Sales Game Changers | Tips from Successful Sales Leaders

This is episode 037. Read the complete transcript to this interview on The Sales Game Changers Podcast web site. Joe Alvarez is the co-owner and chief sales officer at National Office Systems, also known as NOS. It's one of the nation's largest providers of automated storage and retrieval systems, bio-metric asset protection and asset tracking and records management. NOS is headquartered in the DC metro area. Joe and his partner acquired NOS in 1991 when it was a 5 person firm. Since 1991, Joe's main focus has been to grow profitable revenues directly overseeing the sales and marketing team. Today NOS employs over 100 employees and has grown revenue on an average growth of 12% per year. Prior to joining NOS, Joe's career was high related with sales and entrepreneurial endeavors in the document management industry. His first true sales position was selling copiers and facsimile machines to commercial businesses and local foreign entities such as embassies and the IMF to name a few. Read more about Joe's career in general on Gordon Bernhardt's Profiles in Success. Find Joe on LinkedIN!

This is episode 036. Read the complete transcript on The Sales Game Changers Podcast website. Raza Latif serves as the President of NuAxis Innovations, an information technology services firm that supports a variety of major federal government clients. In his role at NuAxis, Raza encouraged and oversaw the company's growth as it evolved from a small company of less than ten employees with one IT support contract to the mature company it is today, with more than 400 employees and a diverse portfolio of more than 30 IT service contracts. With over 20 years of experience in the ever changing IT industry, he leads NuAxis's Business Development and Service Delivery Teams maintaining a sharp focus on creating and delivering IT solutions for the Federal Government that maximize alignment of IT and mission objective. Raza holds a Master of Science in the Management of Information Technology from the University of Virginia, UVA, The McIntire School of Commerce and a Bachelor of Science in Electronic Engineering from the GIK Institute of Engineering.

This is episode 035. Read the complete transcript of this podcast on The Sales Game Changers Podcast site. Scott Attman has spent his life growing up in his family's business - Acme Paper & Supply - and truly learning it from the ground up. Scott has been in sales for 22 years and now serves as a Vice President of the company with primary responsibilities geared towards business development. Acme Paper & Supply is a distribution organization based in Jessup, Maryland that focuses on serving clients in the foodservice, sports & entertainment, facilities maintenance, healthcare, and industrial packaging industries. Over the past 15 years, Scott has become one of the foremost experts in regards to sustainability in regards to the foodservice industry. In 2006, Scott worked closely with the culinary team at the US House of Representatives to develop the first fully sustainable foodservice operation. Furthermore, Scott and his team have worked closely with many national foodservice groups to build unique packaging programs to highlight these differentiated brands and concepts. Find Scott on LinkedIN!

This is episode 034. Read the complete transcript to this podcast on The Sales Game Changers site. Dorean Kass is the VP of Sales for Analytics Solutions at Neustar, Inc, a trusted neutral provider of real-time information services based in McLean, Virginia. Dorean leads strategic sales, channel initiatives, account management and inside sales focused on marketing analytics and fraud risk and compliance solutions. Dorean and his team help top brands across multiple verticals improve risk mitigation strategies, operational efficiency, acquisition and consumer insight in real-time across any channel. Prior to Neustar, Dorean spent six years in the tech consulting and software space. He received an undergraduate degree in Political Science and Economics from Stanford University. Find Dorean on LinkedIN!

This is episode 033. Read the complete transcript of this podcast on The Sales Game Changers Podcast. Tina Fox is an inspirational leader with a 24 year career as an award winning sales person and business development executive in both Fortune 100 and successful startup companies in the medical device industry. Today, Tina is the founder of Fox Paradigm Consulting and the co-owner of Cobalt Settlements in Arlington, Virginia. She has a strong history of identifying opportunities which trigger multi-million dollar growth. She's a champion for women in business and mentors aspiring women leaders. In 2015 she founded Women in Business which connects over 1,200 business women focusing on networking, business problem solving and access to local accessible leadership. In 2017 she announced the merger of Women in Business with Women on Course, a nationally recognized women's group. Find Tina on LinkedIN!

This is episode 032. Read the complete transcript of this podcast on The Sales Game Changers Podcast. Mark Cerminaro is the chief revenue officer at Rapid Advance, an industry leading FinTech company that provides small business owners access to capital to grow their business. He's responsible for partner sales business development, strategic expansion and revenue generation. Prior to that, Mark served as senior vice president of sales and marketing building out all sales and marketing functions, infrastructure and directly managing both the internal and external sales teams. Before that, Mark was a financial adviser for Morgan Stanley. Find Mark on LinkedIN!

This is episode 031. Read the complete transcript for this podcast on the Sales Game Changers Podcast site! John Carter is the sales director at Alexandria-based Pinxter, an app development company that develops custom apps for associations, non-profits and member groups for year-round member engagements. He works with member groups designing mobile communications for collaboration, education, revenue and growth. Prior to Pinxter, John handled business development and supervised campaigns for Coca-Cola, Conde Naste, Maxxis Tires, Burger King and AT&T. He co-founded the nation's first point of purchase advertising network in America's 12 largest commercial airports. He's also produced 3 feature films with Emmy and Oscar winning cast. His latest film, "American Exploitation", deals with the little known and probably misunderstood human sex trafficking industry and focuses on the small wealthy town of Naples, Florida. When selling to an individual or group, he focuses on the need for story to engage his buyer. John says, "Without story, you're just not relevant and your buyer is just not interested." Find John on LinkedIN!

This is episode 030. Read the transcript to this and other great podcasts on the Sales Game Changers Podcast. Joy Newton Grubb is a sales leader, a consultant and sales mentor at National Office Systems, also known as NOS. She's had a great career in the office built environment, she's sold office storage systems, record management and relocation services to corporate government and very specifically to the law industry, law firms across the country.

This is episode 029. Read the complete transcript of this podcast on the Sales Game Changers Podcast website. After a 30-year career in various sales and marketing management positions across a multitude of commercial industry segments, Brian Beveridge launched a strategic consulting practice focused on optimizing revenue growth where sales and marketing leaders intersect after working at SiriusDecisions. At SiriusDecisions, a leading global research, advisory and consulting firm, Brian managed the GE account during their historic transformation into a digital industrial company. He's a trusted adviser to C-Level executives. Brian's passionate about applying sales and marketing best practices to deliver a value proposition aligned to a buyer's needs in order to improve conversion, revenue outcomes and the customer experience. Beveridge Consulting advices early stage in midmarket business-to-business companies on how to best align and optimize sales and marketing strategies, resources and execution in order to increase revenue through modern, repeatable and measurable actions.

This is episode 028. Read the complete transcript to Sam's podcast on the Sales Game Changers Podcast! Samantha McKenna is an award-winning leader who serves as a Regional Vice-President of Sales for ON24 and has worked within the SaaS sales and marketing space for ten years. She's a thought leader and speaks across the country on topics covering women and tech, sales and leadership, alongside topics of domain creation, sales and content marketing and how it all comes together to impact sales. Samantha served four years as a board member of the Legal Marketing Association Capitol Chapter, actively volunteers with financial literacy initiatives in Washington, D.C. and writes for publications such as Sales Hacker and Sales for Life. She holds a Business degree from Florida State University and lives in Reston, Virginia. She originally hails from Geneva, Switzerland, is an avid wanderluster and got her first taste of how to negotiate as she maneuvered her way through 37 speeding tickets. Find Sam on LinkedIN!