Andy Paul's Blog, page 79

On Accelerate! Now: Episode 130 with Bridget Gleason. It’s Bridget’s Turn To Ask Me Questions!

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget turns the tables on me and becomes the interviewer. It’s her turn to ask me the tough questions. Be sure to join us for this information packed episode as we dig deep into a number of topics including:

What is the biggest sales issue small and mid-sized enterprises?
How should sales leaders develop a candidate profile that will increase hiring success?
Which questions should managers be asking about sales performance and productivity, but aren’t?
Do sales automation tools really increase rep productivity?

 

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On Accelerate! Now: Episode 129 with Jim Palmer. 5 Ways to Achieve Your Dream Business

Jim Palmer, known as The Dream Business Coach, is a marketing and business building expert. On this episode, Jim and I talk about what it takes to become an entrepreneur and build your dream business. Among the topics we discuss are:

What is a Dream Business?
How do you define what a Dream Business would be for you?
What are the biggest barriers to success that entrepreneurs create for themselves?
What resources should entrepreneurs tap into to help build their business?
What’s the difference between a coach and a mastermind group? And which one would be right for you?

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On Accelerate! Now: Episode 128 with Mark Hunter. Conquering the #1 Problem in Sales: Prospecting

Mark Hunter is known as The Sales Hunter. (Could you possibly have a better name for sales?) He has authored the book, High Profit Selling, and he has another new book, High Profit Prospecting, coming out soon. In this episode Mark and I talk about the #1 challenge in sales: prospecting.  Among the topics related to prospecting that we discuss are:

Why is prospecting the #1 challenge in sales right now?
What are the biggest obstacles reps face in prospecting?
What are the primary reasons sales reps fail to convert more leads into opportunities?
How do you create a marriage between social selling and traditional prospecting?

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On Accelerate! Now: Episode 127 with Stu Heinecke. 4 Effective Contact Marketing Strategies To Open Any Door

Stu Heinecke is a Wall Street Journal cartoonist and the author of How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing. Stu is also a Hall of Fame nominated marketer and author. In this episode, Stu and I discuss how anyone can use the power of contact marketing to open any door and get a meeting with any decision maker you target. Among the topics we discuss are:

What is contact marketing?
How contact marketing fits into your sales development process.
How you can use contact marketing to open any door.
Effective strategies to persuade an executive assistant or gatekeeper to help you.
4 free successful contact marketing campaign ideas

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On Accelerate! Now: Episode 126 with Jorge Soto. You Can’t Replace The Human Element in Sales

Jorge Soto is the founder of Sales4Startups and a serial entrepreneur.  In this episode, Jorge drives the point home that it is essential, in this age of data, analytics and automation, to not forget about the human element in business in general, and in sales in particular.  Among the topics that Jorge and I talk about are:

What are some of the ‘sure things’ that don’t accelerate sales in start-ups?
Why it is essential that start-up founders and leaders need know how to sell their product or service.
Why it’s still the best strategy to focus on quality over quantity in lead development.
Why authentic relationships are still the best route to sales success.

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My Favorite Episode of Accelerate!

This week my guest choosing a favorite episode of Accelerate! is Jack Kosakowski, Global Head of B2B Social Sales Strategy at Creation Agency.

Why did Jack choose this episode?

“This episode with Richard Ruff was super high level and real sales talk with actionable information. Richard clearly lays out that the same challenges we are experiencing today in sales are not new by any means. He really drills into the facts around sales methodologies and shows that they aren’t easy to implement and never will be. He also talks about the importance of reinforcement in sales enablement and training. Amazing podcast and one that you should listen to yesterday.”

Click on the podcast player above to listen now.

A Description of My Conversation with Richard Ruff

Richard (Dick) Ruff is a top sales trainer and leading expert on major account selling. He is the author of  Mastering Major Account Selling and the co-author, with Neil Rackham of the book Managing Major Sales. In this episode we tackle the importance of integrating Account Based Selling into your sales process. Among the many other topics we discuss in this episode are:

How to utilize the fundamentals of account based selling.
What is SPIN Selling and is it still relevant to account based selling?
What are the steps a company should take to reinforce the training that has been taught to their sales reps?
The right ways companies should invest their time, effort, and money on sales training.

CLICK HERE to listen now.

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On Accelerate! Now: Episode 125 with Bridget Gleason. Is Marketing and Sales Alignment Really That Important? (hint: yes, it is)

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I have a conversation about marketing and sales alignment. We perform a deep dive into strategies to get these two teams to work more efficiently together to turn prospects into orders! Included among the topics we discuss are:

How to fix communication gapes between marketing and sales.
 Metrics that measure how effectively the sales team is utilizing marketing’s output.
 Steps you can take that increase effective collaboration between sales and marketing teams.
 How to easily transition a lead from the marketing team to the sales team (without restarting the conversation.)
 And much, more!

 

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On Accelerate! Now: Episode 124 with Jon Wuebben. Warm Up Your Leads With Good Content Marketing That Builds Trust.

Jon Wuebben is the founder and CEO of Content Launch, a provider of the first complete content marketing software built for small and medium-sized businesses. In this episode, Jon provides effectives strategies that sellers can use to warm up prospects with good content that starts a conversation with your customers. Among the many topics we discuss are:

What is content marketing?
Strategies for SMBs to implement their first content marketing strategy.
What kind of resources does a small business need to conduct effective content marketing?
Simple steps to warm up leads with great content.
The 3 key factors of a content marketing strategy that converts leads into opportunities.
Why content marketing generates a better ROI than advertising.

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On Accelerate! Now: Episode 123 with Cliff Pollan. 3 Ways To Use Collaboration To Shorten Your Sales Cycle.

Cliff Pollan is the CEO at Sococo, a company that helps distributed work teams effectively collaborate through a virtual office.  In this episode, Cliff and I discuss ways that effective collaboration will disrupt the current sales model and accelerate future sales processes. Among the many topics we discuss are:

How selling will continue to evolve in the upcoming years.
How selling will become much more of a team sport.
Why sales teams that can effectively collaborate to deliver value to their customers will have a distinct competitive advantage.
3 ways to utilize inter-departmental collaboration to shorten your sales process.
How to create a more efficient and real-time sales process.

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On Accelerate! Now: Episode 122 with Barbara Smith. The Keys to Hunting and Landing The Big Whales (i.e. major accounts.)

Barbara Weaver Smith, is the Founder and CEO of The Whale Hunters, a company that provides training, consulting, and coaching on unique processes for explosive growth through large account sales. She is also the co-author of the classic, best-selling book Whale Hunting: How to Land Big Sales and Transform Your Company  In today’s episode, Barbara and I discuss the keys to winning orders from major account customers, otherwise known as “whales,” that will accelerate the growth of your sales. Among the topics we talk 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.

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