Sales Game Changers | Tips from Successful Sales Leaders

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!

This is episode 102. Read the complete transcription of the podcast on The Sales Game Changers Podcast website. BOB'S CLOSING TIP TO EMERGING SALES LEADERS: "I'll say that a lot of salespeople think, "I can't ask for the purchase order" or "I can't ask the difficult questions like do you have the money, do you have the time, what is the timeline?" Frankly, these are not difficult questions. These are questions that our customers expect us to ask. I would say don't ever be afraid to ask the question, because if you don't ask the question the answer's always no." Bob Stevens is the Vice President for Public Sector for Lookout Federal Systems. Prior to coming to Lookout he was at Symantec, Brocade and Juniper Networks. Find Bob on LinkedIn!

This is Special episode 008. Read the complete transcript 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. I encourage you to go back and listen to our episode with Gigi.

This is episode 101. Read the complete transcription on The Sales Game Changers Podcast web site. Kristina Bouweiri is the CEO and president of Reston Limousine. She's been with the company since 1991 and ascended to the CEO role in 1993. Reston Limo offers the premier luxury transportation service in the metropolitan Washington, D.C. area with a fleet of 220 vehicles – sedans, limousines, vans and buses – 350 drivers and 60 office employees, providing service for business, special tours and special celebrations, 24 hours a day, 365 days a year.

This is episode 100. Read the complete transcript on The Sales Game Changers Podcast website. 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. Find Mike on LinkedIn!

This is episode 099. Read the complete transcript on The Sales Game Changers Podcast website. TED'S CLOSING TIP TO EMERGING SALES LEADERS: "There's always going to be an excuse. Some people live by the excuse, other people don't. If you truly want to affect change and if you truly want to make something of your career, in your life in general, don't accept excuses." Ted Martin is the VP of Sales at ExecVision, a leading company in the conversation intelligence space for inside sales teams. We also did a special episode with Steve Richard, the CRO over at ExecVision. Prior to coming to ExecVision, Ted was the VP of Sales at Wealth Engine where he grew a team from 0 to 50 in close to three months. Find Ted on LinkedIn!

This is episode 098. Read the complete transcript to this podcast on the Sales Game Changers Podcast. NICK'S CLOSING TIP TO EMERGING SALES LEADERS: "If I had to leave folks with one simple thing it's make sure that you have a purpose, that you know why you're doing it and that it's something that you really enjoy doing. Make sure that selling is purposeful for you, make sure you are ever mindful of what is your purpose, and know why you do what you do." Nick Bollini is an Area Vice President for Apptio, a leader in the technology business management software space. Prior to becoming the Area VP for Apptio, Nick spent over 20 years selling IT for companies such as Sterling Software, Mercury Interactive and HP. Find Nick on LinkedIn!

This is episode 097. Read the complete transcription on the Sales Game Changers Podcast website. RANDY'S CLOSING TIP TO EMERGING SALES LEADERS: "When you get to that point where you feel like you're at the end of your rope, tie a knot and hang on because the wind's going to change, somebody's going to come along, a call you made six months ago and order a six figure order from you. If you're out there in the marketplace making the calls and doing what you should be doing every single day and you haven't had a lick of success but you're doing all the right things, it will happen. " Randy Cochran has over 30 years of software, hardware and cloud experiences in direct, indirect and telesales go to market strategies. He's well known for leading the partner and channel programs at Symantec. He also ran the Northern Virginia practice for Heidrick & Struggles, an executive search firm focusing on VP level and above assignments. He's had a great career leading sales teams and working with top sales executives. Find Randy on LinkedIn!

This is episode 096. Read the complete transcript of this podcast on the Sales Game Changers Podcast website. JENNIFER'S CLOSING TIP TO EMERGING SALES LEADERS: "My motto is that it takes seven touch points to make one memorable experience so don't think that just one email is going to get you in the door or one left voicemail message or one directory or collateral that you sent through the mail. So do it often, do it thoughtfully and don't be afraid to ask the hard questions." Jennifer Erney is the Regional VP of Sales at the Associated Luxury Hotels International, also known as ALHI. She had previously worked at the Fairmont Hotels, Kimpton Hotels and Loews Hotels. Find Jennifer on LinkedIn!

Read the complete transcript on The Sales Game Changers Podcast website. ED BEAURAIN'S CLOSING TIP TO EMERGING SALES LEADERS: "Keep it simple. It's an overwhelming journey - a journey that will never end in terms of leveraging data to support your sales team. Start with just a question and based on that question leverage information and data to go ahead and support the output and the insides from that question. It's something that's critical so if you're not doing it, you have to start. " Today we're having a conversation with Tableau sales director Ed Beaurain. Ed's an expert on using data analytics in the sales process. The question has come up many times from listeners of the Sales Game Changers podcast and members of the Institute for Excellence in Sales: What are some of the best ways, some of the best practices to use analytics? What are some of the analytics they should be using to help them more effectively accelerate the sales process? Find Ed on LinkedIn!