This is episode 830.

Read the complete transcription on the Sales Game Changers Podcast website.

Watch the video of this podcast on YouTube here.

The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.

FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!

Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!

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!

On today's show, Fred meets with Eric Appel, Worldwide Head of Sales; and Dean Scontras, Vice President, SLED at Island.

Find Eric on LinkedIn. Find Dean on LinkedIn.

ERIC'S TIP: "Life rewards action. Always be moving forward, moving sideways, just be moving. Attacking accounts, learning about your customers, and discovering what's important to them only happens when you're active."

DEAN'S TIP: "The true measure of a successful salesperson comes down to grit, and how they create qualified pipeline in a short amount of time. I do think grit directly transforms into how effectively you generate pipeline."

This is episode 829.

Read the complete transcription on the Sales Game Changers Podcast website.

This is a Women in Sales Leadership sub-brand of the Sales Game Changers Podcast.

Watch the video of this podcast on YouTube here.

The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.

FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!

Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!

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!

On today's show, Gina meets with Kristy Huang, Director of Global Cybersecurity, Business Development; and Carli Evantanto, Director of Business Development, Government at ABS Group.

Find Kristi on LinkedIn. Find Carli on LinkedIn.

KRISTY'S TIP: "There was a gap in how we were delivering our cyber services, so went to leadership and said, 'The cyber leadership role doesn't exist, and it should. I'm the one to run it.'"

CARLI'S TIP: "You have to be willing to say yes, especially as you're trying to grow and navigate opportunities. Unless it's detrimental to you or your family, there's no reason to say no."

This is episode 828.

Read the complete transcription on the Sales Game Changers Podcast website.

This is a Marketing and Selling Effectiveness sub-brand of the Sales Game Changers Podcast. Regularly, the IEPS posts a new show with Selling Essentials Marketplace partner Julie Murphy from Sage Communications.

Watch the video of this podcast on YouTube here.

The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.

FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!

Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!

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!

On today's show, Fred and Julie meet with Rick Herrmann, former Vice President and General Manager of Public Sector at Staples, and Paige Johnson, Chief Executive Officer at EdCatalyst Group.

Find Rick on LinkedIn. Find Paige on LinkedIn.

RICK'S TIP: "If you're not getting the results that you want, it's probably not your people. It's probably your processes, your governance models, and everything feeding the result of the scoreboard."

PAIGE'S TIP: "The more you focus on features, the less you sell. Nobody cares about what your product does. They care about the outcomes it creates."

This is episode 827.

Read the complete transcription on the Sales Game Changers Podcast website.

This is an Office Hours: Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast.

Watch the video of this podcast on YouTube here.

The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.

FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!

Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!

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!

On today's show, we interviewed Rishi Bhaskar, Worldwide Public Sector Partnership Lead at Amazon Web Services.

Find Lorenzo on LinkedIn.

LORENZO'S TIP: "When buyers make decisions, what matters most is not advantages versus disadvantages, but their perception of risk. Reducing uncertainty is what leads to the sale."

This is episode 826.

Read the complete transcription on the Sales Game Changers Podcast website.

Watch the video of this podcast on YouTube here.

The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.

FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!

Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!

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!

On today's show, we interviewed Rishi Bhaskar, Worldwide Public Sector Partnership Lead at Amazon Web Services.

Find Rishi on LinkedIn.

RISHI'S TIP: "If you engage customers in their context, not in technology terms, that's fundamental to success. When you can speak both mission language and technical language, your credibility is established immediately."

This is episode 825.

Read the complete transcription on the Sales Game Changers Podcast website.

This is an Office Hours: Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast.

Watch the video of this podcast on YouTube here.

The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.

FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!

Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!

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!

On today's show, we interviewed Greg Accardo, Director, Professor and Instructor at the Louisiana State University Professional Sales Institute. Find out more about the LSU Sales Symposium event on April 9th here.

Find Greg on LinkedIn.

GREG'S TIP: "Your key to success in sales is to truly understand your customer's business, even better than they do. That's what separates you, because products are similar, but becoming a trusted resource is what makes you different."

This is episode 824.

Read the complete transcription on the Sales Game Changers Podcast website.

This is an Office Hours: Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast.

Watch the video of this podcast on YouTube here.

The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.

FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!

Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!

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!

On today's show, we interviewed Brian Collins, Director of the Sales Center at Virginia Tech and IEPS first College Sales Educator of the Year awardee.

Find Brian on LinkedIn.

BRIAN'S TIP: "Spend your time where it matters most. If something isn't real in your pipeline, be honest with yourself, move on, and focus on opportunities that actually move the needle."

This is episode 823.

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.

FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast!

Subscribe to the Sales Game Changers Podcast now on Apple Podcasts!

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!

On today's show, we interviewed Kelli Furrer, Chief Marketing Officer and Chief Revenue Officer at Slingshot Aerospace.

Find Louise on LinkedIn.

KELLI'S TIP: "In complex markets, if you win the narrative early, you win the contract later. Marketing doesn't close the deal, but it shapes the conditions for it long before the opportunity appears."