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The Razors Edge with Barbara Giamanco|Sales|Social Selling|Marketing|Customer Experience|Technology|Business

If you want to learn from the best minds in B2B sales, marketing, service, and technology, The Razor's Edge podcast is for you. After 25+ years in Sales, Barb understands the challenges that sales leaders and salespeople face. Barb is the co-author of The New Handshake: Sales Meets Social Media and authored the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy. In this podcast, Barb interviews authors, practitioners, and sales, marketing, service, and technology leaders from across the globe who share their expertise on everything from selling and marketing strategies and skills, engaging buyers online with social selling, top trends in technology to drive increases in revenue and pipeline and much more. www.barbaragiamanco.com
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Now displaying: December, 2015
Dec 31, 2015

In my latest podcast conversation, I talked with Stu Perlmeter about why sales organizations should conduct a thorough win/loss analysis to understand why deals either closed or did not. 

 
Those organizations that do some sort of win/loss evaluation are often making incorrect assumptions based on what their sales rep tells me or the data that they've asked the sales rep to try and uncover. 
 
Human nature being what it is, you will rarely get the full picture of what happened throughout the course of the decision making process that led to a go/no go decision. This is especially true if the deal was a loss to a competing company. Having spent time with the salesperson during the process and recognizing that time and money has been invested in trying to secure the business, buyers are often very reluctant to be truthful about what went wrong. This is where a 3 party can help.

 
During my conversation with Stu, we talked about:

  • What win/loss analysis is and why it B2B companies should care.
  • How sales leaders can learn from the analysis and use it to drive and improve sales performance.
  • The benefits to both the sales organization and the organization as a whole.
  • How to get the most accurate data when doing an analysis of deals won and lost.
 
And more...
 
Enjoy and feel free to share with others!

 
About Stu Perlmeter: Stu brings 30 years of marketing and research experience to 1st Resource, which he founded in 1996. Stu’s primary expertise is in understanding the market insights that tie to success formulas for companies seeking to grow their business in strategic ways. 

Stu is an expert in designing and implementing market research that incorporates a deep understanding of social psychology and behavioral economics. Stu leads a team of ten talented researchers at 1st Resource, covering all relevant components of research: primary, secondary, qualitative and quantitative.

 
Dec 18, 2015

Salespeople always seem to be looking for that quick fix, as if one actually exists. Rather than taking a targeted and focused approach, salespeople often resort to a "spray and pray" approach by broadcasting the same message to everyone. 

Now with social media, spamcasting has taken on a whole new level of "please don't do that". Broadcasting over social channels is a quick way to created a less than positive brand impression - for you and for your company.

In this episode, Barb Giamanco and Doug Lehman talk about the common misuses of social channels and why you should avoid them.

Dec 14, 2015

Most sales messaging is overly "me" centric and are focused on what companies and their sales people want to sell versus actually caring about what buyers want and need. 

"According to sales management, the salesperson's ability or inability to communicate value messages is the biggest inhibitor keeping salespeople from achieving quota." --SiriusDecisions

Can you really blame buyer's resistance to dealing with salespeople? Their experience is, more often than not, a waste of their precious time. The inability to create a value message is at the heart of this problem. Feature dumps don't cut it, and simply making more phone calls, sending more spam emails, or broadcasting your pitch to more people on social channels aren't helping you. Your sales messaging has to change!

Barb Giamanco and Doug Lehman talk about why your message matters and what yours is probably saying about you! 

 

Dec 9, 2015
The quota year is winding down for many of you, but that doesn't mean you can rest on your laurels. Learn how important it is to focus on solving problems for customers versus trying to pitch them.
 
While you are busy closing the deals you can in the final December push, don't forget that you need to be thinking ahead to the New Year. Planting the seeds for your sales future must be top of mind.
 
Sales acceleration is an inside job, and it is all about velocity. The common myth is that buyers slow down the sales process, but it might be a big shock to many sellers to know that they are the ones slowing down the purchasing decision.
 
If you sell, you have one job to do. 
Contrary to what you might think, it isn't to sell something.
 
Selling is about helping customers solve their business problems and make buying decisions. Think about delivering value in a different way. Think of adding value as providing information quickly, in order to move buyers one step closer to a purchasing decision. Make it easy for them to make a decision.
 
Dec 4, 2015

In this episode, Barb Giamanco and Doug Lehman chat about strategies for generating higher quality leads, in less time.

 
WHY?
 
Access to decision makers is tough! An IDC study reported that inundated with data and sales pitches, buyers return only:
  • 10.5% of phone calls
  •  9% of emails from new vendors
Yet, pressured by management KPI's, every day salespeople use the same tactics - cold calls and cold emails - in an effort to convince a prospective customer to agree to a sales meeting.

In IDC's Social Buying Meets Social Selling whitepaper they concluded that "While time is scarce, trust and confidence can be even rarer. Buyers making high-impact decisions will gravitate toward methods that make confidence building easier."
 
 

 

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