Andy Paul's Blog, page 81
March 15, 2016
On Accelerate! Now: Episode 112 with Steve Richard. The Importance of Using Sales Call Recordings to Train and Coach Sales Reps
Steve Richard is the co-founder of Vorsight and VorsightBP and a serial sales entrepreneur. Steve is also the co-founder and Chief Revenue Officer for Exec Vision, which focuses on conversational insights to transform the way executives and sales reps understand their business. In this episode, Steve discusses how to use state-of-the art sales call recording techniques to transform your sales reps’ performance. We also dive into other topics including:
The reasons most companies are missing the opportunity to use sales call recording for training purposes
Why asking the “WHY” questions is an important discovery strategy
Why you can’t just give your sales reps a playbook and expect them to succeed
Why are call recording laws so misunderstood?
The post On Accelerate! Now: Episode 112 with Steve Richard. The Importance of Using Sales Call Recordings to Train and Coach Sales Reps appeared first on Andy Paul | Strategies to Power Growth.
March 14, 2016
On Accelerate! Now: Episode 111 with Steve Silver. How to Get More Value Out of Your Sales Technologies!
In this installment, Andy talks with Steve Silver, the Research Director and Sales Operations Strategist for Sirius Decisions. Sirius Decision conducts research based on studies for both clients and the broader market place. Steve’s focus is on the processes, measurements, and sales technologies that sales organizations use to execute their sales, go to market, engage with customers, convert prospects into clients, and manage clients. Some of the topics we discuss are:
Why are Account-Based Marketing and Account-Based Selling important?
When is the appropriate time to invest in sales technologies?
How do you evaluate which sales tools will be the most effective for you?
What are analytics and why are they essential tools in sales?
The post On Accelerate! Now: Episode 111 with Steve Silver. How to Get More Value Out of Your Sales Technologies! appeared first on Andy Paul | Strategies to Power Growth.
March 11, 2016
Top 5 Most Popular Episodes on Sales Enablement from Accelerate!
Top 5 Most Popular Episodes on Sales Enablement
Here’s the final article in my series about the Top Most Popular Episodes from Accelerate’s first 100 episodes.
Here are the top 5 most popular episodes we’ve had on my podcast, Accelerate!, on the topic of Sales Enablement (as measured by the number of downloads.) Listed in order of popularity.
Enjoy!
Episode 88 with Ben Sardella. Better Ways To Use Data To Find a True Competitive Edge in Your Selling.
In this episode, Ben Sardella, co-founder of Datanyze, discusses how outbound sales teams need better data to inspire more and better sales conversations with new prospects. He shares how a new generation of sales tools, like Datanyze, are helping sellers to fill the top of the funnel with the right prospects at the right time. Included among the subjects we discuss in this conversation are the hidden triggers that alert sales reps to specific prospect interest that they can’t find on their own and how to use firmographic data to provide greater insights into potential buying behaviors. CLICK HERE for more information. CLICK HERE to listen now.
Episode 28 with Joe Gustafson. Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers
In our discussion, Joe Gustafson, Founder and CEO of Brainshark, describes the four crucial factors contributing to poor sales conversations. He outlines the solutions for you in terms of the continuous learning, increased customer engagement and metrics-based coaching that enable sales teams to have the high value conversations that will move prospects through your pipeline more quickly. Joe describes how a sales enablement tools such as Brainshark’s Sales Accelerators facilitate this process to increase prospect engagement and bridge the sales productivity gap. CLICK HERE for more information. CLICK HERE to listen now.
Episode 98 with John Golden. CRM Systems Should Work For Sales Reps; Not The Other Way Around.
In this episode, John Golden, Chief Strategy Officer at Pipeliner CRM, discusses how next gen CRM systems are evolving away from management platforms into tools that help sales reps close business. In our conversation John describes how the increased velocity of business demands that CRM systems evolve from being “command and control” systems into tools that help sales reps close more deals. He address provide great details on the essential criteria business leaders should use to evaluate and purchase a modern CRM system. CLICK HERE for more information. CLICK HERE to listen now.
Episode 89 with Bubba Page. Crowd-Sourcing Warm introductions to Accelerate Your Pipeline Development
In this episode, Bubba Page, founder and CEO of Outro (formerly QuotaDeck), shares how he plans to make the traditional cold call obsolete by crowd-sourcing warm introductions for sales reps to prospects that fit their ideal customer profile. Listen in as we talk about how to use social-based selling to overcome the fixed resource constraints of traditional cold calling, how to use warm introductions generate greater quantities of more effective sales conversations and how to build social capital in your network with value-based introductions that ultimately lead to more sales (for you!) CLICK HERE for more information. CLICK HERE to listen now.
Episode 73 with Sean Burke. Using Small Data To Accelerate Improved Sales Results
In this information-packed episode, Sean Burke, CEO of KiteDesk, tells why big data is a great resource for companies but is not necessarily for sales people. He describes why sales reps need small data, and what that means in terms of providing them the right data and information that they need, right when they need it, to help accelerate their sales process to close more deals. Included among the subjects we discuss in our conversation are why your SDR teams don’t need a CRM system (but your company still does); how to ensure that your sales tools are aligned with your prospects’ buying process and how to use relevant data at the right time to drive improved sales results. CLICK HERE for more information. CLICK HERE to listen now.
The post Top 5 Most Popular Episodes on Sales Enablement from Accelerate! appeared first on Andy Paul | Strategies to Power Growth.
On Accelerate! Now: Episode 110 with Bridget Gleason. Are we setting up our Sales Development Reps (SDRs) for failure?
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about setting up SDRs for failure and how companies can accelerate forward by consciously favoring quality over quantity in sales development. Included among the questions we discuss are:
Are companies reaching out to only the qualified leads?
Are companies putting too much pressure on SDRs?
Or, are the expectations of success too low for SDRs?
Why is there a lack of preparation when it comes to sales calls?
Why it’s better to measure an SDR on results, rather than on activity.
Learn more about what’s in the future for sales. Be sure to join us for this information packed episode!
The post On Accelerate! Now: Episode 110 with Bridget Gleason. Are we setting up our Sales Development Reps (SDRs) for failure? appeared first on Andy Paul | Strategies to Power Growth.
March 10, 2016
On Accelerate! Now: Episode 109 with Tim Wackel. Planning, Preparing, and Engaging are the Basics of a Winning Sales Process.
Why is it important to ask the right questions before your sales pitch?
Who should you focus more of your efforts on in training: the top performers or the middle class performers?
Why you want to ensure the company you are working for has a compelling message.
What is the 30/20/10 Rule and why is it important?
How to train sales reps to become better at asking questions.
The post On Accelerate! Now: Episode 109 with Tim Wackel. Planning, Preparing, and Engaging are the Basics of a Winning Sales Process. appeared first on Andy Paul | Strategies to Power Growth.
On Accelerate! Now: Episode 109 with Tim Wackel. Planning, Preparing, and Engaging are the Basics of a Winning Sales Process.
Why is it important to ask the right questions before your sales pitch?
Who should you focus more of your efforts on in training: the top performers or the middle class performers?
Why you want to ensure the company you are working for has a compelling message.
What is the 30/20/10 Rule and why is it important?
How to train sales reps to become better at asking questions.
The post On Accelerate! Now: Episode 109 with Tim Wackel. Planning, Preparing, and Engaging are the Basics of a Winning Sales Process. appeared first on Andy Paul | Strategies to Power Growth.
March 9, 2016
Top 5 Most Popular Episodes on Professional Development from Accelerate
Top 5 Most Popular Episodes on Professional Development
Here’s the 5th article in my series about the Top Most Popular Episodes from Accelerate’s first 100 episodes.
Here are the top 5 most popular episodes we’ve had on my podcast, Accelerate!, on the topic of Professional Development (as measured by the number of downloads.) Listed in order of popularity.
Enjoy!
Episode 53 with Townsend Wardlaw. What Should You Be Doing, But Aren’t? Overcoming The Sales Fears That Are Holding You Back.
Townsend Wardlaw is a sales transformation architect. In this episode, he talks in depth about the fears that paralyze many sales reps and provides effective strategies they can use to overcome them to transform their sales results. Townsend describes the common rationalizations that sales reps use to justify inaction in the face of their fears; whether it is fear of prospecting, fear of presenting or fear of asking for the order. He talks about the lessons he learned overcoming his own paralyzing anxieties of public speaking, and how you can use them in your own selling. Everyone in sales has fears about some aspect of selling. But they don’t have to hold you back! CLICK HERE for more information. CLICK HERE to listen now.
Episode 50 with Jim Keenan. Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You. Part 1.
Jim Keenan, otherwise known as Keenan, is A Sales Guy, a widely read blogger and the author of a new book, Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You. In this episode, which is Part 1 of my extended conversation with Keenan, we talk about his new playbook for success in the 21st century. He describes how the conventional career rules that we all have been taught, have become obsolete. It doesn’t matter which generation you’re part of or what stage of your career you’re at, if you’re not listening to Keenan’s recommendations for taking charge of your own success, then you’re going to fall behind. CLICK HERE for more information. CLICK HERE to listen now.
Episode 97 with Colleen Stanley. Emotional Intelligence for Sales Success: When Hard Sales Skills Aren’t Enough
In this episode, Colleen Stanley, CEO of Sales Leadership, Inc. and author of the best-selling Emotional Intelligence for Sales Success, discusses what it takes to manage and master your emotions to become a top performer. Among the many topics we discuss in this information-packed episode are what emotional intelligence is and how it directly relates to sales success; why poor sales performance is less about sales skills and more about managing critical emotions at critical times; the Knowing and Doing Gap and how to bridge it; and, the #1 emotional intelligence skill all sales professionals need to develop and master. CLICK HERE for more information. CLICK HERE to listen now.
Episode 35 with Jeff Shore. Is An Addiction To Comfort Holding Back Your Sales?
Jeff Shore is the author of the best-selling book, Be Bold and Win The Sale, a speaker and nationally recognized sales trainer. In this episode, Jeff unveils the concept of “comfort addictions” and describes how a sales rep’s ability to recognize and embrace “discomfort” can be the trigger to achieving sales success. Selling is a process that is inherently full of discomfort. And, Jeff shows how sales reps can turn that discomfort to their advantage to win more deals. CLICK HERE for more information. CLICK HERE to listen now.
Episode 84 with Butch Bellah. What Stand-up Comedy and Sales Have In Common. And How To Use That To Accelerate Your Sales.
In this episode, Butch Bellah, sales trainer, speaker and author of Sales Management for Dummies, describes the unusual career path he followed from being a stand-up comedian to becoming a top sales expert and author. Along the way he learned some unique and insightful lessons about sales and people that he teaches sales reps and sales managers across the country. Listen in as we talk about what being a stand-up comic taught Butch about selling; how to be rehearsed, but not scripted, for more effective sales conversations; why your voice, and how you use it, is your strongest sales tool; and, why it’s your fault if the prospect gives you their time, and you don’t win their order. CLICK HERE for more information. CLICK HERE to listen now.
The post Top 5 Most Popular Episodes on Professional Development from Accelerate appeared first on Andy Paul | Strategies to Power Growth.
On Accelerate! Now: Episode 108 with Lee Salz. 5 keys to hiring the right sales rep for the right job.
Why writing skills are important in the hiring of sales reps
Why it is important to know what you are selling when hiring the right candidate
Why it is essential to test for the position you are hiring for
How to gain visibility into the candidate you are interested in
How to construct the best interview questions based on the role you are hiring for
The post On Accelerate! Now: Episode 108 with Lee Salz. 5 keys to hiring the right sales rep for the right job. appeared first on Andy Paul | Strategies to Power Growth.
March 8, 2016
On Accelerate! Now: Episode 107 with Kraig Kleeman. 4 Ways to Effectively Utilize Language to Maximize Your Sales
Why social selling is not the sales life cycle answer
How unwarranted euphoria has been fueled by digital assets
Why strategy is important when implanting social selling tactics
How language has become devalued in sales
Why adding comments to reposted material is essential
The post On Accelerate! Now: Episode 107 with Kraig Kleeman. 4 Ways to Effectively Utilize Language to Maximize Your Sales appeared first on Andy Paul | Strategies to Power Growth.
March 7, 2016
Top 5 Most Popular Episodes about Sales Productivity from Accelerate!
Top 5 Most Popular Episodes on Sales Productivity
Here’s the 4th article in my series about the Top Most Popular Episodes from Accelerate’s first 100 episodes.
Here are the top 5 most popular episodes we’ve had on my podcast, Accelerate!, on the topic of Sales Productivity (as measured by the number of downloads.) Listed in order of popularity.
Enjoy!
Episode 27 with Mark Hunter. High-Profit Selling: Why You Can Never Un-Discount A Discount
Mark Hunter is The Sales Hunter, author of High-Profit Selling, and a master of selling high value at full price. In this episode, Mark describes the steps you need to take to develop the competence, confidence and credibility that enable you to sell at full price. Mark also shows how discounting changes the very nature of your relationship with your customers. (And not in a good way!) CLICK HERE for more information. CLICK HERE to listen now.
Episode 66 with Bob Apollo. How To Simplify And Shorten Sales Cycles With Value-Based Selling.
In this episode, Bob Apollo, founder of UK-based Inflexion-Point Strategy Partners, describes how to use value-based selling to transform the performance, and tap into the full potential, of your B and C level sales reps. He shares 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. And, Bob reveals how top sales reps synchronize and align the delivery of value to the customer’s decision making process in order to simplify and shorten the time to an order. CLICK HERE for more information. CLICK HERE to listen now.
Episode 69 with Mike Schultz. How To Increase Win Rates & Beat Your Sales Goals In 2016.
In this episode, Mike Schultz, Co-President of Rain Group and best-selling author of Insight Selling, shares the findings of an extensive research project the Rain Group conducted into what top performing sales organizations do differently from the rest. Listen as Mike shares their findings about the relative importance of sales process maturity, investments in training and team development, goal setting, account development and many other key factors that correlate to improved sales performance. If you want to learn where you should focus your energy and your investments to transform the performance of your sales organization, to increase win rates and beat your sales goals, in 2016, then you need to listen to this episode. CLICK HERE for more information. CLICK HERE to listen now.
Episode 61 with Jeb Blount. Want to really kick-start your sales in 2016? Commit yourself to positive change.
In this episode, Jeb Blount, CEO of Sales Gravy and best-selling author of multiple books, including his latest best-selling book, Fanatical Prospecting, describes the most essential changes that sales reps must commit to making to in order to achieve their goals in 2016. He describes why every seller needs to have a sales plan and the resolutions that every sales rep should make to continuously improve her or his performance (including the level of investment they must make in their own success.) CLICK HERE for more information. CLICK HERE to listen now.
Episode 56 with Jeff Beals. It’s Not Just About Xs and Os: Important Lessons You Can Learn About Sales From Big-Time College Football Coaches.
Jeff Beals is the author of Selling Saturdays: Blue Chip Sales Tips From College Football. Imagine a sales situation in which there are only 100 prospects in the entire country that fit your ideal customer profile. And, imagine that you have at least 30 competitors fighting tooth and nail to win the order from those same 100 prospects. That’s sales environment that big-time college football coaches face on a daily basis competing to win a commitment from 17 year old athletes to attend their school. In this episode, Jeff Beals shares with you the very real lessons you can learn about selling, including focus, planning, commitment, intensity and competition, from the coaches that walk the side lines on Saturdays. CLICK HERE for more information. CLICK HERE to listen now.
The post Top 5 Most Popular Episodes about Sales Productivity from Accelerate! appeared first on Andy Paul | Strategies to Power Growth.
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