Andy Paul's Blog, page 69

Why You Need to Procrastinate On Purpose. With Rory Vaden. #214

Rory Vaden is a sought-after speaker and author of the bestseller, Take the Stairs: 7 Steps to Achieving True Success, and author of another useful book that I really enjoyed, Procrastinate on Purpose: 5 Permissions to Multiply Your Time. Join us now as Rory and I discuss a range of topics about increasing your personal productivity, including what it means to procrastinate on purpose, how purposeful procrastination is different from classical procrastination, how multipliers boost your productivity and other tips you can apply to your sales work.

The post Why You Need to Procrastinate On Purpose. With Rory Vaden. #214 appeared first on Andy Paul | Strategies to Power Growth.

Top 5 Interviews on Account-based & Major Account Selling on Accelerate!

Since it’s launch on Oct 5, 2015, you’ve helped Accelerate! become the go-to resource for insightful, educational, motivational and entertaining interviews with world-class experts on a range of subjects that all contribute to helping you accelerate the growth of your sales and your business.

I’m marking this milestone by highlighting the most popular shows from my first 200 episodes on Accelerate!

Today I’m featuring the top 5 most popular interviews I’ve conducted on the topic of Major Account Selling & Account-based Selling (as measured by the number of times each episode was downloaded or streamed by members of my audience.)

Listen to the world-class experts on these episodes and I guarantee that you’ll learn something new to help you become a more productive major account sales pro.

The episodes are listed below in order of popularity.

Please take a minute to share this article. Thanks!

Click here to share on Facebook | Click here to share on LinkedIn | Click to share on Twitter 

 

#1. The Fundamentals of Account Based Selling in Today’s Market. With Richard Ruff

Richard Ruff is a top sales trainer and leading expert on major account selling. He is the author of Mastering Major Account Selling and the co-author, with Neil Rackham of the book Managing Major Sales. In this episode we tackle the importance of integrating Account Based Selling into your sales process.

CLICK HERE to listen to this episode now!

 

#2: The Keys to Hunting and Landing The Big Whales (i.e. major accounts.) With Barbara Weaver Smith

Barbara Weaver Smith, is the Founder and CEO of The Whale Hunters. She is also the co-author of the classic, best-selling book Whale Hunting: How to Land Big Sales and Transform Your Company. In this show, Barbara and I discuss the keys to winning orders from major account customers, otherwise known as “whales,” that will accelerate the growth of your sales.

CLICK HERE to listen to this episode now!  CLICK HERE to listen on iTunes.

 

#3: Small Business Needs to Shift Their Mindset to Compete For Bigger Deals. With Tom Searcy

Tom Searcy is the author of the book, Life After the Death of Selling: How to Thrive in the New Era of Sales. He is also co-author of the book, Whale Hunting: How to Land the Big Sales and Transform Your Company. In this episode, Tom and I discuss how small businesses have to change how they think and act to compete with larger companies for bigger deals.

CLICK HERE to listen to this episode now!  CLICK HERE to listen on iTunes.

 

#4: How To Change From A Reactive Seller into a Strategic Seller. With David Brock

In this episode, David Brock, founder and CEO of Partners in Excellence, discusses how modern sales reps need to transform from being a reactive, tactical seller into a proactive, strategic seller that possesses the insights and expertise to inspire customers to make a change.

CLICK HERE to listen to this episode now!

 

#5: Close More Big Deals with Dealstorming. With Tim Sanders

Tim Sanders, is the author of four books, including the New York Times bestseller Love Is the Killer App: How to Win Business & Influence Friends and his new book: Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges. For the past decade Tim has been consulting with B2B companies on how to improve their ability to get unstuck due to the Dealstorming process he created. In this episode, Tim and I discuss how you can use Dealstorming to help you close orders with important accounts.

CLICK HERE to listen to this episode now!  CLICK HERE to listen on iTunes.

 

If you’ve missed any of my previous episodes of Accelerate!, CLICK HERE to view a list of my entire catalog of more than 200 interviews with leading sales experts and thought-leaders.

The post Top 5 Interviews on Account-based & Major Account Selling on Accelerate! appeared first on Andy Paul | Strategies to Power Growth.

Things We Argue About in Sales That Just Don’t Matter. With Bridget Gleason. #213

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. Remember the classic scene from the early Bill Murray movie, Meatballs, in which Murray delivers an motivational pep talk to his summer campers before their annual athletic competition against the rich kids from a neighboring camp? In this episode, Bridget and I discuss some of the most contentious, as well as pointless, things we argue about with regard to sales and selling that just don’t matter. And, as a bonus, we also come up with an idea for a brand new book. Join us now!

The post Things We Argue About in Sales That Just Don’t Matter. With Bridget Gleason. #213 appeared first on Andy Paul | Strategies to Power Growth.

How to Choose The Right Solutions For Your Sales Stack. With Mark Kosoglow. #212

Mark Kosoglow, is Vice President of Sales at Outreach. Mark joins me on this episode to talk about the sales stack, what it is and how companies should go about the process of constructing their own sales stack. Listen in as we discuss many topics including how companies should evaluate and choose applications to add to their own sales stack. Join us now!

The post How to Choose The Right Solutions For Your Sales Stack. With Mark Kosoglow. #212 appeared first on Andy Paul | Strategies to Power Growth.

Top 5 Most Popular Social Selling Podcasts on Accelerate!

Over the next few weeks, we’ll be celebrating the release of the 200th episode of my podcast, Accelerate!.

Since it’s introduction on Oct 5, 2015, you’ve helped Accelerate! become the go-to resource for insightful, educational, motivational and entertaining interviews with world-class experts on a range of subjects that all contribute to helping you accelerate the growth of your sales and your business. 6 days a week we’re providing valuable insights and strategies you can’t afford to miss.

I’m marking this milestone by highlighting the most popular episodes we’ve published so far on Accelerate!

Top 5 Most Popular Episodes on Social Selling

Today I’m showcasing our 5 most popular episodes about Social Selling (as measured by the number of times each episode was downloaded or streamed by members of my audience.)

The experts on these episodes hold a range of opinions about the best way to maximize the effectiveness of your social selling. However, irrespective of which approach you favor, I guarantee that you’ll learn something new to help you become more productive by listening to each of these episodes.

The episodes are listed below in order of popularity. Enjoy!

Please take a minute to share this article. Thanks!

Click here to share on Facebook | Click here to share on LinkedIn | Click here to share on Twitter 

 

#1. Special Episode: How the Microsoft Acquisition of LinkedIn Will Impact Sales Professionals

This was a special episode of Accelerate! about Microsoft’s proposed acquisition of LinkedIn. I asked three leading experts on LinkedIn, Miles Austin, Kurt Shaver and Viveka Von Rosen to share their perspectives about what this proposed acquisition will mean for sales reps and sales leaders.

CLICK HERE to listen to this episode now!  CLICK HERE to listen on iTunes.

 

#2. Episode 157: The 5 Pillars of Social Selling to Re-Energize Your Pipeline. With Tim Hughes

Tim Hughes, one of the world’s leading experts in social selling, is the founder of Digital Leadership Associates, author of Hacking the Buying Process and co-author of a new book called Social Selling: Techniques to Influence Buyers and Changemakers. In this episode, I talk with Tim about the five-stage social sales methodology he has created to drive B2B sales. Tune in to hear how you can use social selling at every stage of sales process.

CLICK HERE to listen to this episode now!  CLICK HERE to listen on iTunes.

 

#3. Episode 103: The 9 Cs of Social Selling Success. With Shane Gibson

In this episode, Shane Gibson, author of Sociable and Guerrilla Social Media Marketing, and host of The Social Sales Podcast, shares best practices for using social selling to build the relationships and stimulate sales conversations with decision makers.

CLICK HERE to listen to this episode now!

 

#4. Episode 143: How to Effectively Integrate Social Selling into Your B2B Sales Process. With Jack Kosakowski

Jack Kosakowski is the global head of Social Sales Disruption at Creation Agency. He works with B2B companies to infuse social into the traditional B2B sales process. In today’s installment, I chat with Jack about how to use social media to add value to prospects as they navigate their way through your sales funnel.

CLICK HERE to listen to this episode now! CLICK HERE to listen on iTunes.

 

#5. Episode 153: Best Practices to Accelerate the Growth of Your Sales Using LinkedIn. With Viveka Von Rosen

Viveka von Rosen is a leading social selling expert, and the author of LinkedIn Marketing: An Hour A Day. In today’s episode, Viveka and I talk about how sales teams should use social selling in general, and LinkedIn, in particular, to initiate and build stronger relationships with their prospects and clients.

CLICK HERE to listen to this episode now!

If you’ve missed any of my previous episodes of Accelerate!, CLICK HERE to view a list of my entire catalog of more than 200 interviews with leading sales experts and thought-leaders.

The post Top 5 Most Popular Social Selling Podcasts on Accelerate! appeared first on Andy Paul | Strategies to Power Growth.

How to Build A High Performance Sales Culture. With Ron Karr. #211

Ron Karr is the founder of Karr Associates, Inc., a leading sales speaker, consultant and author of several books, including the bestselling Lead, Sell, Or Get Out of the Way: The 7 Traits of Great Sellers. On this episode, Ron joins me to detail the 7 traits shared by great sellers, how to grow a high performance sales culture and how to increase your influence through significance. Ron also talks about “mastermind” groups, how they work and how you can benefit from membership in one.

The post How to Build A High Performance Sales Culture. With Ron Karr. #211 appeared first on Andy Paul | Strategies to Power Growth.

How to Break Through The Noise to Sell to CEOs. With Bill Stinnett. #210

Bill Stinnett is the President and Founder of Sales Excellence International, a global training and consulting organization and the author of Selling Results!: The Innovative System for Maximizing Sales by Helping Your Customers Achieve Their Business Goals. On this episode, Bill and I discuss how to effectively sell to CEOs and major accounts. Among the topics we discuss are Bill’s strategies for breaking through the noise and capturing the attention of CEOs and how to conduct an effective discovery call with C-level execs. Be sure to listen now!

The post How to Break Through The Noise to Sell to CEOs. With Bill Stinnett. #210 appeared first on Andy Paul | Strategies to Power Growth.

How to Build Effective Customer Relationships in a Digital Age. With Susie Miller. #209

Susie Miller is a speaker, coach and author of the bestselling book Listen, Learn, Love: How to Dramatically Improve Your Relationships in 30 Days or Less!

Known as The Better Relationship Coach, Susie joins me to discuss how to connect with people online and build relationships that help you get the sale and differentiate you from the competition.

Listen now to discover hacks on successfully connecting and quickly establishing rapport with prospects you meet virtually, and dramatically improving your customer relationships in 30 days or less.

The post How to Build Effective Customer Relationships in a Digital Age. With Susie Miller. #209 appeared first on Andy Paul | Strategies to Power Growth.

Special Episode: What Impact Will “Brexit” Have on Your Sales?

If you do business in Europe, then the UK’s decision to exit the European Union (EU), otherwise known as Brexit, could have a direct impact on yours sales. And your business.

In this special episode of Accelerate! I talk with three European-based sales experts about the possible near-term and long-term, ramifications of Brexit for business in general. And B2B sales in particular.

While there is still much uncertainty that surrounds Brexit, and the UK’s future relationship with the EU, it’s prudent to begin thinking about how it could impact your business.

My guests today are not political commentators. But they are business experts with very definite opinions that you’ll want to hear.

First, I speak with Tim Hughes. Tim Hughes is the Uk-based founder and partner of Digital Leadership Associates, a social digital transformation agency. He is one of the leading experts on social selling and the author of a great new book: Social Selling: Techniques to Influence Buyers and Change Makers. Tim was previously on Accelerate in Episode #157 titled The 5 Pillars Of Social Selling To Re-Energize Your Pipeline.

After Tim, I talk with Regis Lemmens. Regis is the Brussels-based founder of Sales Cubes, a consulting firm which helps sales organizations to innovate and co-create value with their customers. He is also a professor in Sales and Sales Management teaching at business schools in Belgium , the Netherlands and in the UK. Regis was also previously been on Accelerate in Episode #76 titled The Future Of B2B Sales And The Changing Role Of Sales Reps. Check out our excellent conversation on how B2B sales reps will have to become value co-creators.

Finally, I chat with Bob Apollo, Founder of Inflexion-Point Strategy Partners based in Reading, UK (about 45 miles west of London.) Bob is an expert on the subject of value-based selling for the complex B2B sale. Be sure to check out my previous conversation with Bob in Episode #66 of Accelerate! titled How To Simplify And Shorten Sales Cycles With Value-Based Selling.

Be sure to listen now!

The post Special Episode: What Impact Will “Brexit” Have on Your Sales? appeared first on Andy Paul | Strategies to Power Growth.

Growth Hacks & Profit Hacks. With Steven Daar. #208

Steven Daar, is the author of Profit Hacking: The Web Entrepreneur’s 3 Part Formula For Maximizing Success and Founder of Conversion For Good.

In this episode, Steven shares the data driven insights that help many of his clients, including several Shark Tank participants, to generate more leads and convert a higher percentage of those leads into orders. Be sure to listen as Steven shares key strategies to hack your growth and profits by increasing the overall value you provide to customers.

The post Growth Hacks & Profit Hacks. With Steven Daar. #208 appeared first on Andy Paul | Strategies to Power Growth.