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In this episode, Tibor Shanto, principle of Renbor Sales Solutions, pokes holes in the outdated sales notion that buyers are trying to fix “pain points.”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!

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