Read the complete transcription on the Sales Game Changers Podcast website. MONICA'S TIP TO EMERGING SALES LEADERS: "While we're all in a pandemic together, there's a lot of different ways how that's affecting people. I think that's equally as important to bring that same empathy to your customers and your prospects so if you get somebody on the phone and they seem distracted, they seem like they might have something else going on, a child walks in the room, offer to take the meeting the next day. Understand that people are going through a lot right now and enter every conversation with empathy, compassion, understanding then preparing for it." ROSIE'S TIP TO EMERGING SALES LEADERS: "First, understand what motivates you and why you want to be successful. Second, find the right balance between seller development, your understanding of the product and the time that you spend with your customers, and your planning and preparation. If you could find the right balance among those three things and take a proactive approach, it's going to help you with your success. Third, remain positive because we are all fortunate to be in these positions where we can be having conversations like this about how to be successful and it's important to see the big picture."

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

298: Sales Leaders Monica McEwen and Rosie Corcoran Share Timeless Strategies for Success As We Near Year End

Read the complete transcription here. BRIAN'S TIP TO EMERGING SALES LEADERS: "If you're going to bring your highest energy into your sales, work, life, and relationships, you should get more involved in hearing other people's stories because it will help you tell a better story yourself. You're sharing your story in order to build relational trust which is a reciprocal emotion, you give it to get it. Even though you're talking, you're doing so in a way that's very much about the other person. If you're going to be of service to others, you have to listen and don't ever want minimize the behavior and act of listening. Listening is the best gift you can give your customers."

297: Well-Known Leadership Coach Dr. Brian Harman Breaks Down How to Tell an Impactful Story that Will Show Your Customers You Are Truly Listening to Them

Read the complete transcript on the Sales Game Changers Podcast website. AMY’S INSIGHTS FOR EMERGING SALES LEADERS: “See your career as a jungle gym versus a ladder straight up. Especially for women in sales and women in really any role, our careers take winding paths. There is almost never a straight up type of career path so it’s taking on a different mindset and then set an action that says, “I’m going to see my career as this very holistic thing, it’s not just this small slice point in time here.” You are trying out different things on the jungle gym. You might be going sideways, you might be going up, you might actually be going down, it’s a different visual and a different approach that says, “I’m going to take on different things in my career to build skills and not necessarily just be focused on what’s the next rung up on the ladder.”

296: Women in Sales: Agile Selling Expert Amy Franko Explains Why the Jungle Gym Approach to Your Sales Career is the Way to Go

Read the complete transcription on the Sales Game Changers Podcast website. ALICE'S TIP TO EMERGING SALES LEADERS: "A free way to show gratitude is by making an introduction. There is no rule that you can't make an introduction just like there's no rule that you can't send a little thank-you note. That is a great gift, when you can make a very thoughtful introduction to someone that they might need to know either because they want to change their career or needed a resource. Or it's just someone that they've admired for a long time or someone that you just think they should know."

295: Well-Known Sales Strategist Alice Heiman Lists Impactful Ways You Can Show Thanks and Gratitude to Your Customers and Prospects Right Now

Read the complete transcript on the Sales Game Changers Podcast website. NERTILA’S INSIGHTS FOR EMERGING SALES LEADERS: “Never be nervous, just believe in yourself, never think there’s anything that you can’t do. Never think of gender or anything as an obstacle. Always think about your successes, your strengths, what you’re good at, what you love, what makes you happy and be confident about it. Talk about it, go for it, there’s really nothing that you can’t achieve. It sounds cheesy but it’s really like that."

294: Women in Sales: Datasite UK Sales Leader Nertila Asani Tells How a Finance Background Can Help Boost Your Sales Career

Read the complete transcription on the Sales Game Changers Podcast website. This is a replay of the SALES GAME CHANGERS LIVE Webinar sponsored by the Institute for Excellence in Sales and hosted by Fred Diamond on November 18, 2020. It featured University of Virginia Darden School of Business professor Tom Steenburgh. TOM'S TIP TO EMERGING SALES LEADERS: "Make it new. The question is, "How do I refresh my sales approach in a way that makes it better?" Because of the pandemic I'm forced to do things in a different way so is it possible for me to make it better? Then my life goes back to normal, if you have made it better keep doing the new thing and if it hasn't become better, go back to the old one but always try to make it new because that's how we learn and grow and get better. Ask yourself, "Maybe there's some possibility here that I haven't been exploring" and it might get you unstuck."    

293: Darden Business Professor Tom Steenburgh Says Sales Professionals Can Increase Their Performance By Applying This Approach to Learning

Read the complete transcript on the Sales Game Changers Podcast website. MIKE’S TIP TO EMERGING SALES LEADERS: “There are five different ways to respond to an objection with the acronym READY. You can REVERSE an objection, hit it right back at them with, “That’s exactly why.” The reason a Reverse is so powerful is because the reason you’re against it is the reason you should be for it. You can EXPLAIN what happened and that’s a perfectly reasonable answer, it’s not an argument, it’s just, “Let me explain what this is. You can ADMIT something. Occasionally there will be a bad piece of news, they’re going to look at how you DENY that. Vehemently, strongly, affirmatively deny that that happened. Finally, ask WHY. It buys you some time and it gives you more information.”

292: Sales Expert Mike Schmidtmann Explains How to Accelerate Past Any Objections You May Be Encountering Right Now

Read the complete transcript on the Sales Game Changers Podcast website. This is a replay of the WOMEN IN SALES Webinar sponsored by the Institute for Excellence in Sales and hosted by Gina Stracuzzi on August 20, 2020. It featured LinkedIn Sales Leader Alyssa Merwin. ALYSSA'S INSIGHTS FOR EMERGING SALES LEADERS: "There’s never been a better time to be a woman in sales. Women tend to have high emotional intelligence (EQ) and to be empathetic. These are the times when our strengths will really shine through. I think if we can spend time on controlling the controllable and leaning on our strengths, we will get through this and hopefully be in a better position on the other side."          

291: LinkedIn Sales Leader Alyssa Merwin Presents Ways for Women in Sales to Measure Contribution and Value in Times of Uncertainty

Read the complete transcript on the Sales Game Changers Podcast website. HOWARD’S TIP TO EMERGING SALES LEADERS: “Work the funnel from the top down. If you don’t get your prospecting over in the morning or set time of the day, you’ll get all the way till the end of the day having worked on proposals all day, it’s 6 o’clock and your prospecting time got crowded out and then you go a quarter later and your pipeline is empty. You really want to work the funnel from the top down to do your best to avoid those feast and famine quarters, it’s way too easy to do the in-front-of-you work of writing proposals and qualifying leads but you’ve really got to force yourself. After you close the deals that are closable that day, go right to the top of the funnel and work from the top down so that you’re not having a famine quarter next quarter. JASON’S TIP TO EMERGING SALES LEADERS: “I always encourage my sales team and sellers to focus on the customer first and prioritize those engagements directly with the customer. Look for new ways to engage, don’t let a day go by where you’re not at least texting, calling, maybe setting up a Facetime chat, whatever it is. There is an opportunity to really stay engaged more frequently now than ever before but it’s not going to come in the form of a one hour sit-down followed by an hour long lunch or maybe a golf game. I’m sure some of those things are happening on an ad hoc basis but in general you need to think in shorter spurts and just engaging in meaningful yet quick and effective ways.”  

290: Sales Leaders Jason Kimrey and Howard Langsam List Ways to Increase Customer Engagement to Ensure Sales Process Continuity Right Now

Read the complete transcript on the Sales Game Changers Podcast website. MERRICK'S TIP TO EMERGING SALES LEADERS: "If you're selling to someone and their style is different than yours, one of you is going to leave that interaction exhausted and it better be you because it takes energy to flex. Do you want your customer flexing, or do you want to be the one who is flexing? Notice how if you are imposing your style on your customer, you're focusing on YOUR needs, not on THEIR needs."

289: Personality Expert Merrick Rosenberg Explains How Identifying Whether Your Prospect is an Eagle, Owl, Dove or Parrot Will Determine Your Success With Them

Read the complete transcription on the Sales Game Changers Podcast website. This episode was hosted by Gina Stracuzzi, Institute for Excellence in Sales Women in Sales program leader. CYNTHIA'S INSIGHTS FOR EMERGING SALES LEADERS: "Female-led sales teams are 50% female, they tend to be more female than male-led sales teams which are only 25% female. There is a huge benefit of having a female sales leader because she brings in more women in sales to her team, so if you are a C suite or a CEO out there and you're thinking, "How do we attract more women in sales, start with having female sales leaders? Women in sales know that they are being highly sought after and when they look at the leadership team of your organization, if they don't see anyone that looks like them they're going to pass and go onto a company that does represent them. Women hold 1 in 5 leadership positions and only 1 in 4 mid-level sales manager roles, which if you talk about overall sales leadership for women, it is 89% male, 11% female. We have a huge opportunity to advance women in sales not only on the individual contributor level but on the manager and leadership level as well."

288: Women in Sales Industry Leader Cynthia Barnes Says CEO's Can Do This If They're Committed to Raising Women into Sales and Business Leadership

Read the complete transcript on the Sales Game Changers Podcast website. BILL'S TIP TO EMERGING SALES LEADERS: "You can't focus 18 hours of your day on work. You really need to take time out and spend time with your family and friends and really balance that. If you don't balance your life, it will lead to a terrible outcome. As a sales professional, as you drive into another next sales goal and continue building a big pipeline, please remember to stay close to your partners, your customers and your family and friends."

287: Centrify Public Sector Sales Leader Bill O'Neill Says Focusing on These Key Things Will Help You Grow New Customer Relationships

Read the complete transcription on the Sales Game Changers Podcast website. GENE'S TIP TO EMERGING SALES LEADERS: "I want you to take three different prey mindsets that you tend to have and change them into predator mindsets. If you tend to think about other people's opinions of you, think how would you change that into focusing more on your effort, your attitude, your aggressiveness. If you're afraid of rejection, if you're thinking too much about the numbers, if you compare yourself too much to your neighbor, change that prey mindset into a predator mindset. Start with three simple examples and then you could move on throughout your life. Any area you want to get better at, you could apply the same approach and it will work, guaranteed. As we always say, whether it's sports, business, school or life, mindset makes the difference."

286: Sports Mindset Expert Gene Zannetti Shows How Shifting from a Prey to Predator Mindset Can Grow Your Sales Career Exponentially

Read the complete transcript on the Sales Game Changers Podcast website. SHELLEY’S TIP TO EMERGING SALES LEADERS: “To get ahead, go to your direct manager and ask them what does success look like at the end of the day, at the end of the week, at the end of the quarter so that you know what’s expected? When there’s clarity around expectations, it’s easier to be accountable. When I really know what’s expected of me, it’s easy for you to come back and hold me accountable when you and I both articulated what the outcome is supposed to be.”

285: Women in Sales: Corporate Culture Expert Shelley Smith Gives Sales Managers Sound Tips for Holding Team Members Accountable for Their Own Success

Read the transcript on the Sales Game Changers Podcast website. ROB'S TIP TO EMERGING SALES LEADERS: "Find a way to affect your reality, not accept your reality. I'm a big student of history, I love quotes, there was a commander of the French Army in World War I named Ferdinand Foch and he famously said once, "My center is giving away, my right is in retreat, situation excellent, I shall attack." I try to bring that type of mindset every single day no matter what's happening, "Okay, my center is giving away, attack." Bring that sort of, "How can I impact what's in front of me?" There are certain things you can't control, put them aside, find the things you can do something about." LARRY'S TIP TO EMERGING SALES LEADERS: "Now, more than ever, we need to engage. Looking at what's possible, if there were no constraints, if everything was at your disposal what would you do? It's amazing when you get that kind of ideation going and then you start looking at what could actually do?" Incredible innovation that comes from engaging with people other than who you typically would."

284: Thomson Reuters Sales Leaders Larry Goeckner and Rob Beattie Offer a Wealth of Creative Sales Ideas to End the Year Strong

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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