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!

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