I talked with Jane about Relational Intelligence, which is similar in some ways, but different from Emotional Intelligence. Jane and I talked about how Relational Intelligence impacts revenue growth, the drivers of Relational Intelligence, how you can use it to improve relationships with clients and everyone around you. You'll hear some of the challenges managers face as millennials overtake the workforce.
Jane Gentry has had a successful 30-year career in Sales, Sales Management, Consulting, Executive Coaching and Keynoting. Since forming her practice in 1999, Jane has helped senior sales leaders create engaging, collaborative and profitable client relationships. Senior Talent leaders bring her into coach managers on inspirational leadership and using Relational Intelligence to build high-functioning cross-generational teams and improve employee engagement.
In this episode, I talked with Ian about social selling and his top tips for building your online brand. And, we spent a fair amount of time talking about how social selling is more than just using the LinkedIn platform.
We kicked off with Ian's definition of what social selling is and isn't. Ian is a real advocate for making yourself stand out by using the best images of yourself and animations where possible. He shared his tips for making this work for you. Twitter was also part of the discussion and you'll learn from Ian why Twitter needs to be part of your selling arsenal and how Twitter can be used for B2B and B2C selling.
Ian Moyse. Ian is well known in the Cloud technology and Social Selling sectors & was awarded 2015 Sales Director of the Year in the UK by the institute of Sales & Marketing. He was rated #1 Social influencer on cloud in 2016 (Onalytica) #1 ITSM, #18 IOT, top 50 Data Security and top 100 Social Selling.
You can follow and contact Ian at www.ianmoyse.cloud.
I talked with Steven Rosen at STAR Results about executing with excellence. Steven shares his perspective on what it will take to be successful in 2017. We also discussed the biggest challenge companies face in terms of Strategy and execution, what the research says about business execution, why companies struggle and what companies can do to improve execution against their goals.
About Steven Rosen:
Steven Rosen, MBA and the founder of STAR Results, a leading sales management training and leadership coaching Company. He is the author of 52 Sales Management Tips – The Sales Manager’s Success Guide. Steven has been recognized as one of the Top 50 Sales Influencers.
Jeb and I talked about prospecting and why it is one of THE most important things you need to be doing to fill your sales funnel. The problem is that far too many sellers are not blocking the time to do the prospecting work. You can't prospect for new business ad hoc and expect that you'll always have a healthy sales pipeline.
Jeb and I talked about the kind of mindset you need to be a fanatical prospector, the 4 objectives of prospecting, the 3 P's that are holding people back, the golden hours of prospecting, how social selling is not the panacea to driving new sales opportunities and so much more.
Jeb is CEO of Sales Gravy and a Sales Acceleration expert who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Jeb has written a number of books and his most recent book is Fanatical Prospecting.
This is the first episode in a new "Best Of" Razors Edge podcast series. As we kick off a New Year, you'll hear from Mark Hunter talking about High-Profit Prospecting, James Muir talking about The Perfect Close, Anthony Iannarino talking about Mindset + Sales Skills and Stu Heinecke talking about How to Get a Meeting with Anyone.
Each quarter I'll release another "best of" but don't forget to go and listen to each guest interview in its entirety. I tried to capture the best nuggets I could in this "best of" series but the full interviews contain knowledge bombs you don't want to miss!
Don't forget to subscribe to the channel so you never miss an episode.