Andy Paul's Blog, page 61
October 21, 2016
How to Eliminate Your Sales Biases. With Bridget Gleason. #285
Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I focus on one of the bad habits in sales, which I refer to as “sales biases”. I think we all have filters that we use to judge certain situations. And in sales, one of the most common biases sales people have is when they encounter a new prospect and think “oh, these guys are just like this other company I dealt with, so I’m going to do the same thing here that I did there”. Once you start looking at situations, or people, through a filter, you stop really being alive to the possibilities of what’s different and what value or insight you can bring to the prospect that help differentiate you. And help you close the sale.
Join Bridget and I for this episode of Accelerate! to learn how to identify your own sales biases, and how to minimize their impact on how you approach each prospect.
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October 20, 2016
Simplifying the Process of Prospecting. With Nicolas Vandenberghe. #284
My guest today is entrepreneur Nicolas Vandenberghe. Nicolas is the co-founder and President of Chili Piper, an intelligent calendar system for sales teams. Among the many topics Nicolas and I discuss in this episode are best practices for the routing of sales opportunities, the importance of the hand-off process from SDR’s to Account Executives and how to perform real-time meeting confirmations from prospects.
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October 19, 2016
How Sales Needs to Start Learning (and Not Wait to Be Trained.) With John Barrows. #283
Joining me on this entertaining episode of Accelerate! is John Barrows, a leading sales trainer for tech companies. Among the many topics John and I discuss are why sales reps have to take responsibility for their own development and why they shouldn’t wait for sales training to get better, John’s “Rule of 1%”, strategies for sales reps to improve their active listening skills, steps reps should take to elevate their demo and presentation skills and much, much more. This is a must listen episode!
The post How Sales Needs to Start Learning (and Not Wait to Be Trained.) With John Barrows. #283 appeared first on Andy Paul | Strategies to Power Growth.
October 18, 2016
How to Sell to a ‘Challenge Customer.’ With Brent Adamson. #282
Joining me on this episode of Accelerate! is Brent Adamson, Principal Executive Advisor at CEB and co-author of the bestselling books, The Challenger Sale and most recently, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Among the many topics Brent and I discuss are how the ‘challenger customer’ paradigm presents a challenge both for the buyer and the seller, how it forces sellers to adapt their processes, and strategies for creating a mental model of the customer’s business and strategy and how ‘selling low’ to establish stakeholder consensus is an effective sales strategy.
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October 17, 2016
How to Use Metaphors to Sell Your Intangibles. With Andrea Goulet. #281
Joining me on this episode of Accelerate! is Andrea Goulet, Founder & CEO of Corgibytes, a software/code remodeling firm based in Richmond, Virginia. Among the many topics Andrea and I discuss are how Andrea incorporates her company’s core values into her team’s selling efforts, how to use metaphors when selling your intangible value, and how selling her company’s core values have helped with conversion rates and customer lifetime value.
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October 15, 2016
How To Get Ahead by Thinking Bigger. With Patrick Schwerdtfeger. #280
Joining me on this episode is Patrick Schwerdtfeger, a motivational speaker and leading authority on global business trends including big data, demographic forecasting and the social media revolution. He’s also the author of several books including the award winning, Marketing Shortcuts for the Self-Employed. We’re talking about self-improvement and how to position yourself for success in your career and in life. Among the many topics Patrick and I discuss are what it means to have a growth mindset and why having one is critical to your success, how living up to our potential is an ongoing dynamic process, and how intentional immersion is essential to rapid skill acquisition.
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October 14, 2016
Is Sales a Marathon or a Sprint? With Bridget Gleason. #279
Welcome to another Front Line Friday with my very special guest, Bridget Gleason. This week’s episode veers off-track in a hurry as I Bridget and I share stories about marathon running (and how that helped Bridget land a job) and bouncing back from getting laid off. It all comes together as we discuss the critical role curiosity plays in success, and the importance of having a competitive spirit, grit, discipline, and passion to persevere and win in sales.
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October 13, 2016
How to Increase Engagement with Your Prospects. With Josh Evans. #278
Josh Evans is Senior Vice President of Sales at Velocify, a sales enablement platform. On this episode, Josh and I discuss how to help sales reps more effectively engage with their prospects, how sales reps can benefit from technologies that support account-based messaging and helping them determine the next step (i.e. what to do next) to help the customer get one step closer to making a decision.
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October 12, 2016
How to Manage and Improve Sales Performance. With Jason Jordan. #277
Joining me on this episode of Accelerate! is Jason Jordan, partner at Vantage Point Performance, a sales training organization that focuses on sales managers, and author of the bestselling book, Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Among the topics Jason and I discuss are why there needs to be more investment in training sales managers, how we can only manage activities not outcomes, and strategies sales leaders can use to to improve the sales performance of their teams.
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October 11, 2016
The Only Sales Guide You’ll Ever Need. With Anthony Iannarino. #276
I am very excited to welcome back to Accelerate! my good friend, Anthony Iannarino. Anthony is a speaker, blogger, extraordinary sales leader, and author of a new book, The Only Sales Guide You’ll Ever Need. Join us in this episode as Anthony and I discuss a range of topics from his new book including, why you as a salesperson are the primary value proposition, how psychology is more important than technology in sales, how a healthy sense of competitiveness is critical in sales, and how to ignite your competitive spirit.
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