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

Conversations about doing business in a digitally disrupted world. Each episode features a global executive or thought leader discussing current and future topics and trends in Sales, Social Selling, Account Based Selling and Marketing, Influencer Marketing, Leadership, Technology and more. If you want to learn from the best minds in B2B sales, marketing, service, and technology, The Razor's Edge podcast is for you.
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Now displaying: December, 2017
Dec 21, 2017

This episode is all about building rapid pipeline growth, a challenge facing many salespeople today. My guest, Chris Bennett shared his strategies for building the sales pipeline that delivers sales results.

We talked about:

Why so many salespeople struggle to build the proper sized sales pipeline/ funnel.

The one type of question that is designed to fuel the funnel with the right kinds of sales opportunities.

The characteristics of a good challenge question that you need to be asking.

Chris shares examples of what a good challenge question sounds like.

Through his examples, Chris reveals that it is relatively easy to ask the right kind of question and yet, he talked about why more reps don't do it.

You'll learn what happens when salespeople are trained to use these questions properly. And Chris shared examples of actual sales results.

Finally, we discussed what sales managers can do to support their salespeople in this process.

Enjoy the interview!

 

About Chris:

Chris Bennett heads up Chris Bennett Sales Training. Chris has been helping businesses increase pipeline and crush quota for 24 years. He always measures for hard financial results.  He has worked with companies like Dimension Data, CDW, SHI, Bell Canada, Royal Bank of Canada, TELUS, Cisco, AT&T, and others. The core of his teachings are built upon the foundation of; understanding, helpfulness and creating real measurable business impact.  He believes in relentless follow up. He is happily married and loves recreation such as; fishing, skiing, golf, tennis, squash and mixed martial arts.  He is an avid Chicago Bears fan and listens to classic rock turned up loud.

Connect with Chris on LinkedIn.

Dec 7, 2017

My guest in this episode is James Bawden, Business Development and and Sales Excellence Coordinator at Evalueserve. Our conversation focused on the importance of empowering and motivating your front-line sellers.

We talked about:

Why it is important to provide emotional support and guidance in order to motivate your team members.

James' suggestions for how leadership can grow and nurture their sales talent.

Where leaders can go wrong when working with new salespeople.

Tips for salespeople just getting started in their career.

How peer to peer relationships play a role in empowering the front line to be the best that they can be.

Enjoy the interview!

About James Bawden

James is the Business Development Manager and Sales Excellence Coordinator at Evalueserve. He is a sales professional with nearly a decade of experience in several industries, spanning from wireless retail sales to complex B2B sales. He has a unique vantage point on sales leadership, as he has continually been promoted to leadership roles and been charged with leading a team of salespeople that were once his peers. He truly knows what a front-line salesperson is like, as well as what it is like to lead a team. He is fiercely passionate about all things sales, especially providing a voice for salespeople who are just beginning their careers.

Connect with James on LinkedIn and Twitter

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