Andy Paul's Blog, page 85

On Accelerate! Now: Episode 81 with Bill Cates. A Bulletproof Process to Accelerate Your Sales Through Referrals

In this episode, Bill Cates, founder of Referral Coach International, shares the secrets of accelerating your sales productivity 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. Among the topics we discuss are:

The right mindset required to start a successful referral selling program
Why customer satisfaction is not enough to guarantee referrals
How to create a compelling prospect experience that generates referrals.
Why you need to teach prospects how to buy what you sell.
The right way to ask for a referral
And much, much more!

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

The post On Accelerate! Now: Episode 81 with Bill Cates. A Bulletproof Process to Accelerate Your Sales Through Referrals appeared first on Andy Paul | Strategies to Power Growth.

Episode 80 Front Line Friday with Bridget Gleason. How Detailed Sales Planning Can Help You Hit Your Sales Goals

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, uses the sales planning process to help her team achieves its goals and objectives. Included among the topics we discuss in this conversation are:

Does every member of your sales team need a sales plan?
How managers should work with their team to create individual sales plans
What works best: top down or bottoms up planning?
How to use the planning process to develop unambiguous expectations for sales.
Using dashboards to track performance against plans

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

The post Episode 80 Front Line Friday with Bridget Gleason. How Detailed Sales Planning Can Help You Hit Your Sales Goals appeared first on Andy Paul | Strategies to Power Growth.

Episode 79 with Lee Caraher. Millennials and Management, The Essential Guide To Making It Work At Work

In this episode, Lee Caraher, Founder and President of Double Forte, and author of the book, Millennials and Management, The Essential Guide To Making It Work At Work talks about the best practices for harnessing the energy, motivation and tech savvy of millennials to help your business grow. In our conversation we puncture many of the unfounded myths people hold about millennials. Listen in as we talk about:

How to harness the flexibility of millennials
Managing the work-life balance with millennials
How to clearly set expectations for millennials
Why millennials adapt to change easier than other workers
How to manage the multi-generational workplace
Why the basic interpersonal skills work best with millennials

This episode is a must listen for any CEO, manager or sales leader that manages millennials. Or, manages those who do!

The post Episode 79 with Lee Caraher. Millennials and Management, The Essential Guide To Making It Work At Work appeared first on Andy Paul | Strategies to Power Growth.

Episode 78 with Kyle Porter. How to Become A Modern Seller And Transform Your Sales Productivity

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

What is a modern seller? And how to determine if you are modern, or not.
Optimizing the structure of your sales development team
Why specialized sales roles may not work for all companies.
How to identify, hire and retain the best SDR candidates
How to structure meaningful career paths for your SDRs

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 Episode 78 with Kyle Porter. How to Become A Modern Seller And Transform Your Sales Productivity appeared first on Andy Paul | Strategies to Power Growth.

Episode 77 with Trish Bertuzzi. Do You Have A Sales Development Playbook?

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

Is technology putting a barrier between you and your prospects?
Why SDRs are at risk of being replaced by automation
Flaws in your hiring, onboarding and training processes that you need to fix now.
Why managers aren’t correctly managing the inside sales process
How to fix the “rush to demo” syndrome.

If you have an inside sales team, or are planning to build one, then you absolutely need to download this episode.

The post Episode 77 with Trish Bertuzzi. Do You Have A Sales Development Playbook? appeared first on Andy Paul | Strategies to Power Growth.

Episode 76 with Regis Lemmens. The Future Of B2B Sales And The Changing Role Of Sales Reps

In this episode, Regis Lemmens, founder of Sales Cubes and a Professor at leading business schools in the UK, Belgium and the Netherlands, shares the key findings of his extensive research into the future of B2B sales. He describes what his research found to be the necessary and inevitable evolution of consultative selling to a true collaborative partnership with buyers. Among the topics we discuss in this episode are:

What is value co-creation and why is it central to the future of B2B selling?
Why buyers may start paying you to sell to them. And, what that means for the future of the sales rep.
How sales teams will continue to become more specialized. But, not in the way you might think.
How the hunter-farmer metaphor for sales reps will become obsolete.

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

 

 

The post Episode 76 with Regis Lemmens. The Future Of B2B Sales And The Changing Role Of Sales Reps appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 75 Front Line Friday with Bridget Gleason. How Sales Leaders Should Structure Their Days to Maximize Their Effectiveness

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, allocates and uses her time during a typical work day. She shares how allocates time in her day to preparation, managing sales, coaching her team, selling, recruiting, planning, learning and just having time to herself to think. Included among the topics we discuss in this conversation are:

The type of data you need to manage and coach in real-time
The regular meetings you need to have and how they should be structured for maximum effectiveness and productivity.
The difference between managing your sales process and managing sales
The appropriate planning horizon for sales and how much time should be invested in planning.
How to use structured office hours to improve team communication

If you’re a sales leader or sales manager, then you need to make sure you listen to this episode!

The post On Accelerate! Now: Episode 75 Front Line Friday with Bridget Gleason. How Sales Leaders Should Structure Their Days to Maximize Their Effectiveness appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 74 with Patricia Fripp. The Essential Ingredients of Effective Sales Presentations That Win Deals

In this episode, Patricia Fripp, President of Fripp & Associates, past President of the National Speakers Association, and one of the leading presentation coaches, talks how to build effective sales presentations that win more deals. Patricia describes how to avoid sounding just like everyone else when presenting to clients. And she shares why “prospects would rather have a good listening to than a good talking to” and how that will shape exactly how you should present to prospects.  Include among the topics we discuss are:

The secrets of teaching young sales professionals how to be effective presenters to seasoned, experienced prospects
A process to build effective sales presentations
An effective opening line that will surprise you
When and how to use visual aids (hint: stop using so many PowerPoint slides!)
How to personalize virtual presentations

This episode is a must listen for anyone that makes sales presentations to prospects. Or manages those who do!

The post On Accelerate! Now: Episode 74 with Patricia Fripp. The Essential Ingredients of Effective Sales Presentations That Win Deals appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! 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 good 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 the number one issue facing sales, despite all of the new sales tools introduced over the past few years, is still prospecting.
The tools that are being developed to make sales reps more effective and efficient in their prospecting efforts.
Why 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.
How to use relevant data at the right time to drive improved sales results

If you’re a sales leader, sales manager, or sales rep, this episode is worth the investment of your time to listen.

The post On Accelerate! Now: Episode 73 with Sean Burke. Using Small Data To Accelerate Improved Sales Results appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 72 with Mark Roberge. The Sales Acceleration Formula. Part Two

In this second episode of my two-part conversation with Mark Roberge, CRO of HubSpot sales division and author of the best-selling book, The Sales Acceleration Formula, describes the process that he created to build the sales team that produced predictable scalable revenue growth as it rapidly marched from $0 to over $100 million in sales. Among the key topics we discuss are:

How to scale your demand generation efforts
How to put in place the process and resources to align marketing and sales.
The unexpected skill set you should hire into your content marketing efforts.
Why companies are under-investing in inbound marketing and how to balance that with proactive outbound demand gen.
How to project the mix of inbound and outbound required to scale your sales.

If you have the responsibility to grow a business, or scale a sales team to increase revenues, or maybe you want to run your own business someday, then this is a must listen episode. Don’t miss it! Listen today.

The post On Accelerate! Now: Episode 72 with Mark Roberge. The Sales Acceleration Formula. Part Two appeared first on Andy Paul | Strategies to Power Growth.