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Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
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Now displaying: October, 2015
Oct 30, 2015

My regular guest on Frontline Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

In this episode we discuss the overuse and misuse of the term “sales productivity” by sales managers and provide guidance on how it should be defined and measured. We define what “value” means in sales and the steps managers and reps should take to make sure that every sales interaction with a prospect counts. 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.

Oct 29, 2015

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.

Oct 28, 2015

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.

Oct 27, 2015

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.

Oct 23, 2015

My regular guest on Frontline Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

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 acceleration” by sellers and provide guidance about how to precisely define in order to align your sales process to help buyers make faster decisions. We dive into a discussion about how sellers need to understand their “lead deficit” and what the roles of sales and marketing should be in lead generation. Also, we talk in depth the sales metrics that individuals and teams should be using to measure their activity levels and outcomes.

Oct 22, 2015

Alen Mayer is the author of Selling for Introverts, and the self-described Chief Introvert. Research is increasingly clear that the most successful sales reps are those who are customer focused, service-oriented and lead with thoughtful questions. Those qualities best describe an introvert, not the classic extrovert or hunter type that is often mythologized in sales literature. In this episode, Alen talks about why most sales leaders and hiring managers still define their ideal sales candidates using outdated terms like “hunter” or “closer” or “extrovert.” He outlines the strengths of introverts and how they can fill the gap that exists today between how modern customers want to buy versus how most companies continue to sell. Alen draws a clear picture of the strengths that introverts bring to any sales organization and lays out the case for sales managers to hire more of them.  This is a don’t miss episode for every hiring sales manager. And, for introverts that are wondering if sales is the profession for them. (Hint: it is).

Oct 21, 2015

This the second installment of my conversation with Miles Austin, Founder of Fill the Funnel and the “Web Tools Guy.” He is the expert on the sales automation tools and technologies that can truly drive improved sales performance. He’s my go-to resource when I need help choosing a technology solution in my business. Miles ran high-performance sales teams for Dell during their high-growth days so there isn’t much he doesn’t know about sales. Combined with his technical savvy Miles has become the expert who know the apps and hacks that can make a big impact in your sales results. In this second part of my extended conversation with Miles, he shares even more recommendations for tools you absolutely should be using to improve your sales productivity today.

Oct 20, 2015

Why aren't there more women in sales? That’s one of the questions my guest, Lori Richardson, is the founder and CEO of Score More Sales, a sales training firm, and President of Women Sales Pros, tackles in this episode. Women are still dramatically under-represented in sales. And, in this episode, Lori shares her own journey as a single mother through the ranks of the sales profession, overcoming the numerous obstacles placed in her way to become the founder and CEO of her own sales training company. Lori gets into the details about why sales is such a desirable profession for women to enter. But she also explores the barriers that are still placed in their way and talks about the efforts of the Women Sales Pros, a national association dedicated to the support, mentoring and education of women sales professionals, to expand their opportunities for employment and advancement. This is essential listening for all sales leaders!

Oct 16, 2015

My regular guest commentator on Frontline Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With twenty years of sales and sales management experience in the technology sector, Bridget going SumoLogic’s executive team to lead and grow the inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. Prior to Engine Yard, Bridget was the founder and principal of the BLG Consulting Group, a strategic sales consulting organization. She is an advisor to several early stage start-up companies.

Over the coming weeks we’ll tackle a range of topics associated with the challenges of rapidly growing sales and scaling a high performance sales team in a competitive market. In this episode we take a look at some of the advice and wisdom given to sales leaders that is found on sales blogs. If you’re a sales manager, what constitutes good advice? We’ll help you sort that out.

Oct 15, 2015

Episode 17: Peter Winick, is the Founder and CEO of Thought Leadership Leverage, Inc., a widely respected consulting firm that helps authors, speakers and thought leaders build sustainable and profitable businesses through differentiated thought leadership. In this episode we talk about how thought leadership must be an important component of any company’s sales and marketing strategy. Peter shares effective thought leadership strategies that any SME, or any individual seller, can implement to win new business. And, he shows how thought leadership can tilt the playing field in your favor if you’re a new market entrant competing against market share leaders or a small business competing against a large enterprise. Don’t miss this episode!

Oct 14, 2015

Episode 16: Chris Beall, is CEO of ConnectAndSell. Chris, shares his unusual journey from his first sales job as a Fuller Brush salesman to becoming a physicist and then applying his problem solving skills as a successful CEO, entrepreneur and sales leader. Chris shares some of the keen insights he has acquired from his hands-on experience into what it takes to build and scale a successful, high-functioning sales team (with the emphasis on team). You’ll also hear how the ConnectAndSell system works to transform the potential productivity of inside sales teams by enabling them to have more sales conversations in a day than they might normally have in a month. If you’re involved in inside sales, you definitely want to listen to this episode.

Oct 13, 2015

Episode 15: My guest, Jeb Blount, is the founder and CEO of SalesGravy, one of the largest online sales communities, and a national sales employment advertising firm. Jeb is also the author of a number of best-selling books, including his latest: Fanatical Prospecting. In this episode, Jeb explains why companies must not only be proactive in developing new prospects, but also fanatical in their devotion to the discipline of the prospecting process. Great marketing is essential but sales teams can’t wait on inbound leads to build a solid pipeline. Jeb shares his recommended best practices for sellers to become great prospectors. This is essential listening for all sellers!

Oct 9, 2015

My regular guest commentator on Frontline Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With twenty years of sales and sales management experience in the technology sector, Bridget going SumoLogic’s executive team to lead and grow the inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. Prior to Engine Yard, Bridget was the founder and principal of the BLG Consulting Group, a strategic sales consulting organization. She is an advisor to several early stage start-up companies.

Over the coming weeks we’ll tackle a range of topics associated with the challenges of rapidly growing sales and scaling a high performance sales team in a competitive market. In this episode we talk about how hard it can be to find sales advice that you can trust. Bridget and I examine some of the advice and wisdom that is found on sales blogs. It’s a free world and everyone is entitled to their opinion. But, is doesn’t mean that they’re right. We’ll help sort that out in this episode.

Oct 8, 2015

Doyle Slayton is CEO of xoombi.com, a sales acceleration firm, and the founder of the Sales and Marketing Leaders Group, one of the largest sales communities on LinkedIn, shares his journey from would-be sports broadcaster to a leading marketing and sales expert who has helped many companies transform their sales results. In this episode Doyle shares strategies that show you how to avoid being the best company no one has ever heard of. And, the steps you should take to position yourself in the marketplace to serve as a thought leader, an expert and, most importantly, a trusted advisor to your buyers. Anyone can do it. Listen in today and learn!

Oct 7, 2015

Is your CRM system not a sales tool for improving performance? Nancy Nardin, Founder of Smart Selling Tools, Inc., believes it’s important for companies to have a CRM system. In this episode Nancy explains that a CRM system is not the tool that is going to increase your sales productivity. Instead she shares her outlook on the new generation of sales enablement apps that are purpose built to increase customer engagement, improve conversion rates and win more deals. So, which sales tools should your team be using to amp up its sales productivity? Listen to this episode as Nancy gives her recommendations on the tools that can make a positive impact in your sales results.

Oct 6, 2015

My guest on Episode #11 is Anthony Iannarino. Anthony is probably the most prolific sales blogger today. In addition, he is an author, a consultant, and an international speaker. And, if he isn’t busy enough, he is also President of a staffing company that he has grown from $4 million to $40 million in revenues. In this episode Anthony shares what he learned about sales from being the leader of a hair metal cover band in LA (which is ironic if you look at Anthony’s picture!). We also talk about his strategies for capturing your dream customers (Hint: Find the people who you create the most value for and pursue them relentlessly), developing business acumen in sales reps and how to learn from your sales failures. Make sure you listen to this episode today!

Oct 5, 2015

Robert Terson is the author of a great sales book, Selling Fearlessly. This is a book that I recommend to everyone who is new to sales. He is an immensely respected sales expert. But, don’t be fooled by his genial demeanor. When he ran his own business Bob was, by his own admission, a “sales machine.” He killed his numbers. And, yet he only worked 4 days a week and took 12 weeks of vacation every year. Listen to this episode as Bob reveals his highly effective triangle of sales success, and the sales habits that he religiously followed. (Pay attention to how he prospected for new business). Every sales rep or entrepreneur should memorize and build on these to become a sales machine in their own right.

Oct 5, 2015

Steven Rosen is the best-selling author of 52 Sales Management Tips: The Sales Manager’s Success Guide. In our conversation he shares his journey from an entry-level pharma sales rep to a successful corporate executive managing large groups of salespeople to being an entrepreneur who has coached hundreds of sales managers all over North America. There is a lot being written about the need for sales managers to become better coaches to improve the performance of their sales reps. And, in this episode Steven shares his invaluable and practical tips about how to transform sales managers into star coaches!

Oct 5, 2015

Sales Management Guru Ken Thoreson shows sales leaders the path to enhance the performance of their sales teams using his Smart Business Roadmap. Ken is the author of many books on sales management including “Your Sales Management Gurus Guide to: Leading High Performance Sales Teams” and President of the Acumen Management Group, a strategic sales management consulting firm. In this episode Ken lays out the foundation of his Smart Business Roadmap and explains the steps successful companies go through to develop and execute a plan for success.

Oct 5, 2015

Noted sales blogger and business coach Leanne Hoagland-Smith, author of “How to be the Red Jacket in a Sea of Gray Suits,” dishes out the straight talk advice on how to deliberately plan for sales success. She also shares her strategies that sales reps and small business can use to create meaningful sales differentiation. If you’re selling in a crowded and competitive market, what steps can you take to stand out in the crowd and attract the attention of your dream customers? Listen today to learn how!

Oct 5, 2015

James Obermayer is the founder of the Sales Lead Management Association, and the CEO of the sales turnaround consulting firm Sales Leakage. As you might expect Jim knows that there is no faster and easier way to grow your sales than to quickly and effectively follow up your sales leads. In this episode, Jim draws on his personal hands-on experience of turning around more than 30 underperforming sales teams, and shares his go-to formula for reviving stagnant sales organizations and achieving sales success (which involves marketing, too!).

Oct 5, 2015

Miles Austin, Founder of Fill the Funnel is the “Web Tools Guy.” He is the expert on the sales automation tools and technologies that can truly drive improved sales performance. He’s my go-to resource when I need help choosing a technology solution in my business. Miles ran high-performance sales teams for Dell during their high-growth days so there isn’t much he doesn’t know about sales. Combined with his technical savvy Miles has become the expert who know the apps and hacks that can make a big impact in your sales results. In this Part 1 of my extended conversation with Miles, he shares his recommendations for tools you absolutely should be evaluating and using today.

Oct 5, 2015

Jim Keenan is CEO of “A Sales Guy, Inc.,” whose growing empire includes a national sales recruiting firm. Keenan is also a top sales blogger who is regularly featured in Forbes. He has a reputation for extreme straight talk and he doesn’t disappoint in this episode. Keenan shares his story about learning how to sell through hustle and grit and how he learned early on the necessity of understanding a customer’s buying motives and selling the intangibles. Keenan is a master at motivating sales reps to action. Get pumped up and ready to crush it with his go-to tips on how you can build a killer sales team and amp up your sales.

Oct 5, 2015

Meredith Bell, President and Co-Founder of Performance Support Systems, Inc., is a widely respected business performance coach. In this episode Meredith dishes out the straight talk on a radically effective framework that managers can use to become effective sales coaches, and to help their sales team achieve great results. Supported by years of research and proven results in the field, this is a methodology that every entrepreneur and manager should be using to optimize the performance of their teams. Be sure to check this out!

Oct 5, 2015

Straight talk with my guest, the New Sales Coach, Mike Weinberg. There’s a reason Mike’s first book New Sales. Simplified has been such a huge best-seller and why Mike is in such high demand as a speaker and consultant. New Sales. Simplified speaks the hard truth about why companies that want to grow must proactively prospect for new customers. In this episode, Mike shares some of his key recommendations for disciplined prospecting that really work, as well as his opinions on the need for greater specialization in sales roles and on the fundamentals that help sales teams close more business and increase their productivity.

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