Sales Game Changers | Tips from Successful Sales Leaders

This is episode 065. Read the transcript from Sandy Lutton's podcast on The Sales Game Changers Podcast website. Sandy Lutton is the Chief Revenue Officer at the Washington Speakers Bureau. Sandy's responsible for developing the company's revenue strategy and ensuring the strategy aligns with the corporate vision. In addition, she's responsible for all revenue generating processes in the organization and focuses on driving strategic alignment across all corporate function. Her key focus areas include sales and marketing as well as customer and speaker relations and logistics. Prior to the Washington Speakers Bureau, Sandy held the position of National Director of Sales and Operations at Grant Thornton. In her life-long sales career, she has held just about everything you can imagine. Her clients have ranged from early stage startups to Fortune 500 and everything in between. Find Sandy on LinkedIN!

Jeff Henry brings more than thirty years of sales expertise to his role as president of ViON. Read the complete transcript to this podcast on The Sales Game Changers Podcast website He's responsible for the company's overall operations, strategic execution, marketing and revenue. Prior to ViON, Jeff served as a senior Vice-President and general manager of the Americas at Hitachi Data Systems, where he led a team of two thousand employees. During his tenure, revenue and profitability almost doubled. Before his stint with Hitachi, Jeff served as a Vice-President and general manager of North American sales for Unisys Corporation, and was Vice-President of global accounts for Hewlett-Packard (HP).

This is episode 063. Check out the complete transcript on The Sales Game Changers Podcast webite. Jason Stookey is the vice president of partner development for the International Legal Technology Association, also known as ILTA. He's a sales and business development professional with more than 18 years of experience in the tradeshow and event industry with a proven track record as an achiever in developing strategic and profitablerelationships. 22,000 members strong serving CIO, IT leaders typically in law firms, corporate council and the like. He also ran sales and business development for the National Association of Broadcasters, the NAB. Find Jason on LinkedIN!

Read the transcript to this podcast on The Sales Game Changers Podcast web site. Reed Fawell began his sales career shortly after college at a boutique professional services firm in Buenos Aires, Argentina, where he helped American companies grow in the Argentinean and Chilean markets. Upon returning to the US, Reed joined the Corporate Executive Board, CEB, as a sales executive selling best practices research and decision support services to human resource executives. Over his 14 years at CEB, he grew to lead over 100 sales and account management professionals across the human resources, sales and marketing and finance practice areas. Currently, he is the CRO, the chief revenue officer at Link Labs, the leading provider of Internet of Things technology for large enterprises. Find Reed on LinkedIN!

The complete transcript can be found on the Sales Game Changers Podcast website. Ryan Bringger is a professional sales executive with 16 years' experience in building winning sales and management teams. Currently, he is the Vice President for Ticket Sales and Membership for the Washington Nationals baseball team. His well-rounded background includes experiences in ticket sales and service, premium seating and suite sales and service. He has significant experience in the sports industry and has managed and hired one of the largest sales teams in all of professional sports. He's also been heavily involved in the sales and servicing of multiple, all-inclusive premium seating clubs, branded areas, ticket programs, loyalty programs and luxury suites. Find Ryan on LinkedIN!

Read the complete transcript of this podcast on the Sales Game Changers Podcast website. Gary Milwit is the president and chief operating officer at Stone Street Capital, headquartered in the D.C. Metro area. Gary is a former high school football coach, teacher, and athletic director who left public-sector work in 2000 after being recruited by Earth Networks to run its education and government-sector business. In 2006, Gary was recruited by Stone Street Capital, where he held the roles of senior VP of sales, senior VP of business development, and chief operating officer before being asked in late 2016 to take over leadership of the company. Gary is a multi-award-winning sales leader, trainer, and coach. In 1996 he was named as the Maryland State Athletic Director Association's Athletic Director of the Year. In 2012 he won the Best in Execution Award from the American Association for Inside Sales Professionals, and in 2013 he was named the American Association for Inside Sales Professionals' Executive of the Year. Under Gary's direction, Stone Street Capital won the Institute for Excellence in Sales Best in Sales Training Awards in both 2015 and 2016.

This is a special Encore episode of the Sales Game Changers Podcast featuring Kimpton Hotels and Restaurant Sales leader Telesa Via. Read the complete transcript of this podcast on the Sales Game Changers Podcast website. Telesa Via is the vice president of sales for Kimpton Hotels and Restaurants. She has global responsibility for helping grow the brand's business to corporate accounts, individuals, and associations. She runs a team that provides services all around the globe. Telesa started her career with the Ritz-Carlton, eventually moving to the Hyatt brand and then moving to Kimpton, where she became the VP of sales in 2016. Find Telesa on LinkedIn!

This is an encore of our earlier episode with NVIDIA's sales leader Anthony Robbins. It was our highest downloaded episode in 2017. Read the complete transcript of this podcast on the Sales Game Changers Podcast website. When we recorded this podcast, Anthony Robbins was the vice president of the AT&T Global Public Sector Defense Team, a team of 1,000 employees, headquartered in the DC Metro area. He started his new role at NVIDIA on October 30. He has spent his 30-year career serving the federal marketplace supporting civilian, national security, public safety, and defense agencies. In 2016 Anthony was recruited by AT&T to lead its defense business. Prior to this, Anthony held numerous leadership positions including senior vice president of North America public sector at Oracle, vice president, federal at Sun Microsystems, and senior vice president of worldwide sales and president of SGI Federal at Silicon Graphics, Inc. Anthony has been recognized by the Executive Mosaic Wash 100 for his network modernization vision. He is a FedScoop 50 Industry Leadership Award Winner and a Federal 100 Award Winner. Currently he sits on three boards: the AFCEA-DC, USO Metropolitan Washington-Baltimore, and PSC Board of Directors.

Read the complete transcript on The Sales Game Changers Podcast website. Leticia Proctor is a Senior VP of Sales, Revenue Management and Digital Strategies for PM Hotel Group. She's responsible for development and implementation of all sales, revenue management and digital strategy efforts at the national, regional and property levels. She also focuses on maximizing total hotel revenue while building a sales culture that promotes staff development and retention, new hotel openings, hotel re-positioning and re-branding. Prior to joining the PM Hotel Group, she was the regional director of sales and marketing for Hersha Hospitality Management Corporation. She's also worked for such prestigious hotel companies as Kimpton Hotels and Restaurants, Crestline Hotels and Resorts, Remington Hotels and Resorts, Interstate Hotels and Resorts, Loews Corporation and Hospitality Partners. Additionally, she is also pursuing a masters of professional studies in hospitality management at Georgetown University. Find Leticia on LinkedIN!

This is episode 058. Read the complete transcript from today's podcast on the Sales Game Changers Podcast site. Tom Snyder is the founder and managing partner at Funnel Clarity. He's a sales training and performance improvement expert and has helped companies around the globe with their sales performance improvement. Tom's also a published author of several McGraw-Hill bestselling business books and has spoken at the Institute for Excellence in Sales several times. He has also mentored thousands of sales professionals as it comes to sales improvement topics, prospecting, account development, and sales strategy. Find Tom on LinkedIN!