Andy Paul's Blog, page 84

On Accelerate! Now: Episode 91 with Conor Lee. Outbound Sales As A Service: Is This The Better Way To Prospect?

In this episode, Conor Lee, founder and CEO of HipLead, talks about the emerging Outbound Sales As A Service (OBSaaS) model for prospecting and generating leads. Combining expertise in big data and targeted email marketing, enterprises of all sizes are using Outbound Sales As A Service to scale their sales by taking over the top of the sales funnel. Among the many topics I discuss with Conor Lee are:

How OBSaaS is different than outsourced lead generation
The situations where it makes sense to use Outbound Sales As A Service
The sales processes you need in place to leverage the prospects generated by an OBSaas company like HipLead
What HipLead can do that your SDRs can’t.
How OBSaaS supports the specialization of SDRs and (delays their early burnout)

If you have responsibility for building a pipeline of qualified prospects, then you definitely need to listen to this episode.

The post On Accelerate! Now: Episode 91 with Conor Lee. Outbound Sales As A Service: Is This The Better Way To Prospect? appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 90 Front Line Friday with Bridget Gleason. The Role of Account Execs in the Sales Development Process.

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how companies are managing the evolving role of Account Execs in the overall sales process. Included among the topics we discuss in this conversation are:

How to align the roles of the AE and the SDR
The situations where further specialization of AE responsibilities makes sense
Who should handle follow-up to inbound leads: SDRs or AEs?
The most effective way to quickly take leads off the market
Why “Maybe” is the worst result for an AE and steps you can take to avoid it.

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 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. Some providers may talk about crowd-sourcing leads but Outro is aiming higher by providing warm introductions to decision makers that want to hear about your product or service. Listen in as we talk about:

How to use social-based selling to overcome the fixed resource constraints of traditional cold calling
The value of an introduction to double opted-in leads (meaning people that want to talk with you.)
How warm introductions lead to great quantities of more effective sales conversations
How to build social capital in your network with value-based introductions that ultimately lead to more sales (for you!)

Looking for a fresh perspective on building your pipeline? Then this episode is a must listen for any sales leader and sales rep.

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On Accelerate! Now: 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.
How your sales team could be transformed if it were able to learn that a potential prospect had stopped using a competitor’s product
How to use firmographic data to provide greater insights into potential buying behaviors.
How to leverage data about past deals, both won and lost, with your sales engagement platform to drive better sales conversations and increased conversions.

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 88 with Ben Sardella. Better Ways To Use Data To Find a True Competitive Edge in Your Selling. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 87 with Aaron Ross. From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue

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 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. In this information-packed episode we discuss his new book and other topics including:

The steps required to plan for sales success.
How to increase you chances for success by Nailing a Niche
Why you can’t prove your sales model by selling to friends of friends.
How to avoid being trapped in the Trust Gap
The vital role that Customer Success plays in driving revenue growth
And much, much more!

Want to learn how to accelerate predictable revenue growth for your company? Don’t miss out on this episode!

 

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On Accelerate! Now: Episode 86 with Ian Brodie. The 21-Word Email and Other Powerful Tools To Win More Sales Now

In this episode, Ian 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. Among the topics we discuss are:

How to make every buyer interested in meeting with you
How to absolutely add value to every interaction with a prospect
Why sales reps needlessly worry too much about technique
How to build a nurture campaign that delivers relevant value to the buyer
How to win sales fast with a simple 21-word email.

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

The post On Accelerate! Now: Episode 86 with Ian Brodie. The 21-Word Email and Other Powerful Tools To Win More Sales Now appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 85 Front Line Friday with Bridget Gleason. Is 2016 The Year Of The Sales Development Rep?

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. Included among the topics we discuss in this conversation are:

How SDR roles will change over the next year.
The situations where further specialization of SDRs responsibilities makes sense
What you need to do if your AEs are doing too much prospecting
How to fill the gap between the leads marketing provides and what sales needs.
Why the data in your dashboard is probably inaccurate. And how to fix it, now.

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

The post On Accelerate! Now: Episode 85 Front Line Friday with Bridget Gleason. Is 2016 The Year Of The Sales Development Rep? appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! 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,” talked about 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 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
Why it’s your fault if the prospect gives you their time, and you don’t win their order. And what you can do to eliminate your excuses!
The most important lesson you need to learn to become a great sales manager.

Looking for a fresh perspective on sales? Then this episode is a must listen for any CEO, sales leader or sales rep.

The post On Accelerate! Now: Episode 84 with Butch Bellah. What Stand-up Comedy and Sales Have In Common. And How To Use That To Accelerate Your Sales. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 83 with Wendy Weiss. How You Can Quickly Become An Incredibly Effective Cold Caller

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. Included among the subjects we discuss in this conversation are:

How to get into the right frame of mind to make cold calls. Anyone can do it!
Why there’s no difference between a warm lead or a cold lead,
The two biggest mistakes sales teams make when it comes to cold calling.
How to eliminate the twisted thinking that prevents sales reps from making cold calls
How to make certain that you’re targeting the right customers for your calls.

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 83 with Wendy Weiss. How You Can Quickly Become An Incredibly Effective Cold Caller appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 82 with Kevin Kruse. The Secrets Successful People Know About Time Management That You Don’t (But Absolutely Should!)

In this episode, Kevin Kruse, author of the best-selling book, 15 Secrets Successful People Know About Time Management: The Productivity Habits Of Seven Billionaires, 13 Olympic Athletes, 29 Straight A Students and 239 Entrepreneurs, shares some of the secrets he learned from his hundreds of interviews with ultra-productive people. Among the many facets of time management, and productivity, we discuss in this information-packed episode are:

Why 1440 is the most important number you need to learn.
Why successful people don’t use to-do lists. And, why you shouldn’t either.
Sir Richard Branson’s secret productivity tool.
Three questions that will save you eight hours per week!
The 321Zero method that will transform how you manage your email.

This is a must listen episode for everyone. (And, when you’re done, read Kevin’s book. You owe it to yourself.)

 

The post On Accelerate! Now: Episode 82 with Kevin Kruse. The Secrets Successful People Know About Time Management That You Don’t (But Absolutely Should!) appeared first on Andy Paul | Strategies to Power Growth.