Andy Paul's Blog, page 64

Sunday Special: Listener Favorites on Value-Driven Selling

I’ve had a number of guests on Accelerate! to talk about value-driven selling. In case you missed them the first time around, here are two recent episodes about value in sales that were extremely popular with the friends of Accelerate!

Deb Calvert joined me on Episode #222 to talk about How to Create Value in Sales. Deb is president of People First Productivity Solutions and has authored of a series of books titled, DISCOVER Questions Get You Connected: For Professional Sellers. Among the topics Deb and I discuss in this episode are how sales reps can create value in sales, 10 essential strategies for connecting with prospects and how to differentiate yourself through a memorable buying experience.

Donal Daly joined me on Episode #241 to discuss n Donal  is CEO and Founder of Altify, and author of Amazon #1 best-seller, Account Planning in Salesforce. Donal combines his expertise in enterprise software applications, artificial intelligence, and sales methodology, as he continues to transform how progressive organizations sell. In this episode, Donal and I review the major findings from the recent Altify study, Global Buyer/Seller Value Index 2016. Among the topics we discuss are what it means to create value through the sales process, how to effectively manage your sales opportunities, and the statistical link between engaging buyers early in their buying process and the sellers’ win rate.

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How to Make Podcasting a Key Part of Your Content Marketing Strategy. With Jessica Rhodes. #256

Jessica Rhodes is the founder and CEO of Interview Connections, what I call a match-making service for podcasters and guests. She’s also the host of her own podcast and web TV show, Interview Connections TV. In this episode Jessica and I discuss why podcasting needs to be a part of every company’s content marketing strategy, how to build your expertise and brand with a podcast, how to use a podcast to connect with new prospects and the steps to start your podcast right now.

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Does it Have to be Quality vs Quantity in Prospecting? With Bridget Gleason. #255

Welcome to another Front Line Friday with my very special guest, Bridget Gleason. Today’s conversation is all about the pros and cons of quantity vs. quality when it comes to proactive prospecting by inside sales teams. Is it an either/or question? And, we also dig into what should you be doing to fill your pipeline with qualified opportunities and increase your close rate. Join us now!

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How to Quickly Ramp-up New Sales Reps. With Scott Miller. #254

Scott Miller is founder and CEO of RampedUp.io, a salesforce.com plug-in, designed to improve close rates and shorten the ramp-up time for new sales reps. Join us now as we discuss some best practices in quickly ramping-up the productivity of new sales reps, the concept of peer-to-peer selling, the importance of having a repertoire of win-stories, and the self-directed framework. Be sure to listen now!

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How to Improve Sales Training with a Marketing Mindset. With Bill Caskey. #253

Bill Caskey is co-host of the long-running sales podcast, The Advanced Selling Podcast; and he is the President of Caskey Training, a sales training organization based in Indianapolis. Bill has also authored multiple books on sales, including most recently, Make Your Sales Team Unstoppable: A Systematic Method for Creating an Unstoppable Sales Team in a Competitive Market. In this episode, Bill and I talk about the biggest challenge facing sales leaders, why sales leaders need to have a marketing mindset, and the importance of personal branding for sales professionals.

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How to Build The Right Sales Stack For Your Needs. With Nancy Nardin. #252

Nancy Nardin is joining me for a second time on Accelerate. Nancy is a thought leader on sales and marketing productivity tools and the founder of Smart Selling Tools.  Join us now as Nancy and I discuss her Hierarchy of Revenue Needs and Sales Stack Maturity Model and how to use these tools to help you build a sales stack that aligns with your requirements, and many more topics.   

 

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How to Increase Sales with Value-based Selling. With Julie Thomas. #251

President and CEO of ValueSelling Associates, Julie Thomas, is a noted speaker, consultant and author of ValueSelling: Driving Up Sales One Conversation At A Time. On this episode, among the topics Julie and I discuss are defining what value is in sales, how to establish value in the prospect’s mind, how creating value in the sales process is challenged by technology and automation and the four dimensions of qualifying a prospect.

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How Helping Others Helps You Achieve Sensational Sales Results. With Duane Cummings. #250

Duane Cummings, is the author of The Sensational Salesman, as well as CEO and Founder of The Sensational Group. Duane is a trusted advisor to organizations and individuals around the world regarding professional and personal development. He lives life by a great motto – to aide others, act on ideas and achieve sensational results. Join us for a great conversation on many topics around the idea of what it means to live a sensational life and how being of service to others can help be sensational in sales!  

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How Sales Reps Should Prepare For A Sales Interview. With Bridget Gleason. #249

This week on Front Line Friday, Bridget Gleason and I discuss how to prepare for a sales interview as a job candidate. How much research should a sales rep do? What questions should you be prepared to answer? What are some of the curveball questions that might get thrown at you? We also talk about paying attention to detail, including whether you should cover tattoos for an interview. Make this episode your first step to prep as a sales rep!

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How Sales Reps Should Prepare For A Sales Interview. With Bridget Gleason. #229

This week on Front Line Friday, Bridget Gleason and I discuss how to prepare for a sales interview as a job candidate. How much research should a sales rep do? What questions should you be prepared to answer? What are some of the curveball questions that might get thrown at you? We also talk about paying attention to detail, including whether you should cover tattoos for an interview. Make this episode your first step to prep as a sales rep!

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