Andy Paul's Blog, page 63

How to Bring A Personal Touch Back Into Sales. With Michael Sacca. #265

My guest on this episode is Michael Sacca, host of the business podcast, Rocketship.fm, and Head of Partnerships at Crew. Among the many topics Michael and I discuss are how sales professionals can succeed and thrive in a world where sales teams are at risk of being engineered out of the selling process; and, how the personal touch in sales can influence the emotional element of decision-making and become the differentiator that helps you close the deal.

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The ABC’s of Trigger-based Selling. With Craig Elias. #264

Craig Elias, Chief Catalyst of SHiFT! Selling, Inc., and co-author of the book SHiFT! Selling joins me today on Accelerate! In this episode Craig and I discuss the ABC’s of the trigger events that drive sales. Craig also sheds light on a variety of unique sales triggers that can lead to new prospects. Be sure to listen today!

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How to Accelerate Your Business Growth. With Jake Dunlap. #263

Joining me on Accelerate! is Jake Dunlap, founder and CEO of Skaled, a revenue innovation group focused on helping clients develop replicable ways to generate new business. In this episode, Jake and I talk about the key revenue growth strategies that Skaled has gleaned from working with hundreds of B2B clients to help them refine their sales processes and increase sales.

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Sunday Special: Listener Favorites on Becoming a Better Sales Coach

Some of the more popular episodes on Accelerate have been about sales coaching and how sales managers can effectively coach the sales people on their team to help elevate their performance and productivity. In case you missed these the first time around, here are two recent episodes about becoming a better sales coach that are extremely popular with the friends of Accelerate!

Michael Bungay Stanier joined me on Episode #246 to talk about Strategies to Develop a Better Coaching Habit. Michael is a senior partner at Box of Crayons and the author of several books, including the bestselling, Do More Great Work, and his latest, The Coaching Habit. With all the talk about coaching that goes on in sales, what if coaching was simultaneously more simple to implement and more valuable in its impact than you thought? Join us as Michael shares some of the key strategies that he has used in training thousands of coaches. These will definitely help you become a better sales coach.

Bridget Gleason joined me on #170 to talk about Managing and Coaching Under-performing Sales Reps. In today’s episode, Bridget and I talk about managing and coaching under-performing sales reps. Sometimes, that can include respectfully coaching those reps into other career opportunities. Be sure to join us as we talk about multiple coaching topics including implementing individual sales performance improvement plans, how much time you should invest with underperforming sales reps to improve their results and how managers should factor non-work related factors into their coaching.

 

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The Death of a Start-up. With Hampus Jakobsson. #262

My guest on this episode of Accelerate! is Hampus Jakobsson, a serial entrepreneur, angel investor and the co-founder of Brisk, a company that designed a sales tool intended to dramatically boost sales productivity.  In this episode Hampus describes what Brisk set out to do for sales professionals and sales teams. And he shares the reasons why Brisk ultimately failed to achieve its goals. It’s a great cautionary tale for entrepreneurs. Join us as Hampus and I also discuss some essential sales lessons for start-ups.

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Springsteen and Sales. With Bridget Gleason. #261

Welcome to this week’s edition of Front Line Friday with my regular guest, Bridget Gleason. I recently attended an inspired concert at the Meadowlands by The Boss himself, Bruce Springsteen. What a show.  He engaged the audience in a performance that lasted nearly four hours and not once did he take a break. At age 67. The energy, commitment and enthusiasm that Bruce brought to the stage was remarkable.

What struck me the most was that after a legendary career that has spanned more than 40 years Bruce sang every song like he had something to prove; as if it were his first, and last, chance to impress us.

It set me thinking about our profession of sales. Why do we struggle to bring our best selves, our “A” game, to each and every sales interaction we have with prospects and customers?

Join Bridget and me for this episode of Accelerate! as we discuss how developing good sales habits, practicing consistently, and prepping for each sales call like it’s your first – and executing each and every sales call like it’s your last – helps build your skills and elevates your productivity. And, in the process, creates your own legacy of excellence.

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How to Automate Your Phone-based Sales Processes. With David Hood. #260

Joining me is David Hood, CEO of VanillaSoft, a leading software system that supports phone-based inside sales teams. Among the many topics David and I discuss relating to inside sales are the increasing importance of virtual reputations, the evolving role of inside sales teams in full life-cycle sales, the true measure of sales productivity, and key differences between list-based and cue-based calling systems.

 

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High Profit Prospecting. With Mark Hunter. #259

Mark Hunter, the Sales Hunter, joins me once again on Accelerate! We’re talking about his new book, High Profit Prospecting. (Mark was also the author of High Profit Selling.) Among the topics we discuss are why salespeople are better off investing more time with fewer prospects, how to find and make contact with high-profit prospects and the short questions that turn into long, substantive conversations with buyers.

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How to Win More Sales Now. With Erik Luhrs. #258

Erik Luhrs, the “Bruce Lee of sales and lead generation,” joins me today on the program. He’s the founder of GURUS Selling and the author of the book Be Do Sale: How To Create More Sales Right Now Regardless of What the Competition or The Economy is Doing, using the GURUS Selling System. Among the topics Erik and I discuss are how to create a unique sales persona that helps you rapidly build rapport with prospects, how to position yourself to win the trust of your buyers, and simple steps you can take to increase your sales efficiency.

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How to Sell Bigger Deals to Bigger Customers. With Barbara Weaver Smith. #257

I’m happy to have Barbara Weaver Smith join me again on the program. She is co-author of the best-selling book Whale Hunting, founder and CEO of The Whale Hunters, and now author of the new book, Whale Hunting With Global Accounts: Four Critical Sales Strategies to Win Customers. Join us as Barbara and I discuss how companies of all sizes can compete for and win orders with global companies.

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