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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: July, 2016
Jul 28, 2016

In my latest podcast episode, I talked with Cian McLoughlin, Founder and CEO of Trinity Perspectives. Cian is also the author of a new book called: Rebirth of the Salesman: The World of Sales is Evolving. Are You?

We discussed the changes that have eclipsed sales during the past 10 years and why salespeople need to be thinking about how to adapt their approach. We talked about the following:

 

  • The driving force requiring salespeople to rebirth themselves.
  • Why storytelling has become the #1 skill to master in sales and business today.
  • How buyers really make their buying decisions. It might not be what you think.
  • The role of emotional intelligence in the selling process and the ability to be situationally aware of what is going on around you.
  • The greatest sales challenges facing businesses and how they can be overcome.
  • Why you need to "know they prospect".
  • Who will be the ultimate winner in the battle between salesperson and sales automation (and other tech tools in the stack).
  • The ways in which Win/Loss Analysis can redefine your sales and business success
  • The "so what card" and why you should use it in preparing every sales presentation you give.

 

About Cian:
 

He hails from Dublin, Ireland, originally, but spent much of the past 18 years in Sydney, Australia. With a sales career spanning almost 20 years, including senior management roles in a number of the world's largest software companies, Cian is the found and CEO of Trinity Perspectives. A boutique sales training and consultancy firm, Trinity is committed to helping businesses unlock the latent potential of their customer insights.

 
Cian has worked with and advised sales professionals from Brisbane to Bangkok, Christcurch to Cape Town and everywhere in between.
 
Author of the Amazon #1 bestseller Rebirth of a Salesman, and co-author of Secrets for Business Success, Cian is a regular sales and marketing commentator in the mainstream media. His blog was voted one of the Top 50 Sales Blogs in the world for the second year running by Top Sales World, and he is also a regular columnist with Smallville.com.au and the soon to be released MOB Magazine.
 
With ASX and Fortune 500 clients across Australia and the Asia-Pacific region, Cian is a passionate proponent of an ethical, honest and authentic approach to sales.
Jul 21, 2016

Tim Sanders Interview:  Dealstorming

In this episode of the Razor’s Edge, I talk to Tim Sanders about Dealstorming, a term he coined. Tim is also the creator of the Dealstorming sales process and Dealstorming is the title of his recently released book.

Tim’s book is so meaty and packed with great information that my book pages are already dog-eared, sections are highlighted and I’ve been writing notes in the sidebar. Really good stuff!

There are lots of great nuggets of information that Tim shares about the best way to brings deals to close. We also talked about: 

  • Today’s more complex buying process.
  • How salespeople and their sales leadership aren’t adapting more quickly.
  • What it takes to become an elite seller and how to create and elite sales organization.
  • Why solving problems not pitching features is what creates sustainable competitive advantage.

    The 4 levels of a sale today.
  • Why the lone wolf seller is a dying breed and more.

You won’t want to listen to this podcast just once! So listen and enjoy and be sure to get your copy of Tim’s book here.

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