Sales Game Changers | Tips from Successful Sales Leaders

This is episode 074. Read the complete transcript on the Sales Game Changers Podcast web site. Lynne Chamberlain is the VP of Business Development for Red Hat's public sector division. As the VP of Business Development, her responsibilities include major capture and selling to the system's integrators. She's worked at Unisys and was involved in starting Network Appliance's public sector division. She worked at Silicon Graphics where she was involved with the Cray acquisition. She also spent some time at Digital Equipment Corporation, NCR and Tektronics. When she was at Tektronics, she was the very first woman ever hired in sales.

This is episode 061. Read the complete transcript on The Sales Game Changers Podcast website. Chris Tully has had a 30 year history of leading sales teams at public tech companies such as Xerox and Dell and CoStar. He also moved into the commercial remote sensing industry at GOI. Currently he's an outsourced VP of Sales with Sales Acceleration.

This is episode 073. Find the complete transcript on the Sales Game Changers Podcast website. RICK'S CLOSING TIP TO EMERGING SALES LEADERS: "You've got to stay focused and most of all you have to believe in yourself. At the end of the day, you can be your worst enemy or the best person to get you to where you want to go if you believe, and if we all believe and we believe that we can make a difference, we can achieve great things, we can help others achieve great things. Then you'll have a very successful sales career and a professional, personal career too." Rick Simmons is a college football Hall-of-Famer, who has used his experience learned during his football career as a foundation in building a successful sales career. He has more than 30 years of technology sales experience and has held various sales leadership positions in some of the world's greatest technology companies including Digital Equipment Corporation, Apple Computer, Silicon Graphics, Oracle and Brocade Communications. During his career, he has consistently been in the top 10% of sales performers, he's received numerous awards during career, his career including rep of the year, executive of the year and has participated in over 25 president club awards for sales excellence. Rick attended Bowie State University where he played football and participated in an NFL combine after his senior year. He was the first minority individual inductee into the sports hall of fame at Bowie State. Rick completed his BS degree in business management eventually from the University of Maryland. Find Rick on LinkedIN!

Find the complete transcription to this podcast on The Sales Game Changers Podcast web site. MIKE'S CLOSING TIP TO EMERGING SALES LEADERS: "It's having an athletic approach to managing your business. It's being driven. And when I say athletic approach, I don't just mean the physical demands of it. I mean you have to look at what you do as a profession, you have to train for it, you have to be aggressive about it, you have to not take no for an answer and you have to understand that failure is a part of it. " Mike Miller is a technology sales executive with almost 30 years' experience in building winning sales and management teams. His well-rounded background includes experiences in direct sales and leading teams from 6 people to over 1,000. Mike has been the GM and SVP of North America Sales for CA, has run the public sector sales teams at Juniper Networks, has run world-wide sales for a few interesting startups, owns a sales training and management consulting business and now manages the federal business for Veeam Software.

This is episode 071. Read the complete transcript on The Sales Game Changers Podcast website. Christopher Ware is a media sales expert with 18 years' experience in selling print and digital advertising, event sponsorship and exhibit space. He's generated millions in media sales for publications and events. Currently, he's the vice president of business development for NAIOP, a national trade association for real estate developers. At NAIOP, he's doubled revenue since the end of the great recession, doubled conference sponsorship sales, more than tripled the number of companies sponsoring and tripled digital advertising sales. But he's best known for giving away free burritos to get his calls returned. Christopher is a well-regarded thought leader, speaker and writer on media sales and has been published in dozens of associations and exhibition management publications.

This is episode 070. Read the complete transcription on The Sales Game Changers Podcast. RYAN'S CLOSING TIP TO EMERGING SALES LEADERS: "People will pay what they think something is worth" and that runs through my head almost every day, probably like 5 or 6 times a day when we're talking about what are we selling, how are we selling it, who are we selling it to, how much is it worth. It's really about getting to what the customer values and we can't assume that it's the same thing that they valued a year ago, a month ago, a week ago. We have to be experts at knowing what our customers are trying to get out of our product or our solution and providing that value, providing that solution. It may be a way that we never had to before, but that's what everything stems out of." Ryan Brown is the vice president of sales and event services at NTP Events, a for-profit trade show management company that designs, produces and manages engaging business to business events. Ryan oversees exhibit and sponsorship sales for NTP Events portfolio shows and also functions in a BD role for the company. He has emerged as a sales leader in the trade show industry by pioneering the use of analytics and neuroscience in his training programs and sale strategy methodologies. Prior to his role at NTP Events, Ryan spent 7 years selling exhibits and sponsorships for trade events at not for profit organizations including the American Composites Manufactures Association and the Consumer Technology Association.

This is episode 069. Read the complete transcript on the The Sales Game Changers Podcast website. Melissa Riley serves as the Vice President of Convention Sales and Services at Destination DC, the official convention and tourism corporation for the nation's capital. She's a 20 year veteran of the travel and hospitality industries and leads a team of more than 30 who work in concert to generate a positive economic impact for the District. She began her tenure with Destination DC in 2003 and has continued to grow within the organization. Under her stewardship, her team continues to drive new business opportunities into the District for future years and continues to grow the economic development for the District. Find Melissa on LinkedIN!

This is episode 068. Read the complete transcript to this podcast on The Sales Game Changers website. Ivan Gomez is the president and founder of NextStage, a consulting firm focused on helping organizations leverage inside sales as a powerful go to market strategy. They help with implementation, best practices, marketing integration and many other things. Ivan has worked at some great companies in inside sales leadership, such as Ellucian, Echo360, Rosetta Stone, QlikTech and Compuware. Ivan is also the DC area chapter president for the American Association for Inside Sales Professionals. Find Ivan on LinkedIN!

This is episode 067. Read the complete transcription on The Sales Game Changers Podcast web site. Christian Woodward is a software sales executive with more than 20 years of IT sales experience with leading companies such as Apple, VMware and New Relic. He currently leads the American sales organization and business unit for OutSystems, the leading, low-code development platform for enterprises globally. He has significant experience in cloud, mobile and enterprise software, developed while working with leading Fortune 500 companies. He's led sales teams at mature public companies, newly -minted IPO's and venture backed startups. Find Christian on LinkedIN!

This is episode 066. Tom Young is the EVP of worldwide sales for the innovative Security Operations platform provider, Syncurity. Read the transcript to this interview on the Sales Game Changers Podcast website. He's been referred to as a sales expert, trusted adviser, and proven Leader with a "Rare Blend of Business & Technical Expertise." He's worked for a company called Platform Logic which was sold to Symantec and has led sales teams at high-flying start-ups and leading chain software development companies. He started his career at Accenture. Find Tom on LinkedIN!