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.

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