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The Razors Edge - Hosted by Barbara Giamanco

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The Razors Edge - Hosted by Barbara Giamanco
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Mar 12, 2017

 

 

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!

About Tamara:

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.

Mar 5, 2017

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.

About Tim:

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/

Connect with Tim on Twitter
Connect with Tim on LinkedIn

 

Feb 27, 2017

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:

  • What emotional intelligence means.
  • Why emotional intelligence is important, especially today.
  • Why assessments are important.
  • How can it be a tool for success, for both sales leaders and salespeople.

About Jennifer:

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

Feb 19, 2017

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.

Feb 12, 2017

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.

Feb 6, 2017

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.

You'll learn:

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.

Enjoy!

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.

Feb 2, 2017

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.

Jan 30, 2017

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.

Enjoy!

About Jane:

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.

Jan 24, 2017

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.

About Ian:

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.

Jan 17, 2017

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.

Jan 9, 2017

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.

About Jeb:

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.

Jan 2, 2017

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.

Dec 31, 2016

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

Dec 21, 2016

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.

About Corey:

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

Dec 13, 2016

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

Connect with Mike:
Website - www.mikekunkle.com
LinkedIn - www.linkedin.com/in/mikekunkle
Twitter - www.twitter.com/Mike_Kunkle

Dec 6, 2016

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:

  • The definition of Authority Positioning and how that is related to Authority Selling.
  • Why Mike believes that SEO as we traditionally know is almost "antiquated" and not as relevant as it used to be.
  • How to create and leverage to your advantage the Authority Positioning Porfolio.
  • The ZMOT (zero moment of truth) and how that relates to building authority.
  • How Mike helps entrepreneurs become Best Selling Authors without writing one word with his 3-Hour Authority System.

 

It was a great conversation that I hope you enjoy!

  

MikePicture-UPDATED.jpg

About Mike:

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.

Connect with Mike on LinkedIn and Twitter

Nov 28, 2016

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:

  • How cartooning and marketing led to Stu's breakthrough approach to getting a meeting with anyone.
  • What contact marketing is and how it works.
  • How contact marketing integrates with today's Account Based Marketing strategies.
  • How you can get a meeting with anyone even if you don't have a skill in creating cartoons.

Enjoy the interview! 

About Stu:

stuheinecke.jpg

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.

Nov 13, 2016

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!

In this interview, Viveka tells us about her latest book, and we talked about: 
  • Personal branding and why it is important for anyone in sales but Viveka's advice also applies to anyone in business.
  • Common mistakes people make when attempting to brand themselves on LinkedIn.
  • Tips from Viveka's book that goes beyond simply personal branding
Another great conversation that I hope you enjoy! 

About Viveka

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

Nov 6, 2016

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.

In the interview, you'll hear how Anthony got into sales and by his own admission, it was kicking and screaming. Also, learn about core concepts from Anthony's book like the difference between mindset and skill set and why you need both in selling. We also talked about the two mindset and skill set element that salespeople need to work on now.
 
Enjoy the interview! 

About Anthony

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. 

Connect with Anthony onLinkedIn
Nov 1, 2016

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!

About Deb 

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.

Connect with Deb on LinkedIn and Twitter

Oct 25, 2016

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. 

And more... 

Enjoy the interview!

About James 

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.

Connect with James on LinkedIn and Twitter.

Sep 29, 2016

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.

 
We talk about:
 
Where CRM leaves off and CCM begins.
Benefits of CCM to the organization.
The capabilities an organization needs to have to support a unified communications strategy.
How your strategy must map to the customer journey to deliver a stellar experienced
Trends that are causing digital disruption forcing companies to re-evaluate the customer communications strategies.
 
Learn more about a Customer Communications Management platform from Data Oceans.
 
Enjoy the interview!
 
About Marietta

Marietta Davis is a seasoned sales professional with an extensive career in the technology industry. She has held critical positions at IBM, Lotus Development, Ameritech, Tata Consulting and most recently the role of vice president of U.S. Dynamics at Microsoft Corporation. A seasoned professional, she was responsible for leading more than 400 sales, marketing, and technical experts as they serve Microsoft's business customers with Dynamics ERP and CRM Solutions. While at Microsoft, Davis successfully managed and grew multiple businesses at Microsoft to the $1B and triple digit growth milestone. Her diverse portfolio extends to mentoring strong leaders into key roles, acting in an advisory capacity to incubation and small startups. She currently sits on the National Board of Youth Villages; a private nonprofit organization dedicated to helping emotionally and behaviorally troubled children and their families. The organization assists more than 23,000 children and families each year from more than 20 states and Washington, D.C. 
 
A graduate of Bradley University, she also graduated with an MBA from Loyola University, as well as executive advanced leadership classes at Harvard University.  She was inducted into the Spelman College “Game Changer” Hall of Fame for her work in 2015 additionally, she has been a sought after speaker at Morehouse College, Georgia Tech as well as Women In Technology.
 
Connect with Marietta
 
Email: colstondavisgroup@outlook.com 
Sep 1, 2016

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.

 
Mark and I discussed:
 
  • How High-Profit Prospecting is different from his earlier book: High-Profit Selling (also a great read!)
  • Why salespeople look for any excuse to avoid prospecting, because “experts” keep banging the drum that there is an easier way. 
  • That not everyone with a pulse is the right prospect for what you have to sell.
  • The role social media plays in the prospecting process and why a nice profile, sharing content or some online conversations isn't all you need to have opportunities roll in.
  • Tips for breaking through the noise with a 14-second voicemail (or super brief email) to get your point across.
  • Attitude and motivation versus skilled and knowledgeable.
  • A few strategies Mark's shares in his book that you can start using right now.
Enjoy the interview!
 
 
About Mark...
 
Mark Hunter, CSP, “The Sales Hunter,” is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is the author of “High-Profit Prospecting” and “High-Profit Selling: Win the Sale Without Compromising on Price.” Mark helps companies identify better prospects, close more sales and profitably build more long-term customer relationships. He is known for his energetic presentation style and ability to engage sales leaders. Not only does Mark have expertise in sales, but also knows how to communicate it to others. This is seen by the 50+ speaking events he does each year throughout the U.S. and Canada and around the world.  To find out more, visit Mark’s site at www.TheSalesHunter.com.
Aug 23, 2016

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. :)  

 
Gerald and I talked about the biggest challenges facing today's sales organizations, how deals are won and lost, how to use content to your advantage, but more importantly, how to know when buyers are interacting with your content - or not.
 
In this episode you'll hear about:
 
  • The changes that have disrupted sales and marketing because buyers don't behave the way salespeople want them too.
  • The biggest challenge facing today's sales organizations.
  • Why it is some important to analyze deals - both won and lost.
  • What salespeople can learn from the data and insights that BuyerDeck uncovered about how salespeople sell.
  • Whether or not salespeople should be creating their own content.
  • The best ways to use content to capture interest and attention and the type of content that does that best.
  • How to track the content journey and buyer interaction with content you share with them.
About Gerald Vanderpuye:

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:

LinkedIn:                         https://uk.linkedin.com/in/geraldvdp 
Twitter:                            @Geraldvdp

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.
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