Andy Paul's Blog, page 74

How to Define, Lead, and Own Your Market. With Gene Hammett.

Author, speaker, and entrepreneur, Gene Hammett, is the founder of Core Elevation, Inc. He is a business coach to high-achieving leaders and host of the Leaders in the Trenches podcast. In today’s episode, Gene and I discuss the steps entrepreneurs should take to establish a leadership position in the markets they serve. Among the topics we discuss are:

Why understanding your audience is important.
How to tightly define the niche market you serve.
How fear limits your ability to achieve your goals.
What it means to “lead and own” your market.

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On Accelerate! Now: Episode 170 with Bridget Gleason. Managing and Coaching Under-Performing Sales Reps

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I talk about managing and coaching under-performing sales reps. Sometimes, that can include respectfully managing those reps into other career opportunities. Be sure to join us for this information-packed episode! Among the topics we discuss are:

How much time you should give an underperforming sales rep to improve their results.


Should be a termination come as a surprise to a sales rep?


How managers should factor non-work related causes of poor performance into their evaluation.


How you should manage terminations for reasons other than sales performance.

 

The post On Accelerate! Now: Episode 170 with Bridget Gleason. Managing and Coaching Under-Performing Sales Reps appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 169 with T.A. McCann. Use Digital Intelligence to Gain a Competitive Sales Edge

T.A. McCann is a serial entrepreneur and a co-founder of Rival IQ, a digital intelligence gathering tool which enables you to analyze your performance, gain critical insights and beat your competition across social media, SEO keywords and website content. In today’s episode, T.A. and I discuss how sales teams can leverage real-time intelligence about the digital activities, and successes, of their competitors to become smarter and more competitive sellers. Be sure to tune in today!

 

The post On Accelerate! Now: Episode 169 with T.A. McCann. Use Digital Intelligence to Gain a Competitive Sales Edge appeared first on Andy Paul | Strategies to Power Growth.

The Art of Customer Relationship Building. With Meredith Elliot Powell.

On episode #168 of Accelerate! my guest is Meridith Elliot Powell, an award-winning author, speaker, and coach. She has authored several books, including Winning In the Trust & Value Economy and her latest, Own It: Redefining Responsibility-Stories of Power, Freedom & Purpose, which is about how to build cultures that inspire ownership to create profits. In today’s episode, I chat with Meridith about how salespeople and companies should practice the art of relationship building with their prospects and how to continue adding value to their existing customers. Tune in to learn how you can be the one to win the sale over your competition. Among the topics we discuss are:

The difference between a push and pull economy and how it affects how you sell.
Why are trust-based relationships essential to sales success?
Why, in today’s economy, trust is even more important to buyers
How to start building relationships with your prospects and existing clients.
Learn how to build relationships that eliminate the stereotypes that have plagued sales reps.

The post The Art of Customer Relationship Building. With Meredith Elliot Powell. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 167 with Tony Hughes. The Coming B2B Sales Disruption. How to Survive It and Thrive.

Tony Hughes is ranked the #1 Influencer for professional selling in Asia-Pacific by Top Sales World magazine and the best-selling author of The Joshua Principle.

Tony has some startling news for sales reps today. Based on a variety of industry forecasts, the number of B2B sales reps is projected to dramatically shrink over the next four years.

The driving force for this change is that too many B2B customers do not receive sufficient value from their interactions with sales reps during their buyer’s journey. Given the trove of information readily available to them online, newly empowered buyers are willing to go outside the traditional engagement with sales reps to gather the information they need to quickly make good decisions.

In this episode, Tony and I discuss the growing challenges for B2B sales reps and what they need to do become a lasting and powerful source of value to their customers. Among the topics we discuss include:

• The reasons why so many sales reps vulnerable to seismic shifts taking place in how their prospects and customers buy.

• The forces that could dramatically shrink the number of B2B sales reps over the next four years.

• The challenges sales reps must confront in order to continue to add value to their buyers. (And keep their jobs in the process.)

• How to inspire your buyers to follow you.

The post On Accelerate! Now: Episode 167 with Tony Hughes. The Coming B2B Sales Disruption. How to Survive It and Thrive. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 166 with Richelle Shaw. The Million Dollar Equation for Entrepreneurs.

Richelle Shaw built her first business from $300,000 to $36 million in less than 5 years. It’s a great story. And, then, like many others lost it all during a severe economic downturn. However, that did not stop her. Because she had a plan that she would use to quickly and profitably build her new business to $1,000,000 in revenues in less than 5 months.

Richelle is the best-selling author of The Million Dollar Equation. On this show she breaks down the details of The Million Dollar Equation and how entrepreneurs are using it to put strong systems in place that are helping them succeed and quickly grow their businesses. Among the topics we discuss are:

• The steps Richelle took to build her million dollar business in 5 months (that became the Million Dollar Equation.)

• The systems you need to implement to ensure that you keep a client for life.

• The strategies you need to use to build a strong referral system.

• The essential value entrepreneurs receive from developing multiple sources of revenue.

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The Best of Accelerate! Planning, Preparing, and Engaging are the Keys to a Winning Sales Process.

This has been an extremely popular episode since it’s release. Tim Wackel, is a top sales trainer and an expert on sales process. In his no-nonsense way Tim discusses how the proper preparation at each stage of your sales process is the key to winning the sale. Included among the topics we discuss are:

Why it’s important to ask the right questions before you develop your sales presentation
Who should you focus more of your efforts on in sales training: the top performers or the middle class performers?
How you can ensure that your company has a compelling message and value proposition.
What is the 30/20/10 Rule and why is it important to the professional development of every sales rep?
How to train sales reps to become better at asking questions.

The post The Best of Accelerate! Planning, Preparing, and Engaging are the Keys to a Winning Sales Process. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 165 with Bridget Gleason. When Should You Sell to the C-Suite?

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, the question of the day concerns when should sales reps sell to the C-Suite. Too many sales reps operate on auto-pilot and assume that they absolutely need to sell to the C-Suite, regardless of the product they sell. This is not a guarantee for success.  In fact, you could be shooting yourself in the foot. Among the many topics we discuss are:

• How to identify the right decision maker(s) for your product.

• The important differences between strategic and tactical products.

• What this means for how, and to whom, you should be selling.

The post On Accelerate! Now: Episode 165 with Bridget Gleason. When Should You Sell to the C-Suite? appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 164 with Benjamin Hastings. Efficiently Connecting with Prospects to Win More Deals

Benjamin Hastings is a two time entrepreneur and the co-founder of PerformYard. PerformYard is a web-based software platform that drives revenue growth and employee performance for the enterprise. On today’s episode, Ben and I discuss how to help sales reps become more efficient in how they use their time to help prospects make their decisions. Among the topics we discuss are:

• What are the most meaningful sales metrics for managers?

• What’s your definition of sales efficiency?

• Why are pipelines so full of unqualified suspects?

• The sales tool you need to help manage prospects in the middle of your funnel.

• Easy steps to increase engagement with prospects at each sales stage.

Tune in to find out more!

The post On Accelerate! Now: Episode 164 with Benjamin Hastings. Efficiently Connecting with Prospects to Win More Deals appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 163 with Tony Alessandra. Creating “A” Players From “B” Sales Reps

Tony Alessandra is the founder of Assessments 24×7, a world-renowned keynote speaker and the author of many books, including The Platinum Rule: Discover the Four Basic Business Personalities and How They Can Lead You to Success.

He teaches how create instant rapport with prospects; how to convert prospects and customers into business apostles who will “preach the gospel” about your company and products; and how to out-market, out-sell and out-service the competition. In this episode, Tony discusses the four basic buyer behavioral styles and how sales reps can use this knowledge to align their selling with the needs of their prospects. Among the topics we discuss are:

How sales reps can overcome the common mental roadblocks that are blocking their success.
The fundamentals of the DISC Relationship Formula.
What do really good sales people do differently that helps them succeed?
Steps you can take to transform B sales reps into A players.
How to use personality assessments to build a great sales team.

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