Andy Paul's Blog, page 88

On Accelerate! Now: Episode 52 with Adam Honig. What Steps Should You Take Right Now? A New Generation of Tools Specifically Designed To Boost Sales Rep Productivity

Adam Honig, is the Founder of Spiro Technologies. In this episode, Adam talks about 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, including his own product, Spiro, that have specifically been designed for use by sales reps to help them increase win rates and deal size. This is a must listen episode for sales reps and managers.

 

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On Accelerate! Now: Episode 51 with Joanne Black. If You Don’t Ask, You Don’t Get. Effective Proactive Prospecting Through Referrals.

Joanne Black is the best-selling author of No More Cold Calling and Just Pick Up The Damn Phone! In this episode, Joanne describes why you need to commit to making referral selling your primary prospecting outreach. But its not as simple as just asking for referrals. Creating a predictable flow of referrals is a skill that needs to be learned. Joanne details the essential steps required to build an effective referral selling system, and the necessary reinforcement coaching to successfully integrate it into your selling.  As Joanne explains describes in our conversation, if you’re not proactively building relationships and expanding your network, referrals won’t happen.  If you’re a CEO, entrepreneur, sales leader or sales professional you need to listen to this episode.

The post On Accelerate! Now: Episode 51 with Joanne Black. If You Don’t Ask, You Don’t Get. Effective Proactive Prospecting Through Referrals. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 50 with Jim Keenan. Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You. Part 1.

Jim Keenan, otherwise known as Keenan, is A Sales Guy, a widely read blogger and the author of a new book, Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You. In this episode, which is Part 1 of my extended conversation with Keenan, we talk about his new playbook for success in the 21st century. He describes how the conventional career rules that we all have been taught, have become obsolete. It doesn’t matter which generation you’re part of or what stage of your career you’re at, if you’re not listening to Keenan’s recommendations for taking charge of your own success, then you’re going to fall behind. This is a must listen episode. And come back next week and listen to Part 2 of our conversation.

 

The post On Accelerate! Now: Episode 50 with Jim Keenan. Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You. Part 1. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 49 Front Line Friday with Bridget Gleason. Preparing Salespeople For Success In The 21st Century

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about a variety of essential sales topics for sales leaders: why it’s important for sales leaders to celebrate the small successes; the importance of helping sales reps develop patience; how to develop and maintain a positive attitude; why sales reps need to physically practice every sales interaction before they talk to the prospect; and, how sales reps can become better listeners. Be sure to listen to this episode today!

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On Accelerate! Now: Episode 48 with Todd Schnick. What You Can Learn About Sales Acceleration from Political Campaigns (Which is a Lot).

Todd Schnick, is the founder and CEO of IntrepidNow Media. He learned about accelerated sales and marketing strategies from his experience as a senior political operative and campaign consultant in the front lines of some of the most competitive campaigns ever. (Think “hanging chads”). In this episode Todd talks about the steps required to sell a candidate, which takes place in a very compressed period of time. He provides a fascinating look at the process campaigns use to identify the ideal customer profile, conduct in-depth discovery of customer needs, construct and test a compelling message, and effectively qualify and communicate with the right prospects. And he shows how it all relates back to selling your product or a service to crazy busy prospects who are pressed for time. You definitely want to listen to this episode.

 

The post On Accelerate! Now: Episode 48 with Todd Schnick. What You Can Learn About Sales Acceleration from Political Campaigns (Which is a Lot). appeared first on Andy Paul | Strategies to Power Growth.

Episode 47 with Nancy Munro. You Lost Me At “Hello.” How Prospects Make Decisions About You Based on the Sound of Your Voice.

Nancy Munro is the Founder/CEO of Knowledge Shift. Increasingly, sales interactions with prospects take place virtually; usually over the phone. In this episode Nancy talks about the impact the quality of your speaking voice makes on a prospect. She discusses research that demonstrates that prospects are making judgments about your trustworthiness and credibility just by hearing you say the word “hello.” Kind of scary, isn’t it? Successful selling is about paying to detail. And one detail you can’t overlook is how you are perceived by your prospects. Nancy describes not only how you can assess your voice but also how you can control how you use your voice to influence the outcome of a sale. She also describes the tools and technologies that are available to help you with all of this. If you’re in a customer-facing sales or service role, then you definitely must listen to this episode.

The post Episode 47 with Nancy Munro. You Lost Me At “Hello.” How Prospects Make Decisions About You Based on the Sound of Your Voice. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 46 with Dan Waldschmidt. Achieving Success is All About Achieving Mastery.

Dan Waldschmidt, is the best-selling author of Edgy Conversations, and President of Waldschmidt Partners International. He is a dynamic, inspirational and motivational thinker who forces you to examine how you set about succeeding in your work and your life. In this episode, Part 2 of an extended conversation, Dan, a record-setting ultra-marathon champion, talks about how to build the necessary confidence to succeed in life, and in sales, by setting outrageous goals and achieving them. It’s not enough to be good. You have to be great. Dan shares his secrets to achieving these goals through his concept of mastery. And he shows how this mastery extends to being a success in every aspect of your career and life. Each day Dan helps people achieve outrageous success in business and in life. Today it could be you! If you’re a CEO, entrepreneur, sales leader or sales professional you need to listen to this episode.

The post On Accelerate! Now: Episode 46 with Dan Waldschmidt. Achieving Success is All About Achieving Mastery. appeared first on Andy Paul | Strategies to Power Growth.

Coming This Week On Accelerate! with Andy Paul

Here’s what’s on tap this week on Accelerate! – the podcast with strategies to accelerate the growth of your business – four great experts providing valuable insights into important topics including how to develop mastery in your life and in your selling, how to use your voice to win more orders, how to effectively target the right prospects, and how to coach sales reps to develop a positive attitude.

If you’re serious about wanting to accelerate the growth of your business, then put a reminder in your smartphone to visit andypaul.com this week to listen to these episodes.

On Tuesday, 12/8: Episode 46 with Dan Waldschmidt. Achieving Success is All About Achieving Mastery.

Dan Waldschmidt, is the best-selling author of Edgy Conversations, and President of Waldschmidt Partners International. He is a dynamic, inspirational and motivational thinker who forces you to examine how you set about succeeding in your work and your life. In this episode, Part 2 of an extended conversation, Dan, a record-setting ultra-marathon champion, talks about how to build the necessary confidence to succeed in life, and in sales, by setting outrageous goals and achieving them. It’s not enough to be good. You have to be great. Dan shares his secrets to achieving these goals through his concept of mastery. And he shows how this mastery extends to being a success in every aspect of your career and life. If you’re a CEO, entrepreneur, sales leader or sales professional you need to listen to this episode.

On Wednesday, 12/9: Episode 47 with Nancy Munro. You Lost Me At “Hello.” How Prospects Make Decisions About You Based on the Sound of Your Voice.

Nancy Munro is the Founder/CEO of Knowledge Shift. Increasingly, sales interactions with prospects take place virtually; usually over the phone. In this episode, Nancy talks about the impact that the quality of your speaking voice makes on a prospect. She discusses research that demonstrates that prospects are making judgments about your trustworthiness and credibility just by hearing you say the word “hello.” Kind of scary, isn’t it? Successful selling is about paying to detail. And one detail you can’t overlook is how you are perceived by your prospects. Nancy describes not only how you can assess your voice, but also how you can control how you use your voice to influence the outcome of a sale. She also describes the tools and technologies that are available to help you with all of this. If you’re in a customer-facing sales or service role, then you definitely must listen to this episode.

On Thursday, 12/10: Episode 48 with Todd Schnick. What You Can Learn About Sales Acceleration from Political Campaigns (Which is a Lot).

Todd Schnick, is the founder and CEO of IntrepidNow Media. He learned about accelerated sales and marketing strategies from his experience as a senior political operative and campaign consultant in the front lines of some of the most competitive campaigns ever. (Think “hanging chads”). In this episode Todd talks about the steps required to sell a candidate, which takes place in a very compressed period of time, and how it relates to selling your product or service. He provides a fascinating look at the process campaigns use to identify the ideal customer profile, conduct in-depth discovery of customer needs, construct and test a compelling message, and effectively qualify and communicate with the right prospects. And he shows how it all relates back to selling your product or a service to crazy busy prospects who are pressed for time. You definitely want to listen to this episode.

On Friday, 12/11: Episode 49 Front Line Friday with Bridget Gleason. Three Ps of Sales Success: Positive Attitude, Patience & Practice.

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about a variety of essential sales topics for sales leaders: why it’s important for sales leaders to celebrate the small successes; the importance of helping sales reps develop patience; how to develop and maintain a positive attitude; why sales reps need to physically practice every sales interaction before they talk to the prospect; and, how sales reps can become better listeners. Be sure to listen to this episode today!

The post Coming This Week On Accelerate! with Andy Paul appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 45 Front Line Friday with Bridget Gleason. Preparing Salespeople For Success In The 21st Century

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about how the sales profession, and the demands that are placed on salespeople, are continually changing. We discuss the steps salespeople must take to adapt to these changes and achieve consistent sales success in the 21st century. Many of the old rules for sales and salespeople are being thrown out. What are the new rules? Make sure to listen as we talk about what modern sellers and sales managers are doing to create differentiation and position themselves as trusted advisors that co-create value for their buyers. You’ll want to listen now!

The post On Accelerate! Now: Episode 45 Front Line Friday with Bridget Gleason. Preparing Salespeople For Success In The 21st Century appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 44 with Karen Dietz. Harnessing The Power Of The Story To Win New Business.

Karen Dietz, author of “Business Storytelling For Dummies”, is a master storyteller and presentation coach. In this episode, Karen talks about how she turned her PhD in folklore into a successful business career, by helping leaders, entrepreneurs, and sales people, increase their impact, influence and income with the power of storytelling. She relates how stories help you develop better, more sincere relationships with prospects and how stories can deliver unique value that help prospects make the decision to buy from you. Most importantly, Karen provides a simple 5-step framework, using her acronym CHARM, which enables any salesperson to easily structure and tell a story that delivers the maximum impact. Do you want to learn how to use stories to win new business? Then make sure to listen to this episode today!

The post On Accelerate! Now: Episode 44 with Karen Dietz. Harnessing The Power Of The Story To Win New Business. appeared first on Andy Paul | Strategies to Power Growth.