Info

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
RSS Feed
The Razors Edge with Barbara Giamanco|Sales|Social Selling|Marketing|Customer Experience|Technology|Business
2017
September
August
July
June
May
April
March
February
January


2016
December
November
October
September
August
July
January


2015
December
November
July
June
March
February


All Episodes
Archives
Now displaying: Page 1
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.

 

 

0 Comments