Andy Paul's Blog, page 86

On Accelerate! Now: Episode 71 with Lori Richardson. If You Want To Accelerate Your Sales, Hire More Women Sales Reps

In this episode, Lori Richardson, President of Score More Sales, and President of Women Sales Pros, discusses how companies are missing out on the opportunity to accelerate their sales growth by not doing more to recruit and hire qualified women sales reps. Research studies have found that female sales reps routinely outsell their male counterparts. Given that data, if you’re a sales manager, why aren’t you making it a priority to hire more female sales reps? Among the key topics we discuss include:

Why the modern sales force continues to be overwhelmingly male dominated.
Why female sales reps have higher average quota achievement than men. But are still paid less for the same work.
How to attract increased numbers of qualified women candidates for sales jobs
How to spot the hidden signals that companies send out that communicate a lack of upward career opportunity for women sales professionals.
How to identify the unconscious gender bias in your sales job descriptions that deter female applicants.

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 70 with Aaron Walker. Are You Just Going Through The Motions? Learn How To Stop Sleepwalking And Lead A Life Of Success And Significance.

In this episode, Aaron Walker, talks about his journey from being a successful businessman and serial entrepreneur to a nationally recognized life coach and mentor who helps people transform lives to become successful in business and in life. If you don’t know Aaron’s story, then you’ll want to listen as he describes how his life was changed forever by a shocking event one day in 2001. And how it led him on this path to helping people from around the world discover how they can build the relationships that enable them to maximize the impact they can have on the people that surround them in their business and personal lives. Aaron also provides you free tools that you can use to assess who you really are, what you stand for today and how to plan for success and significance in your life. If you think that there has to be more to life than just work and money, then you absolutely need to listen to this episode!

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On Accelerate! 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. Asking questions about what companies should be doing to drive their sales organizations to be stronger, Mike reveals what they learned from the responses they received from over 450 companies across 26 different industries during this year-long study. 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.

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On Accelerate! Now: Episode 68 with Jon Ferrara. The More Digital We Get, The More Human We Need To Be. How To Pay Forward Relationships To Become A Trusted Advisor To Your Customers.

In this information-packed, rapid-fire episode, Jon Ferrara, founder and CEO of Nimble, and one of the early pioneers of the entire sales force automation industry, lays out what he believes are the dangers of the sales stack becoming too complex and too costly; putting too much emphasis on the technology and not enough on prospects and customers. He describes a simpler approach to maintaining a focus on building relationships with buyers that includes a more encompassing view of their requirements and the community that influences them. Jon shares his “5 E’s of Social Business.” You’ll have to listen if you want learn these essential keys to becoming a trusted advisor to your customers, to creating lasting value-based relationships and to building a community that produces a steady stream of referrals. If you’re in sales, service, management or leadership, then you will definitely want to invest some time to listen to this episode!

 

The post On Accelerate! Now: Episode 68 with Jon Ferrara. The More Digital We Get, The More Human We Need To Be. How To Pay Forward Relationships To Become A Trusted Advisor To Your Customers. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 67 with Mark Roberge. The Sales Acceleration Formula. Part One.

In this first part 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. Mark shares the process that he developed to identify and hire sales candidates that have a higher probability of being successful. He also provides detailed insights into the system he developed and implemented that effectively onboards new sales reps and enables them to rapidly become productive. 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. And come back next week for Part 2.

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On Accelerate! Now: Episode 66 with Bob Apollo. How To Simplify And Shorten Sales Cycles With Value-Based Selling.

In this episode, Bob Apollo, founder of 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. Tune in today and listen as Bob defines a process that every manager and sales leader can use to inculcate a value-based sales culture in their organizations. Do not miss this episode!

 

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On Accelerate! Now: Episode 65 with Anthony Iannarino. What’s the Most Important Sales Resolution You Can Make For 2016?

Anthony Iannarino is one of the most influential sales bloggers, an international speaker and business coach, and a successful entrepreneur. He understands in detail what it takes to grow a business. And, in this episode, Anthony quickly drills in on the one area where every sales rep should focus their time to in order to grow their book of business in 2016. Don’t miss this. He also describes why business acumen is not just a buzzword, but, an incredibly important skill that sales reps need to develop in order to maintain their relevance to their customers in 2016 and beyond. Anthony also details the steps you need to take in order to continuously increase the level of value that you deliver to prospects during your sales process. And for sales mangers, he provides a guide for how to hire sales candidates that possess the necessary business acumen to be a value creator for their customers. Finally, Anthony provides a detailed breakdown of the four main areas you need to focus on if you want to really kick off 2016 in a strong fashion. Are you really ready to start off 2016 strong? Them this is a must listen episode for all sales reps and sales managers.

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On Accelerate! Now: Episode 64 with Tom Hopkins. You Are Your Greatest Sales Asset. Invest Your Time, Effort and Money into Training and Developing You!

Tom Hopkins is the author of one of the most influential and all-time best-selling sales books How To Master The Art Of Selling. He has trained hundreds of thousands of sales people around the world. In this episode, Tom shares his secrets for turning yourself into a world-class sales performer. He shares why you need to have a purpose in business and life, beyond just being motivated by money, if you really want to succeed in sales. He shares a great strategy about how to tap into the people in your network to get the straight talk feedback you need to improve. He describes the four types of goals you need to set in place in order to put yourself on the path for success. And he shares some effective tools that you can use to calculate the economic value of a “no” and use that information to turn future rejection into orders. if you haven’t read Tom’s book, you should. But in the meantime make sure that you listen to our conversation. It will help you be a much better seller in 2016. Sales leaders and sales reps need to listen to this game-changing episode.

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On Accelerate! Now: Episode 63 with Mike Weinberg. If You Fail to Plan, Then You Are Planning to Fail. Essential Sales Planning Strategies for 2016 from MIke Weinberg.

That saying about failing to plan is from Ben Franklin. And, while Mike Weinberg, author of two best-selling sales books (New Sales. Simplified and Sales Management. Simplified) may or may not be Ben Franklin, he is one of the smartest people I know in sales. And, in our conversation, Mike describes the two essential planning steps that every sales manager and sales rep must take at the beginning of a new sales to increase their chances for success. He provides a simple framework for creating an effective individual sales plan that sales reps should use as a roadmap throughout the sales year. Mike also talks about why an important element of the sales plan is a personal investment plan; meaning that every sales rep should have a detailed strategy for how they will invest their own time and money in their own success in 2016. Mike reveals why he continues to invest his time and money in hiring coaches and outside experts to help him improve as a consultant, and consultant and consultants, speaker and author.  He does this for the same reason that you need to invest in your improvement: so that he can continue to be a source of great value to his customers. Now is the time to plan for your success in 2016. Listen to this episode to make it happen for you!

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On Accelerate! Now: Episode 62 with Tom Ziglar. Do You Know What You Sell? You Sell Hope!

In this episode, Tom Ziglar, CEO of Ziglar Inc., builds on the words of his father Zig Ziglar, to cut through the noise and help you focus on what’s really important in 2016. Tom describes the basics of sales that will never change. Those have to do with trust integrity and reputation. And, hope. He defines two incredibly effective strategies for sales managers to help motivate their sales teams and kick off 2016 in a more productive fashion. Do you know what dream alignment is? If you’re a manager you need to understand this. And in our conversation, Tom reveals exactly how you can use that to help your salespeople achieve their goals, both in work and in life. And he explains why they have found from their decades of training hundreds of thousands sales reps  that the most successful individual salespeople are those who invest in themselves (and why the top performers invest 3% to 5% of their income in their own personal and professional development). If you’re a sales leader, you definitely want to listen to this episode now. There is no better way for you to kick off the new sales year than with these inspirational lessons from Tom Ziglar.

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