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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: June, 2016
Jun 30, 2016

Bestselling author of Selling Your Story in 60 Seconds, Michael Hauge, is a story and script consultant, author, lecturer, and coach who works with writers, producers, directors and prominent stars to sell their ideas in the cut-throat competitive world of Hollywood. In today’s episode, Michael shares how sales reps can use emotion as the best tool to create the compelling first impressions that capture a prospect’s attention. Among the topics we discuss are:

  • How to quickly establish rapport with potential buyers.
  • How to engage a potential buyer’s emotions using a story.
  • The key steps to structuring a compelling story that sells
  • How to use a story that motivates the prospect to take the next action.

 

CONTACT MICHAEL HAUGE

www.storymastery.com

Jun 29, 2016

Drew McLellan is the owner of Agency Management Institute, co-founder and CEO of McLellan Marketing Group, author, speaker, and a widely read blogger for small businesses and entrepreneurs. In today’s episode, Drew tells us what sales reps can do to differentiate themselves in competitive markets and how to connect and engage in a meaningful way with potential buyers. Among the topics we discuss are:

  • The five rules of writing a killer sales letter that commands the buyer’s attention.
  • How sales and marketing can collaborate to present a consistent value message to buyers throughout the funnel.
  • How to add value to every communication with a prospect.

 

LEARN MORE ABOUT DREW MCLELLAN

What’s your most powerful sales asset?

I ask the questions prospects have never been asked before.

Name one app or tool you use for managing your sales today that you can’t live without.

The weekly meeting

Who is your sales role model?

Walt Disney

What’s one book that every salesperson should read?

Becoming a Category of One: How Extraordinary Companies Transcend Commodity and Defy Comparison by Joe Calloway

What music is on your playlist?

I like an array of music: Big Band, Black Eyed Peas, and Country.

What’s the first sales activity you do every day?

I take a minute to be grateful for what I have.

 

CONTACT DREW MCLELLAN

www.drewsmarketingminute.com

Email: drew@mclellanmarketing.com

Drew McLellan on Twitter

Drew McLellan on Facebook

Drew McLellan on LinkedIn

Jun 28, 2016

Art Sobczak is the founder of Business by Phone Inc. and bestselling author of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling. In today’s episode, Art and I talk about cold calling.  And, what every seller can do to master it. Among the topics we discuss are:

● How to close deals by making fewer, yet more informed calls.

● How to get a WIN on every call.

● How to leave a proper voicemail for your prospect.

● How to use a sales script more efficiently.

 

LEARN MORE ABOUT ART SOBCZAK

What’s your most powerful sales asset?

I am inquisitive.

Who is your sales role model?

I don’t have just one sales role model, I have a combination of many.

What’s one book that every salesperson should read?

Influence: The Psychology of Persuasion by Robert Cialdini, Ph.D.

What music is on your playlist?

I like Classic Rock: Rolling Stones, Doobie Brothers, and Led Zeppelin. However, if I want to listen to lyrics, I listen to Country.

What’s the first sales activity you do every day?

I get online and check my email. I never go a day without staying up to date with the most recent sales material.

 

CONTACT ART SOBCZAK

www.smartcalling.com

Jun 27, 2016

Jason Swenk is a self-proclaimed defender of truth, justice, and effective business practices. Jason helps small business owners develop the right systems to create winning proposals that drive the growth of their businesses. In today’s episode, Jason shares his key steps to writing a winning proposal. Among the topic we discuss are:

● Eight steps to writing an exceptional proposal.

● The difference between a cover letter and an executive summary.

● The common mistakes most people make when writing a proposal.

● Why you need to stop emailing proposals and present them instead.

● How to increase the closing percentage of your proposals.

 

LEARN MORE ABOUT JASON SWENK

What’s your most powerful sales asset?

The customer is the star, by asking questions, I change the focus from me to them.

Who is your sales role model?

I would say Steve Jobs for his business acumen and Tony Robbins for his personal attributes.

What’s one book that every salesperson should read?

Winning Ugly: Mental Warfare in Tennis--Lessons from a Master by Brad Gilbert and Steve Jamison

 

CONTACT JASON SWENK

www.jasonswenk.com

Jun 24, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I share interesting stories from our sales careers and the lessons we have learned along the way. Among the topics we discuss are:

  • Why an in-depth understanding of your customers is essential to a successful sales career.
  • Why integrity is always the best sales strategy.
  • The most dangerous sales moments. And, what to do when you encounter them.
  • The diversity of experiences and lessons you learn from customers is what makes sales a fun and interesting career.

 

MORE ABOUT BRIDGET GLEASON

My first job in sales?

Selling and networking products and desktop computers for Xerox.

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

Music that psyches me up before an important sales call?

I tend to go quiet, and focus and role play the call instead of listening to music.

 

CONTACT 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.

 

Contact Bridget:

Website: www.sumologic.com

Jun 23, 2016

John Livesay, is known as the ‘Pitch Whisperer,’ and he is the author of The 7 Most Powerful Selling Secrets. He shows startup companies the keys to becoming irresistible to potential investors. In today’s episode, John discusses his 5 C’s of investor presentations. Be sure to listen to learn the important differences between a sales presentation and an investor presentation. And, why passion and empathy are the keys to connecting with your audience.

 

LEARN MORE ABOUT JOHN LIVESAY

What’s your most powerful sales asset?

Confidence

Name one app or tool you use for managing your sales today that you can’t live without.

Infusionsoft

Who is your sales role model?

Tim Sanders

What’s one book that every salesperson should read?

How to Be a Power Connector: The 5+50+100 Rule for Turning Your Business Network into Profits by Judy Robinett

What music is on your playlist?

Adele

What’s the first sales activity you do every day?

The night before, I make sure I’m clear on the first five things I need to do the next morning.

What’s one question you get asked most by entrepreneurs trying to get funded?

Can you introduce me to investors?

 

CONTACT JOHN LIVESAY

www.johnlivesay.com

 

Text the word Funding to 66866 to find out, from John himself, which 3 mistakes to avoid when pitching to investors.

Jun 22, 2016

Drew Neisser is founder and CEO of Renegade, the NYC-based marketing and social media agency that helps B2B and B2C clients cut through all the nonsense to deliver genuine business growth, and author of The CMO’s Periodic Table: A Renegade Guide to Marketing. In this episode, Drew discusses Marketing as Service and how to change the focus of your customer communications, in both marketing and sales, from being a message pusher to a value provider.

 

LEARN MORE ABOUT DREW NEISSER

What's your most powerful sales asset?

Asking myself, “What problem does the customer want to solve?”

Who’s your sales role model?

Daniel Lubetzky

What’s one book that every salesperson should read?

The Presentation Secrets of Steve Jobs: How to Be Insanely Great in Front of Any Audience by Carmine Gallo

What music is on your playlist right now?

I have a huge playlist, including The Rolling Stones, Yes, Toto, etc.

 

CONTACT DREW NEISSER

www.thedrewblog.com

Renegade

The CMO’s Periodic Table

 

SPONSORS

ConnectAndSell:

Companies using ConnectAndSell grow their revenue faster by enabling their sales reps to have more sales conversations in 90 minutes than they normally have in a week. Click on this link to get started at ConnectAndSell.com.

 

LiveHive:

LiveHive is a unified Sales Acceleration Platform that delivers buyer-side analytics to empower sales teams with intelligent prospect outreach and sales managers with better visibility into team behavior, processes, and deals. To Learn More Click Here.

 

FREE RESOURCES

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales. Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

 

ABOUT ANDY

Andy Paul is author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions and Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales. A sought-after speaker and business coach, Andy conducts workshops, coaches and consults with CEOs and sales teams to teach them how to maximize the value and power of their selling to rapidly increase their sales.

Jun 21, 2016

John Spence is a strategist, consultant, speaker, and author of five books including Awesomely Simple and Letters to a C.E.O. He is recognized as one of the Top 100 Business Thought Leaders in America and one of the Top 500 Leadership Development Experts in the World. In today’s episode, John and I discuss why every sales professional must make a commitment to continuous self-education. Among the topics we discuss are:

  • Why companies hold back from investing in continuous learning for their sales and marketing reps.
  • How to invest in yourself to improve your skills while providing additional value.
  • Simple steps everyone can take to commit to lifelong learning.
  • Essential qualities employers should look for during the hiring process.
  • The books you should read to create your personal competitive advantage.

 

LEARN MORE ABOUT JOHN SPENCE

What's your most powerful sales asset?

Asking great questions and listening.

Name the one tool you use for managing your own sales that you can’t live without.

Evernote

Who’s your sales role model?

Neil Rackham and Mahan Khalsa

What’s one book that every salesperson should read?

Let’s Get Real or Let’s Not Play by Mahan Khalsa and Randy Illig,

SPIN Selling by Neil Rackham, Crossing the Chasm by Geoffrey Moore, and Selling the Invisible by Harry Beckwith.

What music is on your playlist right now?

Vivaldi - John listens to Classical Music while he is reading.

What’s the first sales activity you do every day?

John figures out how to add value to his clients on a daily basis.

What’s the one question you get asked most by salespeople?

How can I get in to see the top level people?

 

CONTACT JOHN SPENCE

Website: John Spence

Jun 20, 2016

Lynn Hidy, the founder of UpYourTeleSales.com, is an expert at creating profitable inside sales teams. In today’s episode, Lynn and I discuss how companies can use insides sales to grow revenues in competitive markets. Among the topics we discuss are:

  • How to build a motivated and enthusiastic inside sales team.
  • The impact that your verbal “body language” has on buyers.
  • How to accurately track of your selling time.
  • Measuring the activities that move you forward in your prospects’ buying process.
  • How to create an effective sales script.

  

LEARN MORE ABOUT LYNN HIDY

What's your most powerful sales asset?

Enthusiasm

Who’s your sales role model?

Kendra Lee at KLA Group for Prospecting.

What’s one book that every salesperson should read?

Steal Like an Artist: 10 Things Nobody Told You About Being Creative by Austin Kleon

What music is on your playlist right now?

Ramones

What’s the one question you get asked most by salespeople?

How can I make more money and work less?

 

CONTACT LYNN HIDY

UpYourTeleSales.com

Lynn Hidy on’s LinkedIn

(Make sure you message Lynn and tell her you heard her on my podcast).

Jun 19, 2016
This is a special episode of Accelerate! about Microsoft’s proposed acquisition of LinkedIn. Last week Microsoft announced that it had reached an agreement to acquire LinkedIn for $26.2 billion. What are the implications of this for the sales reps and sales teams that increasingly rely on LinkedIn to connect and engage with decision makers and influencers? 
 
I asked three leading experts on LinkedIn to share their perspectives about what this proposed acquisition will mean for sales reps and sales leaders. 
 
First up is Kurt Shaver, founder of The Sales Foundry, a leading trainer that helps companies use LinkedIn to grow their sales. (Kurt was previously on Accelerate in Episode #94 titled How To Successfully Integrate Social Selling Into Your Sales Process.)
 
After Kurt, I’ll be talking with Miles Austin. Miles is the Founder and CEO of Fill the Funnel. In addition to being a highly regarded blogger, speaker, and trainer, Miles is one of the leading authorities on sales tools that can help you grow your sales. (Miles has previously been on Accelerate. Twice. Check out Episode #5 and Episode #20 for great information about the latest sales tools and technologies
 
Finally, I’ll be talking with Viveka Von Rosen, the founder of LinkedIn to Business, a renowned LinkedIn and social selling expert and author of the best-selling classic “LinkedIn Marketing: An Hour a Day.” She's also the author of the upcoming book "101 Ways to Rock Your Personal Brand on LinkedIn." (coming this summer!) Be sure to check out my previous conversation with Viveka in Episode #153 titled Best Practices To Accelerate The Growth Of Your Sales Using LinkedIn.
Jun 17, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I talk about how paying attention to the details matters for sales success. Among the topics we discuss are:

  • How we present ourselves is a fundamental component of personal branding.
  • Writing grammatically correct is not only an important aspect externally, but just as important internally.
  • How body and verbal language will impact your sales.
  • Rank doesn’t matter; everybody in the company always needs to exude the business’s brand.
  • Why people make emotional decisions.

 

Special announcement for Accelerate listeners! Bridget and I will conduct a show to answer your questions in regards to sales challenges, sales manager issues, or sales situations. Please email me at andy@zerotimesselling.com, with your name, title, a short description of your situation and question. On an upcoming episode, we will use our collective wisdom of sales to help you solve your issues.

 

 

MORE ABOUT BRIDGET GLEASON

My first job in sales?

Selling and networking products and desktop computers for Xerox.

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

Music that psyches me up before an important sales call?

I tend to go quiet and focus and role play the call instead of listening to music.

 

CONTACT 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.

 

Contact Bridget:

Website: http://www.sumologic.com/

Jun 16, 2016

Matthew Bellows is the founder and CEO of Yesware, a sales automation tool which tracks open and reply rates, links clicked, opened attachments, and presentation page views. He was the Vice President of Sales at Vivox and served as a General Manager for Floodgate, which was acquired by Zynga. In today’s episode, Matthew discusses how to help the end user salesperson be more successful, getting access to their stream of data, and creating more and more benefits to growing businesses top-line. Among the topics we discuss are:

 

  • What is email analytics?
  • How is the customer engaging with your sales efforts?
  • Who is replying and responding to your emails?
  • Are you keeping track of your open and reply rates?
  • What should the word “No” really mean?
  • How is the marketplace evolving?

 

LEARN MORE ABOUT MATTHEW BELLOWS

What's your most powerful sales asset?

Authenticity

Who’s your sales role model?

Andy Grove

What’s one book that every salesperson should read?

Turning Your Mind into an Ally by Sakyong Mipham

What music is on your playlist right now?

The Decembrists

What’s the one question you get asked most by salespeople?

Can I have more leads?

 

CONTACT MATTHEW BELLOWS

Yesware

Matthew Bellow’s Email

Jun 15, 2016

Peter Strohkorb is an international business speaker, mentor, coach and author of a new book called The OneTEAM Method: How Sales + Marketing Collaboration boosts big business. He is the CEO of Peter Strohkorb Consulting International and creator of the OneTEAM Method for superior Sales and Marketing alignment and collaboration. In today’s episode, Peter shares the importance of sales and marketing collaborating together to ensure they get the sale and make their customer happy. Among these topics we discuss are:

 

  • What is the definition of sales productivity?
  • How can we get more out of Marketing to help achieve sales more efficiently while keeping the customer happy?
  • How is productivity measured?
  • What are the challenges that Marketing can help with?
  • Who’s the driver to facilitate the collaboration?

 

LEARN MORE ABOUT PETER STROHKORB

What's your most powerful sales asset?

Peter likes to create an environment where there is no pressure by striking an upfront contract: “Tell me the truth and I won’t pressure you.”

Who’s your sales role model?

Neil Rackham

What’s one book that every salesperson should read?

The Challenger Sale: Taking Control of the Customer Conversation by Mathew Dixon and Brent Adamson

What music is on your playlist right now?

Kiss and ZZ Top

What’s the one question you get asked most frequently by salespeople?

How can I hit my targets?

 

CONTACT PETER STROHKORB

Peter Strohkorb Website

Jun 14, 2016

Ardath Albee is the best-selling author of eMarketing Strategies for the Complex Sales and Digital Relevance, president of her consulting firm, Marketing Interactions, and member of the Romance Writers of America. When not working, Ardath puts her Australian Shepherd, Bella, through agility routines. In today’s installment, Ardath discusses marketing and sales alignment, starting the conversation with prospects, and why random acts of content marketing do not prevail. Among the topics we discuss are:

  • The most important part of content marketing is engaging the potential buyer in a conversation.
  • What’s the storyline in the buying process?
  • Conversations are a series of questions and answers.
  • Why there is disconnect between marketing and sales.
  • How many people are involved in a typical buying committee?
  • Don’t approach your channels as one-offs, they should be connected stories.

 

LEARN MORE ABOUT ARDATH ALBEE

What's your most powerful sales asset?

Ardath is bold and challenges people to solve a bigger problem which they might not have realized exists.

Who’s your sales role model?

Jill Konrath

What’s one book that every salesperson should read?

Agile Selling: Get Up to Speed Quickly in Today’s Ever-Changing Sales World by Jill Konrath

What music is on your playlist right now?

Adele

What’s the first sales activity you do every day?

Check out Twitter and LinkedIn

 

CONTACT ARDATH ALBEE

Marketing Interactions

Ardath Albee Twitter

Jun 13, 2016

Steve Rodgers, consultant, speaker and author of From Lead to Gold: An entrepreneur’s guide through transition, transformation, and evolution. He was the CEO/President of San Diego’s Real Living Lifestyles Real Estate and President and CEO of Prudential California Realty. In today’s episode, I talk with Steve about the 3 phases: transition, transform and evolve in life and business. Tune in to hear how to change your lifestyle from being money-centric to purpose-centric.

 

 

Bullet Points

  • What is the premise behind From Lead to Gold?
  • Why is it hard for growing companies to maintain their culture and vibe?
  • How do you move from a mindset of money-centric to purpose-centric?
  • What are the signs entrepreneurs need to worry about in regards to burnout?
  • Learn about the three phases: transition, transform, and evolve.

 

LEARN MORE ABOUT STEVE RODGERS

What's your most powerful sales asset?

Authentic

Who’s your sales role model?

Brian Tracy

Name one book that every sales person should read.

Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff

What’s your favorite music to get you pumped up?

James Taylor, Pink, Fleetwood Mac, and Rihanna

What’s the first sales activity you do every day?

Meditate

What’s the most frequently asked question you get asked by salespeople?

How do I break through lagging profit and get to the next level of sales?

What’s one tool you use for you now sales management that you can’t live without?

iPhone

 

CONTACT STEVE RODGERS

Alchemy Advisors Website

Jun 10, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I talk about what sales reps, and managers, can do to maintain high levels of personal motivation. Among the topics we discuss are:

  • The importance of fully understanding your role.
  • How to stay motivated throughout the entire sales process.
  • What other elements of your life can you draw on to bring your energy back to the workplace?
  • What are healthy internal motivators sales professionals can draw on?
  • How meditation and mindfulness can help you maintain your focus and your drive.

 

Special announcement for Accelerate listeners! Bridget and I will conduct a show to answer your questions in regards to sales challenges, sales manager issues, or sales situations. Please email me at andy@zerotimesselling.com with your name, title, the short description of your situation and question. On an upcoming episode, we will use our collective wisdom of sales to help you solve your issues.

 

MORE ABOUT BRIDGET GLEASON

My first job in sales?

Selling and networking products and desktop computers for Xerox.

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

Music that psyches me up before an important sales call?

I tend to go quiet and focus and role play the call instead of listening to music.

 

CONTACT 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.

 

Contact Bridget:

Website: http://www.sumologic.com/

Jun 9, 2016

Dave Blake is the founder and CEO of ClientSuccess, a platform that helps Customer Success team proactively manage, retain and grow their existing customer base. In this episode, Dave talks about retaining customers, opening doors to up-selling, and minimizing the churn among subscribers focused on helping Customer Success Teams achieve their mission. Among the topics we discuss are:

  • The important differences between Client Success and Customer Support
  • The best practices of Customer Success Teams.
  • The role of the Customer Success Manager in customer retention and minimizing churn.
  • How to identify and hire strong Customer Success Managers.
  • Managing the hand-off between Account Execs and Customer Success Managers.

 

LEARN MORE ABOUT DAVE BLAKE

What's your most powerful sales asset?

Building genuine relationships.

Who’s your sales role model?

Chris Harrington: President of Domo.

What’s one book that every Customer Success Manager should read?

Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek

What music is on your playlist right now?

Dave listens to all types of music ranging from boy bands, thanks to his five daughters, to Tabernacle Choir.

What’s the first sales activity you do every day?

Dave focuses on deepening his relationships every day with customers and prospects.

 

CONTACT DAVE BLAKE

ClientSuccess Website

dave@clientsuccess.com

Jun 8, 2016

John Smibert, is the co-founder and CEO of Australia-based Strategic Selling Group. John is on a mission to elevate the professionalism of sales. Tune into this episode to hear John talk about how the potential risk of too much automation in sales and to learn an efficient approach sales managers should use to train their team. Among the many topics we discuss are:

  • Is modern B2B selling becoming too automated?
  • How sellers should focus on maximizing the human touch in their sales.
  • How much time a company should invest in sales training.
  • A new, more effective approach to training sales reps.

 

LEARN MORE ABOUT JOHN SMIBERT

What's your most powerful sales asset?

Discovery

Who’s your sales role model?

Everyone needs to find a mentor or coach., John’s coach, John Hoag changed his life.

Name one book that every sales person should read.

Joshua Principle: Leadership Secrets of Selling by Tony Hughes

Your Roadmap to Sales Management Success by Wayne Moloney

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

The Art of Commercial Conversations: When It’s Your Turn To Make A Difference by Bernadette McClelland

What music is on your playlist?

Beetles, Bee Gees, Rolling Stones and Classical Music.

What’s the one question you get asked frequently by salespeople?

How do I find prospects?

 

CONTACT/RESOURCES JOHN SMIBERT

John Smibert’s LinkedIn

Strategic Selling Group

 

Jun 7, 2016

John Murphy is a European-based executive coach who works with senior executives, business owners, and management teams to help them achieve their business objectives. In this episode, John discusses how to bolster your emotional intelligence and how money should not be a company’s sole motivation. Among the topics we discuss are:

  • Why is emotional intelligence an essential component to success?
  • How do you self-assess what your EQ is? And where your weaknesses lie?
  • Should making money be the sole purpose for your business?
  • How do you find your purpose in business?
  • Does your business purpose align with your company’s vision?

 

LEARN MORE ABOUT JOHN MURPHY

What's your most powerful sales asset?

Passion

Who’s your sales role model?

Sir Richard Branson

Name one book that every sales person should read.

Mindful Work: How Meditation Is Changing Business from the Inside Out by David Gelles

What music is on your playlist right now?

Adele and David Bowe

What’s the first sales activity you do every day?

John sends out articles via email to ten people on his list.

What’s the one question you get asked most frequently by managers?

How can I be better at time management?

 

CONTACT JOHN MURPHY

John Murphy International

Email: john@johnmurphyinternational.com

Jun 6, 2016

Author, speaker, and entrepreneur, Gene Hammett, is the founder of Core Elevation, Inc. He is a business coach to high-achieving leaders and host of the Leaders in the Trenches podcast. In today’s episode, Gene and I discuss the steps entrepreneurs should take to establish a leadership position in the market they serve. Among the topics we discuss are:

  • Why understanding your audience is important.
  • How to tightly define the niche market you serve.
  • How fear limits your ability to achieve your goals.
  • What it means to “lead and own” your market.

 

LEARN MORE ABOUT GENE HAMMETT

What's your most powerful sales asset?

Listening

Who’s your sales role model?

Michael Port

Name one book that every sales person should read.

Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek

What music is on your playlist right now?

Gene doesn’t listen to much music; mainly, he listens to podcasts.

What’s the first sales activity you do every day?

Gene looks at his schedule for the upcoming day and begins to think about how he can serve his clients.

 

CONTACT GENE HAMMETT

Leaders in the Trenches Website

The 100 Call Challenge

Jun 3, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I talk about managing and coaching under-performing sales reps. Sometimes, that can include respectfully managing those reps into other career opportunities. Be sure to join us for this information-packed episode! Among the topics we discuss are:

  • How much time you should give an underperforming sales rep to improve their results.
  • Should be a termination come as a surprise to a sales rep?
  • How managers should factor non-work related causes of poor performance into their evaluation.
  • How you should manage terminations for reasons other than sales performance.

 

MORE ABOUT BRIDGET GLEASON

My first job in sales?

Selling and networking products and desktop computers for Xerox.

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

Music that psyches me up before an important sales call?

I tend to go quiet and focus and role play the call instead of listening to music.

 

CONTACT 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.

 

Contact Bridget:

Website: http://www.sumologic.com/

Jun 2, 2016

T.A. McCann is a serial entrepreneur and a co-founder of Rival IQ, a digital intelligence gathering tool which enables you to analyze your performance, gain critical insights and beat your competition across social media, SEO keywords and website content. In today's episode, T.A. and I discuss how sales teams can leverage real-time intelligence about the digital activities, and successes, of their competitors to become smarter and more competitive sellers. Be sure to tune in today!

 

Rival IQ has been helping understand competitors for 3.5 years. The company spans over 40 countries with over 400 customers. This solution was built for digital marketers to compare themselves quickly to other enterprises on a variety of different platforms. 

It’s simple. Add your URL and insert the company’s URL you want to compare to, then the magic happens behind the scenes. Rival IQ will take a screenshot of your competition’s major web pages; it will find the top SEO keywords and their general SEM, check out all of their social media platforms and will get and rank all of the content. The process of gaining all of this useful knowledge usually takes less than 5 minutes with Rival IQ, but could take hours upon hours to research.

Digital marketers utilize this program to automate their process of reporting, receiving and understanding of new content areas, and monitor all of the content in a 24 h cycle. Every day the program checks if there is anything new going on that you should be aware of and will send you alerts.

Rival IQ has made exporting data simple and easy using a CSV or PowerPoint format. This program isn’t just for marketing and is also geared for salespeople. The alerts, which are powerful for sales reps, will continuously look for changes and inform the sales rep so they can reach out to the potential buyer and offer them suggestions based on those alerts.

Rival IQ starts out at $200 per month and will give you valuable ways to connect with your customer or prospect. This product in combination with other tools that analyze companies’ changes in technologies can give sale reps and corporations an interesting perspective on what their clients are doing. Mighty Signal is a program that does the same thing, but primarily for mobile apps.

T.A. is a board member of FullContact, a contact management company that effectively creates a connection for everyone you interact with, enhances it with social media profile, syncs to all of your platforms, and de-dupes all of the contacts to have a socially enhanced book of contacts. There is also an API format that you can check out on the website.

Rival IQ’s most valuable tool at the moment is a program called Intercom, a customer platform with a plethora of different products for live chat, feedback, marketing, and support.

 

LEARN MORE ABOUT T.A. MCCANN

What's your most powerful sales asset?

Customer Advocacy

Who’s your sales role model?

Nathan Cowan

Name one book that every sales person should read.

The Power of Habit: Why We Do What We Do in Life and Business by Charles Duhigg

What’s your favorite music to get you pumped up?

The National

What’s the first sales activity you do every day?

T.A. looks at how the most recent successful customer closes with knowledge of how closely they match the perception of the personas they are selling to.

What’s one tool you use for you now sales management that you can’t live without?

Intercom

 

CONTACT/RESOURCES T.A. MCCANN

T.A. McCann Blog

How winning the America’s Cup is like building a successful startup

tam@rivaliq.com

Rival IQ

FullContact

Intercom

Mighty Signal

Jun 1, 2016

Meridith Elliot Powell is an award-winning author, speaker, and coach. She has authored several books, including Winning In the Trust & Value Economy and her latest, Own It: Redefining Responsibility-Stories of Power, Freedom & Purpose, which is about how to build cultures that inspire ownership to create profits. In today’s episode, I chat with Meridith about how salespeople and companies should practice the art of relationship building with their prospects and how to continue adding value to their existing customers. Tune in to learn how you can be the one to win the sale over your competition. Among the topics we discuss are:

  • The difference between a push and pull economy and how it affects how you sell.
  • Why are trust-based relationships essential to sales success?
  • Why, in today’s economy, trust is even more important to buyers
  • How to start building relationships with your prospects and existing clients.
  • Learn how to build relationships that eliminate the stereotypes that have plagued sales reps.
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