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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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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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