Sales Game Changers | Tips from Successful Sales Leaders

This is episode 130. Read the complete transcription on The Sales Game Changers Podcast website. MIKE'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is about being a problem solver and helping businesses grow. If you can think of it that way, I think you're going to go further longer in the business as opposed to just being short-sighted and looking at your features and benefits and trying to sell features and benefits of your product to a client. You really want to build that relationship and you want to work with them and show them that you want them to be successful." Mike Williams is a sales and business coach with Growth Coach of Northern Virginia. Prior to becoming a Growth Coach, he held sales leadership positions at Coca-Cola and Exxon Mobil. Before that he served the US Army for 6 years. He is also the Vice President of Membership for the Dulles Chamber of Commerce. Find Mike on LinkedIn!

This is episode 129. Read the complete transcript on the Sales Game Changers Podcast website. PHIL'S FINAL TIP TO EMERGING SALES LEADERS: "If you can get to where the client includes you as part of the fabric of the organization, you understand their issues and you're delivering solutions that really impact the business, then you're a trusted advisor. I aspire to that, all my team inspires to it and I think if you're in professional services, attaining that role is like finding nirvana." Phil Curran is a Senior VP at USI Insurance Services where he runs the DC Metro practice. Prior to coming to USI, he was at Mercer HR Consultants, Hewitt Associates (now AON Hewitt) and PricewaterhouseCoopers (PWC). Find Phil on LinkedIn!

This is episode 128. Read the complete transcript on the Sales Game Changers Podcast website. JOE'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is all about solving problems for customers. It's about figuring out what problems your company is good at solving, identify what customers have those problems, do the hard work to go out there and get engaged with those types of customers and those specific people and that makes sales fun. It really makes sales rewarding and it makes you successful." Joe Pringle is the VP of Sales at CARTO. Prior to coming to CARTO, Joe held leadership positions at Socrata and Forum One Communications. We also interviewed Ben Mathew, CARTO Chief Revenue Officer, on the Sales Game Changers Podcast. Find Joe on LinkedIn!

This is Special episode 012. Read the complete transcription on The Sales Game Changers Podcast website. SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "We really don't ask enough about what's valuable. Most of what we think about value we take for granted. Why should somebody care? Why is it valuable to them? How is it going to make their lives better? How are we going to help them think through even if they do want to buy it, how are they going to come up with all of the different hurdles that they're going to experience?." This is a special episode with Scott Santucci, the founder of the Sales Enablement Society. He's the Chief Growth Catalyst of Growth Enablement Ecosystems. He's a leader in the sales enablement world and is an expert on many things that relate to the sales process, compensation, and methodologies. He is a graduate of Virginia Tech. Find Scott on LinkedIn!

This is episode 127. Read the complete transcription on The Sales Game Changers Podcast website. MATT'S FINAL TIP TO EMERGING SALES LEADERS: "It's never crowded going the extra mile. Don't be afraid of hard work, don't be afraid to go the extra mile for your customers, prospects or clients." Matt Chubb is the Executive Director of Sales at Kaiser Permanente in McLean, Virginia. Prior to coming to Kaiser Permanente, he was with a third-party administrator that was owned by Blue Cross. He also worked at New England Financial and Great West Life. He is a graduate of Virginia Tech. Find Matt on LinkedIn!

Read the complete transcription on The Sales Game Changers Podcast web site. JENNIFER'S FINAL TIP TO EMERGING SALES LEADERS: "I think it's important to always understand how you're helping people. Always think about how you are helping that other person and by doing that, you're going to fall in love with what you do. That is the most important thing because if you don't like what you do, if you don't love what you do, go find something else. Life is too short. You have to love what you do and find a way to keep growing in that, never be stagnant, never be stale, keep growing and keep learning." Today we're in Charlottesville, Virginia, and we're talking to Jennifer Fisher, the VP of Sales for WorldStrides Higher Education Division. Prior to coming to WorldStrides, she was a sales leader at The Chronicle of Higher Education. Find Jennifer on LinkedIn!

This is episode 125. Read the complete transcription on The Sales Game Changers Podcast website. JEFF'S FINAL TIP TO EMERGING SALES LEADERS: "Look in your network for a handful of people that you look up to. Start having one-on-one discussions early on because they could help you tremendously in your career. It's something that might sound easier said than done, but it takes the time and commitment to look up that person, reach out to them and sit down with them and say, "I have three questions I want to ask you." There could be a lot of value gained and even long-term relationships built that might help that person's career." Jeff Shen is the President and General Manager for Red Team Consulting. Prior to starting Red Team, he held sales leadership positions at GTSI and EyakTek, an Alaskan native firm. He also started his career at CSC and he also worked at a dot com.

This is episode 124. Read the complete transcript on The Sales Game Changers Podcast website. SCOTT'S FINAL TIP TO EMERGING SALES LEADERS: "Your heart really has to be in it. If you're really not into it, if your heart does not believe in your product, does not believe that your audience is going to receive value from what you're selling whether it be a product or a service, it is going to be very difficult and they're going to see right through you." Scott Oser is the president of Scott Oser Associates. Prior to starting Scott Oser Associates he worked for National Geographic, Science Magazine and the AARP. Find Scott on LinkedIn!

This is episode 123. Read the complete 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 122. Read the complete transcription on the Sales Game Changers Podcast website. PAUL'S FINAL TIP TO EMERGING SALES LEADERS: "Show up to give. I think too many of us in the sales game show up to get. We need a PO, we need a meeting, we need the next thing - why don't we show up to give? Make every interaction with your customer and prospect as valuable as possible and leave the folks that you meet better for the time that you spent together. Show up to give." Paul Borror is the VP of Sales at M3COM and Virtacore. He has held sales leadership positions at NetApp and Concur. Paul served in the US Marine Corps. Find Paul on LinkedIn!