Andy Paul's Blog, page 75

On Accelerate! Now: Episode 162 with Joel Comm. 5 Key Social Media Trends That Sales Needs to Embrace

Joel Comm is an entrepreneur, the bestselling author of 12 books, including The AdSense Code and Click Here to Order, a public speaker, social media evangelist, and mobile marketing innovator. His specialty is using social media such as Facebook and Twitter to help companies market and sell their products and services. In this episode, Joel discusses the five major social media trends that will have an impact on your sales efforts starting in 2016. Among the exciting topics we discuss are:

• How sales reps can use live streaming to build effective relationships with prospects.

• Why having fun with a social platform is a better measure than ROI.

• How to use Snapchat to tell a compelling story that engages your prospects.

• Virtual reality is coming fast and it will revolutionize how you sell.

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On Accelerate! Now: Episode 161 with David Long. Why Managers Fail. And How to Avoid It.

David Long is author of the Wall Street Journal Best-Seller Built to Lead: 7 Management R.E.W.A.R.D.S Principles for Becoming a Top 10% Manager. David is also the Founder and CEO of MyEmployees, a 25 year-old firm in the Top 1% Worldwide in the Employee Engagement and Recognition industry. In this episode, David explains why few employees get promoted into management and why even fewer succeed once they get there. Listen in as David provides indispensable career advice for every manager, and for every sales rep that wants to become one. Among the topics we discuss are:

How to maximize your ability to have an amazing management career
Why just 1 in 7 new managers achieve success
What truly sets good managers apart from bad managers.
How to build the effective manager mindset that will get you to the top.
Why you must enable employees to continue their professional education on company time.

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The Best of Accelerate!: The Five Laws of Stratospheric Sales Success. With Bob Burg.

This is one of the most powerful interviews I’ve had on Accelerate! so far.

Bob Burg is the co-author of the powerful best-selling classic: The Go Giver: A Little Story About a Powerful Business Idea. The Go Giver is a parable, based on the 5 laws of stratospheric success, that lays out a path to success and happiness in life, as well as in business and sales.

The Go Giver is a proven recipe for achieving success that is based on giving, serving, and placing the needs of others before your own. In this episode, Bob and I talk about the five powerful laws of stratospheric success that are at the heart of the Go Giver formula:

The Law of Value
The Law of Compensation
The Law of Influence
The Law of Authenticity
The Law of Receptivity

Listen now! This is a don’t miss episode.

The post The Best of Accelerate!: The Five Laws of Stratospheric Sales Success. With Bob Burg. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 160 with Bridget Gleason. How to Recover From the Big Mistake.

My regular and special guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, we discuss something that rarely gets talked about in sales: failure.  In particular, the self-inflicted screw up that can end any chance of winning an order with a particular prospect. Bridget and I use examples from our own careers to talk about how you can bounce back from the material mistake, the unintentional oversight or significant error that undermines your credibility with your customer or prospect, and still win the order. Or retain the client. Listen in as we talk about:

How to bounce back from a mistake that costs you the order.
How to cultivate the strong customer relationships that have resilience.
Steps you should take with your customer to recover from a mistake.
Examples of the significant mishaps and mistakes that we’ve dealt with in our own careers.
And much more. Don’t miss this!

The post On Accelerate! Now: Episode 160 with Bridget Gleason. How to Recover From the Big Mistake. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 159 with Jamison Powell. Is Cold Calling Still Cost Effective?

Jamison Powell is the Vice President of Sales for New Voice Media. New Voice Media provides a call center software solution designed to help you sell more by increasing the efficiency of your inside sales team. In this episode, I talk with Jamison about how to utilize the benefits of the latest sales technologies to increase your sales. Among the topics we discuss:

Why do sales reps still treat their customers like strangers?
Is cold calling still a cost-effective way to prospect?
How to automate your sales process using the latest sales enablement technologies.
Why phone-based, or conversation-based, sales will remain the most effective way to connect with prospect.

The post On Accelerate! Now: Episode 159 with Jamison Powell. Is Cold Calling Still Cost Effective? appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 158 with Evan Carmichael. Build Your Brand To Build Your Sales.

Evan Carmichael breathes and bleeds entrepreneurship. He runs a hugely popular website, www.evancarmichael.com, that specifically caters to entrepreneurs. Evan was named one of the Top 100 Great Leadership Speakers for your Next Conference by Inc Magazine and considered one of the Top 40 Social Marketing Talents by Forbes. In this episode, Evan and I focus on how to build your personal brand to elevate your sales. Among the topics we discuss are:

• How to build your strong personal brand.

• How to expand your influence from one business to a thousand

• Learning what you really stand for and how to translate that into action

• Simple steps to creating your online persona

• How to create interesting content for your audience

The post On Accelerate! Now: Episode 158 with Evan Carmichael. Build Your Brand To Build Your Sales. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 157 with Tim Hughes. The 5 Pillars of Social Selling to Re-Energize Your Pipeline.

Tim Hughes, one of the world’s leading experts in social selling, is the founder of Social Selling Lounge, author of Hacking the Buying Process and co-author of a new book you can pre-order 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.

What is social selling and why is it so misunderstood?


What are the five pillars of effective social selling?


What is the biggest mistake sales reps make when it comes to social sales?


What are the best social sales processes to use to move prospects through your funnel?

The post On Accelerate! Now: Episode 157 with Tim Hughes. The 5 Pillars of Social Selling to Re-Energize Your Pipeline. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 156 with Jim Cathcart. What’s Holding You Back from Sales Success?

Jim Cathcart is a leading sales expert, world-class keynote speaker and an international best selling author of The Acorn Principle and Relationship Selling. Jim was inducted into the Professional Speakers Hall of Fame and has delivered over 2,800 professional speeches around the world. In this episode, Jim and I talk about sales success and how the top sales reps motivate themselves to reach the top and stay there. Among the many topics  we discuss are:

What separates the top sales performers from the rest?
How do you become an expert and speaker if you think you have nothing to say?
How anyone can develop self-belief using The Acorn Principle.
How to cultivate your drive and desire to succeed.
How to discover what’s holding you back?

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The Best of Accelerate! The Keys to Hunting and Landing The Big Whales (i.e. major accounts.) With Barbara Weaver Smith.

This is one of my favorite episodes on major account selling. My guest, Barbara Weaver Smith, is the Founder and CEO of The Whale Hunters, and the co-author of the classic, best-selling book Whale Hunting: How to Land Big Sales and Transform Your Company  In this episode, Barbara and I discussed the keys to winning orders from major accounts, otherwise known as “whales,” that will accelerate the growth of your sales. Among the topics we talked about in this fascinating conversation are:

How do you find the “whale” that is 20X bigger than your current sales opportunities?
What are the keys to identifying the right person to speak with at a whale?
What are some of the common fears that whales have about smaller vendors?
How you can land the major account orders that will completely transform your company.

When you finish listening to Barbara crush here it with her key insights into major accounts sales success, then head over to Amazon.com and order her new book: Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers. 

The post The Best of Accelerate! The Keys to Hunting and Landing The Big Whales (i.e. major accounts.) With Barbara Weaver Smith. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 155 with Bridget Gleason. Why You Need to Hire More Women in Sales

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I discuss a number of topics including:

Why you need to hire more women into sales roles.
How to create the right environment to help women succeed in sales.
The traits that enable women sales reps to outperform their male counterparts.
How to avoid the typical end of quarter end craziness.
How to smooth out your pipeline to avoid the proverbial hockey stick effect.

Be sure to join us for this information-packed episode!

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