Focused on business professionals, sales leaders and professional salespeople we help you sell better, lead better and live better. Enjoy.
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Hope isn't a strategy on the battlefield or in the boardroom, yet so many salespeople hope they'll make the next sale. In Bulletproof Selling, we're bringing the best minds and selling systems together each week so you can create more impact and more income in your sales! For more free sales systems, make sure you visit www.bulletproofselling.us or follow us at https://www.linkedin.com/in/shawnrhodes/
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Execs, sales leaders, and aspiring sales managers: Ready to create a healthy, high-performance sales culture and drive significant long-term sales growth? Had it with the noise and nonsense that passes for sales advice today and the nonstop pitches promising you a new hack, trick, or tool to solve all that ails your sales? Join practitioner, speaker, coach, and globally trusted sales expert Mike Weinberg, author of the bestselling and most reviewed sales management book, for straight talk, b ...
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Institute for Excellence in Sales co-founder Fred Diamond interviews top business-to-business sales leaders from companies such as AWS, AT&T, Oracle, Microsoft, Salesforce, 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 that has become even more popular as sales professionals look for solutions in the new world o ...
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Crossing the Zone of Failure, Episode Two, Professional Fears
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This is episode two of a 7-part special Sales Game Changers series for sales professionals on addressing the fears that are stopping you from achieving unparalled sales success. Institute for Excellence in Sales Cofounder Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the su…
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A question from a sales manager: "Here’s an issue that I confront with my salespeople all of the time. They are afraid to press for the next step, because they don’t want to experience the rejection of hearing a “NO.” So, they try to keep the sale alive by not asking for resolution. This keeps them involved with customers who aren’t interested and …
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Fixing a Dry Sales Pipeline with Monica Stewart
11:16
11:16
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This is episode 693. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivo…
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The best sales are great conversations. The calls that don’t go well, on the other hand, can seem like we’re speaking different languages. To ensure we are speaking the same language as our prospects, we sat down with Jay Conner, president of The Private Money Authority. He shared the same advice he has given to over a thousand salespeople on how t…
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This is episode three of a 7-part special Sales Game Changers series for sales professionals on addressing the fears that are stopping you from achieving unparalled sales success. Institute for Excellence in Sales Cofounder Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the …
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His Grandfather's Advice to Think Ahead Helped AWS Partner Sales Leader John Reilly Build Trust
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18:12
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This is episode 692. Read the complete transcript on the Sales Game Changers Podcast website. Register for the September 13 Women in Sales Leadership Elevation Conference here. Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Sales Leader John Reilly, Sr. Manager Global ISV Sales at A…
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Partnering Excellence with AWS Public Sector Systems Integrator Partner Director Rebecca Wetherly
21:18
21:18
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This is episode 691. Read the complete transcription on the Sales Game Changers Podcast website. Register for the September 13 Women in Sales Leadership Elevation Conference here. Register for the IES Women in Sales Leadership Development programs here. Today’s show featured an interview with Rebecca Wetherly, AWS Public Sector Systems Integrator P…
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How to Maximize The Power of a Sales Call
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18:13
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There are a lot of misconceptions about sales and what constitutes a good sales call. Whether you are a professional salesperson, or you find yourself in a situation where you must convince people to do business with you – say a solopreneur, or small business person -- you need to manage a good sales call. In this podcast, I present a couple of eas…
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Episode 78 features Kristie Jones, author the fabulous new book, Selling Your Way In, which Mike describes in the foreword as one of the most unique and powerful resources he has consumed in his 34-year career. Mike met Kristie years ago at a client they were both helping, and he’s had the privilege of watching Kristie’s business and influence in t…
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How Yoga Can Make You a Better Sales Professional with Jennifer Kenney-Smith
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This is episode 690. Read the complete transcription on the Sales Game Changers Podcast website. Register for the September 13 Women in Sales Leadership Elevation Conference here. Register for the IES Women in Sales Leadership Development programs here. Today’s show featured an interview with Jennifer Kenney Smith, known as JKS. After a hugely succ…
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Getting Sales And Marketing To Work Together
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26:53
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Marketing is a critical factor in a great sale, but too many salespeople hope marketing is on the same page they are. Great salespeople work with their marketing teams to ensure all of their strategies are aligned. To learn how we can set that kind of system up for ourselves, we sat down with Chris Peer, CEO of Syncshow. He shared the same system h…
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This is episode one of a 7-part special Sales Game Changers series for sales professionals on addressing the fears that are stopping you from achieving unparalled sales success. Institute for Excellence in Sales Cofounder Fred Diamond and "Crossing the Zone of Fear" author John Knotts address how fear stops sales professionals from achieving the su…
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Using LinkedIn to Show Your Sales Leadership Prowess with Jessica Samuels
36:09
36:09
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This is episode 689. Read the complete transcription on the Sales Game Changers Podcast website. Register for the September 13 Women in Sales Leadership Elevation Conference here. Today’s show featured an interview with Jessica Samuels. She will be a keynote speaker at the Conference. IES Women in Sales Program Director Gina Stracuzzi conducted the…
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Watching the Top AI Vendors Emerge with Oracle Cloud Sales Leader Sara Chen
14:41
14:41
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This is episode 688. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, …
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Review my answer to this question: Here’s a question about best practices for B2B sales and sales leadership that I struggle with almost daily. I’m definitely known for having very high expectations that aren’t so easy to meet. I wondered if you could elaborate on what strategies you have seen succeed regarding this, because while I’m sure open to …
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Build the Sales Relationships Way Before You Need Them Says Splunk's Bill Rowan
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14:46
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This is episode 687. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond’s best-sellers Love, Hope, …
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Every salesperson occasionally finds themselves in a slump. What differentiates high-performers from mediocre ones is what they do about it. To learn how we can plan for our slumps and address them quickly, we sat down with Gregg Murphy, an investor/advisor in Patter AI. He shared with us the same system he’s been using to get himself out of sales …
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Do great B2B sales people, regardless of what they sell, have any practices in common? In other words, do the best sales people all sell the same way? And, can we learn from them? Dig into this issue and develop a plan to enhance your career. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13 books, presen…
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Sales Success Through Passionate Leadership with Carahsoft’s Cortney Steiner
29:36
29:36
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This is episode 686. Read the complete transcription on the Sales Game Changers Podcast website. Attend the August 15 IES Big Stage event here. Register for the September 13 Women in Sales Leadership Elevation Conference here. Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Cortney S…
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685: Lessons for Living Your Soul Purpose with Women in Sales Elevation Conference Keynote Speaker Jessica Joines
30:49
30:49
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This is episode 685. Read the complete transcription on the Sales Game Changers Podcast here. Register for the September 13 Women in Sales Leadership Elevation Conference here. Register for the IES Women in Sales Leadership Development programs here. Today’s show featured an interview with Jessica Joines. She will be the keynote speaker at the Conf…
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One Massive Announcement and Three Powerful Philosophies from a Super-Successful, Strategic Sales Executive
51:14
51:14
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In Episode 77 Mike can barely contain his excitement as he announces a new addition to the team! Dennis Sorenson, often described as the most driven and most strategic sales leader with whom Mike has worked, has not only joined our team but he joins us for this value-packed episode. Listen in as Mike has Dennis unpack three of the powerful approach…
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These are Today's 8 Necessary Selling Skills Says Brian Shea
18:39
18:39
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This is episode 684. Read the complete transcription on the Sales Game Changers Podcast website. Register for the Hybrid IES Big Stage Program in-person at the Carahsoft Conference Center or virtual here. Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know a…
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Having The Courage To Be Confident In Sales
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20:33
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Folks are naturally attracted to those who are excited about who they are and what they do. Conversely, if someone doesn’t have passion about what they sell, it makes it very difficult to convince anyone else it is worth buying. To learn how we can have the courage to be confident in every one of our sales conversations, we sat down with Chad Coe, …
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How Getting Past Childhood Abuse Led Jeff Giagnocavo to Sales and Business Success
29:35
29:35
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This is episode 683. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Dia…
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Maximizing Sales Efficiency: Key Economic Metrics Every Leader Should Know
18:23
18:23
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Over my career as a sales expert, I’ve personally and contractually worked with over 500 sales organizations. I’ve learned some things. Here’s one: Very few chief sales officers have a good handle on the economics of the sales force. And very few entrepreneurs think about the economics of a sales system. Almost everyone can tell you what the amount…
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Getting the Sales Fire Back with Stephanie Rowzie and Donald Kelly
31:47
31:47
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This is episode 682. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE)…
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Building Winning Culture in Appian's Public Sector Sales Org with Sales Leader Dave Dantus
27:14
27:14
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This is episode 681. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Dia…
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Bothered by an Underperforming Sales Team?
12:43
12:43
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Sales leaders who don’t have the ability to direct their sales force are at a strategic disadvantage. It’s hard to grow a successful business if the salespeople won’t take direction. In this post, we explore that and offer a solution. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13 books, presented in 4…
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You Are The Key - As Goes Their Leader, So Goes Your Team! [Back from Sabbatical & Better Than Ever]
28:37
28:37
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In Episode 76 Mike returns from his sabbatical with a reminder for sales leaders that they are STILL the key to driving the culture and results. As goes the leader, so goes their team! He also makes the case that regardless of the current business stresses or cycles, truth is still truth, best practices remain best practices, and solid execution of…
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A Clever Networking Tactic Led Barry Toser to a Nice, New C-Level Customer
12:25
12:25
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This is episode 680. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, an…
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Aluminum Leader Pyrotek Sales Development Strategies with Joe Tarulli and Dennis Been
29:41
29:41
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This is episode 679. Read the complete transcription on the Sales Game Changers Podcast here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know …
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Generative AI for Proposal Development with Rohirrim Sales Leader Brian Shealey
29:50
29:50
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This is episode 678. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Kn…
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There have been hundreds of books written about sales, each trying to make a case for their particular nomenclature. Yet, at the most basic level, sales is a relatively simple process. In this excerpt from one of my books, I share the simple sales process. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13…
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Sales Development Success Strategies with Alleyoop Women in Sales Leaders Nicole Wasilnak and Holly Sauer
35:52
35:52
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This is episode 677. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivo…
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A Turkish Shoe Shiner’s Sales Trick Gave Stephen Steers This Insight
8:02
8:02
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This is episode 676. Read the complete story on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. This is a Sales Story and a Tip episode! Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a…
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Show Genuine Interest in Your Customers and the Results Will Be Huge Says Andy Miller
13:05
13:05
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This is episode 675. Read the complete story on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best…
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Finding the Best Sales Professional Within Yourself with Umar Hameed
32:40
32:40
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This is episode 674. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today’s show featured an interview with mindset specialist Umar Ham…
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Sales Call Preparation that Blew the Customer Away with Tricia Fitzmaurice
7:34
7:34
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This is episode 673 and is a Sales Story and a Tip podcast. Read the complete transcription on the Sales Game Changers Podcast website here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners,…
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How Many Sales Calls Should a Salesperson Make?
13:22
13:22
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This is my answer to a question submitted by a sales manager: How many sales calls should a salesperson make? The answer may surprise you. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations. In these ten-minute podc…
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Use Compensation Right to Get Optimal Sales Rep Performance Says Lee Salz
5:57
5:57
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This is episode 672. Read the complete transcription on the Sales Game Changers Podcast website. This is a Sales Story and a Tip episode! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, an…
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Creative Sales Career Paths for Women and Underrepresented Communities from SkillStorm Leader Julianne Zuber
38:46
38:46
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This is episode 671. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivo…
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While emails are not as effective as they once were, they should still be a tool in our conversion toolbox. The best salespeople still use emails, but they ensure that those emails are relevant to their prospects. To learn how to make our emails more effective so we can capture more clients, we sat down with Adam Rosen, founder of Email Outreach Co…
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The Timing Needed to Be Right for Jeffrey Wolinsky's Sale to Happen
7:42
7:42
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This is episode 670. Read the complete transcription on the Sales Game Changers Podcast website. This is a "Sales Story and a Tip" podcast episode. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show fea…
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How to Excel at the Most Important Sales Process
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Probably the most common sales process in the B2B world is ‘creating a client”. That’s my terminology for influencing a customer to buy routinely and repeatedly from you. Every organization and every salesperson can do it better. Here’s some insights on how to. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has author…
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How Large Sales Deal Expert Barbara Weaver Smith is Using AI Right Now
32:03
32:03
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This is episode 669. Read the complete transcription on the Sales Game Changers Podcast website. Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Register for the IES Women in Sales Leadership Development programs…
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As salespeople, we are always looking for ways to replicate our best sales. But what if the key to getting more of our best customers has nothing to do with finding new prospects? In this episode, we sat down with Tom Parbs, vice president of sales for Haas Alert. He showed us how he coaches his sales team to capture what works and ensure it is con…
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Hiring Your Next Salesperson -- You Can Do Better
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The decision about who to hire for a sales position is one of the riskiest and potentially costly decisions a sales manager will make. Over my 30 years as a sales consultant, I’ve learned some lessons. Here are some of the best practices to help you make it better. Dave Kahle is a B2B sales expert, and a Christian Business thought leader. He has au…
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What Women in Sales Icon Jill Konrath is Doing to Make the World a Better Place
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This is episode 668. Read the complete transcription on the Sales Game Changers Podcast website. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivo…
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Their New Issue & Outcome-Focused “Sales Story” Radically Upgraded How This Sales Team Is Being Perceived [plus post-sabbatical predictions]
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Episode 75 continues the string of recent shows where Mike shares real-life examples from what he’s observing with sales and sales management teams. In this case, Mike was blown away leading a follow-up workshop with a large team that had done the heavy lifting to sharpen their “sales story.” Rep after rep testified to the difference in how custome…
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During a busy schedule, how do we take time to ensure that we are not falling behind? Instead of waiting for our environment to change before we do, we can take the initiative on our improvement by ensuring we are using best practices. To learn how to systemize rapid evolution in our skill set, we sat down with Moustafa Moursy, president of Push An…
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