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