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Sales Game Changers | Tips from Successful Sales Leaders

Institute for Effective Professional Selling founder Fred Diamond interviews top business-to-business sales leaders from companies such as AWS, AT&T, Oracle, Microsoft, Salesforce, Hilton and others about their sales journey, career highlights, mentors, and lessons learned while asking them to offer tips to help emerging sales professionals and leaders to grow their careers. It's an interview-style podcast that has become even more popular as sales professionals look for solutions in the new world of selling.

If You Do This One Thing You Can Drive Leadership Greatness with Salesforce Sales Exec Connor Marsden

26 mins; May 23, 2019

Taking This Approach to Your Sales Career is Critical for Your Success with DLT Sales Leader Chris Wilkinson

26 mins; May 20, 2019

Taking this One Big Risk Propelled His Sales Leadership Career To New Heights with Cvent's Alex Rolfe

31 mins; May 15, 2019

Three Things Marketers Need to Do to Best Serve Government Customers with Nextgov Publisher James Hanson

33 mins; May 13, 2019

This Helped Him Transition from Sales Ops to Sales Leadership with MetTel Federal Partner Chief Wray Varley

32 mins; May 08, 2019

His Career Accelerated Upwards When His First Boss Did This with A Xerox Company Sales Chief Kevin Hoverman

33 mins; May 06, 2019

This Lesson from Dolly Parton Helped Her Become a Powerful Sales Leader with Dollywood's Cordelia Marzak

36 mins; May 01, 2019

How a Major Failure Early in His Career Led to His Sales Leadership Success with Iron Mountain Sales Chief Michael Lewis

32 mins; April 30, 2019

Best Practices in Sales to the Government with Leaders from Microsoft, Saleforce, Oracle and MAXIMUS

55 mins; April 25, 2019

How She Continues to Show Value to the Department of Defense Customers She's Been Serving for Nearly 30 Years with Oracle Federal Sales Leader Tamara Greenspan

24 mins; April 22, 2019

This Approach Will Lead to Sales Success in Transforming Industries with NetApp Public Sector's Rob Stein

26 mins; April 17, 2019

How Convinced a Top Prospect to Drop its No-Urban Dictate with Entercom Sales Leader Ivy Savoy-Smith

36 mins; April 15, 2019

This One Thing Will Help You Connect with and Have Much More Fruitful Conversations with Your Customers with Cvent Sales Leader Brian Ludwig

30 mins; April 10, 2019

Market Shift from Cloud First to Cloud Smart and How Top Sales Professionals Can Flourish in this Transformation with ViON Sales Leader Dave Kushner

42 mins; April 08, 2019

This Basketball Analogy from His Mentor at Oracle Pushed the Buttons that Fired Up His Sales Leadership Career with SAP NS2 Business Leader Ron Police

34 mins; April 03, 2019

Here's the One Thing that Attributes to His Notable Career Success with SAP NS2 CEO Mark Testoni - 2019 IES Lifetime Achievement Award Winner -

40 mins; April 01, 2019

Take this Type of Entrepreneurial Approach to Their Business with Deltek Global Sales Chief Matt Strazza

46 mins; March 27, 2019

How Embracing Failure will Give You What You Need to Become a More Successful Sales Leader with Bloomberg Government's Mark Muckerman

27 mins; March 25, 2019

Here's How Opening for Lynyrd Skynyrd and Hootie and the Blowfish Set Up Boomer Muth and West Creek Financial for High-Growth Sales Success

37 mins; March 20, 2019

How His Expertise in Evaluating Thoroughbreds Led to His Rise from Technician to Business Leader with Equinix Government Solutions Sales Leader David Peed

35 mins; March 18, 2019

Why Having True Passion for Your Customer's Mission Will Determine How Successful Your Career Will Be with MAXIMUS Federal Sales Exec Allison Patrick

36 mins; March 13, 2019

You Can't Wait for Someone Else to Make You Better in Sales So Here are Things She Says You Must Do Now to Improve with Women in Sales Leader Jane Gentry

25 mins; March 11, 2019

Why Treating Yourself like a Professional Athlete is Critical to Sales Success with Sales Leader and Ironman Competitor Charlie Minesinger

32 mins; March 06, 2019

The Journey from Manufacturing Hefty Bags to Achieving Sales Success at Coca Cola and Beyond with The Growth Coach of Northern Virginia Mike Williams

29 mins; March 05, 2019

Three Strategies Sales Professionals Must Implement Today to Reach Trusted Advisor Nirvana with USI Insurance Services' Phil Curran

42 mins; February 27, 2019

Opportunities and Challenges When You Move from Consulting to Sales Leadership with CARTO's Joe Pringle

26 mins; February 25, 2019

The State of the Profession and the Three Things Sales Leaders Must Do to Show Value with Sales Enablement Society Founder Scott Santucci

52 mins; February 20, 2019

Knew the First Year of his Sales Career Would be Make or Break so Here's What He Did to Excel with Kaiser Permanente Sales Leader Matt Chubb

27 mins; February 18, 2019

How Selling Life-Changing Experiences for College Students Impacts Her and Her Sales Team in this Way with Jennifer Fisher of Charlottesville-Based WorldStrides

30 mins; February 13, 2019

Why Strong Relationships are Still Essential in Rule-Driven Federal Procurement and Sales with Jeff Shen of Red Team Consulting

32 mins; February 12, 2019

Insights that Will Help Trade Associations and Membership Organizations Drive Substantial Revenue Thru Print, Mail, Events and Sponsorships with Scott Oser

35 mins; February 06, 2019

Helping Tech Leaders Be Incredibly Successful with Cooley Law Firm Head of Business Development Carl Grant

30 mins; February 04, 2019

Learn How the Marine Corps, Mentors and Sales that Went Awry Shaped M3Com and Virtacore Sales Chief Paul Borror into the Fearless Leader He's Become

35 mins; January 30, 2019

How Beating Out The Andy Griffith Show Put Her Sales Career on a Trajectory Towards Success with The Selling Agency's Shawn Karol Sandy

31 mins; January 28, 2019

Life Lessons He Learned as a Collegiate Wrestler that Have Shaped Him into a Sales Leader at Meyers Research with Victor Furnells

31 mins; January 23, 2019

Numerous Strategies You Can Take to Make 2019 Your Most Successful Selling Year Ever with Proactive Sales Prospecting Expert Tibor Shanto

26 mins; January 21, 2019

SPECIAL EPISODE 010: Alan Stein, Jr. Shares How Sales Pros Can Raise Their Game By Applying the Preparation Habits of Elite Basketball Stars Such as Kobe, Nash and Curry

45 mins; January 16, 2019

Growing Managed Disaster Recovery as a Service Sales at Sky Data Vault by Focusing on These Critical Aspects of the Sales Process with Michael Thompson

23 mins; January 14, 2019

Critical Points with the Catholic University Students He's Preparing for High-Tech Sales Careers with Former NetApp Sales Chief Mark Weber

34 mins; January 09, 2019

How She Made the Leap from Being a Researcher to Leading the Successful Team that Sells the Research with Hanover Research's Meghan Phillips

28 mins; January 07, 2019

How His Second Grade Teaching Experience Prepped Him to Sell Online Solutions to School Districts Nationwide with Fuel Education's Brian Mills

31 mins; January 02, 2019

ENCORE 033: Women on Course's Tina Fox Shows How Being Authentically Curious About Your Prospect's Needs Will Increase Your Sales

29 mins; December 30, 2018

ENCORE 079: When it Comes to Managing Millennials in Sales, GoCanvas Sales Leader Tristan Cotter Says Like the Philadelphia 76ers You Need to Trust the Process

30 mins; December 28, 2018

ENCORE 101: Reston Limousine CEO, Philanthropist, and Business Leader Kristina Bouweiri Shares the Moment She Knew She Was Born to Be in Sales…and Other Powerful Insights

32 mins; December 26, 2018

How Selling Shipping Services Door-to-Door Led to His Sales Success with Trade Show Analytics Expert Eric Misic Reflects

40 mins; December 20, 2018

Edward Hughes Details His Journey from Being a Successful Trial Attorney to Leading a Growing, Worldwide Sales Force at Appian Corporation

39 mins; December 17, 2018

Sensible Guidance for Your Sales Leadership Growth and Impact with The Fearless Leader Author and Former Verizon Executive Chris Baron

27 mins; December 12, 2018

Made Learning Sales a Priority When He Started Interfolio after Graduating from Georgetown and Here's How it Paid Off with Steve Goldenberg

42 mins; December 11, 2018

How a Coffee Shop Owner in Australia Observed this Skill that Led Him to a Great Career in Software Sales with DataRobot Public Sector's Eric Forseter

39 mins; December 06, 2018

SPORTS EPISODE 01: Microsoft Federal GM Christine Barger Shares Sales Leadership Insights She Gained as a Maryland Terrapin Division One Lacrosse Champion

37 mins; December 03, 2018

Hortonworks Sales Leader Shaun Bierweiler is Passionate about Helping the Public Sector Solve Big Data Challenges

22 mins; November 28, 2018

ENCORE 087: Salesforce Public Sector Sales Chief Dave Rey Shares Why Patience, Persistence, and Passion are the Cornerstones of his Successful Career

29 mins; November 27, 2018

ENCORE 093: How Nearly a Decade as a Professional Baseball Player Prepared Diligent Corporation's Liam Healy for Sales Leadership Excellence

42 mins; November 22, 2018

ENCORE 100: Verizon Public Sector Sales Leader Mike Maiorana Teaches this Key Strategy to Continually Generate a Win-Win with Customers

35 mins; November 20, 2018

ENCORE SPECIAL EPISODE 008: Advice, Insights, and Wisdom from Past Episodes with World-Class Women in Sales Leaders Featuring Gigi Schumm

46 mins; November 15, 2018

The Main Reason Why She Teaches Her Legions to Achieve Trusted Advisor Status with Their Customers with Kastle Systems Sales Veteran Clay Deming

49 mins; November 13, 2018

Why Knowing the Solutions You Sell Deeply is Critical to Your Success with Juniper Networks Federal Leader Bob Dunn

27 mins; November 07, 2018

Perspecta's Sean Mullen Imparts How Starting His Career in Procurement Led to Biz Dev Success

28 mins; November 05, 2018

How Understanding Neuroscience Techniques Will Improve Your Sales Skills with Sales Training Expert John Asher

24 mins; October 31, 2018

How Using Neuroscience Techniques Will Improve Your Sales Skills WITH Sales Training Expert John Asher

33 mins; October 29, 2018

How Intellectual Curiosity, Nuance, and this One Rule Will Differentiate You and Your Selling Efforts with DivvyCloud Revenue Chief Chris Hertz

37 mins; October 25, 2018

Enjoying the Game and Trusting the Process are Keys to Long-Term Sales Success with Red River Federal Sales Head Kush Kumar

36 mins; October 17, 2018

Hot Tips to Weather the Storm When Your Enterprise Sales Efforts Go Cold with Earth Networks Sales Leader Jim Anderson

34 mins; October 15, 2018

How His Competitor at Cisco Became His Mentor and Helped Him Grow as a Leader with Lookout Federal Sales Exec Bob Stevens

29 mins; October 11, 2018

Advice, Insights, and Wisdom from Past Episodes with World-Class Women in Sales Leaders with Gigi Schumm

46 mins; October 08, 2018

The Moment She Knew She Was Born to Be in Sales...and Other Powerful Insights with Reston Limousine CEO, Philanthropist, and Business Leader Kristina Bouweiri

32 mins; October 04, 2018

Learn a Key Strategy to Continually Generate a Win-Win with Customers with Verizon Public Sector Sales Leader Mike Maiorana

34 mins; October 02, 2018

The One Thing that Will Improve Your Inside Sales Effectiveness with ExecVision Sales Leader Ted Martin

22 mins; September 27, 2018

Strategies to More Effectively Provide Value to Your Customers and Prospects with Apptio Sales Leader Nick Bollini

41 mins; September 24, 2018

Tips on How to Hire for Growth and Consistent Performance with Former Symantec Sales Leader Randy Cochran

24 mins; September 20, 2018

How to Help Member Hotels Sell Experiences...and Plenty of Sleeping Rooms with Hospitality Sales Leader of ALHI Jen Erney

28 mins; September 18, 2018

SPECIAL EPISODE 007a: Tableau Sales Leader Ed Beaurain Shares Insights on Optimizing the Sales Data You Should Be Capturing

22 mins; September 12, 2018

Sales Lessons Entrepreneur Learned that Helped Him Become a Self-Made Millionaire in His 20's with Jere Simpson

45 mins; September 05, 2018

ENCORE 056: With Over 18 Years at the Same Company, Cision Sales Leader Chris Cutino Offers a Wealth of Ideas on How to Continually Stay Ahead

44 mins; September 05, 2018

ENCORE 046: Genesys Sales Leader Josh Abich Helps the World's Most Successful Brands Unleash Great Customer Experiences

33 mins; August 31, 2018

Find Out How to Answer the Question 'What Would Bill Ask' to Take Your Sales Skills Up a Notch with VMWare Federal Sales Leader Bill Rowan

35 mins; August 28, 2018

How Nearly a Decade as a Professional Baseball Player Prepared for Sales Leadership Excellence with Diligent Corporation's Liam Healy

42 mins; August 23, 2018

Want to Be a Trusted Sales Professional Who Always Beats the Competition? Learn How You Need to Be "Compellevant" with Sales Innovator Shawn Cook

52 mins; August 20, 2018

How Do You Grow Sales Revenue When the Trade Show Venue is Full? With Consumer Electronics Show Sales Leader Denise Medved

35 mins; August 16, 2018

SPECIAL EPISODE 007: Chaim Ekstein Informs How Sales Professionals Can Escape from their Prison of Comfort and Grow their Sales Prospects Dramatically

30 mins; August 14, 2018

SPECIAL EPISODE 006: The Honesty Guy, Steven Gaffney, Shares How Getting the Unsaid Said Will Deepen Your Customer Relations and Help Your Sales Explode

34 mins; August 08, 2018

Hear How a Masters in Neurobiology and Growing Up in a Family of Sales Leaders Prepped for Success with InfinityQS Sales Exec John Hicks

48 mins; August 02, 2018

Sharing How an Early-Career Meeting with Bill Marriott Inspired Him to Become an Innovative Sales Leader with Lotame CRO Eric Marterella

46 mins; July 30, 2018

Sharing How He Went from Making 125 Prospecting Calls a Day to Managing a $650 Million Book of Business with DLT Sales Head Chris Dewey

28 mins; July 25, 2018

Sharing Why Patience, Persistence, and Passion are the Cornerstones of his Successful Career with Salesforce Public Sector Sales Chief Dave Rey

29 mins; July 23, 2018

Lessons Learned at the Marines and California Highway Patrol Built Kim Harrington into a Sales Leader with a Bent Towards Community Service

29 mins; July 19, 2018

How Being a Collegiate Lacrosse Champion Helped Her Exceed Her Billion Dollar Sales Goals at Microsoft with Christine Barger

40 mins; July 17, 2018

How Learning to Sell as an Entrepreneur Led to Him Becoming the Chief Revenue Officer at High-Flying Snag with Viyas Sundaram

39 mins; July 11, 2018

Strategies for Selling Sensitive Senior Care Services with Homecare.com Sales Leader David Posner

33 mins; July 10, 2018

ENCORE 048: Salesforce Federal Sales Exec Joe Markwordt Urges Sales Pros to Have a Strong Plan Or Else You'll Become Someone Else's Plan

40 mins; July 05, 2018

ENCORE 050: Susan Lee Offers Strategies Women in Sales Should Take to Proactively Move Their Career Forward

24 mins; July 03, 2018

How Do You Get the Optimal Sales Mindset? Find Out Now With Federal Cybersecurity Sales Executive Wayne Lewandowski

24 mins; June 27, 2018

Three Secrets on How to Successfully Sell Cybersecurity Solutions with RiskLens Sales Executive Jesse Sun

25 mins; June 25, 2018

Three Ways Neuro-Linguistic Programming (NLP) Will Improve Your Sales Efforts with Performance Improvement Expert Ramzy Ayachi

39 mins; June 21, 2018

The Five Sales and Business Development Habits that Have Made Him One of the Country's Leading Business Bankers with Kevin Reynolds

29 mins; June 19, 2018

When it Comes to Managing Millennials in Sales, You Need to Trust the Process with GoCanvas Sales Leader Tristan Cotter

29 mins; June 13, 2018

How Sales Professionals Can Get Deeper into their Markets with Red Hat Federal Software Chief Nathan Jones

34 mins; June 11, 2018

How Believing that What You Sell Really Matters is Critical to Your Success with Education Technology Sales Leader Jack Dilanian

31 mins; June 07, 2018

Two Secrets to Sales Success with Well-Respected Federal Media Expert Steve Vito

28 mins; June 04, 2018

One Thing that Will Help You Become More Successful in Selling with Professional Services Sales Leader Tim Atkinson

38 mins; June 01, 2018

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Sales Game Changers | Tips from Successful Sales Leaders

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