Sales Game Changers | Tips from Successful Sales Leaders

Hosted by Fred Diamond

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Episodes

904

Latest episode

Jun 2026

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About the show

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.

Listen to episodes

60 recent

June 15, 202610 min

Using AI to Make CRM Data More Valuable

This is episode 851. Read the complete transcription on the Sales Game Changers Podcast website. This is the fourth episode of AI and Sales Brief, a new 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! Today's show featured an interview with AI expert Zeev Wexler, CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn. Find Tom on LinkedIn. ZEEV'S TIP: "No salesperson is going to listen to every call, capture everything that was said, and track every client response manually. But for AI, this is a matter of seconds. The more you use it, the more it learns." TOM'S TIP: "Do not prioritize pursuing the companies or potential clients you most want. Pursue first the target-rich pool of those who appear to most want you. It is a lot easier to chase the ones that most want us."

June 11, 202625 min

The Six Principles of High-Performing Sales Teams with Steve Gladis

This is episode 850. 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! Today's show featured an interview with Steve Gladis, Executive Coach, Author, and Professor at George Mason University. Find Steve on LinkedIn. STEVE'S TIP: "Start thinking like a team, not a group. Start thinking basketball, not golf. Think about what you can work on together while still performing in your individual silos."

June 9, 202626 min

How Shiraz Hasan is Building a Partner-First Growth Strategy at AT&T

This is episode 849. 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! Today's show featured an interview with Shiraz Hasan, Head of Channel Sales at AT&T. Find Shiraz on LinkedIn. SHIRAZ' TIP: "Always take the time to understand the outcome your customer is trying to achieve. Focus the discussion on solving that business problem, and let the sale happen naturally behind it."

June 8, 20269 min

The Biggest Sales Challenge AI Can Finally Fix

This is episode 848. Read the complete transcription on the Sales Game Changers Podcast website. This is the third episode of AI and Sales Brief, a new 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! Today's show featured an interview with AI expert Zeev Wexler, CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn. Find Tom on LinkedIn. ZEEV'S TIP: "AI is not only a virtual coach. It is baked into the process. When you make something easier and better for a salesperson, adoption happens." TOM'S TIP: "For at least the past 70 years, companies have struggled to adopt best practices and move from exposure or training to habit and mastery. Now, with AI, you can create what is essentially a full-time, never-sleeping, always-ready, always-helping coach."

June 4, 202629 min

Channel Leader Barb Huelskamp's Trip to Italy Taught Her These Five Leadership Lessons

This is episode 847. 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! Today's show featured an interview with Barb Huelskamp, Global Vice President of Channels and Alliances at SolarWinds. Find Barb on LinkedIn. BARB'S TIP: "Stomp out imposter syndrome. Stomp out fear. I took some fearless leaps early on that I think at this point in my career I would be a little scared to, but I did, and they paid off."

June 2, 202630 min

Creating Active Sellers Instead of Passive Partners with Pam Johansen and Craig Booth

This is episode 846. 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! Today's show featured an interview with channel sales leaders Pamela Johansen and Craig Booth. Find Pam on LinkedIn. Find Craig on LinkedIn. PAM'S TIP: "The role needs to be at the table with the customer. The direct seller, the channel seller, and the partner manager all need to be at the table to show the customer they have a responsible team coming together to support them in the sales process." CRAIG'S TIP: "The job of the partner program is not recruiting and onboarding partners. The job of the partner program is to produce active sellers that are creating engagement and producing revenue on the back end."

May 28, 202629 min

Driving Sales Growth Through Motivation and Recognition with Dave Caldwell from Maritz

This is episode 845. 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! Today's show featured an interview with David Caldwell, Managing Vice President of Sales at Maritz. Find Dave on LinkedIn. DAVE'S TIP: "At the end of the day, people are buying from people. Human interaction and human connection still matter. There is no substitute for being together face to face in terms of generating commerce, relationships, and opportunities for people to do business together."

May 26, 202611 min

Turning Pipeline Mirage into Sales Success with AI

This is episode 844. Read the complete transcription on the Sales Game Changers Podcast website. This is the second episode of AI and Sales Brief, a new 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! Today's show featured an interview with AI expert Zeev Wexler CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn. Find Tom on LinkedIn. ZEEV'S TIP: "The goal of AI is not to send one hundred times more emails that failed before. The goal is to send the same number of emails and make them ten times more effective." TOM'S TIP: "Before something enters the top of my funnel, it should have at least the initial evidence needed to qualify it. The standard should not be that someone answered the phone for the BDR, agreed to see a demo, and then did not show up."

May 21, 202625 min

Why Collegiate Professional Selling Programs Matter More Than Ever with Brad Anderson

This is episode 843. 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! *]:pointer-events-auto scroll-mt-[calc(var(--header-height)+min(200px,max(70px,20svh)))]" dir="auto" tabindex="-1" data-turn-id= "request-WEB:de0e0349-5442-49a8-850c-e5ff59b2cd30-382" data-testid= "conversation-turn-12" data-scroll-anchor="true" data-turn= "assistant"> On today's show, Fred meets with Brad Anderson, Director of the Sales Leadership Center at California State University, Fullerton, and Marketing Committee Member for the University Sales Center Alliance. Find Brad on LinkedIn. BRAD'S TIP: "You've got to be coachable, you've got to have grit, you've got to be willing to continue to learn and grow as everything evolves."

May 20, 202633 min

Sales Lessons Across Generations with Mark Conley and Lisa Kidder

This is episode 842. 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! Today's show featured an interview with Mark Conley, Vice president of Americas Channel Sales at Cohesity, and Lisa Kidder, Cloud Solutions Architect of Amazon Web Services at NetApp. Find Mark on LinkedIn. Find Lisa on LinkedIn. MARK'S TIP: "The three characteristics of great salespeople are ego, empathy, and guts. You've got to have a resilient ego, the ability to understand what the person you're selling to wants, and the courage to commit to something that you've never done before." LISA'S TIP: "Volunteer for the presentation you don't feel ready for, raise your hand before you feel 100% prepared. I think that's the best way to not only gain that confidence, but get the visibility to just have your career take off."