Andy Paul's Blog, page 56

Hiring, Firing and Knowing When to Leave. With Bridget Gleason. #332

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, employment-related questions people have asked Bridget, the sales team characteristics of companies in different stages of growth, whether personal growth or employment stability is more important to a sales professional, and how a manager should make the decision to terminate an underperforming rep.

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How to Sell More in Less Time. With Jill Konrath. #331

Joining me on this episode of Accelerate! is my friend Jill Konrath. Jill is a speaker, sales expert, and author of multiple bestselling books, including Selling to Big Companies, Snap Selling, Agile Selling, and her latest book, More Sales, Less Time. Among the many topics that Jill and I discuss are how she came to focus on selling more in less time, what she learned from her research about concentration, focus and how to eliminate distraction that waste selling time, how to make the most of the limited hours available each, and how you can take the More Sales, Less Time Challenge.

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How to Build a Predictable Pipeline. With Marylou Tyler. #330

Joining me on this episode of Accelerate! is my guest Marylou Tyler. Marylou is the Founder and CEO of Strategic Pipeline, and coauthor of the classic sales book, Predictable Revenue, which she co-wrote with Aaron Ross. She is also the co-author of a brand new book, Predictable Prospecting: How to Radically Increase Your B2B Pipeline. Among the many topics that Marylou and I discuss are Marylou’s journey from engineer to revenue expert, developing your Ideal Prospect Persona, the Disqualification Engine, and her new methodology you can use to predictably reach new prospects.

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Collaborate with Prospects to Increase Win Rates. With Dave Stein and Steve Andersen. #329

Joining me on this episode of Accelerate! are my guests Dave Stein and Steve Andersen, co-authors of a new book, Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World. Among the many topics that Dave, Steve, and I discuss are how to (not) control the sale, which activities support the sales process and create a higher probability of success, and what kind of sales behaviors do today’s buyers require from successful salespeople?

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How to Use Lean Methods to Grow Sales. With Brant Cooper. #328

Joining me on this episode of Accelerate! is Brant Cooper. Brant is the New York Times bestselling author of The Lean Entrepreneur: How Visionaries Create Products, Innovate With New Ventures, and Disrupt Markets. Among the many topics that Brant and I discuss are how he came to write his book, how he joined the ‘Lean’ movement, some of his practices for helping organizations grow with their customers, and how your organization can grow ‘Lean.’

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Why Good Enough is Better than Perfection. With Edward Nevraumont. #327

Joining me on this episode of Accelerate! is my guest Edward Nevraumont. Edward is a speaker, author, and consultant with a long track record of success at companies like Procter & Gamble, McKinsey and Expedia. Among the many topics that Edward and I discuss are the battle between good enough and excellent (and why good enough is almost always better), practical tips to improve your sales with the information you already have in hand, and the value of responsiveness what you gain by making callbacks in seconds.

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Absolute Value and the Buying Experience. With Bridget Gleason. #326

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, two books on absolute value and the impact of Big Data. We talk about the impacts of Big Data on society at large, the question of whether Big Data helps us or hurts our sales efforts, and new research about absolute value and how the buying experience takes shape before a sales professional enters the conversation. Join Bridget and me for this episode of Accelerate! to learn our thoughts on the future of the buying experience in the face of Big Data.

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The New Power of Inside Sales. With Anneke Seley & Britton Manasco. #325

Joining me on this episode of Accelerate! are my guests Anneke Seley and Britton Manasco, coauthors of the new book, Next Era Selling: 5 Strategies to Make Your Business Unstoppable. Anneke is the CEO and Founder of Reality Works Group, and coauthor of a previous book, Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology. Britton is the CEO and Founder of Visible Impact. Among the many topics that Anneke, Britton, and I discuss are how they came to write their book, the external trends that are forcing sales organizations to change, what established companies can learn from agile startups, and the new melding of inside and field sales teams.

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How To Extend Your Sales Reach with Social Selling. With Tim Hughes. #324

Joining me on Accelerate! once again is Tim Hughes, UK-based Founder and Partner of Digital Leadership Associates, a social digital transformation agency. He is one of the leading experts on social selling, and author of a great new book, Social Selling: Techniques to Influence Buyers and Changemakers. Among the many topics that Tim and I discuss are Tim’s journey from salesperson to sales expert and author, how social selling is becoming mainstreamed, how the traditional sales methods are being replaced, and why most sales reps are still not taking advantage of the opportunities presented by social selling.

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How to Use Deal Reviews to Close More Orders. With Cian McLoughlin. #323

Joining me on this episode of Accelerate! is Cian McLoughlin. Cian is Founder and CEO of Trinity Perspectives, a sales consultancy based in Sydney, Australia, and author of the new bestselling book, The Rebirth of the Salesman. Among the many topics that Cian and I discuss are the value of detailed Win/Loss Reviews, the surprising things that influence customers in their decisions to buy or not, and why ‘tier two’ salespeople are not your best choice for account management and customer success roles.

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