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Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
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Now displaying: October, 2016
Oct 31, 2016

Joining me on this episode of Accelerate! is Molly Fletcher, CEO of the Molly Fletcher company, motivational speaker, entrepreneur, coach and author of 3 books: A Winner’s Guide to Negotiating: How Conversation Gets Deals Done, The Business of Being the Best, and The 5 Best Tools to Find Your Dream Career. Prior to starting her company, Molly was President of client representation for the sports and entertainment agency, CSE, where she spent 2 decades as one of the world’s only female sports agents, and has been nicknamed the “female Jerry Maguire” by CNN. Among the many topics Molly and I discuss in this episode how to rebuild your confidence after a set back, the important differences and similarities between selling and negotiating, and how to create and utilize a personal mission statement to help you achieve your goals.   

 

KEY TAKEAWAYS

[2:43] When Molly had a Jerry Maguire, “show me the money”, moment!  

[5:20] Molly and Andy discuss some of the differences and similarities between selling and negotiating.  

[8:37] A series of steps on how to rebuild your confidence.

[11:30] How to create a personal mission statement for your confidence toolbox.  

[14:57] How Molly uses her personal mission statement, which  is to Inspire, lead and connect with creative courage and optimism, to help others and achieve her goals.

[17:20] How to incorporate your personal mission statement into your early morning success ritual.  

[18:29] How to create a smile file for your confidence toolbox.

[21:06] What inspires Molly?

[26:14] Why stories are incredibly powerful as a sales tool and how to have a storytelling mindset.

 

MORE ABOUT MOLLY FLETCHER

What’s your most powerful sales attribute?
Stories — I just tell stories.

Who is your business role model?
I leaned on lots of different people for different things — speakers, content providers, awesome writers. My philosophy on mentors is that they’re everywhere.   

What’s one book that every salesperson should read?
Getting Naked: A Business Fable About Shedding The Three Fears That Sabotage Client Loyalty, by Patrick Lencioni

What music is on your playlist right now?

Indigo Girls, Country music, Darius Rucker, Antebellum.  

 

CONTACT MOLLY FLETCHER

Website: Mollyfletcher.com

Twitter: @MollyFletcher

LinkedIn: Molly Fletcher

Oct 29, 2016

Joining me on this episode of Accelerate! is Rod Sloane, The Cold Email Coach, a sales expert, host on the Sales & Marketing Alignment channel on BrightTALK, and manager of the Sales & Marketing Alignment Group on LinkedIn. Among the many topics that Rod and I discuss are why he believes cold emailing is a more effective prospecting method than cold calling, how to use cold emailing to build a larger pipeline of qualified opportunities, how to construct a broader engagement strategy within a major account and why text-based cold email will work better than HTML email.

 

KEY TAKEAWAYS

[6:07] Rod coaches CEOs and sales teams to have realistic expectations of the time it takes to sell to a new account.

[6:50] Rod explains why corporations resist adding new vendors when established vendors can already provide your service or product.

[8:54] Why the key to selling a new account is having multiple contacts throughout the organization.

[11:04] How to research and understand a buyer’s requirements when they resist sharing information.

[14:04] Why your company needs a larger pipeline of leads than you currently have to increase sales.

[17:42] Rod describes how to be efficient in cold email marketing. Your goal for an email response should be the chance of a referral for a warmer phone call.

[19:12] What are the 4 parts of a good cold email message?

[24:08] Why Rod advises sending cold email to the most senior executive at the account, not to junior people. And, why the more senior people will be more likely to respond.

 

MORE ABOUT ROD SLOANE

What’s your most powerful sales attribute?
That I listen.

Who is your sales role model?
My two brothers, Paul Sloane and Nick Sloane.

What’s one book that every salesperson should read?
No book, but the 1960 Harvard Business Review Article, “Marketing Myopia,” by Theodore Levitt.

What music is on your playlist right now?

Van Morrison’s 1974 live album, It’s Too Late to Stop Now.

 

CONTACT ROD SLOANE

LinkedIn: Rod Sloane

E-mail: rod@rodsloane.co.uk

Website: Rodsloane.co.uk

Oct 28, 2016

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss the sunk cost sales trap. It’s the place where bad deals, deals that will never close, will consume and waste a lot of your sales time. In this episode, Bridget and I discuss how to recognize when you’ve fallen into a sunk cost trap, how to distinguish between a long sales cycle and a lost deal, and how to learn when to walk away. Join Bridget and me for this episode of Accelerate! to find your path to avoid the sunk cost trap.

 

 

KEY TAKEAWAYS

[3:40] Do you get attached too easily to prospects that will never close? Andy calls it the sunk cost effect, a result of decision bias due to our investment of time and money in the opportunity.

[4:39] Andy believes that when a sales executive and her/his sales manager have different beliefs about the prospect’s potential, common sense dictates there is a decision to make.

[5:28] Bridget raises the point that it’s hard to let go of a sales opportunity because maybe there’s a chance the deal will move forward, and the sales rep has invested so much in it. She explains, a really important skill in sales is knowing when to walk away.

[6:10] Andy cites a study that found that it’s almost impossible for the lead person in an opportunity to make the decision to walk away. An outside party, like a manager, needs to be involved.

[9:03] What are the signals to watch for to recognize when a deal will be lost?

[11:22] Andy’s rule of thumb that the degree of defensiveness of the sales executive during a deal review is inversely proportional to the likelihood of the deal ever happening.

[14:00] Bridget tells sales reps to get a lot of eyes on a stalled deal. Sometimes you need an objective point of view to get to the facts. Be open.

[19:09] Andy suggests giving the decision to someone without a stake in the deal, such as the CFO, or even the CEO.

[22:16] Andy encourages companies to ask for help from an executive coach or a consultant, to reach a dispassionate decision.

 

CONTACT BRIDGET GLEASON

Bridget was most recently 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@blgconsultinggroup.com.

Oct 27, 2016

Joining me on this episode of Accelerate! is Chris Orlob, Founder and CEO of Conversature, a conversation coaching platform for sales teams. Among the many topics Chris and I discuss are how having visibility into sales calls (conversations) is essential for sales leaders today, how listening to actual calls services as a great sales coaching and auto-correcting mechanism and why sales leaders need to understand the important difference between skills and habits/behaviors in the context of sales coaching.

 

 

KEY TAKEAWAYS

[5:21] Chris explains how the Conversature software helps sales teams by functioning as an “x-ray vision into a sales organization’s conversations”.

[7:28] Questions to ask if you’re concerned about the effectiveness of your outbound calling:

  1. Are your sales reps having low quality conversations?
  2. Do you know the quality of your sales reps’ conversations?
  3. Have you tried very hard to improve the quality and effectiveness of your sales reps’ conversations but to unpredictable ends?  

[10:13] Having visibility into sales calls/sales conversations acts as an auto-correcting mechanism, because when reps know their calls are being reviewed they employ the right behaviors and refrain from destructive behaviors a lot more often.

[12:49] Chris believes conversations are the part of being a professional salesperson that require most preparation, skill, coaching, training, education, etc.

[16:29] Chris shares his belief that sales success often comes down to judgment and there’s no formula for sales success.

[17:42] Chris makes the point that leverage in sales coaching comes from strengthening  strengths rather than focusing on correcting weaknesses, and Andy suggests it’s beneficial to focus on strengthening one good behavior (or habit) at a time.  

[22:48] Andy clarifies there’s an important difference between skills and habits/behaviors because the two are often times conflated.

[25:42] Chris explains why he wrote in a blog post that strong sales managers or strong sales leaders should not distribute leads equitably — a point I strongly disagree with.

 

MORE ABOUT CHRIS ORLOB

What’s your most powerful sales attribute?
The ability to deliver insights that make people think differently.

Who is your sales role model?
Mark Cuban.

What’s one book that every salesperson should read?
Amp Up Your Sales, by Andy Paul.

The Challenger Sale, by Brent Adamson

What music is on your playlist right now?

Blink 182 and A Day to Remember.  

 

CONTACT CHRIS ORLOB

Website: Conversature.com

Oct 26, 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

Oct 25, 2016

Joining me on this episode of Accelerate! is Nic Poulos, Founder of Bowery Capital, a thesis-driven early-stage investor backing exceptional founders. Among the topics Nic and I discuss in this episode are: why enterprise customers are becoming more willing to buy mission critical systems from start-ups, what strategies help a start-up to get through the growth stage, and how to structure an effective proof-of-concept trial that works for your buyer and you.

 

 

KEY TAKEAWAYS

[3:01] Nic believes investing in enterprise solutions is extremely exciting for those who enjoy the latest technologies, such as SaaS, and how they impact the way business is done.

[5:29] Nic notes that enterprises are starting to recognize value and advantage in acquiring earlier, cutting-edge technologies from start-ups, rather than seeking established vendors with larger implementation costs.

[11:23] Nic emphasizes how knowing  your customer’s exact pain point, and what will drive them to purchase.

[14:23] Understand your costs before entering into a Proof of Concept trial with a buyer. If there are significant implementation and support costs beyond just offering a free trial, then you should consider a paid PoC trial.  

[15:45] Nic identifies the key to a successful Proof of Concept as having the mutual agreement and commitment to a specific set of milestones (the successful achievement of which should lead to an order.)

[20:59] Nic counsels new companies to watch how much budget is directed to sales automation, and whether the investment is producing the desired returns.

[23:50] Why it is important for founders to answer this question: Is this is a product that solves a problem only for companies in Silicon Valley, or does it provide solutions and value that are widely applicable to enterprises (other than growth-stage tech companies.)

 

MORE ABOUT NIC POULOS

Who is your sales role model?
Mark Roberge, author of The Sales Acceleration Formula.

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

What music is on your playlist right now?

The Revenant soundtrack, Gigamesh, Zara Larsson and Drake.

 

CONTACT NIC POULOS

Websites:

Bowerycap.com

Nicpoulos.com

Oct 24, 2016

Joining me on this episode of Accelerate! is Jermaine Edwards, creator of the Key Account Hack system and author of Key Account Hack: 8 Steps to Creating Massive and Predictable Growth from Your Key Clients in 90 Days. Among the many topics Jermaine and I discuss are how to make relationship building a central part of your ongoing sales process, why it is the depth of your relationships with customers, not the marginal differences in products, that differentiate you from competitors, the distinctions and links between account management and customer success management, and new tactics to reach deep into the customer's organization to develop new sales opportunities.

 

 

KEY TAKEAWAYS

[5:10] How Jermaine evolved from being trained in the sales process to learning the psychology of sales, communication, and personal connection; and how he learned to understand the triggers of customer desire.

[11:35] Why you need to make relationship building a part of your sales process, and why it is the depth of your relationships with clients, not marginal differences in products, that differentiate you from competitors.

[12:50] Jermaine discusses the key concepts of strategic engagement and tactical engagement in relation to account engagement.   

[14:25] Jermaine discusses the development of trust, the deepening of influence, and using relational engagement to strengthen your customer’s connection to your service or product.

[16:08] Why it is critical to include relationships as an important measurement in your sales management conversations.

[18:15] Jermaine suggests asking, “Who is most influential in this decision process?” This is a powerful tool to reach other department executives who also use the product.

[24:40] How the key account manager can deliver value by understanding how the customer’s needs can be met today, and in the future.

 

MORE ABOUT JERMAINE EDWARDS

What’s your most powerful sales attribute?
The ability to ask questions.

Who is your sales role model?
Jim Rohn.

What’s one book that every salesperson should read?
Getting More: How You Can Negotiate to Succeed in Work and Life, by Stuart Diamond.

What music is on your playlist right now?

Movie soundtracks.

 

CONTACT JERMAINE EDWARDS

Book: Key Account Hack: 8 steps to creating massive growth from your Key clients in 90 days

LinkedIn: Jermaine Edwards

Twitter: @jsaedwards

Website: Jermaineedwards.com

Oct 22, 2016

My guest on this episode of Accelerate! is Alzay Calhoun, Founder and CEO of Coveted Consultant, a professional training and coaching company. Among the topics Alzay and I discuss are how the right content can transform a prospect’s perception of your intangible value into tangible value, how to use content to maintain the right “problem-solution orientation” to engage and educate prospects , and how to focus on creating the right “pillar content” that supports your entire content strategy.       

 

 

KEY TAKEAWAYS

[1:38] How create that attract clients (especially content transforms your intangibles into tangible value.)  

[5:06] How to create content that maintains the “problem-solution orientation” and establishes a sphere of expertise in the space that you’re serving.

[10:39] Alzay discusses what it means to create more resonance, respect, power and profitability with pillar content. He outlines practical applications of creating pillar content.

[20:11] Andy and Alzay discuss why most small companies don’t start a content marketing strategy, and offer concrete content marketing strategies for small businesses.

[22:30] Alzay finds clients demonstrate a disconnect between their content strategy (e.g.  engagement vs. curation) and what they’re actually doing with their content creation.

[24:34] The differences between content as a client acquisition approach vs. content as an approach for establishing presence, and why it’s important to establish which goal is most important.

 

MORE ABOUT ALZAY CALHOUN

What’s your most powerful sales attribute?
Charisma.

Who is your sales role model?
Frank Kern, Tony Robbins, and Seth Godin.

What’s one book you recommend that everyone of your clients read?
The E-Myth, by Michael Gerber.

What music is on your playlist right now?

April Christina and Sam Smith.

 

CONTACT ALZAY CALHOUN

Website: CovetedConsultant.com

LinkedIn: Alzay Calhoun

Email: alzay@covetedconsultant.com

Oct 21, 2016

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I focus on one of the bad habits in sales, which I refer to as “sales biases”. I think we all have filters that we use to judge certain situations. And in sales, one of the most common biases sales people have is when they encounter a new prospect and think “oh, these guys are just like this other company I dealt with, so I’m going to do the same thing here that I did there”. Once you start looking at situations, or people, through a filter, you stop really being alive to the possibilities of what’s different and what value or insight you can bring to the prospect that help differentiate you. And help you close the sale.

Join Bridget and I for this episode of Accelerate! to learn how to identify your own sales biases, and how to minimize their impact on how you approach each prospect.   

KEY TAKEAWAYS

[2:18] Bridget thinks pattern recognition is still important in sales, but that it can sometimes be taken too far when it goes beyond recognition and turns into a bias instead.

[2:56] No two prospects are ever precisely alike, so Andy believes that relying too heavily on this pattern recognition to deal with a prospect can hinder salespeople.

[4:50] Bridget raises the point that the push towards automation by management makes it challenging, even confusing, for sales reps to treat each prospect differently.  

[7:22] Andy says the act of selling to a prospect changes the prospect as they become more educated and informed, and that being alive to the possibility of this change puts a salesperson in a leading position with competitors.

[10:09] You want to be careful when a pattern turns into a bias, which can create some blindness, preventing you from seeing what the different alternatives, possible solutions, and possible paths are.  

[13:22] One of the best examples of a sales bias is how sales reps think that all marketing generated leads are crap.

[14:35] Andy and Bridget discuss how to identify these sales biases and how to minimize their impact when dealing with prospects.

[18:02] Selling is a deliberate process, it’s not a robotic or an automatic process — you have to make decisions every step of the way and that’s what makes it interesting.

[21:34] Bridget and Andy discuss a curiosity mindset in sales, and how one of the most effective techniques to fight sales biases is to ask questions, be attentive to the answers, and carry out post-sale analysis to learn from won and lost sales.

[27:37] Bridget shares her final words of wisdom on identifying a sales bias.

 

CONTACT BRIDGET GLEASON

Bridget was most recently 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@blgconsultinggroup.com.

Oct 20, 2016

My guest today is entrepreneur Nicolas Vandenberghe. Nicolas is the co-founder and President of Chili Piper, an intelligent calendar system for sales teams. Among the many topics Nicolas and I discuss in this episode are best practices for the  routing of sales opportunities, the importance of the hand-off process from SDR’s to Account Executives and how to perform real-time meeting confirmations from prospects.

 

 

KEY TAKEAWAYS

[9:06] Routing sales opportunities is based on an algorithms using custom fields.   

[11:45] The hand-off process from the SDR to the Account Executive should be handled with just the click of an icon.

[12:17] The Chili Piper software pre-fills in the client information and dynamically inserts it into the invite.

[12:49] Only one click to open the calendar, one click to select the time and one click to confirm is all that is required to set a meeting.  

[13:10] In Salesforce, you can change the owner and convert the lead in real time.

[14:36] Sales can self book a meeting in real time.

[16:10] A prospect is able to confirm a meeting immediately with a single click.   

[17:12] Information fields can be prompted to ensure the SDR  is capturing and conveying all the information needed for the sales process.  

[19:35] Chili Piper software adds value and leads the Account Executive towards a more effective, proven process.  

 

MORE ABOUT NICOLAS VANDENBERGE

When out in the field selling what is your most powerful sales attribute?

Prospects know Nicolas will be there when they need him.

Who is your sales role model?
Nicolas’ role model was a person in his past who was able to rephrase his client’s problem into a solvable framework.

What’s one book that every salesperson should read?
The Sales Development Playbook by Trish Bertuzzi

The Sales Acceleration Formula by Mark Roberge

What music is on your playlist right now?

Philip Glass

 

CONTACT NICOLAS VANDENBERGE

Website: www.chilipiper.com

Social Media: @chilipiperteam

Oct 19, 2016

Joining me on this entertaining episode of Accelerate! is John Barrows, a leading sales trainer for tech companies. Among the many topics John and I discuss are why sales reps have to take responsibility for their own development and why they shouldn’t wait for sales training to get better, John’s “Rule of 1%”, strategies for sales reps to improve their active listening skills, steps reps should take to elevate their demo and presentation skills and much, much more. This is a must listen episode!

 

 

KEY TAKEAWAYS

[9:35] John discusses his blog post, Don’t Wait for Sales Training to Get Better, and what sales reps can do to better educate themselves.

[11:50] John and Andy discusses the “Rule of 1%”, which states to “set the bar at a high, but attainable level and once you reach that bar to focus on just doing 1% better every day”.  

[15:03] How much time (and money) should a sales rep budget for self-improvement?   

[20:43] John shares practical tips on how SaaS sales reps can improve their product and service presentation demos.

[23:42] How “context” vs. “content” differentiates sales from marketing.

[28:19] How researching about the company and preparing advance questions can help sales reps to focus on the buyer?

[30:32] John offers tips for improving and demonstrating active listening skills rather than nodding in agreement.  

 

MORE ABOUT JOHN BARROWS

What’s your most powerful sales attribute?
Being very direct and transparent.

Who is your sales role model?
Jeff Hoffman.

What’s one book that every salesperson should read?
Influence: The Psychology of Persuasion, by Robert Cialdini

What music is on your playlist right now?

I’m a 90’s rap kid — Biggie, Tupac, Run DMC, Jamiroquai. I also like country, house, rap, hip hop.

CONTACT JOHN BARROWS

Sales Resources: JBarrows.com

@JohnMBarrows on Twitter and SnapChat

Oct 18, 2016

Joining me on this episode of Accelerate! is Brent Adamson, Principal Executive Advisor at CEB and co-author of the bestselling books, The Challenger Sale and most recently, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Among the many topics Brent and I discuss are how the ‘challenger customer’ paradigm presents a challenge both for the buyer and the seller, how it forces sellers to adapt their processes, and strategies for creating a mental model of the customer’s business and strategy and how ‘selling low’ to establish stakeholder consensus is an effective sales strategy.         

 

 

KEY TAKEAWAYS

[3:10] Why the current makeup and composition of major stakeholders demands a different sales approach.

[6:36] How ‘selling low’ to establish stakeholder consensus is an effective sales strategy for selling complex systems.

[7:58] How closing a complex deal requires collective consensus from ~ 6.7 decision makers with widely diverse requirements, challenges and interests. ,

[10:43] Why end-users themselves as well as marketing are now driving IT-related decisions.

[12:04] Why the ‘challenger customer’ is both a buying and a selling problem and why customers seem less willing to pay for the value that sales bid.

[14:09] Brent discusses why sales reps who sell to an “established demand” vs. “emerging demand” are not so upset that customers are about 57% through their purchase process prior to reaching out to them.

[18:00] Brent makes the following point about the Business-to-People (B2P) marketing space — It’s not companies but people that buy things, but more importantly, it’s not people but groups of people that buy things.

[19:49] Brent discusses the idea of maximizing the return (ROI) on effort and how one of the extremely difficult things for a company to do is “to buy stuff”.  

[23:02] Brent says, customers today are far less empowered than they are overwhelmed. Therefore, a solution for an empowered vs. an overwhelmed customer is different in many respects.

[23:47] Brent discusses the 3 dynamics of information, options and people which lead to customers feeling overwhelmed and  paralyzed in their efforts to make rational decisions.

[26:26] Why companies view their ability to gather information and make decisions quickly as a strategic advantage

[28:49] How do you sell to help companies make decisions with the least amount of investment in time, money and effort? And, how the 3 high level behaviors of teach, tailor and take control can lay out the road map for customers.

[35:16] Strategies for creating a mental model of the customer’s business and strategy.

 

MORE ABOUT BRENT ADAMSON

Who is your sales role model?
Steve Jobs, because I’m in the business of selling ideas.

What’s one book that everyone should read?
Any book that gets you to say, “Huh, I never thought of it that way before”.

What music is on your playlist right now?

O.A.R., Dave Matthews

CONTACT BRENT ADAMSON

Website: CEBGlobal.com

CEB Sales Leadership Council

CEB Marketing Leadership Council  

Oct 17, 2016

Joining me on this episode of Accelerate! is Andrea Goulet, Founder & CEO of Corgibytes, a software/code remodeling firm based in Richmond, Virginia. Among the many topics Andrea and I discuss are how Andrea incorporates her company's core values into her team’s selling efforts, how to use metaphors when selling your intangible value, and how selling her company’s core values have helped with conversion rates and customer lifetime value.

 

KEY TAKEAWAYS

[7:49] What is the first step towards turning an intangible service into something tangible? Andrea suggests taking an abstract concept and finding a global metaphor that works really well on many different fronts.

[10:27] Andrea shares tips on how to go about finding an appropriate and effective metaphor to sell intangibles.

[15:55] How Andrea reflects her company’s core value of empathy into her sales efforts.

[21:43] Andrea discusses how having been intentional with her company’s core values has increased conversion rates and  customer lifetime value.

[22:44] Andrea shares her view on Carol Dweck's concept of adopting a growth mindset.

[26:47] How Andrea integrates her company’s core values of craftsmanship and context into their sales efforts

MORE ABOUT Andrea Goulet

What’s your most powerful sales attribute?
My curiosity and optimism.

Who is your sales role model?
Neil Rackham from Spin Selling.

What’s one book that every salesperson should read?
Spin Selling by Neil Rackham.

What music is on your playlist right now?

A lot of girl power songs—Fight Like a Girl, This Is For My Girls.  

 

CONTACT Andrea Goulet

Website: CorgiBytes.com

Oct 15, 2016

Joining me on this episode is Patrick Schwerdtfeger, a motivational speaker and leading authority on global business trends including big data, demographic forecasting and the social media revolution. He’s also the author of several books including the award winning, Marketing Shortcuts for the Self-Employed. We’re talking about self-improvement and how to position yourself for success in your career and in life. Among the many topics Patrick and I discuss are what it means to have a growth mindset and why having one is critical to your success, how living up to our potential is an ongoing dynamic process, and how intentional immersion is essential to rapid skill acquisition.

 

KEY TAKEAWAYS

[4:14] Patrick expands on the idea of having a growth mindset, and living up to our potential; which is an ongoing dynamic process.

[7:33] How one of the best ways to learn something quickly (aka rapid skill acquisition) is through intentional immersion.

[12:52] Patrick provides practical steps you can take in order to break out of a “comfort addiction.”   

[16:04] Patrick elaborates on the idea of rapid skill acquisition and determining the minimum number of hours you need to invest to become proficient at something.

[21:09] How perceived knowledge and actual knowledge are inversely correlated—so the more you think you know something the reality is you actually know very little.

[27:32] Patrick shares a story which speaks to the idea that by setting more audacious goals you can actually gain a competitive advantage in sales.

[32:46] Why Patrick says to ask yourself ‘what’s the completely unrealistic thing that your customers are asking for?’

 

CONTACT PATRICK SCHWERDTFEGER

Website: BookPatrick.com

LinkedIn: Patrick Schwerdtfeger

Oct 14, 2016

Welcome to another Front Line Friday with my very special guest, Bridget Gleason. This week’s episode veers off-track in a hurry as I Bridget and I share stories about marathon running (and how that helped Bridget land a job) and bouncing back from getting laid off. It all comes together as we discuss the critical role curiosity plays in success, and the importance of having a competitive spirit, grit, discipline, and passion to persevere and win in sales.          

 

 

KEY TAKEAWAYS

[0:57] Andy and Bridget dive into a fun conversation about how marathon running and staying physically active have positively impacted their sales careers.

[11:24] Bridget discusses how the element of curiosity is absolutely critical for success in sales.

[16:17] Bridget says if what we’re doing is not inspiring to us in some way, we’ll just end up going through the motions or not doing it at all.  

[17:07] Andy discusses the influx of recently published books on the concept of grit as well as passion and perseverance.

[18:48] When you are experiencing a setback in your sales career, or your life, what can you depend on to carry you through? Bridget has the answer.

[20:24] How do you bounce back from being fired or getting laid off in your sales career?

 

CONTACT BRIDGET GLEASON

Bridget was most recently 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@blgconsultinggroup.com.

Oct 13, 2016

Josh Evans is Senior Vice President of Sales at Velocify, a sales enablement platform. On this episode, Josh and I discuss how to help sales reps more effectively engage with their prospects, how sales reps can benefit from technologies that support account-based messaging and helping them determine the next step (i.e. what to do next) to help the customer get one step closer to making a decision.  

 

 

KEY TAKEAWAYS

[3:36] Josh details how the Velocify sales acceleration platform focuses on the communication sales teams have with their prospects.

[6:50] How does the Velocify platform help sales professionals organize and start their day?

[12:40] How sales reps can benefit from technologies that support account-based messaging.

[14:55] How can account execs leverage technologies to help them determine what to do next in order to move the customer one step closer to making a decision.  

[17:52] How to best differentiate yourself through responsiveness.  

[23:59] What sales organizations can do to most effectively from a technology point of view to help reps digest signals on what’s most important to the buyers.

 

MORE ABOUT JOSH EVANS

What’s your most powerful sales attribute?
Being genuine.

Who is your sales role model?
Steve Richard.

What’s one book that every salesperson should read?
The Challenger Sale by Matthew Dixon and Brent Adamson

What music is on your playlist right now?

EDM and Old School Hip Hop.

CONTACT JOSH EVANS

Website: Velocify.com

Email Josh: jevans@velocify.com

Oct 12, 2016

Joining me on this episode of Accelerate! is Jason Jordan, partner at Vantage Point Performance, a sales training organization that focuses on sales managers, and author of the bestselling book, Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Among the topics Jason and I discuss are why there needs to be more investment in training sales managers, how we can only manage activities not outcomes, and strategies sales leaders can use to to improve the sales performance of their teams.         

 

 

KEY TAKEAWAYS

[2:10] Jason discusses what motivated him to write his book, Cracking the Sales Management Code.

[4:49] A study by Vantage Point found that only 17% of the most commonly used sales metrics measure behaviors or activities that salespeople actually can control.

[6:20] Jason discusses how in sales we measure many activities out of convenience; without having the right data or an understanding of how to use the data  to manage the sales force better.

[7:38] Our ability to collect and report data has accelerated faster than our ability to use it. How is this related to a fallacy Jason believes a lot companies operate under?

[8:55] How the best systems, as measured by adoption and impact, are the ones that have fewer reports—not more.  

[13:27] Why sales is an art, but sales management is a science.

[16:48] Why sales needs to cut through the clutter of CRM/big data, and simply focus on the important things that we have direct control over.

[18:29] Andy and Jason discuss some of the experiences they have encountered relating to how to improve sales performance.

 

CONTACT Jason Jordan

Website: Vantagepointperformance.com

Book: Cracking the Sales Management Code,  by Vantage Point partners Jason Jordan and Michelle Vazzana

Oct 11, 2016

I am very excited to welcome back to Accelerate! my good friend, Anthony Iannarino. Anthony is a speaker, blogger, extraordinary sales leader, and author of a new book, The Only Sales Guide You’ll Ever Need. Join us in this episode as Anthony and I discuss a range of topics from his new book including, why you as a salesperson are the primary value proposition, how psychology is more important than technology in sales, how a healthy sense of competitiveness is critical in sales, and how to ignite your competitive spirit.        

 

 

KEY TAKEAWAYS

[1:49] Make sure to check out episode 11, from way back at the beginning, to hear Anthony share his unique start in sales.

[2:27] What drove Anthony to write his book? He wrote it because he wants to serve salespeople.

[5:08] Why do a few highly successful sales reps consistently outperform their peers?

[7:21] You do understand that YOU are the primary value proposition! What does Anthony mean by this?

[9:43] Psychology is more important than technology in sales, and we’re trying to win hearts & minds—that’s a very different game that does not lend itself to automation.

[10:28] Anthony discusses the magic combination of mindset and skills.

[12:26] How competitiveness is an essential element of sales success—You have to have a burning desire to be the best in sales.

[16:42] Anthony’s thoughts on gamification as it relates to intrinsic vs. extrinsic motivation.  

[18:06] How competitiveness drives value creation in sales. And why competition and collaboration are so healthy for society.

[18:51] Anthony breaks down the 3 facets to competitiveness—Desire, Persistence (“heart”), and Action!

[20:51] The 3 ways to ignite your competitive spirit: 1. Play your game; 2. Study your wins & losses; 3. Leave no weapon unfired.   

[27:07] How a sales process can only take us so far because selling is a complex and dynamic, human interaction with unlimited variables.

MORE ABOUT ANTHONY IANNARINO

Is it easier to teach a technical non-salesperson how to sell or teach the salesperson how to sell the value of the product?
I think it’s easier to teach a salesperson to sell the value. I think it’s much more difficult for a technical person, mostly because they’re constrained by their technical knowledge.

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

I wish that I was more understanding sooner about how important it is to be directive with the people that work for me.

What’s one non-business book that every salesperson should read?
The Lucifer Principle by Howard Bloom

Are buying decisions based on logic or emotion?

Buying decisions are based on emotion and we rationalize to determine the logic after the fact.  

How should that change how you sell?

You need to create a preference for you and for your solution, and you need to understand the driving human needs that are causing somebody to want what they want and why they want it.

 

CONTACT ANTHONY IANNARINO

Websites:

TheOnlySalesGuide.com

Thesalesblog.com

Book: The Only Sales Guide You’ll Ever Need, by Anthony Iannarino on Amazon or Barnes & Noble  

Oct 10, 2016

I’m excited to talk to my guest on this episode. Joining me is Jeff Korhan, host of This Old New Business podcast, speaker, trainer, and author of a great book, Built•in Social: Essential Social Marketing Practices for Every Small Business. In this episode, Jeff shares some of his best practices on social marketing, including how to take that first step to define and implement your social media strategy, what it means to own and design your own market in this digital age, and how to build your business around your audience.

KEY TAKEAWAYS

[2:01] How Jeff’s blog became one of the top 100 small business blogs in the world.

[5:23] Six lessons in social media marketing for small business. And, why you don’t need to know everything about social media to get started.

[8:01] Tips for small business owners on how to overcome the fear and take that first step with content creation.

[12:27] Creating media in this digital space means you need to  show up on a consistent basis in order to best serve your audience when they show up!

[18:44] Designing your business around social media means building your business around the audience and what they want―not what you can do and not what you think they should be doing.

[21:32] Collectively, the voice of the consumer is much stronger than that of any business. To be a smart digital marketer, you have to get them to talk with you and about you.

[22:05] The more your audience is talking about you, the less you have to do it and the better it is because they’re more credible.

[23:10] How starting his career in relationship selling has made it easier for Jeff to build trust and to turn his audience members into potential buyers.

 

MORE ABOUT JEFF KORHAN

What’s your most powerful sales attribute?
That I care, that’s #1; and looking for a good fit and good chemistry.

Who is your sales role model?
Zig Ziglar, a guy who saved my sales career.

What’s one book that every salesperson should read?
Content Inc.: How Entrepreneurs Use Content to Build Massive Audiences and Create Radically Successful Businesses by Joe Pulizzi

What music is on your playlist right now?

I have a very eclectic mix of music. I still listen to a ton of music from the 70’s, lots of Disco, BEE Gees, Jackson Brown, Linkin Park, Counting Crows, Indie Rock, Instrumental. I listen to what inspires me.

 

CONTACT JEFF KORHAN

Websites:

JeffKorhan.com

Landscape Digital Institute

Oct 8, 2016

Wendy Y Bailey is a sales speaker, business coach, and President & CEO of Business Beyond Limits. Join us on this episode as we discuss the importance of personal branding, why Wendy believes Neuro-Linguistic Programming (NLP) enables you to better communicate with prospects, why upgrading your ideal client profile is essential to amping up your sales, and the critical role of value alignment in sales.

 

KEY TAKEAWAYS

[0:59] How Wendy developed a personal brand that enables her to distinguish herself from all the other Wendy Bailey’s in the online space.

[4:30] The biggest difference between working for a corporation vs. working for yourself is about being able to make decisions without a lot of red tape.

[6:41] What is Neuro-Linguistic Programming (NLP)?

[9:37] How NLP enables you to better communicate with your prospects.

[10:26] How upgrading your ideal client profile is essential to amping up your sales.

[12:47] Wendy’s key tips for identifying your ideal client profile.

[17:11] How the alignment of your values with your ideal clients’ values is critical in sales.

[22:48] How the mindset of your prospect has to be in alignment with what your product, program or service stands for.

[28:32] As a VP of Sales or as a Manager, you’ve always got to be aware of the opportunities to serve and support your employees.

 

MORE ABOUT WENDY Y BAILEY

What’s your most powerful sales attribute?
Compassion.

Who is your sales role model?
My mom.  

What’s one book that every salesperson should read?
The Hero’s Journey by Joseph Campbell.

What music is on your playlist right now?

Can I Keep You In Mind, a stepping R&B song, and a recent New Edition song.   

 

CONTACT WENDY Y BAILEY

Website: www.businessbeyondlimits.com

Oct 7, 2016

Welcome to another Front Line Friday with my very special guest, Bridget Gleason. This week’s topic of discussion is on a specific aspect of sales leadership. When we hear terms such as ‘sales leader’, ‘sales leadership’ or ‘leadership’ in general, we tend to associate them with people having some type of a management role. However, I believe that sales leadership really begins at the individual level. And, in this episode, Bridget and I explore what it means to be an individual sales leader. Our conversation eventually morphs into a mini book club so make sure to join us now!

 

KEY TAKEAWAYS

[2:01] What was Bridget listening to on her morning run? A great book on meditation and mindfulness called Going to Pieces without Falling Apart, by Mark Epstein.   

[3:55] Why Andy thinks that sales leadership really begins with the individual salesperson himself/herself.

[4:36] How sales leadership is perfectly defined as salespeople being able to adapt to changing requirements of the prospects, and help them by leading them to make good decisions by using the company’s resources.  

[5:20] How Bridget encourages her team to demonstrate leadership without necessarily having a formal position.

[6:30] If sales professionals are the frontline sales leader, then it’s their responsibility to inspire the buyer to go on a journey with them.

[8:02] How being in service to the customer is actually leading them.

[8:26] How Bridget sees herself as a servant-style leader by creating an environment where motivated individuals can succeed.  

[11:29] When is it the right time for salespeople to step up, think on their feet and exhibit leadership?

[13:26] Bridget shares the fun aspects she loves about sales and Andy recommends the book, The Challenger Customer, by Brent Adamson, Matthew Dixon, Nick Toman, and Pat Spenner.

[16:12] The idea of the sales professional as the leader is even more important when you look at the expanding number of stakeholders that you have to bring together and get consensus from, in order to move forward.

[20:11] Why leadership should be included in the job description for a sales rep or account executive position.  

CONTACT BRIDGET GLEASON

Bridget was most recently 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@blgconsultinggroup.com.

Oct 6, 2016

My guest on this episode is Kevin O’Nell, CEO of PeopleLinx, a system that activates social selling to drive more quality leads, create faster sales cycles, and increase conversion rates. In this episode, Kevin and I discuss the role of social selling in the early stages of the buyer’s journey, and dig into the effective (or ineffective) use of sales technologies that managers and teams are implementing.

  

KEY TAKEAWAYS

[2:00] In the early stages of a company, there’s nothing more valuable than putting yourself in front of your customers.

[2:33] What was the impetus for starting PeopleLinx, and what does it do?

[5:30] How social selling can improve your sales efficiency. [7:24] How sales reps can use social selling to engage on a deeper personal level and jump start relationships with buyers.

[9:02] What are the pitfalls of social selling that risk annoying buyers?

[11:00] Sit down with any sales team and ask them to write down all the tools they’re using, they’ll come up with ~ 11, whereas their managers might say 5. How can a sales leader get a handle on that?

[14:30] Traditionally the advantages of sales tools have been for the benefit of managers, not salespeople.

[18:50] Kevin has a 5-step program to ensure companies get the best ROI from the sales tools they invest in. Kevin and Andy walk through each step.

 

MORE ABOUT KEVIN O’NELL

What’s your most powerful sales attribute?
At the end of the day, it’s yourself.

Who is your sales role model?
Matt Gallen in Philadelphia.

What’s one book that every salesperson should read?
Crossing the Chasm by Geoffrey Moore

What music is on your playlist right now?

Coldplay and Jack Johnson.

 

CONTACT KEVIN O’NELL

Website: PeopleLinx.com

Oct 5, 2016

I am amped up to be bringing back my guest on this episode, David A. Brock, founder of Partners In Excellence. David is a fantastic blogger, sales coach, consultant, speaker, and author of a stellar new book, The Sales Manager Survival Guide - Lessons From Sales’ Frontlines. David and I engage on topics ranging from the evolving role of sales leaders in modern organizations to the qualities that make great sales coaches. And good sales managers. David brings to the table a wealth of hands-on experience and I’m happy to welcome him back to Accelerate!

  

KEY TAKEAWAYS

[00:52] How David got started selling mainframes for IBM before launching his own company.

[04:45] What does David think is the tougher job: being a sales rep or a frontline sales manager?

[06:38] We clarify the difference between “what’s your sales model?” and “what’s your go-to-customer model?”

[09:49] How can sales leaders move beyond the pure metrics and focus more on the person-to-person coaching?

[13:15] How to reward top performers other than making them managers.

[15:45] When one hires a new frontline sales manager, what’s the biggest adjustment they generally have to make?

[18:50] Leadership is the combined aspects of business management and coaching - you can’t do one without the other.

[21:10] As a coach, your job is not to give people the answers. Why learning to ask questions is essential to coaching.

[25:20] How becoming proficient at asking discovery questions as a salesperson is a great foundation for becoming a sales manager.

[32:30] Some “experts” are scoffing at one-on-one sales coaching as being quaint and outdated. What’s David’s take on that?

 

MORE ABOUT DAVID A. BROCK

Is it easier to teach a technical non-salesperson how to sell, or teach a salesperson how a product or service really works?
I’ve always had luck teaching non-salespeople how to sell.

When you look at your own sales skillset, what’s one thing that you need to improve?

I’m a master of everything! Lol. I think I need to continue to work on my patience.

What’s on non-business book every salesperson should read?
Mindset: The New Psychology of Success by Carol Dweck

What’s your favorite place to go on vacation?
I end up going someplace where my bike is part of it, or mountain hiking.

 

CONTACT DAVID A. BROCK

Website: SalesManagerSurvivalGuide.com

Oct 4, 2016

I am beyond excited to talk to my guest, Jay Samit, an accomplished disruptor, serial entrepreneur, digital media innovator, and pioneer in the music, video distribution, social media, and eCommerce space. Jay is the author of the bestselling book, Disrupt You!: Master Personal Transformation, Seize Opportunity, and Thrive in the Era of Endless Innovation, and is an adjunct professor at the USC Turbie School of Engineering.

Join us for an insightful and entertaining conversation on a range of topics, including what it means to be a disruptor, what self-disruption is really about and how it can transform your career and life, how by solving for others you end up solving for yourself, and how a sales professional can take their problem and use it as a solution to solve for somebody else.     

 

KEY TAKEAWAYS

[0:57] Jay’s TED Talk, It's Time to Disrupt You! is a great basis for this conversation, so make sure to check it out first.

[1:21] Jay has noticed how the self-made billionaires of today are individuals who see the world, and opportunity, differently.

[5:20] As a salesperson, focus on the individual not the organization, and think about: “What’s their concern, what’s their fear, how do they keep their job, and what can I do to make their life better?”

[5:46] What is self disruption really about?

[8:46] Unless you really believe in reincarnation, you’ve only got one shot here in this life to make a difference. So, what are you going to do to make an impact? And what is stopping you?

[11:11] How a sales professional can take their problem & use it as a solution to solve for somebody else? and therefore, leverage their spend & increase the sale? It’s about taking a more holistic sales approach.  

[15:16] Download your FREE copy of the 40 page Disrupt You! Companion Work Book,

[17:40] Ask yourself: What are 3 problems in your company? What are 3 problems in your career? Write them down every day for a month to discover where you can disrupt your self.

[20:05] What are you doing to continue to grow? How do you make yourself indispensable?  

[22:41] Jay explains the difference between failing and failure.  

[25:46] Jay says you only  have to be right for a nanosecond to become a billionaire or change the world―All you need is insight & drive, and salespeople have the drive.

[28:56] Jay’s two affirmations are: Today can be better than yesterday, and I have the power to make it so!

CONTACT JAY SAMIT

Website: Jaysamit.com

Twitter: @jaysamit

Oct 3, 2016

I’m excited to talk to my guest, Peter Mollins, CMO at KnowledgeTree. On this episode, Peter and I talk in depth about the alignment and communication between sales and marketing departments. And, how better collaboration at every stage in the sales funnel will lead to generating more revenue.

 

 

KEY TAKEAWAYS

[05:28] Conversion rates off of MQL’s are often telling as to whether you’re targeting the right people. Or if sales has the right information.

[07:22] Why are sales so skeptical of marketing assistance?

[09:30] There is a new generation of marketers that have the foresight to focus more on the bottom of the sales funnel.

[11:20] A Four Quadrant report identified that 20 stakeholders need to “nod their heads” on a standard B2B deal, rather than the more commonly held belief of 5.4 stakeholders. What’s Peter’s take on this?

[14:14] How does marketing and sales collaboration work in effectively aligned environments? What are some of the best practices Peter has seen?

[17:30] Is there a mismatch between the salesperson’s sense of how much value they provide and the customer’s perception of how much value they receive?

[19:35] The only way sales will stop being skeptical about marketing content is by feeling they had an input into its creation.

[20:35] The move toward the science of marketing and how it buttresses the art of selling is increasingly affecting bottom of funnel opportunity identification, and prioritization.

[22:30] When in the buyer’s journey is a good time to send an implementation guide, and why?

 

MORE ABOUT PETER MOLLINS

What’s your most powerful sales attribute?
Market knowledge.

Who is your sales role model?
My father.

What’s one book that every salesperson should read?
The Challenger books.

What music is on your playlist right now?

I drive my kids to school so, in the morning it’s Taylor Swift. When I’m on my own, it’s news and podcasts – such as In Our Time by the BBC.

 

CONTACT PETER MOLLINS

Website: KnowledgeTree.com

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