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

If you want to learn from the best minds in B2B sales, marketing, service, and technology, The Razor's Edge podcast is for you. After 25+ years in Sales, Barb understands the challenges that sales leaders and salespeople face. Barb is the co-author of The New Handshake: Sales Meets Social Media and authored the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy. In this podcast, Barb interviews authors, practitioners, and sales, marketing, service, and technology leaders from across the globe who share their expertise on everything from selling and marketing strategies and skills, engaging buyers online with social selling, top trends in technology to drive increases in revenue and pipeline and much more. www.barbaragiamanco.com
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Now displaying: September, 2016
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.
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