Andy Paul's Blog, page 78

On Accelerate! Now: Episode 138 with Anita Campbell. The Unique Sales Challenges Small Businesses Face in Today’s Economy

Anita Campbell is the founder and CEO of Small Business Trends, an award-winning online community for small business owners and entrepreneurs. A former corporate attorney, Anita is a business speaker, analyst, publisher and writer. In today’s episode, Anita and I talk about the unique sales challenges small businesses are faced with and how they optimally can respond to these. Among the topics we discuss in this episode are:

The biggest challenges in growing a small business.
The most effective way to sell to small business CEOs and entrepreneurs.
What must small businesses do to differentiate themselves from competitors?
How small business can attract and retain top sales talent.

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On Accelerate! Now: Episode 137 with Dave Sanderson. The Life Lessons, and Sales Lessons, I Learned from Surviving US Airways Flight 1549.

Dave Sanderson was a salesperson on a normal business trip to visit customers when he boarded US Airways Flight 1549. He was also the last passenger off the plane as it floated, partially submerged and taking on freezing water, in middle of the Hudson River.

Dave is an inspirational speaker, author, and survivor. He is the author of Brace for Impact and Moments Matter: How One Defining Moment Can Create a Lifetime of Purpose.

Listen to this important episode as Dave discusses how his life was changed forever on January 15, 2009, how he instinctively risked his life to put everyone else’s safety above his own and how this has transformed the way he leads his life. Dave shares important life lessons and sales lessons he learned from this event. Don’t miss this!

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On Accelerate! Now: Episode 136 with Josiane Feigon. What’s the Future of Sales? Smart Sales Trends for 2016 and Beyond.

Josiane Feigon is a sales futurist and the founder of  TeleSmart Communications. She is the author of Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team. For the past 11 years, Josiane  has written and published sales trends reports that lay out the significant macro trends that will transform sales, and business, in the near future. In this episode, Josiane and I discuss the latest trends that will begin to transform how we sell in 2016.

10 must-have skills sales reps need to be successful in inside sales.
What is a No-Po and why can’t sales and marketing avoid them?
What sales reps need to do to stay relevant to their customers (and avoid being replaced by automation)
Why true authority will be defined by knowledge and merit, not title.

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The Best of Accelerate! The 5 “E’s” of Social Business Success. With Jon Ferrara, CEO of Nimble.

In his unique high-energy style, Jon Ferrara, founder and CEO of Nimble, and one of the early pioneers of the entire sales force automation industry, shares his “5 E’s” of Social Business Success. You’ll have to listen if you want learn these essential keys to becoming a trusted advisor to your customers, to creating lasting value-based relationships and to building a community that produces a steady stream of referrals. If you’re in sales, service, management or leadership, then you will definitely want to invest some time to listen to this episode!

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On Accelerate! Now: Episode 135 with Bridget Gleason. What’s in Your Sales Stack?

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I talk about the sales stack, what it is, and how it supports specific sales processes. Drawing on specific examples from her own sales organization and the tools they use, we talk about essential elements that every sales team needs in their sales stack. Among the topics we discuss are:

What is the definition of Sales Stack?
Why sales reps should not be responsible for list building.
What tools are used for list building?
Within a company, which department should own the task of building the list and list hygiene?
Why multiple tools might be required for outbound emailing.
Specific automation solutions for sales development reps.

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On Accelerate! Now: Episode 134 with Mohit Garg. How to Accelerate and Improve On-Boarding for Sales Reps

Mohit Garg is the co-founder and Chief Customer Officer of MindTickle. In today’s episode, Mohit and I talk about the challenges most companies face with hiring, on-boarding and training sales reps. It takes too long, is often ineffective and doesn’t produce the desired results in predictable fashion. Listen in as we talk about how companies must change their hiring and on-boarding processes to keep pace in today’s dynamic business environment. Among the many topics we discuss are:

Why rapidly shrinking business cycles are making conventional on-boarding and sales training obsolete.
What is sales readiness and how can you measure it?
How you can accurately determine when new reps are ready to be working with buyers.
Why it currently requires an average of 7 months for new sales reps to become fully productive and how that can be changed.
 How new technologies like MindTickle can accelerate and improve the process of hiring and on-boarding sales reps.

 

 

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On Accelerate! Now: Episode 133 with Bob Burg. The Five Laws of Stratospheric Sales Success

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 today’s 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.

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On Accelerate! Now: Episode 132 with Anne Miller. Six Steps to Become a More Effective & Persuasive Seller

Anne Miller is an expert in the use of words that help you sell. She’s a speaker, coach, and author of Metaphorically Selling: How to Use the Magic of Metaphors to Sell, Persuade, & Explain Anything to Anyone as well as The Tall Lady with the Iceberg. In today’s episode, Anne provides strategies that any sales person can utilize to become a more effective and persuasive speaker. Among the many topics we explore in this conversation are:

How you can become a more effective and persuasive seller in an increasingly visual world.
The different vocabulary you should use when presenting online vs presenting in-person.
How you must change your presentation style when you can’t see the prospect’s reactions and body language.
The four questions you have to answer to create a persuasive story to tell a prospect.

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On Accelerate! Now: Episode 131 with Lindsey Anderson. 4 Marketing Hacks to Generate Traffic and Sales Leads.

Lindsey Anderson, also known as “One-Click Lindsey”, is the host of the Traffic and Leads podcast. She is an expert in helping small businesses use innovative online marketing strategies to drive more traffic to their websites and generate more sales leads. In this episode, Lindsey provides effective marketing hacks that entrepreneurs and small companies can use to develop new sales opportunities. Listen in as we discuss the following topics and more:

The two most common, and costly, mistakes small businesses make in their online marketing and sales efforts.
How entrepreneurs should prioritize which online marketing tactics will be the most effective for their businesses.
What are the primary characteristics of a great website in terms of being able to generate leads and traffic?
Guidelines for using Facebook Marketing, which is paid advertising, to develop highly targeted leads.

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The Best of Accelerate! How To Simplify and Shorten Sales Cycles with Value-based Selling

One of my favorite shows so far has been Episode 66 of Accelerate! featuring my guest, Bob Apollo. There is always a lot of talk among sales leaders about the need to sell with value. However, too often these efforts fall short of the mark.

In this episode, from January of this year, Bob Apollo, founder of Inflexion-Point Strategy Partners, based in the UK, does a great job of describing how to use value-based selling to transform the performance of your sales efforts. Among the many topics we discussed are:

How to use value-based selling to tap into the full potential and elevate the productivity of your B and C level sales reps.
Effective strategies for using value-based sales as a tool to increase the ROI that decision-makers receive from the time they invest in meetings with your sales reps.
How top sales reps synchronize and align the delivery of value with the customer’s buying process in order to simplify and shorten the time to an order.

Tune in today and listen as Bob defines a process that every manager and sales leader can use to build a strong value-based sales culture in their organizations. Do not miss this episode!

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