Andy Paul's Blog, page 72

How to differentiate yourself in a crowded market. With Drew McLellan. #188.

Drew McLellan is the owner of Agency Management Institute, co-founder and CEO of McLellan Marketing Group, author, speaker, and a widely read blogger for small businesses and entrepreneurs. In this episode, Drew tells us what sales reps can do to differentiate themselves in competitive markets and how to connect and engage in a meaningful way with potential buyers. Among the topics we discuss are:

The five rules of writing a killer sales letter that commands the buyer’s attention.
How sales and marketing can collaborate to present a consistent value message to buyers throughout the funnel.
How to add value to every communication with a prospect.

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How to get a WIN on every prospecting call. With Art Sobczak. #187

Art Sobczak is the founder of Business by Phone Inc. and bestselling author of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling. In today’s episode, Art and I talk about prospecting and cold calling.  And, what every seller can do to master the techniques . Among the topics we discuss are:

How to close deals by making fewer, yet more informed calls.
How to get a WIN on every call.
How to leave a proper voicemail for your prospect.
How to use a sales script more efficiently.

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Win More Deals by Writing Exquisite Proposals. With Jason Swenk. #186

Jason Swenk is a self-proclaimed defender of truth, justice, and effective business practices. Jason helps small business owners develop the right systems to create winning proposals that drive the growth of their businesses. In this episode, Jason shares his key steps to writing a winning proposal. Among the topic we discuss are:

Eight steps to writing an exceptional proposal.
The difference between a cover letter and an executive summary.
The common mistakes most people make when writing a proposal.
Why you need to stop emailing proposals and present them instead.
How to increase the closing percentage of your proposals.

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The Best of Accelerate! Effective Sales Strategies To Open Any Door. With Stu Heinecke.

The is one of my favorite episodes. My guest, Stu Heinecke, the author of How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing, turns convention on its head and tells you how to get meetings with those buyers that can transform your business.  In this episode, Stu shares the innovative contact marketing strategies from his book that enable any sales rep to open any door to any prospect and get a meeting with every decision maker that they target. Among the topics we discuss are:

What is contact marketing?
How contact marketing fits into your sales development process.
How you can use contact marketing to open the door to any prospect.
Effective strategies to persuade an executive assistant or gatekeeper to help you.
4 free successful contact marketing campaign ideas

The post The Best of Accelerate! Effective Sales Strategies To Open Any Door. With Stu Heinecke. appeared first on Andy Paul | Strategies to Power Growth.

Sales Stories and Lessons Every Salesperson Should Hear. With Bridget Gleason. #185

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I share interesting stories from our sales careers and the lessons we have learned along the way. Among the topics we discuss are:

Why an in-depth understanding of your customers is essential to a successful sales career.
Why integrity is always the best sales strategy.
The most dangerous sales moments. And, what to do when you encounter them.
The diversity of experiences and lessons you learn from customers is what makes sales a fun and interesting career.

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Selling Your Idea, Vision, Dream, and Yourself, to Investors. With John Livesay. #184

John Livesay, is known as the ‘Pitch Whisperer,’ and he is the author of The 7 Most Powerful Selling Secrets. He shows startup companies the keys to becoming irresistible to potential investors. In today’s episode, John discusses his 5 C’s of investor presentations. Be sure to listen to learn the important differences between a sales presentation and an investor presentation. And, why passion and empathy are the keys to connecting with your audience and selling your vision.

 

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Marketing as a Service: Change from Message Pusher to Value Provider. With Drew Neisser. #183

Drew Neisser is founder and CEO of Renegade, the NYC-based marketing and social media agency that helps B2B and B2C clients cut through all the nonsense to deliver genuine business growth, and author of The CMO’s Periodic Table: A Renegade Guide to Marketing. In this episode, Drew discusses Marketing as Service and how to change the focus of your customer communications, in both marketing and sales, from being a message pusher to a value provider.

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Continuous Learning is the Key to Your Success. With John Spence. #182

John Spence is a strategist, consultant, speaker, and author of five books including Awesomely Simple and Letters to a C.E.O. He is recognized as one of the Top 100 Business Thought Leaders in America and one of the Top 500 Leadership Development Experts in the World. In today’s episode, John and I discuss why every sales professional must make a commitment to continuous self-education. Among the topics we discuss are:

Why companies hold back from investing in continuous learning for their sales and marketing reps.
How to invest in yourself to improve your skills while providing additional value.
Simple steps everyone can take to commit to lifelong learning.
Essential qualities employers should look for during the hiring process.
The books you should read to create your personal competitive advantage.

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Using Inside Sales To Increase Revenues in Competitive Markets. With Lynn Hidy. #181

Lynn Hidy, the founder of UpYourTeleSales.com, is an expert at creating profitable inside sales teams. In today’s episode, Lynn and I discuss how companies can use inside sales to grow revenues in competitive markets. Among the topics we discuss are:

How to build a motivated and enthusiastic sales team.
The impact that your verbal “body language” has on buyers.
How to accurately track of your selling time.
Measuring the activities that move you forward in your prospects’ buying process.
How to create an effective sales script.

 

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

This is a special episode of Accelerate! about Microsoft’s proposed acquisition of LinkedIn.

Last week Microsoft announced that it had reached an agreement to acquire LinkedIn for $26.2 billion. What are the implications of this for the sales reps and sales teams that increasingly rely on LinkedIn to connect and engage with decision makers and influencers?

I asked three leading experts on LinkedIn to share their perspectives about what this proposed acquisition will mean for sales reps and sales leaders.

First up is Kurt Shaver, founder of The Sales Foundry, a leading trainer that helps companies use LinkedIn to grow their sales. (Kurt was previously on Accelerate in Episode #94 titled How To Successfully Integrate Social Selling Into Your Sales Process.

After Kurt, I’ll be talking with Miles Austin. Miles is the Founder and CEO of Fill the Funnel. In addition to being a highly regarded blogger, speaker, and trainer, Miles is one of the leading authorities on sales tools that can help you grow your sales. (Miles has previously been on Accelerate. Twice. Check out Episode #5 and Episode #20 for great information about the latest sales tools and technologies.

Finally, I’ll be talking with Viveka Von Rosen, the founder of LinkedIn to Business, a renowned LinkedIn and social selling expert and author of the best-selling classic “LinkedIn Marketing: An Hour a Day.” She’s also the author of the upcoming book “101 Ways to Rock Your Personal Brand on LinkedIn.” (coming this summer!) Be sure to check out my previous conversation with Viveka in Episode #153 titled Best Practices To Accelerate The Growth Of Your Sales Using LinkedIn.

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