August 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:
July 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.
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.
July 25, 2016
"The greatest inhibitor to sales effectiveness is the inability
to communicate a value message." -- SiriusDecisions
Sales organizations make huge investments in hiring salespeople, getting them upskilled and productive quickly, implementing sales enablement and technology solutions, but when it comes to focusing on the quality of activities that create the sales experience from the very first touch point onward, there is a gap. A pretty big one. I’m talking about the sales message that is delivered either through email or phone calls. There is a better way! Listen and learn.
July 25, 2016
Many of you who read and follow my posts know that I’m passionate about elevating the professionalism of sales. It’s a great profession to be in. I cannot think of anything more gratifying than being able to help customers solve business problems. Still, sales as an industry has an image problem, because hustlers exist. You know the type… all they care about is meeting quota so they can head to President’s Club. Well, guess what, those types will be gone by 2020, if not sooner. Customers have spoken; they demand more!
I believe that creating sales experiences that knock buyer’s socks off–at every touch point in the buying and customer lifecycle–is how you win!
July 21, 2016
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.
- 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.