank Passanante is the Senior VP for Hilton Worldwide Sales - America's Hilton and he's been with Hilton for 28 years. We conducted the interview at Hilton's Global Headquarters in Tysons Corner, VA. Find Frank on LinkedIn!

Read the transcript on the Sales Game Changers Podcast website. CARL'S FINAL TIP TO EMERGING SALES LEADERS: "People like to buy from people that they know and if you're struggling with how to get to know people, I'm going to tell you that people can connect on very personal levels. I think the deepest personal relationships you can develop with other people are through a religious affiliation, a cultural affiliation or a common mission. Join a group that you identify with religiously, culturally or at a shared mission, such as disease-oriented organizations. Try to connect on a deep personal level with people in the business community by getting involved and when you need to reach out to them, you're reaching out to a friend. You're not reaching out to a stranger, you're not making a cold call, you're reaching out to somebody who you've spent hours with working on something that's important to them." Carl Grant is the EVP of Business Development at the Cooley law firm. Prior to coming to Cooley, Carl worked at PricewaterhouseCoopers and two venture-backed startups. Find Carl on LinkedIn!

This is episode 191. Read the complete transcription on the Sales Game Changers Podcast website. DAN'S FINAL TIP TO EMERGING SALES LEADERS: "Have fun with what you're doing. Fuel the things that you're most passionate about. It's not just about winning, it's about how you get to the finish line. I encourage everyone to take risks, have fun but more importantly, go make it happen." Dan Maier is the Senior VP of Sales for Ellucian. Prior to taking over sales leadership at Ellucian, he was at CRS, Illume and PTC. Dan also served 4 years active duty in the 82nd Airborne Division. Find Dan on LinkedIn!

Ryan Bringger, VP for Ticket Sales and Membership for the 2019 World-Champion Washington Nationals, shares strategies for engaging clients year-round with membership programs. They discuss benefits, rewards, and access. They also emphasize the importance of listening to prospects, hosting events, and finding your strengths to succeed in sales.

This is episode 190. Read the complete transcript on the Sales Game Changers Podcast website. Alan Meltzer is a sales legend. ALAN'S FINAL TIP TO EMERGING SALES LEADERS: "One, get smart, read, study. Two, there's no substitution for perspiration, work your ass off, it's that simple." Alan Meltzer founded NFP -The Meltzer Group in 1982 as a single insurance agen. He has since grown the company to one with over 200 dedicated employees across five divisions. Alan has earned MassMutual's highest honor, Agent of the Year, an unprecedented 18 times in his career. Find Alan on LinkedIn!