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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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The Razors Edge with Barbara Giamanco|Sales|Social Selling|Marketing|Customer Experience|Technology|Business
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Jul 18, 2018

Inside Rule of 24, authors Robert D. Riefstahl and Daniel J. Conway show you how to not only survive, but thrive and dominate selling software in the new digital landscape. In this interview, you'll learn how the rules have changed —customers are more educated, resourceful and directive than at any other time in history. Future-proof yourself and your sales team, understand what’s coming next and how to deal with it.

About the Authors:

Robert (Bob) Riefstahl is the founding Partner of 2Win! Global, international training, consulting and software company specializing in complex product demos, presentations and demo video automation. The first 20 years of his career took place in the technology industry where he succeeded in sales and executive positions.  Since then, Bob has brought his demo expertise to over half of the top 400 technology companies in the world including firms like Microsoft, Google, IBM, Siemens, and Dassault (Dasoo). Bob is a keynote speaker, consultant, sales expert, author of the global best-selling book “Demonstrating to Win!”.

Connect on LinkedIn

Daniel (Dan) Conway is CEO and Partner of 2Win! Global responsible for leading the company’s vision and strategy.  Dan has spent over 20 years in the software and technology industry helping companies and agencies grow their business. Before joining 2Win! Dan held the position of Executive Vice President at Sungard, a leading international software enterprise.  As a former 2Win! Client, Dan gained a direct appreciation for the value of the 2Win! Portfolio and how it helps companies engage with their clients across all mediums (video, web and in-person demos and presentations) employing 2Win! Techniques to improve company revenue and profit. 

Connect on LinkedIn

Apr 24, 2018

Much has changed in the world of sales, and perhaps nothing has done more to affect sales effectiveness than changed buyer behavior and expectations. Stop Selling & Start Leading, a new book from authors Jim Kouzes, Barry Posner and Deb Calvert, combines proven buyer research with time-tested leadership strategies to help salespeople make extraordinary sales.

You might be thinking that there are thousands of books on sales and selling, so how is this book different? Good question. The answer is that unlike so many sales books that are based on either theory or focused on the tactics related to specific elements of selling (think prospecting), Stop Selling & Start Leading is a buyer-based behavioral blueprint of actionable steps that sellers can take to be far more successful throughout the entire sales process.

As you’ll learn from the buyer research we discuss during the interview, buyers have no interest in working with sellers who continue to pitch product features and insist on doing demos. Faced with increasing challenges to help their organizations remain relevant, competitive and innovative, buyers want to work with salespeople who can lead them to the right solution to their biggest problems.

When sellers stop pushing people to buy before they’re ready, and they start guiding buyers by transforming “values into actions, visions into realities, obstacles into innovations, separateness into solidarity and risks into rewards”, everybody wins.

As the title suggests, Stop Selling & Start Leading is a book about sales but it is also a book about leadership, which the authors say is not a “formal” position and is accessible to anyone. In the interview, you’ll hear why leading is so important in how we sell today.

As the authors conducted the buyer research for the book, they identified 5 preferences that confirmed that sellers would be far more successful if they dropped traditional selling behaviors (think stereotypical pushy, aggressive, pitchy, focused on themselves) and replaced those behaviors with the behaviors of top leaders. Learn what those preferences are.

Buyers were asked to name the one characteristic they felt was overwhelmingly lacking in sellers. In the interview, Deb talked about two of them. One of them was brought up frequently, and though it may be more well known to sellers, it continues to be a problem none the less. Buyers, frankly, are fed up with sellers who do not follow up or follow through on their commitments. This lack of follow-through leads to the inability to build the kind of trusting relationship necessary for success when selling products and services. Listen to the interview to hear about the second characteristic that buyers felt was lacking. What they said may surprise you.

Barry and Jim have conducted well known, highly respected leadership research in every industry and discipline, which resulted in the framework they call The Five Practices of Exemplary Leadership®. During the interview, learn more about the research behind these Five Practices.

To be more effective in working with buyers, learn how applying these Five Practices is the key.

In the final chapter, Jim, Barry, and Deb say that leadership is everyone’s business and that to be a leader is a choice. I asked each of them to tell me why it was important for them to close the book with this message.

Learn more about the book. Enjoy the interview!

About the Authors:

Jim Kouzes and Barry Posner have been working together for more than thirty years, studying leaders, researching leadership, conducting leadership development seminars, and serving as leaders themselves in various capacities. Their book, The Leadership Challenge, now in its sixth edition, has won numerous awards and sold more than 2.5 million copies worldwide and is available in twenty-two languages. Jim and Barry have also co-authored many other best-selling and award-winning leadership books.

Deb Calvert is the president and founder of People First Productivity Solutions, a consulting and training firm that builds organizational strength by putting people first. Deb's work includes leadership program design and facilitation, strategic planning with executive teams, team effectiveness work, and sales productivity solutions. Deb is a Certified Master of The Leadership Challenge® and is certified as an Executive Coach by the Center for Executive Coaching and the International Coaching Federation. Deb's first book, also based on buyer research, was the bestseller DISCOVER Questions® Get You Connected, named by HubSpot as one of the "Top 20 Most Highly-Rated Sales Books of All Time."

Connect with Deb on LinkedIn

Feb 27, 2018

Today’s episode topic focuses on Transforming Women Entrepreneurs (TWE) & Leveraging Millennials in the Workplace. I’ve been involved with Transforming Women Entrepreneurs for a few years now here in Atlanta, and I love the work that my guest is doing to help women business owners reach greater heights of success. My guest is also an expert in generations in the workplace and no topic is typically hotter than how companies need to think about millennial workers.

My guest is Nancy J. Lewis the founder and president of Progressive Techniques, Inc. where the theme of her organization is, "Developing a Better YOU!"  Nancy has 25 years of experience in professional development, diversity and inclusion, leadership, and communication skills.

In the first few minutes of the interview, Nancy and I talked about how TWE got started as an organization. Celebrating 10 years this year, TWE was started to provide a forum for women business owners to provide them education, mentorship, support and so much more. I’ll be speaking at the March 8 event talking about how women can grow their businesses to the next level using social selling strategies.

Learn about other speakers during the interview too. If you are here in Atlanta, register for the event here http://www.twe.events/  You MUST register by March 1st due to the security constraints onsite at Coca-Cola where the event is going to be held.

Then we got into an insightful conversation about generations in the workplace, specifically the dynamics happening between millennials and boomers. We technically have 5 generations in this workspace says Nancy but the main generations are Boomers, Gen X and Millennials, which we discussed.

How do we bridge the relationships?

The biggest issue or war is between Boomers and Millennials. Gen X is often being excluded from the conversation due to their size being so much smaller.

Some key differences between Millennials and Boomers are:

Millennials have a reputation for coming into the workplace with an attitude of entitlement. Not everyone, of course. As Nancy reminds us, we should be careful about making sweeping generalizations. Certainly, these younger workers come in expecting to be promoted in a few months versus doing the job for a year or so as they develop the skills to progress when they are ready. It is also not uncommon for millennials to believe they already know it all and don’t need help. Of course, I’d say that’s probably true of every generation. I remember when I first entered the workforce. There is no doubt that I thought my way was better until I learned to listen, learn and be open to the fact that I’d not developed enough experience to “know it all”.

Boomers on the other hand can be resistant. They don’t trust these younger workers tethered to social media 24/7 who think they already know it all and resist any kind of feedback at all. What Nancy pointed out though is that Boomers created the Millennial generation and thus played a role in why their attitudes are what they are. Good point! These parents were providing positive feedback in all circumstances. And, by now, it is well documented that the Millennial generation is the first generation to get trophies just for participating. That certainly wasn’t case in my day. Winners earned the trophies. That’s life. We can’t all win and showing up is part of life. Still, Millennials find constructive feedback hard to hear.

What can be done?

It is important for Millennials to open themselves up to constructive criticism. Our experience and expertise develop over time. There is an opportunity for cross-mentoring of both Millennials and Boomers. Millennials can benefit from the experience, knowledge and social/people skills or Boomers. Boomers can benefit also by keeping an open mind about the ideas that Millennials bring to the table. That includes learning from Millennials how to leverage social media and embrace new approaches to do business.

Businesses can also adjust their onboarding process to be more customized to meet the needs of these younger workers. Setting expectations about what the job entails is important. As is putting someone in the position to resolve a particular issue if they believe they are now ready to move up if they’ve been on the job a short period of time. I loved that idea because it puts that employee into a position to practice and see that they may or may not be ready yet.

There is so much more in the interview, which I hope you enjoy.

About Nancy

Nancy J. Lewis is the founder and president of Progressive Techniques, Inc. where the theme of her organization is,

"Developing a Better YOU!"  Nancy has 25 years of experience in professional development, diversity and inclusion, leadership, and communication skills. A former Dale Carnegie Instructor for thirteen years, and adjunct faculty instructor for Georgia State University, she is a seasoned professional leveraging practical skills to resolve complex workplace issues and conducts motivational keynotes.

 As a facilitator and business/executive coach, Nancy has worked with many Fortune 100, Fortune 500, and government agencies. As a former Human Resources practitioner, Nancy brings the knowledge, wisdom, and understanding to her workshops. Nancy is certified in a variety of assessment tools, including DiSC, Strengths Deployment Inventory (SDI), and Myers-Briggs Type Indicator (MBTI).

Nancy has a quarterly event called Transforming Women Entrepreneurs (TWE) where she empowers, equips, and encourages women to be the very best they can be in an environment where true connections are made.

Nancy has an engaging and energizing style that creates an atmosphere where attendees are comfortable with sharing their struggles as creative ways of resolving the issues of work and life are provided.

Website:  www.progressivetechniquesinc.com
email:  nancy@progressivetechniquesinc.com
LinkedIn: https://www.linkedin.com/in/nancyjlewis/ 
+1-770-964-5533

 

Feb 13, 2018

In this episode, I talked with Jim Ninivaggi, Chief Readiness Officer at Brainshark. Our topic was about how first line sales managers can avoid extinction.

We started by talking about what the first line sales manager role entails. Jim said it was actually 5 roles:

Leader, Coach, Trainer, Recruiter, and Manager

Which of these roles do you see managers doing well today? Where are they lacking?

Most sales managers really play one role – manager of the forecast and pipeline. The aggregate and interpret the data that reps report to them, they massage the numbers before they push them up to the Chief Sales Officer or VP of Sales. While this is important, the missed opportunities are the coaching, training, recruiting and leading teams that the role also requires.

Even from a coaching point of view, many sales managers simply assume the role of “super rep” – they join calls not to coach – but to be the hero – which makes them just another rep. This remains a pervasive problem as reps are promoted into the role often with very little, if any, training to help them be successful in their new position. Lacking training in how to manage and lead their teams, they default to what they know - closing the deal. 

 

Our title starts with the words “avoiding extinction” – how are managers at risk for extinction?

Artificial Intelligence certainly puts sales managers at risk. Think about it. If their primary role is to gather and communicate the forecast and pipeline information, with artificial intelligence the forecast will no longer come from the field but from data.

Without that need for “human interpretation”, that role of keeper of the forecast goes away. And if that is the only role that differentiates a manager from a rep – the role is no longer needed.

So how do managers avoid becoming extinct?

Expand their role and develop their skills as coach and trainer to their teams. What gets in the way of these things happening, according to Jim is that these things are not expected, not inspected and managers often lack the ability.

To address these managers need both strategic coaching and performance coaching to be effective in their role.

Since I'm a believer in "learn 2 earn", and I would suggest that if sales managers are not getting the training that they need to be successful, they should be accountable for investing in themselves.

Technology, including AI, can help in these roles with things like:

Leveraging video coaching technology to allow for asynchronous coaching.

Using AI to help guide managers to where they need to focus on coaching.

Using AI to create “sales simulators” in the same vein as “flight simulators” – allow a rep to simulate a call – and the rep and manager review their performance together.

Delivering “training in a box” digitally to help managers deliver learning to their reps during regular sales meetings.

There was a lot of meat in this discussion, so please enjoy the interview!

About Jim:

Jim Ninivaggi, Chief Readiness Officer at Brainshark. Formerly an analyst, Jim led the sales enablement research practice at SiriusDecisions – helping, in many ways, to define the space, and working at the research firm for 10 years, while publishing 200+ research reports and briefs. He has more than 30 years of experience driving sales productivity and great tips, anecdotes and best practices to share.

Connect with Jim on LinkedIn   Connect with Jim on Twitter

Jan 22, 2018

In this episode, I talk with Josh Miller, CEO of Deciding Edge and certainly the youngest CEO I have ever had the pleasure of interviewing. I have always been a believer that we should NOT box people in with our generational biases. I believe we can learn from anyone, anywhere and at any age.

During this segment, Josh and I discuss his Gen Z research in partnership with XYZ University. The study was conducted with over 1,000 Gen Z'ers, and the findings will likely surprise you, as they did me. And, like me, I think you will be inspired by Josh's passion and enthusiasm for the work that he does.

While Millennials remain a focus given the fact that they will make up 50% of the workforce by 2020, Gen Z is coming right up behind them and it is NOT too early to get ready.

I started by asking Josh what inspired him to become an entrepreneur at 16 years old.

Josh nails down the definition of Generation Z.

We discussed the research and studies Josh has been doing on the topic.

Josh shared some of the biggest insights that came out of his recently published white-paper. I found some of the research very surprising!

We talked about effective sales strategies to use for Gen Z members of your team.

Finally, I closed by asking Josh about his goals for 2018.

Download your copy of the research report here.

About Josh:

Connect on LinkedIn

Josh Miller is a 16-year-old student, entrepreneur, and thought leader on Gen Z. He currently serves as the CEO of Deciding Edge and Director of Gen Z Studies at XYZ University. He has spoken in front of some of the powerful leaders in the business world, been mentored by top executives, and discussed marketing strategy with Fortune 500 companies.

His work has been featured in prominent national publications. Equipped with a passion around leadership, entrepreneurship, and philanthropy, Miller founded Deciding Edge with the mission of creating a platform for organizations to better understand how to recruit, retain, and sell to Generation Z. As a regular 16-year-old, he enjoys playing basketball, tennis, and spending time with friends and family. He lives in Minneapolis, Minnesota.

Jan 16, 2018

In this episode, I talked with Ken Lundin. Ken is hosting the B2B Sales Summit, which we discussed in the interview. He was gracious enough to collect 28 of the top speakers to supercharge your sales activities by bringing you the whole experience free of charge. No pitches just pure content - it's an irresistible opportunity. Remember, learners are earners so take advantage of this incredible chance to jumpstart your B2B Sales Success. REGISTER NOW.

Here is what you will learn about in my interview with Ken.

For most listeners, their sales year has just kicked off, and for those listeners who are half-way through their sales year, Ken's nuggets of advice apply to you too.

Ken started off by sharing his actionable advice about the steps that salespeople both individual contributors and their managers do to set themselves up for success.

For anyone looking to fill their pipeline with more qualified sales opportunities, Ken shares his thoughts on the top priorities to focus on to get you there.

The sales cycle is often misunderstood, and Ken and I talked about the most misunderstood aspect of the selling process.

Learn what a salesperson or their sales manager can do today to improve their sales in the coming year.

Hear from Ken about why he decided to create The B2B Sales Summit kicking off on February 6, 2018.

Ken told me what surprised him most when interviewing some of the top sales influencers around the world.

Enjoy the interview AND REGISTER NOW for the B2B Sales Summit for FREE!! 

Event Dates: February 6, 2018, to February 14, 2018

  • There will be 3-4 interviews made available each day.
  • Daily sessions will be live for 24 hours and then the next set of videos will be released.

About Ken Lundin:

Ken made his sales bones by delivering $26,000,000 in contracts in under 9 months and being a part of a management team recognized as 1 of INC 500 Magazine’s fastest growing companies for 3 years in a row driving sales from under #2 million to $77 million in just 4 years.  Today, he is a consultant for Span the Chasm, helping deliver sustainable sales growth for companies under $100 million in revenue and the Host of The B2B Sales Summit. 

Jan 4, 2018

As 2018 kicks off, what is your process for achieving your sales goals? If you don't follow a process, you going to find it tough to meet your sales objectives. And, that's the topic for today's episode with Jim Brown of Salestuners.

Jim and I discussed:

  • The steps to set and achieve your sales goals.
  • How to build rapport with prospects quickly.
  • Tips and strategies for overcoming objections.
  • The best ways to identify and reach the right prospects.
  • Overcoming rejection in the sales process.

If you don't have your process nailed down, do it now before you find yourself staring at an empty funnel. 

Enjoy the interview!

About Jim:

Jim Brown has led two companies from $1 million to more than $10 million, and one from $1 million to $0. He now trains entrepreneurs who don’t realize they’re the VP of Sales and individual salespeople how to 10X their revenue using a step-by-step sales formula. 

Previously, Jim’s sales performance led Slingshot SEO from $1.2 million to $11 million in revenue within two years. He was then recruited to Compendium to build and lead the sales function, which he took from $2 million in sales to an eight-figure acquisition by Oracle. After the Oracle acquisition, Jim left the well paying job and comfort of success that he’d known and raised $1 million for a B2C app startup. They had some initial traction but failed to execute the vision. This resulted in a 100% loss for himself and the investors.

Today, Jim hosts the SalesTuners podcast where he talks with world-class sales performers about the techniques, behaviors, and attitudes that listeners can use to close more deals and make more money.

Connect on LinkedIn and Twitter
www.salestuners.com 

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

Oct 30, 2017

Curt Redden and Courtney Walsh are the co-authors of GOING PRIMAL, A Layered Approach to Creating the Life You Desire

In this episode, we talked about A PRIMAL Approach to Accelerate your Sales Career! 

I started by having Curt and Courtney tell me what this Primal thing is all about.

They talk about the idea behind the book and why they decided to work together on the project.

Based on Curt's years of great work in the area of learning and development for salespeople, Curt shares his advice about what salespeople need to do to improve their sales results.

Learn why attitude and perseverance is necessary now more than ever if you want to be the best in sales and in life.

We closed by talking about the best piece of business advice that Curt and Courtney want you to know about.

Order Curt and Courtney's book HERE.

Enjoy the interview!

Bios:

Curt Redden is a speaker, talent-development and sales training expert, and author of 3 books on sales and leadership excellence.  His most recent work, Going PRIMAL, is co-authored with colleague Courtney Walsh. Curt has spent more than twenty-five years working to support and encourage employees as they strive for success. He currently is the head of global talent development for UPS Capital. He is also certified by the Association for Talent Development as a master trainer and performance-improvement consultant.

LinkedIn    Twitter

Courtney Walsh uses her position as a communication and talent-development professional to help others achieve a healthy work-life balance. Originally from Daytona Beach, Florida, she now works for a Fortune 50 company in Atlanta, Georgia. When she isn’t working, Walsh enjoys spending time outdoors and testing out new culinary creations. She received a Bachelor’s degree from the University of Florida and has earned numerous professional certifications in learning and development.

LinkedIn

For more information on Curt Redden or Courtney Walsh, please visit: www.primalsuccess.com

Sep 27, 2017

 

In this episode, I talked with Leslie Grossman, author of the book Link Out: How to Turn Your Network into a Chain of Lasting Connections.

So, I was curious. We all know LinkedIn but I started by asking Leslie what she meant by Link Out.

We also talked about:

When it comes to trust, the most effective ways to build trust with a customer or client.

How many people find typical networking ineffective in making sales, yet they force themselves to do it. Leslie tells me why she thinks that happens.

The most important communication skill you need to master to be successful in sales.

You will also learn how to build your own entourage, which Leslie delivered a TEDx talk about.

Finally, I closed by asking Leslie to share her advice to women looking to move into leadership roles.

Enjoy the interview! 

About Leslie:

Leslie Grossman is an award-winning entrepreneur who advises, trains and speaks on business development, leadership, and marketing, Her most recent book Link Out: How To Turn Your Network into a Chain of Lasting Connectors (Wiley) puts a spotlight on building trusted relationships to achieve your goals.

She is the founder of Leslie Grossman Leadership and speaks throughout the world about how trusted relationships transform your business and career.  After leading a marketing agency for 12 years,  Leslie created the Women’s Leadership Exchange, the first national conference series to propel the businesses of women business owners and professionals reaching more than 65,000 women through more than 100 live events and online programs.  Leslie is an executive coach and Chair for Vistage International, the largest peer advisory board organization in the world.   She is on the adjunct faculty for The George Washington University Center for Excellence in Public Leadership and coaches entrepreneurs and women executives to break-through to the top by building relationships and transforming habits that dilute their leadership potential.  Grossman’s previous book SELLsation! How Companies Can Capture Today’s Hottest Market: Women Business Owners and Executives made her a popular speaker on business development for companies like Aetna, Axa, NorthWestern Mutual,  IBM, Best Buy, American Express, and IKEA.

Connect on LinkedIn and Twitter 

Sep 20, 2017

 

In this episode, my guest is Stephen Walsh, CEO of AndersPink. We focused our discussion on the art of content curation. You probably already know that part of your social selling strategy includes using content to connect and engage with new buyers. Contrary to what many "experts" tell you though, you don't have to create your own content. If you are able to do that at some point great but when you are first starting out, it just isn't that easy. Your job is to sell, right? Plus, not everyone has the time, inclination or talent to write blog posts. There are other ways to create content like recording audio tips, hosting webinars, etc. but that takes time too. That's why I like this topic. You can learn to curate content like a boss in ways that help you to engage with buyers and positions you as a thought leader in your field.

Stephen and I discussed:

What content curation is and what it has to do with social selling.

Why sharing other people's content is a good idea. Learn how it helps you.

Learn tips for finding great content fast without losing your day to the internet.

How you can be more targeted in how/when you share content with more than just the folks in your network. 

How you should think about social selling and content curation as a team sport. You don't necessarily have to do it all on your own.

Finally, we talked about the FANTASTIC new ebook that Stephen and his team put out on this topic. More than theory, this is a "boots on the ground" field guide you will reference again and again. I've already read it twice! You'll find specific strategies that you can put into practical application right now to improve your results when curating and sharing content.

Enjoy the interview!

About Stephen:

Stephen Walsh is the CEO and CoFounder of AndersPink. Stephen is passionate about helping sales teams stay smart, share better content, grow their business and keep learning every day. He's has worked in learning, sales, and marketing for over 20 years. He co-founded Kineo, an elearning company, ran sales and marketing and grew it to a $20m business before selling it. He's a co-founder of BuzzSumo, a leading content discovery tool and of Anders Pink, a new tool to help social sellers with content curation. He's written 2 books on learning and selling and is a regular blogger and speaker.

Connect info:

twitter: @stephentwalsh

LinkedIn

m: stephen@anderspink.com

w: website

Sep 5, 2017

Kurt is the Chief Sales Officer at Vengreso, and he has been an early evangelist of the use of LinkedIn and social selling strategies in the sales process. We started off talking about how Kurt defines social selling, which depending on who you talk too has different meanings.

During the interview, you'll learn why salespeople need to be incorporating social selling approaches into their current sales process, and what happens if they don’t. Surprising there are still a lot of naysayers and fence sitters who haven't begun integrating social networks into their selling strategy.

Kurt shared his perspective on how an organization successfully implements a social selling strategy. He also shared tips for the individual sales contributor. 

Content is widely promoted as a key part of any social selling effort. But it is fiercely debated about whether salespeople should create their own content. Kurt shared with me where he stood in the debate.

Lately, the “this or that strategy is dead” crowd has been rising up to suggest that social selling dead and that it doesn’t work. I asked Kurt what he thought about this… do these people have a point or is it simply click bait to get people reading their posts?

Kurt recently teamed up with other businesses to form a new company – Vengreso – to provide an array of services related to digital sales transformation. He told me what was behind his decision and what is Vengreso bringing to the world of social selling?

Finally, Vengreso has a new social selling boot camp starting on Sept 19. Kurt told me what people can expect to learn when they participate in the program.

Peeps, I want you to know that I’m an affiliate partner of Vengreso because I often have individual sales contributors or small business owners looking for social selling help. Since I mostly work with larger teams, I wanted to be sure I had a great place to refer folks too that I’m unable to support. So, go to my blog or company website and you will find program details there. Use my link to get yourself registered for the program.

Thanks and enjoy the interview!

Kurt Shaver is a co-founder and Chief Sales Officer of Vengreso. Kurt is an expert at getting sales teams to adopt new sales tools and techniques. Through a successful career in technology sales, Kurt learned what it takes to reach B2B decision makers. In 2011, Kurt recognized that LinkedIn would be the next great sales technology and that it would require expert training. He pivoted his business and now has over 10,000 hours of experience training corporate sales teams like CenturyLink, Ericsson, and TelePacific Communications. Kurt is the creator of the Social Selling Boot Camp and he frequently speaks at corporate sales meetings and conferences like Dreamforce, Sales 2.0, and LinkedIn’s Sales Connect.

Connect on LinkedIn and Twitter

Aug 30, 2017

In this segment of the Women in Sales Leadership series, I talked with Gavriella Schuster, Corporate Vice President in the One Commercial Partner team where she is responsible for global partner channel management and programs, with a focus on driving digital transformation for partners and customers.

I talked to Gavriella about what it means to build a career as a life long learner, and why you should too. 

I asked Gavriella about her different roles with Microsoft, from sales to operations and now as Microsoft’s channel chief. Here's what she told me is the most important thing for everyone to keep in mind as they build their own careers. It is all about ongoing learning to keep growing your skills and opportunities.

Gavriella shared with me the constants she has noticed throughout changes in her career.

You will love Gavriella's story about how she took the stage at Microsoft Inspire with tens of thousands of people, both in the arena and watching online, for a keynote address. She shared her major learning from that opportunity.

 

You'll also learn what Gavriella feels she has learned in the past year or so. Things like leading teams through ambiguity, start with won't change, how to create clarity or yourself on how you, personally, can help achieve that outcome, why you should not work in a vacuum and more.

Finally, Gavriella shared her advice for women just getting started on this journey as a lifelong learner.

Enjoy the interview! 

About Gavriella:

Gavriella Schuster is a Corporate Vice President in the One Commercial Partner team, Gavriella Schuster is responsible for global partner channel management and programs, with a focus on driving digital transformation for partners and customers. Gavriella’s team is responsible for the high-touch experiences of Managed Service Providers, Hosters, Resellers, Distributors and National/Local SIs. She is also responsible for connecting, enabling, investing in, and rewarding partners through high-touch and low-touch programmatic experiences. She has extensive experience in sales, marketing, product management, and partner development with a strong track record of managing customers, partners, and teams. Over the last 20 years at Microsoft, she has managed sales and marketing teams across the Server and Cloud business, the Windows Client Commercial business, Enterprise Services, licensing sales and marketing, field business development, training initiative development, segment marketing, worldwide partner marketing and training strategies and worldwide operations. 

 

 

 

 

 

Aug 23, 2017

In this episode, I talked with Jasmine Sandler about The Importance of Social Branding and its intersection with Social Selling in Delivering Results.

I asked Jasmine to start by giving me the deets on how she got to where she is in her career today.

We discussed:

Jasmine's perspective on the intersection between Social Branding and Social Selling, and what she means by that.

You'll hear tips on how to build a successful social brand presence.

You learn why Social Branding is for everyone, and your social brand is useful for anyone from Entrepreneur to Executive.

Discover how the Social Branding of the Individual Executive supports a company's brand strength.

Jasmine provides tips for executives branding themselves online.

Finally, Jasmine talks us through a client case study, so you can understand the process she uses to help people build their brand. 

Enjoy the interview!

About Jasmine:

Jasmine Sandler is a Google awarded Author, Senior-level Consultant and Keynote Speaker on Online Branding for global organizations and C-level executives. She is the Founder and CEO of Agent-cy Online Marketing, a NYC-based Social Media and Search Agency serving global brands including: CitiBank,  Private Jet Card Comparisons, Fly Home Jets,  Tuescher Chocolates, Diamonds International, Almod Diamonds and The Shade Store.  She writes on SEO and Social Media Strategies for Fast Company, LinkedIn, Entrepreneur.com, SearchEngineJournal.com and ClickZ.com. She has a dual MBA in Marketing and CIS and is a former IBM Marketing executive. Her passions are Speaking, Singing and Hockey.

Aug 16, 2017

Today, in this segment of the Women in Sales Leadership series, I’m talking with Ellen Kindley is a dynamic revenue operations leader at QASymphony specializing in sales process, data management & analytics, strategy, and sales tech. 

Ellen believes that sales operations leaders should think about internal operational improvements as if you are building a product with features. Your sales people are essentially your customers, and everything done in revenue operations is geared to support them in success. Operations should act as a product owner - creating a road map where key stakeholders can collaborate on which projects (product features) to prioritize and why.

We discussed:

How revenue operations are different from traditional sales operations.

The overarching goals of a revenue operations team.

How to best organize the business initiatives you need to prioritize.

How to stay in tune with what’s happening on the sales floor and bring that back into your operational roadmap.

Ideas for cross collaboration with stakeholders across your business.

Some of the common operational challenges solved with the approach that Ellen advocates.

 

About Ellen:

Ellen Kindley is a dynamic revenue operations leader at QASymphony specializing in sales process, data management & analytics, strategy, and sales tech.

Ellen seeks to enable growth by facilitating strategic planning, infrastructure, and overall sales excellence. Ellen is passionate about laying the foundation on which SaaS startups can scale and grow - always striving to be the driving force for productivity improvement.

Starting at QASymphony in 2014, first as a consultant and then as a full-time employee in 2015, Ellen has successfully set the stage for hyper growth. Every step is data driven as she sets initiatives and priorities, evaluates gaps and executes improvements. Ellen's goal every day is to allow sales management and individual contributors to focus solely on revenue generating activities.

QASymphony's software testing and QA tools help companies create better software by improving speed, efficiency, and collaboration during the testing lifecycle.

Aug 14, 2017

I talked to Jim Burns of Avitage about how to support B2B value selling sales teams with the right knowledge, communication support, and situation-ready content. 

High-performing content is your First Product and Currency with which you earn attention, interest, engagement -- this is the way you create value for buyers. Unfortunately, many executives aren't aware of strategic imperative of high-performing content and the impact on their business. Since most content tends not to be sales or situation ready, it generally performs poorly, often negatively, which does not reflect well on the salesperson or the company brand.

 

Jim and I discussed:

How to assess the current state of your current sales content assets.

What Jim believes to be the underlying causes of why content doesn't perform well.

The primary cases for using sales content:

  • Knowledge, Shared Learning, Preparation support
  • Communication Support
  • Situation-ready

How an organization should go about producing content that is high-quality, high performing and sales-ready.

What Jim recommends in terms of deploying content, or making situation-ready content easier for salespeople to access and use?

And much more.

Enjoy the interview!

 

About Jim:

Jim Burns is a sales professional with a unique expertise in sales conversation and content. For over 20 years his company Avitage developed sales content and software that improved the way sales professionals differentiated themselves and created value for customers through the way they sold.

B2B selling organizations of all sizes have benefited from breakthrough approaches Avitage provided to capture and incorporate selling knowledge into daily activities. They've learned how to create effective communication support and situation-ready content that fuels value selling models.

Avitage no longer produces content. They help organizations capitalize on methodologies and practices that create high-performing content, at scale, without compromise.

Aug 9, 2017

In this Women in Sales Leadership episode, I talked with Erin Bush. She is the Director of Revenue Operations at SalesLoft, the platform for modern sales engagement.

A Walker 2020 report revealed that by 2020, customer experience will overtake price and product as a key differentiator. There is no doubt that experience is a key priority for many organizations. Forrester reported that 72% of businesses say that improving the customer experience is their top priority. In a blog from NewVoiceMedia, their recent research indicates that companies lose more than $62 billion due to poor customer service. That's a big problem!

I talked with Erin about SalesLoft defines customer experience and who is involved in the experience process. From their point of view it is a team effort between Marketing, Sales and their Customer Success team.

We talked about:

How the teams work together to create seamless experiences.

How they make sure that the team is well informed and hand-off points are clearly defined.

How technology and systems are key to a successful workflow.

Enjoy the interview!

 

About Erin:

Erin Bush is the Director of Revenue Operations at SalesLoft, the platform for modern sales engagement. In this role, she works with Marketing, Sales, and Customer Success to create systems to more efficiently prospect, win, onboard, and support customers.

Erin is a veteran sales leader in the Atlanta startup community.  An innovator in sales operations, Erin specializes in building a connected sales practice utilizing modern sales technology.

 

 

Jul 25, 2017

I talked with Katie Early, a sales leader at HubSpot, about her strategies for leading SDR/BDR teams to consistent sales success. Katie first talked to me about how she got started in a career in sales and what she loves about the profession.

We then talked about:

How Katie made the transition from an individual contributor sales role into a sales leadership role and the surprises she encountered and the lessons she learned.

Katie then shared her guidance for women who’d like to make the same transition into a leadership position.

Successfully leading teams to exceed monthly and annual sales targets on a consistent basis isn't always easy. Katie shared some of her strategies that help her lead her team to ongoing success.

We discussed the importance of hiring right, coaching, ongoing training.

How SDR/BDR roles are important in selling success and Katie's thoughts on how those front-line roles are evolving. 

Katie recently moved into a new leadership role and made a move to Dublin. She told me about her new role and what led her to tackle this new challenge.

Enjoy the interview!

About Katie:

Katie Early leads the Corporate Sales Team for HubSpot in EMEA, focusing on growing the HubSpot's presence with large scale organizations. She started her sales career with HubSpot 6 years ago, where she worked as an individual contributor before moving into Sales Management in North America, and then later moving to the Dublin office for her current role.

Jul 18, 2017

I love this topic because it is a reminder that we are the owners of our plan for work and life! My guest in this segment was Lindsay Zwart, Microsoft General Manager of the US SM&SP National Sales Organization (NSO).

Lindsay is an advocate for women in leadership roles. She told me why that advocacy is so important to her.

We also talked about:

Why Lindsay believes women need to put more emphasis on building their brand and why she believes that it is important for career success.

To be successful, we certainly cannot go it alone. I asked Lindsay to share her advice for networking effectively – inside and outside of any organization where you work.

How Lindsay's international experience has been of value to her working for Microsoft and how she leverages experience that in her career.

Lindsay also shared her suggestions for women to help them identify their next roles and once those roles are identified, how to create a plan to get there.

Finally, we talked about work/life balance because Lindsay is an extremely busy executive, as all the women in this leadership series are. Lindsay talked about how she maintains the balance between work and her home life. Good stuff!

Enjoy the interview!

About Lindsay:

Lindsay Zwart is General Manager of the US SM&SP National Sales Organization (NSO) at Microsoft. Lindsay’s team manages Corporate Accounts Licensing and in SMS&P, Software Asset Management, Sales Excellence and CTM Strategy. Lindsay previously led the U.S. Dynamics Partner, Industry and SMB Sales organization, the Dynamics Country Lead for New Zealand, and led the consulting team within the Microsoft Services organization. Lindsay worked for IBM before joining Microsoft.  She enjoys working in a vibrant, collaborative environment, and is an advocate for supporting women in leadership roles and empowering people through trust and accountability. When not working, Lindsay enjoys time with her husband and two girls, ages 12 and 9, keeping busy with sporting activities and adventures.

Jul 12, 2017

Are today’s buyers really different from the buyers of a few years ago? In many ways, yes and Mary Kay Hauer of MK Associates also shared her perspective on how some things aren't really all that different in today's market.

Questions we tackled include:

The difficulty many sellers have in selling to today's buyers.

Some of the strategies a seller can use to avoid these difficulties.

Ideas on how to best connect with a potential buyer who often ignores salespeople.

How salespeople can increase their win rates if they truly understand the drivers behind why buyer make their buying decisions.

Enjoy the interview!

About Mary Kay:

Mary Kay Hauer of MKH Associates whose personal mission is "Creating passionate salespeople who love their job as much as she does”. When you love what you do, and you are good at it, customers will want to buy from you. Her goal is to transition good people into passionate sales people who help their customers be more successful…and make good money doing just that.

Working with large companies such as Microsoft, HP, Kyocera, Southern California Edison, and Lands’ End to small start-up companies, Mary Kay has helped organizations apply the Solution Selling®  principles, best practices and a framework that develops and enables salespeople to reach success with passion. 

Jul 10, 2017

Want to know how to close more business, more profitably? In this episode, my guest Jeff Koser tells you how to do that by selling to zebras. Not the kind of Zebra you find in a zoo, but the Zebra that is the perfect customer for you.

Jeff and I discussed:

What he means by selling to a Zebra.

How the approach of selling to Zebras came to him when Jeff was working for a company called Baan.

In addition to advocating that sellers stay focused on pursuing business with Zebras aka their ideal prospect, Jeff told me why it is so important to get to the "power" in any organization. 

Most salespeople can rattle off a value proposition but Jeff talked to me about why sellers need to quantify value in a way that they probably haven’t thought about. 

Of course, we talked about the role of CRM and why salespeople often don't like it.

Finally, Jeff shared his advice for salespeople selling in a world that is vastly different from years past.

Enjoy the interview!

About Jeff:

Jeff Koser is the spirited CEO and founder of Selling to Zebras, a sales tools Software company www.SellingtoZebras.com. Jeff is an award-winning co-author of Selling to Zebras, HOW to CLOSE 90% of the BUSINESS YOU PURSUE FASTER, MORE EASILY, and MORE PROFITABLY.  In 2010, Jeff was recognized as one of the best sales authors of all time in the book, The Sales Gurus. Jeff has more than thirty years of experience in building businesses, speaking, consulting, executive sales management, business strategy, and business development.

Jul 5, 2017

 

Hiring the right people with the right skills is critical to sales organizations. In this episode, I talk with Katie Ng-Mak from HubSpot who shares her thoughts on hiring top talent and building a culture of inclusiveness.

As we kicked off, Katie told me what led her into a sales career and what she loves about the profession. She then shared her advice to women in sales who want to move into leadership roles.

According to the research, hiring is a top priority for many sales organizations. You'll hear how Katie believes that hiring right translates into achieving sales results.

We also discussed:

What the ideal sales persona looks like today and how that persona will evolve as we move into the future.

The role diversity and inclusiveness plays in creating a sales team of A-players.

Strategies for sales managers who may discover after hiring someone that they aren’t a fit for the role after all.

The most important thing Katie has learned about hiring top talent.

Enjoy the interview!

About Katie:

Katie Ng-Mak is a Sales Director at HubSpot where she manages a 65-person sales organization and is in charge of the company’s North America channel business. She developed her sales career at HubSpot where she started as a rep 8 years ago before moving on to sales management and sales leadership. Prior to HubSpot, she worked on Wall Street and studied at the Harvard Business School and Columbia University.

Jun 21, 2017

In this segment of the Women in Sales Leadership series, I talked with Mary Ford, Director, Sales Strategy and Operations at SecureWorks. 

The sales operations team is often overlooked for the value that they bring to the sales force and a company's business overall. Mary shared her views on why might happen and what you can do about it. After Mary let me know how she got started in sales, we talked about:

Mary's definition of Sales Operations. 

How to develop and evolve the Sales Ops team inside your company.

How the Sales Operations function has evolved over time.

Mary's suggestions for becoming a Sales Ops Rockstar.

Where the future of Sales Operations may be headed.

Finally, Mary shared her advice for women looking to move into leadership roles.

About Mary:

Mary Ford currently serves as Director, Sales Strategy and Operations for SecureWorks.  

Previously, she was a member of the leadership team at Cbeyond, taking the company from start-up to a publicly traded, $450 million leading Cloud and Managed services provider to SMBs. She held a number of roles leading marketing, sales operations and learning and development functions. 

Ford serves as chair of the Board of the Atlanta Track Club and as a board member for the Technology Association of Georgia Sales Leadership Society. 

Ford is a graduate of the Leadership Atlanta Class of 2014 and serves in a variety of other volunteer roles.  She holds a BA in Economics from the University of Virginia and aanMA degree in Telecommunications from George Washington University. 

Jun 20, 2017

In this episode, I talk with Sebastien Denes, Senior Director SAP Digital Business Services. He talked with me about he incorporates social selling strategies into his sales process.

Sebastien began using LinkedIn about 10 years ago but said he really realized the power of social about 5 years ago when he moved to take a position in China. It was his way of staying connected with his colleagues in Europe. He also uses LinkedIn Sales Navigator to share content, engage with prospective buyers, stay in touch with customer and partners, and to plan for his sales calls. He also loves the educational value that LinkedIn offers.

Finally, we talked about Sebastien's keys to success using social media on a daily basis.

About Sebastien:

Sebastien Denes is a Senior Director and Head of RunSAP Center of Expertise APJ within the Digital Business Services organization at SAP. In this role, Sebastien leads the delivery of Run/Operations Services, overseeing a team of 120 professionals and managing the annual Run Services contribution.

His team advises CIO/CTO in various industries such as Banking/Insurance, E-commerce/Retail, Manufacturing, Oil & Gas, Utilities and Telecom.

Jun 19, 2017

Coaching done consistently is one of the best ways to ensure that all your salespeople are achieving their goals but coaching isn't the same as managing. Donald shared his thoughts on:

How he defines coaching.

Why it is so important, especially for a small business.

What an effective coaching session looks like for the sales rep and sales leader.

How often leaders should be coaching.

Ways to measure coaching effectiveness.

How coaching has helped Donald in his career and business. 

Enjoy the interview!

About Donald:

Donald has a belief that “anyone” can sell if they have the desire. Early on in his sales career, Donald struggled with sales, but through the proper training and coaching, he became a top performing seller. He has since taken it upon himself to “evangelize” the message of effective selling to struggling entrepreneurs, salespeople and anyone looking to improve their sales hustle. Donald hosts a popular sales podcast call “The Sales Evangelist.

He works with small to midsize companies in developing effective sales processes as well as training their teams. He is an award-winning sales and motivational speaker. When he’s not training, speaking or selling, he loves spending time with his family in South Florida."

Jun 15, 2017

In this episode, I talk with Federico Winer, Head of Entertainment Industries EMEA at SAP. He talked with me about he incorporates social selling strategies into his sales process. 

Fede got started some years ago when he realized the power and importance of building an online brand. He uses LinkedIn and LinkedIn Sales Navigator to share content, engage with prospective buyers and customers and plan for his sales calls.

 

You'll hear in the interview that Fede believes salespeople should be human and authentic. After all, people buy from people. He also thinks that doing your homework before sales conversations is important but that you shouldn't be over scripted. 

Finally, we talked about Fede's keys to success using social media to drive sales opportunities.

Enjoy the interview!

About Federico:

Federico Winer has developed international business for media, sports and entertainment firms since the start of his career, with a firm understanding of how humanities and IT coexist. In his role as Head of Entertainment Industries for Europe, the Middle East and Africa at SAP, Fede is responsible for the generation of Entertainment industry revenue and pipeline. He is a trusted industry advisor for both SAP customers as well as SAP Account Executives across sectors like lotteries, betting houses, casinos, amusement parks, trade shows, game publishers and museums.

Jun 14, 2017

Account based selling and marketing are hot topics in business today. During this interview, Kristina shares research about what's working with regard to account based everything.

We discussed Kristina's views on:

The top trends in sales today.

How organizations should think about Account-Based execution.

How Account-Based changes the metrics for success for both sales and marketing.

Whether Account-Based is a realistic approach for most organizations.

An example of an account-based campaign that worked.

Finally, Kristina shares her perspective on what women in sales roles can do if they want to move into leadership positions.

Enjoy the interview!

About Kristina:

Kristina McMillan leads the research organization behind all of TOPO’s practices. She works with TOPO’s analysts to develop best practice frameworks and actionable research that help clients cultivate world-class demand generation, sales development, and sales organizations. She is also one of TOPO's sales development experts and advises clients on all matters related to sales development. Previously, Kristina spent 12 years as a best practices consultant and practitioner helping build sales development and inside sales teams for companies such as Knova, Taleo, Eloqua, Five 9, Zmanda, and more.

Jun 12, 2017

In this episode, Lee Salz talks about sales differentiation and why it matters. We discussed:

Whether sales differentiation is a sales or marketing issue.

Why is sales differentiation is important…why it matters.

How you can differentiate yourself even if you sell a commodity product.

Though Lee developed 19 sales differentiation concepts, he discussed an example of a way in which salespeople can leverage sales differentiation.

Other ways that salespeople can incorporate sales differentiation into their sales strategy.

What is one of the biggest mistakes salespeople make when it comes to sales differentiation?

Mistakes salespeople make with sales differentiation.

What to do if prospect’s buy through RFPs (Requests for Proposal)…how can you use sales differentiation when faced with an RFP.

Enjoy the interview!

About Lee:

Lee Salz is a leading sales management strategist and founder of Sales Architects. He is the best-selling author of four business books with a fifth in development on sales differentiation that will be published by Wiley in April 2018. 

His latest book “Hire Right, Higher Profits” is an Amazon best-seller and was the #1 rated sales management book on Amazon for 2014. His sales book “Soar Despite Your Dodo Sales Manager” was named by Amazon as one of their top 20 most highly-rated sales books of all-time. 

He is also a featured columnist in the Business Journal, a member of the Sales and Marketing Management magazine Advisory Board, a member of the Sales Education Foundation Advisory Board, and serves as the Program Advisor to the Kansas State University National Strategic Selling Institute.

Jun 7, 2017

In this Women in Sales Leadership interview, you'll hear tips and strategies for running an effective sales discovery call, but first I asked Tonni about how she got into sales and what she loves about the profession.

Then we discussed:

How Tonni has prepared her sales team to run effective discovery calls.

How you earn trust and credibility quickly in the call to allow for effective discovery.

Tips for sellers who struggle to keep a prospect engaged throughout the discovery conversation.

 

Traits that women have that make them effective at discovery during sales meetings.

Tips for keeping discovery going throughout the sales process.

What comes first? Demo or discovery call?

Tonni's advice for women would are thinking about how to move into a leadership role.

Enjoy the interview!

About Tonni:

Tonni Bennett is the Vice President of Sales at Terminus, a leader in account-based marketing software. She has scaled the sales team to 29 members over the past 2 years. (Terminus was ranked #2 at the Atlanta Business Chronicle's Pacesetter Awards as a top 5 fastest growing company in Atlanta.) Before Terminus she was a top producing sales professional at Pardot, PeopleMatter and SalesLoft.

Jun 6, 2017

I talked with Rob Kall, CEO of Cien about the deeper impact that artificial intelligence can have on the sales process. Cien's application helps sales leaders answer difficult questions with better accuracy. Questions such as:

  • What sales numbers and budget should I plan for next year?
  • Why do teams make or miss their sales targets?
  • What leads and opportunities should my reps be focused on?
  • Which items in my playbook have the most impact on sales?

I asked Rob about his thoughts about whether sales leaders are measuring what matters most to the business. 

The impetus behind starting Cien.

The specific business problems that Cien is solving.

What he thinks about Salesforce Einstein.

And the benefits that artificial intelligence brings to salespeople.

Enjoy the interview! And don't forget to take the survey that Rob mentioned during the interview. Find it HERE.

About Rob:

Rob Kall is Swedish American serial entrepreneur, known for his data-driven approach to sales management and performance. His latest start up, Cien, is a new artificial intelligence app focused on helping teams increase their sales productivity by answering their most difficult questions.

May 31, 2017

I talked with Bridget about her leadership experience working in Israeli start-up Logz.io. During this episode, you'll first hear how Bridget got her start in sales. 

Then we talked about her experience working for an Iraeli company.

How her experience working with an Israeli company is different from other start-ups she has worked with. 

You'll gain some perspective on Bridget handles the time difference and what that means for communication among the leadership team.

Bridget shared a few of her biggest surprises. 

Finally, Bridget shares her advice would to women in sales roles who want to move into leadership positions.

Enjoy! 

About Bridget:

Bridget Gleason is VP of Sales at Logz.io and manages the company’s worldwide sales organization. She was most recently VP of Corporate Sales as well as Executive Advisor at Sumo Logic. Prior to Sumo Logic, she was VP of Worldwide Sales at Yesware and Senior VP of Worldwide Sales at Engine Yard.

May 23, 2017

In this Women in Sales Leadership segment, I talked with Jen Spencer, VP of Sales and Marketing at Allbound about building partner relationships that drive revenue. 

As a kicking off point, we talked about how Jen got started in sales and what she loves about the profession. Then we discussed:

Jen's recommendations for engaging channel partner sales reps to drive qualified sales leads.

Some of the most common challenges sales teams face when the company sells both directly and indirectly.

The revenue benefits of building out a partner program and strategies for making that happen.

Finally, Jen shared her advice for women in sales who would like to move up in the leadership ranks, but aren’t exactly sure how to get started.

This episode is sponsored by Hubspot.

Don’t miss out HubSpot’s annual sales event – Inbound Sales Dayon June 6th! 30 leading sales experts will be sharing their knowledge and expertise. Register now for FREE at hubspot.com/inbound-sales-day

About Jen:

Jen is the Vice President of Sales and Marketing for Phoenix-based Allbound, an easy-to-use SaaS platform that helps companies accelerate recurring revenue with channel partners. Jen subscribes to the notion that “we’re all in this together,” and great communication leads to great partnership. She loves animals, technology, the arts, and really good Scotch.

May 22, 2017

Successful selling is all about the basics, but how well do sales teams execute on the basics these days? Jim Ninnivaggi, SVP of Business Development at Brainshark shares his views on why the basics in selling matter more today than ever.

We talked about:

Jim's belief that salespeople have to get “back to basics.” He talked about the basics he means and how sales teams have veered away from them.

How the factors that contribute to sales success have changed over the past few decades.

What has diverted sales organizations’ attention away from the basics, the repercussions and how can sales teams can get back on track.

Critical components to sales readiness – specifically onboarding, training, and coaching – and how to implement a back-to-basics approach.

An example of how organizations really excel at executing on the basics and what modern sales teams can learn.

Enjoy the interview!

About Jim:

Jim is the SVP of business development at Brainshark, a leading sales enablement and readiness solutions provider. He helps to shape and execute Brainshark’s partner strategy – driving key partnerships that extend the power of Brainshark’s solutions and platform.

Jim has three decades of experience in B2B sales productivity. He previously served as service director for sales enablement strategies at research and advisory firm SiriusDecisions – helping to build and define that practice area for both the firm and industry at large.

May 16, 2017

In this Women in Sales Leadership episode, I talked with Samantha McKenna from ON24. We talked about:

What led Samantha into sales and what she loves about the profession.

How she set herself apart with prospects and clients from the other reps she competed against. Think going bigger, stretching further and getting creative.

The core values that enabled Samantha's sales success. 

Her advice for women in sales who want to move into leadership roles, and what she did to get herself promoted into leadership positions.

And more.

Enjoy the interview. 

About Samantha:

Samantha McKenna is an award-winning leader, who serves as a Regional Vice President of Sales for ON24, and has worked within the SaaS sales and marketing space for ten years.  She is a thought leader in the demand generation and content marketing space, having spoken across the US regarding webinars, the use of technology in the marketing stack, the use of analytics for business development and lead generation, and how leading law firms and professional services organizations are leveraging technology to drive revenue.  Samantha served four years as a board member for the Legal Marketing Association’s Capital Chapter and actively volunteers with financial literacy initiatives in Washington, D.C.

May 14, 2017

I talked with James Buckley at Cirrus Insight about his passion for sales, specifically the role of the SDR (sales development rep) in the selling process. We talked about:

How James got started in selling.

The types of sales positions he's held and what he's learned.

How his background in Writing Communications benefits him in selling.

The importance of social media presence in today's competitive climate.

Where James sees the sales industry headed in the next couple of years.

And, why James loves the position of SDR and the value he feels it brings to sales organizations.

About James:

James Buckley is a Business Development Manager and Sales Trainer at Cirrus Insight. He is originally from Miami, Florida but has lived in the Knoxville area for 12 years. James attended a small liberal arts college in Maryville, Tennessee Maryville College, where he graduated with a Writing Communications degree. James' focus and specialty is the Sales Development Role. He believes that these are long-term positions under-utilized in today's fast paced business models. James is a customer focused, results-driven professional with growth on his mind. He believes there is no substitute for hard work, and ultimately it's what helps him stand out.

 

May 9, 2017

Today is a big day! I am launching a special series devoted to Women in Sales Leadership roles in corporations across the globe. My first interview is with Lisa Muller, CEO of Lantevasin Sales Enablement and we talked about building a strong and healthy sales pipeline.

I talked to Lisa about:

Why she got into sales and what she loves about the profession.

Why keeping the pipeline full of qualified opportunities is a  challenge for many organizations.

CRM information is used to forecast sales revenue, but is it always accurate?

Tips for sales leaders on how to improve the quality of the pipeline.

Why coaching is so important to great sales skills but also ensuring that the sales pipeline is healthy.

Finally, I asked Lisa to share her advice for women in sales who want to move into leadership roles. She shared her thoughts about some of the traits of individual contributor’s vs leaders?

This episode is sponsored by Hubspot

Don't miss out HubSpot's annual sales event - Inbound Sales Day - on June 6th! 30 leading sales experts will be sharing their knowledge and expertise. Register now for free at hubspot.com/inbound-sales-day 

About Lisa:

Lisa Muller, CEO of Lantevasin Sales Enablement. Lisa has over twenty years of experience based helping organizations in the corporate and not-for-profit sectors. She has worked with small and large companies across the world, overseeing national and global sales teams, driving sales as a sole contributor and providing consultancy services to increase sales and commercial success. Her projects have spanned the achievement of a variety of revenue objectives from $2m to $64m.

Connect with Lisa:

www.lantevasin.com

Follow Lisa on Twitter @lantevasin

Skype: Lisa1334

LinkedIn: https://www.linkedin.com/in/lisamuller/

 

May 7, 2017

In this episode, I talked with Jonathan Jewett. Jonathan is the sales professional’s salesman - someone who has spent every day of his 22-year career on the front lines of sales. He’s sold for giants like Oracle and helped numerous startups build their sales organizations from nothing to millions of dollars in revenue. 

We talked about The 40 Best Sales Techniques Ever, which happens to be the title of Jonathan's book. During the interview, Jonathan told me:

  1. How he go started in a career in sales.
  2. What prompted him to the write the book.
  3. How he came to choose the 40 techniques he shares in the book. 
  4. The two most important techniques for a salesperson looking to improve their performance.
  5. Jonathan's thoughts on the secrets to sales success in today's competitive environment.
  6. How sales are much different today than when you started Jonathan first got started in sales 20 years ago.

Enjoy the interview!

About Jonathan:

Jonathan Jewett is the sales professional’s salesman - someone who has spent every day of his 22-year career on the front lines of sales. He’s sold for giants like Oracle and helped numerous startups build their sales organizations from nothing to millions of dollars in revenue. Today, Jonathan is still in the sales trenches - observing, learning, and experimenting to find the perfect sales formula.

As a student of sales, Jonathan is obsessed with finding new ways to help salespeople close more deals and achieve greater financial success. Jonathan’s been the #1 producer in almost every company he’s joined and booked tens of millions of dollars in revenue by selling complex enterprise software to the Fortune 500. Jonathan may be reached at jonathan@the40best.com

May 3, 2017

Being a rock star sales rep doesn't necessarily mean that the transition to becoming a sales managers is going to be easy. Sales managers need training to help them transition because the skills that led to individual contributor success, sales rock star greatness aren't the same skills needed to be great in leading sales teams.

Kevin and I talked about:

  1. The biggest problem facing sales managers and VPs of Sales today.
  2. Some of the most important lessons that Kevin learned in your time as a sales leader.
  3. Why Kevin decided to write “The Sales Manager’s Guide to Greatness”.
  4. How organizations can better prepare their managers to be great leaders.
  5. The one piece of advice that sales managers never get but desperately need.
  6. Kevin's favorite insight he included in the book? In other words, Kevin shares with listeners the most important thing he learned while researching and writing.

About Kevin:

Kevin is the president of TopLine Leadership, which provides customized sales training and sales management development programs. His 3rd book, “The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top” is now available in hard cover, ebook and audiobook from Amazon.com. Early in his career, he worked for a Fortune 200 company in sales management and general management responsibilities. He, therefore, understands the unique challenges faced during the transition from sales to managing salespeople and the transition from managing salespeople to managing sales managers. Kevin is also the author of two sales books, “Getting Into Your Customer’s Head and “Slow Down, Sell Faster!” He lives in the Reno-Tahoe area.

Apr 24, 2017

Every year, strong salespeople get promoted to sales leadership positions, receive little or no training, and then just be expected to do their job.  They put in long hours, trying to figure out what to do.  Often they just don’t know how to go about solving some of the most common sales staff problems. In this episode, I talked with Suzanne about the guidance, training, coaching and mentoring that sales managers need to successfully lead their teams. We discussed:

The inspiration behind Suzanne's book.  

How sales leaders attempt to solve problems. 

The challenges that often impede their ability to solve problems. 

Why, when things aren't working out, sales managers keep hoping things will change on their own. 

A problem-solving framework. For example, your reps aren't prospecting as expected. 

What sales leaders need to understand to be successful.

Enjoy the interview! 

About Suzanne:

Suzanne Paling, who is a recognized leader in sales management, has over 25 years of experience in sales management consulting and coaching. She has helped more than 55 companies improve their sales performance and processes. Clients include product and service firms in the manufacturing, software, publishing, distribution, medical, and construction industries. Docurated selected Suzanne’s blog as one of their “Top 50 Sales Management Blogs.” She writes for Entrepreneur.com and American Business Magazine, publishes a monthly newsletter and was profiled in The New York Times Small Business column. Suzanne is the author of two award-winning books The Accidental Sales Manager, (Entrepreneur Press) and The Sales Leader’s Problem Solver (Career Press).

 

 

 

 

Apr 17, 2017

 

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.

About Richard:

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.

 

Apr 10, 2017

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:

  • How the complexity of inside sales has evolved.
  • How to measure productivity – call volume vs follow-up persistency.
  • Why automating call cadence should be the cornerstone of any sales technology.
  • Ensuring your best leads are being called on by your best sales reps.
  • Speed to Lead. How fast are you contacting your web leads?

Enjoy the interview!

About Scott:

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.

Apr 6, 2017

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!

Enjoy!

Apr 3, 2017

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!

About Dennis:

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.

Mar 28, 2017

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!

About Lisa:

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.

Mar 26, 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!

About Jeff:

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.

Mar 21, 2017

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:

  • What motivated him to write the book
  • How Jeb defines what he means by ultra higher performers
  • Why Jeb is obsessed with win probabilities and why you should be too
  • The three processes of sales and why is it important that they are aligned

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.

 

 

Mar 19, 2017

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!

About Ken:

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.

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.
Jul 21, 2016

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: 

  • Today’s more complex buying process.
  • How salespeople and their sales leadership aren’t adapting more quickly.
  • What it takes to become an elite seller and how to create and elite sales organization.
  • Why solving problems not pitching features is what creates sustainable competitive advantage.

    The 4 levels of a sale today.
  • Why the lone wolf seller is a dying breed and more.

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.

Jan 26, 2016
I sat down to talk with Plutora's, Head of Marketing, Eric Mitchell to get his thoughts on the world of marketing today and in the future. Since sales and marketing go hand in hand, I got Eric's perspective on how the two camps need to align around a core objective - driving revenue. 
 
During the conversation, we talked about:
 
  • Advice for anyone getting into marketing today.
  • Trends in marketing like email/marketing automation platforms.
  • What today's social media landscape looks like and how that applies to sales.
  • Sales and marketing alignment the effect that alignment (or non alignment) impacts customer experience.
  • Tools still useful in sales... like the telephone.
  • The real scoop on social media vanity metrics and if they really matter when it comes to driving revenue.
  • 2016 marketing and sales predictions.
 
 
About Eric:
 
Based in the Bay Area, Eric is a passionate, digitally experienced leader who knows the SaaS community inside and out. The creator of the popular Social Hangout, Eric and his guests tackled the issues related to sales, social media, digital marketing, media, public relations and more. A straight shooter with boots on the ground experience has earned him the respect of a well known start-ups and companies throughout the Silicon Valley.
 
Connect with Eric on LinkedIn.
Jan 11, 2016

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: 

  •        What’s changed in business today and why you need to change too. 
  •       The new keys to succeeding in today’s digitally driven world. 
  •       How to be deliberate in managing your career and your brand. 
  •       What happens when you digitally anonymous. 
  •       Why your degree doesn’t have that much relevance today. 
  •       Why experience is far less important than expertise and hard work. 
  •       The fastest way to start ramping up new skills. 

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

About Keenan: 

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.

Jan 5, 2016

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! 

Dec 31, 2015

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. 

 
Those organizations that do some sort of win/loss evaluation are often making incorrect assumptions based on what their sales rep tells me or the data that they've asked the sales rep to try and uncover. 
 
Human nature being what it is, you will rarely get the full picture of what happened throughout the course of the decision making process that led to a go/no go decision. This is especially true if the deal was a loss to a competing company. Having spent time with the salesperson during the process and recognizing that time and money has been invested in trying to secure the business, buyers are often very reluctant to be truthful about what went wrong. This is where a 3 party can help.

 
During my conversation with Stu, we talked about:

  • What win/loss analysis is and why it B2B companies should care.
  • How sales leaders can learn from the analysis and use it to drive and improve sales performance.
  • The benefits to both the sales organization and the organization as a whole.
  • How to get the most accurate data when doing an analysis of deals won and lost.
 
And more...
 
Enjoy and feel free to share with others!

 
About Stu Perlmeter: Stu brings 30 years of marketing and research experience to 1st Resource, which he founded in 1996. Stu’s primary expertise is in understanding the market insights that tie to success formulas for companies seeking to grow their business in strategic ways. 

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.

 
Dec 18, 2015

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.

Dec 14, 2015

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! 

 

Dec 9, 2015
The quota year is winding down for many of you, but that doesn't mean you can rest on your laurels. Learn how important it is to focus on solving problems for customers versus trying to pitch them.
 
While you are busy closing the deals you can in the final December push, don't forget that you need to be thinking ahead to the New Year. Planting the seeds for your sales future must be top of mind.
 
Sales acceleration is an inside job, and it is all about velocity. The common myth is that buyers slow down the sales process, but it might be a big shock to many sellers to know that they are the ones slowing down the purchasing decision.
 
If you sell, you have one job to do. 
Contrary to what you might think, it isn't to sell something.
 
Selling is about helping customers solve their business problems and make buying decisions. Think about delivering value in a different way. Think of adding value as providing information quickly, in order to move buyers one step closer to a purchasing decision. Make it easy for them to make a decision.
 
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."
 
 

 

Nov 30, 2015

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.

Jul 31, 2015

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.

 

Jul 2, 2015

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? 

 
In my conversation with Jane, we talked about:

 

 
  • How inspired leadership makes a big impact on the bottom line.
  • Employee engagement and advocacy.
  • Most inspiring companies.
  • Characteristics of inspirational leaders and what that means for their teams.
 
When there are higher levels of employee engagement, companies see an increase in sales, customer loyalty, above-average productivity and higher profits.

 

 
Connect with Jane on LinkedIn or visit her website at www.janegentry.com 

 

 
Follow her on Twitter.
Jun 30, 2015

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.

 
As Jill likes to say, today's buyer has choice and voice. If you don't stand out, you are locked out.
 
 
In this podcast, you hear about why alignment is so critical and why the "customer" should be at the heart of it all.

 

 
Follow Jill on Twitter.
Jun 26, 2015

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:

  • What social selling is all about and the role that content plays in B2B selling.
  • Why the announcement of rFactr's partnership is a game changer.
  • The importance of aligning sales and marketing to drive revenue results.
  • Characteristics of today's modern seller.

It was a great conversation that I hope you enjoy.

Follow Julio on Twitter.

Learn more about rFactr and their social selling platform.

Jun 24, 2015
Sales and marketing have had a love/hate relationship for years, but the truth is that a focus on revenue is a joint goal. With sales and marketing working together, all aspects of the sales funnel are impacted in a positive way.
 
In my Razor's Edge conversation with Tracy, we talked about: 
 
  • What's changed in the world of sales and marketing and how digital has disrupted it all.
  • How to start the process of aligning both camps.
  • Who is ultimately responsible for ensuring alignment happens. 
 
After listening to the podcast, check at a recent blog post from Tracy that followed up a webinar InsideView hosted on June 3rd with Forrester Research vice president and principal analyst, Laura Ramos.  
 
You'll also learn about how InsideView can help sellers and marketers leverage social listening and insights to drive the bottom line. 

 

Follow Tracy on Twitter.

Mar 25, 2015
Playing off a presentation I did last year, Doug Lehman and I rant about the things about sales and social selling that bug us. 
 
If you want to check out all the rants, you can view the slide presentation here
 
By the way, if you don't know Doug, he is a master at helping people leverage video as part of the sales process. Visit him at www.douglehman.com 
Feb 24, 2015

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. 

 
During the interview, Carter, Kari and I talked about:
 
  • Why the right kind of content is so important to your social engagement strategy.
  • Why they decided to publish these insights reports and whom they are meant to benefit.
  • The methodology behind the reports.
  • What influencer marketing really means.
  • How social insights reports benefit salespeople.
 
Leadtail is an innovative company with ideas about content marketing - what works and what doesn't. Enjoy the interview!
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