Andy Paul's Blog, page 83

On Accelerate! Now: Episode 101 with Marc Miller. 4 Ways to Transform and Improve Sales Rep Conversations with Customers

In this episode, Marc Miller, founder and CEO of SpearFysh, shares how the SpearFysh commercial conversation management platform can transform the ability of sales reps to effectively communicate with prospects and customers. Among the many topics we discuss are:

How the feedback provided by a sales call management platform can transform the performance of individual reps
Why customers approve of the idea of having sales conversations recorded
How SpearFysh radically improves the quality of coaching that sales managers provide
How debriefings based on actual call recordings improve collaboration and consistent messaging across sales teams

If you’re in sales or sales management, then you definitely need to listen to this episode

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On Accelerate! Now: Episode 100 Front Line Friday with Bridget Gleason. What is the Role of Account Management in Growing Your Revenue?

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 evolving role of account management in supporting customers and growing account-based revenue. Included among the questions we discuss are:

What are the primary responsibilities of account managers?
Which department should account management be a part of? Sales or Customer Success?
When should accounts be transitioned from account execs to account managers?
Should account managers carry a quota?
How to align the interests of sales and customer success

If you’re a sales leader or sales manager, then be sure to join us for this episode!

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On Accelerate! Now: Episode 99 with Kelly McCormick. How To Tackle The Marketing & Sales Challenges to Growing Your Small Business

In this episode, Kelly McCormick, founder of Outsell Yourself, Inc., the author of Outsell Yourself: Go From Hello To Sold With Ethical Business and Sales Techniques, and a Top 10 Small Business Influencer (as recognized by Small Business Trends.) In this episode, Kelly and I discuss the specific challenges small companies face in growing their business. Listen in as we talk about:

The biggest obstacles entrepreneurs and CEOs face in growing their businesses
The Aunt Sally Test and why business owners and entrepreneurs need to regularly apply it to their business plans
Why it’s essential to continually clarify and refine your goals as your business grows
The key to clarifying your messaging in order to break through the noise get noticed by your ideal customer
The two triggers to help you decide how balance your investment in sales versus marketing.

This episode is a must listen for any CEO, entrepreneur and sales leader.

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On Accelerate! 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. Among the many topics we discuss in this episode are:

Why every sales organization needs a CRM system
How the increased velocity of business in general demands more process and structure in sales
How CRM systems need to evolve from being “command and control” systems into tools that help sales reps close more deals.
Are CRM systems, in the form we work with today, in danger of becoming obsolete? And what could replace them?
The essential criteria business leaders should use to evaluate and purchase a CRM system

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 98 with John Golden. CRM Systems Should Work For Sales Reps; Not The Other Way Around. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! 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
The Knowing and Doing Gap and how to bridge it
Why poor sales performance is less about sales skills and more about managing critical emotions at critical times
The #1 emotional intelligence skill all sales professionals need to develop and master
Why successful sales managers focus on coaching both hard sales skills and emotional competence.

Want to create a successful sales team than can cope with uncertainty and succeed in all situations? Don’t miss out on this episode!

The post On Accelerate! Now: Episode 97 with Colleen Stanley. Emotional Intelligence for Sales Success: When Hard Sales Skills Aren’t Enough appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 96 with Fred Diamond. How to Survive (and Thrive in!) the Evolution of the Sales Profession

In this episode, Fred Diamond, founder and Executive Director of the Institute for Excellence in Sales, shares his opinions about the evolution of the sales profession. Among the many topics we discuss in this interesting conversation are:

The three primary challenges facing sales professionals today
Why it’s actually becoming easier to get in touch with decision makers
The growing academic support for sales and what this means for new people entering the profession
How millennials are changing how sales training should be structured and conducted
A radical proposal for how companies should foster and support a commitment to continuous learning in their sales teams.

If you’re in sales or sales management, then you definitely need to listen to this episode.

 

The post On Accelerate! Now: Episode 96 with Fred Diamond. How to Survive (and Thrive in!) the Evolution of the Sales Profession appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 95 Front Line Friday with Bridget Gleason. Is It Possible To Over-Train and Over-Manage Your Sales Team?

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 sales productivity. And, whether traditional sales management practices are unintentionally limiting the potential productivity of their sales reps. Included among the topics we discuss are:

Should you have a standard sales process that all reps must follow? Is it desirable? Or necessary?
Why sales reps need a script. And how they can avoid becoming over-scripted.
Why the second question you ask the prospect is more important than your first question. (And the guaranteed best second question that you can ask!)
Why you need to stop being over-protective and let your sales reps fail.
And much, much more!

If you’re a sales leader or sales manager, then be sure to join us for this episode!

The post On Accelerate! Now: Episode 95 Front Line Friday with Bridget Gleason. Is It Possible To Over-Train and Over-Manage Your Sales Team? appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 94 with Kurt Shaver. How To Successfully Integrate Social Selling Into Your Sales Process

In this episode, Kurt Shaver, founder of The Sales Foundry, and a leading social selling expert, shares his secrets for building a successful social selling program at your company. Listen in as we talk about:

Why using social media is not the same as social selling.
How to successfully integrate social selling into your existing sales process
How to establish realistic goals, and metrics, for your social selling
The 4 key elements that must be a part of any social selling training
How to successfully get your sales reps to integrate social selling into their daily sales routine
How sales managers should manage the social sales efforts of their teams

Looking for additional tools to help you build your pipeline? Then this episode is a must listen for any CEO, sales leader or sales rep.

 

The post On Accelerate! Now: Episode 94 with Kurt Shaver. How To Successfully Integrate Social Selling Into Your Sales Process appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 93 with Nancy Bleeke. Conversations That Sell: A Collaborative Approach to Sales That Wins

In this episode, Nancy Bleeke, President of Sales Pro Insider, and author of Conversations That Sell, discusses why it’s essential for sales reps to embrace a collaborative approach to selling. In this episode we discuss how to make that happen and other topics including:

Why all sales calls are not conversations; but should be.
How collaborative selling is different from, and more effective than, consultative selling
The expertise you require to become a collaborative seller
How to use collaboration to create proposals that win
How to use sales conversations to uncover the true buying motivations that influence your customer’s decisions.

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 93 with Nancy Bleeke. Conversations That Sell: A Collaborative Approach to Sales That Wins appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 92 with Max Altschuler. Hacking Sales: The Playbook For Building a High Velocity Sales Machine

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. Among the many topics we discuss in this information-packed episode are:

What high velocity means in selling.
The steps you need to take to focus on generating more revenue with fewer resources
How to quickly build a pipeline that is fat with qualified prospects
Why you need to specialize sales roles and verticalize your sales focus
Why mature sales teams need to act like start-up sales teams and embrace the sales hacker practices
Why hacking sales works in complex sales as well as transactional sales.

Want to create a high velocity sales machine for your company? Don’t miss out on this episode!

The post On Accelerate! Now: Episode 92 with Max Altschuler. Hacking Sales: The Playbook For Building a High Velocity Sales Machine appeared first on Andy Paul | Strategies to Power Growth.