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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: November, 2016
Nov 30, 2016

Joining me on this episode of Accelerate! is Norman Behar, CEO and Managing Director of the Sales Readiness Group, and co-author of the new book, The High-Impact Sales Manager: A No-Nonsense Practical Guide to Improve Your Team’s Sales Performance. Among the many topics that Norman and I discuss are some of the new ways millennials prefer to access sales training, what to look for when selecting a training vendor, creating a culture of accountability, and the skills a sales manager needs besides those of a top sales rep.

 

 

KEY TAKEAWAYS

[1:45] Norman tells how his company meets the needs of millennials by offering learning virtually, online, in live sessions, e-learning, and workshops.

[4:36] Norm shares the behavior change goals of all sales training.

[6:38] How managers need to assess the individual training needs of sales reps.

[9:41] The value of using assessment tools in addition to in-person assessments.

[11:41] Norman shares how to investigate training companies, and how their approaches would apply to your sales team.

[17:01] Andy puts it on the manager’s plate to verify that the training vendor has relevant offerings for their staff, so the sales reps don’t ‘tune-out.’

[23:31] Norman discusses the value of having team members teach one another and how a culture of accountability starts to develop.

[24:41] Norman shares the number one action sales managers can take to improve the sales performance of their team.

[25:33] What are the 3  primary goals of sales management training?

[26:15] Andy and Norman discuss the art of sales and the science of sales. Both aspects are needed; numbers are ineffective without relationship.

[31:01] Senior Management should hire sales managers based not on their past performance as competitive closers, but on traits such as mentoring, willingness to learn, and attributing credit to others.

 

MORE ABOUT NORMAN BEHAR

What’s your most powerful sales attribute?
Authenticity -- giving people the right answer, not necessarily what they want to hear; and really looking for good alignment.

Who is your sales role model?
Zig Ziglar.

What’s one book that every salesperson should read?
Who Moved My Cheese?: An Amazing Way to Deal with Change in Your Work and in Your LIfe, by Spencer Johnson, M.D.

What music is on your playlist right now?

A lot of Adele.

 

CONTACT NORMAN BEHAR

Website: SalesReadinessGroup

Nov 29, 2016

Joining me on this episode of Accelerate! is Brian Burns, host of the popular podcast, The Brutal Truth About Sales and Selling, and author of The Maverick Method: Simplifying the Complex Sale. Among the many topics that Brian and I discuss are the problems Brian sees in the poor implementation of sales automation tools, the lack of sales training to teach sales reps how to authentically connect with customers in the complex buying process, and traits for success as a sales maverick.

 

 

KEY TAKEAWAYS

[0:53] [3:38] Brian got into sales, and soon discovered he didn’t like it, because of the high stress and the low recognition given.

[4:48] Andy asks about brutal truths of sales and selling. Brian says most consultants either say to ‘work harder,’ or they offer a ‘silver bullet’ methodology; but neither answer is complete.

[6:20] Brian says managers see salespeople kind of like the garbage collector. They get paid more than the fireman, but the job isn’t as clean.

[7:22] Brian asks, would you get on a plane with a pilot who had studied flight, but never flown? Why get sales advice from consultants who have read studies, but never sold?

[8:35] Brian calls marketing automation, spam automation. It’s important for sales reps not to forget the human who is behind the email address.

[11:56] Brian says the real point of automation is to scale your activity; not to annoy people, or create meaningless activity.

[13:50] Brian says, what sales managers need, is not to have more metrics, but to hire a maverick rep, who finds a new way of connecting, and engaging authentically with people.

[15:25] Andy and Brian discuss qualities of the maverick sales rep.

[19:21] Brian explains why deals die at the first meeting. [26:06] Brian shares his maverick method to push forward stuck sales by breaking them down into the smallest steps needed to advance.

 

MORE ABOUT BRIAN BURNS

What’s your most powerful sales attribute?
My curiosity, and putting myself in the other person’s place.

Who is your sales role model?
My parents, both in sales.

What’s one book that every salesperson should read?
The Rise of Superman: Decoding the Science of Ultimate Human Performance, by Steven Kotler.

What music is on your playlist right now?

U2, AC/DC.

 

CONTACT BRIAN BURNS

LinkedIn: Brian Burns

Twitter: @BrianGBurns

Website: MaverickMethod

YouTube: Brian Burns

Nov 28, 2016

Joining me on this episode of Accelerate! is my guest Craig Rosenberg. Craig is Co-founder and Chief Analyst at TOPO, a sales research and advisory firm. He’s also the founder of the Funnelholic blog. Among the many topics that Craig and I discuss are the current state of the sales process; how to build a sales process that supports the needs of you, the seller, and the buyer; how to relate and engage with your customer throughout their buying journey and the value of human selling vs automation.

 

 

KEY TAKEAWAYS

[1:40] The Mouse that Roared, by Leonard Wibberley, is an inspiration to small enterprises. (And one of my favorite books and movie.)

[2:56] Craig started teaching, and coaching water polo, straight out of college. All his friends were happy working at Oracle or Sun; his teacher colleagues were unhappy. So, he tried sales.

[9:05] What is the purpose of creating methodology for a step-by-step sales process?

[11:03] When the process is in place, what steps come next?

[14:09] Between Andy’s and Craig’s observations, what is it that 68-to-72% of companies do not have?

[18:28] What are exit criteria, and when should they be applied?

[20:36] Why you can’t just copy the sales process from a successful company like Salesforce.

[22:30] Is it easy for an established and successful sales rep to transfer from one sales environment and process, to another?

[25:54] What are uniquely human sales skills?

[27:21] How can we engage more and better with our prospects? Is there an app for that?

[32:34] What kind of help does a prospect really want, on their buying journey?

 

MORE ABOUT CRAIG ROSENBERG

What’s your most powerful sales attribute?
Discovery.

Who is your sales role model?
The actor, Vince Vaughn.

What’s one book that every salesperson should read?
Sales Mastery: A Novel, by Barry Trailer, or any Andy Paul book.

What music is on your playlist right now?

Tupac, Dr. Dre, Snoop,

 

CONTACT CRAIG ROSENBERG

Website: www.TOPOhq.com

Twitter: @Funnelholic

LinkedIn: Craig Rosenberg

Nov 26, 2016

Joining me on this episode of Accelerate! is Matt “Handshakin” Holmes, Founder of Handshakin.com,and author of the eBook, Six Networking Strategies for Entrepreneurs: Networking 101 for new startups and first-time entrepreneurs. Among the many topics that Matt and I discuss are how Matt realized he could teach others about personal branding, some of his strategies to build and protect personal brand; the importance of online networking; and using networking to build your personal brand.

 

KEY TAKEAWAYS

[2:10] Matt learned that asking to interview someone about their success is a good shortcut to networking.

[3:14] Matt’s shares his favorite “networking with billionaire” story about landing an interview with Jeff Hoffman, founder of Priceline.com.

[5:22] Matt defines the critical elements of your personal brand.

[8:59] The steps sales reps should take to build their brand online.

[10:09] Matt describes the plug-ins to use with LinkedIn to build a powerful networking platform.

[14:15] Easy steps all sellers to need to take to perfect their LinkedIn profile.

[17:05] The three signs you are a poor networker: and how to address them

[19:45] Matt describes how to measure the effectiveness of your online networking activity.

 

MORE ABOUT MATT HOLMES

What’s your most powerful sales attribute?
Paying it forward -- giving something of value to the other person before making an ask.

Who is your sales role model?
Grant Cardone.

What’s one book that every salesperson should read?
How to Win Friends and Influence People, by Dale Carnegie.

What music is on your playlist right now?

Low-energy dubstep for the office.

 

CONTACT MATT HOLMES

Website: Handshakin.com/free

Snapchat: Handshakin

Twitter: @Handshakin

Nov 25, 2016

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, a listener question from Tim, about how to reduce the frequency of “No Decision” decisions; the root causes of no-decision decisions; and how sales reps can proactively collaborate with prospects to enhance the buying experience to reduce no-decision decisions. Join Bridget and me for this episode of Accelerate! to learn how collaboration and engagement can accelerate the buyer’s journey to a productive conclusion.

 

KEY TAKEAWAYS

[2:29] Andy introduces the topic with a reader question from Tim: How do I reduce the number of “No Decision” decisions in my pipeline?

[5:50] Bridget recommends how to track no-decision decisions to diagnose root causes and coach improvement.

[6:44] Why 25% of opportunities in a pipeline are not properly qualified for your solution, from the start.

[8:44] Why managers need to use lost deal reviews to analyze no-decision decisions (because of the waste of time involved.)

[10:33] Why reps need to view the purchasing journey in two phases: the decision (Are we making this now?), and the choice (Which vendor do we use?).

[11:37] Customers are increasingly more self-sufficient, doing their own deep-dive research on the Internet, and going through the more of the buying process on their own.

[14:43] How to win a higher fraction of your deals by learning how to paint the purchasing vision for the buyer.

[18:40] Why sales needs to collaborate with buyers to co-create value.

[20:20] Effective collaboration with prospects is a key to helping shrink the number of no-decisions.

 

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.

Nov 24, 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.

 

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  

Nov 23, 2016

Joining me on this episode of Accelerate! is Kendra Lee, author of The Sales Magnet: How to Get More Customers Without Cold Calling, and Selling Against the Goal, and President  of The KLA Group. Among the many topics that Kendra and I discuss are how Kendra are cold calling and whether it is an ineffective use of a sales rep’s time; what a “relevant event” is and what it can do for lead generation; and how to make yourself into an authority in your niche market.

 

 

KEY TAKEAWAYS

[10:28] How to uncover leads without cold calling -- how to figure out who on your list really is interested.

[12:23] How to use events to generate prospects.

[17:17] Why events can help position you as the authority people look up to, and want to work with.

[18:10] Kendra explains the Attraction Trifecta (personal attraction, digital attraction and collaborative attraction) and its essential role in developing new prospects.

[22:53] Kendra describes the steps you need to take to become a real authority to your prospects.

 

MORE ABOUT KENDRA LEE

What’s your most powerful sales attribute?
Building relationships.

Who is your sales role model?
Zig Ziglar.

What’s one book that every salesperson should read?
Selling to Big Companies, by Jill Konrath.

What music is on your playlist right now?

Katy Perry, and Queen.

 

CONTACT KENDRA LEE

Website: KLAGroup.com

LinkedIn: Kendra Lee

Twitter: @KendraLeeKLA

Nov 22, 2016

Joining me on this episode of Accelerate! is Jamie Shanks, CEO of Sales for Life, Inc., author of the Social Selling blog, and author of the new book, Social Selling Mastery: Scaling Up Your Sales And Marketing Machine For The Digital Buyer. Among the many topics that Jamie and I discuss are common misconceptions about social selling; the necessity for engaging the buyer on every front, including social; surprising data about how different generations use social in sales; and how companies benefit, both in sales, and internally, by introducing social into their selling.

 

 

KEY TAKEAWAYS

[4:00] Why successful social selling today requires a cohesive plan bringing together sales, marketing, and sales enablement.

[5:45] Why Jamie calls social selling the Venn diagram of trigger-based selling, insight-based selling, and referral-based selling.

[6:21] Social selling can be used for more than just prospecting. Why account execs and customer success teams need to master it as well.

[8:47] The common misconceptions about metrics for social selling. And what you should be using.

[10:49] The purpose of a sales professional is to identify the medium that best gets the buyer’s attention. Social selling is one tool in the tool belt.

[14:41] Andy says middle-of-the-funnel sales reps need to understand that social selling provides insight within the ‘dead zone’, to help move the buyer forward to an opportunity proposal, and win the sale.

[18:15] Find out why research shows that sales professionals in their forties and fifties have the best success using their networks with social media.

[22:52] Why companies that adopt social selling find they attract better talent and retain employees longer.

[25:02] Adding social selling to existing touches produces, on the average, 20% net new pipeline opportunities for Jamie’s customers, and it only requires 30 to 60 minutes of the day.

[30:10] Social Selling Mastery is written to integrate four people into a team: the VPs of Sales, Marketing, Sales Enablement, and the sales executive.

 

MORE ABOUT JAMIE SHANKS

What’s your most powerful sales attribute?
Digging ditches: working long and hard.

Who is your sales role model?
Between Grant Cardone and Gary Vaynerchuk.

What’s one book that every salesperson should read?
The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon.

What music is on your playlist right now?

Classic Rock and WWII Jazz: Billie Holiday, Ella Fitzgerald.

 

CONTACT JAMIE SHANKS

Website: Salesforlife.com

LinkedIn: Jamie Shanks

Twitter: @JamieTShanks

Nov 21, 2016

Joining me on this episode of Accelerate! is Anthony Caliendo, bestselling author of The Sales Assassin: Master Your Black Belt in Sales, motivational speaker (and successful serial entrepreneur.) Among the many topics that Anthony and I discuss are why you need a passion to excel at whatever you do; the three essential traits all successful sales professionals possess; the mental roadblocks that prevent sales reps from learning and growing, and how you can use your inner sales ninja to get to the top.

 

KEY TAKEAWAYS

[2:40] Anthony started his career by building a successful chain of gyms for a major celebrity. Listen to find out who.

[8:18] Anthony talks about how to use branding to massively increase your sales.

[10:10] Why did he use the word Assassin in the title of his book?

[15:33] Why Anthony considers passion, dedication, and courage the three essential elements of sales success.

[18:32] Why it takes courage to fail. And how failure can lead to success.

[21:53] Anthony describes the mental block sales reps must get rid of open their minds to new ideas and concepts.

[24:13] How great sales reps use visualization to give themselves a competitive edge.

[26:25] Anthony notes that his book was written completely for the emotional side of sales: it shows a path to becoming successful from the inside, out.

 

MORE ABOUT ANTHONY CALIENDO

What’s your most powerful sales attribute?
The ability to make a lasting impression (and to be silent, and listen).

Who is your sales role model?
My mentor, Al Phillips.

What’s one book that every salesperson should read?
One of Zig Ziglar’s books.

What music is on your playlist right now?

Andrea Bocelli.

 

CONTACT ANTHONY CALIENDO

Website: Salesassassin.com

LinkedIn: Anthony Caliendo

Facebook: Anthony Caliendo

Twitter: @1salesassassin

Nov 19, 2016

Joining me on this episode of Accelerate! is Ali Mirza, Founder and President of Rose Garden Consulting, and author of the ebook, A Salesperson’s 30 Rules to Success. Among the many topics that Ali and I discuss in this episode are the biggest challenge facing sales reps in today’s business environment, the problems that can result from relying entirely on big data to manage sales, and the importance of really getting to know your prospects, their character types and their buying triggers.

 

KEY TAKEAWAYS

[:45] Ali learned most of the sales principles he uses by selling supplemental insurance products to rural Winnipeggers.

[9:45] How Ali warms up his cold calls, usually with an email, LinkedIn, or phone approach. And, how to get past a physical gatekeeper to make an unscheduled visit to a prospect.

[12:22] Andy and Ali discuss the biggest challenges sales reps face. And how to overcome them.

[15:22] Ali discusses the dangers of entirely relying on big data tools, without considering the individual personality types of buyers and their emotional triggers.

[21:29] How to tailor sales messages based on the audience. [25:15] How to effectively target new prospects by studying how and why your existing customers made their purchase decision.

MORE ABOUT ALI MIRZA

What’s your most powerful sales attribute?
I sell for my clients. I do know how to close.

Who is your sales role model?
Brian Tracy.

What’s one book that every salesperson should read?
How to Win Friends and Influence People, by Dale Carnegie.

What music is on your playlist right now?

“The Sound of Silence,” by Disturbed; Hip hop; Tupac; and “The Sounds of Silence,” by Simon and Garfunkel.

CONTACT ALI MIRZA

Website: Rosegardenconsulting.com

Facebook: Rose Garden Consulting LLC

Twitter: @rgcsales

Nov 18, 2016

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, the priority of habits before skills; time management habits and skills; and the superiority of sales conversations over scripted presentations. Join Bridget and me for this episode of Accelerate! to learn some foundational sales habits upon which productive sales skills can be built.

 

KEY TAKEAWAYS

[1:45] Andy introduces the topic -- Sales Habits -- and suggests that learning skills, without basic habits, is ineffective.

[2:57] Bridget offers the first habit -- organizing your calendar into blocks of planned activities.

[6:04] Andy asks for ideas on how sales reps can improve their ability to engage with prospects.

[7:23] An exercise you practice to learn how to lead with questions.

[11:03] Why practicing skills and habits is an iterative process. It’s not a ‘set and forget,’ but a learning process to revisit and work on constantly, if you want to remain relevant and effective.

[12:48] Andy and Bridget discuss the pitfalls of scripted questioning, and how opportunities may be lost by presenting, rather than engaging in conversation.

[18:25] Why sales reps need to provide something of value, in every conversation with contacts and prospects, to help move them closer to making a decision.

[20:56] Bridget recommends reading  A More Beautiful Question: The Power of Inquiry to Spark Breakthrough Ideas, by Warren Berger, for learning questions to ask to extend the conversation.

[23:18] Andy mentions learning keystone habits, such as responsiveness, from The Power of Habit, by Charles Duhigg.

[23:47] Andy guarantees that if you commit yourself to being absolutely and completely responsive to your prospects and your customers at all times, you will find your level of success will go up.

 

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.

Nov 17, 2016

My guest on this episode of Accelerate! is Gerald Vanderpuye, Co-founder and CEO of BuyerDeck, a sales enablement and collaboration platform. Gerald and I discuss, among other topics, Gerald’s inadvertent sales error with a prospect that led to a record-breaking order, what Gerald learned from that mistake that led to the creation BuyerDeck, and how to provide the transparency and responsiveness that transforms the customer buying experience and produces more sales.

 

 

KEY TAKEAWAYS

[4:15] Gerald talks about his sales time at Rackspace, where he found customers had an unremarkable buying experience, which cost potential deals for Rackspace.

[6:32] Gerald relates an email error he made by copying his customer on an internal progress report about that customer. This error ended in Rackspace’s winning the largest deal in the UK at that time and led to the creation of BuyerDeck.

[8:30] How incorrect sales assumptions about buying motivations, who the decision makers are, and why they care about the product can derail a sale.

[13:05] Why true collaboration between sales and buyers converts a sales opportunity into a buyer-seller project where proposals and marketing materials are shared, questions are asked, and reps can respond instantly, in one space.

[18:01] Sales reps using BuyerDeck have greater engagement with buyers. They can also see which buyers are the most engaged, which means the reps can focus on them for a higher close rate.

MORE ABOUT GERALD VANDERPUYE

What’s your most powerful sales attribute?
Listening and asking the right questions.

Who is your sales role model?
Someone I worked with -- Saj Coluji.

What’s one book that every salesperson should read?
Any of Zig Ziglar’s books.

What music is on your playlist right now?

R&B: Jagged Edge, Destiny’s Child.

 

CONTACT GERALD VANDERPUYE

Contact Gerald: Gerald@BuyerDeck.com

Website: www.BuyerDeck.com

Nov 16, 2016

My guest on this episode of Accelerate! is Lars Nilsson, VP of Global Inside Sales at Cloudera, and a pioneer in the development of the account-based sales development model. In this episode, Lars and I discuss the evolution of Account-Based Sales Development (ABSD), and how Cloudera is effectively using ABSD to drive its sales growth with major accounts. We also get into how to align the various responsibilities of sales & marketing and talk about big data & sales analytics and how to manage them.

 

KEY TAKEAWAYS

[4:24] Lars explains the elements of account-based sales development and how it differs from traditional sales.

[9:21] Lars describes how the business model at Cloudera, selling big data solutions to large enterprises, forced him to develop a new sales model.

[15:40] How many contacts should be targeted in an account based email campaign (by account size.)

[18:49] Lars describes the essential touch points of a 3-step account targeted email campaign.

[19:23] The essential elements required in your first targeted email message to engage the interest of the customer.

[20:58] Lars shares the open rates and reply rates of their account targeted emails.

[21:30] Who the subject matter experts are that you need to write your targeted emails in industry language.

[24:54] What is the smart technology account-based teams need to coordinate their outreach campaigns.

[29:35] Lars talks about creating career paths for SDRs, Renewal Sales Reps, Corporate Account Managers, and Outside Enterprise Account Executives.

MORE ABOUT LARS NILSSON

What’s your most powerful sales attribute?
Telling stories.

Who is your sales role model?
Kevin Mosier and Tom Riley.

What’s one book that every salesperson should read?
The Greatest Salesman in the World by Og Mandino.

What music is on your playlist right now?

Elton John, Simon and Garfunkel.

 

CONTACT LARS NILSSON

Website: Cloudera.com

Nov 15, 2016

My guest on this episode of Accelerate! is Heather R. Morgan, founder of SalesFolk. She is co-author of The Human's Guide to Writing Cold Emails That Don't Sound Like a Spammy Robot. Among the subjects Heather and I tackle in this conversation are the steps involved in writing great cold emails, how to avoid entering Heather’s email Hall of Shame, and Heather’s best practices for developing the cold emailing campaigns that get outstanding results.

 

KEY TAKEAWAYS

[3:44] Heather shares how her cold email skills have helped her as an entrepreneur to build rapport quickly.

[7:02] Heather shares a story about how she used a cold tweet to land a job with a mobile games company, doing business development, without experience with either mobile games or business development.

[9:00] Heather describes how she developed an email campaign that had a 67% response rate.

[11:00] Andy asks Heather what her reaction must be to some of the cold emails she receives, and they discuss her Hall of Shame on SalesFolk.

[14:15] Heather walks through the steps for creating effective cold emails. Don’t miss this.

[14:51] Heather describes the plain and simple objective of every cold email campaign.

[26:31] Heather shares how to write cold emails that sound more like one-on-one conversations.

 

MORE ABOUT HEATHER MORGAN

What’s your most powerful sales attribute?
Being very blunt.

Who is your sales role model?
Bridget Gleason.

What’s one book that every salesperson should read?
One of Zig Ziglar’s first books.

A copywriting book by David Ogilvy.

What music is on your playlist right now?

Turkish music, Gypsy music, modern, Nicki Minaj, Lady Gaga, Jay Z.

 

CONTACT HEATHER MORGAN

Website: Salesfolk.com

LinkedIn: LinkedIn.com/in/Untraveling

Twitter: @HeatherReyhan

Nov 14, 2016

My guest on this episode of Accelerate! is Glenn Mattson, President of Mattson Enterprise, Inc., a Sandler Training Consulting and Training firm. Among the topics Glenn and I dig into in this episode are why most sales training is not effective in producing improved performance, how to understand emotional drivers of behavior change, and why sales training that doesn’t focus on personal change is pointless.

 

KEY TAKEAWAYS

[3:10] Glenn describes the emotional drivers that cause people to purchase are based either on pain or gain; not on benefits and features.

[5:10] Glenn shares why salespeople spend an awful lot of time and an enormous amount of resources chasing accounts that are not qualified and will not close.

[5:49] Glenn describes the three stages of sales -- Building Relationships, Qualification, and Closing-- each broken down into further steps.

[6:05] Why you need to learn the emotional drivers -- of the company, and of the individual contact -- during Qualification.

[8:10] The importance of proof of concept trials. If the buyers are looking for something you can't deliver, why continue through the process?

[8:33] Learn the Ultimate Contract Question for buyers

[20:50] If sales training were just a knowledge problem, people could read the book, and next thing you know, they should be able to do whatever they need to do. Glenn shares why training doesn’t work that way.

[24:02] Glenn shares why sales training is not a knowledge problem, but a behavior challenge.

[26:35] 70% of each of your sales calls should be listening, not talking.

 

MORE ABOUT GLENN MATTSON

What’s your most powerful sales attribute?
My ears and my ability to ask the right questions.

Who is your sales role model?
David Sandler.

What’s one book that every salesperson should read?
Scripts People Live: Transactional Analysis of Life Scripts, by Claude Steiner.

What music is on your playlist right now?

Lynyrd Skynyrd, AC/DC, and Led Zeppelin.

 

CONTACT GLENN MATTSON

Contact Glenn: glennm@sandler.com

Website: www.mattson.sandler.com

Phone: (631) SANDLER (726-3537)

Nov 12, 2016

My guest on this episode of Accelerate! is Laurie Sudbrink, Founder and President of Unlimited Coaching Solutions, Inc., author of the book, Leading with GRIT: Inspire Action and Accountability with Generosity, Respect, Integrity and Truth. Some of the key topics Laurie and I discuss are the key elements of selling with GRIT, how to implement change in yourself and in your organization, and the five steps of change Laurie prescribes that you can use to transform your selling.

 

KEY TAKEAWAYS

[2:30] Laurie wrote Leading with GRIT to reach more people in the workplace than she could by coaching.

[4:01] The Acronym GRIT -- generosity, respect, integrity, and truth -- is really a way you can develop passion and perseverance in your career.

[11:25] The Respect and Integrity aspects help a leader to build trust, and flow right into Generosity.

[15:32] Laurie describes the fundamental problem when it comes to introducing change into our lives and how to effectively teach it.

[18:58] Andy and Laurie discuss the five steps to implementing change: awareness, desire, how, action, and perseverance.

[20:18] Being able to use your self-awareness without judgment is a critical point of Awareness.

[21:51] Taking some time to self-reflect -- a minute in the morning, a minute at noon, a minute in the evening -- is essential to making lasting change.

[23:51] Desire for change is the why. We have to own that why. What's the value to me?

[30:00] Action: take that first step. It's OK to make a mistake.

[32:16] Perseverance: you fall off the horse, and you get back on. Keep going, because there really is no alternative.

[33:52] Life's too short. Have a little fun, lighten up, and enjoy the ride.

 

MORE ABOUT LAURIE SUDBRINK

What’s your most powerful sales attribute?
Relating to people.

Who is your sales role model?
Jeffrey Gitomer.

What’s one book that every salesperson should read?
The Four Agreements: A Practical Guide to Personal Freedom (A Toltec Wisdom Book), by Don Miguel Ruiz.

The Only Little Prayer You Need: The Shortest Route to a Life of Joy, Abundance, and Peace of Mind, by Debra Landwehr Engle.

What music is on your playlist right now?

Tom Petty.

 

CONTACT LAURIE SUDBRINK

Website: Leadingwithgrit.com

Website: Leadingwithgrit.com/gritassessment

LinkedIn: Laurie Sudbrink

Facebook: Laurie Sudbrink

Twitter: @lauriesudbrink

Nov 11, 2016

Welcome to another Front Line Friday with my amazing guest, Bridget Gleason. On this week’s episode, Bridget and I delve into dealing with ambiguity — and how to use it to your advantage in sales.

Join Bridget and me for this episode of Accelerate! as we first answer a listener question about a curiously reluctant manager, and then work our way through a great discussion about how to convert prospect ambiguity from a disturbance into a competitive advantage.

  

KEY TAKEAWAYS

[4:26] Andy reads a Listener Question from Jay: "My manager doesn't believe in one-on-ones. I don't feel like I'm getting enough feedback on how I'm progressing. My boss is all about the metrics, so how do I approach him about getting guidance about what I need to do to get better?”

[7:59] Bridget suggests a good strategy for approaching his manager.

[9:05] Andy provides examples about the importance of demonstrating initiative in these situations.

[10:53] Andy introduces the topic of ambiguity and how to react as buyers, and life, refuses to stick to the script.

[11:40] Andy provides a story that illustrates the importance of learning to handle ambiguity in dealing with prospects.

[12:30] Bridget describes why the ability to deal with ambiguity, and to navigate through it, is a requirement for working and thriving in a startup environment.

[17:04] Andy and Bridget provide answers to how much leeway should your sales reps have to make decisions, and to take the initiative in the face of ambiguity?

[20:20] Andy tells why ambiguity really puts a premium on, and rewards, the sales people being able to stay in the moment.

[24:22] Bridget and Andy describe how paying attention to ambiguity can guide you to where the winning opportunity is.

 

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.

Nov 10, 2016

My guest on this episode of Accelerate! is Craig Klein, Founder and CEO of SalesNexus, an integrated CRM and Email Marketing Automation platform, generating leads for small and medium sized businesses. Some of the key topics that  Craig and I discuss in this episode are the development of online and mobile CRM, why CRM implementations fail, and Craig’s suggestions on how to get started with integrated marketing automation and CRM.

 

KEY TAKEAWAYS

[4:22] Why Craig decided to start his own business and why he felt there was a need for a better CRM product.

[5:22] SalesNexus was the first company to offer an online solution to have the total CRM experience on the web and mobilize the experience on the Palm Treo.

[8:17] Craig describes the killer sales app as one that would let salespeople talk to customers, do what they do, and just have all the data end up in the right places.

[9:07] Craig’s suggestions on the easy way to use any CRM tool.

[11:02] CRM installations have a 50% failure rate — The Achilles’ heel is not the technology, but that sales people don’t adopt it.

[11:54] How to drive adoption of CRM by even your top performing salespeople.

[16:47] Craig describes how companies invest in high-end CRM solutions, hire 2-3 full-time people to run the technology, and can't show a return on their income.

[17:16] SalesNexus adds the basics of marketing automation into a CRM, so a smaller business with 10-100 sales people and one or two marketing people can use marketing automation in a way that fits their sales process.

[18:01] Most sales organizations are terrible at managing leads. Leads that don't buy, get thrown out. If those leads are put into a simple nurturing program, they typically produce a 15-25% sales increase in the next 6-12 months.

[24:35] Start improving your lead follow-up with simple steps, such as how long it takes you to respond to a lead -- a behavior you can actually control.

 

MORE ABOUT CRAIG KLEIN

What’s your most powerful sales attribute?
Good questions and listening.

Who is your sales role model?
Dave Blanchard, the empathy master.

What’s one book that every salesperson should read?
The Greatest Salesman in the World, book by Og Mandino

Today I begin a New Life: Og Mandino for the 21st Century, book by Dave Blanchard

What music is on your playlist right now?

Ray LaMontagne, Muse.

 

CONTACT CRAIG KLEIN

Website: salesnexus.com

Blog: salesnexus.com/blog

Nov 9, 2016

Joining me on this episode of Accelerate! is Ian Altman, Founder and CEO of Grow My Revenue, best-selling author of two books, Same Side Selling: A Radical Approach to Break Through Sales Barriers, and Upside-Down Selling: An integrity-based Sales Approach to Avoid Being Predictable. Ian is also a sought-after keynote speaker, an expert in sales leadership and business growth, and author of articles featured regularly in Inc. and Forbes. In this episode, Ian and I discuss understanding the problems your product solves for the customer, how to qualify your customer by enticing them, disarming them and discovering their needs, and how to preserve the integrity of your sales process.

 

 

KEY TAKEAWAYS

[3:42] Ian’s single most important piece of advice — you have to have a complete understanding of what problems you solve for your client, why they would buy from you, and why they wouldn't.

[4:54] Ian identifies the one behavior salespeople should master in the context of qualifying the customer.

[6:27] When you get an inbound call, don't start selling. Instead ask, “Wow! What inspired you to call us today?” They will tell you the problem they need solved, you don't need to guess.

[7:00] Ian says that in an outbound situation, clients are used to being lied to, so instead — Entice, Disarm, and Discover.

[8:57] How Ian entices by sharing applicable problems his company has solved with dramatic results.

[9:09] How Ian disarms by acknowledging that not everybody is the right fit for his firm.

[10:48] Finally, how Ian discovers by asking, “If solving that problem is important, then I'm happy to learn more about your situation, to see if we can help.”

[10:58] In summary, this process frames the situation to the 2 or 3 areas you can help, disarms the idea that you’re only there to sell, and triggers discovery to learn more about their situation and see if you can help.

[12:10] Sometimes salespeople think every opportunity is good, and they get concerned by rejection. But not every opportunity is good. Less than half the people Ian meets are a good fit for him.

[25:40] Ask yourself, if you were the customer, would you rather speak to a subject matter expert or a salesperson?

[29:30] How do integrity and sales fit together? The salesperson with integrity understands they have the duty to tell the client if the product is not the right fit for them, even though they need the sale.

 

MORE ABOUT IAN ALTMAN

What’s your most powerful sales attribute?
Disarming honesty.

Who is your sales role model?
One looking out for my welfare, as a physician does.

What’s one book that every salesperson should read?
Hug Your Haters: How to Embrace Complaints and Keep Your Customers, by Jay Baer

Steal the Show: From Speeches to Job Interviews to Deal-Closing Pitches, How to Guarantee a Standing Ovation for All the Performances in Your Life, by Michael Port

What music is on your playlist right now?

Podcasts, and Van Halen or Billy Joel.

 

CONTACT IAN ALTMAN

Website: Ianaltman.com

Twitter: @GrowMyRevenue

Nov 8, 2016

Joining me on this episode of Accelerate! is Andrea Waltz, Founder of Courage Crafters, keynote speaker, and co-author of the book, Go for NO! YES Is the Destination, NO Is How You Get There. In this episode, Andrea and I discuss the real meaning of the word ‘no’, the cultural bases for the fear of failure, and how to rapidly grow your sales by getting to ‘yes’ after a long day of ‘no’.

 

 

KEY TAKEAWAYS

[3:00] Why you have to fail more in order to innovate, to take chances, and to take risks.

[8:11] How to start reprogramming the way you feel about rejection. How do you react internally, and how do you react externally? Do you give up sales for the day?

[9:25] We have physiological reactions to the word ‘no’, but there's also a cultural aspect we need to understand.

[13:20] Andrea describes two actions we take that really sabotage us: we make assumptions, and prejudge what someone else is going to do.

[15:16] Don't just get the “no, we're not interested,” but qualify or disqualify the contact, get the real no — find out why they are not interested.

[17:30] Andrea’s rule is to set a number for the no’s you will collect on any given day. Celebrate your activity, rather than just the outcome. Make it fun.

[19:44] Andy states you can control activities, you can't control outcomes — so manage your activities.

[22:10] Andrea discusses the funny stories, and great training she found in Secrets of Closing the Sale, by Zig Ziglar.

[24:22] If you succumb to feelings of personal rejection when you get a ‘no,’ Andrea recommends that you read The Four Agreements, by Don Miguel Ruiz,

[27:02] Manage the objection. Is it really ‘no’ (which is fine), or do they need more information or have questions?

[27:51] How ‘no’ is a perfectly acceptable answer, especially if you get it early. And how Andrea uses her disqualification model.

 

MORE ABOUT ANDREA WALTZ

What’s your most powerful sales attribute?
Belief in my product.

Who is your sales role model?
Gary Vaynerchuk.

What’s one book that every salesperson should read?
The Four Agreements: A Practical Guide to Personal Freedom (A Toltec Wisdom Book), by Don Miguel Ruiz.

What music is on your playlist right now?

Thirty Seconds to Mars, and My Chemical Romance.

 

CONTACT ANDREA WALTZ

Website: Goforno.com

Nov 7, 2016

Joining me on this episode of Accelerate! is Kurt Mortensen, one of America's leading authorities on persuasion, negotiation, and influence. He is the author of multiple books, including Persuasion IQ, The Laws of Charisma, and his best-selling book Maximum Influence. In this episode, Kurt and I explore the relationships between influence, persuasion and negotiation, how sales has changed, whether you would rather talk to a salesperson or a consultant, and how learning the laws of persuasion can make you more effective in sales and any other human interaction.

 

KEY TAKEAWAYS

[3:45] Trust is a key to building influence.

[5:02] Andy and Kurt cover the Five Cs of Trust: Character, Competence, Confidence, Credibility, and Congruence.

[8:18] Persuasion in sales has changed dramatically and some of the old skills don't work anymore. People want to be persuaded, they want to have someone persuade them to make a decision.

[11:10] Every word you use will attract or repel people.

[14:00] Kurt suggests, if you know there's a need and a want, and there's interest, you don't want to get a no.

[15:00] If you get a lot of no’s, then what you're asking is too big. Break your asks down into smaller and smaller yesses. That makes a big difference in response.

[18:05] People start by looking for reasons not to do business with you. Kurt points out that if you can help them see one or two reasons why they should do business with you, then they start looking for more reasons they should.

[19:00] The Law of Reciprocity is universal across cultures. When you do something for somebody, they feel an urge to do something back. If you don't allow people to return a favor you've given them, it can damage your relationship and your ability to persuade them.

[22:10] The Wobegon Effect is that 80-90% of people rate their skills as above average. The brain needs to be right.

[24:25] Kurt and Andy discuss listening. If you can listen, and use their name, people will tell you how to persuade them.

[26:30] It’s better to reveal to your prospect a minor weakness about you, your product or service, before they find one.

 

MORE ABOUT KURT MORTENSEN

What’s your most powerful sales attribute?
Credibility.

Who is your sales role model?
Brian Tracy.

What’s one book that every salesperson should read?
How Customers Think: Essential Insights into the Mind of the Market, book by Dr. Gerald Zaltman.

What music is on your playlist right now?

Van Halen, Depeche Mode, anything from the 80's.

 

CONTACT KURT MORTENSEN

Website: persuasioniq.com

Website: influenceuniversity.com

Nov 5, 2016

Joining me on this episode of Accelerate! is Kevin Craine, Host of The Everyday MBA podcast, and Executive Director and Senior Writer at Craine Communications Group, a writing and production firm. Kevin and I explore the sales applications of podcasting, novel ways you can reach your prospects with podcasts, and methods to repurpose print and web documents into podcasts. We also dig into the customer experience, and direct steps you can take right now, to improve the customer experience across your organization.

  

KEY TAKEAWAYS

[3:29] Kevin tells how simple it can be to produce a client podcast — a weekly Skype call, audio editing and voiceover, and it’s done.

[5:20] Why there’s a level of engagement with a podcast that a blog just can’t match.

[6:09] Why a podcast is an effective content channel as people are not reading like they used to, be it long form content, white papers, or books.

[7:31] People buy from those they know, like, and trust. A podcast creates an impression of knowledge and connection between the host and listener.

[8:20] How to combine the impact of blogs and podcasts by mutual links or mentions, and using matching or abridged audio content narrated from your blogs.

[12:10] How to develop your prospects by inviting them to be guests on your podcasts. It’s a great neutral setting to build rapport and start a sales conversation.

[14:49] Kevin expands on the value of applying the same approach to your existing customers. Interview customers on your podcast and have them tell your story for you, while sharing their experience.

[16:25] There are a lot of podcasts, and there will be more. One third of Americans listen. Do you want to ignore a vehicle with potential to contact one third of Americans?

[20:09] Kevin discusses the major concern of his podcast executive guests — how to improve their customers’ buying experiences.

[23:24] How to use simple tests to test the buying experience.

[26:04] Andy wants you to be your customers’ hero. Be fast, be agile, be responsive. Answer them now — don’t let them wait.

 

CONTACT KEVIN CRAINE

Websites:

Crainegroup.com

Everyday-mba.com

Nov 4, 2016

Welcome to another Front Line Friday with my amazing guest, Bridget Gleason. On this week’s episode, Bridget and I try to persuade each other about the value of persuasion as a sales skill.

Join Bridget and me for this episode of Accelerate! as we answer the question of a listener about how what you need to do to position yourself for promotion, attempt to define what persuasion is (what it can and cannot do), and examine the role that persuasion actually plays during the sales process.

 

 

KEY TAKEAWAYS

[2:00] We start with a listener question — Amy, an SDR, wants to position herself to move up to an Account Manager or Account Executive role. Beyond succeeding in her current role, should she do to demonstrate to her bosses that she is ready?

[3:12] Bridget suggests learning all the aspects of moving prospects through the sales process. In addition, Andy encourages Amy to start now to develop her knowledge of sales and business by constant reading and learning.

[7:12] Is this statement true? "To master the art of selling, you must master the art of persuasion?” Andy thinks not — What do you think?

[8:06] Bridget says persuasion is not manipulation. It's not about persuading someone who's not a good fit for the deal. It's a transference of confidence that this is the right decision.

[10:10] Andy asks whether it’s best if the customer thinks this co-creation of value is their own idea.

[12:50] Bridget discusses the difference between persuasion and coercion. And how people who can inspire, persuade her.

[13:24] Andy says, mastering responsiveness creates a positive perception that persuades the customer.

[17:50] Do 100% of all decisions initiate from the emotional side of the brain?

[19:08] How trust is built on a customer’s perceptions of you and your organization.

[24:49] Andy reminds us, it's a matter of who you are, as opposed to what you say. As Ralph Waldo Emerson said, "What you do speaks so loudly that I cannot hear what you say."

 

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.

Nov 3, 2016

Joining me on this episode of Accelerate! is Jay McBain, CEO of ChannelEyes, a software company that helps vendors drive and manage channel partner sales. Among the topics Jay and I discuss are why more companies are looking to build their business through channel sales partners, how channel sales are transforming entire industries, the tools that are needed to effectively service and support channel partners, and much more. Join us now!

 

 

KEY TAKEAWAYS

[4:11] Jay says, customers today tend to know more than the sales representatives about the product and it’s difficult to stay ahead of the customer.

[6:04] Do your channel managers have the right tools to work with their reseller partners?

[8:04] Why companies are overlooking sales opportunities by not using channel partners. Jay points out that 60% of all U.S. GDP happens indirectly, through channels.

[11:03] Why you may be chasing a deal that has almost no chance of closing.

[12:47] Jay describes how to use channel partner data points to increase the accuracy of your predictive analysis.

[19:14] Jay describes how channel sales are transforming industries; noting 85% of major accounting firms surveyed say they are transitioning into technology service companies rather than just financial accounting companies.

[20:05] How the rapidly changing decision making environment is affecting the sales process. (According to Gartner’s report, 72% of all IT related decisions are now made by department business line executives, such as VPs of Marketing, Sales, Operations, Finance, and more.)

 

MORE ABOUT JAY MCBAIN

What’s your most powerful sales attribute?
Persistence.

Who is your sales role model?
Lee Iacocca.

What’s one book that every salesperson should read?
The Tipping Point, by Malcolm Gladwell.

What music is on your playlist right now?

Sadcore break up songs.

 

CONTACT JAY MCBAIN

Email: jaym@channeleyes.com

Website: Channeleyes.com

Nov 2, 2016

Joining me on this episode of Accelerate! is Justin Roff-Marsh. Justin is the author of The Machine: A Radical Approach to the Design of the Sales Function. Among the many topics Justin and I discuss in this episode are what is sales process engineering, why he believes it’s important to reduce a salesperson’s autonomy through a division of labor, why 99% of companies need both outbound and inbound sales, and the traits of salespeople who thrive in an engineered sales process environment. This is a fascinating look at the future of sales.

 

 

KEY TAKEAWAYS

[6:58] Justin explains that in the methodology of sales process engineering and giving autonomy to the salesperson is undesirable.

[8:44] How the central idea of The Machine is the precise division of labor, or specialization.

[8:57] Justin discusses why business executives have always wrongly assumed that the sales function is fundamentally different from the rest of the organization, and immune from being made more efficient.

[9:31] Justin notes that, even in progressive sales companies, the sales person still owns the sales opportunity and the account, instead of the company. Justin calls that the tail wagging the dog.

[14:40] Andy talks about The Machine looking beyond the tech industry to the broader sales world.

[18:10] Marketing must subordinate to sales, by generating sales opportunities at the rate sales people consume them.

[18:59] Justin tells why a successful company must be prepared to have a mix of inbound and outbound opportunities.

[20:29] Justin discusses why work scheduling should be centralized.

[28:57] You need to be able to push sales opportunities to salespeople at the rate of always having 60-90 opportunities in their queue. If you don't have the offers, then you shouldn't have the sales people.

[31:38] Justin describes people who do best in the well engineered sales process environments are those with good communication skills that prospects enjoy talking to and have great product knowledge.

[36:15] Why Justin believes it is essential to engineer and build sales process environments that are inherently measurable.

 

CONTACT JUSTIN ROFF-MARSH

Websites:

Salesprocessengineering.net

Fourappointmentsaday.com

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