This is episode 790. Read the complete transcription on the Sales Game Changers Podcast website here. This is the fifth episode of the “Marketing and Selling Effectiveness Podcast.” Every other week, 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 Tony Celeste, President of Ingram Micro Public Sector. Tony makes his second appearance on the podcast. Listen to his first episode in 2021 here. Find Tony on LinkedIn. TONY’S TIP: “Credibility is earned. It’s not claimed. You build it by listening, learning, and leading , and showing up where customers make decisions, asking questions, and bringing real insights.”
This is episode 789. Read the complete transcript on the Sales Game Changers Podcast website 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 Mike Cannady, AWS Global Director, Partner Programs and Strategic Initiatives, Public Sector. Watch the video of this podcast on YouTube here. Find Mike on LinkedIn. MIKE'S TIP: "The most successful sellers I’ve known in my career really know how to work with partners and use them as a force multiplier. If you’re not working with partners, you’re limited by your own time only, but if you’re working with partners, you get their reach, you get their relationships, and that can be a really powerful thing for you.”
This is episode 788. Read the complete transcription on the Sales Game Changers Podcast website. 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 Dr. Darin White, Founding Director, Sports Industry Program at Samford University, and Dr. Clif Eason, Director, Professional Sales Program at Samford. Find Dr. White on LinkedIn. Find Dr. Eason on LinkedIn. DR. WHITE’S TIP: “Relationships are never going to go out of style. No matter how much AI or technology we get, having the ability to build authentic, caring, servant-oriented relationships is everything.” DR. EASON’S TIP: “We’ve built our curriculum not to teach students how to sell a product, but to teach students how to communicate effectively and persuasively, and hopefully build those skills of resilience and work ethic along the way.”
This is episode 787. Read the complete transcription on the Sales Game Changers Podcast website here. On today's "Women in Sales Leadership," show, Center for Elevating Women in Sales Leadership President Gina Stracuzzi interviewed Dr. Margie Warrell. She will be the keynote presenter at the October 9 Women in Sales Elevation Conference. Register here to attend the event. 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! Watch the video of this podcast on YouTube here. Find Margie on LinkedIn. MARGIE'S TIP: "Think of one thing that you’re dealing with right now that’s causing you some stress, that’s creating some tension, that you are feeling some frustration around. Maybe you need to brave an awkward conversation. Maybe you need to put your hand up or speak up and risk rocking the boat. If you were really bringing the boldest version of you to the conversations you’re having, the interactions you’re having, the challenges that you are facing, what’s one thing that you would be doing more of, and do that. Just back yourself more because it is taking action that we come to discover, “You know what? I didn’t need to doubt myself to begin with.”
This is episode 786 of the Sales Game Changers Podcast. Read the complete transcription on the Sales Game Changers Podcast website here. This is the fourth episode of the "Marketing and Selling Effectiveness Podcast." Every other week, 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 Rebecca Umberger, Senior Advisor, Public Sector Marketing at Sage Communications. Find Rebecca on LinkedIn. REBECCA'S TIP: “Always, always, always work with your sales teams. They want to work with you. Don’t be afraid of trying new things. Don’t get stuck doing the same thing year after year after year. Keep learning, keep changing, reinvent yourself, and keep working with your teams.”
This is episode 785. Read the complete transcription on the Sales Game Changers Podcast website. In this episode of the AI for Selling Effectiveness Podcast (a sub-brand of the Sales Game Changers Podcast), host Fred Diamond is joined by Gina Stracuzzi, host of the Women in Sales Leadership Podcast and President of the Center for Elevating Women in Sales Leadership, along with Zeev Wexler, to spotlight two groundbreaking events this October: October 9 – Women in Sales Leadership Elevation Conference (Tysons Corner, VA) A full-day, in-person event exploring how women can lead with courage, clarity, and conviction in an AI-driven sales world. Expect insights on leveraging AI for career growth, policy and ethics, strategy, and frontline stories from women already breaking barriers. Keynote speaker Dr. Margie Warrell, author of The Courage Gap, will challenge attendees to find their voice in the AI revolution. 📅 October 10 – Selling Essentials Workshop: Nine Rules for AI Selling Effectiveness (Hybrid – Reston, VA + Virtual) Led by Zeev Wexler and the Institute for Effective Professional Selling, this workshop will teach B2B and B2G sales professionals how to harness AI without becoming "noise." Learn practical rules to differentiate your voice, master prompting, and amplify sales results with the right AI tools. 💡 Topics covered include: ✅ Why women must have a seat at the AI strategy table ☑️ The crucial role of policy, ethics, and governance in AI adoption ✅ Networking with leaders from top companies like AWS, Salesforce, Cisco, Intel, Hilton, Cvent, and more ☑️ The nine rules for using AI to increase effectiveness (not mediocrity) 👉 If you’re serious about taking your sales career to the next level, these back-to-back events are not to be missed. 🔗 Register now at https://theieps.com/ #AI #SalesLeadership #WomenInSales #SalesEffectiveness #SalesGameChangers
This is episode 784. 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 Dr. Lenita Davis, Sales Program Director at the University of Wisconsin Claire. Find Dr. Davis on LinkedIn. DR. DAVIS’ TIP: “Sales is about giving and serving. You succeed by giving and serving others. You should always be getting better, never satisfied with the status quo. Listening is key , and the number one desire of almost any human being is to be seen. If you can really listen and let people know that you see them, you’re always going to do well.”
This is episode 783. Read the complete trancription on the Sales Game Changers Podcast website 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 interviewed LinkedIn for Selling Effectiveness expert Jessica Samuels. She will be the presenter at the September 4 IEPS Selling Essentials Workshop. Register here to attend the virtual event. Watch the video of this podcast on YouTube here. Find Jessica on LinkedIn. JESSICA'S TIP: "LinkedIn is no longer optional. It has to be the most powerful sales tool and trust-building mechanism that we use today as a sales force.”
This is episode 781. 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, Fred interviewed 2025 Sales Guru (from Global Gurus) Tom Searcy from Hunt Big Sales. Watch the video of this podcast on YouTube here. Find Tom on LinkedIn. TOM'S TIP: "Always solving, never selling. The best salespeople don’t see themselves as sellers at all. They see themselves as problem-solvers. You’re not building a relationship; you’re building a community of relationships, your community with their community. That’s how you win the big deals."
This is episode 782. 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, Fred interviewed 2025 Sales Guru (from Global Gurus) Carajane Moore from Hunt Big Sales. Watch the video of this podcast on YouTube here. Find Carajane on LinkedIn. CARAJANE’S TIP: “Tighten your target and expand your network. Identify the 10 accounts you truly want, then work with people who know those decision-makers to get warm referrals — because in today’s noisy marketplace, the most effective path to senior buyers is through trusted introductions.”
This is episode 780. Read the complete transcription on the Sales Game Changers Podcast website. This is an episode of the “AI and Selling Effectiveness Podcast.” Every other week, the IEPS posts a new show 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! Today’s show featured more ideas on how organizations should be using AI. Zeev and Fred brought on Cvent VP of Sales Operations and Enablement Franci Hirsch to discuss how they are leading the way in AI for selling effectiveness application. Find Franci on LinkedIn. FRANCI’S TIP: “Before you invest in tools or declare that AI will transform your work, take time to educate yourself. Even a few foundational courses can give leaders the knowledge and confidence to inspire their teams to act.”
This is episode 779. Read the complete transcription on the Sales Game Changers Podcast website. 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 Thomas Hosmanek, Director, St. Ambrose University Sales Center. Find Thomas on LinkedIn. THOMAS'' TIP: "Whatever industry you’re in, the thing that’s going to differentiate you is you—and your level of service.”
This is episode 779. 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, Fred and Julie meet with Murtaza Ahmed, Chief Growth Officer Civilian, Health and SLED at SAIC. Watch the video of this podcast on YouTube here. Find Murtaza on LinkedIn. MURTAZA’S TIP: “Don’t fall in love with your own capabilities — fall in love with the customer’s problem.”
This is episode 777. Read the complete transcript on the Sales Game Changers Podcast website here. In this episode of Marketing for Selling Effectiveness, a sub-series of the Sales Game Changers Podcast, host Fred Diamond and co-host Julie Murphy of Sage Communications welcome a powerhouse guest. Zhenia Klevitsky, Chief Growth Officer at ITC Federal, appears on today's show. One of the key messages that the Institute for Effective Professional Selling (IEPS) strongly communicates is that Sales and Marketing must work stronger together today more than ever before. With two decades of experience in government contracting, Zhenia shares real-world strategies for aligning sales and marketing to win complex, high-stakes federal deals. She explains why the old silos between BD and marketing no longer work and how modern GovCon growth teams must act as a unified revenue engine. You’ll learn: ✅ Why mission-first messaging is essential in federal sales ✅ How account-based marketing (ABM) shapes perception long before the RFP ✅ The power of community involvement in building trust with government buyers ✅ Why thought leadership beats traditional capture in today’s market ✅ How AI, automation, and shifting buyer expectations are changing the rules Zhenia also shares a detailed case study on how her team successfully embedded into a tight-knit local community in New Mexico and won a major contract through a bold mix of philanthropy, targeted marketing, and authenticity. Whether you're a B2G sales leader, a marketing strategist, or an executive navigating the federal buying landscape, this episode will challenge you to rethink your approach and embrace true collaboration. 🔔 Don’t forget to subscribe for more episodes that explore how sales and marketing can work together to drive effective growth in complex industries. #GovCon #FederalSales #SalesGameChangers #B2G #MarketingForSales #AccountBasedMarketing #ITCFederal #ZheniaKlevitsky #MissionFirst #SageCommunications #SalesLeadership #MarketingStrategy #BDTips
This is episode 776. Read the transcript 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, Lee Fisher, Vice President for Public Sector at Docusign discusses how public sector selling professionals can bring more value to their customers to help them achieve their mission. Lee will be a featured panelist at the hybrid IEPS Selling Essentials Workshop “End of Federal Busy Season Selling Strategies” on August 7. Learn more and register here. Find Lee on LinkedIn. LEE’S TIP: “You have to be good at a lot of things now. Knowing your missions, being consultative, being a master of your craft, using AI. And successful sales reps really care about their personal brand.”
This is episode 775. Read the complete transcript on the Sales Game Changers Podcast website. This is the fourth episode of the "AI and Selling Effectiveness Podcast." Every other week, the IEPS posts a new show 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! Today's show featured more ideas on how organizations should be using AI. It also featured the launch of the new Capgemini EVAL AI audit solution. Fred's guest again was expert in Digital Marketing, Blockchain & AI for Strategic Business & Revenue Growth Zeev Wexler, President of Viacry. Find Zeev on LinkedIn. ZEEV'S TIP: “AI should help you bring out more of your unique voice, not more of the AI. If your sales emails, LinkedIn posts, or proposals all start to sound the same, you're losing the trust that real relationships are built on."
This is episode 774. 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 Deirdre Jones Director of the University of Toledo, Edward H. Schmidt School of Professional Sales. Find Deirdre on LinkedIn. DEIRDRE'S ' TIP: “We create a safe environment where students can fail fast, learn, and get back up stronger. We teach our students to sell with confidence, courage, and compassion."
This is the second episode of the “Marketing and Selling Effectiveness Podcast.” Every other Tuesday, 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, Julie shared insights on how marketing organizations can develop better content to help the sales process flow. Center for Elevating Women in Sales Leadership president Gina Stracuzzi also appeared on today’s show. Find Julie on LinkedIn. JULIE’S TIP: “Good content will strengthen trust. Your customer will think, ‘These guys know what I need. They’re answering my questions. I’m excited about it. I’m learning—and they’re the experts.’
This is episode 772. Read the complete transcription on the Sales Game Changers Podcast website. This Sales Game Changers Podcast episode features a return to the show by Institute for Effective Professional past keynote speaker Marcus Sheridan. Marcus was the keynote speaker at the 2015 IEPS Award Event. 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, Marcus discusses his new book "Endless Customers: A Proven System to Build Trust, Drive Sales, and Become the Market Leader." Find Marcus on LinkedIn. MARCUS' TIP: "The fastest way to build trust and rise above the noise in B2B sales today is to show up on video—face-to-camera, one-to-one. Your prospects don’t need another email. They need to see you, hear you, and feel like they already know you before the first meeting."
This is episode 770. Read the complete transcription on the Sales Game Changers Podcast website here. This is the third episode of the “AI and Selling Effectiveness Podcast.” Every other week, the IEPS posts a new show 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! Today’s show featured three things sales organizations must be considering for AI in selling effectiveness from Expert in Digital Marketing, Blockchain & AI for Strategic Business & Revenue Growth Zeev Wexler, President of Viacry. Find Zeev on LinkedIn. ZEEV’S TIP: “Every company today needs an AI governance board — people inside the company who look at what’s good and bad, what’s possible and not, where the risks are low and where they’re high. Without it, it’s the Wild West—and that’s how you get hurt.”