Andy Paul's Blog, page 59

How to Sell with GRIT (Generosity, Respect, Integrity and Truth.) With Laurie Sudbrink. #304

My guest on this episode of Accelerate! is Laurie Sudbrink, Founder and President of Unlimited Coaching Solutions, Inc., author of the book, Leading with GRIT: Inspire Action and Accountability with Generosity, Respect, Integrity and Truth. Some of the key topics Laurie and I discuss are the key elements of selling with GRIT, how to implement change in yourself and in your organization, and the five steps of change Laurie prescribes that you can use to transform your selling.

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How to Use Ambiguity to Win More Sales. With Bridget Gleason. #303

Welcome to another Front Line Friday with my amazing guest, Bridget Gleason. On this week’s episode, Bridget and I delve into dealing with ambiguity — and how to use it to your advantage in sales.

Join Bridget and me for this episode of Accelerate! as we first answer a listener question about a curiously reluctant manager, and then work our way through a great discussion about how to convert prospect ambiguity from a disturbance into a competitive advantage.

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How to Accelerate the Growth of Your Sales Through Automation. With Craig Klein. #302

My guest on this episode of Accelerate! is Craig Klein, Founder and CEO of SalesNexus, an integrated CRM and Email Marketing Automation platform, generating leads for small and medium sized businesses. Some of the key topics that  Craig and I discuss in this episode are the development of online and mobile CRM, why CRM implementations fail, and Craig’s suggestions on how to get started with integrated marketing automation and CRM.

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How to Entice, Disarm, and Discover Your Clients. With Ian Altman. #301

Joining me on this episode of Accelerate! is Ian Altman, Founder and CEO of Grow My Revenue, best-selling author of two books, Same Side Selling: A Radical Approach to Break Through Sales Barriers, and Upside-Down Selling: An integrity-based Sales Approach to Avoid Being Predictable. Ian is also a sought-after keynote speaker, an expert in sales leadership and business growth, and author of articles featured regularly in Inc. and Forbes. In this episode, Ian and I discuss understanding the problems your product solves for the customer, how to qualify your customer by enticing them, disarming them and discovering their needs, and how to preserve the integrity of your sales process.

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How Has Sales Management Changed in the Digital Era?

I recently participated in a panel discussion webinar hosted by Pipeliner CRM about the changes in sales management driven by the digital era. John Golden, Chief Strategy Officer, at Pipeliner moderated the discussion. In addition to me, the panelists included Mike Kunkle, Sr Director of Sales Readiness Consulting at Brainshark and Jim Obermayer, Founder of the Sales Lead Management Association.

It was a lively discussion around the central question of how much sales management has really been changed by the increased role of technology, data and analytics in sales. Among the questions fielded by the panelists included:

How do you convince sales managers and organizations of the need to change and adapt to the Digital World?
How do you help sales managers differentiate between tools that are really useful and those that are just shiny new toys?
What are some first steps you’d advise a sales manager to take to start adapting their management style to the Digital Age?
What should managers do if they are less digitally evolved than their sales people?
What are the main challenges that lay ahead for the discipline of sales management?

Click above to join us for this entertaining, educational and informative webinar.

 

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How to Grow by Going for NO to Get to YES. With Andrea Waltz. #300

Joining me on this episode of Accelerate! is Andrea Waltz, Founder of Courage Crafters, keynote speaker, and co-author of the book, Go for NO! YES Is the Destination, NO Is How You Get There. In this episode, Andrea and I discuss the real meaning of the word ‘no’, the cultural bases for the fear of failure, and how to rapidly grow your sales by getting to ‘yes’ after a long day of ‘no’.

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How to Persuade, Negotiate and Influence. With Kurt Mortensen. #299

Joining me on this episode of Accelerate! is Kurt Mortensen, one of America’s leading authorities on persuasion, negotiation, and influence. He is the author of multiple books, including Persuasion IQ, The Laws of Charisma, and his best-selling book Maximum Influence. In this episode, Kurt and I explore the relationships between influence, persuasion and negotiation, how sales has changed, whether you would rather talk to a salesperson or a consultant, and how learning the laws of persuasion can make you more effective in sales and any other human interaction.

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How to use Podcasts to Develop New Prospects. With Kevin Craine. #298

Joining me on this episode of Accelerate! is Kevin Craine, Host of The Everyday MBA podcast, and Executive Director and Senior Writer at Craine Communications Group, a writing and production firm. Kevin and I explore the sales applications of podcasting, novel ways you can reach your prospects with podcasts, and methods to repurpose print and web documents into podcasts. We also dig into the customer experience, and direct steps you can take right now, to improve the customer experience across your organization.

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What’s the Value of Persuasion as a Sales Skill? With Bridget Gleason. #297

Welcome to another Front Line Friday with my amazing guest, Bridget Gleason. On this week’s episode, Bridget and I try to persuade each other about the value of persuasion as a sales skill.

Join Bridget and me for this episode of Accelerate! as we answer the question of a listener about how what you need to do to position yourself for promotion, attempt to define what persuasion is (what it can and cannot do), and examine the role that persuasion actually plays during the sales process.

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How to use Channel Partners to Grow Your Sales. With Jay McBain. #296

Joining me on this episode of Accelerate! is Jay McBain, CEO of ChannelEyes, a software company that helps vendors drive and manage channel partner sales. Among the topics Jay and I discuss are why more companies are looking to build their business through channel sales partners, how channel sales are transforming entire industries, the tools that are needed to effectively service and support channel partners, and much more. Join us now!

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