Read the complete transcription on the Sales Game Changers Podcast website. TRISTEN'S TIP ABOUT WHY TO CHOOSE SALES INTO THE PUBLIC SECTOR MARKETS: "There are two reasons why I enjoy selling into the Public Sector market. The mission is attractive to me and I find it favorable, whether you're selling into federal civilian where their outreach is the citizenry or the Defense Department where it's protecting the homeland. Second, it’s the people. The great thing about federal employees is they are in the federal marketplace for a long tenure and you can establish those relationships over time, and they actually do become friends and not just prospects or customers."          

Sales Game Changers | Tip-Filled Conversations with Sales Leaders About Their Successful Careers

331: Flexera Public Sector Leader Tristen Yancey Details Why It's a Powerful Market to Serve

Read the complete transcription on the Sales Game Changers Podcast website. KRISTINA'S TIP FOR EMERGING SALES LEADERS: "Subscribe to the Washington Business Journal or the one in your market. To me, this is my business bible. I read it every week and there's just so much information in here. You can write personal letters to people. When I say letters, I mean letters and not emails because emails these days are just stuck in spam blockers. Send personal letters, reach out to these people on LinkedIn. In the back of the magazine, there's a place called People on the Move. Those are people that are very successful that just got promoted. Send them a $50 gift card and your business card. Do you know how many people get back to me and say, "Thanks for the gift card and thanks for reaching out." Don't forget the Washington Business Journal Book of Lists. Every lead you could possibly imagine is in here, and that's how we were able to diversify our markets." VINCE'S TIP FOR EMERGING SALES LEADERS: "Do not be afraid of using the phone to reach out and call people. Whether they're customers, connections, friends, or people you haven't talked to in a long time, set time aside every day. Follow up on LinkedIn. Send handwritten notes, express your empathy and the fact that you genuinely care and all these things will repay themselves. You'll not only feel better but you'll make these people feel better too that somebody cared enough to reach out to them."

352: Reston Limo's Kristina Bouwieri and JK Moving's Vince Burruano Declare What Elite Sales Performers Are Doing Right Now

Read the complete transcription on the Sales Game Changers Podcast website. RACHEL'S TIP FOR EMERGING SALES LEADERS: "10 things I want you to remember that you can do today that you can also be looking for in other people. I think it will help you remember that you can do so many more things than maybe you're giving yourself credit for and will set you apart from the competition. Being on time. Work ethic. Effort. Your body language. Your energy. Attitude. Passion. Being coachable. Doing extra. Being prepared TWIGS' TIP FOR EMERGING SALES LEADERS: "I think as a woman in sales where I have started to feel most comfortable as my professional self is when I stop trying to be anyone else. I think we can embrace life, and I think this pandemic's really forced us to, there's crying babies and barking dogs and we're all people outside of what we wear a blazer to do. Don't be afraid to be silly. This reminds me that I was on a call with a prospect and we had a meeting. She had a screaming crying toddler at home, it happens. We're trying to talk and it's just not working, and we're talking about rescheduling and I put on the Zoom filter that had the silly bunny ears. So I'm now giving a sales pitch with silly bunny ears moving my head back and forth and raising my hands. But at the end of the day, we got the call done and eventually got the sale. For me, it just reinforced that okay, we can have fun, we can do this, I can be myself and still be professional and still be successful.

351: Cvent, JK Moving Women in Sales Share the Choices that Made The Difference in Their Efforts

Read the complete transcription on the Sales Game Changers Podcast website. FRANK'S TIP FOR EMERGING SALES LEADERS: "The requirements for financial literacy in sales are increasing dramatically. You better be up to speed with those finance issues because those are the questions you're increasingly getting. What you need is what I call managerial finance which is making sure you understand how balance sheets and income statements really work. I also think it is going to be increasingly important to separate signal from noise with data. Right now, what is going on in many sales organizations is this huge proliferation of data that the rep gets lost in, and that the managers tend to focus on what I call interesting but marginal factoids. And increasingly the job of the sales manager is to understand what is that handful of things."

350: Harvard's Frank Cespedes Explains Why Sales Leaders Must Be Financially Literate to Have Any Chance of Future Success

Read the complete transcript on the Sales Game Changers Podcast website. CARSON'S TIP FOR EMERGING SALES LEADERS: "I think the only real difference between how I approach social selling and others is that not only do I focus on quality, quantity and consistency, but it's a people and process game. Sales is relationships and probability. If I reach out to more people than anybody else and I do it with the right messaging, I have a higher probability of getting those meetings. And if I can't get the CEO or the CFO meeting right out of the gate, I'll swarm, I'll reach out to every influencer in that relationship and eventually, I'll get to the person that I want. And I use social selling to accomplish that."

349: Carson Heady Shares How He Became Microsoft's Top Social Seller and How You Can Become Your Company's

Read the complete transcription on the Sales Game Changers Podcast website. TAMARA'S TIP FOR EMERGING SALES LEADERS: "Don't be afraid to ask someone to mentor or sponsor you. Don't be afraid to put yourself out there, don't be afraid to let people know that you need help. A lot of times people are just afraid to ask so just be organized, document and think about what you need and then ask. Have a specific reason you are looking for them to help because you might be going to the wrong person or they might not have the perfect skill set that you're looking for. You could also consider multiple people."

Oracle Public Sector Sales Leader Tamara Greenspan Gives Advice on How to Enroll the Perfect Mentor

Read the complete transcript on the Sales Game Changers Podcast website. WES' TIP FOR EMERGING SALES LEADERS: "This is kind of hard, but if you do it, it'll make all the difference. I tell everybody to detach, detach from the outcome.  Make sure you're taking the right steps, chunk your time down to 15-minute increments, make sure every 15 minutes you're doin g the right thing. I tell everyone, look at what you do two or three times a day or four or five times a week and have a process for it. If you can, automate it.  Figure out what you do repeatedly, and at minimum and then automate it."

347: The Sales Whisperer Wes Schaeffer Explains Why Breaking Down Sales Activities into 15 Minute Chunks is Game Changing

Read the complete transcription on the Sales Game Changers Podcast website. RIMA'S TIP FOR EMERGING SALES LEADERS: "Always know that the most important thing is to serve your customers. If you have a plan, with that in mind, if everything you do from your research to your plan to your conversations, everything you do with your customers has the goal of helping your customers be successful, you will do well and your customers will be successful and your business will be successful. The action is keep that in mind as you do your research, your homework, your meetings and you go about your business." CHRISTINE'S TIP FOR EMERGING SALES LEADERS: "I'd like to encourage leaders to follow a model, coach and care framework. Model the behavior, employees are looking at you for a pulse check to also see if they have license to actually try things. It's okay to fail, do they have a license to be their authentic selves at work? How can you demonstrate that? Are you setting up a plan where employees can move as quickly as they need to move? Empower them, that's the model piece. Coaching is obviously bring your resources, showing them how things have been done but also being open-minded because there's a lot of great opportunities to learn from anyone in the organization regardless of level. Then that caring piece, we've touched on that quite a few points throughout today's discussion on being empathetic and understanding the individual. What's their motivation? What are their learning opportunities and how can you support them?"

346: NVIDIA's Rima Alameddine and Microsoft's Christine Zmuda Say Elite Sales Performers Are Doing This for Customers Right Now

Read the complete transcript on the Sales Game Changers Podcast website. DENISE’S TIP FOR EMERGING SALES LEADERS: “One of the traits that we’re honing in on from a sales perspective is really ensuring that people that join the team on the sale side understand resilience. That’s an overused word right now but it is the, “Can you deal with hardship and just keep going?” Persistence has largely led us through the year. We got through the year on our backs as a company with persistence and resilience, so ensuring that people that join the company – because I don’t think it’s over, there are more challenges ahead – always be growing, persistence and resilience.” JENNIFER’S TIP FOR EMERGING SALES LEADERS: “As leaders, it’s critical that we make space for people to feel comfortable. And if you’re not at a company where your leader is doing that, then it is on you. You must take control of your own career and you must take control of your personal confidence and your ability. Really understand your worth and your value. Life is very short. If you’re not happy, you can start looking around. The job market is a wonderful place right now in technology and across other industries, so it’s about knowing your worth. Know your worth, don’t hesitate to reach out to people who you think might be beyond you – no one is beyond you – and really take stock of where you are, what you’re doing. If you’re not happy, if you don’t believe that a company culture matches your values, you need to find a company that does. It’s that black and white.”  

345: Women in Sales Leaders Denise Hayman and Jennifer Ives Share Success Strategies for Moving Forward

Read today's transcript on the Sales Game Changers Podcast website. HOWARD'S TIP FOR EMERGING SALES LEADERS: "Are we in the midst of an empathy crisis in our “selfie-culture?” When I think about empathy, I think about helping people and helping people is so critical to the sales process because at the end of the day, our job as salespeople is really to help people make a buying decision. For me, the idea of empathy and sales, they're not two separate things, they're one thing. I love helping salespeople, I love helping revenue teams be the best they can be.  Empathy is the ability to understand somebody else's emotions, their feelings and their situation and it's critical. It's critical in my relationship with my wife, with my children, with my coworkers and with my customers and it is critical because we all want to be heard, we all want to be understood and we want to be seen. It's critical to human nature, it's critical to trust, it's critical to relationships."

344: RingDNA's Howard Brown Says Sales Professionals Can Avoid the Empathy Crisis by Doing This

Read the complete transcription on the Sales Game Changers Podcast website. BART'S TIP FOR EMERGING SALES LEADERS: "It's a sentence and it's a recommendation. The sentence is it's easy to be, but it's better to become. Becoming is going to take doing and my suggestion for any sales professional out there is do what most people don't do, follow up when they don't follow up, do a video when someone sends an email, make the extra effort. Identify the things that you know in your mind that you should do to be more successful, focus in on those should do's, move them to the done category. Do what most people don't and you're going to be even more wildly successful." RICH'S TIP FOR EMERGING SALES LEADERS: "It's interesting how little we actually talk about what we do and where we go on our trips because Disneyland is Disneyland. We always try to bring it around to the experiences. We let our website talk about the features. They've done their research, they've seen what we do. We want to get to the experiences kids will have when they go on the trips."

343: Your Market Closed So What Are You Doing to Get Customers Now with Rein Teen Tours Partner Rich Applebaum and Author Bart Berkey

Read the complete transcription on the Sales Game Changers Podcast website. SAM'S TIP FOR EMERGING SALES LEADERS: "I cannot tell you how many people tell me, "I don't have any stories." We ALL have stories. Stories are simply the intriguing things that happen to us or around us. If something gets your eyebrows up, "I never thought of it that way", "That really moved me", "That's a fresh approach", write it down and then turn it into your little three-act play and distill it into 60 seconds and figure out how to use it in your sales process. The next time someone asks you to explain why you're worth hiring, why this is worth buying or saying yes to you, don't explain, give a real-life example, a 60-second story. That's when we connect and that's the purpose of all communication."

342: Building a Cache of 60-Second Sales Stories That Will Set You Apart with Author Sam Horn

Read the complete transcript on the Sales Game Changers Podcast website. TIBOR'S TIP FOR EMERGING SALES LEADERS: "One of the habits that people should change is how they think of themselves and how they present themselves to their customers. One of the most difficult things I face is convincing salespeople that they're not salespeople, they're subject matter experts. As a subject matter expert, you can actually lead the conversation in a meaningful way that actually helps that customer take insight from you. Customers are not going to take insight from a brochure carrier, but they will take insights from a subject matter expert. One of the first habits that you should work on is upgrading who you are and what you represent to your customers. Someone who's really a subject matter expert wants to understand where that customer is trying to go, what are the objectives that are driving this decision? What are the business motivators that are driving this? Not just what problems/solutions you have.  Most reps are stuck in the present whereas progressive salespeople, subject matter salespeople, can talk in the present but also understand where the company's trying to go because they're focused on impacts and outcomes, not talking about strictly their product."

341: Prospecting Expert Tibor Shanto Urges Sales Leaders to Step Up Their Subject Matter Expert Standing Right Now

Read the complete transcript on the Sales Game Changers Podcast website. KEVIN'S TIP FOR EMERGING SALES LEADERS: "Sales leaders - encourage your teams to get out, to get out of their house, to get out of their apartment, to get out of their bedrooms whether it's once a day or twice a day. The weather's better, go for a walk, go to Starbucks in the morning, get that routine going. Sales is really tough, it's a grind and if you’re sleeping and working in the same room you need to get out. Get some fresh air, smell the roses, meditate, whatever it takes to get out of that routine of being stuck in your cubicle of a bedroom and embrace it. My fear, candidly, is some of the people that are young in sales are going to get burned out and they're going to give up on a profession that is awesome, you can make more money in sales than any other profession in the world. I would hate for someone to give up only because they got a little burned out because of the pandemic. Encourage your teams to get out a couple times a day."    

340: Cvent Sales Exec Kevin Carr Details How Their Sales Team is Helping Hospitality and Association Customers Move to Hybrid Events

Read the complete transcription on the Sales Game Changers Podcast website here. This Fresh Voices podcast was sponsored by the Institute for Excellence in Sales and hosted by Gina Stracuzzi. It featured Tricia Fitzmaurice, Director, National Security Programs, Federal Law Enforcement & Justice at Red Hat Software and Mahsa Soltani, Regional Director of Growth Sales - North America at Akamai Technologies. TRICIA'S TIP FOR EMERGING SALES LEADERS: "The advice I always give to women is to support each other, especially in the IT and technical fields, where there aren't that many of us. Support each other, help each other, promote other women, bring other women to the conversations, help them get their value out into your organization. Somebody else's success does not mean that you are devalued. Look at other people's successes as your success as well, as an opportunity for you to succeed maybe later in something else. Promote those successes among people." MAHSA'S TIP FOR EMERGING SALES LEADERS: "Be your own biggest supporter instead of critic. Tell yourself "you're doing a phenomenal job. You're doing a great job at work. You're doing a great job outside of work." I feel like as women, we put a lot of pressure on ourselves and a lot of times we're our hardest and toughest critics. You're doing great and you're doing the best that you can and it's incredible in every phase of your life. Believe that and be your own biggest supporter and tell your inner critic to 'shh' which can really help a lot of times."  

339: Red Hat and Akamai Women in Sales Leaders Relate How Supporting Each Other Can Make a Critical Difference

Institute for Excellence in Sales co-founder Fred Diamond interviews top business-to-business sales leaders from companies such as Cisco, AT&T, Oracle, Microsoft, Marriott, 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 based on the format John Lee Dumas created in EOFIRE. Become a Sales Game Changer!

331: Flexera Public Sector Leader Tristen Yancey Details Why...