Andy Paul's Blog, page 76

On Accelerate! Now: Episode 154 with Pouyan Salehi. Using Sales Automation to Accelerate Outbound Sales Rep Productivity.

Pouyan Salehi is the co-founder and CEO of PersistIQ, a complete outbound platform engineered from the ground up for sales. In this episode, I chat with Pouyan about how sales teams should use sales enablement tools, like PersistIQ,  to increase both their effectiveness and their efficiency. Among the many topics we discuss are:

Is there a danger from too much automation in sales?
How sales automation will force a change to the current inside sales model.
How to authentically personalize your touch points with leads and prospects.
Why your KPIs need to focus on engagement with your content, not just clicks and opens.
How adding value to each sales interaction accelerates the creation of better relationships.

The post On Accelerate! Now: Episode 154 with Pouyan Salehi. Using Sales Automation to Accelerate Outbound Sales Rep Productivity. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 153 with Viveka von Rosen. Best Practices to Accelerate the Growth of Your Sales Using LinkedIn.

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. Among the topics we discuss are:

What is the best use of LinkedIn in sales?
What are the biggest misconceptions sales reps hold about LinkedIn?
How to best use LinkedIn to warm up cold calls.
Best practices for utilizing Sales Navigator.
What are the advantages of LinkedIn over other social media platforms?
What is the future of LinkedIn as a sales tool?

The post On Accelerate! Now: Episode 153 with Viveka von Rosen. Best Practices to Accelerate the Growth of Your Sales Using LinkedIn. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 152 with Tim Sanders. Close More Big Deals with Dealstorming.

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 today’s episode, Tim and I discuss how you can use Dealstorming to help you close orders with important accounts.

What is Dealstorming?
What is the process of selling a really big deal?
What are the 7 steps to organizing and implementing a Dealstorm?
How can businesses find the root cause of a stalled sales process with an important prospect?
Why is there a Rule of 3 for Dealstorms?
How to invite people to join a Dealstorm.

The post On Accelerate! Now: Episode 152 with Tim Sanders. Close More Big Deals with Dealstorming. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 151 with Brad Szollose. What Every Manager Should Know about Managing Millennials.

Brad Szollose is a business adviser, web pioneer, keynote speaker, and Millennial expert. He is the author of the award-winning book Liquid Leadership: From Woodstock to Wikipedia–Multigenerational Management Ideas That Are Changing the Way We Run Things, which delves into new styles of leadership – primarily how to get progressive tech-savvy Gen Y and analog driven Baby Boomers working together. In this episode Brad and I discuss the challenges for managers in managing the potential differences between generations in the workplace.

How to create a comfortable work environment for millennials.
Why millennials appear to be entitled (but. in reality. aren’t.)
How the four current generations differ in their approach to work. And, why it’s important to you.
The best way to set expectations and goals for millennials.
How the boomer generation was raised in fear. And, what that means for managing the transition between generations in the workplace.

The post On Accelerate! Now: Episode 151 with Brad Szollose. What Every Manager Should Know about Managing Millennials. appeared first on Andy Paul | Strategies to Power Growth.

The Best of Accelerate! How Hyper-Growth Companies Create Predictable Revenue. With Aaron Ross

In this episode, originally published on Feb 9, 2016, Aaron Ross, discussed the lessons that sales leaders had learned about building highly scalable revenue machines in the time since the publication of his influential first book, Predictable Revenue. He has captured many of these lessons in case studies contained in his new book (written with co-author Jason Lemkin), From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue. In this information-packed episode we discuss key topics from this book including:

The steps required to plan for sales success.
How to increase you chances for success by Nailing a Niche
Why you can’t prove your sales model by selling to friends of friends.
How to avoid being trapped in the Trust Gap
The vital role that Customer Success plays in driving revenue growth
And much, much more!

Want to learn how to accelerate revenue growth for your company? Don’t miss out on this episode!

The post The Best of Accelerate! How Hyper-Growth Companies Create Predictable Revenue. With Aaron Ross appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 150 with Bridget Gleason. 5 Tough Sales Management Challenges for Sales Leaders.

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I discuss the some of the tough management challenges sales leaders confront concerning commission plans, terminating unproductive sales reps and much, much more. Be sure to join us for this information-packed episode as we tackle tough issues including:

Is it always necessary to pay commissions to sales reps in order to achieve your goals?
When is the right time to implement a commission plan for your reps?
How does a company design an effective compensation plan?
Will one incentive plan work for the entire sales team?
What is title creep in sales and why you should avoid it?
Defining the right process to terminate an underperforming sales rep.
Steps you can take to help underperforming reps get on track to success.

The post On Accelerate! Now: Episode 150 with Bridget Gleason. 5 Tough Sales Management Challenges for Sales Leaders. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 149 with Justin Christianson. How to Maximize Conversions at Each Stage of Your Sales Process.

Justin Christianson is the co-founder and President of Conversion Fanatics. He is the author of the Amazon #1 best-selling Conversion Fanatics: How To Double Your Customers, Sales and Profits with A/B Testing. In this episode, Justin and I talk about how his sales team at Conversion Fanatics integrates the best practices of online conversion optimization into its proactive outbound sales processes. And, how they optimize conversions at each step of their sales process.

Among the topics we address during this show are:

Why the right headline on your website is important to your outbound sales efforts.
Tips for sales development reps to lead with value and help their prospects to take the next step.
Why it’s essential for every sales rep that sends email to prospects to learn how to become a conversion copywriter.
How to measure and track the pertinent metrics for sales productivity improvements.

The post On Accelerate! Now: Episode 149 with Justin Christianson. How to Maximize Conversions at Each Stage of Your Sales Process. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 148 with Julie Hansen. 5 Ways To Prevent Sales Presentation Fatigue (in Your Customers.)

Julie Hansen is the founder of Performance Sales and Training and a leading sales presentation coach. She is also the author of Sales Presentation for Dummies and ACT Like a Sales Pro. In this episode, Julie and I discuss why salespeople are still relying on outdated and obsolete presentation methods in today’s modern market. And what they need to do to meet their customers’ expectations. Be sure to listen in! Among the topics we discuss are:

Why sales reps are stuck using old presentation models. And how they can change.
How to create and deliver compelling sales presentations that sell.
5 ways to prevent Presentation Fatigue in your customers.
The commonalities between acting and selling and how sales reps can harness these to transform their results.

The post On Accelerate! Now: Episode 148 with Julie Hansen. 5 Ways To Prevent Sales Presentation Fatigue (in Your Customers.) appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 147 with Bob Perkins. The Future (and Present) of Inside Sales.

Bob Perkins is the founder and Chairman of the rapidly growing American Association of Inside Sales Professionals (AA-ISP). (If you’re in sales and you’re not a member, you should join.) He has more than 20 years of leadership experience focused on building, improving, and leading inside sales teams. In this episode, Bob and I talk about the future development of inside sales and the increasing impact it will have on all sales reps and businesses. Be sure to listen as we cover many topics including:

What are the short-term challenges occurring within inside sales?
How does the increasing use of sales technologies affect inside sales?
How increasing sales automation could change the P2P (person to person) aspect of selling.
The future evolution of more specialized roles in sales.
How traditional sales training needs to change to meet the need of inside and field sales teams.

The post On Accelerate! Now: Episode 147 with Bob Perkins. The Future (and Present) of Inside Sales. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 146 with Jason Treu. How to Build Relationships that Transform Your Sales and Your Life.

Jason Treu (pronounced “Troy”) is a leading business and relationship coach, and author of two excellent books Social Wealth: How to Build Extraordinary Relationships by Transforming the Way We Live, Love, Lead and Network and Extraordinary: The Art of the Exceptional Life. In this episode, Jason and I explore the steps sales reps should take to build rapport and trust, and strengthen their connections, with new contacts, prospects and customers, both online and in-person. Among the topics we discuss include:

How to build connections and relationships that pass the Know, Like and Trust test.
How to quickly build rapport with new connections, both in-person and online.
The #1 most important social strategy you should implement to build your network of influence.
How to identify and prioritize those relationships that matter the most.

The post On Accelerate! Now: Episode 146 with Jason Treu. How to Build Relationships that Transform Your Sales and Your Life. appeared first on Andy Paul | Strategies to Power Growth.