Sales coaching is a hot topic and one that is often misunderstood. Coaching isn't the same as managing and does require a different skill set to be effective. In this episode, I talked with Richard Smith about his perspective on sales coaching. We talked about:
The difference between training and coaching.
The disparity between sales leaders valuing coaching but not actually doing it.
Tips for sales managers to find the time to coach.
Coaching remote reps effectively.
Creating a coaching culture in your sales organization.
Richard Smith is a sales professional of almost ten years, selling SaaS solutions to SME and Enterprise organisations. He is currently the Co-Founder and Head of Sales for UK SaaS company. Refract - sales coaching and feedback technology for calls, demos, and emails. He is passionate about sales development and changing the broken culture and mindset towards sales coaching.
With quota's to hit and increasing stiff competition, increasing productivity is always on a sales manager's mind. How do they help their salespeople do more in less time? In this episode, I talked with Scott Amerson, VP of Sales at VanillaSoft, and we discussed:
Enjoy the interview!
As Vice President of Sales, Scott is responsible for leading VanillaSoft’s global sales team. He is a results-driven professional who brings more than 25 years of sales and executive-management experience to VanillaSoft. He is a proven veteran at building a scalable infrastructure for inside sales and call center teams by defining key performance indicators, sales process, and training programs.
In this special episode, learn about creating presentations that move deals forward with Victor Antonio, breaking barriers in sales and in life with Elinor Stutz, relational intelligence with Jane Gentry and the psychology of the purchasing decision with Jeff Shore. Once you listen to the best of, you'll want to go and listen to the full interview with each of these great guests!
Artificial Intelligence is increasingly showing up in more and more business processes and sales is no exception. In this episode, I talked to Dennis Mortensen about how artificial intelligence can be incorporated into one challenging aspect of selling, which is getting meetings scheduled with prospects and clients. We talked about:
Prospecting best practices for sales people for using AI when trying to set up first meetings.
The etiquette of using an AI to schedule their meetings.
Dealing with the social dynamics when they are dealing with important customers.
How artificial intelligence can be used to handle a variety of meeting time requests and multiple people's schedules who also need to be part of meetings.
Enjoy the interview!
Dennis R. Mortensen is the CEO and Founder of x.ai. He’s a pioneer and expert in leveraging Data and a serial entrepreneur who has successfully delivered a number of company exits on that theme. Dennis’s long term vision of killing the inbox triggered the formation of x.ai and the creation of an artificial intelligence personal assistant to schedule meetings. He’s an accredited Associate Analytics Instructor at the University of British Columbia, the Author of Data Driven Insights from Wiley and a frequent speaker on the subject of AI, intelligent agents, and the future of work. A native of Denmark, Mortensen currently calls New York City his home.
Being able to clearly communicate value to potential buyers is a real art and a key opportunity for you to differentiate yourself from your competitors. In this episode, I talk to Lisa Dennis of Knowledgence Associates about:
How value propositions are important to both marketing and sales people – and why this topic led Lisa to write her book.
Lisa's primary research on value propositions and what she found.
The differences between the value props salespeople use versus what marketing uses.
The top 3 ways to make a value proposition really “speak” to a buyer.
The most important thing to consider as a marketer or salesperson when developing or upgrading a value proposition.
Enjoy the interview!
Lisa Dennis who is President of Knowledgence Associates, brings to the table over thirty years of marketing and sales experience as both a practitioner and a consultant. The core focus of her business is to help clients to “see the world through their customers’ eyes.” She has consulted to companies like Citrix, CSC, Dell, FedEx, HP, Hitachi, IBM, Verizon, Wipro and many others.
She is co-author of the book 360 Degrees of the Customer: Strategies & Tactics for Marketing, Sales and Service. Her new book: Value Propositions that Sell: Turning Your Message into a Magnet that Attracts Buyers is due out in the Spring 2017.
Jeff shared his expertise with me about the psychological factors at play in the purchase decision. We talked about:
Some of the things salespeople do in a typical sales presentation that makes it difficult for a customer to make a purchase decision.
Whether or not you need to adjust your sales presentation when selling a complex product.
A few of the common mental shortcuts that customers take when they are making a purchase decision.
And the point when you cross the line from being an advocate to an adversary. In other words, how do you know when to stop pushing a customer to a purchase decision?
Enjoy the interview!
Jeff is a highly sought-after sales expert, speaker, author, and consultant whose innovative and real-world selling strategies help you to change your mindset and change your world. His latest book, "Closing 2.0," is now available. Learn more at jeffshore.com and follow Jeff on Twitter.
The sales profession is in the midst of a perfect storm. Buyers have more power, more information, more at stake, and more control over the sales process—than at any time in history.
Legions of salespeople and their leaders are coming face-to-face with a cold, hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success.
Yet, in the eye of this storm, an elite group of top 1 percent sales professionals are crushing it. These Ultra-High Performers are acutely aware that the emotional experience of buying from them is far more important (and powerful) than products, prices, features, and solutions.
Do you want to know how ultra high performing sales reps do it? This is the episode for you.
In the book, Jeb shares the specific strategies that ultra high performers use leveraging sales-specific emotional intelligence to close complex deals.
Jeb and I talked about:
Sales EQ begins where many of the great books and sales training programs like The Challenger Sale, Strategic Selling, Insight Selling, and SPIN Selling leave off. It addresses the emotional side of selling and the human relationship gap in the modern sales process.
It was such a great conversation that I didn't limit this one to 20-minutes. So, strap in and plug in for the next 45-minutes. It will definitely be worth your time!
About Jeb Blount:
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 including Fanatical Prospecting and his latest book Sales EQ.
In this episode, I talked with Ken about how to build predictable revenue in their sales organization. It all first starts with hiring the right people every time. Ken also talks about the importance of having a solid recruitment process in place to be building their talent pipeline consistently. We also talked about taking the emotion out of hiring, how to build a solid process, the elements of great onboarding, sales assessments and more
Enjoy the interview!
Ken provides keynotes, consulting services, training and products designed to improve business and revenue performance. His company Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 17 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.
Sales enablement as a discipline is growing although it still means different things to different people. In 2013, only 19% had such a program, function or initiative. And in 2016, 33% reported having an enablement program, initiative or function. But at the same time, quota attainment is decreasing (from 63% in 2012 down to 55.8% in 2016).
In a nutshell, only one-third of all enablement initiatives meet or exceed their expectations, but two-thirds are not. That’s a problem, and Tamara shared her views on why that is happening.
Enjoy the interview!
Tamara Schenk is research director at CSO Insights, the research division of Miller Heiman Group, focused on all things sales force enablement, frontline sales managers, and collaboration.
She enjoyed more than twenty years of experience in sales, business development, and consulting in different industries on an international level. Before becoming an analyst in a research director role in January 2014, she had the pleasure to develop sales enablement from an idea to a program and a strategic function. At T-Systems, a Deutsche Telekom company, she the global sales force enablement and transformation team.
I talked with Tim Hughes about social selling and why integrating the use of social channels into your selling mix is a must. You'll hear from Tim how he defines social selling. Why using social as part of your sales strategy is important in today's business landscape. Tim will also share his views on where social selling is most successful, some of the common mistakes and pitfalls, as well as what it will take for you to become a successful social seller.
Tim is a transformational leader, best-selling author and top 10 Social Media influencer. With a background in sales and sales management, Tim has been involved in Social Media for over 7 years, having built a following of Twitter of 170,000. His book "Social Selling - Influencing Buyers and Changemakers" is a bestseller. He is also an internationally renowned speaker, blogger, and writer.
Tim is the co-founder of Digital Leadership Associates a company designed to help companies make a transformational move to embrace digital and social. http://www.digitalleadershipassociates.com/
Today’s topic is Emotional Intelligence and why it is going to be one of the hottest job skills needed by 2020. I kicked off the conversation by having Jennifer tell me who she got started with the work she does today. We then talked about:
Jennifer Leake is Certified Management Consultant, speaker and trainer - and one of the most experienced authorities on employee selection, engagement, and performance.
Her clients are leaders who embrace the related concepts of Employee Engagement and Emotional Intelligence for a competitive advantage and greater results and profits. With the World Forum's prediction that Emotional Intelligence will become one of the top 10 job skills required by 2020, Jennifer is on a mission to educate and assist clients who want to master this secret weapon for success.
Connect with Jennifer on LinkedIn
I talked with Victor Antonio about sales presentations and how you can perfect a pitch that leads deals forward. Victor shared his perspective on why your sales presentation matters so much, the elements of a great presentation, and the best way to engage buyers in a way that leads them to say yes to meeting with you. We also talked about many of the common mistakes sellers are making today that get in the way of them achieving their sales objectives.
Enjoy the interview!
About Victor Antonio
A poor upbringing from one of the roughest areas of Chicago didn't stop Victor from earning a B.S. Electrical Engineering, an MBA and building a 20-year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company. He has shared the stage with top business speakers: Rudy Giuliani, ZigZiglar, Paul Otellini (CEO of Intel), and John May (CEO of FedExKinkos).
He's the author of 12 books on sales and motivation and recently released his Seminars On Selling course with 200+ sales training videos.
When a new sales leader arrives on the scene, or when things in the sales organization aren't delivering the needed results, it is not uncommon to embark down the path of a sales turnaround. But what makes for a strong sales turnaround?
In this episode, I talked with Andy Paul about what sales turnarounds are, when a sales turnaround is needed, steps managers can take to turn things around, whether the order in which you attack things matter and more.
About Andy Paul:
Andy is a best-selling author, top-rated podcaster, and blogger, speaker and sales coach. Andy’s top-rated 6-day per week podcast, Accelerate! with Andy Paul, is the go-to resource for a rapidly growing audience of sales leaders.
Andy is also the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions and the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales.
Closing more sales begins with having a pipeline filled with high-quality leads. In this Razor's Edge episode, I talked with Philip Schweizer at Saleswings about what it takes to drive strong lead generation in today's highly competitive environment.
How Philip originally studied hospitality management and how that fits a career in sales.
The challenges he sees people in sales facing today.
How salespeople waste a lot of time on leads that go nowhere and how that led to him developing the Saleswings platforms.
Benefits of the Saleswings platform for both sales and marketing teams.
About Philip Schweizer:
Philip Schweizer. Philip is CEO and Founder at Saleswings. The Saleswings solution SalesWings uncovers your 5 to 20% most sales-ready leads, leading to better sales results. He is a start-up business development specialist, sales technology expert, and sportsman.
To achieve superior results as a leader, you must first understand why people follow. With this premise in mind, Scott and I talked about why employees and colleagues are motivated to comply with a directive—and why some are not—as well as how to increase their commitment to getting the job done.
We also talked about how Scott's book is different from the thousands of leadership books on the market. You'll learn the first cardinal rule of human behavior, tactical exercises that managers (or anyone) can use to build their leadership skills, and how to development your leadership skills on a budget.
About Scott Love:
Scott shows managers how to be the boss nobody will leave. With over 20 years of empirical research, he gives managers tactical ideas to lead in a way that increases employee retention, reduces turnover, and attracts high achievers. He is a successful entrepreneur, professional keynote speaker, the author of Why They Follow, and is a graduate of the United States Naval Academy in Annapolis, Maryland.
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.
Elinor Stutz broke through barriers long before doing so was popular. Against all odds she defied the theme, “women can’t sell” to become the top producer at every company she ever worked all the while ignoring attempts to get her to quit.
While on a stretcher with a broken neck predicted to be irreparable, Elinor saw two visions come to her. The first presented a report card showing it was her duty to begin empowering communities, and the second showed she was to become a worldwide speaker. She vowed with all her heart that she would rise to the occasion. Being the sales pro, she negotiated the outcome of healing 100%. The entire medical staff came to her recovery room to meet her and exclaim, “You are a walking miracle”. Stutz’ motto became, “Believe, Become, Empower.”
Moving full steam ahead six months later, she created Smooth Sale. Next steps to include ignoring all negativity:
• Her first book, Nice Girls DO Get the Sale: Relationship Building that Gets Results, is an International Best-Seller featured in TIME Magazine and on CBS-TV news.
• The Smooth Sale blog is distributed among corporations, entrepreneurs and media.
• Kred declared Elinor to be A Top 1% Influencer
I talked with Corey about what it takes to be a top sales producer in today’s ultra-competitive business environment. We talked about:
What led to Corey's own personal success in sales.
Top traits he thinks high performers have in common.
Ideas for being creative when trying to get to hard to reach buyers.
Metrics to measure and track.
Making it easy for your sales manager to support you.
Corey is the President and Founder of The Long Term Care Planning Group, a firm that specializes in delivering Long Term Care education and coverage to companies, high net worth individuals, and large organizations. Since 2001, Corey has devoted his career to Long Term Care as a result of multiple personal experiences. A neutral provider of Long Term Care Solutions since 2001, Corey brings a unique and comprehensive consultative perspective to this issue.
Learn about The Long Term Care Planning Group www.thelongtermcareplanninggroup.com
Connect with Corey:
LinkedIn - www.linkedin.com/in/coreyrieck
In this episode, I talked with Mike Kunkle who is the senior director of sales readiness consulting at Brainshark, Inc., which provides sales enablement solutions for faster training, better coaching, and more successful sales conversations. Mike has spent more than two decades helping companies transform their sales results.
Mike and I discussed how to improve field training & sales coaching quality with the ROAM method.
You will learn just what the ROAM method is, how a sales manager can implement the strategy, training, and coaching methods to support the process and what can sales organizations or companies can do to enable their managers to use ROAM effectively.
Mike has made this offer to listeners -If you want to watch a webinar recording about ROAM and especially more detail about the dashboard and the field training and coaching models that we discussed. Visit: bit.ly/traincoach
Learn about Brainshark - www.brainshark.com
In this episode of the Razor's Edge, I talk to Mike Saunders at the Marketing Huddle about Authority Selling, which is also the title of his best-selling book. Today, more than ever, you need to be viewed as an expert authority in your field in order to move sales opportunities forward. Mike and I discussed:
It was a great conversation that I hope you enjoy!
He is the author of Amazon Bestselling book Authority Selling™, contributor to The Huffington Post and Adjunct Marketing Professor at several Universities. As an Authority Marketing Strategist, I help business owners build their Authority and Expertise to enhance their Competitive Advantage and crush their competition by helping them become an Amazon bestselling author without writing a word using my proprietary 3 Hour Authority™ System. The result is a spectacular Authority Positioning Portfolio™ which is the solution for opening more doors to closing more business.
In this episode, I talk with Stu about his best-selling book - How To Get A Meeting With Anyone - and the creative approach that he uses to break through the competitive noise. We know that it is tougher than ever to get in front of buyers using traditional approaches like email and the telephone. That doesn't mean you throw out those approaches but I talk to Stu about other ways to stand out.
We talked about:
Enjoy the interview!
Wall Street Journal cartoonist, DMA Hall of Fame-nominated marketer and author of the new #1 best-selling book, How to Get a Meeting with Anyone, Stu Heinecke discovered the magic of "Contact Marketing" early in his career, when he launched a campaign to just two dozen Vice Presidents and Directors of Circulation at the big Manhattan-based magazine publishers. That tiny $100 investment resulted in a 100% response, launched his enterprise and brought millions of dollars worth of business.
The ability to connect with the people most important to realizing one's goals ultimately became an obsession. While Heinecke regularly employs his own cartoon-based contact methods, he became intensely interested in how others have solved this age-old challenge. As a result, he has uncovered a unique form of marketing that until now has had no name, yet it produces response rates as high as 100% and ROI figures in the tens, even hundreds of thousands of percent. In How To Get A Meeting with Anyone, he not only gives Contact Marketing its name but provides us with a definitive guide to what it is, how it works and has cataloged twenty categories of Contact Campaign types.
Heinecke is also the host of Contact Marketing Radio and President and Founder of "Contact," a first-of-its-kind Contact Marketing agency based on Whidbey Island, Washington.
One thing I love about social media, which naysayers will tell you can't be done, is that I build friendships and relationships with people all over the world but may not have talked to them on the phone or met them in person yet. Such is the case with my guest Viveka Von Rosen. An admirer, I've followed Viveka for several years, we've communicated in social channels and developed a personal relationship. When we got on Skype to record the interview that was the first time we'd actually talked to each other personally. It was great fun!
Viveka is the author of best-selling: LinkedIn Marketing: An Hour a Day (http://amazon.com/author/linkedinexpert) & contributing author (expert) to The Sophisticated Marketer's Guide to LinkedIn. I help entrepreneurs, corporations, and small business owners use social media for better business and personal branding & more effective conversations with their prospects.
Connect with Viveka on LinkedIn
In this episode of The Razor's Edge I talked with Anthony about his new book - The Only Sales Guide You'll Ever Need. We had a great conversation about what you need to succeed in sales today and in the future. This book is for you if you are in sales but your performance isn't quite where you want it to be and you don't know why.
Anthony Iannarino is an international speaker, best-selling author, sales leader, and entrepreneur. He's personally built businesses with annual revenue of $50M. He blogs daily at www.thesalesblog.com, a site that generates 130,000 page views monthly, and he hosts a weekly podcast called In The Arena.
In my interview with Deb Calvert, we talked about the idea that salespeople need to stop selling and start leading. An extremely interesting concept that is backed by some very solid research. Deb and her research partners did some extensive work to understand what buyers want from the salespeople they choose to work with. We are talking about specific behaviors that lead buyers in the direction of doing business with you or not.
We talked about:
The buyer research and how buyers view seller behaviors?
Several of the behaviors that buyers said were important to them.
The one change that sellers could make right now that would lead to greater sales success.
Enjoy the interview!
Deb Calvert, author of “DISCOVER Questions Get You Connected”, Top 50 Sales Influencer, President of People First Productivity Solutions, a UC Berkeley instructor (teaching the popular Sales Development Principles course), and a former Sales/Training Director of a Fortune 500 media company.
In this episode, I talked with James Muir, author of The Perfect Close: The Secret to Closing Sales. During our conversation, you will learn what promoted James to write the book. And did you know that the more often you try to close during a sales conversation, your chances of success actually decrease by a pretty significant margin? James also debunks some other myths about closing sales that just might surprise you.
We also talked about:
The traps that salespeople fall into when trying to close the business.
Why intent is a big deal in selling.
Why James' makes a bold statement and says that his approach is 95% effective. Listen to learn what makes it work.
The two questions that lead you in the direction of gaining commitment.
Enjoy the interview!
James Muir is a professional sales trainer, author, speaker and coach. James has shattered records as both a field rep and manager. His guidance comes from experience and the school of hard knocks. Three decades of experience has given James a fresh and practical perspective on what works in real life and what doesn’t.
He is the best-selling author of The Perfect Close: The Secret to Closing Sales that shows sales and service professionals a clear and simple approach that increases closed opportunities and accelerates sales to the highest levels while remaining genuinely authentic.
Those interested in learning a method of closing that is zero pressure, involves just two questions and is successful 95% of the time can reach him at PureMuir.com.
In this episode, I talk with Marietta Davis a seasoned sales professional with an extensive career in the technology industry. Our conversation focused on creating a unified customer communication strategy supported by a Customer Communications Management (CCM) approach and platform. If the goal of your organization is to have deep, meaningful relationships with their customers, relationships are built on communication. If organizations cannot communicate with their customers, then it’s difficult to have a long-term relationship. CCM provides the ability to effectively communicate with customers thereby building and deepening the relationships that organizations desire to have.
Prospecting is a critical element in keep that sales pipeline full and revenue flowing, but as Mark Hunter points out far too many salespeople avoid prospecting like the plague. In this episode, I talk to Mark about his new book: High-Profit Prospecting. Excellent book - highly recommend you check it out!
Mark defines prospecting as "an activity performed by sales and/or marketing departments to identify and qualify potential buyers.
Mark points out that prospecting is not a complex process. He believes that when you are prospecting you are looking for people who can and will buy from you. It is the quality of your prospecting efforts that lead to the development of sales opportunities. Prospecting is NOT talking to friends or people nice enough to take your call. Your goal is to find qualified buyers and that means it is just as important to get a fast no, as it is to get a win with a yes.
In this episode, I talk to Gerald Vanderpuye - CEO of BuyerDeck. It is clear that salespeople need to adapt their selling approach. Buyers are blocking cold outreach, and in fact, Gerald shares a recent story about the number of cold emails he's deleted and why he didn't give them a second look. :)
As a proud co-founder at BuyerDeck, Gerald has three passions: He loves sales, technology and creating happy customers. He has been in sales, marketing and delivering remarkable customer experiences the last 10 years. His last position was at Rackspace where he was responsible for developing sales strategy and driving business growth through existing customers and new Logo acquisitions in key markets. He led and managed a diverse team to deliver on new growth targets for both Enterprise and SMB's. He now leads the team at BuyerDeck to bootstrap the distribution of their B2B SAAS product beyond the initial traction of 12K buyers and sellers.
Visit BuyerDeck and sign up for a FREE trial IF you tell them that you heard Gerald's interview with me on The Razor's Edge.
Connect with Gerald:
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:
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.
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:
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.
The 21st Century has ushered in the information age, and with it a new set of rules for success. In this current episode, I talk to Keenan about his new book – Not Taught. What it Takes to be Successful in the 21st Century that Nobody’s Teaching You.
Not Taught shares how the rules of 20th century and the industrial age no longer work and that if you want to be successful you must learn the new rules of success. Get ready for a dose of reality about work today and offers clear strategies on how to be successful in this crazy information-driven world.
We talk about:
In his blunt, motivating and passionate style Keenan tells you why doing what you’ve always done is no longer an option!
Enjoy the interview. Then go buy the book!
Keenan, is CEO of A Sales Guy Inc., a sales consulting and recruiting firm. He’s a Forbes Columnist, a Top 50 Sales and Marketing Influencer, author of the popular sales blogA Sales Guy and is a highly sought after speaker. Keenan is the father of three crazy (but in a good way) girls, a PSIA Level 2 ski instructor for Vail Ski Resort and a finder of the elephant in the room.
Sales teams who are the most successful sell differently, not just more effectively. Largely, according to George, this is being spurred by global competition and the internet. Makes sense that salespeople need to be able to differentiate themselves from the competition. You can do that by helping your salespeople become skilled at consultative selling, which is married together with a solid sales process that is consistently followed. Avoid the common temptation to simply measure activity, because the right activities should be progressing the sales opportunity forward.
During the conversation, we talked about:
-Why sales organizations need to institute a solid on-boarding learning and development process for their people. Get beyond teaching product features and don't assume your salespeople really know how to sell.
-Setting salespeople up for success by starting with a clear set of expectations. Don't assume salespeople know.
-Key reasons why salespeople need to follow a process and stop killing deals by skipping important steps in that process. Did you know it can take 60% longer to lose a deal and that's the result of not following a process consistently. Your salespeople need an actionable checklist that they can follow.
-Sales coaching and why that's critical to ensuring that salespeople not only follow the process, but that you keep reinforcing the skills and behaviors that will help them achieve their sales objectives.
Finally, learn how the Membrain platform drives the right sales actions with a solid sales process. I've started to use the platform myself and love it!
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.
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.
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.
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!
In this episode, Barb Giamanco and Doug Lehman chat about strategies for generating higher quality leads, in less time.
In this episode, Barb Giamanco and Doug Lehman break it down for you in Lehman's terms. There is no easy button called social selling. Like all aspects of being good in sales, how you utilize social channels as part of your sales process takes work.
Patience, planning, the right mindset and sales and technology skills all factor into the success equation too. In response to a different kind of buyer, salespeople and their leaders need to change their mindset and selling behavior.
With 2016 right around the corner, now is the perfect time to put your strategy in place, or to adjust the one you already have.
Remember, you cannot slap new technology - social channels - onto outdated sales approaches and expect to win. Cheesy selling, or is that sleazy selling, is still cheesy and buyers hate it. Adopting a new type of selling mindset means change. It means doing things differently, regardless of what worked back in the day.
It all starts with a sound strategy, backed up with great sales skills and consistent execution of your strategy.
In my recent Razor’s Edge podcast, I talked with Robin Saitz, CMO at Brainshark. The focus of our conversation was sales productivity and specifically, we talked about what is behind the sales productivity gap and what companies can do about it.
Though we’ve heard through the years from CSO Insights that roughly 52% of salespeople do not achieve quota each year (and that’s in a good economy!), Robin told me that the TAS Group reported that the number is as much as 67%. If that doesn’t keep a sales leader up at night, I don’t know what does!
As with all my guests, I learned a lot in talking with Robin.
Sales Productivity Defined
She defined sales productivity as the yield per sales rep. In other words, hitting quota in the most efficient way possible. As I came to learn and as the TAS Group numbers suggest, productivity in sales is way off the mark.
What Causes the Gap
In particular, I was struck with Robin’s point of view regarding why we have such a problem with sales productivity at all. She told me that it comes down to several things, like:
Lack of an onboarding process and specifically, a lack of focus on training selling skills. Some 38% of companies lack any kind of formal process or program for preparing new reps.
Salespeople cannot find the content/information they need when they need it. Up to 40% of their time is spent searching or trying to create the content that they need. Breaking it down that equates to 2 out of 5 sales days each week.
Sales conversations are not effective enough and there is a lack of visibility – on management’s part – in terms of understanding the behavior and knowledge of their salespeople.
What Companies Can Do
During the interview, Robin shared her suggestions for what companies need to do to close the productivity gap, who needs to be involved in addressing the issues and what to measure to ensure that you are closing the gap.
With C-Suite and corporate Board members extremely concerned about sales productivity, this interview is certainly worth 35 minutes of your time.
Learn more about how Brainshark can help your organization close the sales productivity gap.
Follow Robin on Twitter.
According to Gallup, 71% of American workers today are disengaged or actively checked out of their jobs, which creates a serious problem for organizations.
Why? 70% of customers' brand perception is determined by the EXPERIENCE with people. I'm not surprised. I see this a lot in sales. From the first interaction or touch point with a prospect what perception are you creating in their minds?
Recently, I had a conversation with Jill Rowley about selling in today's digitally disrupted world. She has some great insights into buyer behavior and the data that shows that when sales and marketing departments are working in alignment, the sales funnel is impacted at pretty much every stage of the sales cycle. While Jill told me that not enough research has been conducted to clearly shows how that inter-departmental alignment also affects customer advocacy, Jill feels strongly that there is a positive correlation there as well.
Today's savvy salespeople are incorporating social media into their sales process. The understand that we are both sellers and marketers in a digitally disrupted world where buyers can block access via the phone and email.
In my conversation with Julio, you'll learn:
It was a great conversation that I hope you enjoy.
Follow Julio on Twitter.
Learn more about rFactr and their social selling platform.
Follow Tracy on Twitter.
Recently, I sat down with Carter Hostelley and Karri Carlson from Leadtail to talk about how Leadtail social insights helps marketing and sales leaders develop the right social, content and engagement strategy to reach their targeted buyers. I first learned about Leadtail when Carter reached out to me on Twitter and asked if I'd be interested in their How Sales Leaders Engage on Twitter insights report. Of course, I was immediately interested. The report, which was a collaboration with Hoover's, provides fresh insight into how sales professionals are embracing social media to better perform on the job, share what interests them and engage in conversations with customers, prospects, and influencers.I found the report to be extremely insightful. And, of course, I was pleasantly surprised to see my name on the list of people that sales leaders mentioned most often on Twitter. Nice! Get your copy here. I'll know you'll find it worth the read.