The Razors Edge

Conversations about doing business in a digitally disrupted world. Each episode features a global executive or thought leader discussing current an...
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 ...
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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-teste...
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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 grea...
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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, Recru...
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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. Du...
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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 - i...
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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 ...
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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 pipeli...
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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 o...
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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 tal...
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  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 e...
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  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 th...
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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 intervi...
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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 cust...
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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 in...
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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...
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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...
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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 ...
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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 f...
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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...
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