Claim OwnershipSales Game Changers | Tips from Successful Sales Leaders
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Institute for Effective Professional Selling 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 of selling.
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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."
This is episode 822. 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 Louise McEvoy, Senior Vice President, Global Channel Sales at Keyfactor. Find Louise on LinkedIn. LOUISE'S TIP: "Bring your best self every time. If you've done everything you can, then the outcome isn't failure, it's just part of the journey."
This is episode 821. 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 Nick Michaelides, former Senior Vice President of U.S. Public Sector Sales at Cisco and the 2026 IEPS Lifetime Achievement Award recipient. Find David on LinkedIn. NICK'S TIP: "Every sales professional needs to lean in on AI and understand where the technology is going, because if you don't, someone else will, and they will outsell you."
This is episode 820. 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 David Drahozal, former Sr. Director of U.S. Public Sector Channel Sales at NetApp, who is announcing his retirement after decades of leadership in the public sector technology channel. Congratulations, and thank you for sharing your insights and experience with the Sales Game Changers community. Find David on LinkedIn. DAVID'S TIP: "Implement the 120 rule. If something takes under 120 seconds, do it immediately. Otherwise all the little things pile up with the big things and it becomes overwhelming."
This is episode 819. 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. 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 David Brauer, Director of the Sales Institute of West Virginia University. Find Dennis on LinkedIn. DAVID'S TIP: "Build your network. Always be growing it no matter how far along you are in your career. Connect with new people because you can learn from everybody. Opportunity dances with those who are on the dance floor."
This is episode 818. 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 Dennis Lucey, Vice President at Akima Global Technologies. Skilled in Storage Area Network (SAN), Government, Storage, Customer Relationship Management (CRM), and Go-to-market Strategy. Find Dennis on LinkedIn. DENNIS' TIP: "Anytime you do an outreach, particularly to a Fed, put it in context. Why do you want to connect and what are you bringing to them? Not what they can do for you, but what you can do for them."
This is episode 817. 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 Mark Amtower, author, speaker, podcaster, and consultant who helps SMEs, government contractors, and consultants gain visibility, credibility, and traction in the federal market. Find Mark on LinkedIn. MARK'S TIP: "Anytime you do an outreach, particularly to a Fed, put it in context. Why do you want to connect and what are you bringing to them? Not what they can do for you, but what you can do for them."
This is episode 816. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. This is an Office Hours - Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast. 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 Frank Hauck, former President, Banking, NCR Corporation, and the founder of the Hauck Sales Performance Lab at Bryant University. Find Frank on LinkedIn. FRANK'S TIP: "Preparation drives performance. Don't walk into a call hoping to be good. Prepare until you're great."
This is episode 815. Read the complee transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. This is an Office Hours – Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast. 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 Dr. Andrea Dixon, Executive Director, Center for Professional Selling, Baylor University. Find Dr. Dixon on LinkedIn. DR. DIXON'S TIP: "We can't just be preparing students for an initial role. We have to prepare students for their career and for life."
This is episode 814. Read the complete transcription on the Sales Game Changers Podcast website. Join the IEPS Selling Essentials Marketplace webinar with Zeev Wexler and Tom Snyder on February 24 at noon EST here. This is an episode of the "AI and Selling Effectiveness Podcast" with IEPS Selling Essentials Marketplace partner Zeev Wexler from Viacry. 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! This episode previews IEPS' February 24 webinar with Zeev Wexler and Tom Snyder, exploring how sales teams can move beyond casual AI use to build repeatable workflows with Microsoft Copilot that improve prospecting, qualification, and selling effectiveness. The conversation emphasizes "human + AI" — using AI as a true sales assistant while keeping emotional intelligence, trust, and relationships at the center of closing deals. Find Zeev on LinkedIn. ZEEV'S TIP: "AI is not going to replace you but if you don't learn how to use it, another salesperson who does will."
This is episode 813 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 "Women in Sales Leadership," show, Center for Elevating Women in Sales Leadership President Gina Stracuzzi interviewed Erika Irby, Director, Channel Marketing, Americas for Veeam. Watch the video of this podcast on YouTube here. Find Erika on LinkedIn. ERIKA'S TIP: "Always choose yourself because that's when you become your most trusted, authentic leader. In the channel, trust and relationships are everything. Without them, you never get past the first conversation."
This is episode 812. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. This is an Office Hours - Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast. 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 interviewed Dr. Dawn Deeter, Director of the National Strategic Selling Institute at Kansas State University. She brought on one of her program's sponsors Nate Lindstrom at Lockton. Find Dr. Deeter on LinkedIn. Find Nate on LinkedIn. DR. DEETER'S TIP: "If you're a hiring manager, actively seek out nearby universities with sales programs. You'll gain years of advantage by hiring sales-ready graduates." NATE'S TIP: "The generalist is dying." The future belongs to specialists who deeply understand an industry and how their solution creates value inside it."
This is episode 811. Read the complete transcript on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. This is an Office Hours - Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast. 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 interviewed sales professor Rhett Epler at Old Dominion University. Find Rhett on LinkedIn. RHETT'S TIP: "To see somebody get into a great career just changes their life. To be even a small part of that is one of the most underrated privileges this job has to offer."
This is episode 810. Read the complete transcript 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, Fred discussed influence in the sales process with Cialdini-trained expert Brian Ahearn, author of "Influencing People: Powerful Everyday Opportunities to Persuade hat are Lasting and Ethical." He was joined by Veit Albert, VP of Sales at hearing aid company hear.com. Find Veit on LinkedIn. Find Brian on LinkedIn. VEIT'S TIP: "Influence is responsibility. You can use it to push people or to lift them up." BRIAN'S TIP: "Customers won't buy from you just because they like you, but they'll probably never buy from you if they don't."
This is episode 809. 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. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Effective Professional Selling Emerging Sales Leader Program 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 and Insights for Sales Game Changers now! Today's show featured an interview with Joe Mindak, Cofounder of Nolodex, an Enterprise SaaS Platform focused on revolutionizing and monetizing B2B referral transactions within communities. Find Joe on LinkedIn. JOE'S TIP: "Sales has always been about who you know. Now it's finally okay to say: if I help you win business, I should get paid for it."
This is episode 808. Read the complete transcription on the Sales Game Changers Podcast website here. This is a special episode of the "Office Hours - Sales Professors Unplugged Podcast." The show feature interviews with sales professors at universities with a sales excellence programs. Many of the universities are members of the University Sales Center Alliance. Watch the interview 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! Today's show is a special "Office Hours - Sales Professors Unplugged" episode featuring Andy McGowan, Director, Center for Professional Selling at Virginia Commonwealth University. Find Andy on LinkedIn. Andy's TIP: "The best sales professionals never stop training; the moment you think you're done learning is the moment you start falling behind."
This is episode 807. 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 interviewed Trellix SVP of Sales Craig Bowman about his new book "CRAFT: CIA Tradecraft Meets AI: The New Rules of Elite Selling. Craig shares how lessons learned from his years at the CIA should be applied by selling professionals. It was a remarkable interview. CRAFT stands for: ✔️ Conduct Research – Identify where real change, urgency, and opportunity exist ✔️ Refine & Target – Map the true sphere of influence inside complex organizations ✔️ Activate – Engage partners and stakeholders as allies, not tools ✔️ Find the Value & Pain – Uncover what truly motivates your buyer beyond the surface ✔️ Tailor & Validate – Prove success using mutually agreed-upon metrics that reduce risk Find Craig on LinkedIn. CRAIG'S TIP: "To create trust, you reduce risk. If you don't show how you've reduced the risk of failure, the deal will stall at the last five yards."
This is episode 806. Read the complete transcription on the Sales Game Changers Podcast website here. 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 discussed where we are with AI and B2B and B2Government sales with ScienceLogic leaders Wendy Wooley, VP of Customer Advocacy and Strategy, and Lee Koepping, Global Sales Engineering at ScienceLogic. Find Wendy on LinkedIn. Find Lee on LinkedIn. WENDY'S TIP: "You can't replace human relationships in sales, but AI helps you stay proactive when organizations change." LEE'S TIP: "Sales is still very much a human game. AI won't replace that but it can get you to the right people, at the right time, with the right insight."
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