Join the Institute for Excellence in Sales. Read the complete transcription on the Sales Game Changers Podcast website. MATT'S TIP FOR EMERGING SALES LEADERS: "Be fearless. Don’t worry about failing, there’s beauty in learning and knowledge, and you will be better at what you do if you go through that. The biggest thing is be the number one resource and asset for your client. You’re there to help them, you’re an asset and a resource. Be their number one. When they need to call somebody, pick up the phone, send an email, send a text, make sure it’s to you. PAUL'S TIP FOR EMERGING SALES LEADERS: "I have a saying, you have two ears and one mouth, listen twice as much as you talk. Don’t sell anything, ask big, broad, open-ended questions so that your prospect can give you the answers to the test. Don’t ask questions that are yes or no or even directive, let them go limitless. Ask them, if you had a magic wand, what would you celebrate at the end of this year? And you’re going to be able to back into a great client needs analysis. If I can leave that with everybody, don’t try to respond to or even have anything preset into what you’re talking to a client about. Respond to what their needs are, listen twice as much as you talk. 

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

429: Beasley Media Sales Leaders Matt Cowper and Paul Blake on the Number One Thing Customers Need from Sales Professionals

Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. Sales professionals struggle with converting leads to business, or at least getting them to move down the sales funnel. A lot of people get stuck somewhere in that sales funnel and a lot of people give up quickly because they feel like they’ve hit a wall. Take a step back, think about all the resources that you have at your disposal. Take a look at the top five targets on your target list, take a look at how many touch points you’ve already made with each and what you’ve done. Really take a good look and ask yourself, have I leveraged every resource possible to move them along the sale cycle and move them down the funnel? If you can’t answer that with 100% confidence, my advice would be that if you’re relying too heavily on the software that your company is using and the data and you really didn’t push yourself in a certain direction where you were humanizing that process. Dig a little deeper and not just take your results for face value. If that means reaching out and clarifying a little bit more, because your buyer’s journey, they’re all unique. Who influenced them, how have they heard about the different brands that are out there? What kind of research have they done? Then a question that I heard a while ago which I love so much and it applies to anybody in sales, any industry, is tell me about the day that you decided that you had an issue or a problem that you needed to solve."

428: Women in Sales Leader Michelle Hecht's Strategies for Humanizing the Sales Process

Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. JONATHAN'S TIP FOR EMERGING SALES LEADERS: "All the economists that I speak to and everybody that I listen to that is a so-called financial expert are predicting a boom for the next two, three, four, maybe even five years. Beginning, they suggest, at the end of Q3 this year. If we’re going to take advantage of all of this, we’ve got to be prepared. First of all, we’ve got to conduct an audit of ourselves, we’ve got to understand what we need to do to improve because the day we stop improving and the day we stop learning, we might as well pack up and go home, frankly. The next thing we have to do is to understand the people that report to us, and we do have a duty of care to them. We’ve got to make sure that they fully armed not just to win the occasional skirmish, but to win the war. Then third and probably the most important, think about customers. Get as close as you can to customers. Work across the line, work up, work down, understand their entire commercial objectives, understand their concerns, their fears and just get closer to them because they want you to. Stop selling, start understanding."

427: Top Sales World's Jonathan Farrington's Five Suggestions for Near Term Professional Selling Success

Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. DAN'S TIP FOR EMERGING SALES LEADERS: "If you’ve got an iPhone, you’ve got Reminders. If you’ve got Google, you’ve got Google Tasks. Here’s my challenge. Go open up your tasks, create a reminder and in just one line, in a sentence, type in "what do you want?" When you set the date, make that reoccurring daily. Set a time that works for you, I like to pick a number that’s quirky and weird. Take a number, say reoccurring daily every day at that time that’ll pop up an alert on your phone to say, “What do you want?” Often, that little reminder is enough to say, “You know what? I’m doing great” or, “I should go in a different direction.” It’s something that can make an immediate impact in your life and will. You can do it right now."

426: Panzura's Dan Waldschmidt on Strategies for Ultra High Sales Achievement

Join the exclusive Institute for Excellence in Sales. Read the complete transcription on the Sales Game Changers Podcast website. RITA'S TIP: "Being able to share what you're actually doing to promote women within your company is an important step. That's one thing that I would recommend for companies that are trying to be more open about that. One thing that I've promoted even in our own company is diversity. There's a lot of women in leadership that are white, expanding that to include women of color and really showing people that you're doing these things and it's not just talk. I think that's really key." RACHEL'S TIP: "Just start talking to people. Ask them one on one, what should I do? If you do that they're much more likely to reach out a hand to you and help you along. If you're in a company and you want to move up or you want to move in a different direction, just let your manager know or let the manager of that department know. Say, "This is what I want to do. Here's where I am now. What do I need to do to get where I want to go and can you help me? That makes the difference."      

425: Women in Sales Leaders from 3Pillar Global and Doodle Offer Strategies for More Diversity, Equity, Inclusion

Join the exclusive Institute for Excellence in Sales. Read the complete transcript on the Sales Game Changers Podcast website. MICHAEL'S TIP FOR EMERGING SALES LEADERS: "We talked about the benefits of coaching, that it’s an opportunity, it’s a game-changer for many of us. If you can, I would suggest get a coach. Go to your organization, potentially, and find out if there are options to be coached and they’re receptive. It could even be a game-changer for the organization. Again, I know it’s pretty obvious, but getting a coach is an opportunity to develop yourself and become a better person and a better employee. The only other thing I’ll repeat is learn to collaborate in your organization, don’t forget about selling. It’s bringing the organization to bear on a client and I know for myself, if I did not collaborate with people and bring them into the selling process, I would get nowhere."  

424: CoachHub's Michael Mead Says Having a Coach Can Be a Sales Game Changer for These Reasons

Join the Institute for Excellence in Sales here. Read the complete transcription on the Sales Game Changers Podcast website. IAN’S TIP FOR EMERGING SALES LEADERS: “The framework I use to call is all based on RGAs, Revenue Generating Activities. Is what I’m doing an RGA or not? And there’s two types of RGAs, one is advancement of pipeline – everything you need to do to move your deals forward in a sales cycle – and the second bucket is creation of pipeline – everything you need to do to add additional pipeline. Everything else is noise.”

423: Former Top Salesforce Producer Ian Koniak on Building a World-Class Sales Coaching Culture

Join the exclusive Institute for Excellence in Sales. Read the complete transcription on the Sales Game Changers Podcast website. JENNIFER'S TIP FOR EMERGING SALES LEADERS: "Listen and learn to trust your inner voice. There’s plenty of times where someone else speaks up and I wish I’d had the thought or I’d had maybe even a better thought and I just didn’t do it. Listen and learn how you trust yourself, listen to that voice. Give that a shot. Sometimes we’ll stumble, but the more that you do it, I think the more comfortable you’ll be. I believe that the success will follow."

422: IBM Data and AI Sales Leader Jennifer Kady Encourages Women in Sales To Do This for Greater Success

Join the exclusive Institute for Excellence in Sales here. Read the complete transcription on the Sales Game Changers Podcast website here. DANIEL'S TIP FOR EMERGING SALES LEADERS: "Perfection kills your dreams. Perfection kills your presentation. It doesn't have to be perfect, ladies and gentlemen. Act in spite of the perfection, act. Many times, I've acted and you figure out the details later. The moment you think that it's perfect, it's going to be too late. By that time, months, years may pass by and I've met so many people, Fred, that waited for that perfect moment and it never comes. Nothing's ever going to be perfect but along the journey, you're going to realize you're going to work on your perfection and it's going to get better and better. Next you know, you're going to look back and you'll be like, how did I get here? It's because you acted in spite of the imperfections that your product, your service, and the presentation that you had. You have to act."

421: You Were Born to Fly Author Daniel Gomez's Four Tips on Sales Success...and One of Them is Smile More!

Join the Institute for Excellence in Sales here. Read the complete transcript on the Sales Game Changers Podcast website. WILL'S TIP FOR EMERGING SALES LEADERS: it’s a perfect time to reassess your sphere of influence in your job, what you’re doing, who you’re influencing, who you’re interacting with. Looking at that and seeing where you can do better things, do better work, interact with more people. In our space, we’re lucky to be supporting who we’re supporting and I think broadening your sphere of influence is really important. I would leave that with the audience today.  

420: Powerful Strategies for Public Sector Sales with Carahsoft’s Will Jones

Join the Institute for Excellence in Sales here. Read the complete transcription on the Sales Game Changers Podcast website. GINA'S TIP FOR EMERGING SALES LEADERS: "My tip is an introspective one. I want you to really stop and think about what you do on a daily basis, and how many times you don't speak up, or you second guess yourself, or you don't ask for that new challenge. I don't think it's always fear. I think it's sometimes we're just not convinced that we have the time, or that we're smart enough, or good enough, or whatever it is we do to ourselves, and we all do it, male and female. Take a few minutes to stop and think about that and then ask yourself, how is that impacting your sales and your career? Or if you're managing people, the impact that you're having on them."

419: Gina Stracuzzi Shares the Three Key Mindsets of High-Performing Women in Sales Leaders

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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