Andy Paul's Blog, page 73
June 17, 2016
Why the Details Matter in Sales. With Bridget Gleason.
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I talk about why you need to pay close attention to the details in how you present yourself to your prospects and customers. Whether it’s in person, on the phone, in writing, and on social, your personal presentation at every stage of your sales process has a significant impact on your sales success. Among the topics we discuss are:
How personal presentation is a fundamental component of your personal branding.
How your choice of words and your body language impact your sales.
Why strong writing skills are a vital sales skill both with buyers and your internal customers.
Why title doesn’t exempt you paying attention to the details. Everybody in the company always needs to exude the business’s brand.
How the details impact the way people make emotional decisions.
Special announcement for Accelerate listeners! Bridget and I will devote an upcoming show to answer your sales questions. Share your sales challenge with us and we’ll use our collective sales wisdom to help you solve your sales question. Just send an email to me at andy@zerotimesselling.com, with your name, title, your question and a short description of your situation to provide us some context. (If we don’t get to your question on the show, Bridget and I promise to answer your question via email.)
The post Why the Details Matter in Sales. With Bridget Gleason. appeared first on Andy Paul | Strategies to Power Growth.
June 16, 2016
Use Email Analytics for Adjusting Your Sales Strategies. With Matthew Bellows. #179.
Matthew Bellows is the founder and CEO of Yesware. In today’s episode, Matthew shares how to use email analytics to refine your sales process and help your sales reps become more efficient and effective. Among the topics we discuss are:
The value of email analytics.
How reps can use basic sales intelligence to improve prospect engagement.
The key email metrics you should be tracking.
The future evolution of sales enablement technologies.
The post Use Email Analytics for Adjusting Your Sales Strategies. With Matthew Bellows. #179. appeared first on Andy Paul | Strategies to Power Growth.
June 15, 2016
Aligning Sales + Marketing to Boost Sales Productivity. With Peter Strohkorb, #178.
Peter Strohkorb is an international business speaker, mentor, coach and author of a new book called The OneTEAM Method: How Sales + Marketing Collaboration Boosts Big Business. He is the creator of the OneTEAM Method for superior Sales and Marketing alignment and collaboration. In today’s episode, Peter and I discuss how effectively aligning sales and marketing collaboration can maximize close rates and increase customer satisfaction. Among the topics we discuss are:
The definition of sales productivity and how managers should measure it.
The specific steps Marketing can take to help boost sales productivity.
What are the sales challenges that Marketing can support?
Who needs to take the lead to facilitate sales + marketing collaboration?
The post Aligning Sales + Marketing to Boost Sales Productivity. With Peter Strohkorb, #178. appeared first on Andy Paul | Strategies to Power Growth.
June 14, 2016
Maximizing Sales and Marketing Alignment. With Ardath Albee. #177.
Ardath Albee is the best-selling author of eMarketing Strategies for the Complex Sales and Digital Relevance, and President of Marketing Interactions. (She’s also a member of the Romance Writers of America!) In today’s episode, Ardath discusses one of the key challenges for all organizations: how to maximize alignment between their marketing and sales efforts. Among the many topics we discuss are:
The primary reason there is a disconnect between marketing and sales.
Why the most important part of content marketing is engaging the potential buyer in a conversation.
The importance of defining a storyline in the buying process.
Why conversations are a series of questions and answers.
The post Maximizing Sales and Marketing Alignment. With Ardath Albee. #177. appeared first on Andy Paul | Strategies to Power Growth.
June 13, 2016
Transition, Transform, and Evolve: Moving to Your Business to the Next Level. With Steve Rodgers. #176.
Steve Rodgers, is a speaker and the author of From Lead to Gold: An Entrepreneur’s Guide Through Transition, Transformation and Evolution. He was formerly President and CEO of Prudential California Realty (a company owned by Warren Buffett.) In this episode, Steve discusses how to effectively use the power of transitions, both in business and life, to help you to transform and evolve to higher levels of productivity and satisfaction. Among the topics we discuss are:
What it was like to work for Warren Buffett
Why growing companies struggle to maintain their culture and vibe.
How to achieve more success by evolving from a money-centric mindset to purpose-driven mindset.
Recognizing the early warning signs of burnout. And what to do.
The post Transition, Transform, and Evolve: Moving to Your Business to the Next Level. With Steve Rodgers. #176. appeared first on Andy Paul | Strategies to Power Growth.
June 10, 2016
How to Maintain Your Sales Motivation. With Bridget Gleason
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I talk about what sales reps, and managers, can do to maintain high levels of personal sales motivation. Among the topics we discuss are:
The importance of fully understanding your role.
How to stay motivated throughout the entire sales process.
What other elements of your life can you draw on to bring your energy back to the workplace?
What are healthy internal motivators sales professionals can draw on?
How meditation and mindfulness can help you maintain your focus and your drive.
Special announcement for Accelerate listeners! Bridget and I are going to devote an upcoming episode of Accelerate! to answering your questions in regards to difficult sales challenges, particular sales management issues, or tricky sales situations with customers. Please email me at .
How to Maintain Your Sales Motivation. With Bridget Gleason. #175.
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I talk about what sales reps, and managers, can do to maintain high levels of personal sales motivation. Among the topics we discuss are:
The importance of fully understanding your role.
How to stay motivated throughout the entire sales process.
What other elements of your life can you draw on to bring your energy back to the workplace?
What are healthy internal motivators sales professionals can draw on?
How meditation and mindfulness can help you maintain your focus and your drive.
Special announcement for Accelerate listeners! Bridget and I are going to devote an upcoming episode of Accelerate! to answering your questions in regards to difficult sales challenges, particular sales management issues, or tricky sales situations with customers. Please email me at .
June 9, 2016
Aligning Solutions and Services to Elevate Customer Success. With Dave Blake.
Dave Blake is the founder and CEO of ClientSuccess, a platform that helps Customer Success team proactively manage, retain and grow their existing customer base. In this episode, Dave talks about the role CS teams play in retaining customers, opening doors to up-selling, and minimizing the churn among subscribers. Among the topics we discuss are:
The important differences between Client Success and Customer Support
The best practices of CS Teams.
The role of the Customer Success Manager (CSM) in customer retention and minimizing churn.
How to identify and hire strong CSMs.
Managing the hand-off between Account Execs and Customer Success Managers.
The post Aligning Solutions and Services to Elevate Customer Success. With Dave Blake. appeared first on Andy Paul | Strategies to Power Growth.
June 8, 2016
Elevate the Professionalism, and Productivity, of Your Sales Team. With John Smibert.
John Smibert, is the co-founder and CEO of Australia-based Strategic Selling Group. John is on a mission to elevate the professionalism of sales. Tune into this episode to hear John and I talk about how to avoid the pitfalls associated with too much reliance on automation in sales. John also spells out a modern approach to sales training that sales managers should use. Among the many topics we discuss are:
Is modern B2B selling becoming too automated?
How sellers should focus on maximizing the human touch in their sales.
How much time a company should invest in sales training.
A new, more effective approach to training sales reps.
The post Elevate the Professionalism, and Productivity, of Your Sales Team. With John Smibert. appeared first on Andy Paul | Strategies to Power Growth.
June 7, 2016
Your Emotional Intelligence (EQ) Is Your Key to Success. With John Murphy.
John Murphy is a European-based executive coach who works with senior executives, business owners, and management teams to help them achieve their business objectives. In this episode, John discusses how to bolster your emotional intelligence and how to find motivation, purpose and success beyond just making money. Among the topics we discuss are:
Why is emotional intelligence an essential component to success?
How do you self-assess what your EQ is? And where your weaknesses lie?
Should making money be the sole purpose for your business?
How do you find your purpose in business?
Does your business purpose align with your company’s vision?
The post Your Emotional Intelligence (EQ) Is Your Key to Success. With John Murphy. appeared first on Andy Paul | Strategies to Power Growth.
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