Andy Paul's Blog, page 65

How to Use the Social DNA of Your Buyers to Increase Engagement. With Mike Scher. #248

Mike Scher is CEO and co-founder of FRONTLINE Selling, developer of Staccato PRO―a sales development platform that leverages the social DNA of a buyer in order to contact and engage with the right decision makers and influencers. Join us now as Mike and I discuss multiple topics including the biggest challenges sales reps have in reaching the right decision makers, how to balance the quantity of proactive sales touches with effectiveness and efficiency and how FRONTLINE analyzed the data from over 1.8 outreaches to develop its platform.

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How to be a True Value Provider. With Jeffrey Gitomer. #247

I couldn’t be more excited to talk to my guest on this episode, Jeffrey Gitomer, one of my all time favorite sales experts. Jeffrey has written 13 books on the science of personal development and sales, including the all time best selling sales book, The Little Red Book of Selling: 12.5 Principles of Sales Greatness. Join us now as Jeffrey and I talk about a range of topics on sales, including social selling, smarter alternatives to cold calling prospects, what the value proposition is really about, what it means to be a true value provider, why close rates are so low, how to train consistency, and sales people placing blame rather than taking responsibility.        

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A Wealth of Information with Sales Expert, Jeffrey Gitomer. #247

I couldn’t be more excited to talk to my guest on this episode, Jeffrey Gitomer, one of my all time favorite sales experts. Jeffrey has written 13 books on the science of personal development and sales, including the all time best selling sales book, The Little Red Book of Selling: 12.5 Principles of Sales Greatness. Join us now as Jeffrey and I talk about a range of topics on sales, including social selling, smarter alternatives to cold calling prospects, what the value proposition is really about, what it means to be a true value provider, why close rates are so low, how to train consistency, and sales people placing blame rather than taking responsibility.        

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Strategies to Develop a Better Coaching Habit. With Michael Bungay Stanier. #246

Michael Bungay Stanier 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 business, what if coaching was simultaneously more simple to implement and more valuable in its impact than you understand? Join us as Michael, having trained thousands of coaches, shares some of his key strategies to help you become a better coach.

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How to Increase Revenue and Reduce Churn. With Ralph Lentz. #245

Ralph Lentz is Chief Revenue Officer of Recurly, a leading subscription management platform. In today’s business environment, many high-growth enterprises use a subscription-based business model to generate a predictable stream of revenue. Join us on this episode, as Ralph and I discuss many topics including how companies use Recurly to reduce churn and increase subscription revenues and the process Ralph uses to scale his rapidly growing sales team.

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When to Start Selling Your Start up Product. With Kyle York. #244

Acting as an advisor and board member for several fast growth start-ups, Kyle York, is also Chief Strategy Officer at Dyn, an Internet performance company based in Manchester, New Hampshire. In this episode, Kyle and I talk about one of the key questions facing entrepreneurs, which is “when and how to start selling?”. Join us as we discuss an array of topics, including; when it is the right time to bring in sales leadership, the types of sales leadership do you need to hire during the startup stages, how to make sales leadership a complementary part of your startup team, and why Kyle and his family have started an athletic footwear company.

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The Power of Positive Sales Habits. With Bridget Gleason. #243

Bridget Gleason, my regular guest on Front Line Friday, joins to discuss the power of positive sales habits in driving improved sales performance. We talk about both the good and bad habits of we have witnessed in sales that affect overall sales performance. We talk about the book The Power of Habit by Charles Duhigg and why we believe it should be recommended reading for every sales professional. And we share advice for developing routines that can transform your performance and advance your career.

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The Power of Predictive Analytics in Sales. With Debu Chatterjee. #242

Debu Chatterjee is Founder and CEO of DxContinuum, a predictive analytics platform for sales teams, designed to increase the efficiency and effectiveness of sales efforts. Among the topics Debu and I discuss are the power and application of predictive analytics in sales, including how they can transform sales processes, changing sales behaviors among teams and individuals and drive improved sales outcomes.

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How to Create Value through the Sales Process. With Donal Daly. #241

Donal Daly 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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Why the Existing Sales Training Model is Broken. And How to Fix It. With Richard Ruff. #240

Joining me for the second time is Richard (Dick) Ruff, of Sales Momentum, a top sales trainer and leading expert on major accounts selling. Dick has authored many books, including Mastering Major Accounts Selling and is co-author with Neil Rackam, on Managing Major Sales. In this episode, Dick and I do a deep dive into the field of sales training. Among the range of subjects we cover are: why sales training needs to change, the inevitable changes in the future of sales training, and why companies need to invest in both sales training and sales education.

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