Sales Game Changers | Tips from Successful Sales Leaders

This is episode 095. Read the complete transcript on The Sales Game Changers Podcast. JERE'S CLOSING TIP TO EMERGING SALES LEADERS: "Be 100% human, genuine and honest with everybody that you're talking to because people connect with humans. You might be honest with someone in a way that blows the sale in the moment, but you'll be amazed how often they'll come back to you when the competitors that lied to them didn't work out for them. That happens a lot." Jere Simpson became a self-made millionaire in his 20's after starting his first company at 18. He's the founder and CEO of Kitewire Mobility, one of America's fastest growing companies 3 years in a row according to the Inc. 500. Jere's been featured in countless national media outlets including CNBC, ABC Fox and the Associated Press and is a former adviser to the executive Office of the President, the FBI, the Navy Seals and the Pentagon. He was also named one of the best entrepreneurs in the country by Entrepreneur Magazine. Find Jere on LinkedIn!

This is an encore episode with Chris Cutino, VP of Sales at Cision. You can find the transcript of this episode on the Sales Game Changers Podcast website. CHRIS' FINAL THOUGHT FOR SALES GAME CHANGERS: "Make everything that you do worth your time. It's an over-simplification of investing in yourself. It's very easy to get distracted at work, it's very easy to get yourself in a position where you feel like you've got a good pipeline and it's easy to go on autopilot. Make everything that you do worth your time and you won't let yourself down." Chris Cutino offers a unique career perspective in sales and sales leadership being that he has spent the last 18 years in the same industry with the same organization. He's currently the Vice President of Sales for Cision, a provider of technology solutions and services for communications professionals. During his tenure, he's seen the organization grow from 40 employees to a public offering on the NASDAC in 2005. In 2014 Vocus was acquired through a private equity firm and merged with Cision. Prior to his entry into communications technology sales, he held sales leadership positions in the licensed apparel industry as well as the not for profit space at the AIIM international, a technology trade association.

This is an encore presentation of one of our most downloaded podcasts. The transcript for this podcast can be found on the Sales Game Changers Podcast website. JOSH'S FINAL THOUGHT FOR SALES GAME CHANGERS: "The journey of a thousand miles always begins with a single step. There's so many different areas that we can focus on which can lead to better results, better outcomes and you could apply that both professionally and personally. Keep a really open mindset that allows you to see that some of the qualities and characteristics that you have can actually change. They can actually improve over time." Josh Abich is the VP of Sales at Genesys, a global organization that powers the world's best customer experiences. More than 10,000 customers across 100 different countries trust Genesys as the industry's number one customer experience platform to orchestrate seamless omnichannel customer journeys and build long lasting relationships. Josh leads the mid-market sales organization in the east focusing on helping companies achieve great business outcomes through connecting employee and customer conversations on any channel in the cloud or on the premise. Through a highly consultative approach, Josh and his team help transform their customer's experience resulting at engaged employees, happier customers and better relationships. Josh has been with Genesys for a total of 12 years now, starting in 2006 where he began his journey in the customer experience world, with Startup angel.com which was acquired by Genesys in March 2013. Find Josh on LinkedIN!

Read the complete transcript to this episode on The Sales Game Changers Podcast website. BILL'S CLOSING TIP TO EMERGING SALES LEADERS: "Continue to ask, continue to talk to your clients, learn more and more about them, not just about what they do. Start to get to know them personally. Develop that personal relationship and as you do that I can assure you that you will find you will fail a lot less often and you will find that your opportunities continue to get bigger and bigger and your career is going to grow as a result of that." Bill Rowan is the Vice President of Federal Sales for VMware. Prior to coming to VMware, he was at EMC Corporation. He's also held leadership positions at Storage Technology (now Sun) and IBM.

This is episode 093. Read the complete transcript on The Sales Game Changers Podcast website. Liam Healy is a Senior VP and Managing Director at Diligent. He's led commercial operations at Board Effect which was acquired by Diligent. Before that, he was at Vocus (now Cision) and the Corporate Executive Board. Interestingly as well, he's spent 8 years in professional baseball, in the Kansas City Royals and other organizations.

This is episode 092. Read the complete transcript on The Sales Game Changers Podcast website. Shawn's had a long career with more than 32 years in sales coaching and leadership. He's overseen, managed, directed and supported sales organizations from 5 to 95 people within industries such as healthcare, publishing, higher education and K12 and even within the building and construction industry with Hanley Wood. More recently, Shawn has spent the past 12 years in software as a service with notable organizations such as Vocus, Eloqua, Oracle and Track Maven. As a startup sales leader, Shawn has specifically focused on sales methodology and sales process with the intent on replicating high performer behaviors within his sales organizations in a way that makes sales leadership and excellence more of a habit than a dream for his sales organization. Find Shawn on LinkedIn!

Read the complete transcript on The Sales Game Changers Podcast website. DENISE'S CLOSING TIP TO EMERGING SALES LEADERS: "Always be learning, don't be afraid to make mistakes, don't be afraid to take risks, don't be afraid to fail. If you're not taking the risks you're probably not failing or making mistakes and if you're not failing or making mistakes you're not recognizing your true potential because every time you make a mistake you're learning that much more and you're getting that much more experience. Maximize and recognize what your full potential is because it's a long journey." Denise Medved is the Vice President for Sales and Business Development at the Consumer Technology Association (CTA). CTA holds events such as the Consumer Electronics Show (CES).. She's been in the trade show industry for more than 20 years. Prior to coming to CTA, she created, owned and sold a portfolio of consumer events for cooking and entertaining enthusiasts.

Chaim Ekstein, CFP has spent nearly his entire life studying the lives and habits of hundreds of people living and dead, famous celebrities, serial entrepreneurs and even his own friends, family and clients to understand the differences between those who live lives of true abundance and those who are just comfortably sleepwalking through life. His new book, Escape from the Prison of Comfort & Create the Life of Your Dreams, is the first in his series on what he calls the Total Wealth Formula. It's an interesting read for sales professionals who are looking to take their career to the next level. Check out Chaim's web site!

Read the complete transcription on The Sales Game Changers Podcast website! STEVEN'S CLOSING TIP TO EMERGING SALES LEADERS: "I've realized that the #1 problem in relationships with teamwork and change is actually when people just don't talk to each other. Years ago I discover that and I figured out if I can people to get this "unsaid said," it will transform organizations and that's exactly what's happened." CBS Morning News called Steven Gaffney "The Honesty Guy." He's written a number of best sellers including Honesty Sells: How to Make More Money and Increase Business Profits and Just Be Honest: Authentic Communications Strategies That Get Results and Last a Lifetime. Companies typically bring in Steven when they're having challenges with honest communication, teamwork and change.

This is episode 090. Read the complete transcript on The Sales Game Changers Podcast website. JOHN'S CLOSING TIP TO EMERGING SALES LEADERS: "Don't let the fear of failure be your guiding principle. Embrace failure. Know that if you're failing you're stretching the boundaries of your horizons. Embrace failure as an opportunity to learn. Embrace failure as a way to broaden your horizons and become more comfortable with the notion that it takes a lot of no's to get to a yes. Collect the no's because the faster you collect the no's, the quicker you get to the yes." John Hicks leads sales for InfinityQS International in Fairfax, Virginia. InfinityQS is the leading provider of statistical process control software and services to manufacturers world-wide. He's been in sales leadership for 15 years with past contributions at VERISIGN and Intuit.