Andy Paul's Blog, page 82
March 7, 2016
On Accelerate! Now: Episode 106 with Duncan Lennox. How sales training protocols are changing.
How sales reps should be educated to focus on the outcomes we are trying to achieve.
Why focusing on sales training is not an effective strategy.
Why changing behaviors of sales reps will improve sales and your bottom line.
Why it is important to realize you are dealing with empowered and educated customers in this current sales environment.
How using Qstream can propel your sales force.
If you are a sales leader or sales manager, then be sure to check out this episode!
The post On Accelerate! Now: Episode 106 with Duncan Lennox. How sales training protocols are changing. appeared first on Andy Paul | Strategies to Power Growth.
March 4, 2016
Top 5 Most Popular Episodes About Sales Tools & Sales Hacks From Accelerate!
Top 5 Most Popular Episodes on Sales Tools & Sales Hacks
Here’s the 3rd article in our series about the 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 Tools & Sales Hacks (as measured by the number of downloads.) Listed in order of popularity. Enjoy!
Episode #92: Hacking Sales: The Playbook For Building a High Velocity Sales Machine. With Max Altschuler.
In this episode, Max Altschuler, founder and CEO of Sales Hacker, Inc., and the author of Hacking Sales: The Playbook for Building A High Velocity Sales Machine discusses what it takes to build your own high velocity sales machine. Including how to quickly build a pipeline that is fat with prospects. CLICK HERE for more information and to download. Click below to listen right now!
Episode #24: How To Use Sales Enablement to Increase Selling Time and Utterly Transform Your Sales Performance. With Matt Heinz.
In this episode, Matt Heinz, CEO of Heinz Marketing, and a sales enablement expert, takes the mystery out of sales enablement. He places it in the right context within a sales organization and shows how companies of all sizes can use strategic sales enablement thinking, tactical sales processes and new apps and web tools to transform their sales results. The key is to just get started and Matt tells you how to take that important first step. CLICK HERE for more information and to download. Click below to listen right now!
Episode #12: New Sales Tools That Really Can Improve Your Sales Productivity. With Nancy Nardin.
In this episode, Nancy Nardin, founder of Smart Selling Tools, Inc., discusses why a CRM system is not a tool that is going to increase sales productivity. She highlights some of the new sales enablement apps that are purpose built to increase engagement, improve conversions and win more deals. So, which sales tools should your team be using to amp up its sales productivity? Listen to this episode as Nancy gives her recommendations on the tools that can make a positive impact in your sales results. CLICK HERE for more information and to download. Click below to listen right now!
Episode #20: In this episode, Miles Austin, the “Web Tools Guy,” talks about the apps and hacks that transform sales productivity. Part 2.
This the second installment of my conversation with Miles Austin, Founder of Fill the Funnel and the “Web Tools Guy.” He is the expert on the sales automation tools and technologies that can truly drive improved sales performance. Miles has become the expert who know the apps and hacks that can make a big impact in your sales results. In this second part of my extended conversation with Miles, he shares even more recommendations for tools you absolutely should be using to accelerate your sales productivity today. CLICK HERE for more information and to download. Click below to listen right now!
Episode #52: What Steps Should You Take Right Now? A New Generation of Tools Specifically Designed To Boost Sales Rep Productivity. With Adam Honig.
In this episode, Adam Honig, the founder and CEO of Spiro Technologies, discusses the need to provide sales reps with real-time data-driven insights and actionable recommendations that they can use to boost their productivity. He describes how CRM systems are perceived by sales reps to be “command & control” systems for management, not a productivity tool for them. And, he provides an introduction to a new generation of sales productivity tools that have specifically been designed for use by sales reps to help them increase win rates and deal size. CLICK HERE for more information and to download. Click below to listen right now!
The post Top 5 Most Popular Episodes About Sales Tools & Sales Hacks From Accelerate! appeared first on Andy Paul | Strategies to Power Growth.
On Accelerate! Now: Episode 105 Front Line Friday with Bridget Gleason. Are We In Danger Of Breaking The Modern Sales Model?
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 the pressures placed on sellers and customers alike in the modern sales development based sales model. Included among the questions we discuss are:
Are we burning out and exhausting prospects with the modern sales model?
Does continuing sales innovation demand that sales models be broken and replaced?
Why sales roles will continue to become more specialized.
How automation will revolutionize and streamline the task of connecting with prospective buyers.
Interested in what the future holds for sales? Then be sure to join us for this episode!
The post On Accelerate! Now: Episode 105 Front Line Friday with Bridget Gleason. Are We In Danger Of Breaking The Modern Sales Model? appeared first on Andy Paul | Strategies to Power Growth.
March 3, 2016
On Accelerate! Now: Episode 104 with Charles H Green. The 4 Essential Principles of Building Trust with Customers.
In this episode, Charles Green, co-author of The Trusted Advisor and author of Trust-based Selling, shares the secrets to developing a trust-based relationship with your buyers that can accelerate your sales. Listen in as we talk about:
Why trust is not the same as trustworthiness. And what that means for you.
Why you can’t fully build trust with a prospect if you don’t them.
Why trust is personal. Buyers are building trust with you, not your company.
Why trust is not a number that you can measure.
This episode is a must listen for everyone. Any CEO, entrepreneur, sales leader and sales rep should invest the time to listen.
The post On Accelerate! Now: Episode 104 with Charles H Green. The 4 Essential Principles of Building Trust with Customers. appeared first on Andy Paul | Strategies to Power Growth.
March 2, 2016
Top 5 Most Popular Episodes About Inside Sales from Accelerate!
Top 5 Most Popular Episodes on Inside Sales
Here’s the 2nd article in our series about the Top Most Popular Episodes from Accelerate’s first 100 episodes.
These are the top 5 most popular episodes we’ve had on my podcast, Accelerate!, on the topic of Inside Sales (as measured by the number of downloads.) Listed in order of popularity. Enjoy!
Episode #87: From Impossible to Inevitable: How Hyper-growth Companies Create Predictable Revenue. With Aaron Ross.
In this episode, Aaron Ross, discusses the lessons that sales leaders have learned about building a predictable revenue machine since the publication of his best-selling 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 and we talk about them in this episode. Click here for more information and to download. Click below to listen right now!
Episode #77: Do You Have a Sales Development Playbook? With Trish Bertuzzi
Trish Bertuzzi has one for you. In this episode, Trish Bertuzzi, founder & President of The Bridge Group and author of The Sales Development Playbook; Build Repeatable Pipeline and Accelerate Growth with Inside Sales, shares her perspectives on some of the key challenges sellers face in building their inside sales teams. Click here for more information and to download. Click below to listen right now!
Episode #78: How To Become a Modern Seller and Transform Your Sales Productivity. With Kyle Porter.
In this episode, Kyle Porter, founder and CEO of SalesLoft, shares his take on what is required to build a modern sales team. He also provides a detailed look at how he has built a modern sales development sales process at his rapidly-growing successful SaaS start-up. Click here for more information and to download. Click below to listen right now!
Episode #16: Transforming the Performance, And the Productivity, Of Inside Sales Teams. With Chris Beall.
Chris Beall, CEO of ConnectAndSell, shares his unusual journey from his first sales job as a Fuller Brush salesman to becoming a physicist and then applying his problem solving skills as a successful CEO, entrepreneur and sales leader. Chris shares the keen insights he has acquired from his hands-on experience into what it takes to build and scale a successful, high-functioning inside sales team (with the emphasis on team). Click here for more information and to download. Click below to listen right now!
Episode #85: Front Line Friday. Is 2016 The Year Of The Sales Development Rep? With Bridget Gleason.
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high-growth tech company, views the importance of the sales development rep (SDR) role and how it will continue to evolve over the coming year. Click here for more information and to download. Click below to listen right now!
The post Top 5 Most Popular Episodes About Inside Sales from Accelerate! appeared first on Andy Paul | Strategies to Power Growth.
On Accelerate! Now: Episode 103 with Shane Gibson. The 9 Cs of Social Selling Success
In this episode, Shane Gibson, author of Sociable and Guerrilla Social Media Marketing, and host of The Social Sales Podcast, shares best practices for using social selling to build the relationships and stimulate sales conversations with decision makers. Among the many topics we discuss in this episode are:
The two primary goals of social selling
The 3 key disciplines of using social media to develop a personal brand
The 9 Cs (or absolutely key elements) of social selling success
If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.
The post On Accelerate! Now: Episode 103 with Shane Gibson. The 9 Cs of Social Selling Success appeared first on Andy Paul | Strategies to Power Growth.
On Accelerate!: Episode 103 with Shane Gibson. The 9 Cs of Social Selling Success
In this episode, Shane Gibson, author of Sociable and Guerrilla Social Media Marketing, and host of The Social Sales Podcast, shares best practices for using social selling to build the relationships and stimulate sales conversations with decision makers. Among the many topics we discuss in this episode are:
The two primary goals of social selling
The 3 key disciplines of using social media to develop a personal brand
The 9 Cs (or absolutely key elements) of social selling success
If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.
The post On Accelerate!: Episode 103 with Shane Gibson. The 9 Cs of Social Selling Success appeared first on Andy Paul | Strategies to Power Growth.
March 1, 2016
On Accelerate! Now: Episode 102 with David Brock. How To Change From A Reactive Seller into a Strategic Seller
In this episode, David Brock, founder and CEO of Partners in Excellence, discusses how modern sales reps need to transform from being a reactive, tactical seller into a proactive, strategic seller that possesses the insights and expertise to inspire customers to make a change. Among the many topics we discuss in this information-packed episode are:
Why selling to “pain points” is the wrong approach
How to avoid selling too high in the funnel
How to help buyers understand the consequences of not making a change
How to avoid polluting your pipeline with poor quality prospects
How to build trust to position yourself to win more big deals!
Want to create a successful sales team that can sell big deals? Don’t miss this episode!
The post On Accelerate! Now: Episode 102 with David Brock. How To Change From A Reactive Seller into a Strategic Seller appeared first on Andy Paul | Strategies to Power Growth.
On Accelerate!: Episode 102 with David Brock. How To Change From A Reactive Seller into a Strategic Seller
In this episode, David Brock, founder and CEO of Partners in Excellence, discusses how modern sales reps need to transform from being a reactive, tactical seller into a proactive, strategic seller that possesses the insights and expertise to inspire customers to make a change. Among the many topics we discuss in this information-packed episode are:
Why selling to “pain points” is the wrong approach
How to avoid selling too high in the funnel
How to help buyers understand the consequences of not making a change
How to avoid polluting your pipeline with poor quality prospects
How to build trust to position yourself to win more big deals!
Want to create a successful sales team that can sell big deals? Don’t miss this episode!
The post On Accelerate!: Episode 102 with David Brock. How To Change From A Reactive Seller into a Strategic Seller appeared first on Andy Paul | Strategies to Power Growth.
February 29, 2016
Top 5 Most Popular Episodes About Prospecting From Accelerate!
Over the next few weeks, we’ll be celebrating the publication of the 100th episode of Accelerate!. Since last October you’ve helped Accelerate! become a go-to resource for thoughtful, educational and entertaining interviews with leading experts that have provided strategies and advice to help you accelerate your business growth.
I’m marking this milestone by highlighting the most popular episodes we’ve had so far on Accelerate!
Let’s Start With Prospecting
Here are the 5 most popular episodes we’ve had on the topic of prospecting (as measured by the number of downloads.) The experts on these episodes hold a range of opinions about the best way to go about the process of prospecting. However, irrespective of which approach you favor, I guarantee that you’ll learn something new to help you become more productive at prospecting by listening to each of these episodes.
Enjoy!
Listed in order of popularity:
Episode #86: “The 21 Word E-mail and Other Powerful Tools To Win More Sales Now” with Ian Brodie
In this episode, lan Brodie, author of the best-selling Email Persuasion: Captivate and Engage Your Audience, Build Authority and Generate More Sales With Email Marketing shares his secrets for how to use email to generate a pipeline of warm leads and accelerate your sales productivity. Building on his own beginnings as an introverted sales rep with call reluctance, Ian describes how he, and his clients, have built successful profitable businesses using the techniques in his book. CLICK HERE for more info and to download. Or click below listen to this episode now!
Episode #1: “Prospecting Best Practices” With Mike Weinberg, Best-selling Author Of “New Sales. Simplified.
In this episode, Mike Weinberg, best-selling author of speaks the hard truth about why companies that want to grow can’t avoid the hard work of proactively prospecting for new customers. Mike provides a powerful, easy to implement system for disciplined prospecting that really works. And, Mike shares his opinions on the need for greater specialization in sales roles and on the fundamentals that help sales teams close more business and increase their productivity. CLICK HERE for more info and to download and listen. Or click below to listen to this episode now!
Episode #15: Fanatical Prospecting with Jeb Blount. Best-selling Author of “Fanatical Prospecting.”
In this episode, Jeb explains why companies must not only be proactive in developing new prospects but also fanatical in their devotion to the discipline of the prospecting process. He talks about how great marketing is essential but sales teams can’t wait on inbound leads to build a solid pipeline. Jeb shares his recommended best practices for sellers to become great prospectors. This is essential listening for all sellers! CLICK HERE for more info and to download and listen. Or click below to listen to this episode now!
Episode #83: How You Can Quickly Become An Incredibly Effective Cold Caller with Wendy Weiss
In this episode, Wendy Weiss, President of Cold Calling Results, and also known as The Queen of Cold Calling, provides detailed information about how to become a truly effective prospector. She shares the two biggest mistakes sales teams make when it comes to cold calling. And, she provides strategies to to eliminate the twisted thinking that prevents sales reps from making cold calls. CLICK HERE for more info and to download and listen. Or click below to listen to this episode now!
Episode #81: “A Bulletproof Process to Accelerate Your Sales Through Referrals” with Bill Cates.
In this episode, Bill Cates, founder of Referral Coach International, shares the secrets of accelerating your sales productivity by generating new leads through referrals. Because it’s so hard to cut through all the noise created by the internet, social media, traditional prospecting and advertising, a personal introduction to a potential buyer is more important than ever. Bill describes the right mindset required to start a successful referral selling program and shares how to create a compelling prospect experience that generates referrals. There’s a right way to ask for a referral. CLICK HERE for more info and to download and listen. Or click below to listen to this episode now!
The post Top 5 Most Popular Episodes About Prospecting From Accelerate! appeared first on Andy Paul | Strategies to Power Growth.
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