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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: February, 2017
Feb 2, 2017

Joining me on this episode of Accelerate! is my guest Timo Rein, Co-Founder of Pipedrive, which is one of the leading CRM systems for SMB (Small and Midsized Business).

 

KEY TAKEAWAYS

[2:19] After about a decade in sales consultancy, Timo Rein co-founded Pipedrive in 2010, to help salespeople around the world to manage complex sales processes.
[2:52] Timo grew up in the Soviet Union, which collapsed when he was a teen. The fall was hard on his grandparents and parents, whose pensions were lost. Timo was excited to be part of the nation of Estonia, independent again in 1991.

[6:21] Timo looked at the sales management tools available in 2000, and after a costly implementation for a business, found his sales people were still using sticky notes, instead of the CRM.

[7:34] Customers asked him about putting analog-style tracking tools into software, and that started them on the path to creating Pipedrive, as a tool to benefit salespeople.

[11:59] Pipedrive’s model is self-serve SaaS, so anyone in a company can use it. In some cases, management sees this usage, and makes it an enterprise purchase.

[13:12] The look and feel of Pipedrive is unique. It attempts to strike the balance between functionality and simplicity. It is a daily sales productivity tool, not just a reporting tool.

[15:23] What management wants, at the end of the day, is to sell in such a way that the focus is in the right place, most of the time. Pipedrive helps salespeople focus on the right opportunities — more on sales, than on engagements.

[18:15] The intent of Pipedrive is to close deals by the process of moving a contact from prospect to customer, helping you control your activities, to become more successful in sales.

[21:02] You can look at sales productivity mathematically. Performance is measured against results for a given period. Tools are productive if they move you towards results.

[26:10] Instead of focusing on the average sales cycle length (a result), if management saw the sales hours going into the cycle, they could focus on sales hours and actions, (controlled factors), to reduce the sales cycle length.

[27:43] Simplicity of use of the tool is important to getting the salespeople to use it. If it is not being used, it is not helping. If used, it helps performance, but the next step is helping real sales productivity.

[29:20] Business software was once considered difficult and clunky, but is now becoming consumerized. Categories of tools are blending. The more functions one interface can address simply, the better chances it has for adoption.

MORE ABOUT TIMO REIN

What’s your most powerful sales attribute?
The process of finding the tool, and getting it up and running, on your own.

Who is your sales role model?
A number of influencers, but anybody who dares to be themselves in sales.

What’s one book that every salesperson should read?
The New Common Denominator of Success, by Albert E.N. Gray.

What music is on your playlist right now?

The Beatles, George Ezra, Thomas Leeb, The Byrds.

CONTACT TIMO REIN

Website: Pipedrive.com for a trial

Feb 1, 2017

Joining me on this episode of Accelerate! is my guest Chris Brogan, CEO of Owner Media Group (which provides skills for the modern entrepreneur), a highly sought-after professional speaker, and the New York Times bestselling author of nine books and counting, his latest being, Find Your Writing Voice.

 

KEY TAKEAWAYS

[1:54] Chris introduces his book coming out, called Make Your Own Game. The book has two sections. First is The Fast Book, for people who believe they are too busy to read. Second is The Real Book, for those who want it all.

[2:51] Make Your Own Game first teaches how to win a game, seeing it as story (who, what, and why you are playing), rules (how to play), and strategy (how to win). Second, it teaches how to create your own story, rules, and strategy.

[3:30] Some companies may say innovation is important, but then they retreat to, “That’s not the way we do it.” Innovation assumes risk, but proposes reward, and includes breaking out of the blue binder on the shelf.

[5:44] Chris tells how doing something extra on Facebook to connect, led to a third party’s offering him a business deal.

[6:33] There is a conflict in sales organizations between optimization of process and reporting through Big Data tools, and creating and nurturing human connections. Dashboards help, but people buy from people they know, like, and trust.

[10:31] It’s easy to see on social media what people’s interests are. Google your contact before your sales meeting. Find out what will help understand them better, and bond together.

[13:03] Your buyers are all involved in things outside the sale. There is great value in small talk. Chris would like to see it codified into systems. He admits to personally getting too familiar, too quickly, though.

[15:20] Teaching authenticity is like scripting improv.

[17:16] Andy suggests doing what you need, to be one percent better than the next guy. As the sales professional, you — not the price — are the first differentiation. Be your best you.

[18:44] Sales professionals need to spend more time learning about their clients and connecting to them. Uniquely human skills make the sale. Don’t show you are busy, show you are responsive to them.

[25:18] Sales is not about metric-driven methodologies. It’s about people. The biggest challenge in any sales organization is engaging with the prospect. It’s hard to put metrics on a sales rep’s ability to get others to ‘know, like, and trust’ them.

[29:47] Sales professionals, like most people, want to have a system. The sales challenge is to learn a really simple system to win the sale. Chris wants his book to help people with this, using self-permission.

MORE ABOUT CHRIS BROGAN

What’s your most powerful sales attribute?
Straightforward nature.

Who is your sales role model?
Zig Ziglar.

What’s one book that every salesperson should read?
Business Stripped Bare: Adventures of a Global Entrepreneur, by Sir Richard Branson.

What music is on your playlist right now?

Loud positive music. “Fighter,” and “No Plan B,” by Manafest. ‘90s Hip Hop.

 

CONTACT CHRIS BROGAN

Website: ChrisBrogan.com

Website: Owner.Media

Google: Chris

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