Read the complete transcript on the Sales Game Changers Podcast website. MAJOR TIP TO EMERGING SALES LEADERS: "We're not here to just survive. If we can adapt to these changes, we can actually thrive during this time and we can help our customers do that." Fred Diamond: For today's webinar I'm very excited to have Tom Snyder. Tom is an internationally recognized speaker and sales expert, he is the managing partner of Funnel Clarity, he's a world-renowned speaker on sales training and sales consulting practices. His company, Funnel Clarity, has customers around the globe that they do sales training and sales consulting for. He's spoken a number of times at the Institute for Excellence in Sales, he's also been a key note speaker at our award event and he's also the author of two best-selling McGraw-Hill business books. Tom, it's great to have you on today's webinar, I'm really interested to hear what you're talking about, you're going to give us 6 things sales professionals should do to be successful and productive. Let's take it over.

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

217: Creativity in Sales Webcast: Six Things Sales Pros Need to Do for Success During the Coronavirus with Sales Expert Tom Snyder

Read the complete transcription on the Sales Game Changers Podcast website. MAJOR TIP TO EMERGING SALES LEADERS: "Empathy is the key right now." Darrell Gehrt is the Vice President of Sales, Mobile Solutions at Cvent. Listen to his podcast episode here. Randy Wood is the Vice President of Web America Sales at Akamai Technologies. Find his podcast episode here. Denise Hayman is the Chief Revenue Officer at Expel. Her show will broadcast in April.

216: SALES GAME CHANGERS LIVE LEARNING EVENT: Sales Transformation and Solutions During the COVID-19 Panel Discussion

Read the complete transcription on the Sales Game Changers Podcast website. DONALD'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is really the thing that measures how well our company is doing, you're selling or you aren't, you're winning against the competition or you aren't. You're out on the front lines, you're the engine that drives the growth here and it's very clear whether we're doing something right or not because we're selling and retaining customers." Donald Thomas is the VP and General Manager at Bloomberg Government (BGOV). Prior to coming over to Bloomberg, he held leadership positions at Dell, SRA and Ernst & Young. Donald can be found on LinkedIn here.

215: Bloomberg Gov Sales Chief Donald Thomas Shares How the Strong Relationships You've Developed Will Set You Aside - During the Pandemic and Beyond

Read the complete transcription on the Sales Game Changers Podcast website. [EDITOR'S NOTE: We conducted this interview in early 2020. Since the show was released during the pandemic, we asked him what his advice is for sales professionals during the pandemic. He offered the following: Empathy in these unprecedented times is a leadership trait we must exhibit with customers and employees alike.  I’ve been coaching the team that while we need to be sensitive in this current environment, we have services that can help our clients in these trying times, and to that end, prospecting can and should continue. As trusted advisors, the message must clearly articulate on how we believe we can help vs. attempting to prey on fear, uncertainty and doubt. I’m also making it a point to conduct skip level check-ins and call 2 or 3 of my direct field reps each day to see how they and their families are doing.  This gives me the opportunity to reinforce with them all we’re doing at the corporate level to help, as well as gather feedback from the field on both their mindset as well as that of the customers with whom they’re speaking. Finally, with everyone being remote we are promoting the use of webex to drive more engaged conversations.  I’m also about to launch ‘virtual office hours’ where multiple times per week members of the team can log in and ask any questions they may have or simply chat with myself and their peers.    CRAIG'S FINAL TIP TO EMERGING SALES LEADERS: "Prospecting can and should continue (during the pandemic). As trusted advisors, the message must clearly articulate on how we believe we can help vs. attempting to prey on fear, uncertainty and doubt." Craig Pentz is the SVP of Risk and Customer Information Sales at Neustar. Prior to coming to Neustar, he held sales leadership positions at TARGUSinfo and FRANdata. If you're a loyal listener of the Sales Game Changers podcast you might recognize Neustar, we interviewed Dorean Kass about a year and a half ago and Craig works in his organization.

214: Neustar Sales Leader Craig Pentz Gives Tips on How to Become a More Trusted Advisor During and After the Coronavirus Pandemic

Read the complete transcript on The Sales Game Changers Podcast website. RAZA’S FINAL TIP TO EMERGING SALES LEADERS: “I think the most important thing is to not be afraid of chaos. The value that we bring as sales people to our organizations is really that ability, that courage to deal with chaos. Know that when you’re out there you’re not always going to have a linear response such as “I have done this, this, this and therefore, I will get that, that, that.” Be able to deal with chaos and take it head on. And, in fact, use it to your advantage.” Raza Latif serves as the President of NuAxis Innovations, an information technology services firm that supports a variety of major federal government clients. 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. Find Raza on LinkedIN!

ENCORE 036: Government Contracting Business Development Leader Raza Latif of NuAxis Innovations Says Eliminating Fear of Chaos Will Lead to Sales Success

Read the transcript on the Sales Game Changers Podcast website. JOE'S FINAL TIP TO EMERGING SALES LEADERS: "This is the thought I give my employees and I give my kids, and I really believe in this. Life is short. Every day counts. Whatever you do, do it 100% and do it with passion, and at the end of the day use the mirror test. Look yourself in the mirror, you can't lie to that guy on the other side, and say, "Did I give everything I could give today?" If the answer is yes, you had a pretty good day. If it isn't, then you probably didn't." 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. Find Joe on LinkedIN!

E037: Professional Soccer Player Joe Alvarez Went from the Pitch to the Boardroom by Excelling at these Sales SkillsNCORE

Read the complete transcript on the Sales Game Changers Podcast website. NOUR'S FINAL TIP TO EMERGING SALES LEADERS: "You're going to meet individuals who fundamentally change both your direction as well as your ultimate destination. We call those individuals Curve Benders. Where are they? How do we find them? More importantly, how do we become one? What I want for your listeners is to look back and say, "Did I really make a difference? Was I one of those Curve Benders that changed the trajectory of someone's career, sales success, if not their life?" David Nour is a leadership adviser, executive coach and the best-selling author of 10 books that have been translated into 8 languages. His first book was called Relationship Economics, we're going to spend a lot of time talking about that. His most recent book is called Co-Create, it came out in 2017. We talked about how our listeners can get more value out of their business relationships. Nour can be found on LinkedIn here.

213: Business Relationships Guru David Nour Offers Two Strategies that Could Not Only Impact Your Sales Success But Your Life's Achievements as Well

Read the complete transcript on the Sales Game Changers Podcast website. MIKE’S FINAL TIP TO EMERGING SALES LEADERS: “You are working at a fraction of your capability. What if you can grow your sales and income 20% a year? It’s 1% more prospecting, 1% better referrals, 1% more skill, 1% better negotiation, 1% better networking, etc. You find 20 ways every year to improve 1%. If you can improve 1% a year, you will be a seven-figure sales leader in a matter of years.” Mike Schmidtmann of Trans4mers is a business coach working with owners and sales leaders in the information technology field. He works with many high-profile salespeople including some who make seven figures and more. He helps them open new accounts, win new logos, and expand their share of customer spending.

ENCORE 015: Mike Schmidtmann Helps Seven-Figure Sales Superstars Achieve Even More Success By Adopting these Critical Habits

Find the complete transcription on the Sales Game Changers Podcast website. ALYSSA'S FINAL TIP TO EMERGING SALES LEADERS: "Make sure that you're able to add value in every conversation - even those that have nothing to do with the solution that you sell. Find out what your buyers and prospects care about, whether that's on LinkedIn or elsewhere, and go in and help them get better at their jobs because they've spent that time with you." Alyssa Merwin is the Vice President Sales at LinkedIn and is the Head of LinkedIn's Sales Solutions business for the Americas where she leads a multi-national commercial organization dedicated to helping sales and marketing organizations leverage the power of digital selling.  She was also a sales leader at CEB which is now part of Gartner. Alyssa can be found on LinkedIn here.

212: LinkedIn Americas Sales Chief Alyssa Merwin Discusses How Her Sales Managers Elevated Their Performance When SHE Became More Vulnerable and Authentic

Read the complete transcription on the Sales Game Changers Podcast website. ALEX’S FINAL THOUGHT FOR SALES LEADERS: Everyone I’m sure has heard the expression, “Life is a marathon, not a sprint” and I live that so I would introduce that people just need to understand ‘what race do you want to run in’ because it’s certainly not a sprint and if you’re in your twenties. Do you want to run a 10K, do you want to run a half marathon’? It’s just calibrating your life ambition, career ambition and just understanding and having a very clear vision at that point in your life what race do you want to run in so you could prepare accordingly.” Alex Bartholomaus is the President and CEO at People Stretch Solutions, a Washington, D.C. based management consulting firm specializing in sales growth consulting and C level advisory serving the mid-market throughout North America and EMEA. He’s also a published author and professional speaker on the topic of sales, leadership, emotional intelligence and elite business performances. He started his career as a wine importer where he grew a family business from $1 million in revenue to $37 million in revenue over a 15-year period. Find Alex on LinkedIN!

ENCORE 041: Alex Bartholomaus Helps People Stretch Their Revenue Growth with Significant Payoffs

Read the complete transcript on the Sales Game Changers Podcast website. MARC'S FINAL TIP TO EMERGING SALES LEADERS: "Some of this might be trite but you must always be continuously improving as a selling professional. Knowing about the technology is key but it's not nearly as crucial as paying attention to your sales PERFORMANCE. You have to treat your selling profession as a true craft and keep working to get better at it. If you're not doing that, you're going to lose." Marc Gonyea is the cofounder at memoryBlue. He's an expert on inside sales having managed nearly a thousand young SDRs (sales development reps). We're talked about how to optimize phone sales and how young sales professionals can optimize their careers. Marc can be found on LinkedIn here.

211: Inside Sales Expert Marc Gonyea of memoryBlue Offers Three Must Implement Strategies He Learned from Managing Hundreds of High-Tech Sales Development Reps

Read the complete transcription on the Sales Game Changers Podcast website. ANDY'S FINAL TIP TO EMERGING SALES LEADERS: "Get curious about everything, get curious about your customer, get curious about their industry, get curious about their business model. I find curiosity to be a really great habit for a salesperson." Andy Miller is president of Big Swift Kick, a top sales consultancy and training company. On today’s show, we talked about acquiring, motivating and retaining top tier sales talent. Andy gives some tips on how you can acquire and retain your top tier talent and how you as a sales professional can take your career to the next level. Andy can be found on LinkedIn here.

210: International Sales Strategist Andy Miller Gives Pertinent Advice on Hiring, Motivating and Retaining Top Tier Sales Talent

Read the complete transcription on the Sales Game Changers Podcast website. CRAIG'S FINAL TIP TO EMERGING SALES LEADERS: "Find a coach, find a mentor, find someone that you emulate and understand how they're being successful and to help you write down goals that you want to achieve. Doing these things will ensure that you will establish and then stay on the right path when times get tough." When we interviewed Craig Mueller, he was the VP of Federal Sales at FireEye. He has since been promoted to VP of Public Sector. Prior to coming to FireEye he held sales leadership positions at Cisco and BMC Software. He was listed as a mentor of past podcast guest Paul Skurpski with XTIVIA Craig can be found on LinkedIn here.

209: FireEye Public Sector Sales Chief Craig Mueller Says by Focusing on These Specific Skills, You Will Be on the Path to Elite Sales Performance

Read the complete transcription on the Sales Game Changers Podcast website. BOB'S FINAL TIP TO EMERGING SALES LEADERS: "Sales professionals will always be successful if they leverage the insights they get from customers into value for them, for their customers and for their company. Salespeople are in a unique position to leverage that knowledge to help senior management in their organizations. In the hotel industry that gives them influence and the ability to influence design and capital expenditures at hotels. Leverage that and you're always going to position yourself well within any organization." Bob Gilbert is the President and CEO of the Hospitality, Sales and Marketing Association International, known as the HSMAI. We’ve interviewed other sales leaders from the hospitality market such as Frank Passanante (Hilton), Telesa Via (Kimpton Hotels), and Melissa Riley (Destination DC). Bob can be found on LinkedIn here.

208: Hospitality Sales and Marketing Expert Bob Gilbert Says Getting These Insights from Customers Can Swiftly Grow Your Career and Influence

Read the complete transcription on the Sales Game Changers Podcast website. FRANK'S FINAL TIP TO EMERGING SALES LEADERS: "Embrace the suck. Some of the territories that look really challenging or some of these projects that look really difficult, while hard and while challenging, can be the ones you're most proud of and produce the greatest results. If you take on one of these challenging roles, if you are successful in that role, you'll be legendary," Frank Dimina is the VP of Public Sector at Splunk. Prior to coming to Splunk, he held sales leadership positions at Check Point Software and was at a number of startups typically in the cyber space. Frank can be found on LinkedIn here.

207: Splunk Public Sector Sales Leader Frank Dimina Explains How a Growth Mindset Has Helped Him Tackle Every Sales Challenge He's Faced Throughout his Career

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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