Andy Paul's Blog, page 89

On Accelerate! Now: Episode 43 with Etai Beck. Build Value By Delivering Knowledge Through Content.

Etai Beck is CEO and Co-Founder of Folloze. In this episode, Etai discusses how you can deliver value to your prospects by responsively providing the right content at the right moment at each stage in their buyer’s journey. He talks about tools you can use to create compelling narrative for the prospect that helps them understand at a greater level of depth exactly what value the solution that you’re selling is going to provide. Etai also shows why it’s essential for you to understand how buyers engage with your content and to mine insights that enable you to quickly and effectively respond to the help the customer move closer to making their choice. If you’re a sales leader or have responsibility for sale enablement, you’ll want to download and listen to this episode.

 

The post On Accelerate! Now: Episode 43 with Etai Beck. Build Value By Delivering Knowledge Through Content. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 42 with Tibor Shanto. Forget About Fixing Pain Points. Win More With A Focus on Success.

In this episode, Tibor Shanto, principle of Renbor Sales Solutions, pokes holes in the outdated sales notion that buyers are trying to fix “pain points.” He discusses why 75% of buyers that switch vendors are satisfied at the time they switched, and, the dramatic implications that this has for how you need to sell to your prospects. How many times have you heard the “we already have a solution” objection? Then, absolutely, you’ll want to listen as Tibor reveals his GAP methodology for discovery and questioning that inspire and motivate buyers to break from the “status quo.” If you want to accelerate your sales, this is essential listening for every sales rep and sales leader! Download and listen to this episode. And, play it in your next sales meeting!

The post On Accelerate! Now: Episode 42 with Tibor Shanto. Forget About Fixing Pain Points. Win More With A Focus on Success. 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 growth strategies for your business – four great experts providing valuable insights into important topics including how to overcome your prospects addiction to the status quo, how to sell with the right content at the right time, how to create and tell stories that inspire and influence prospects, and how to prepare modern sales reps for success.

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, 12/1: Episode 42 with Tibor Shanto. Forget About Fixing Pain Points: Win More With A Focus on Success.

In this episode, Tibor Shanto, principle of Renbor Sales Solutions, pokes holes in the outdated sales notion that buyers are trying to fix “pain points.” He discusses why 75% of buyers that switch vendors are satisfied at the time they switched, and, the dramatic implications that this has for how you need to sell to your prospects. How many times have you heard the “we already have a solution” objection? Then, absolutely, you’ll want to listen as Tibor reveals his GAP methodology for discovery and questioning that inspire and motivate buyers to break from the “status quo.” This is essential listening for every sales rep and sales leader! Download and listen to this episode on Tuesday. And, play it in your next sales meeting!

On Wednesday, 12/2: Episode 43 with Etai Beck. Build Value By Delivering The Right Knowledge At The Right Time.

Etai Beck is CEO and Co-Founder of Folloze. In this episode, Etai discusses how you can deliver value to your prospects by responsively providing the right content at the right moment at each stage in their buyer’s journey. He talks about tools you can use to create compelling narratives for your prospects that helps them understand in greater depth exactly what value the solution that you’re selling is going to provide. Etai also shows why it’s essential for you to understand how buyers engage with your content and to mine insights that enable you to quickly and effectively respond to the help the customer move closer to making their choice. If you’re a sales leader, or have responsibility for sale enablement, you’ll want to download and listen to this episode on Wednesday.

On Thursday, 12/3: Episode 44 with Karen Dietz. Harnessing The Power Of The Story To Win New Business.

Karen Dietz, CEO of Just Story It, and 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 on Thursday!

On Friday, 12/4: 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 be sure to listen to this on Friday!

The post Coming this week on Accelerate! with Andy Paul appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 41 Front Line Friday with Bridget Gleason. The Death Of The Salesperson?

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. In this episode, we use an article titled The Death of the Salesperson as the jumping off point for our discussion about the future of sales and the changing role of the sales person. Will there still be salespeople in 10 years? With today’s prospects becoming ever less reliant on the salesperson, Bridget and I identify the challenges that all sales reps face in the battle to remain relevant to their customers and what that means in terms of the responsibilities that sellers must assume for their own professional and personal development. You’ll want to listen as we delve into the concept of value co-creation and what that means in terms of how sellers must collaborate with their prospects during their buying process. And, learn how this trend specifically will impact the next generation of sales people: millennials. Make sure you join us for this episode!

The post On Accelerate! Now: Episode 41 Front Line Friday with Bridget Gleason. The Death Of The Salesperson? appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 40 with Chad Burmeister. Spend Time Selling, Not Dialing: The Key To Having More Substantive Sales Conversations.

Chad Burmeister, is VP of Sales and Marketing at ConnectAndSell and an expert at building high-velocity inside sales teams. In this episode, Chad discusses the unique challenges of building a high-performing sales development team. And, he sheds light on the role that new technologies are playing in transforming the productivity of the average SDR/BDR by reducing the amount of time they spend dialing and increasing the amount of time they devote to having substantive sales conversations with prospects. More conversations means more practice for SDRs, which helps them become more skilled and leads to more conversions. This is a don’t miss episode for sales leaders and decision makers who are looking to accelerate their team’s productivity to the next level.

The post On Accelerate! Now: Episode 40 with Chad Burmeister. Spend Time Selling, Not Dialing: The Key To Having More Substantive Sales Conversations. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 39 with Elinor Stutz. Customers Don’t Care What You Know, But Want To Know That You Care

Elinor Stutz, is the bestselling author of two books, including, Nice Girls Do Get the Sale – Relationship Building that Gets Results. In this episode, Elinor discusses why sales techniques are not a substitute for understanding why you’ve been invited in for a conversation with a potential customer in the first place. Elinor lays out why selling with integrity, consciously putting the prospects’ goals and needs first, and leading with questions that demonstrate an understanding of their situation are the best ways to collaborate with them on their buyer’s journey. You’ll definitely want to listen in as Elinor shares her story of how her most effective discovery question has helped her become a top sales producer (but not before it got her into trouble first!).

 

The post On Accelerate! Now: Episode 39 with Elinor Stutz. Customers Don’t Care What You Know, But Want To Know That You Care appeared first on Andy Paul | Strategies to Power Growth.

Featured This Week On Accelerate! with Andy Paul

Here’s what’s on tap this week on Accelerate! – the podcast with growth strategies for your business – three great experts providing valuable insights into important topics including how to collaborate with your prospects for best results, how to have more substantive sales conversations and the challenges that sales reps face to remain relevant to their prospects.

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, 11/24: Episode 39 with Elinor Stutz. Customers Don’t Care What You Know, But Want To Know That You Care

Elinor Stutz, is the bestselling author of two books, including, Nice Girls Do Get the Sale – Relationship Building that Gets Results. In this episode, Elinor discusses why sales techniques are not a substitute for understanding why you’ve been invited in for a conversation with a potential customer in the first place. Elinor lays out why selling with integrity, consciously putting the prospects’ goals and needs first, and leading with questions that demonstrate an understanding of their situation are the best ways to collaborate with prospects on their buyer’s journey. You’ll definitely want to listen in as Elinor shares her story of how her most effective discovery question has helped her become a top sales producer (but not before it got her into trouble first!).

On Wednesday, 11/25: Episode 40 with Chad Burmeister. Spend Time Selling, Not Dialing: The Key To Having More Substantive Sales Conversations.

Chad Burmeister, is VP of Sales and Marketing at ConnectAndSell and an expert at building high-velocity inside sales teams. In this episode, Chad discusses the unique challenges of building a high-performing sales development team. And, he sheds light on the role that new technologies are playing in transforming the productivity of the average SDR/BDR by reducing the amount of time they spend dialing and increasing the amount of time they devote to having substantive sales conversations with prospects. More conversations means more practice for SDRs, which helps them become more skilled and leads to more conversions. This is a don’t miss episode for sales leaders and decision makers who are looking to take their team’s productivity to the next level.

On Friday, 11/27: Episode 41 Front Line Friday with Bridget Gleason. Are We Witnessing The Death Of The Salesperson?

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic.In this episode, we use an article titled The Death of the Salesperson as the jumping off point for our discussion about the future of sales and the changing role of the sales person. Will there still be salespeople in 10 years? With today’s prospects becoming ever less reliant on the salesperson, Bridget and I identify the challenges that all sales reps face in the battle to remain relevant to their customers and what that means in terms of the responsibilities that sellers must assume for their own professional and personal develop. You’ll want to listen as we delve the concept of value co-creation and what that means in terms of how sellers must collaborate with their prospects during their buying process. And, learn how this trend specifically will impact the next generation of sales people: Millennials. Make sure you join us for this episode!

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

On Accelerate! Now: Episode 38 Front Line Friday with Bridget Gleason. How To Hire High Quality Sales Reps For High Velocity Sales Teams.

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic.

On this episode, Bridget and I focus on the process of hiring quality sales reps for high velocity sales teams. We discuss the specific challenges managers face in quickly scaling sales teams. We provide advice about how to accurately define positions and work roles to attract the right candidates. And, we discuss how to develop an effective process for interviewing and verifying the qualifications of the potential candidates. If you’re hiring sales reps, or you’re a sales rep looking to be hired, this is an important episode to listen to.

The post On Accelerate! Now: Episode 38 Front Line Friday with Bridget Gleason. How To Hire High Quality Sales Reps For High Velocity Sales Teams. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 37 with Matt Hill. Essential Strategies to Maximize Sales Efficiency at Trade Shows and Conferences.

Matt Hill, founder and CEO of The Hill Group, is a leader in training companies how to sell at trade shows and conferences. He’s worked with some of the biggest names in tech to help them turn trade shows into productive sales events. In this episode, Matt describes the steps companies should take to develop a sales plan for a trade show. And, he provides valuable strategies and techniques that every company can use to provide a better customer experience for booth visitors, develop and qualify more leads on the show floor and implement an effective process for following-up leads (both during and after the show). This episode is a must listen for sales or marketing leader who wants to earn a better ROI on trade shows.

The post On Accelerate! Now: Episode 37 with Matt Hill. Essential Strategies to Maximize Sales Efficiency at Trade Shows and Conferences. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 36 with Jim Eberlin. How To Conquer The Biggest Sales Challenge: Conducting An Effective Discovery Call

The post On Accelerate! Now: Episode 36 with Jim Eberlin. How To Conquer The Biggest Sales Challenge: Conducting An Effective Discovery Call appeared first on Andy Paul | Strategies to Power Growth.