Andy Paul's Blog, page 60

How to Accelerate Your Sales With Sales Process Engineering. With Justin Roff-Marsh. #295

Joining me on this episode of Accelerate! is Justin Roff-Marsh. Justin is the author of The Machine: A Radical Approach to the Design of the Sales Function. Among the many topics Justin and I discuss in this episode are what is sales process engineering, why he believes it’s important to reduce a salesperson’s autonomy through a division of labor, why 99% of companies need both outbound and inbound sales, and the traits of salespeople who thrive in an engineered sales process environment. This is a fascinating look at the future of sales.

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How to Accelerate the Growth of Your Business. With Sean Sheppard. #294

Joining me on this episode of Accelerate! is Sean Sheppard! Sean is one of the founding Partners of GrowthX, which provides seed-stage venture capital and market expertise to a select group of start-ups seeking product market fit and productable revenue. Sean is also Lead Instructor of the Sales and Business Development track at GrowthX Academy. Among the many topics Sean and I discuss on this week’s episode are the 4 key milestones start-ups should use to assess their progress, how to acquire the data to develop an effective customer attraction strategy, how to communicate effectively with buyers by building a message hypothesis and objective and why you should hire “Renaissance” sales reps.

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How to Rebuild Your Confidence. With Molly Fletcher. #293

Joining me on this episode of Accelerate! is Molly Fletcher, CEO of the Molly Fletcher company, motivational speaker, entrepreneur, coach and author of 3 books: A Winner’s Guide to Negotiating: How Conversation Gets Deals Done, The Business of Being the Best, and The 5 Best Tools to Find Your Dream Career. Prior to starting her company, Molly was President of client representation for the sports and entertainment agency, CSE, where she spent 2 decades as one of the world’s only female sports agents, and has been nicknamed the “female Jerry Maguire” by CNN. Among the many topics Molly and I discuss in this episode how to rebuild your confidence after a set back, the important differences and similarities between selling and negotiating, and how to create and utilize a personal mission statement to help you achieve your goals.   

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When Cold Emailing is Better than Cold Calling. With Rod Sloane. #292

Joining me on this episode of Accelerate! is Rod Sloane, The Cold Email Coach, a sales expert, host on the Sales & Marketing Alignment channel on BrightTALK, and manager of the Sales & Marketing Alignment Group on LinkedIn. Among the many topics that Rod and I discuss are why he believes cold emailing is a more effective prospecting method than cold calling, how to use cold emailing to build a larger pipeline of qualified opportunities, how to construct a broader engagement strategy within a major account and why text-based cold email will work better than HTML email.

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How to Avoid the Sunk Cost Sales Trap. With Bridget Gleason. #291

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss the sunk cost sales trap. It’s the place where bad deals, deals that will never close, will consume and waste a lot of your sales time. In this episode, Bridget and I discuss how to recognize when you’ve fallen into a sunk cost trap, how to distinguish between a long sales cycle and a lost deal, and how to learn when to walk away. Join Bridget and me for this episode of Accelerate! to find your path to avoid the sunk cost trap.

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How to Have Better Sales Conversations. With Chris Orlob. #290

Joining me on this episode of Accelerate! is Chris Orlob, Founder and CEO of Conversature, a conversation coaching platform for sales teams. Among the many topics Chris and I discuss are how having visibility into sales calls (conversations) is essential for sales leaders today, how listening to actual calls services as a great sales coaching and auto-correcting mechanism and why sales leaders need to understand the important difference between skills and habits/behaviors in the context of sales coaching.

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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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How to Accelerate the Growth of your SaaS Company. With Nic Poulos. #288

Joining me on this episode of Accelerate! is Nic Poulos, Founder of Bowery Capital, a thesis-driven early-stage investor backing exceptional founders. Among the topics Nic and I discuss in this episode are: why enterprise customers are becoming more willing to buy mission critical systems from start-ups, what strategies help a start-up to get through the growth stage, and how to structure an effective proof-of-concept trial that works for your buyer and you.

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How to Grow Customer Lifetime Value. With Jermaine Edwards. #287

Joining me on this episode of Accelerate! is Jermaine Edwards, creator of the Key Account Hack system and author of Key Account Hack: 8 Steps to Creating Massive and Predictable Growth from Your Key Clients in 90 Days. Among the many topics Jermaine and I discuss are how to make relationship building a central part of your ongoing sales process, why it is the depth of your relationships with customers, not the marginal differences in products, that differentiate you from competitors, the distinctions and links between account management and customer success management, and new tactics to reach deep into the customer’s organization to develop new sales opportunities.

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How to Create Content That Attracts Prospects. With Alzay Calhoun. #286

My guest on this episode of Accelerate! is Alzay Calhoun, Founder and CEO of Coveted Consultant, a professional training and coaching company. Among the topics Alzay and I discuss are how the right content can transform a prospect’s perception of your intangible value into tangible value, how to use content to maintain the right “problem-solution orientation” to engage and educate prospects , and how to focus on creating the right “pillar content” that supports your entire content strategy.       

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