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Barb Giamanco

Listening Intelligence Builds Sales Success

February 15, 2019 By Barb Giamanco Leave a Comment

In this interview, I talked with Dana Dupuis – the founder of ECHO Listening Intelligence.  Dana is also the co-creator of a proprietary listening assessment called the ECHO Listening Profile (ECHO = Effective Communication for Healthy Organizations), which has been instrumental in reshaping communication with sales teams, executives and across full company cultures.

The old adage about having 2 ears and 1 mouth makes a lot of sense, especially when it comes to selling. Since our job as sellers is to solve problems for our prospects and customers, listening is a key component of being successful in selling. Unfortunately, too often salespeople talk more than listen. That can happen either because salespeople are new, nervous or not properly trained. The great art of listening is not the same as hear and how listening works is largely misunderstood.

Dana will be joining me for a webinar about listening on March 5. Get details and REGISTER HERE for this complimentary session!

Okay, on to the podcast interview. Dana and I talked about:

Why is listening such an important component in sales.

What makes it difficult for salespeople to practice listening.

Dana’s background in building sales teams, why she left sales to study listening, and how that journey led her to bring back what she learned about listening and selling. Listen to the interview the MOST important thing you need to know about listening and sales.

How listening works. It may not be what you think! I know I was surprised.

Dana also talks about how all of us listen “to” and “for” different information, as well as the many different ways we listen.

Finally, I asked Dana why it is that you can been in a meeting with multiple people, yet everyone there may leave having heard something different. Dana told me why what we say is often misunderstood, misinterpreted or changed depending on the listener.

By the way, Dana made this SPECIAL OFFER Until April 2019: Dana offered my podcast listeners the opportunity to take the ECHO Learning assessment with her compliments.
Send her email to: dana@echolistening.com    In the subject line include: Women in Sales Podcast with Barb FREE Assessment Link

As always, another insightful interview! Listen and enjoy!

http://www.womeninsaleshub.com/wp-content/uploads/2019/02/WIS_DanaDupris_110218-Copy.mp3

Apple Podcasts  – Please subscribe so that you never miss an episode! Write a review for the podcast if you like the interviews.

Spotify  Stitcher  Google Play   Don’t use any of these platforms to listen? Listen to the recording above.

About Dana

With over 20 years of experience in sales and management consulting, leadership development and building healthy corporate cultures, Dana Dupuis knows the importance of good communication.

Dana is the founder of ECHO Listening Intelligence and the co-creator of a proprietary listening assessment called the ECHO Listening Profile (ECHO = Effective Communication for Healthy Organizations), which has been instrumental in reshaping communication with sales teams, executives and across full company cultures. By understanding that each individual listens “to” and “for” different kinds of information, companies can greatly enhance their ability to communicate and collaborate effectively. It is upon this concept that Dana’s work is based.

Connect on LinkedIn 

Thanks to our Sponsors!

This podcast is presented by our Elite Sponsor, Microsoft. Corporate Vice President and Channel Chief Gavriella Schuster, along with other female leaders in the company, are driving for change, trying to bring more women into the technology industry. Gavriella and Microsoft are committed to giving “young women better role models and a stronger voice to all women.” You can hear more from Gavriella and other Microsoft leaders, on the Microsoft Partner Network podcast. Or visit partner.microsoft.com 

SalesLoft, the leading sales engagement platform. Join them this March in Atlanta for 3 days of learning, networking, and inspiration at their annual Rainmaker conference! With over 100 speakers and 40 track sessions, their annual Women’s Breakfast and a performance from Grammy winning band Blues Traveler, this conference is not one to miss. Get your tickets today at rainmaker.salesloft.com.

Thanks to our Media Sponsor. Women Sales Pros has a vision for more women in B2B sales and sales leadership roles where there are currently male-majority sales teams. We help educate companies on how to do this, and we champion women on what a professional sales career can be. We also showcase the very top women sales experts who are speakers, authors, consultants, trainers and coaches. People can sign up to get updates HERE and follow us on Twitter and Instagram at @WomenSalesPros

The Customer First Advantage

February 11, 2019 By Barb Giamanco Leave a Comment

In this interview, I talked with Sydney Sloan, Chief Marketing Officer at SalesLoft. You can meet Sydney personally at the Rainmaker 2019 conference here in Atlanta in March. Haven’t gotten your tickets yet? You still can. REGISTER HERE

Here is what you’ll hear in my conversation with Sydney about why putting the customer first is a significant business advantage.

We started by talking about an incredible book Aligned to Achieve: How to Unite Your Sales and Marketing Teams into a Single Force for Growth co-authored by colleague (and good friend of Sydney’s and mine) Tracy Eiler, CMO at InsideView. Given Sydney’s passion is in delivering customer experiences that wow, which includes how sales drives that experience along with marketing & service, we talked about sales/marketing alignment and the improvement opportunities that still exist.

You’ll hear Sydney’s point of view on how to prioritize sales and marketing alignment and some of the tactics she and her team employ at SalesLoft.

One of SalesLoft’s core values IS customer first. And while many companies still think about customer experience as what happens AFTER the sale is closed, Sydney believes that experience – positive or not so positive – happens at interaction with a prospect or customer. We discussed how Sydney and her team keep the value of customer first at the center of their marketing and sales efforts.

I knew before the interview that Sydney had been described – by people who worked with her and for her– as a creative, intelligent marketer who cares deeply about people and doesn’t hesitate to jump in to do the work. She is all about supporting her team members in getting things done. Sydney explains why that is so important to her and how her approach fits with the customer first mantra and vision at SalesLoft.

SalesLoft has grown exponentially in the last few years and was named one of Deloitte’s Technology Fast 500 for the second year in a row. Given the growth distinction and accolades SalesLoft has earned, I asked Sydney if there was anything special that SalesLoft’s sales/marketing teams does to make the most of this momentum. You’ll have to listen to the interview to find out what they do!

Finally, you’ll get a sneak preview into what’s happening at SalesLoft’s Rainmaker 2019 sales and sales enablement conference in Atlanta March 11-13. With over 100 speakers and 40 track sessions, their annual Women’s Breakfast and a performance from Grammy winning band Blues Traveler, this conference is not one to miss. Get your tickets TODAY!

Listen to the interview and enjoy!

http://www.womeninsaleshub.com/wp-content/uploads/2019/02/WIS_SydneySloan_122118-Final021119.mp3

Apple Podcasts  – Please subscribe so that you never miss an episode! Write a review for the podcast if you like the interviews.

Spotify  Stitcher  Google Play   Don’t use any of these platforms to listen? Listen to the recording above.

About Sydney

Sydney Sloan is Chief Marketing Officer (CMO) of SalesLoft. As the company’s first CMO, she leads the company’s continued customer-first focus and go-to-market efforts as it continues to scale. She is passionate about SalesLoft’s vision for helping sales organizations deliver better selling experiences for their customers.

An accomplished marketing executive, Sloan has deep expertise across customer experience, product marketing, demand generation, and communications. She brings passion, skill, and a customer-centric focus to drive tangible results. Sloan is a global B2B enterprise marketing leader who previously served as CMO of Alfresco. She held similar leadership positions specializing in customer experience and product marketing roles for Jive Software and Adobe.

Sloan earned multiple business degrees at the University of Southern California, and also studied finance and financial management at Queen’s University in Ontario, Canada. Outside of work, Sloan can be found cheering for her kids at the soccer field and enjoying time outdoors.

Connect on LinkedIn

Thanks to our Sponsors!

This podcast is presented by our Elite Sponsor, Microsoft. Corporate Vice President and Channel Chief Gavriella Schuster, along with other female leaders in the company, are driving for change, trying to bring more women into the technology industry. Gavriella and Microsoft are committed to giving “young women better role models and a stronger voice to all women.” You can hear more from Gavriella and other Microsoft leaders, on the Microsoft Partner Network podcast. Or visit partner.microsoft.com 

SalesLoft, the leading sales engagement platform. Join them this March in Atlanta for 3 days of learning, networking, and inspiration at their annual Rainmaker conference! With over 100 speakers and 40 track sessions, their annual Women’s Breakfast and a performance from Grammy winning band Blues Traveler, this conference is not one to miss. Get your tickets today at rainmaker.salesloft.com.

Thanks to our Media Sponsor. Women Sales Pros has a vision for more women in B2B sales and sales leadership roles where there are currently male-majority sales teams. We help educate companies on how to do this, and we champion women on what a professional sales career can be. We also showcase the very top women sales experts who are speakers, authors, consultants, trainers and coaches. People can sign up to get updates HERE and follow us on Twitter and Instagram at @WomenSalesPros

How the Bots HAVEN’T Taken Over. How to Be Human in Sales.

February 6, 2019 By Barb Giamanco Leave a Comment

In this interview, I talked with Amy Volas, Founder and CEO of Avenue Talent Partners about why relationships STILL MATTER in selling, and frankly, in life.

I’m known for saying – okay, harping about – that technology only ENABLES process. It doesn’t build people relationships for you. It doesn’t sell for you. Never has. Never will.

Yes, I know. Everyone loves the hacks. Or, the idea of them anyway. People cannot resist the urge to believe in mythical short-cuts, which DO NOT exist in selling. Today, it is even tougher to reach buyers. They are done with the corny pitches, cheesy close lines and lazy messaging that is self-serving adding absolutely no value to their day. And, salespeople wonder why no one wants to talk to them.

You say your sales manager makes you do it?

Your message isn’t researched or well thought out because your boss demands X number of calls made and emails sent? Well, you’ll want to get over that right now! Checking the box so you keep your manager happy isn’t how you own responsibility for your own career and selling success.

YOU are responsible for your own sales success.

If your activity isn’t generating enough sales meetings, it is time to look in the mirror. Your message and approach is likely the culprit. No matter how many prospecting touches you are expected to make, it is up to you to take the reins and change how you present yourself.

If your activity levels drop but you book more sales conversations with qualified buyers, you are in a good position to show your manager that quality FIRST (relationships + value message focused on solving buyer’s problems) + quantity wins out every time!

This is WHY relationships matter!

I don’t know when the chatter started but lately I have heard more than a few people insisting that relationships don’t matter in selling. I beg to differ. I don’t know that I ever met a buyer who bought from someone they didn’t know, trust and like. I suppose if you sell a widget that no one else in the world makes AND the company you are selling too cannot live without that product, okay. You can probably get away with not developing the kind of trusting relationship that leads to a prospect becoming a customer who stays with you for life. I have also heard from experts that prospects don’t have to like you to buy from you. With 25+ years of successful B2B Enterprise, SMB and Mid-Market in a variety of industries, plus Retail, Distribution and Channel Partner selling under my belt, I have to say B.S. to that idea. Do you buy from people you don’t like? I’m not talking about buying a book on Amazon. If you sell B2B, the higher the financial investment a buyer (buying team) needs to make, the more likability, along with trust and relationship matter.

Which is why Amy and I talked about how bots are not going to take over, though they are trying. 

In this interview, learn why:

With all the noise becoming louder about AI and bots in selling, the human element and interpersonal relationships matter even more. You’ll hear from Amy why she suggested the topic of our conversation.

Both Amy and I believe that technology simply helps to open the door, if done right. As I already mentioned, in B2B selling, in particular, human beings are a big part of the equation. Amy and I discussed a few of the ways that humans can make an immediate impact on the sales/buying process.

I asked Amy if relationships make a difference depending on the type of account: SMB to enterprise sales. Listen to the interview to find out!

Scale is always a question for sellers managing large geographic patches. Amy shared her perspective on how to scale, build relationships and manage a big territory with high activity numbers.

Given that Amy is in the talent business (people biz for the unenlightened), I asked her about the general thinking with respect to AI and bots in her industry.

Another insightful interview, if I do say so myself. 🙂 Listen and enjoy!

http://www.womeninsaleshub.com/wp-content/uploads/2019/02/WIS_amyvolas_121418-Final021119.mp3

Apple Podcasts  – Please subscribe so that you never miss an episode! Write a review for the podcast if you like the interviews.

Spotify  Stitcher  Google Play   Don’t use any of these platforms to listen? Listen to the recording above.

About Amy:

Amy Volas, Founder and CEO of Avenue Talent Partners. She is a sales fanatic turned entrepreneur, bitten by the startup bug many moons ago and couldn’t imagine spending her time anywhere else. She created Avenue Talent Partners to help with the tremendous task of growing startups through one of their most valuable assets—salespeople. When she’s not working, she’s spending time with her cat, dog, and husband—in that order (jokes). Connect on LinkedIn and Twitter.  Website: Talent Avenue Partners

Thanks to our Sponsors!

This podcast is presented by our Elite Sponsor, Microsoft. Corporate Vice President and Channel Chief Gavriella Schuster, along with other female leaders in the company, are driving for change, trying to bring more women into the technology industry. Gavriella and Microsoft are committed to giving “young women better role models and a stronger voice to all women.” You can hear more from Gavriella and other Microsoft leaders, on the Microsoft Partner Network podcast. Or visit partner.microsoft.com 

SalesLoft, the leading sales engagement platform. Join them this March in Atlanta for 3 days of learning, networking, and inspiration at their annual Rainmaker conference! With over 100 speakers and 40 track sessions, their annual Women’s Breakfast and a performance from Grammy winning band Blues Traveler, this conference is not one to miss. Get your tickets today at rainmaker.salesloft.com.

Thanks to our Media Sponsor. Women Sales Pros has a vision for more women in B2B sales and sales leadership roles where there are currently male-majority sales teams. We help educate companies on how to do this, and we champion women on what a professional sales career can be. We also showcase the very top women sales experts who are speakers, authors, consultants, trainers and coaches. People can sign up to get updates HERE and follow us on Twitter and Instagram at @WomenSalesPros

Are you being left in the cold?

February 5, 2019 By Barb Giamanco Leave a Comment

I read a LinkedIn post recently that focused on the many complaints about cold calling and sales spam being talked about online. What struck me most was the author’s complaint that people publicly post the “negative” examples of sales spam they receive. She only wants us to share “positive” sales messages that work. And, yes, I’m rolling my eyes as I type those words.

In my observation, I believe we have more than a few sellers in sales today whose skin is a tad too thin. They don’t want to hear criticism even if it would benefit them to listen and learn.

I would love to share more examples of positive sales messaging, but I cannot remember the last time I received one. I’ve asked my networks to share examples they’ve received. Crickets. And why don’t we see more positive examples of great sales messaging? They largely don’t exist!

Go ahead. Ask 10 decision makers yourself when they can remember the last time they received a sales message that made them say… sure, I’ll free up time on my calendar to talk to that person.

I AM one of those people who posts about sales spam and implores sellers and their managers to do better.

Listen, I don’t shame people but I feel absolutely justified in sharing examples of sales messages that, as a collective whole, make our profession look bad. They certainly don’t achieve positive sales results.

CSO Insights reported that of the two main challenges sales leaders confirm gives them heartburn, the most pressing is the lack of qualified leads in the pipeline. Properly qualifying leads is the subject for another day. The point of this post is to reinforce that you cannot expect to increase your percentage of leads if prospects won’t talk to you.

This is why sales message and approach is all the more critical!

You have no hope of engaging buyers in sales conversations if they simply ignore you. Sales spam is an epidemic and as much the responsibility of individual sales contributors, as it is sales managers.

First, sales managers are typically more focused on QUANTITY of activity than the QUALITY of the activity. You need both.

Second, reps are mostly focused on hitting the activity NUMBER assigned them. They sacrifice QUALITY too.

Here is a real-world example to illustrate why buyers are freezing you out.

Four different sales reps at two different companies contacted me via phone calls and email last week. I had 2 voicemails each from 2 reps at one company, plus their 2 emails each. The other company had 2 reps contact me and each of those reps sent 2 emails each.

Are you keeping up with the math here?

  • 4 voicemails and 4 emails from Company A.
  • 4 emails from Company B.

That’s 4 voicemails and 8 emails over a 3-day time period. From only two companies!

Twelve missed opportunities to demonstrate credibility and value to me – the prospect. Perhaps the worst part of this example is that these reps wasted their effort on someone who will never buy what they sell, which a few minutes of research would have told them.

Not a single one of those messages were compelling enough for me to care, although one email was bad enough that I sent feedback to the rep who was snarky in their reply that they were doing just fine with their approach. When their commission check bottoms out, and it will, maybe they will change their tune and listen.

With all this activity taking place, sales leaders seem confused as to why their sales reps aren’t getting anywhere. They don’t seem to understand that it is the sales message NOT the activity itself that is the problem.

Put yourself in the buyer’s shoes.

The math gets even worse when hundreds of other salespeople target the same prospects with similar sales spam about their products. And I’m only talking about the overload of initial sales outreach. Many sellers have a cadence of sales activity cued up with the same pointless messaging like – “did you get my last message?” – going out as many as 4, 5, 6, 7 times after the initial attempt at contacting someone. Is it any wonder that decision makers avoid salespeople until they absolutely cannot avoid it any longer?

And what is this business of having multiple reps from your company contact the same prospects with the same spam message within hours of each other? I simply do not understand the thinking behind this approach. Multiple salespeople hounding the same prospect more often will not win them over. Ever.

Isn’t it time for the insanity to stop?

Many of us DO provide examples of how to craft better sales messages. We are also the same people providing examples of how to improve other aspects of the overall selling process – in blog posts, on webinars, in interviews, in workshops, in books, on speaking stages, in consulting and training gigs.

Unfortunately, so much of the wisdom about how to improve sales results simply falls on deaf ears.

Either because it is easier to stay stuck in what’s not working than change OR

Reps feel they just have to do what their manager tells them to do even though they know better OR

Sales managers are unwilling to accept that times have changed and what used to work now doesn’t OR

People don’t want to do the work it will take to learn new habits that get better results, which gets back to point #1… it is easier to stay stuck and complain.

If you are in a sales role today, working to be the best version of yourself in that role requires constantly improving your skills and adapting to an ever changing business climate.

I started this post by talking about a salesperson, who isn’t the only one, that doesn’t feel negative criticism about people’s sales performance is fair. And, while I agree that how criticism is delivered makes a difference, I say that maybe it is time to toughen up, accept the reality that what you are doing isn’t working and let the tough love sink in.

To the individual sales contributors, I’m empathetic to the fact that there are things beyond your control when you work for someone else. I get that… and…

Ultimately, YOU are responsible for your sales success. If your activity isn’t generating enough sales meetings on your calendar, your message and approach is likely the culprit. Even if someone else is writing the message to send, but you know it isn’t working, it is up to you to be bold and change how you present yourself regardless how many prospecting touches you are expected to make.

If you do less calls but book more sales conversations with qualified buyers, you are in a good position to show your manager that quality plus quantity wins every time.

People are complaining about sales spam for a reason. It is a problem!

No salesperson is owed a pat on the back and a trophy just for showing up at work every day. Learn to accept the tough love and be open to learning from it. Your sales success depends on it!

If You Are a Learner, You Are An Earner

December 18, 2018 By Barb Giamanco Leave a Comment

With heightened buyer expectations and sellers struggling valiantly to keep up, it has never been more important to invest in your own learning and development.

Why? The answer is simple. Learners are earners.

Economists from the University of Padova, Italy, conducted a study a few years ago and determined that individuals who read for self-education earned 21% more, as adults, then those who did not. More specifically, the study focused on men in Europe, but I have no reason to think that the study findings don’t apply to women too.

You might be thinking to yourself that you shouldn’t have to put money on the table to invest in yourself. That your employer is responsible for investing in you. After all, your success impacts their bottom line as much as it impacts yours.

And…

You’d be right. You’d also be wrong.

Yes. Your employer should be investing in you on an ongoing basis.

Not just during sales kick-off meetings that are usually held at some beautiful but over-priced hotel, which involves sellers sitting through mind-numbing presentations more focused on product training than actual selling skills. Usually a rah-rah motivational speech from the speaker du jour is part of the equation, as is large quantities of food and drink intended to spark more camaraderie among the teams.

There is nothing wrong with any of these things.

Except…

In the overall scheme of things, sales kick-off meetings are mostly a waste of money!

Camaraderie among team members is hard to quantify but certainly important. You could also save yourself a lot of time and money by keeping the Kumbaya closer to home.

Educating salespeople on new product features, new marketing campaigns or new sales enablement technologies can all be done back at the office via online platforms like UberConference, Zoom, ON24 or any number of platforms designed to deliver learning experiences without the exorbitant costs of travel. Virtual learning programs also make learning more palatable for those people who learn best – and we all do – at different paces and times of day.

Rather than waste thousands of dollars on offsite sales kick-off meetings, why not invest that money in salespeople in multiple ways all throughout the year?

That’s the ideal. For 14 years, I’ve talked about how training is a process not a one-time event; yet, 14 years later not much has changed.

Yes. Your employer should invest in you.

And don’t wait for them. You are accountable for your own success. If you want to be the best, you must train and practice with purpose!

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Are You Guilty of Sharing Too Much Information?

December 17, 2018 By Barb Giamanco Leave a Comment

In many ways, the challenges that men and women in sales face are the same. Difficulty getting through to buyers. Not enough qualified opportunities in the pipeline. Too much admin work and not enough selling time. Competitive challenges. Keeping sales skills sharp. Staying on top of trends or changes happening in your industry. And more.

Though there are certainly generic challenges that both genders face, there are behaviors specific to women that can sabotage their success.

In a NEW Master Class for women launching on January 31st, 2019, I’ll be talking about the top 5 behaviors that may be sabotaging your sales and career efforts. Though I created the class with women in sales in mind, the class and content apply to those in other roles too.

These are the 5 common behaviors that get women in trouble:

  • Being Seen Not Heard
  • Leveraging Relationships vs. Building Them
  • The TMI Trap
  • Minimizing
  • People Pleasing and the Perfection Trap

Today, I want to talk about the TMI trap.

This is one behavior that routinely gets in the way of women’s success. Known as too much information, women can cause confusion in conversations or easily talk themselves out of a sale because they have difficulty getting to the point.

Too much information can take the form of prefacing the solution, a suggestion, new idea or a question with a backstory intended to provide additional context up front for what comes next. To the ears of others involved in the conversation, it feels like unnecessary over explaining that often causes the listener(s) to check out.

Though there is plenty of solid research and evidence to back me up, I’ve witnessed this behavior in action time and time again.

Take for example the young woman who had a question for one of our speakers at a networking event I hosted earlier this year.

At close to 40 seconds in without a question being asked, I had to politely interrupt her to say… “and your question is?”

She fell into the trap of giving us a backstory, that, let’s be honest, no one cared about and wasn’t needed, but I assume was justification – in her mind – for her question. The moment I interrupted her, she realized what she was doing.

TMI is a counterproductive behavior that may happen because women are typically relationship builders.

We are wired to want to know and understand others, and we want others to know and understand us. Aside from potentially putting others to sleep, in some situations going overboard with a backstory may not be such a big deal. As it relates to sales conversations, suggesting new business ideas or asking for that promotion in the interest of advancing your career, TMI can be a killer.

Why?

Because when a strength is overdone it becomes a liability. A liability that keeps you from getting what you want.

If you find yourself wondering why sales opportunities are not progressing, deals aren’t being closed, your ideas are overlooked, or you often find yourself feeling misunderstood, TMI is the likely culprit.

Though there is an urban myth floating around the internet that says on average women speak 20,000 words in a day while men speak 7,000, a 2007 study debunked that myth. The study showed that women and men use roughly the same number of words in a day. As it turns out, the real insight in that research is NOT in the number of words women or men use when talking to others but in HOW those words are used.

Though I’ve observed countless times how men, as well as women, can talk too much in sales conversations, men seem to be more focused on winning the business versus forging a friendly bond for life. Men aren’t usually telling you their life story before getting to the heart of what it is that they want.

There is nothing wrong with spending a few minutes being friendly and getting to know people ahead of jumping into your sales chat. I certainly do. Just keep in mind that buyers are giving you the gift of their time, and in business today time is a precious resource that no one wants to waste.

When your prospect agrees to meet with you, you owe it to them to get to the point. Avoid the TMI trap by learning to speak in bullets not paragraphs! And leave all that background information where it belongs. In the background because most of the time it isn’t needed at all.

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  • Listening Intelligence Builds Sales Success
  • The Customer First Advantage
  • How the Bots HAVEN’T Taken Over. How to Be Human in Sales.
  • Are you being left in the cold?
  • If You Are a Learner, You Are An Earner

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