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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: 2016
Jul 11, 2016

Kevin Eikenberry is Chief Potential Officer at the Kevin Eikenberry Group, a world-renowned leadership expert, a two-time bestselling author, speaker, consultant, trainer, and coach. Is this episode our discussion is centered around the leadership component of sales management. You’ll learn why you need to lead, inspire and motivate the buyer to take action. And, why too few sales reps ever seem to consider their role to be that of a leader. Tune in to hear Kevin and I talk about the intersection of leadership and management in the context of sales and what that means for your success.

  

MORE ABOUT Kevin Eikenberry

What’s your most powerful sales attribute?
My sales team.

Who is your business role model?
My father.

What’s one book that every aspiring leader should read?
Other than mine? If you want to read a classical book on leadership, you can’t go wrong by reading The Leadership Challenge by James Kouzes and Barry Posner. Anything by Marshall Goldsmith, especially as it relates to coaching is a good place to start. 

What music is on your playlist right now?

I listen to country the most, but last week I went to a concert in something far, far from country; sort of an alternative rock band named Puscifer, because the lead singer who was also the lead singer of Tool was a childhood friend of mine. 

What’s the one question you get asked most frequently by people that you’re coaching or training?

Are leaders made or born?

 

CONTACT KEVIN EIKENBERRY

www.kevineikenberry.com

Jul 9, 2016

Tony Delmercado is COO of Hawke Media and the founder of 1099.me, a tax management service for entrepreneurs. Tony believes in people over processes and has helped generate millions of dollars in revenue for numerous companies through leadership roles in business development, marketing and operations. In this episode, Tony and I have a discussion about what companies can do to dramatically grow their revenues by to perfecting the alignment of their marketing and sales efforts. Listen now!

 

MORE ABOUT TONY DELMERCADO

What’s your most powerful sales attribute?
I’m really friendly and nice. I think I’m just an approachable guy.

What tool do you use for sales management that you can’t live without?

SharpSpring and Salesforce.

Who is your sales role model?

Jim Rawdon.

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?

Killer Mind, who’s a rapper from Atlanta; Foo Fighters; and another rapper from Minneapolis named Prof. 

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

In my current role, I’ll talk to Cole who’s on our sales management team. Also, at some point before 9:30 am, I’ve probably responded to at least one person that’s in our flow to acquire them as a client.

 

CONTACT TONY DELMERCADO

www.hawkemedia.com

Jul 8, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation around the idea of whether sales reps are making sales more complicated than it needs to be. Among the topics we discuss are:

  • Are sales reps confused about the purpose of selling?
  • Do we need to focus on training sales reps on the significant role emotions play in decision making?
  • How can you contribute to the body of knowledge in sales by focusing more on the emotional aspects of sales.

 

MORE ABOUT BRIDGET GLEASON

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

My first job in sales?

Selling and networking products and desktop computers for Xerox.

Music that psyches me up before an important sales call?

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

 

CONTACT BRIDGET GLEASON

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

Website: www.sumologic.com

Jul 7, 2016

Brandon Redlinger is head of growth at PersistIQ, which makes outbound sales more effective by bringing the human element back to sales. In this episode, Brandon and I talk about how effective sales development is based on balancing personalization with automation. Be sure to listen in as we discuss what should be in your sales stack in order to improve your sales productivity.

 

MORE ABOUT BRANDON REDLINGER

What’s your most powerful sales asset?
Curiosity

Who is your sales role model?
Dan Kennedy

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

What music is on your playlist right now?

I have a little bit of everything. I’m one of those guys who like to listen to music on loop. Fight Song by Rachel Platten is on loop right now.

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

What’s the best cold email I should send?

 

CONTACT BRANDON REDLINGER

www.persistiq.com

www.persistiq.com/blog

@PersistIQ on Twitter

Jul 6, 2016

Donald Kelly, also known as The Sales Evangelist, is the host of The Sales Evangelist podcast and founder of TSE Sales Training and Coaching. Donald believes anyone can sell if they possess 3 traits: the desire, the hustle factor and proper training. Among the topics Donald and I discuss in this episode are:

  • What exactly is The Sales Evangelist evangelizing about?
  • What holds people back from continuously learning about sales?
  • How to teach sales managers to model the right sales behaviors.

 

MORE ABOUT DONALD KELLY

What’s your most powerful sales attribute?

I like to think creatively, and to think personally.

If there’s one thing you could change about your business self, what would it be?
To fine-tune processes.

Who is your sales role model?

Jerrod Young, a leader of mine at one point.

What’s one book that every salesperson should read?
The Three Value Conversations, by Cheryl Geoffrion, Conrad Smith, Erik Peterson, and Tim Riesterer

Think and Grow Rich, by Napoleon Hill

What music is on your playlist right now?

Right now some reggae, Damian Marley. 

 

CONTACT DONALD KELLY

Website: www.salesevangelist.com/accelerate

Jul 5, 2016

Jason VanOrden is an entrepreneur, author, speaker, podcast host and co-founder of Internet Business Mastery. Jason helps thousands of entrepreneurs realize their vision of pursuing their passions, being their own boss, creating their own schedule and living a lifestyle they truly desire. In this episode, Jason and I discuss how to get unstuck in life and business. Join us to hear more about:

  • How Jason discovered his path to business ownership.
  • Creating baby steps towards change with Tiny Habits.
  • Surrounding yourself with success and support.
  • Finding an accountability partner, a framework, and a mentor.

 

MORE ABOUT Jason vanorden

What’s your most powerful sales asset?
Empathy

Who is your sales role model?
Maria Popova of brainpickings.org

What’s one book that every salesperson should read?
Nonviolent Communication by Marshall Rosenberg

What music is on your playlist?

I’m enjoying listening to a pop punk band called Hit the Lights, right now.  

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

Content creation

 

CONTACT JASON VANORDEN

www.internetbusinessmastery.com

www.jasonvanorden.com

Jul 4, 2016

Tim Templeton is an entrepreneur, consultant, speaker and bestselling author of several books, including The Referral of a Lifetime. In today’s episode, Tim shares his strategies for how to build a strong book of business based solely on referrals. Among the topics we discuss are:

  • How to develop a lifetime relationship with a client.
  • How to build your ABC database.
  • How to build your referral engine.
  • How to scale your business scalable using referrals.

 

LEARN MORE ABOUT TIM TEMPLETON

What’s your most powerful sales asset?

I am the author of four books, so I use my body of work as my sales asset.

Who is your sales role model?

John Owens

What’s one book that every salesperson should read?

Flow: The Psychology of Optimal Experience by Mihaly Csikszentmihalyi

What music is on your playlist?

Bob Seger is on my playlist right now.

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

What did you say to generate the referral?

 

CONTACT TIM TEMPLETON

Text the word ROAL7 to 58885 to receive a free chapter of The Referral of a Lifetime - Revised Edition.

Jul 1, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget interviews me, asking questions ranging from how to hire the right salespeople to how you can deliver the value that helps prospects make the decision to buy from you. Among the topics we discuss are:

  • Why the future belongs to people with specialized knowledge rather than the generalist.
  • What’s the one question a customer will never ask?
  • How to add value to a sales conversation.

 

MORE ABOUT BRIDGET GLEASON

My first job in sales?

Selling and networking products and desktop computers for Xerox.

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

Music that psyches me up before an important sales call?

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

 

CONTACT BRIDGET GLEASON

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

Website: www.sumologic.com

Jun 30, 2016

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

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

 

CONTACT MICHAEL HAUGE

www.storymastery.com

Jun 29, 2016

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

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

 

LEARN MORE ABOUT DREW MCLELLAN

What’s your most powerful sales asset?

I ask the questions prospects have never been asked before.

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

The weekly meeting

Who is your sales role model?

Walt Disney

What’s one book that every salesperson should read?

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

What music is on your playlist?

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

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

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

 

CONTACT DREW MCLELLAN

www.drewsmarketingminute.com

Email: drew@mclellanmarketing.com

Drew McLellan on Twitter

Drew McLellan on Facebook

Drew McLellan on LinkedIn

Jun 28, 2016

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

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

● How to get a WIN on every call.

● How to leave a proper voicemail for your prospect.

● How to use a sales script more efficiently.

 

LEARN MORE ABOUT ART SOBCZAK

What’s your most powerful sales asset?

I am inquisitive.

Who is your sales role model?

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

What’s one book that every salesperson should read?

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

What music is on your playlist?

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

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

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

 

CONTACT ART SOBCZAK

www.smartcalling.com

Jun 27, 2016

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

● Eight steps to writing an exceptional proposal.

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

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

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

● How to increase the closing percentage of your proposals.

 

LEARN MORE ABOUT JASON SWENK

What’s your most powerful sales asset?

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

Who is your sales role model?

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

What’s one book that every salesperson should read?

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

 

CONTACT JASON SWENK

www.jasonswenk.com

Jun 24, 2016

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

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

 

MORE ABOUT BRIDGET GLEASON

My first job in sales?

Selling and networking products and desktop computers for Xerox.

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

Music that psyches me up before an important sales call?

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

 

CONTACT BRIDGET GLEASON

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

 

Contact Bridget:

Website: www.sumologic.com

Jun 23, 2016

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

 

LEARN MORE ABOUT JOHN LIVESAY

What’s your most powerful sales asset?

Confidence

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

Infusionsoft

Who is your sales role model?

Tim Sanders

What’s one book that every salesperson should read?

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

What music is on your playlist?

Adele

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

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

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

Can you introduce me to investors?

 

CONTACT JOHN LIVESAY

www.johnlivesay.com

 

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

Jun 22, 2016

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

 

LEARN MORE ABOUT DREW NEISSER

What's your most powerful sales asset?

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

Who’s your sales role model?

Daniel Lubetzky

What’s one book that every salesperson should read?

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

What music is on your playlist right now?

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

 

CONTACT DREW NEISSER

www.thedrewblog.com

Renegade

The CMO’s Periodic Table

 

SPONSORS

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LiveHive:

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

 

FREE RESOURCES

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

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

 

ABOUT ANDY

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

Jun 21, 2016

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

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

 

LEARN MORE ABOUT JOHN SPENCE

What's your most powerful sales asset?

Asking great questions and listening.

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

Evernote

Who’s your sales role model?

Neil Rackham and Mahan Khalsa

What’s one book that every salesperson should read?

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

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

What music is on your playlist right now?

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

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

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

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

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

 

CONTACT JOHN SPENCE

Website: John Spence

Jun 20, 2016

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

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

  

LEARN MORE ABOUT LYNN HIDY

What's your most powerful sales asset?

Enthusiasm

Who’s your sales role model?

Kendra Lee at KLA Group for Prospecting.

What’s one book that every salesperson should read?

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

What music is on your playlist right now?

Ramones

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

How can I make more money and work less?

 

CONTACT LYNN HIDY

UpYourTeleSales.com

Lynn Hidy on’s LinkedIn

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

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

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

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

 

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

 

 

MORE ABOUT BRIDGET GLEASON

My first job in sales?

Selling and networking products and desktop computers for Xerox.

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

Music that psyches me up before an important sales call?

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

 

CONTACT BRIDGET GLEASON

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

 

Contact Bridget:

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

Jun 16, 2016

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

 

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

 

LEARN MORE ABOUT MATTHEW BELLOWS

What's your most powerful sales asset?

Authenticity

Who’s your sales role model?

Andy Grove

What’s one book that every salesperson should read?

Turning Your Mind into an Ally by Sakyong Mipham

What music is on your playlist right now?

The Decembrists

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

Can I have more leads?

 

CONTACT MATTHEW BELLOWS

Yesware

Matthew Bellow’s Email

Jun 15, 2016

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

 

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

 

LEARN MORE ABOUT PETER STROHKORB

What's your most powerful sales asset?

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

Who’s your sales role model?

Neil Rackham

What’s one book that every salesperson should read?

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

What music is on your playlist right now?

Kiss and ZZ Top

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

How can I hit my targets?

 

CONTACT PETER STROHKORB

Peter Strohkorb Website

Jun 14, 2016

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

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

 

LEARN MORE ABOUT ARDATH ALBEE

What's your most powerful sales asset?

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

Who’s your sales role model?

Jill Konrath

What’s one book that every salesperson should read?

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

What music is on your playlist right now?

Adele

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

Check out Twitter and LinkedIn

 

CONTACT ARDATH ALBEE

Marketing Interactions

Ardath Albee Twitter

Jun 13, 2016

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

 

 

Bullet Points

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

 

LEARN MORE ABOUT STEVE RODGERS

What's your most powerful sales asset?

Authentic

Who’s your sales role model?

Brian Tracy

Name one book that every sales person should read.

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

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

James Taylor, Pink, Fleetwood Mac, and Rihanna

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

Meditate

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

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

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

iPhone

 

CONTACT STEVE RODGERS

Alchemy Advisors Website

Jun 10, 2016

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

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

 

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

 

MORE ABOUT BRIDGET GLEASON

My first job in sales?

Selling and networking products and desktop computers for Xerox.

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

Music that psyches me up before an important sales call?

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

 

CONTACT BRIDGET GLEASON

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

 

Contact Bridget:

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

Jun 9, 2016

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

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

 

LEARN MORE ABOUT DAVE BLAKE

What's your most powerful sales asset?

Building genuine relationships.

Who’s your sales role model?

Chris Harrington: President of Domo.

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

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

What music is on your playlist right now?

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

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

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

 

CONTACT DAVE BLAKE

ClientSuccess Website

dave@clientsuccess.com

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