Andy Paul's Blog, page 90

On Accelerate! Now: Episode 35 with Jeff Shore. Is An Addiction To Comfort Holding Back Your Sales?

The post On Accelerate! Now: Episode 35 with Jeff Shore. Is An Addiction To Comfort Holding Back Your Sales? 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 sales comfort addiction, how to have effective discovery calls, how to maximize your sales productivity at trade shows and how to quickly hire the best candidates to scale your sales team.

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, 11/17: Episode 35 with Jeff Shore. Is An Addiction To Comfort Holding Back Your Sales?

Jeff Shore is an author, speaker and nationally recognized sales trainer. With 30 years of experience, he’s a self-described “sales wonk” who loves picking up a sale and dissecting it. In this episode, Jeff unveils the concept of “comfort addictions” and describes how a sales rep’s ability to recognize and embrace “discomfort” can be the trigger to achieving sales success. Selling is a process that is inherently full of discomfort. And Jeff shows how sales reps can turn that to their advantage to win more deals. CEOs, sales leaders and sales reps need to listen to this episode.

On Wednesday, 11/18: Episode 36 with Jim Eberlin. How To Conquer The Biggest Sales Challenge: Conducting An Effective Discovery Call

Jim Eberlin, is a successful serial entrepreneur and co-founder and CEO of TopOPPS. He understands the challenges involved in building high velocity sales teams. In this episode, Jim discusses why it’s vital for CEOs in start-ups and SMBs to stay close to the sales process. He also shares practical tips about how to overcome the biggest challenge that sales reps face everyday: maximizing the value of their discovery calls with prospects. The episode is also packed with tips about tools that help prioritize which prospects to work and that optimize the accuracy of your forecasting. Make sure you listen to this episode today.

On Thursday, 11/19: 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.

On Friday, 11/20: 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 Coming This Week on Accelerate! with Andy Paul appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 34 Front Line Friday with Bridget Gleason. Essential Strategies For Sales Leaders Taking Charge of New Sales Teams

The post On Accelerate! Now: Episode 34 Front Line Friday with Bridget Gleason. Essential Strategies For Sales Leaders Taking Charge of New Sales Teams appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 33 with Mike O’Neil. Is Your Social Selling Thriving?

The post On Accelerate! Now: Episode 33 with Mike O’Neil. Is Your Social Selling Thriving? appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 32 with Howard Brown. Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers

The post On Accelerate! Now: Episode 32 with Howard Brown. Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 31 with Alice Heiman. Turn Your Customers Into Walking Advertisements and Other Accelerated Lead Generation Strategies.

The post On Accelerate! Now: Episode 31 with Alice Heiman. Turn Your Customers Into Walking Advertisements and Other Accelerated Lead Generation Strategies. 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 sell at full price, how to use sales enablement to drive effective sales conversations, how to integrate social selling into your sales process and how to measure the impact of luck on your sales productivity.

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, 11/10: Episode 31 with Alice Heiman. Turn Your Customers Into Walking Advertisements and Other Accelerated Lead Generation Strategies.

The biggest sales problem for most small businesses is an insufficient number of prospects in their pipeline. In this episode, Alice Heiman, Founder of Alice Heiman, LLC, and an expert at helping companies increase their sales, lays out a step by step plan any SMB can use to develop more prospects. Alice provides effective strategies for mining more business from existing customers, developing a consistent flow of referrals and creating a sustainable mix of inbound leads and proactive outbound prospecting. If you’re a CEO, VP of Sales or Sales Ops, or a sales leader you do not want to not miss this episode with Alice Heiman.

 

On Wednesday, 11/11: Episode 32 with Howard Brown. Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers

Howard Brown, founder and CEO of RingDNA, joins me to talk about sales enablement. In this episode, Howard describes how sales organizations can use sales enablement tools to compress buying cycles and create more successful sales reps. Learn how next generation sales enablement tools can transform sales productivity through the ability to test and measure the effectiveness of sales messaging, voicemails, value propositions. And, how they give your sales leaders the ability to coach and provide real-time feedback to their sales reps to accelerate productivity. This is a don’t miss episode for sales leaders and decision makers.

 

On Thursday, 11/12: Episode 33 with Mike O’Neil. Strategies to Make Sure Your Social Selling Working

Mike O’Neil, author of Rock the World with LinkedIn, is a LinkedIn rock star. In this episode Mike provides great insights into how to kick-start your social selling efforts. Learn how to quickly assess the effectiveness of your social presence as a company and how to efficiently train your sales team to become LinkedIn rock stars themselves. Finally, Mike provides detailed guidelines for developing and implementing a social media policy that can help protect company assets, such as customer and prospect information. If you’re involved in social selling be sure to download and listen to this episode.

 

On Friday, 11/13: Episode 34 Front Line Friday with Bridget Gleason. Essential Strategies For Sales Leaders Taking Charge of New Sales Teams

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. In this episode, Bridget and I share strategies that sales leaders should use when they assume responsibility for a new sales team. As an outsider, what are the steps you need to take to make an immediate impact? We talk about how to assess the capabilities of your new team, streamline sales processes, establish the right metrics and inspire and motivate sales reps to perform up to their potential. If you’re in charge of a sales team, be sure to join us for Front Line Friday!

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

On Accelerate! Now: Episode 30 What’s Luck Got To Do With Sales Productivity? Front Line Friday with Bridget Gleason.

The post On Accelerate! Now: Episode 30 What’s Luck Got To Do With Sales Productivity? Front Line Friday with Bridget Gleason. appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 29 with Barb Giamanco. The Limitations of Social Selling and How to Effectively Integrate It Into Your Sales Process

The post On Accelerate! Now: Episode 29 with Barb Giamanco. The Limitations of Social Selling and How to Effectively Integrate It Into Your Sales Process appeared first on Andy Paul | Strategies to Power Growth.

On Accelerate! Now: Episode 28 with Joe Gustafson. Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers

The post On Accelerate! Now: Episode 28 with Joe Gustafson. Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers appeared first on Andy Paul | Strategies to Power Growth.