Andy Paul's Blog, page 66

How to Sell With a Story. With Paul Smith. #239

Joining me in this episode is Paul Smith, author of Sell with a Story, Lead with a Story, and Parenting with a Story – all of which are great books on why we need to incorporate storytelling into every aspect of our lives. As I’ve said before in this podcast, stories should be an essential part of every sales professional’s arsenal. Salespeople can use stories to differentiate themselves from their competitors, and to build rapport and trust with their prospects. In my discussion with Paul he gives you great advice about how to incorporate stories into your selling.

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How to Replace Your Outdated Sales Processes. With Bobbie Foedisch. #238

Joining me on this episode is Bobbie Foedisch, Founding Partner and Chief Social Selling Officer at All About Leverage. Among the topics Bobbie and I discuss in this episode are how sales reps need to replace their old-fashioned sales processes with modern techniques to identify and engage with prospects. Bobbie shares here strategies for using social media to turn cold calls into warm leads to fill your funnel and for increasing your conversion and retention rates.

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How to Become an Expert. With Bridget Gleason. #237

My regular guest on Front Line Friday is Bridget Gleason. We lead off this episode with a listener question about how sales reps can establish themselves as a credible expert in the eyes of their customer. Then, we dive into another edition of Friday Book Club. Join us as Bridget and I provide our recommendations for the books we have recently read that can inspire, motivate and teach you how to elevate your sales.

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Tools to Help Sellers In the Account-Based World. With Daniel Barber. #236

Daniel Barber, Vice President of Revenue at Node, joins me on this episode to talk about account-based intelligence, a term coined by Node to describe their platform, to help make account-based marketing and account-based selling much more effective and efficient. Join us now, as Daniel and I dive into what Node is doing to boost sales productivity by helping sales reps talk to the right people, at the right time, with the right message!

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Why Sales Needs to Understand the Buying Process from the Inside Out. With Michael Nick. #235

Michael Nick is a Principal at Technology Finance Partners, founder of ROI4Sales and bestselling author of ROI Selling and Adapt or Fail: Process with Power. In this episode Michael and I talk about how your customer’s process of gathering and evaluating information, and making decisions about products and services is evolving and how sales reps need to change with it. Michael shares why sales reps need to increase their business acumen to effectively communicate with decision makers and influencers. This is a must listen!

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How to Build Effective Relationships with Your Ideal Clients. With James Carbary. #234

James Carbary is the founder of Sweet Fish Media and co-host of the B2B Growth Show, a podcast about B2B sales and marketing. In this episode, James and I talk about some of the tools that B2B companies can use to create relationships with their ideal clients. Join us as James shares his strategies for how companies should use podcasting to create awareness and engage with potential prospects.

 

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How to Coach Your Prospects To Make Better Decisions. With Jeffrey Lipsius. #233

Jeffrey Lipsius is the President and Founder of Selling To The Point. He is the author of an interesting new book called, Selling to the Point: Because The Information Age Demands a New Way to Sell. In this episode Jeffrey and I discuss how selling (and buying) have changed and the impact these changes are having on sales reps. Among the many topics we explore are the important steps sales reps can take to increase their influence with their prospects and how reps can become a “decision coach” to help customers make better purchase decisions.

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How to Create Content with Sales In Mind. With Cara Hogan. #232

Cara Hogan is the content marketing manager for InsightSquared. In this episode, Cara and I talk about the critical sales and marketing alignment, how how to create content that aligns with the requirements of sales reps, how to track sales reps’ engagement with content, how to support account-based selling and account-based marketing models with content, and much more.

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Creating Meaningful Career Paths for Salespeople. With Bridget Gleason. #231

My regular guest on Front Line Friday is Bridget Gleason. In this episode, Bridget and I dive into the topic of how to create meaningful career paths in sales, especially for SDRs in inside sales organizations. in B2B and SaaS  which ties closely with the listener question I received via LinkedIn, on how to find a sales job. A relevant question I hear about frequently, relates to how Sales Development Reps (SDR) don’t see a clear career path for themselves, especially millennials. Join us now, as Bridget and I explore these topics, and more, on this edition of Front Line Friday.

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How to Hire The Best Sales Candidates. With Steve Waterhouse. #230

Steve Waterhouse is founder and president of Predictive Results, and author of The Team Selling Solution: Creating and Managing Teams That Win the Complex Sale.

In this episode, Steve shares the series of assessment tools he has developed to help managers hire the best people. Among the many topics Steve and I cover are what it means to hire the best, how to identify, interview, screen and hire sales candidates who can become top performers, and how to actually test and verify the qualifications of sales candidates.

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