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June 16, 2025
Ep 11 Fred Diamond, Co-founder, Institute for Effective Professional Selling
How Sales Teams Win When Engagement Becomes a Sport
about the episode
Enterprise selling isn’t solo—it’s a team sport. In this episode, Fred Diamond unpacks what makes today’s best account teams succeed: structured collaboration, specific problem-solving, and a leadership mindset. From the four E’s of sales effectiveness to insights on AI adoption, Fred shares practical frameworks and real-world stories from top companies. If you lead—or sell into—strategic accounts, this episode will change how you think about team performance and customer engagement.
Guest:
Fred Diamond, Co-founder, Institute for Effective Professional Selling (IEPS)
Host of Sales Game Changers Podcast
Main points covered:
- Why most enterprise sales teams struggle with engagement and collaboration
- The Four E’s of sales effectiveness: Engage, Empower, Elevate, and Execute
- Why account team performance depends on internal collaboration—not just individual skill
- The shift from general sales training to specific customer problem solving
- How community-based coaching models (like IEPS groups) outperform generic enablement
- Why remote work risks disengagement, and what leaders must do to fix it
- What elite sales professionals do differently to get the next meeting
- AI in sales: why adoption is low today—but poised to transform how teams prepare and communicate
- How companies should design AI into sales workflows, not just license tools
- What great enterprise sellers really want: support, visibility, and pathways to grow
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