Andy Paul's Blog, page 91
November 3, 2015
November 2, 2015
Don’t Miss What’s Happening This Week on Accelerate!
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, 11/3: Episode 27 with Mark Hunter. High-Profit Selling: Why You Can Never Un-Discount A Discount
Mark Hunter is The Sales Hunter, and a master of selling high value at full price. He’s the author of the book, High-Profit Selling. In this episode, Mark describes the steps you need to take to develop the competence, confidence and credibility that enable you to sell at full price. Mark also shows how discounting changes the very nature of your relationship with your customers. (And not in a good way). He also addresses the critical importance of sales reps making a personal commitment to continuous learning and demonstrates how this directly ties to your ability to sell value at full-price and maintain relevance to your buyers. 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 The Sales Hunter.
On Wednesday, 11/4: Episode 28 with Joe Gustafson. Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers
Too often there’s an absence of value in the typical sales conversation. In our conversation, Joe Gustafson, Founder and CEO of Brainshark, describes the four crucial factors contributing to poor sales conversations. He outlines the solutions for you in terms of the continuous learning, increased customer engagement and metrics-based coaching that enable sales teams to have the high value conversations that will move prospects through your pipeline more quickly. Joe describes how sales enablement tools can facilitate this process to increase prospect engagement and bridge the sales productivity gap. He also describes the challenges of building a high-velocity sales team in an extremely competitive market and choosing the right sales model to deliver maximum value to customers. This episode is packed with great insights for entrepreneurs, CEOs and sales leaders. Don’t miss it.
On Thursday, 11/5: Episode 29 with Barb Giamanco. The Limitations of Social Selling and How to Effectively Integrate It Into Your Sales Process
Barb Giamanco, President of Social Centered Selling, is one of the leading industry experts on social selling. A pioneer in integrating social media into selling, Barb kicks off this information-packed episode by clearly spelling out for you both the value, and the limitations, of social selling. She describes the power of social selling and how you should use it to make connections, develop relationships and open the door to having substantive sales conversations with your prospects. Listen as Barb tells you how to make social a part of your overall sales plan and integrate it into an effective sales process. Social is a powerful tool. But as you’ll learn from Barb in this episode, it’s just one of the sales tools you need to succeed in today’s sales environment. If you want to learn how to most effectively use social selling in your sales efforts, don’t miss this!
On Friday, 11/6: Episode 30 Front Line Friday with Bridget Gleason. What’s Luck Got To Do With Sales Productivity?
My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. Bridget and I focus on two sales topics in this episode that you won’t want to miss. First, what is the role of luck in sales? Is it really true in sales that the harder you work, the luckier you get? And, why do sales leaders often overlook the hard work that goes into making a deal look lucky? Second, we talk about why sales leads aren’t consistently followed up. The problem starts with the lack of a defined process for managing leads and we’ll tell you what you can do to fix that problem. If you’re in charge of a sales team, be sure to join us for Front Line Friday!
The post Don’t Miss What’s Happening This Week on Accelerate! appeared first on Andy Paul | Strategies to Power Growth.
October 30, 2015
On Accelerate! Now: Episode 26. Frontline Friday with Bridget Gleason: How Does Sales Performance Relate To Sales Productivity? Or Does It?
October 29, 2015
On Accelerate! Now: Episode 25 with Deb Calvert. Stop Selling & Start Leading: Are You Ready To Liberate The Leader Inside You?
October 28, 2015
On Accelerate! Now: Episode 24 with Matt Heinz. How To Use Sales Enablement to Increase Selling Time and Utterly Transform Your Sales Performance
October 27, 2015
October 26, 2015
This Week on Accelerate!
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 sales management, sales enablement, leadership and sales productivity.
Put it in your calendar to visit andypaul.com this week to listen to these episodes.
On Tuesday, 10/27: Episode 23. Mike Weinberg. You Can’t Run A Sales Organization When You’re Buried In Crap.
Managing and growing sales is hard work. In his wonderful new book Sales Management. Simplified Mike Weinberg (author of the best-selling New Sales. Simplified) takes dead aim at the self-destructive, self-defeating behaviors of sales managers (and senior management) that unnecessarily impede and slow down sales growth. In this episode Mike, with his trademark bluntness, provides the diagnosis and the cure for common sales management challenges. And he outlines his simple framework for sales management that any organization can use to achieve their sales goals. Sales leaders: this is a must listen episode.
On Wednesday, 10/28: Episode 24 with Matt Heinz. How To Use Sales Enablement to Increase Selling Time and Utterly Transform Your Sales Performance
Sales enablement is one of the big catch phrases in sales. In our conversation, Matt Heinz, CEO of Heinz Marketing and a sales enablement expert, takes the mystery out of sales enablement. He places it in the right context within a sales organization and shows how companies of all sizes can use strategic sales enablement thinking, tactical sales processes and new apps and web tools to transform their sales results. The key is to just get started and Matt tells you how to take that important first step. This episode is packed with the great information that Matt provides. If you’re a CEO, VP of Sales or Sales Ops, or a sales leader you do not want to not miss this.
On Thursday, 10/29: Episode 25 with Deb Calvert. Stop Selling & Start Leading: Are You Ready To Liberate The Leader Inside You?
Deb Calvert, President of People First Productivity Solutions, is on a mission to transform how sellers view their roles in a sales transaction. In this episode Deb describes the powerful research findings about the leadership mindset that all sellers should adopt to inspire and lead their prospects to making favorable decisions. She also provides great insights into how leaders in sales build trust and use collaboration and the co-creation of value to help buyers challenge, and change, their own status quo. We all know that sales is changing. Deb provides a great framework for sellers to unlock the leader within. All sales leaders and sales reps need to listen to this game-changing episode.
On Friday, 10/30: Episode 26 Frontline Friday with Bridget Gleason. How Does Sales Performance Relate To Sales Productivity? Or Does It?My regular guest on Frontline Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. Bridget and I cover a lot of topics in this episode that you won’t want to miss. Among other issues, we discuss the overuse and misuse of the term “sales productivity” by sales managers and provide guidance on how it should be defined. We define what “value” means in sales and the steps managers and reps should take to make every sales interaction with a prospect count. And together we outline the minimum requirements for preparing for a sales call. Important real time analysis from the front lines. Be sure to check it out.
The post This Week on Accelerate! appeared first on Andy Paul | Strategies to Power Growth.
October 23, 2015
On Accelerate! Now: Episode 22. Frontline Friday with Bridget Gleason: How Can You Accelerate Sales If You Don’t Know What It Means?
October 22, 2015
On Accelerate! Now: Episode 21. Alen Mayer: Selling with Introverts: Break the stereotypes and hire the people who can help you win
October 21, 2015
On Accelerate! Now: Episode 20. Miles Austin, the “Web Tools Guy,” talks about the apps and hacks that transform sales productivity. Part 2.
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