Barbara Giamanco

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Making It Rain in 2019

By Barbara Giamanco Leave a Comment

Last week, I was making it rain opportunities through networking and education with over 1,000 sales professionals at SalesLoft’s Rainmaker 2019 conference. SalesLoft, a hometown tech success here in the ATL, launched Rainmaker in 2014. As I was putting this post together, I hopped into my time machine and zipped back to 2015 when I first attended Rainmaker and wrote about my experience that year.

What I realized in reading that 2015 blog post was that the more things change, the more they actually stay the same. Priorities important in 2015 are even more important today, in 2019. For example…

If you are in a sales role, you simply cannot wait around for others to give you everything you need to succeed. Don’t rely solely on your marketing team to understand the characteristics of your ideal buyer. You, the sales rep, need to own and understand the target buyer persona too. More importantly, you should be spending the bulk of your networking/prospecting/sales call time with ONLY those people! Success also relies on honing your skills, so that you can be the best at your craft of selling. That means you need to invest in your own learning and development every single day! Always keep in mind that learners are earners!

Message matters. If you want your outbound sales activity to convert to more sales conversations, YOU MUST PERSONALIZE your messages. Sales pitches fall on deaf ears. If you want a buyer to give you valuable time on their calendar, you better be focused on what they care about more than what you are trying to sell. That means doing your homework, and this is where tools like LinkedIn, the internet, company websites, Twitter, or InsideView can play a huge role in more effective sales messaging. Bottom line – if your message is all about YOU and what YOU SELL, you are doing it all wrong!

The best sellers DO NOT talk about products and services (see my point above).  These sellers don’t ramble on about the features of the products and services they sell. They don’t put buyers to sleep during demos talking about how they do this and why they do that. Especially in the beginning of a new sales relationship, much of that stuff doesn’t matter. Top sellers focus on helping buyers solve business problems that they will pay money to solve. Top sellers know how to ask the RIGHT questions and how to shut up and LISTEN to the answers.

The best sellers understand human behavior. They leverage their ability to clarify and confirm what they know based on up front research before talking to prospects. Validate what you know but don’t “interrogate” buyers during sales calls. Trust me, interrogation is exactly what it feels like to buyers when you insist on walking them through your lengthy discovery process. Instead, respect their precious time by learning much of that information ahead of the meeting. Your sales call will yield much better results!

Top sellers follow a sales process but are smart enough to adapt their approach to fit how the buyer makes purchasing decisions. You might need to eject your assumptions about the buyer’s journey. Even in similar industries, every company has decision making criteria unique to them. If you simply try to force a buyer/buying team to fit your sales process instead to adapting to their purchasing process, you’ll lose more deals than you will win.

Stop listening to experts who are legends in their own minds. Not everything about selling is dead. Nor is there one right way to be successful in selling. I don’t like making ice cold sales calls to strangers not expecting my call. I prefer to use other means to engage buyers first because that is what works for me. But hey, if your cold call activity is converting to a high number of sales calls with qualified buyers, then by all means… DO IT. Every sellers world is going to be unique. You must test, adapt, and test again to determine and consistently utilize what’s right for you.

Relationships in selling STILL matter! This point dovetails the one above. Believe it or not, more than a few self-proclaimed “experts” promote the idea that relationships in selling is dead. During the session I moderated on Social Selling, I asked panelists Samantha McKenna, Kat Charlot and Morgan J. Ingram what they thought about relationships and selling. They all agreed, as did the audience, that developing trusted relationships with targeted buyers is more important than ever. Mock experts trying to get their 15 minutes of fame by trying to be edgy and controversial are not good for our sales profession. In B2B sales, people still buy from people. Regardless how sophisticated technology becomes, I don’t see that changing any time soon.

Building exceptional sales teams drives exceptional sales results. On the morning of Day 3, the panel discussed the elements of building exceptional teams.  These panel leaders didn’t talk about squeezing one more millisecond of productivity out of people with another piece of technology. They talked about being human, embracing change and paying attention to the foundation of sales basics. All three leaders talked about being authentic, genuine, vulnerable human beings who hold themselves and others accountable. And during the conference they were not the only leaders to make clear that a people first focus is what drives success now and in the future.

I will close by giving high praise to the SalesLoft team for their focus on speaker diversity at Rainmaker! Other conference organizers… are you listening?

I am not the only woman in sales tired of virtual sales events, webinars and conferences that are dominated by white guys – of any age – on the speaking stage. Highly engaging, well qualified, diverse speakers are not difficult to find. Event organizers simply must make it a priority to better balance the scales.

There is a lot of chatter right now about “women in sales”… why we need to see more women on sales teams and in leadership roles and why diversity and inclusion initiatives are good for business. But talk is cheap! As my mom said often, “Action speaks louder than words!” I learned that SalesLoft set a goal of 51% speaker diversity for Rainmaker 2019. They achieved 54% with 46% of the conference speakers being women! And for the second year in a row, I moderated the panel discussion at the women’s breakfast that SalesLoft made a part of the conference last year. More on that experience in a separate post. A bias toward action is a core value at SalesLoft, and at Rainmaker 2019 they demonstrated that when it comes to excellence in selling, as well as diversity and inclusion, they walk their talk!

Filed Under: blog, sales Tagged With: BDR, inside sales, leadership, Rainmaker 2019, sales, salesloft, SDR, selling

Hit the Bullseye: Know and Do the Most Meaningful Activities w/Kristina McMillan

By Barbara Giamanco Leave a Comment

In this episode, Barb talks to Kristina McMillan, VP of Research at TOPO about why it is so important to FOCUS on the right activities if you want to achieve the right sales results.

Focus – on the right activities that drive revenue goals – is always important no matter the time of year! Everyone knows that sellers need to prospect, qualify leads, demonstrate value and business acumen in their outreach to buyers, I kicked things off by asking Kristina what is happening in the market now that dictates what buyers want, so that sellers can better focus?

Sales activities should be driven by current data, trends and buyer expectations. With that in mind, Kristina shared her perspective and the research on the most meaningful revenue-generating activities & tactics reps need to focus their selling time on each and every day.

I asked Kristina what she thought the missteps were given that roughly 50% of sellers didn’t achieve quota in 2018.

As we think about how business and buyer expectations keep evolving, Kristina told me there certain critical skills that every seller should have and/or be developing to meet these evolving dynamics. Sales leaders should pay particular attention to this portion of the interview!

Kristina is teaming up with Jeremey Donovan, SalesLoft’s SVP of Sales Strategy and GM of the NYC office during a session at SalesLoft’s Rainmaker 2019 conference in Atlanta March 2019. You’ll hear what you can expect to when you attend the session. Kristina shared a couple of key takeaways. Meet Kristina and sit in on her session with Jeremey on Tuesday, March 12 @ 3:30pm for their presentation on Bullseye: Data-Driven Ways to Increase Pipeline. 

We closed the interview with a discussion about what Kristina’s business/sales journey been like for her. She shared her personal learning’s and guidance to other women in business and in sales.

Listen and enjoy and insightful, power packed interview!

BTW – Get your tickets for TOPO’s annual Summit happening April 17-18 in San Francisco.  Spend two days learning from the world’s best sales and marketing organizations. With over 60 sessions & workshops organized around six tracks, you’ll learn about the most important topics in revenue.  See the agenda and register before the summit sells out!

https://secureservercdn.net/198.71.233.179/q7g.56b.myftpupload.com/wp-content/uploads/2019/03/WIS_KristinaMcMillanFinal_030519.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 Episode 42 with Kristina above.

About Kristina:

Kristina McMillan is the VP of Research at TOPO. She leads the analyst and consulting teams for all of TOPO’s practices. Her organization develops and delivers frameworks and best practices that help clients cultivate world-class marketing, sales development, and sales organizations. She has worked with hundreds of high-growth companies from early-stage start-ups to industry giants, such as Google, Oracle, HP, and more.

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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

Filed Under: blog, Women In Sales Tagged With: ABM, account based, b2b, B2B sales, BDR, focus, go to market, inside sales, leadership, product, sales, sales productivity, SDR

Succeeding as a Woman of Color in Sales Leadership with Mandy Bynum McLaughlin, New Relic

By Barbara Giamanco Leave a Comment

In this interview, I talked with Mandy Bynum McLaughlin, Director of Sales Development – Enterprise and Commercial at New Relic. Mandy also serves as Director of Diversity, Equity and Inclusion at her company.

For those women just starting out in sales or for those women who’ve not considered a career in selling, I started off by asking Mandy how she got started in a career in sales.

Other questions we tackled:

Being a woman of color in sales – have there been specific challenges that you’ve faced? What about the opportunities?

You are a sales manager, Mandy. How would you describe your management style? What is unique about it?

You’ve worked with many different types of Salespeople (Account Executives) – what are the characteristics/habits of a great Account Exec, and what are key indicators that someone isn’t ready to be successful in their sales role?

Often the next step for a salesperson is management – or at least they think that is the next step. What does it take to make the transition from individual contributor to sales manager?

I’m a big fan of learn to earn. I believe that learning never stops. Learning/research is also a critical element to selling in that we should never go into a sales meeting or get on a sales call without having learned about them, their company, their industry, competitors, etc.

I asked Mandy if she believes in the importance of research. Second, I asked Mandy what kind of research or outside resources she has used throughout her career.

Another insight packed interview, which I encourage you to listen to and enjoy!

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 HERE

About Mandy

Mandy Bynum McLaughlin. Mandy began her career as an Account Executive at Clear Channel Radio, using the phone book to prospect. Fast forward 10 years, 2 startups, and many different sales teams later, Mandy now runs New Relic’s Sales Development organization for North America.

Her greatest passion thus far in her career, is around empowering women and people of color and other marginalized groups in the workplace so that we in the Bay Area and throughout the greater corporate society can become more inclusive and end marginalization, and has been lucky enough to work for companies that share the same passion.

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 

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

Filed Under: blog, Women In Sales Tagged With: BDR, inside sales, leadership, learning, management, sales, SDR

Transitioning from Sales Contributor to Leading Teams with Melissa Lui, ServiceTitan

By Barbara Giamanco Leave a Comment

My guest in this Conversations with Women in Sales interview is Melissa Lui, Sales Development Manager at ServiceTitan. Melissa started as an SDR and within in a short period of time, she had demonstrated her ability to make the next move into sales leadership. Moving from being an individual contributor to a successful sales manager isn’t always easy. Melissa has made the transition and her approach and insights will be a benefit to anyone interested in successfully transitioning into management at some point in their sales career.

We discussed:

Why Melissa decided to move from a sales development role to a leadership role.

Some of the biggest challenges she faced in making the transition.

Advice for anyone in a sales role looking to transition into leading sales teams.

Why personal and professional development is so important to Melissa.

How Melissa supports her team with personal and professional development.

Enjoy the interview!

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 HERE

About Melissa

Melissa Lui is currently a sales development manager at ServiceTitan. She first started her career in sales as an SDR and climbed the ranks into sales leadership. Her passion lies in coaching SDRs to achieve the results that leads them to become successful sales reps and providing guidance to first-time managers. Her goal is to bridge the growing sales community in Los Angeles and turn it into a robust arena for sales professionals to share best practices, insights and hold each other accountable for professional development.

Mentioned during the interview. AA-ISP Los Angeles event https://aa-isp.org/register/chapter/1290

ServiceTitan open sales roles: https://www.servicetitan.com/open-positions

Connect with Melissa 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 

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

Filed Under: blog, Women In Sales Tagged With: BDR, inside sales, leadership, management, sales, SDR, selling

How to Be a BDR Superstar with Jackie Lipnicki, ScribbleLive

By Barbara Giamanco Leave a Comment

In this week’s Conversations with Women in Sales interview, I talked with Jackie Lipnicki, Head of Business Development Representatives at ScribbleLive about what it takes to be a BDR Superstar.

SDR/BDR teams are an important part of many company’s sales growth strategy. And SDR/BDR reps are often the first personal point of contact with a prospect, so they’ve got to be excellent at what they do.

Listen to the interview to hear from Jackie…

What she thinks makes a BDR truly outstanding in their role.

How important it is for a BDR to research their prospect before reaching out to try and engage them.

You’ll also learn how much research is appropriate because you certainly don’t want to get caught up in analysis paralysis.

Jackie and I also discussed whether or not cold calling dead, and Jackie believes to be the most effective method of prospecting outreach.

Given how important it is to capture a prospects attention quickly, Jackie talked about the best way to open a conversation that will pique interest and lead to a sales opportunity.

Finally, there was some great conversation about what is more important: engaging with a prospect by leading with a buyer persona or with information about their vertical/industry.

Enjoy the interview!

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

About Jackie:

Jackie started out as a 1 woman BDR team at a digital marketing agency. She then transferred to ion interactive where she was a BDR for 8 months. From there, Jackie was promoted to BDR team leader responsible for hiring, training, onboarding, and hitting the same quota as everyone else. She then moved into a BDR manager role with a focus on improving process. Recently, Jackiewas promoted to head of BDR’s for North America to our parent company, ScribbleLive. Responsible for ensuring scalability and long-term growth and success of the BDR program.

Connect with Jackie

LinkedIn
Twitter

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 

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

 

 

Filed Under: blog, Women In Sales Tagged With: BDR, inside sales, outbound, Prospecting, sales, ScribbleLive, SDR, selling

Empowering Your Front-Line Salespeople with James Bawden

By Barbara Giamanco Leave a Comment

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 order to motivate your team members.

James’ suggestions for how leadership can grow and nurture their sales talent.

Where leaders can go wrong when working with new salespeople.

Tips for salespeople just getting started in their career.

How peer to peer relationships play a role in empowering the front line to be the best that they can be.

Enjoy the interview!

About James Bawden

James is the Business Development Manager and Sales Excellence Coordinator at Evalueserve. He is a sales professional with nearly a decade of experience in several industries, spanning from wireless retail sales to complex B2B sales. He has a unique vantage point on sales leadership, as he has continually been promoted to leadership roles and been charged with leading a team of salespeople that were once his peers. He truly knows what a front-line salesperson is like, as well as what it is like to lead a team. He is fiercely passionate about all things sales, especially providing a voice for salespeople who are just beginning their careers.

Connect with James on LinkedIn and Twitter

Filed Under: blog Tagged With: BDR, empowerment, inside sales, leadership, sales, SDR

Inside Sales Challenges Come with Rapid Growth

By Barbara Giamanco Leave a Comment

Author’s note: This article was originally published in Top Sales World’s September 2017 digital magazine.

Inside sales is a popular high-growth sales model used by companies in a variety of industries. The Harvard Business Revenue reported that 46% of high-growth tech companies are growing through inside sales versus 21% using outside sales teams. The reasons for rapid growth of SDR/BDR sales teams vary but one thing is clear, buyers are fine with alternatives to face-to-face meetings. From an efficiency point of view, buyers prefer phone calls, video or web conferencing meeting options to minimize waste on their already overscheduled calendars.

The evolution of technology has made the inclusion of inside sales teams a core component of organizational sales strategies, as companies look for ways to decrease costs and improve their own operational efficiencies. PointClear reported that an outside sales call costs $308 versus an inside sales call cost of $50 making it clear how much more cost effective it is for a company to leverage an inside sales team to its fullest.

With growth comes challenges.

Though there is rapid growth in inside sales, there are also challenges facing inside sales leaders in achieving their sales objectives. In 2016 research conducted by CSO Insights and ClearSlide, they noted that core challenges faced are reducing churn among the sales ranks, hiring the right talent to fill inside sales roles, speeding up the time it takes to ramp new hires skills, reducing deal forecast slippage, improving opportunity qualification and ensuring that salespeople are adept at having business conversations versus pitching product features.

Training and coaching remain areas of opportunity and competitive advantage.

Two factors dogging inside sales team today are:

  • High turnover – 20% annually per the ClearSlide and CSO Insights research.
  • Slow ramp time with 33% of companies surveyed indicating that it takes more than 9 months to ramp new hires, and less than 13% of organizations can get their reps up to speed in less than 4 months.

Today’s buyers expect to work with salespeople who understand their business, industry trends, and competitive challenges. They don’t expect to be the on-the-job training vehicle for your inside salespeople. If there isn’t a solid plan to get salespeople fully competent quickly, you are leaving them at the mercy of learning by trial and error on the buyer’s time dime. Few executives I’ve ever spoken to have the time or the patience to be educating your sellers in how to sell to them.

Given that SDR’s and BDR’s are often the first personal experience a buyer has with a company, without proper training, coaching and reinforcement of basic selling skills, these front-line sellers are impeding sales progress, or worse, doing damage to the company brand. And, if as has been reported by CSO Insights that sales leaders see lead volume and quality as more important than skills training and process, I think there is a disconnect. Could this be a factor in why only 46% (2016 Sales Comp Survey, Alexander Group) to 67% (the Bridge Group) of inside sales reps are achieving quota?

Lack of training and outdated sales approaches lead to a steady stream of no’s, and the frustration that breeds, along with the inability to achieve sales objectives has a domino effect. Higher turnover among the sales ranks. Some reps will choose to leave on their own. Others will be asked to move on, which hardly seems fair if they haven’t been given the training, coaching, and tools they need to succeed in their role.

The second-best thing to getting a yes, is getting to a fast no.

A top challenge I often hear when talking to sales leaders is that there need to be more leads and better-qualified sales opportunities reported in the pipeline. To which I come back to the importance of a solid training program that is more than a motivational speech at a sales kick-off meeting.

Poorly forecasted sales opportunities and deal slippage in the pipeline can be improved with proper training, coaching, and skills reinforcement. Salespeople are notorious for being overly optimistic about when deals will close. The CSO Insights and ClearSlide data showed that 70% of reps don’t validate prospect interest during the sales cycle. If salespeople are not effective at qualifying opportunities, and that includes qualifying no’s quickly, pipeline is muddled and conversion rates are diminished. As Jeff Schmidt, SVP of Global Sales and Services at ClearSlide said, “Qualifying out is a critical practice and will lead to better pipeline conversion and deal visibility.” Without the proper training to help reps understand what constitutes a qualified lead, a lot of “maybe’s” and “never will buy” end up in the CRM pipeline.

Stop pitching product features, solve the buyer’s problem.

Salesforce’s State of Sales report noted that 83% of buyers want to work with salespeople “focused on helping achieve their company’s needs, not just making a quick sale.” This is where inside sales teams can score huge competitive wins. Leaders must be willing to let their salespeople drop the script, ditch the pitch and back away from the reliance on demos to sell the product or service.

Inside sales teams can create amazing sales experiences from the very first interaction, and that can only happen if salespeople are taught how to demonstrate to buyer’s that unlike their competitor’s, their focus is on helping buyers achieve their goals first and foremost. In the end, the ability for inside sales teams to achieve their goals depends more on how they sell, not what they sell.

Filed Under: blog, prospecting Tagged With: B2B sales, BDR, inside sales, sales, SDR, social selling

Leading Sales Teams with Katie Early

By Barbara Giamanco Leave a Comment

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 from an individual contributor sales role into a sales leadership role and the surprises she encountered and the lessons she learned.

Katie then shared her guidance for women who’d like to make the same transition into a leadership position.

Successfully leading teams to exceed monthly and annual sales targets on a consistent basis isn’t always easy. Katie shared some of her strategies that help her lead her team to ongoing success.

We discussed the importance of hiring right, coaching, ongoing training.

How SDR/BDR roles are important in selling success and Katie’s thoughts on how those front-line roles are evolving.

Katie recently moved into a new leadership role and made a move to Dublin. She told me about her new role and what led her to tackle this new challenge.

Enjoy the interview!

This episode is sponsored by Hubspot.

HubSpot CRM makes it easy to organize, track, and grow your pipeline. And it’s free. Forever! I’m a Hubspot CRM user, and I love it. You should give it a try right NOW!

About Katie:

Katie Early leads the Corporate Sales Team for HubSpot in EMEA, focusing on growing the HubSpot’s presence with large scale organizations. She started her sales career with HubSpot 6 years ago, where she worked as an individual contributor before moving into Sales Management in North America, and then later moving to the Dublin office for her current role.

Connect with Katie on LinkedIn and Twitter

Filed Under: blog Tagged With: BDR, inbound, leadership, sales, SDR, teams

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