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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 of selling.
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 of selling.
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Recent Hosts, Guests & Topics
Here's a quick summary of the last 5 episodes on Sales Game Changers | Tips from Successful Sales Leaders.
Hosts
Fred Diamond
Previous Guests
Jon Jumento
Jon Jumento is the Sales Director for Aerospace and Defense at Juniper Networks. He has extensive experience in complex sales environments, particularly in business-to-business (B2B) and business-to-government (B2G) sectors. Jon is known for his strategic approach to sales, emphasizing the importance of the account team and customer engagement in differentiating offerings in competitive markets.
Jon Jumento is the Sales Director for Aerospace and Defense at Juniper Networks. He has extensive experience in complex sales environments, particularly in business-to-business (B2B) and business-to-government (B2G) sectors. Jon is known for his strategic approach to sales, emphasizing the importance of the account team and customer engagement in differentiating offerings in competitive markets.
Kurt Greening
Kurt Greening is the Executive Vice President of Sales and Marketing at Securis, a company specializing in secure IT asset disposition and data destruction. With extensive experience in sales and marketing, Kurt has a proven track record of driving revenue growth and developing strategic partnerships. He is known for his collaborative approach to sales, emphasizing the importance of understanding client needs and delivering tailored solutions. Kurt is also active on LinkedIn, where he shares insights and connects with other professionals in the industry.
Kurt Greening is the Executive Vice President of Sales and Marketing at Securis, a company specializing in secure IT asset disposition and data destruction. With extensive experience in sales and marketing, Kurt has a proven track record of driving revenue growth and developing strategic partnerships. He is known for his collaborative approach to sales, emphasizing the importance of understanding client needs and delivering tailored solutions. Kurt is also active on LinkedIn, where he shares insights and connects with other professionals in the industry.
Chris Westfall
Chris Westfall is a recognized expert in elevator pitches and communication strategies. He is the author of 'The New Elevator Pitch' and has extensive experience in coaching professionals on how to effectively communicate their ideas and influence their audiences. Chris is known for his engaging speaking style and practical tips that help individuals connect with their audience and enhance their presence in professional settings.
Chris Westfall is a recognized expert in elevator pitches and communication strategies. He is the author of 'The New Elevator Pitch' and has extensive experience in coaching professionals on how to effectively communicate their ideas and influence their audiences. Chris is known for his engaging speaking style and practical tips that help individuals connect with their audience and enhance their presence in professional settings.
Suzanne Behrens
Suzanne Behrens is a marketing leader at Granicus, where she focuses on integrating sales and marketing strategies to enhance customer engagement and drive business growth. With a strong background in content marketing, she emphasizes the importance of delivering differentiated and valuable content to meet the needs of informed buyers.
Suzanne Behrens is a marketing leader at Granicus, where she focuses on integrating sales and marketing strategies to enhance customer engagement and drive business growth. With a strong background in content marketing, she emphasizes the importance of delivering differentiated and valuable content to meet the needs of informed buyers.
Amir Capriles
Amir Capriles is a sales leader at Granicus, known for his strategic approach to sales management. He advocates for treating sales territories like a business, emphasizing planning, execution, and delivering unique value to clients. His insights into sales leadership and strategy have made him a respected figure in the industry.
Amir Capriles is a sales leader at Granicus, known for his strategic approach to sales management. He advocates for treating sales territories like a business, emphasizing planning, execution, and delivering unique value to clients. His insights into sales leadership and strategy have made him a respected figure in the industry.
Topics Discussed
complex sales
internal resources
B2B sales
B2G sales
account team
customer care
discount request
fast PO
sales
marketing
collaboration
preparation
presence
elevator pitch
trust
influence
Sales and Marketing
Granicus
Sales Excellence
Content Differentiation
Sales Strategy
Episodes
Here's the recent few episodes on Sales Game Changers | Tips from Successful Sales Leaders.
0:0025:30
Using Joe Swope’s Creativity Algorithm to Reignite Sales Performance
This is episode 749.
Read the complete transcript on the Sales Game Changers Podcast website.
Today’s show featured an interview with Joe Swope, author of “The Creativity Algorithm,” and Desmond Richelsen, VP of Sales at AMES, Inc.
JOE’S TIP: “One specific thing someone should do is every day carve out a couple minutes, ask yourself why, when, and how is your next good idea, your transformative idea that will get you over that brick wall? How is it going to happen? What are you doing to invite it? Because that’s probably the most important thing in your sales practice, is your own mind.”
DESMOND’S TIP: “Make sure that you are being the best that you can be, and that will allow everybody else to follow you in the right direction.”
This is episode 749.
Read the complete transcript on the Sales Game Changers Podcast website.
Today’s show featured an interview with Joe Swope, author of “The Creativity Algorithm,” and Desmond Richelsen, VP of Sales at AMES, Inc.
JOE’S TIP: “One specific thing someone should do is every day carve out a couple minutes, ask yourself why, when, and how is your next good idea, your transformative idea that will get you over that brick wall? How is it going to happen? What are you doing to invite it? Because that’s probably the most important thing in your sales practice, is your own mind.”
DESMOND’S TIP: “Make sure that you are being the best that you can be, and that will allow everybody else to follow you in the right direction.”
0:0014:40
Winning Complex Sales by Engaging the Right Internal Resources with Juniper's Jon Jumento
Hosts
Hosts of this podcast episode
Fred Diamond
Guests
Guests of this podcast episode
Jon Jumento
Keywords
Keywords of this podcast episode
complex salesinternal resourcesB2B salesB2G salesaccount teamcustomer care
This is episode 748.
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.
JON'S TIP: "In complex B2B and B2G sales, your product isn’t your only differentiator—your account team is. It’s how you show up, how you execute, and how you take care of your customer that sets you apart.”
This is episode 748.
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.
JON'S TIP: "In complex B2B and B2G sales, your product isn’t your only differentiator—your account team is. It’s how you show up, how you execute, and how you take care of your customer that sets you apart.”
0:0012:54
The Denied Discount Request That Turned into a Fast PO for Kurt Greening
KURT'S TIP: "The idea is, ‘Hey, I hear you. Love to help you, but I need to collaborate with you to understand what you’re trying to accomplish, and I’ll put that together as a document that I’ll use to justify why we give you what you need."
This is episode 747.
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.
KURT'S TIP: "The idea is, ‘Hey, I hear you. Love to help you, but I need to collaborate with you to understand what you’re trying to accomplish, and I’ll put that together as a document that I’ll use to justify why we give you what you need."
0:0017:49
Preparation is Important, but Presence is Priceless Says Elevator Pitch Expert Chris Westfall
CHRIS’ TIP: ““Preparation is important, but presence is priceless. You can rehearse your message, polish your pitch, and script every word—but if you’re not fully present in the moment, truly listening, and tuned in to the needs and emotions of your audience, you’ll miss the connection that really drives trust and action. Presence is what transforms information into influence.”
This is episode 746.
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 Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here.
CHRIS’ TIP: ““Preparation is important, but presence is priceless. You can rehearse your message, polish your pitch, and script every word—but if you’re not fully present in the moment, truly listening, and tuned in to the needs and emotions of your audience, you’ll miss the connection that really drives trust and action. Presence is what transforms information into influence.”
0:0027:51
Bringing Sales and Marketing Together at Granicus with Suzanne Behrens and Amir Capriles
Hosts
Hosts of this podcast episode
Fred Diamond
Guests
Guests of this podcast episode
Suzanne BehrensAmir Capriles
Keywords
Keywords of this podcast episode
Sales and MarketingGranicusSales ExcellenceContent DifferentiationSales Strategy
This is episode 745.
Read the complete transcription on the Sales Game Changers Podcast here.
Get your tickets to the 15th Annual IES Sales Excellence Awards here. They will be on May 1 at the Mclean Hilton in Tysons Corner, VA.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
SUZANNE’S TIP: ““Content must differentiate and influence. Buyers are smarter and more selective, so we need to deliver real value through every interaction.”
AMIR’S TIP: “The best sales reps run their territory like a CEO runs a business. They plan, they execute, and they lead with differentiated value.”
This is episode 745.
Read the complete transcription on the Sales Game Changers Podcast here.
Get your tickets to the 15th Annual IES Sales Excellence Awards here. They will be on May 1 at the Mclean Hilton in Tysons Corner, VA.
The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here.
SUZANNE’S TIP: ““Content must differentiate and influence. Buyers are smarter and more selective, so we need to deliver real value through every interaction.”
AMIR’S TIP: “The best sales reps run their territory like a CEO runs a business. They plan, they execute, and they lead with differentiated value.”
Ratings
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Global ratings are aggregates of the individual countries
