Info

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.
RSS Feed Subscribe in iTunes
2017
July
June
May
April
March
February
January


2016
December
November
October
September
August
July
June
May
April
March
February
January


2015
December
November
October


All Episodes
Archives
Now displaying: 2016
Dec 31, 2016

Joining me on this episode of Accelerate! is my guest Marylou Tyler. Marylou is the Founder and CEO of Strategic Pipeline, and coauthor of the classic sales book, Predictable Revenue, which she co-wrote with Aaron Ross. She is also the co-author of a brand new book, Predictable Prospecting: How to Radically Increase Your B2B Pipeline. Among the many topics that Marylou and I discuss are Marylou’s journey from engineer to revenue expert, developing your Ideal Prospect Persona, the Disqualification Engine, and her new methodology you can use to predictably reach new prospects.

KEY TAKEAWAYS

[3:17] How did Marylou learn the art of talking to a lead?

[7:06] What does Marylou mean by ‘immersion’ and ‘intraday calling’?

[7:21] How does Marylou find the right person to start a conversation with when calling a new prospect?

[8:55] Whether phone, email, text, or chat, you should use the communication channel that is most comfortable for you.

[15:17] When SDRs are more professional, what happens to the quality of the calls?

[15:26] How do you identify accounts with the highest velocity?

[18:58] Where should the ‘Disqualification Engine’ be?

[21:31] How does Marylou define the Ideal Prospect Persona?

[22:10] Which three stages of the pipeline involve the Ideal Prospect Persona?

[28:14] Sequences and cadences are new terms not found in Predictable Revenue, that are covered in the new book, Predictable Prospecting.

MORE ABOUT MARYLOU TYLER

What’s your most powerful sales attribute?
I’m pleasantly persistent.

Who is your sales role model?
Neil Rackham, author of Spin Selling.

What’s one book that every salesperson should read?
Getting to ‘Closed,’ by Stephan Schiffman.

What music is on your playlist right now?

Def Leppard, Cheap Trick, Heart, Joan Jett, and one AC/DC song.

CONTACT MARYLOU TYLER

Website: MarylouTyler.com

Predictable Prospecting

Twitter: @MarylouTyler

LinkedIn: Marylou Tyler

Dec 30, 2016

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, Bridget’s exciting new position, what to do about end of the year reflections, things that are really important, and determining what to do better next year.

 

KEY TAKEAWAYS

[:47] Bridget is opening a U.S. office, of Logz.io, based in Tel Aviv, in Boston. She can be contacted at Logz.io or at LinkedIn.

[2:50] This is the last episode of 2016. It’s time to reflect on the past year. How do you conduct this with your team? What does Bridget refer to as ‘a habit of reflection’?

[5:10] Personal reflection covers different facets of life -- family, business, etc. Have you given the right time to family and friends? What about to health, exercise, and learning?

[6:22] To start the year, Bridget is very goal-oriented, professionally. She writes goals in a journal, and keeps them in mind. She reflects, what would she change in the next year?

[8:15] Both family relationships and business relationships impact your success. How do personal relationships affect business? How has Bridget learned to work more efficiently?

[11:16] When you look back, do you start with your failures, or your successes? What were your unexpected achievements, and why did they happen?

[15:25] What do we do about the times we didn’t achieve what we wanted to, or didn’t live up to our standards? How do we take an honest look at our failures?

[16:34] What has Andy learned from theologian Paul Tillitch’s quote on achievements and failure?

[17:21] Ryan Holiday’s book, Ego Is the Enemy, reminds us to keep our own egos in check.

[21:48] According to a recent survey, what is the one thing, in looking back on life, people wish they would have changed?

[26:00] Bridget quotes from Devotion: Love and the Power of Small Steps, by Kim Nicol. What does Bridget see is the trend on mindfulness in the workplace?

[28:17] Andy cites Turning the Mind Into an Ally, by Sakyong Mipham, and Mindfulness for Beginners: Reclaiming the Present Moment -- and Your Life, by Jon Kabat-Zinn Ph.D.

CONTACT BRIDGET GLEASON

Bridget is VP of Sales with Logz.io, in the U.S. office in Boston, and was previously VP of Corporate Sales at SumoLogic. Prior to that her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. She can be contacted at Bridget@Logz.io.

LinkedIn: Bridget Gleason

Dec 29, 2016

Joining me on this episode of Accelerate! is my guest Ryan Stewman. Ryan is the author of Hard Core [C]loser, and other books, as well as a motivational speaker, consultant, entrepreneur and podcaster. Among the many topics that Ryan and I discuss are the mistakes and challenges he refused to let define him, how to find your inner passion, the core habits of successful salespeople and how to talk with alpha personalities to win the sale.

 

KEY TAKEAWAYS

[1:28] Ryan talks about his highly unusual sales background. Definitely worth a listen.

[4:30] Ryan has overcome addiction, prison, divorce, and more to become a successful entrepreneur. Learn how he discovered how to shake off failure to achieve his goals.

[8:18] Learn how to deal with alpha personality types -- and walk the line between being tough, and being too tough.

[10:04] What is the main area of improvement Ryan believes most salespeople need to work on?

[13:33] Ryan discusses core habits of great salespeople. [14:54] Prison taught Ryan about real stress. How do we determine what is really important, and what is not?

[16:25] People who find success are the ones who tap into hard-wired natural motivations.

[19:15] Learn how to listen to your inner self.

[23:40] What do salespeople need, instead of more sales training?

MORE ABOUT RYAN STEWMAN

What’s your most powerful sales attribute?
His sales script, from which he never deviates. It is a series of ‘Seven Magic Questions,’ that lead the prospect to being a client.

Who is your sales role model?
Elon Musk.

What’s one book that every salesperson should read?
Influence, by Robert B. Cialdini, PhD.

What music is on your playlist right now?

Anthrax, “Sound of White Noise.”

CONTACT RYAN STEWMAN

Website: www.Clyxo.com/Closer

Dec 28, 2016

Joining me on this episode of Accelerate! is my guest Paul Cherry. Paul is President of Performance Based Results, LLC, the author of Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants, and has a new book coming up called, The Closer: Be The Successful Sales Pro, Steal the Lead, Seal the Deal. Among the many topics that Paul and I discuss are the purpose of listening for discovery, how the fate of a sale can depend on a question, and Paul’s new book, The Closer.

 

KEY TAKEAWAYS

[:57] After public sector work, Paul moved to Yellow Page sales and called on all types of companies. He then ran training for a business, and finally, he built his own company, 15 years ago.

[5:20] What is the rationale for discovering your clients’ aspirations?

[7:45] Paul reveals a case where his probing turned an invitation for a one-hour presentation into a lucrative engagement with the C-suite.

[9:49] How do you empower yourself and your customer, as a team, to help meet their needs?

[10:44] What is the objective of engaging the customer in a ‘compare and contrast’ discussion of their history and plans?

[13:44] How to effectively use open-ended questions.

[17:45] The best place to keep your phone, laptop or tablet during an introductory meeting.

[20:44] The key questions that can cut through layers of rationalization to get to the prospect’s true intent.

[23:03] What is the role of the “killer question”?

[25:20] Learn how the right questions help turn the prospect’s concern away from price, and towards value.

[26:40] Paul explains how The Closer helps sales professionals to manage account relationships.

[33:43] What’s the difference between enabling and empowering?

MORE ABOUT PAUL CHERRY

What’s your most powerful sales attribute?
The ability to listen and understand.

Who is your sales role model?
Wayne Dyer.

What’s one book that every salesperson should read?
How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients, by Jeffrey J. Fox, and Spin Selling, by Neil Rackham.

What music is on your playlist right now?

Music from the 50’s, 60’s, and 70’s.

CONTACT PAUL CHERRY

Website: www.PBResults.com

Dec 27, 2016

Joining me on this episode of Accelerate! are my guests Robert Mallon and Bill Watkins. They are the Founders of the Rusty Lion Academy. Among the many topics that Robert, Bill, and I discuss are, their experiences that brought them to coaching, how physical neglect leads to burnout, and how procrastination and hesitation block success (and how to power through these negative behaviors.)

 

KEY TAKEAWAYS

[:56] Bill and Robert introduce each other. For 27 years, Robert was an executive. In 2002, he hired a coach, and shifted gears to be a professional speaker, business coach, and mentor.

[2:10] Bill is a West Point graduate. He was a decorated Army officer, a world-class athlete, a corporate executive, and he started a manufacturing company he sold for eight figures.

[8:22] Rusty Lion Academy coaches men between 30 and 49 — 80% business owners, 20% C-suite execs — to build uber-successful businesses, and get home to dinner on time.

[10:05] At Rusty Lion, 20% of the process is tools, 80% is mindset. Resetting the mindset of executives sets them up for success.

[13:30] What is the purpose of rest and relaxation? How much sleep do we truly need?

[16:42] What are the three elements necessary for healthy performance balance?

[20:35] What is the difference between the concepts of  work-life balance, and work-life integration?

[23:33] What are the three procrastination cycles?

[26:16] Failure is an option. Do you learn from it; pivot, and get better?

[27:06] When you ‘burn the ships,’ you then can go forward. Don’t be hesitant and tentative.

[28:38] What is the point of the 20-minute timer?

[31:21] Reading about how to be great, doesn’t teach you to be great.

 

MORE ABOUT ROBERT MALLON AND BILL WATKINS

What’s your most powerful sales attribute?
Bill: Asking for the sale.

Robert: After adding value, our close — do you want help, or do you just want to keep going it alone?

Who is your sales role model?
Bill: Zig Ziglar, my former boss Baxter Stevens, and Billy Graham.

Robert: Two people at a two-week sales training in 1996 who gave me outstanding material that I studied for several years.

What’s one book that every salesperson should read?
Bill: Essentialism, by Greg McKeown, and The One Thing, by
Gary Keller.

Robert: How I Raised Myself from Failure to Success in Selling, by Frank Bettger.

What music is on your playlist right now?

Robert: “Dust Bowl” and “Slow Gin,” by Joe Bonamassa, “Damn Good” by David Lee Roth, “Pride and Joy,” by Stevie Ray Vaughan, “Dreams,” by the Allman Brothers Band

Bill: Very loud Reggae, the entire Marley family, Peter Tosh, Steel Pulse, and Travel Seeds.

 

CONTACT ROBERT MALLON AND BILL WATKINS

Website: www.RustyLionAcademy.com

Weekly Live Training: www.RustyLionAcademy.com/LiveTraining

Dec 26, 2016

Joining me on this episode of Accelerate! is my guest Carolyn Coradeschi, Sales Performance and Leadership Coach with Southwestern Consulting, author of The Rainmaker’s Quick Guide to Lasting Sales Success, and a 30-year front-line sales veteran. Among the many topics that Carolyn and I discuss are, her summer job that turned into a sales career, tips for implementing productive behaviors, how to build the mindset of success, and Carolyn’s best advice to sales professionals today.

 

 

KEY TAKEAWAYS

[:50] Carolyn sold academic books door-to-door in the summers for seven years.

[3:44] Seven years ago Carolyn started a company, Rainmaker Mindset, to coach reps to get past gatekeepers.

[6:17] Everybody’s busy, so get right to the point. Script your approach but make it sound natural. Learn how Carolyn closes with a gatekeeper.

[9:08] In what ways did the book, How to Become a Rainmaker, by Jeffrey Fox, inspire Carolyn to start her business, and write her book?

[9:44] What are some of the dynamics of a mindset of success?

[11:15] The three major factors that influence your ability to change your activities and habits. How do coaches help with this?

[13:40] Why does Carolyn make it a habit to sell everyday?

[18:14] How do you create a buying atmosphere?

[20:18] The single biggest challenge to sales professionals today.

[22:02] What is Carolyn’s one piece of advice for sales professionals today?

[23:32] Why organizations hire 3rd parties, like Carolyn, to coach their sales teams -- instead of using their front line sales managers./

MORE ABOUT CAROLYN CORADESCHI

What’s your most powerful sales attribute?
My sense of humor.

Who is your sales role model?
Zig Ziglar.

What’s one book that every salesperson should read?
The Compound Effect, by Darren Hardy.

What music is on your playlist right now?

Coldplay.

 

CONTACT CAROLYN CORADESCHI

Contact Carolyn: CCoradeschi@SouthwesternConsulting.com

Website: www.SouthwesternConsulting.com

Cell: 818-879-3651

Dec 24, 2016

My guest on this episode of Accelerate! is Dan McDade, Founder and CEO of PointClear and author of The Truth About Leads. Among the many topics Dan and I discuss are the importance of sales & marketing alignment in lead generation, effective strategies to improve sales & marketing collaboration, the differences between inside sales reps and outside sales executives and how to choose the right candidates for each role, and establishing good KPIs, such as the percentage of sales qualified leads an effective sales organization should expect to close.

 

KEY TAKEAWAYS

[2:46] Dan take a point from his book, The Truth About Leads, to discuss how marketing departments are spending too much for the leads the generate.

[4:59] Dan discusses The SiriusDecisions Demand Waterfall  and breaks down the difference between the marketing qualified lead, the sales accepted lead, and the sales qualified lead.

[7:13] Why companies need to have an independent team, composed of the CFO and executives outside of sales and marketing, to evaluate the causes of lead failure between marketing and sales.

[14:11] Dan talks about his 3 categories of salespeople, hunters, beaters and farmers, and explains which type of salesperson best succeeds as an inside sales reps.

[16:53] Dan asserts it is a mistake to train account executives by starting them as inside sales reps as each position requires an entirely different skill set.

[20:04] According to research from SiriusDecisions, sales reps close about 20% of the sales qualified leads at average companies, while those at best in class companies close about 30% of the sales qualified leads.

[24:08] Why companies need to adopt account-based marketing and the reasons why marketing automation doesn't work for everyone.

MORE ABOUT DAN MCDADE

What’s your most powerful sales attribute?
ROI.

Who is your sales role model?
The late Tom DiPrizio of Dun & Bradstreet.

What’s one book that every salesperson should read?
New Sales: Simplified: the Essential Handbook for Prospecting and New Business Development, by Mike Weinberg.

What music is on your playlist right now?

Jersey Boys.

 

CONTACT DAN MCDADE

Website: Pointclear.com

Book: The Truth About Leads, by Dan McDade

Email: dan.mcdade@pointclear.com

Dec 23, 2016

Welcome to another Front Line Friday with my special guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics: how to approach developing your sales plan for 2017 (for individuals and managers);  the ideal timeframe for sales planning; sales manager planning and how to convert your plan into action.

 

 

KEY TAKEAWAYS

[1:59] What sales managers and sales reps need to do to improve the value of their sales plans.

[3:10] What did Bridget propose when she consulted with a large company about their huge ‘planning exercise’?

[5:49] From the Board, CEO, and VP, yearly sales mandates roll downhill. How sales managers should plan to meet these mandates.

[6:30] How sales managers should break top down goals into actionable quarterly goals strategies.

[8:20] How to hold yourself, or your team, accountable to achieve specific outcomes.

[9:14] With a roadmap, when you take a detour, you can find your way back to the objective.

[12:01] What is the purpose of calculating a rep’s lead deficit?

[14:23] How to deal with morale issues when reps keep missing their numbers.

[17:51] If you don’t like the details of your goals, can you change the variables in some way, to meet the same goals?

[23:37] Why it can make sense to write quarterly plans instead of an annual sales plan.

[24:58] Why a sales plan that just sits on the shelf doesn’t help you to hit your numbers.

[25:55] Where and when does action take over from planning?

 

CONTACT BRIDGET GLEASON

Bridget is VP of Sales for Logz.io. Before that she was VP of Corporate Sales at SumoLogic. Her other recent experiences includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. She can be contacted at bridget@logz.io.

Dec 22, 2016

Joining me for the second time on Accelerate! is my guest Steven Rosen. Steven is the founder of Star Results, an author, speaker, trainer and expert on training sales managers. Among the many topics that Steven and I discuss are Steven’s rise from sales on the street, to a view from the C-suite; the conundrum of companies under-investing in the development of front line sales managers; various components of leader development and coaching; and what leaders can do, if they are not being developed by their company.

 

 

KEY TAKEAWAYS

[1:21] Steven began in door-to-door, and worked up to the executive suites of two Fortune 500 companies. He started Star Results in 2003 to help sales leaders crush their numbers.

[3:58] Ways that Steven pushes to transform managers.

[4:42] What is one of the biggest challenges facing most sales organizations?

[4:56] Steve publishes an annual report on sales management. He discusses the key components he measures.

[7:02] What percentage of sales organizations world-wide support ongoing training and development for their sales managers?

[9:38] Among companies that do invest in development for their sales managers, do they get the return they expect?

[14:10] What did Steven find, about the level of understanding of leadership development in sales organizations?

[16:14] Andy’s message to VP’s: Be concerned about leadership training and development. Sales numbers are met, or not, based on your ongoing investment in sales leaders.

[20:50] An easy answer is for sales leaders to tap into free online resources. Manager your own development.

[25:14] Why so few companies provide formal training for sales manager and the percentage of sales managers that fail in the first 18 months?

[27:27] The cost of coaching a new sales manager, vs. the cost of failure of a new sales manager, makes the decision easy.

[30:10] The bad reason that sales managers refuse to ask for help.

 

MORE ABOUT STEVEN ROSEN

Is it easier to teach a technical non-salesperson how to sell, or teach a salesperson how to sell a product or service?
It’s hard to learn how to sell, but you can learn the product knowledge, or the technical knowledge. There’s a strong art to selling, and you want the right personality.

If you could change one thing about your business self, what would it be?

To be better at sales.

What’s one non-business book every salesperson should read?
I only read business books!

 

CONTACT STEVEN ROSEN

Website: www.StarResults.com

Annual Report: www.StarResults.com/SalesManagerReport

LinkedIn: Steven Rosen

Dec 21, 2016

Joining me on this episode of Accelerate! is my guest Thom Singer. Thom is a sought-after speaker, host of the Cool Things Entrepreneurs Do podcast, and author of many books, including, The ABC’s series, and his Some Assembly Required series about networking. Among the many topics that Thom and I discuss are the keys to building relationships, insights from Thom’s writings, and networking tips that are also sales tips.

 

 

KEY TAKEAWAYS

[4:37] With social media, we may think, ‘a Like, a Link, a Share, and a Follow,’ are a substitute the hard work involved in building long-term, ongoing relationships. They are not.

[7:08] You have to show up and belong to something. Volunteering in industry groups is a smart way to network.

[8:51] Take an interest in everyone. You never know when a person you meet at an event can connect you to someone they know that is looking to hire a great salesperson.

[11:12] What are some of the simple steps in Thom’s “Ten Rules of Sales Success?”

[14:53] What is one sure way to be seen as the expert?

[16:03] What international organization do Thom and Andy both recommend highly?

[20:06] What does Thom describe as ‘magical’ and rare?

[23:20] Do you actually know the prospect’s desired outcome from their investment?

[24:10] What is the world’s best second discovery question?

[25:38] How are you unique? Do you add that quality to your value proposition, to distinguish yourself from a commodity?

[27:37] How do you find a prospect’s concerns and objections?

 

MORE ABOUT THOM SINGER

What’s your most powerful sales attribute?
I think it’s that I care that an event is great. I really, really care.

Who is your sales role model?
Tom Hopkins, and Harvey Mackay.

What’s one book that every salesperson should read?
The 7 Habits of Highly Effective People, by Dr. Stephen R. Covey.

What music is on your playlist right now?

The Beach Boys, and the soundtrack to Hamilton.

 

CONTACT THOM SINGER

Website: www.ThomSinger.com

Dec 20, 2016

Joining me for the second time on Accelerate! is my guest Matt Heinz. Matt is Founder and CEO of Heinz Marketing, and the author of Full Funnel Marketing: How to Embrace Revenue Responsibility & Increase Marketing’s Influence On Pipeline Growth & Closed Deals. Among the many topics that Matt and I discuss are how Full Funnel Marketing is a challenge to marketers; how to measure Marketing’s contribution to the pipeline; the challenges for integrating Marketing and Sales; and why so many sales reps have trouble selling the outcome vs their product.

 

 

KEY TAKEAWAYS

[:57] Matt, self-proclaimed B2B marketing geek, founded Heinz Marketing to help companies build and manage sales pipeline.

[2:07] His book, Full Funnel Marketing, challenges marketers to think beyond traditional metrics, and to put their activities in line with the numbers the organization cares most about.

[6:04] How can an organization measure Marketing’s contribution to pipeline?

[8:04] What is the importance of understanding the buying committee? What does the buying committee care about at the earliest stage of the buying journey?

[8:45] Why does Matt blur the line between Sales and Marketing?

[11:43] Andy and Matt consider the ideal coordination of Sales and Marketing within an organization.

[12:50] To integrate Marketing with Sales, there needs to be a common set of objectives, and a common set of definitions.

[18:15] What training and knowledge should an SDR have about the industry into which they sell?

[25:30] How much time do sales reps spend repurposing marketing content for their customer? How can this be fixed?

[31:47] What ratio shows sales productivity?

[33:01] What is the single biggest challenge facing sales reps today?

CONTACT MATT HEINZ

Contact Matt: Matt@HeinzMarketing.com

Website: www.HeinzMarketing.com

Twitter: @HeinzMarketing

Dec 19, 2016

Joining me on this episode of Accelerate! is Dan Englander, Founder of Sales Schema and the author of The B2B Sales Blueprint, and more recently, Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less. Among the many topics that Dan and I discuss are how to keep your customers engaged and involved beyond the initial sale, how to unify sales and customer success around common goals; and how to build on the customer experience to generate repeat business.

KEY TAKEAWAYS

[:54] On Dan’s first sales job, he was given training, he studied books, and he networked. However, he never had enough time both to sell and manage accounts. He started qualifying accounts by focusing on best targets for repeat business.

[3:35] Dan calls existing customers the most neglected element of the sales ‘food pyramid’, because salespeople get friendly with their customers, and stop selling to them.

[5:34] Andy explains why you must always be in discovery mode with an existing customer. There will always be another need or objective the customer has.

[7:06] Dan shares why sales management teams become siloed into order taking and project management, and don’t know how to look for new opportunities, or to recognize them if they find them.

[9:16] Unifying sales with account management means full communication and goal setting between the teams, in a process that continues beyond the sale.

[9:39] Dan recommends a planned debriefing to make sure the customer receives the best result from the product or service.

[15:17] Andy tells how he learned the importance of responsiveness when he was working in sales and account management in the same job.

[15:53] Dan counsels that an apology won’t do when something goes wrong. You should offer the customer options -- A, B, or C of how to make it right -- with your recommendation.

[17:24] Dan explains the Likelihood Legend: a benchmark of each prospect in the pipeline.

[26:30] Dan suggests the Take Home Guide: material with information about the deal, and tips to help the customer get the best results from it.

MORE ABOUT DAN ENGLANDER

What’s your most powerful sales attribute?
Helpfulness -- adding and context to the decision.

Who is your sales role model?
Neil Rackham, author of Spin Selling.

What’s one book that every salesperson should read?
The Signal and The Noise: Why so Many Predictions Fail -- But Some Don’t, by Nate Silver.

What music is on your playlist right now?

Early Funkadelic, Clutch, Link Wray, and Dick Dale.

CONTACT DAN ENGLANDER

Website: SalesSchema.com

Dec 17, 2016

Joining me on this episode of Accelerate! is my friend Alen Mayer. Alen is a sales thought leader, CEO of North American Sales Training, and author of Selling For Introverts. Among the many topics that Alen and I discuss are how he learned to ask the right questions to prospects, how your mindset influences your selling behavior and the buying behavior of prospects, whether most sales professionals actually identify the right concerns of prospects, and how buyers expect to be engaged by sales reps.

 

KEY TAKEAWAYS

[1:17] Alen started his career selling excavators in Europe. Learn how he learned to ask the right questions to avoid the hard sell.

[4:28] What is unique about the Iceberg Sales Model?

[7:48] What three beliefs influence the motivation of a sales professional?

[8:11] How do you uncover the state of mind, values, and personal buying criteria of your prospects?

[11:40] What do sales managers need to understand about their individual reps?

[13:24] Little changes below the surface make big changes above the surface.

[14:45] How can a manager help a sales team uncover their clients’ state of mind, values, and criteria?

[18:47] What kinds of questions uncover the emotions behind client statements?

[23:00] What mindset and tactics does a sales rep need?

[24:57] Beliefs can be challenged, and they will be defended, but they can be changed through personal engagement.

[29:15] Is it more productive to treat clients as types, or as individuals?

MORE ABOUT ALEN MAYER

Is it easier to teach a technical non-salesperson how to sell, or to teach a salesperson to sell a technical product?
I have taught sales skills to technical people. For the salespeople, I would rather that a salesperson have a technical person in the room, than to try to teach them the technology.

One non-business book every salesperson should read?

Think and Grow Rich, by Napoleon Hill.

CONTACT ALEN MAYER

Website: www.AlenMayer.com

Google: Iceberg Sales Model

Dec 16, 2016

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, employment-related questions people have asked Bridget, the sales team characteristics of companies in different stages of growth, whether personal growth or employment stability is more important to a sales professional, and how a manager should make the decision to terminate an underperforming rep.

 

KEY TAKEAWAYS

[1:24] Andy sets the topic: employment questions that sales reps and managers have asked Bridget.

[2:39] How does a rep, who is being recruited by other firms, know when it’s time to leave their current company?

[3:45] Questions to ask yourself when considering an opportunity to jump to a new job at another company.

[6:14] When will I look like a job hopper? Is there an appropriate length of time to stay at a position? How long is too long?

[10:26] Boards and CEOs tend to project company development through stages. What do CEOs want to know about a salesperson’s skill set, career history and goals?

[12:42] Bridget talks about different types of salespeople choosing to work at companies in different stages of a growth.

[14:38] When the corporate environment changes around you and loses its appeal, what do you do?

[16:35] If the opportunity to keep learning from people you respect goes away, do you look for a better place to learn and grow, or do you hang on?

[18:55] Reps tend to prioritize opportunities to learn and grow. Is an offer of more money a good substitute for growth? [20:55] Do people coming into the profession see sales as a great career path in itself, or as a stepping stone to something bigger? Is one view more appropriate?

[24:14] If you’ve crushed your quota, and there are days left in the month, is it time to take it easy?

[26:14] Should you put a salesperson on a performance improvement plan once you are certain that they’re not a good culture fit?

CONTACT BRIDGET GLEASON

Bridget is the VP of Sales at Logz.io. Prior to that her recent experience includes being VP of Corporate Sales for SumoLogic, VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. She can be contacted at bridget@logz.io.

Dec 15, 2016

Joining me on this episode of Accelerate! is my friend Jill Konrath. Jill is a speaker, sales expert, and author of multiple bestselling books, including Selling to Big Companies, Snap Selling, Agile Selling, and her latest book, More Sales, Less Time. Among the many topics that Jill and I discuss are how she came to focus on selling more in less time, what she learned from her research about concentration, focus and how to eliminate distraction that waste selling time, how to make the most of the limited hours available each, and how you can take the More Sales, Less Time Challenge.

 

KEY TAKEAWAYS

[2:19] After Jill wrote SNAP Selling, about selling to frazzled customers, readers asked her how to simplify their own lives. She had no idea how to help them, so she researched it.

[6:37] Research shows multitasking is an illusion. Learn what happens when you try to jump between two tasks and refocus your attention.

[8:20] How often the average sales person checks their cell phone each day. And how each interruption reduces productivity.

[8:40] To write More Sales, Less Time, Jill used herself as a test subject for the before and after metrics for each new strategy she tried.

[10:44] Jill shares how using your willpower impacts your ability to make decisions.

[14:20] Jill’s Time Master Manifesto sets rules to manage time, starting with getting seven-and-a-half hours of sleep nightly.

[17:28] How you should start each business day before turning on your computer and checking your email.

[20:12] Two books to assist salespeople in learning how to prioritize are Essentialism, and The One Thing.

[24:03] Challenge the status quo at all times, looking for a better way to achieve the end result.

[25:00] Jill shares the value of scheduling your activities into blocks of time. You are most productive while focusing on one activity.

MORE ABOUT JILL KONRATH

What’s your most powerful sales attribute?
The quality of my questions. They’re penetrating; they’re insightful; they make people think; and I get a lot of good information that I can then translate into what I share later.

Who is your sales role model?
Neil Rackham, when I started, but today it’s new territory, and I scan a lot of people, and pick and choose what I need.

What’s one book that every salesperson should read?
There are so many. It depends on what you’re selling, and what you need at a particular time.

What music is on your playlist right now?

Podcasts only, but when I write, the Focus@Will app.

CONTACT JILL KONRATH

Jill invites you to take the More Sales, Less Time Challenge!

To start, text to 44144, the message, Sales

Website: Jill Konrath

Dec 14, 2016

Joining me on this episode of Accelerate! is my guest Marylou Tyler. Marylou is the Founder and CEO of Strategic Pipeline, and coauthor of the classic sales book, Predictable Revenue, which she co-wrote with Aaron Ross. She is also the co-author of a brand new book, Predictable Prospecting: How to Radically Increase Your B2B Pipeline. Among the many topics that Marylou and I discuss are Marylou’s journey from engineer to revenue expert, developing your Ideal Prospect Persona, the Disqualification Engine, and her new methodology you can use to predictably reach new prospects.

 

KEY TAKEAWAYS

[3:17] How did Marylou learn the art of talking to a lead?

[7:06] What does Marylou mean by ‘immersion’ and ‘intraday calling’?

[7:21] How does Marylou find the right person to start a conversation with when calling a new prospect?

[8:55] Whether phone, email, text, or chat, you should use the communication channel that is most comfortable for you.

[15:17] When SDRs are more professional, what happens to the quality of the calls?

[15:26] How do you identify accounts with the highest velocity?

[18:58] Where should the ‘Disqualification Engine’ be?

[21:31] How does Marylou define the Ideal Prospect Persona?

[22:10] Which three stages of the pipeline involve the Ideal Prospect Persona?

[28:14] Sequences and cadences are new terms not found in Predictable Revenue, that are covered in the new book, Predictable Prospecting.

MORE ABOUT MARYLOU TYLER

What’s your most powerful sales attribute?
I’m pleasantly persistent.

Who is your sales role model?
Neil Rackham, author of Spin Selling.

What’s one book that every salesperson should read?
Getting to ‘Closed,’ by Stephan Schiffman.

What music is on your playlist right now?

Def Leppard, Cheap Trick, Heart, Joan Jett, and one AC/DC song.

CONTACT MARYLOU TYLER

Website: MarylouTyler.com

Predictable Prospecting

Twitter: @MarylouTyler

LinkedIn: Marylou Tyler

Dec 13, 2016

Joining me on this episode of Accelerate! are my guests Dave Stein and Steve Andersen, co-authors of a new book, Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World. Among the many topics that Dave, Steve, and I discuss are how to (not) control the sale, which activities support the sales process and create a higher probability of success, and what kind of sales behaviors do today’s buyers require from successful salespeople?

 

KEY TAKEAWAYS

[1:03] Dave and Steve tell of their varied backgrounds. Each started in music, but found a more sure path in enterprise.

[3:47] Who is Steve’s all-time favorite guitarist, and how did he influence Steve for change?

[7:44] Most sales reps focus on the window of a single sales opportunity. But if the salesperson waits until ‘there’s meat on the table,’ it’s almost always too late for that sale.

[8:28] What kinds of activities have a high probability of setting sales teams up for ongoing success in complex sales?

[10:38] Do customers want to be coerced and controlled? How do you move sales teams off this paradigm?

[13:33] What are some ways to collaborate with a customer, to engage the customer cooperatively, in discovery of need?

[17:09] What traits should you look for, as you hire for sales?

[21:15] What does Andy consider to be a great second question for every rep to ask -- and is it on-script?

[22:55] What matters most to customers?

[26:55] What is a ‘value chain’?

[28:00] What is the advantage of being the first vendor to have visioning discussions with a prospect?

 

MORE ABOUT DAVE STEIN AND STEVE ANDERSEN

Dave, what’s your most powerful sales attribute?
Wisdom and experience.

Steve, what’s your most powerful sales attribute?
Credibility, and being able to bring insights and actionable awareness to clients.

Dave, who is your sales role model?
Steve Andersen!

Steve, who is your sales role model?
Dave Stein. People buy Dave Stein because, not just of what he knows, but the person that he is.

Dave, what’s one book that every salesperson should read?
Power Base Selling: Secrets of an Ivy League Street Fighter,
by Jim Holden.

Steve, what’s one book that every salesperson should read?
Good to Great: Why Some Companies Make the Leap… And Others Don’t, by Jim Collins.

Dave, what music is on your playlist right now?

Freddie Hubbard, Maynard Ferguson, Wynton Marsalis, Roy Hargrove, Arturo Sandoval -- brash, screaming, passionate trumpet playing.

Steve, what music is on your playlist right now?

Jazz, The Blue Note Sessions, some really nice Carolina Beach Music: The Tams, The Showmen, Willy “Tea” Taylor, The Impressions.

CONTACT DAVE STEIN

Beyond The Sales Process

Website: DaveStein.biz

LinkedIn: Dave Stein

CONTACT STEVE ANDERSEN

Website: PerformanceMethods.com

LinkedIn: Steve Andersen

Dec 12, 2016

Joining me on this episode of Accelerate! is Brant Cooper. Brant is the New York Times bestselling author of The Lean Entrepreneur: How Visionaries Create Products, Innovate With New Ventures, and Disrupt Markets. Among the many topics that Brant and I discuss are how he came to write his book, how he joined the ‘Lean’ movement, some of his practices for helping organizations grow with their customers, and how your organization can grow ‘Lean.’

 

KEY TAKEAWAYS

[6:25] How you inspire organizations to break down silos.

[8:38] How to use the lean methodology to challenge the status quo of customer relationships.

[10:09] If you don't inspire your customer to change the status quo, someone else will, and you will lose the account.

[10:29] How to identify early adopters among customers.

[12:58] How evidence-informed decision-making drives ‘lean innovation.’

[15:53] The steps sales reps should take to understand their customers (from the customers’ point of view.)

[18:13] How do you flip the conversation on a sales call?

[23:33] What is a 'learning organization'?

[26:15] How you should use testing and data to drive your sales growth.

[31:07] Great advice about how growth is what occurs between bottlenecks.

MORE ABOUT BRANT COOPER

What’s your most powerful sales attribute?
Empathy.

Who is your sales role model?
My early boss, Janice Spampinato.

What’s one book that every salesperson should read?
The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses, by Eric Ries, also, The Black Swan: The Impact of the Highly Improbable, by Nicholas Taleb

What music is on your playlist right now?

Local Natives, Industrial Revelation, and Anders Osborne.

CONTACT BRANT COOPER

Contact Brant: Brant@BrantCooper.com

Website: movestheneedle.com

The Lean Entrepreneur: How Visionaries Create Products, Innovate With New Ventures, and Disrupt Markets, by Brant Cooper

@BrantCooper on various social media

Dec 10, 2016

Joining me on this episode of Accelerate! is my guest Edward Nevraumont. Edward is a speaker, author, and consultant with a long track record of success at companies like Procter & Gamble, McKinsey and Expedia. Among the many topics that Edward and I discuss are the battle between good enough and excellent (and why good enough is almost always better), practical tips to improve your sales with the information you already have in hand, and the value of responsiveness what you gain by making callbacks in seconds.

 
KEY TAKEAWAYS

[5:12] Edward came to Andy's attention by writing about marketing -- how it is being modified through Big Data.

[8:00] Which is better -- ‘good enough’ or ‘excellent’? What happens when we start to chase all the new, fancy things?

[13:42] What kind of jump in sales conversions can you expect from setting your callback time to seconds, instead of days?

[15:37] In Andy's performance pyramid, what basic behaviors need to be present before skills will produce the desired sales results?

[17:10] Only after you've run out of ‘good enough’ things to try, should you then try more complex and advanced things.

[18:37] How do satisficers and maximizers come into play in the buying experience?

[19:23] Why is it hard to be good enough?

[20:22] When planning an email, is mediocre, but personalized content better than good, non-personalized content?

[30:02] In complex sales, does the feedback cycle affect A/B testing? How can you shorten the feedback cycle?

[33:48] How can specialized sales roles help improve feedback?

MORE ABOUT EDWARD NEVRAUMONT

What’s your most powerful sales attribute?
Share, and give away, as much of my knowledge as possible.

What’s one book that every salesperson should read?
Everything is Obvious*: *Once You Know the Answer, by Duncan J. Watts

How Brands Grow: What Marketers Don't Know, by Byron Sharp

What music is on your playlist right now?

Music from Hamilton, the musical

CONTACT EDWARD NEVRAUMONT

Website: Begoodenough.com

Website: Marketingiseasy.com

Dec 9, 2016

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, two books on absolute value and the impact of Big Data. We talk about the impacts of Big Data on society at large, the question of whether Big Data helps us or hurts our sales efforts, and new research about absolute value and how the buying experience takes shape before a sales professional enters the conversation. Join Bridget and me for this episode of Accelerate! to learn our thoughts on the future of the buying experience in the face of Big Data.

 

KEY TAKEAWAYS

[2:28] This episode’s topic -- two books Andy read recently. Book #1 is Absolute Value: What Really Influences Customers in the Age of (Nearly) Perfect Information, by Itamar Simonson and Emanuel Rosen.

[4:00] The explosion of information has had definite effects on buyers and the buying decision, but the effects are different, and have happened more quickly, than what was predicted.

[4:08] The Paradox of Choice: Why More is Less, by Barry Schwartz presented the thesis that the sudden availability of mass information actually makes it harder to choose. Why new research shows this probably isn’t true.

[4:35] Why sellers need to understand what ‘absolute value’ means to a buyer.

[6:34] Buyers are not overwhelmed by data and don’t take forever to sift through all the data, to find the optimum solution.

[7:19] Sellers needs to find where they fit into the equation to help the buyer make a decision.

[9:20] Buyers engage in the process personally, long before they engage with sellers, in almost all cases.

[12:35] An aware sales team knows that if a contact finds them first, there is urgency; the contact goes to the top of the list.

[15:10] Book #2 is Weapons of Math Destruction: How Big Data Increases Inequality and Threatens Democracy, by Cathy O’Neil, written after the crash, and presenting the shortcomings of an algorithm-driven world.

[16:54] The impact of the algorithms that drive Big Data, which typically are fed by human assumptions, which can be biased and inaccurate.

[18:00] How unthinkingly applying algorithms to sales processes can negatively impact productivity.

CONTACT BRIDGET GLEASON

Bridget is the VP of Sales at Logz.io. Prior to that her recent experience includes being VP of Corporate Sales for SumoLogic, VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. She can be contacted at bridget@logz.io.

Dec 8, 2016

Joining me on this episode of Accelerate! are my guests Anneke Seley and Britton Manasco, coauthors of the new book, Next Era Selling: 5 Strategies to Make Your Business Unstoppable. Anneke is the CEO and Founder of Reality Works Group, and coauthor of a previous book, Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology. Britton is the CEO and Founder of Visible Impact. Among the many topics that Anneke, Britton, and I discuss are how they came to write their book, the external trends that are forcing sales organizations to change, what established companies can learn from agile startups, and the new melding of inside and field sales teams.

 
KEY TAKEAWAYS

[1:10] Anneke was an early employee at Oracle, where she saw that the company rewarded coders and salespeople. She learned to sell, started the inside sales organization, and wrote Sales 2.0 about her experiences.

[2:21] Britton started as a business journalist, then moved to Peppers & Rogers Group. He shifted into marketing consulting, and then he launched a firm to elevate companies as thought leaders and trust authorities. He watched trends in selling.

[8:15] How fast-growth VC-backed companies have grabbed the idea of selling digitally, socially, and virtually, with energy.

[10:36] Why networked and remote sales are increasing, while face-to-face meetings are decreasing. And what it means for you.

[13:02] Field sales is looking more like inside sales. They don’t go on site, and they use the technology of inside sales.

[14:22] How sales teams need to shift the ways they sell in response to changes in how buyers buy.

[16:42] Inside sales has been elevated from a tactical function of generating leads for the field, to a strategic, C-level initiative.

[20:45] How companies like Oracle are breaking the ceilings for inside sales, for account size and volume.

[33:55] Why building a virtual relationship is more difficult than building a face-to-face relationship, but is just as important.

[37:00] The bigger the account is, the less predictable it is. To be effective with large accounts, your sales team should have both transactional and key account based experience.

MORE ABOUT ANNEKE SELEY AND
BRITTON MANASCO

Anneke, what’s your most powerful sales attribute?
Curiosity.

Britton, what’s your most powerful sales attribute?
Good communication.

Anneke, who is your sales role model?
Steve Jobs.

Britton, who is your sales role model?
Marc Benioff.

Anneke, what’s one book that every salesperson should read?
Originals: How Non-Conformists Move the World, by Adam Grant.

Britton, what’s one book that every salesperson should read?
To Sell Is Human: The Surprising Truth About Moving Others, by Daniel H. Pink.

Anneke, what music is on your playlist right now?

Whatever Britton tells me.

Britton, what music is on your playlist right now?

My son’s band, The Wayfarers’ Club, soon to appear on Spotify.

CONTACT ANNEKE SELEY

Contact Anneke: ASeley@RealityWorksGroup.com

Website: RealityWorksGroup.com

Twitter: @AnnekeSeley

LinkedIn: Anneke Seley

CONTACT BRITTON MANASCO

Twitter: @BrittonManasco

Website: NextEraSelling.com

Website: VisibleImpact.com

Dec 7, 2016

Joining me on Accelerate! once again is Tim Hughes, UK-based Founder and Partner of Digital Leadership Associates, a social digital transformation agency. He is one of the leading experts on social selling, and author of a great new book, Social Selling: Techniques to Influence Buyers and Changemakers. Among the many topics that Tim and I discuss are Tim’s journey from salesperson to sales expert and author, how social selling is becoming mainstreamed, how the traditional sales methods are being replaced, and why most sales reps are still not taking advantage of the opportunities presented by social selling.

 
KEY TAKEAWAYS

[2:45] Ok, you’ve got a Twitter profile; You’re set up on LinkedIn -- what do you need to do now?

[3:42] Why too many reps think that just putting their profile on LinkedIn is “social selling.”

[6:28] Social Selling Index scores don’t pay the rent, but your LinkedIn and social profiles provide ways for people to find you, and are sources for inbound contacts.

[7:36] Tim shares strategies for taking traditional sales methods and applying them online.

[11:01] Sales reps need to understand the relationship funnel and how to use it to move prospects into the sales funnel

[11:50] What happens when you ask prospects if you can connect with them on LinkedIn.

[18:18] What is the impact on sellers and prospects from technology changing society from a very hierarchical structure to a very flat one.

[23:36] Sales cycles are shorter, but buying cycles are longer. The buyer is researching long before talking to the rep.

[26:20] Does your content actually educate? How to interweave your unique selling points and value proposition into it.

[30:06] The customer is now in charge of the buying process. The shift in power has taken place.

MORE ABOUT TIM HUGHES

What’s the single biggest challenge facing salespeople today?
Management that does not support them in social.

What solution do you suggest?
In the book, it tells how to pitch the benefits of social selling to management and others within the organization.

What’s one behavior sales reps need to master, that would make a huge difference?
Early on, I learned to shut up, and then to ask ‘stupid questions,’ that helped me understand the customer.

CONTACT TIM HUGHES

Twitter: Timothy Hughes

LinkedIn: Timothy Hughes

Social Selling: Techniques to Influence Buyers and Changemakers, by Timothy Hughes

Dec 6, 2016

Joining me on this episode of Accelerate! is Cian McLoughlin. Cian is Founder and CEO of Trinity Perspectives, a sales consultancy based in Sydney, Australia, and author of the new bestselling book, The Rebirth of the Salesman. Among the many topics that Cian and I discuss are the value of detailed Win/Loss Reviews, the surprising things that influence customers in their decisions to buy or not, and why ‘tier two’ salespeople are not your best choice for account management and customer success roles.

 

KEY TAKEAWAYS

[3:00] The reasons we actually win a deal are often very, very different from the reasons we think we won the deal. Too often were influenced by our own impressions and biases instead of the facts.

[3:55] Why inaccurate assumptions about why the customer bought negatively impact your win rates.

[4:39] The smallest of items, things salespeople usually overlook, often have the strongest influence on the customer. If you’ve done a decent job, the customer is happy to tell you what you did right.

[6:00] Your response to a prospect’s tender (RFP) is something that can earn you high esteem, or a very low rating, depending on how specific and responsive your proposal is.

[10:24] Why the most critical sales behavior for a salesperson is to be responsive.

[11:30] How to perform an effective deal review (win or lose.)

[13:06] Why your most important sales call is the first call you make after customers sign the deal.

[14:42] How a  hybrid sales role allows you to have your best people make net new sales, manage accounts, and create long-term relationships, providing continuity to customers.

[16:01] How sales needs to reset their mindset to meet the customer’s needs and expectations.

[17:13] Rebirth of the Salesman took a surprising turn in the writing, and ended up being a book about why customers make the decisions they make.

[20:04] Rather than planning to land and expand, plan to fit in and stand out. This requires your best people on the hand-off.

MORE ABOUT CIAN MCLOUGHLIN

What’s your most powerful sales attribute?
Empathy and EQ.

Who is your sales role model?
A personal associate, who was very disciplined and a good relationship builder.

What’s one book that every salesperson should read?
To Sell is Human, by Daniel Pink.

What music is on your playlist right now?

U2, Simon & Garfunkel.

 

CONTACT CIAN MCLOUGHLIN

Rebirth of the Salesman: The World of Sales is Evolving. Are You?, by Cian McLoughlin

Website: Trinity Perspectives

Twitter: @TrinityPerspect

LinkedIn: Cian McLoughlin

Dec 5, 2016

Joining me on this episode of Accelerate! is Will Barron. Will is the UK-based host of the Salesman.red podcast. Among the many topics that Will and I discuss are how Will’s background in chemistry and medical device sales led to starting his podcast, how sales professionals would benefit by podcasting and how to build trust into the customer relationship.

 

KEY TAKEAWAYS

[0:55] Will talks about his degree in chemistry and his sales experience -- first in chemicals, and then in medical devices.

[6:05] A podcast gives, first, a platform to reach your prospects, and second, an effect of expertise by osmosis, as you interview authentic leaders.

[9:49] You want to drive prospects to your LinkedIn page. That’s where you differentiate yourself from your competition with your brand, and with original and repurposed content.

[12:26] Why it’s jumping the gun to teach sales skills to people who lack underlying foundational behaviors and good habits that would support the skills.

[14:52] There’s a presumption that people come to the job with basic behaviors and habits. But even seasoned salespeople can benefit from a reminder of the basics.

[19:10] Why you need prospects to tell you something about themselves, before you talk about your products and services.

[19:56] What are the psychological needs that a sales career satisfies for certain individuals?

[22:02] In some sales environments the salespeople really feel, every single month, that if they don’t hit their numbers, they’re going to be fired.

[25:10] What are the portable habits and skills you need to grow a successful sales career.

[28:49] Why you can’t expect your customers move with you as you move to a new sales role at a different company.

 

MORE ABOUT WILL BARRON

What’s your most powerful sales attribute?
Using the power of podcasts, and adding value by making it seamless.

Who is your sales role model?
Gary Vaynerchuk, for empathy; Grant Cardone for hustle.

What’s one book that every salesperson should read?
Awake the Giant Within, by Tony Robbins.

What music is on your playlist right now?

Classic rock, dubstep, electronic dance, and “Like a Prayer,” covered by Rufio.

 

CONTACT WILL BARRON

Salesman Podcast on iTunes

Website: Salesman.Red

Dec 3, 2016

Joining me on this episode of Accelerate! is John Smibert, Co-founder and CEO of Strategic Selling Group. Among the many topics that John and I discuss are the importance of building your personal brand -- your unique promise of value; how you as a salesperson can become a domain expert; and why every salesperson should publish on social media.

 

 

KEY TAKEAWAYS

[2:32] Executives need to understand that empowering their people -- with training -- to build their personal brands, aligned with the organization brand, is the natural thing to do.

[4:14] Companies should provide employees with social media guidelines, and not try to stop them.

[10:23] Perhaps 95% of salespeople put generic profiles on LinkedIn, with no unique promise of value to their customers.

[13:00] Why customers are not attracted to the ‘heroic’ stereotypes that many managers want in sales reps.

[17:02] If you’re new to a company, how do you establish your unique promise of value to your customers?

[21:10] Is Generation X inherently better than Millennials at building a personal brand?

[25:53] Why every salesperson should publish, whether on LinkedIn, or a blog.

[28:45] Why companies need to embrace personal branding of sales reps.

 

CONTACT JOHN SMIBERT

LinkedIn: John Smibert

Website: StrategicSellingGroup

1 2 3 4 5 6 7 Next » 12