Read the complete transcript on the Sales Game Changers Podcast website. KLYN'S' TIP TO EMERGING SALES LEADERS: "Check in with your gut and ask “are you actually a professional?” Because if you are a professional what’s happening right now isn't going to stop you. You're going to do the growth work, you're going to do the trainings, you're going to get educated and you're going to leverage it. Recognize what was that superpower that got you to be called a professional and then what is that extra thing you need to reach out and then go for the vision? What I want you to understand is what made you a professional and keep doing that."

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

258: Resilience Expert Klyn Elsbury Shares Optimal Sales Mindset Lessons Learned Having Been Hospitalized 67 Times for Cystic Fibrosis in Her Scant 32 Years

Read the complete transcription on the Sales Game Changers Podcast website. JAMES' TIP TO EMERGING SALES LEADERS: "Study your customer, study the prospect, know what their organization stands for, what their mission statement is. If you're going to be talking to an individual, a CIO for instance, go do your research on the internet. See if they've spoken on any webcasts. What's top of mind for them? Then mash it up against what your company stands for, what your value propositions are, the outcomes that you're trying to help your customers achieve. Curate your message, train yourself on a message, get a full command of it because when the lights come on and you get in front of that customer, albeit virtually nowadays, they're going to make a judgement on you. If you don't have the ability to allow them to differentiate you from your peers, you may never get that second call."

257: CrowdStrike Public Sector Leader James Yeager Offers Unique and Specific Tips on How to Best Approach Senior Level Prospects Right Now

Read the complete transcript on the Sales Game Changers Podcast website. [EDITOR’S NOTE: This is a replay of the OPTIMAL SALES MINDSET Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on June 18, 2020. It featured Executive Coach & Leadership Program Designer/Trainer David Morelli.] DAVID’S TIP TO EMERGING SALES LEADERS: “We’re all feeling a sense of loss right now, including some of the highest performers. The best way to overcome it is to focus on what you can do for other people, not what you can do for yourself. As soon as you’re self-centered you’re untethered, but as soon as you become, “How can I help other people?” you tend to get a sense of purpose, similar to a vision. Start acting on that and you’ll end up in a lot better spot.”

256: Peak Performance Week Co-Creator David Morelli Details Steps Sales Leaders Must Take to Focus on Production Right Now

Read the complete transcript on the Sales Game Changers Podcast website. PATTI’S TIP TO EMERGING SALES LEADERS: “Dive deep into successes and your losses from the past year. Think deeply about what got you the wins but also take a look at the losses and start thinking about what could you do with those existing opportunities that you did not get DIFFERENTLY. Maybe you need to move yourself up the totem pole, or you need to have a better value proposition BUT don’t say your business is lost because people are going to be looking for more help right now. You have an opportunity to take a deep look across your base to see how you can provide value to those you didn’t get as customers in the past.”

255: Sales Leader Patti Dumas Says It’s An Opportune Time To Help Non-Customers and Here’s Why

Read the complete transcript on the Sales Game Changers Podcast website. MARK'S TIP TO EMERGING SALES LEADERS: "Sit down and intentionally write down a plan for what you need to achieve in the short term but also what you might need to do for the long term. We don't know if we're at the end of the first inning or the seventh inning here so we're going to need long-term mindset with a lot of short-term goals." PRAMOD'S TIP TO EMERGING SALES LEADERS: "Do something every day to up your game. You're not commuting to work, you're not driving, you got some extra time, so read. Sales is a sport and you need to continually learn and get better."

254: Sales Leader Mark LaFleur and Entrepreneur Pramod Raheja Offer Ways to Recharge Sales Efforts as Business Begins to Ramp Up

Read the complete transcript on the Sales Game Changers Podcast website. TODD'S TIP TO EMERGING SALES LEADERS: "Be your best self and that means different things to different people wherever you are in the world and depending on your personal situation. Be aware that your sales leaders are highly conscious of those folks putting in the extra effort - now is the time where legends are made. These markets really reveal the grit and are testimony to the winners in any organization. That's an opportunity for those of you who are moving up into the right in your career." TREVOR'S TIP TO EMERGING SALES LEADERS: "You have to believe in what you're doing, If you're a seller, you have to believe that what you're doing is going to help your customers. Reflect on that belief, reflect on what you do and the product you sell. If you're not, take time to reflect on that and put yourself in a position to find something that you can believe in and can actually get behind."

253: Sales Leaders Todd Albright and Trevor Vale Explain How Being Your Best Self and Believing What You're Doing Matters Right Now Will Set You Apart

Read the complete transcript on the Sales Game Changers Podcast website. TODD'S TIP TO EMERGING SALES LEADERS: "First, go to everybody in your organization and say thank you and find something that they did that helped you close a deal. Second, call every client you've got, don't email them and say, "Checking in, how are you feeling?" No, call them. Pick up the phone and Zoom them if you can, most people are thrilled to have some different human contact, you might be really surprised. Third, don't stop self-development. Read, read, read. Start a book club. Call your clients and say, "How would you all like to read this book with me?" I have clients doing that right now and it's another way to bring them together."

252: "Everyone's in Sales" Author and Speaker Todd Cohen Gives Three Unique Tips for Sales Professionals to Rebound Quickly This Summer

Read the complete transcript on the Sales Game Changers Podcast website. VINCE’S TIP TO EMERGING SALES LEADERS: “Crisis does not build character; it reveals it and this pandemic has made us a better team, I saw some people who are not necessarily in official leader capacity step up, grab some people who were newer, put them under their wing, talk to them every day, help them through deals. These are the people you want to go to battle with, these are the types of people that you want in you organization because you know if they can be there in the difficult times, they’ll make even more hay during the good times. That was a great surprise.” BOOMER’S TIP TO EMERGING SALES LEADERS: “Are you going to be 1% better tomorrow than you were today? If you’re not, change that. The best advice I’ve ever had in life is don’t give up and always improve and realize that we’re actually experiencing something that we’re going to look back on as a game changing experience in our lives both personally and professionally. If you’re not looking at it that way, do something different so you can look at it that way.”

251: Sales Leaders Vince Burruano and Boomer Muth Explain Why Empathetic Selling is More Critical Than Ever Right Now

Read the complete transcript on the Sales Game Changers Podcast website. This is a replay of the OPTIMAL SALES MINDSET Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on June 4, 2020. It featured entrepreneur and coach Marissa Levin. MARISSA'S TIP TO EMERGING SALES LEADERS: "Make a list of what you should start and a list of what you should stop doing. Focus on the things you can control such as your diet and the food that you're taking into your body. Are you exercising and getting fresh air? Are you calling people to feel connected to them? What about the content that you are digesting? We all need to focus on bringing in positivity and identifying the things that we must take out of our lives. And, it's so important to ask for help. You do not need to go through this alone at all."

250: Marissa Levin Shares How GRACE: Grit, Resilience, Adaptability, Connection and Empathy Right Now Can Set Your Sales Mindset At Ease

Read the complete transcript on the Sales Game Changers Podcast website. COLLEEN'S TIP TO EMERGING SALES LEADERS: "The people that are going to make it and thrive and win the future as we call it, are now saying, 'This is good, I'm being forced to learn how to use new skills, new technology. I'm learning to adapt and flex.' They're actually seeing that this is setting them up for future success. The others fall into what you call external locus of control. It's 'Woe is me' and these are generally the victims of the world. 'None of my prospects are buying, I have the worst prospects, I don't have a good product.' Their perspective is, 'I can only be successful and happy when external circumstances line up.' It's all perspective. If it is to be, it's up to me. Resilient people, they take control. 'I've got to do more activity, I've got to learn new skills, I need to be more consistent and asking for referrals, I need to practice more. Their whole mindset is, 'I'm not going to focus on what I can't control, I'm focusing on what I can control."

249: Emotional Intelligence for Sales Leadership Author Colleen Stanley Says You Must Have These Attributes to Be Successful Now and in the Future

Read the complete transcription on the Sales Game Changers Podcast website. This is a replay of the OPTIMAL SALES MINDSET Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on May 14, 2020. It featured sales motivational speaker Alan Stein, Jr.] ALAN'S TIP TO EMERGING SALES LEADERS: "As sales professionals, we need to do everything in our power to get rid of blaming, complaining and making excuses. Those three things will never ever do anything to improve your performance, improve your situation and they're certainly not going to help you improve your sale. Anytime we blame, we complain or we make an excuse we're actually taking responsibility off of ourselves and we're putting it on someone else. Sales professionals and high performers don't do that.  We all need to live by a code of extreme ownership."

248: Organizational Performance Expert Alan Stein, Jr. Dishes Out Three Things to Help Sales Leaders Raise Their Team's Performance as this Unusual Summer Begins

Read the complete transcript on the Sales Game Changers Podcast website. CAM’S TIP TO EMERGING SALES LEADERS: “One actionable thing sales professionals should take it is to reach back out to their last 3 managers to thank them. Check in and ask them for one bit of advice. Ask them, “You know me, if I am working to improve myself, what do you think I should do?” Since they’re not your managers anymore they’ll probably tell you what that area of opportunity is. I’ve done that recently [laughs] it was quite insightful. I got a lot of good feedback.”

247: Carrie-Anne Mosley Gives Sales Professionals Suggestions on How to Turn Negative Energy into Positive Long-Term Opportunities

Read the complete transcript on the Sales Game Changers Podcast website. Diane's segment begins at the 26 minute mark. MIKE'S TIP TO EMERGING SALES LEADERS: "Every successful person I know has been defined by difficulty at some point in their career that they fought through, that's without exception. These times are opportunities for us to power through it, to learn from it, to profit from it, this is an opportunity. It is a gift for us so don't squander it, take advantage of it." DIANE'S TIP TO EMERGING SALES LEADERS: "Awareness is the most important pivotal moment for you. When you notice something showing up for you just take a moment and notice it. That observing capacity makes it easier for you then to move and in these moments I'd just invite you to say, "What is one thing that you would do to move yourself forward?"

246: Sales Leaders Diane Cashin and Mike Schmidtmann Offer Rich Insights as Re-Opening Accelerates for Sales Teams Across the Globe

Read the complete transcript on the Sales Game Changers Podcast website. EDITOR’S NOTE: We conducted this interview in February 2020. Since the show was released during the pandemic, we asked Todd what his advice is for sales professionals now. He offered the following: Show empathy in all your communications— As a sales leader, you need to give your teams ample oxygen to sustain life in the new normal. This includes being human. Some tactics to consider might include doing weekly, high-touch videos (that show you with your family) so your team sees all of you, and is reassured that we’re all in this together.  Additionally, be transparent. We’ve found that our employees like to hear from our leadership frequently, and that they appreciate the candor and open lines of communication. Remain tech-savvy—As sales professionals, we’re all 100% inside sales reps now and there are incredible technologies we can quickly adopt so that we still can maintain intimacy with our customers, who by the way, are all feeling and experiencing the exact same things we are as sellers and company officers. Redefine success—We all want signed orders and uninterrupted revenue flows.  However, we also need to adjust to this unprecedented time by adapt our definitions of success.  Of course, sales is about bookings, but it’s also about the ‘building blocks’ of bookings, including forging new customer contacts, implementing smart outreach campaigns, providing demonstrations of new features, and reminding people of the essence of your product’s value.  It’s basic stuff, but it is authentic, and plants the seeds for eventual growth. Be pithy— Right now, people are starved for time, so cut to the chase.  Nobody—not a single professional—can recall a time where you’re simultaneously a) making the kids breakfast, b) responding to a forecast request from the board, all while c) trying to jam in a last-minute home-delivered grocery order (before your window closes).  Be kind, be relevant, be brief. 

245: Datasite Global Sales Leader Todd Albright Says These Four Things are Critical for Sales Professionals to Do Right Now to Be Successful

Read the complete transcription on the Sales Game Changers Podcast website. CHRISTINE'S TIP TO EMERGING SALES LEADERS: "The biggest thing I've learned is an increased appreciation for being empathetic and really trying to understand where people are in their journey in life and how that impacts how they show up and what they can actually produce at work." IVY'S TIP TO EMERGING SALES LEADERS: "A lot of what we're dealing with starts with a conversation. The issues that are going on in the country and how we deal with them personally and as a business in society and again, it starts with a conversation. When you understand people a little bit more, it takes a lot of that off the table of how we make decisions or not. That's part of what we've been doing more and more the past few months."

244: Having Empathetic Customer, Sales and Employee Conversations featuring Christine Barger from Salesforce and Radio Sales Executive Ivy Savoy-Smith

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!

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Sales Game Changers | Tip-Filled Conversations with Sales Le...

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