Sales Game Changers | Tips from Successful Sales Leaders

The complete transcription can be found on the Sales Game Changers Podcast website. Encore episode on the highly-downloaded episode with Verizon Public Sector leader Mike Maiorana. MIKE'S CLOSING TIP TO EMERGING SALES LEADERS: "Keep customers first. Establish long term trusted relationships with your customers both internally and externally. Be that team player, develop those relationships, be the go-to person for the industry that you serve at the company you serve and have fun." Mike Maiorana is the Senior Vice President for Public Sector at Verizon. He leads Verizon's business for the Federal, State and Local government, and Education segments across wireline, wireless, cloud, security and managed services. He's been at Verizon for 27+ years after he started out as an account rep in 1990.

This is an encore presentation of a highly downloaded episode featuring interviews with highly-successful women in sales leaders. The complete transcript can be found on the Sales Game Changers Podcast website. GIGI'S CLOSING TIP TO EMERGING SALES LEADERS: "They need to take care of themselves by exercising, meditating, whatever helps them to stay energetic and grounded and motivated. Also invest in yourselves from a learning perspective." This is a special show. The Institute for Excellence in Sales is launching our Women in Sales Leadership Forum for women who are looking to move into management and leadership. In honor of that program being launched, we asked Gigi Schumm to share some of her insights on how women in sales can grow into leaders. Gigi is the Senior VP of Sales at Threat Quotient and was a guest on one of the most downloaded episodes of the Sales Game Changers podcast. What we're going to do today in honor of the launch is we're going to reflect back on some of the past episodes that we've done with some of our great guests, some of our Women in Sales leaders who have been on the Sales Game Changers.

This is episode 108. Read the complete transcript on The Sales Game Changers Podcast website. CLAY'S TIP TO EMERGING SALES LEADERS: "Selling is serving. Recognize that when you are in front of people, they're more interested in you than they are in the feature and benefit set of your particular service or product. Don't think about your quota, don't think about all of the reasons why not, put your head in the place that says, 'I am here to genuinely see if this is the right fit for this organization' and if it is, then you start putting all of that credibility and all of that reliability and all of that intimacy." Clay Deming is an 18-year veteran sales leader at Kastle Systems. Prior to coming to Kastle she was at Herman Miller. Find Clay on LinkedIn!

This is episode 107. Read the complete transcript on the Sales Game Changers Podcast website. BOB'S TIP TO EMERGING SALES LEADERS: "If you're true to yourself and true to your customers, they will be true to you. If you could live that way and set a foundation that is firm that you believe in, you'll be successful in sales." Bob Dunn is the VP of Federal for Juniper Networks. He started his career at NYNEX before moving to Nortel. He also was a CEO at PacStar and also worked in private equity. Find Bob on LinkedIn!

This is episode 106. Read the complete transcript on the Sales Game Changers Podcast website. SEAN'S TIP TO EMERGING SALES LEADERS: "Career improvement is really around success and success comes from focusing on your client. You're in growth, you're in business development. You could talk about it and be theoretical, but at the end of the day no matter what industry you're in, you have to know your client better than who you're competing against. Everything else flows from that." Sean Mullen is the Senior VP of Business Development at Perspecta. He previously held sales leadership positions at DXC Technology, HPE and Northrop Grumman. Find Sean on LinkedIn!

This is episode 009 part 2. Read the complete transcript on the Sales Game Changers Podcast web site. JOHN'S CLOSING TIP TO EMERGING SALES LEADERS: "We know that there are many cognitive biases that help us influence buyers. There's about 100 of them, about 50 of them apply to sales. Figuring out which of those apply to sales, how to use them and what's the practical application for salespeople is critical." For those of you who've been long time listeners of the Sales Game Changers podcast, you may recall John Asher was featured on Episode #10. John is the president of ASHER Strategies and an expert on neuroscience and sales and the author of the sales best seller Close Deals Faster. He is a top sales trainer to Vistage Groups around the globe. If you'd like to learn about John's sales journey, what he thinks from a sales perspective in his career go back and check out our episode with John. You can also watch John at the Institute for Excellence in Sales 2017 award event speaking about Neuroscience by clicking the image below.

This is Special episode 009 part 1. Read the complete transcript on the Sales Game Changers Podcast website. JOHN'S CLOSING TIP TO EMERGING SALES LEADERS: "The comprehension rate of our brain for video is 60,000 times as fast as reading words on the internet, so the practical application here is get more videos in your proposals, in your presentations, on your website. And the best videos are where you can turn down the audio and still get the idea." For those of you who've been long time listeners of the Sales Game Changers podcast, you may recall John Asher was featured on Episode #10. John is the president of ASHER Strategies and an expert on neuroscience and sales and the author of the sales best seller Close Deals Faster. He is a top sales trainer to Vistage Groups around the globe. If you'd like to learn about John's sales journey, what he thinks from a sales perspective in his career go back and check out our episode with John. You can also watch John at the Institute for Excellence in Sales 2017 award event speaking about Neuroscience by clicking the image below.

This is episode 105. Read the complete transcription on the Sales Game Changers Podcast website. CHRIS' CLOSING TIP TO EMERGING SALES LEADERS: "Live by the Golden Rule. To me, it's do unto others as you would have them do unto to you and just be a good person. I think fundamentally good people succeed and if you are a good person and you treat people with respect and you deliver good experiences, in the long run you will be highly successful. You may see people taking short cuts and you may see them being at least in the short term successful. Don't fall into that trap." Chris Hertz is the Chief Revenue Officer with DivvyCloud. Prior to coming to DivvyCloud, he created and eventually exited from New Signature, a company that did very successfully helping companies migrate to the cloud. Find Chris on LinkedIn!

This is episode 104. Read the complete transcript on The Sales Game Changers Podcast web site. KUSH'S CLOSING TIP TO EMERGING SALES LEADERS: "Finding the right company is something that'll change the span of your career. Understanding who the company is, how you fit into that company, who's going to be your mentor, your coach and does the leadership team embody and emulate what you want are critical." Kush Kumar is the Vice President of Federal Sales at Red River. Prior to coming to Red River he was at Oracle, GTSI and Lucent Technologies. Find Kush on LinkedIn!

This is episode 103. Read the complete transcript on The Sales Game Changers Podcast. JIM'S CLOSING TIP TO EMERGING SALES LEADERS: "Bring your values and your passion into it. It's highly rewarding and meaningful when you do sales right with great integrity and a sense of purpose. Make sales mission driven. Be an advocate and a catalyst for doing great stuff." Jim Anderson is the Senior VP for Global Sales at Earth Networks and has been at Earth Networks for 16 years. Prior to that, he was a consultant at AMS and Price Waterhouse. Find Jim on LinkedIn!