Andy Paul's Blog, page 55

How to Listen to Discover. With Paul Cherry. #341

Joining me on this episode of Accelerate! is my guest Paul Cherry. Paul is President of Performance Based Results, LLC, the author of Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants, and has a new book coming up called, The Closer: Be The Successful Sales Pro, Steal the Lead, Seal the Deal. Among the many topics that Paul and I discuss are the purpose of listening for discovery, how the fate of a sale can depend on a question, and Paul’s new book, The Closer.

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How to Power Down Stress to Power Up Your Business. With Robert Mallon and Bill Watkins. #340

Joining me on this episode of Accelerate! are my guests Robert Mallon and Bill Watkins. They are the Founders of the Rusty Lion Academy. Among the many topics that Robert, Bill, and I discuss are, their experiences that brought them to coaching, how physical neglect leads to burnout, and how procrastination and hesitation block success (and how to power through these negative behaviors.)

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How to Develop a Rainmaker Mindset. With Carolyn Coradeschi. #339

Joining me on this episode of Accelerate! is my guest Carolyn Coradeschi, Sales Performance and Leadership Coach with Southwestern Consulting, author of The Rainmaker’s Quick Guide to Lasting Sales Success, and a 30-year front-line sales veteran. Among the many topics that Carolyn and I discuss are, her summer job that turned into a sales career, tips for implementing productive behaviors, how to build the mindset of success, and Carolyn’s best advice to sales professionals today.

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Replay: How to Increase Win Rates on Qualified Leads. With Dan McDade. #289

My guest on this episode of Accelerate! is Dan McDade, Founder and CEO of PointClear and author of The Truth About Leads. Among the many topics Dan and I discuss are the importance of sales & marketing alignment in lead generation, effective strategies to improve sales & marketing collaboration, the differences between inside sales reps and outside sales executives and how to choose the right candidates for each role, and establishing good KPIs, such as the percentage of sales qualified leads an effective sales organization should expect to close.

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Tips for Better Sales Planning for 2017. With Bridget Gleason. #338

Welcome to another Front Line Friday with my special guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics: how to approach developing your sales plan for 2017 (for individuals and managers);  the ideal timeframe for sales planning; sales manager planning and how to convert your plan into action.

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How to Get the Biggest Return on Sales Training. With Steven Rosen. #337

Joining me for the second time on Accelerate! is my guest Steven Rosen. Steven is the founder of Star Results, an author, speaker, trainer and expert on training sales managers. Among the many topics that Steven and I discuss are Steven’s rise from sales on the street, to a view from the C-suite; the conundrum of companies under-investing in the development of front line sales managers; various components of leader development and coaching; and what leaders can do, if they are not being developed by their company.

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Ten Rules of Sales Success. With Thom Singer. #336

Joining me on this episode of Accelerate! is my guest Thom Singer. Thom is a sought-after speaker, host of the Cool Things Entrepreneurs Do podcast, and author of many books, including, The ABC’s series, and his Some Assembly Required series about networking. Among the many topics that Thom and I discuss are the keys to building relationships, insights from Thom’s writings, and networking tips that are also sales tips.

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Marketing Into the Sales Funnel. With Matt Heinz. #335

Joining me for the second time on Accelerate! is my guest Matt Heinz. Matt is Founder and CEO of Heinz Marketing, and the author of Full Funnel Marketing: How to Embrace Revenue Responsibility & Increase Marketing’s Influence On Pipeline Growth & Closed Deals. Among the many topics that Matt and I discuss are how Full Funnel Marketing is a challenge to marketers; how to measure Marketing’s contribution to the pipeline; the challenges for integrating Marketing and Sales; and why so many sales reps have trouble selling the outcome vs their product.

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How to Generate Additional Business with Existing Customers. With Dan Englander. #334

Joining me on this episode of Accelerate! is Dan Englander, Founder of Sales Schema and the author of The B2B Sales Blueprint, and more recently, Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less. Among the many topics that Dan and I discuss are how to keep your customers engaged and involved beyond the initial sale, how to unify sales and customer success around common goals; and how to build on the customer experience to generate repeat business.

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How to Deal with the Iceberg Below the Surface. With Alen Mayer. #333

Joining me on this episode of Accelerate! is my friend Alen Mayer. Alen is a sales thought leader, CEO of North American Sales Training, and author of Selling For Introverts. Among the many topics that Alen and I discuss are how he learned to ask the right questions to prospects, how your mindset influences your selling behavior and the buying behavior of prospects, whether most sales professionals actually identify the right concerns of prospects, and how buyers expect to be engaged by sales reps.

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