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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: 2017
Jan 17, 2017

Joining me on this episode of Accelerate! is my guest Jack Malcolm, President of the Falcon Performance Group, and author of two books, Bottom-Line Selling, and Strategic Sales Presentations. Among the topics that Jack and I discuss are how a reluctant salesperson became a sales trainer, how Lean thinking clarifies sales communications, how the right questions lead to optimum outcomes, and why your product features, in isolation, are of no interest to the buyer.

 

KEY TAKEAWAYS

[:55] Jack was a banker in the early ‘80s, because he wanted nothing to do with sales. Until he was sent out to bring in new customers.

[2:06] Summary of ‘Lean’: create more value for customers, and take waste out of the process. Lean communications are: A, B, C, and D. Add value, Brevity, Clarity, and Dialog with customers to co-create value.

[4:10] Adding tangible value is effective communication. It is clear, improves outcomes, and sustains the relationship.

[5:24] Improving outcomes takes precedence over sustaining relationships when an unfavorable message must be given. Be candid at all times, or you subtract value.

[8:41] Asking questions may help buyers to arrive at conclusions that will help improve outcomes for them.

[10:14] Clarity — the customer’s understanding of what the salesperson is trying to get across.

[10:52] Brevity — answer the two questions on the prospect’s mind: “What do you want from me,” and, “Why should I do it?” Start your meeting with the what and why.

[14:45] Make it impossible for you to be misunderstood. Don’t assume they know your jargon, acronyms or connotations.

[18:18] Dialog begins with listening. You’re never going to get it all exactly right on your own. To create value, create it together. Use ‘Just In Time’ communications. Listen with focus.

[21:14] Four factors for improving outcomes: solve problems, show opportunities, help adapt to changes, and remove risks.

[27:04] Instead of starting with features and benefits, ask what the customer wants to achieve, and work back to the features.

MORE ABOUT JACK MALCOLM

Is it easier to teach a technical non-salesperson how to sell, or to teach a salesperson how to really understand the product or service they sell?
It’s much easier to teach a technical salesperson how to sell. If you present sales to them in the right way, they can learn really quickly.

If you could change one thing about your business self, what would it be?
Be about 20 years younger and start over. Knowing what I know now, I would have gotten one of my degrees in engineering or a technical field and then gone into sales.

What’s one non-business book that every salesperson should read?
(I’m surrounded by about 2,000 books; probably 20% of them are business books.) Thinking Fast and Slow, by
Daniel Kahneman.

CONTACT JACK MALCOLM

Website: JackMalcolm.com

Jan 16, 2017

Joining me on this episode of Accelerate! is my guest Keith Dugdale, CEO of The Business of Trust, which is a sales consultancy based in Brisbane, Australia, and coauthor of the book, Smarter Selling: How to grow sales by building trusted relationships, by David Lambert and Keith Dugdale. Among the topics that Keith and I discuss are the activities and mindsets that work best for relationship-building, when sales training is premature, and how trust means ceding control to the customer.

KEY TAKEAWAYS

[2:55] Focus on helping a client succeed, and building a relationship of trust, and that will create an environment where they want to buy from you.

[3:32] The ‘I owe you’ approach is that the salesperson owes  the customer everything, for their present commitment of time, and potential future commitment of money.

[6:46] Top executives place a higher premium on their time than on money. They will give time to the person who gives the most return for it. This requires deep advance research.

[8:44] Look at the drivers of the person you are speaking to, the person’s business role, their organization, and most importantly, global and local issues within their industry.

[14:37] The standard sales development process many companies use that focuses on setting up meetings is not about relationships. Behavioral change is needed. Don’t invest in training until other key pieces are set up.

[15:36] Have a business strategy, a key account strategy that everyone believes, and long-term market share and revenue goals. Identify the key players, and who in your organization will build the relationships. Then align your infrastructure.

[18:49] Use questions that aspirational CEOs want to hear. Don’t ask what is their biggest challenge. Ask what is going really well, and, is there anything that could go better?

[23:35] We are losing our curiosity. What are the traits a salesperson needs, to ask the questions that build relationships.

[27:08] Trust, for the salesperson, is ceding control.

[29:50] No one likes to be sold to, but everyone likes to buy.

 

MORE ABOUT KEITH DUGDALE

What’s your most powerful sales attribute?
Curiosity.

Who is your sales role model?
Alan Ross was my mentor for years, in Asia.

What’s one book that every salesperson should read?
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results, by Brent Adamson and
Matthew Dixon.

What music is on your playlist right now?

“I Wish You Were Here,” “Bat Out of Hell,” “Rumours.”

 

CONTACT KEITH DUGDALE

Website: boft.com

Profiling tool: online.octagon.com

Jan 14, 2017

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Five of the Accelerate! 2017 Virtual Sales Kick-off Week is my guest Mark Hunter.


Mark Hunter is The Sales Hunter. He’s a keynote speaker, sales trainer and author of High-Profit Selling: Win the Sale Without Compromising on Price, and most recently, High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Benefits.

On Day 6, this last day of our 2017 Virtual Sales Kick-off Meeting the focus is squarely on you. And the steps you can take to elevate your professionalism and performance in 2017.

In this episode, Mark lays out his challenges for sales professionals in 2017, including how to put together a personal development plan, how to develop the habit of curiosity, how to create purposeful personal goals, how to hold yourself accountable for achieving your personal goals and much much more.  

Want to improve your sales performance in 2017? Start by investing half an hour to learn from Mark Hunter.

 

KEY TAKEAWAYS

[:54] Mark’s 2017 sales resolution is to spend more time with fewer prospects. Who do we prospect? Is a heartbeat enough of a qualification? Mark’s dog has not bought from him, yet.

[2:15] Mark wants social media be one-to-one communication. #SocialMediaWithoutSocialCommunityIsSocialStupidity

[4:50] The number one challenge facing salespeople is to know and accept that their most valuable asset is their time. Use tools to manage your time.

[7:41] Connect with three or four external peers to challenge and motivate each other, to get to the next level. Top performers associate with top performers.

[9:03] Every floor in a building is not the same. Move yourself to the next floor and find a whole level of new opportunities and relationships. It will change your paradigm.

[12:30] What can you do to improve yourself this month or quarter? What can you do to improve yourself over the next five-to-ten years? Mark’s goal is to read a book a week.

[12:51] To read a book a week, Mark will have to: 1) pick up his reading pace, 2) become more focused and retain what he reads, and 3) be able to cut out other activities from his time.

[14:40] Higher-achieving people, while they work out, are listening to podcasts, not to music, to better themselves.

[17:06] Disrupt You!, by Jay Samit, shows that things are changing, and there are incredible opportunities coming, if you open yourself to change, and take advantage of them.

[19:23] Ask your kids everyday, “What did you Google today?” We have to become more curious, and be methodical about it.

[22:50] Curiosity needs to build your knowledge. Have purposeful personal goals. What will you sacrifice to attain your goals? Have an accountability partner who will check in with you.

MORE ABOUT MARK HUNTER

What’s one book that every salesperson should read in 2017?
The Power of the Other: The startling effect other people have on you, from the boardroom to the bedroom and beyond — and what to do about it, by Dr. Henry Cloud, and Leaders Eat Last: Why Some Teams Pull Together and Others Don’t, by Simon Sinek.

CONTACT MARK HUNTER

Website: TheSalesHunter.com

Jan 13, 2017

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Five of the Accelerate! 2017 Virtual Sales Kick-off Week is my guest David Meerman Scott.


David Meerman Scott is a leading sales and marketing speaker, and author of numerous best-selling books, including The New Rules of Marketing and PR, Newsjacking, and more recently, The New Rules of Sales and Service: How to Use Agile Selling, Real-Time Customer Engagement, Big Data, Content, and Storytelling to Grow Your Business.

On Day Five of our 2017 Virtual Sales Kick-off the focus is on how you can use stories and other content to create value and connect with your buyers.

In this episode David teaches how authentic storytelling builds connections with buyers; how to create stories that catch the attention of the buyers; why sales pros should be curating content for their prospects, and why you need different content for unique buyer personas.

 

KEY TAKEAWAYS

[1:01] David started at a bond trading desk, getting real-time information and pricing, before the day of the web. Losing his job, by company acquisition in 2002, led him to make a career decision. He began writing, speaking, and consulting.

[5:04] When David wrote The New Rules of Marketing and PR, its theme was that web marketing creates content for multiple people at once, and drives them to a buying process.

[5:57] The New Rules of Sales and Service applies the same concept, but focuses on content the salesperson curates, to reach one buyer at a time.

[6:48] Authentic storytelling first creates a narrative for your company, and on top of that, creates stories of value and interest to your prospects. Hire a journalist over a copywriter.

[8:51] Creating interesting stories for our prospects, forces us to look beyond our products and our egos, to the benefits they present to our clients, with stories making clients into heroes.

[9:20] A salesperson might curate existing content about one customer’s experience, and create a story for how a prospect might use the product or service to benefit their own clients.

[12:05] Hubspot measures how people click through from one place to another on their huge site. E.g., 20% of the visitors to the Hubspot CEO’s bio page become paying customers. So, the salesperson needs to know how to approach these visitors.

[14:10] Don’t just tie a new sale back to the original lead source. Find out what the customer also saw and read between the lead and the purchase — gain valuable insights.

[18:24] You need different content for each buyer persona. A college needs one set for HS sophomores, one set for seniors, and one set for parents. Most schools provide one content set.

[19:35] When someone fills in a form, follow the data to see how they got there. That shows their buyer persona, and what content you need to supply to them.

[23:40] Understand how content is used today; be curators of content. Be active on social networks, and create content that adds value for your prospects.

[33:00] Be much more responsive than you are today, to increase the business you bring in tomorrow.

CONTACT DAVID MEERMAN SCOTT

Google: David Meerman Scott

Free eBook: World Wide Rave, by David Meerman Scott

Website: DavidMeermanScott.com

Jan 12, 2017

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Four of the 2017 Accelerate! Virtual Sales Kick-off Week is my guest Jill Rowley.

Jill Rowley, is a digital transformation specialist, well-known speaker, social selling evangelist, and enterprise sales expert.

On Day Four of our 2017 Virtual Sales Kick-off Meeting, we focus on how you can cut through the noise to grab the attention of busy, distracted buyers.

In this episode, Jill provides techniques to you can use to cut through the distractions competing for your buyer’s attention, how to use social to connect with people (not just to sell them), and essential strategies to elevate your digital and social skill sets.

Mastering the art of making authentic connections is essential for every sales professional. Listen to this episode to learn how!

 

KEY TAKEAWAYS

[:53] Jill calls herself a sales professional trapped in a marketer’s body. Jill knows her buyers, and advocates for them. She started at Salesforce.com in 2000, after years of consulting, then moved to Eloqua, a Salesforce customer.

[5:00] Salespeople and buyers face the same challenge: distraction. Buyers have a nearly unlimited access to information and people, but are overwhelmed; sellers equally have access to them, but get lost in the distractions.

[6:25] The best salespeople know the customer intimately, at a human level, at a company level, at an industry level. The more you know their situation, the better you can help them.

[7:45] Know the ideal customer profile, so you are not chasing bad-fit prospects, but those where you can create value best; and find their right internal influencer to be your champion.

[11:30] Jill tagged some GE Execs in a relevant Tweet; Jim Fowler, GE CIO, Retweeted it. Through DM, email, and phone they connected in a great conversation. Social has impact.

[15:05] Invest in upping your digital and social skillset. Get training for yourself, and make the business case for your organization to do the same. Your customer is already there.

[19:05] Never send a generic LinkedIn invitation. Customize an invitation to your prospect, because every impression matters.

[22:43] Celebrate customer success. Tweet an announcement of a customer doing something great, not an announcement about your great success. Nobody Tweets your data sheet!

[24:18] Instead of thinking of prospects and customers, think of buyers. Nobody wants to be targeted, prospected, hunted, farmed, or closed. They want to have a buying experience.

[26:18] SDRs and BDRs need to know the buyer, knowing their problems that you solve, and how to connect the dots to get that person’s attention. Get on a learning path, every day.

[30:27] Take charge of your career, and if you do well, you’re going to be rewarded, even if it’s not exactly according to the prescribed structure.

[32:23] Set a pair of reading glasses on your desk, to put on whenever you have a question about what you’re doing, ‘to see it through the customer’s eyes.’

MORE ABOUT JILL ROWLEY

What’s your most powerful sales attribute?
Passion.

Who is your sales role model?
Marc Benioff.

What’s one book that every salesperson should read?
Social Selling Mastery: Scaling Up Your Sales and Marketing Machine for the Digital Buyer, by Jamie Shanks.

What music is on your playlist right now?

I don’t listen to music. I listen to Podcasts. I listen to things that would be informative to the buyers I am currently serving

CONTACT JILL ROWLEY

Twitter: @Jill_Rowley

LinkedIn: JillRowley, “But, if you’re going to invite me to connect with you on LinkedIn, don’t do ‘Social stupid.’”

Jan 11, 2017

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Three of the Accelerate! Virtual Sales Kick-off Week is my guest Jim Keenan.

Jim Keenan, (known to friends simply as Keenan) is the Sales Guy, an author, speaker, and consultant, who runs a burgeoning sales empire. You can find him online at ASalesGuy.com.

On Day Three of our 2017 Virtual Sales Kick-off Meeting, Keenan is focused on helping you become the best, and most productive, version of yourself in 2017.

In this episode, Keenan provides strategies to help you more quickly and effectively engage with your prospects; to teach you how to really focus on the needs of the prospects and how to build authentic relationships with your buyers that lead to orders.

Are you ready for some inspiration to take your game to the next level in 2017? Start today by listening to this episode now!

 

KEY TAKEAWAYS

[1:15] Jim is a teacher at heart and an agitator, who loves change and motivation. He applies it all, in the world of sales and social, through his company and the online tools available.

[3:07] Jim does not want salespeople to worry about what might be ‘the big thing’ coming up. He wants people to ask themselves, where is their greatest opportunity for growth as a salesperson, within their industry, space, and product set.

[3:56] Some of the important concerns of salespeople are being able to connect with buyers, manage their own time, and master all the tools at their disposal.

[5:02] Engagement doesn’t come from a tool. It is difficult, and is becoming more so, as more of your competitors try to engage your prospects. It’s an attention war.

[7:35] Authenticity is the key factor. Authenticity says you are being real, and intellectually and emotionally honest. It isn’t manipulation. It puts the prospect’s needs first.

[11:59] Remove yourself from the equation. When you reach out to a prospect, offer value to them, do not ask for yourself. This requires research, to know what help they need.

[14:01] When you’re authentically committed to their end result, engagement is easier. If you know nothing about their business, they will see you cannot help them.

[15:25] You know that you’re a brilliant salesperson, if a company would hire you, for your expertise, as a consultant to solve the problems in their company that your product solves.

[18:28] The best salespeople are Renaissance people, with a vast knowledge of all kinds of stuff, that they can pull out in the sale, that enhances the conversation.

[21:43] As a salesperson, don’t let your quota be your goal. Own your job. Build over your quota, and include personal mastery and development goals. Plan and calendar how and when to execute your revenue goals and mastery goals.

[23:57] Write down your planned steps. Reverse-engineer them to your goals. Will the things you wrote down get you to the numbers in your goal? If not, re-work them, until you come up with executable steps that will hit your goals.

[29:58] Sales managers need to start focusing on their team as individuals, not on the revenue numbers. Ask, where is my team in relation to the success factors they need? Then build a coaching plan for each representative.

MORE ABOUT JIM KEENAN

Is it easier to teach a technical non-salesperson how to sell, or to teach a salesperson how to sell a technical product?
A real salesperson how to sell a technical product. Easy.

What is one non-sales book, even a novel, that you think every salesperson should read?

Animal Farm, by George Orwell, or Lord of the Flies, by William Golding. Both books are about influence to shape decisions.

If you could change one thing about your business self, what would it be?
I’m too easily distracted. I need to get better at being more focused, longer, and not be distracted.

Do you have a favorite quotation, or words of wisdom, that you live by?

“The value of something is measured, not by how badly you want it, but by what you are willing to give up for it.” ― Keenan

CONTACT JIM KEENAN

Google: Jim Keenan, Keenan

YouTube: Keenan

Website: ASalesGuy.com

Twitter: @Keenan

LinkedIn: JimKeenan

Jan 10, 2017

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Two of The Accelerate! Virtual Sales Kick-off Week is my guest Jill Konrath.

Jill Konrath is a speaker, sales expert, and author of multiple best-selling books, including her most recent offering: More Sales, Less Time: Surprisingly Simple Strategies For Today's Crazy-Busy Sellers.

On Day Two of our 2017 Virtual Sales Kick-off Meeting, we’re going to focus on your personal productivity.

In this episode, Jill shares some essential tips and techniques to help you, the sales professional, jump-start your productivity in 2017. She provides time-saving and time-creating strategies that you can immediately put to use to stay focused and become more productive amidst the chaos of your daily sales life.

Want more selling time in 2017? Then listen to this episode now!

(Note: in this podcast, Andy refers to the previous episode with Jill Konrath as Episode 319, released on December 1. A scheduling change was necessary after the recording. The previous episode with Jill Konrath is Episode 331, released on December 15, 2016.)

 

KEY TAKEAWAYS

[1:16] Jill says the single biggest challenge facing sales reps in 2017 is ‘overwhelm.’ Sales reps are constantly running behind, in a time-draining digital swamp.

[3:16] Newly-added technologies take time to learn and may not connect with each other. The more time you spend online, the more overwhelmed you feel.

[5:44] Learn to segregate sales activities and online activities into different time blocks, and not to mix them.

[5:59] Research shows that constantly jumping in and out of email lowers female IQ by five points, and male IQ by fifteen points. Being addicted to email literally saps your intelligence.

[7:01] Jill researched physical and social sciences for her book More Sales, Less Time. One study showed the top 10% producers worked for an average of 52 minutes, then went off on a non-electronic physical break before returning to work.

[10:28] Trigger events, either within an organization, or external to it, suddenly change the organization’s priorities. Jill gives examples of internal and external triggers that change organizational goals and lead to sales opportunities.

[11:41] A sales professional who tracks specific triggers, can start a conversation before their competitors know about it.

[12:55] Be the prospect’s first contact, with your viable vision when it is needed, and you have a 74% chance of winning the business. People buy what is ‘good enough.’

[14:29] Plan a campaign at the start, including pre-written appropriate email messages, to roll out over the next month. Don’t rethink each contact step. Leverage your activities.

[18:15] Examine where the prospect is. Be rigorous with yourself. Do not delude yourself into thinking you have more opportunities than truly are there. Unclog the pipeline.

[20:59] Each morning, take a few minutes to ‘go quiet.’ Focus, settle into where you want to spend your time.

[22:57] Go quiet before a prospect meeting. Cut distractions, to be more present in the meeting. They’ll feel the difference in you, leading to a different conversation, and a higher level of trust.

MORE ABOUT JILL KONRATH

Is it easier to teach a technical non-salesperson how to sell, or to teach a salesperson how to sell a technical product?
I would take a technical person and show them the system and the process, because there is a methodology for sales, and technical people are more likely to follow the system.

If you could change one thing about your business self, what would it be?
I can’t think of anything. I kind of like how I am. It took a full year for me to try out some of the strategies in the book, and see my results. It took time to pull it together, to become a whole way of working.

Do you have a favorite quotation, or words of wisdom, you live by?
“Never believe in never,” ― Robert Schuller. That has created new ways of looking at things for me, and not giving up.

CONTACT JILL KONRATH

Text: Text the word Sales to 44144 to participate in a seven-part More Sales, Less Time video challenge.

Amazon: More Sales, Less Time: Surprisingly simple strategies for today's crazy-busy sellers, by Jill Konrath

Jan 9, 2017

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day One of The Accelerate! Virtual Sales Kick-off Week is my guest Peter Shankman.

Peter is one of the most sought-after keynote speaker on customer and social economies; founder and CEO of The Geek Factory; founder of Shankminds; the author of multiple books, including Zombie Loyalists: Using Great Service to Create Rabid Fans, and the host of the Faster Than Normal podcast.

On Day One of our 2017 Virtual Sales Kick-off Meeting we are  focusing on your customer.

In this episode, Peter starts kick-off week by sharing lessons about how you can use customer service as your engine of revenue growth in 2017. Among the key lessons provided in this episode are: how to always exceed your customer's expectations, why referrals are more effective than advertising and how the role of the sales professional will be changing in 2017 and what that means for you.

Don’t miss this essential start to your ongoing sales education in 2017!

 

KEY TAKEAWAYS

[1:10] Peter runs Shankminds.com, a 150-person online Mastermind working through the entrepreneurial process. He is a corporate keynote speaker; he does video stand-ups; and he has published four books, with a fifth coming in 2017.

[1:50] Andy asks about Peter’s ADHD; Peter was perceived as a difficult child in school. Faster Than Normal, which is the number one podcast on ADHD, discusses ADHD as a gift, when it is mastered, and correctly managed.

[5:32] Bosses need to understand that chances are one of their team has ADHD, and trying to fit them into a mold is a mistake. Let them work the way they need, and they will be more successful.

[7:16] Customer Service is a revenue generator when you do it right. Your customer isn’t generally used to great service. If you provide service better than they expect, they will buy more from you. And praise you around the world.

[8:11] No one believes how awesome you are, if you’re the one to tell them. If their friend tells them, then you’re awesome.

[9:37] Ask your clients how you can make their experience better. Show them that you’re listening to them.

[12:28] Customers don’t need balloons, or ‘freemiums.’ They need you to know their name, and that this is not their first visit to your company. Just be attentive. Don’t focus on the sale; focus on what you can do to solve their problem.

[14:04] B2B buyers are people, too. They buy at work the same way they buy as consumers, getting recommendations from trusted friends, just in larger orders. Be a little better than your competition’s horrible service, to win their loyalty.

[18:00] Advertising is a weak tool, contrasted against personal experience, and referrals.

[18:49] How Peter sees the evolving role of salespeople.

[21:48] Value is specific to what the customer wants. Why customers aren’t interested in “dinner and drinks,” but getting their job done on budget in the least period of time possible.

MORE ABOUT PETER SHANKMAN

What’s your most powerful sales attribute?
I like to be a connector. To do things for people, that don’t cost them money. Sharing ideas.

Who is your sales role model?
Richard Branson, Seth Godin. The non-traditional ways they sell. When you’re doing stuff to make me happy, I’ll buy from you every time.

What’s one book that every salesperson should read?
Raving Fans: A Revolutionary Approach to Customer Service, by Kenneth Blanchard. The Art of War, by Sun Tzu. Anything that makes me think differently. Vertical Run, by Joseph R. Garber. Every time I read it, I figure out new ways to attack problems.

What music is on your playlist right now?

My 2016 Marathon training playlist, with everything from Audiomachine, Nickelback, Pitbull, Hamilton, OneRepublic, Taylor Swift, My Chemical Romance, LunchMoney Lewis, a lot of Broadway.

CONTACT PETER SHANKMAN

Website: Shankman.com

Mastermind Website: Shankminds.com

Twitter: @PeterShankman

LinkedIn: Peter Shankman

Jan 7, 2017

Joining me on this episode of Accelerate! is my guest David “DFish” J.P. Fisher, a sales expert, professional keynote speaker, and best-selling author of the Networking in the 21st Century series of books. David is also the Founder of Hyper-Connected Selling. Among the topics that David and I discuss are how his early experience selling Cutco products influenced his career in sales and sales training, the reasons why networking is an investment in relationship building (and not a sales call), and the secret to being the most interesting person in the room.

 

KEY TAKEAWAYS

[:53] David goes by “DFish” from his band days. He paid for college by selling Cutco Knives.

[3:44] DFish used his networking experiences from building his business as the basis of his Networking in the 21st Century book series.

[5:29] Are humans natural networkers?

[11:00] Why networking is more than just knowing who all the people are who are involved in the buying process.

[12:27] DFish gives his definition: Networking is building a web of relationships with others, for mutual support in finding business solutions.

[15:17] DFish asks people about their significant life events. Then he asks: Who connected or introduced you to that, or helped you to create that? Those connections are networking!

[15:59] Andy recommends The Go-Giver, by Bob Burg, and Influence, by Robert B. Cialdini, to learn more about the influence of the reciprocity instinct in sales.

[18:00] In building relationships, you have to have something to give. That requires intentionality. It doesn’t have to be spectacular or amazing.

[20:30] When you meet somebody, as you network, ask: What are you working on now that’s really important to you? Listen, and then follow up with: What can I do to help you?

[22:43] Weak (or loose) connections, once they know something about you, are more likely to refer somebody to you.

[26:15] Social savvy includes dress and grooming, body language, smalltalk, sense of humor, and listening. DFish shares his views about perceptions and human relationships.

[31:21] DFish talks about networking virtually, stressing that on the other end of the device you will find another human being. Do your research before the interaction.

MORE ABOUT DAVID “DFISH” J.P. FISHER

What’s your most powerful sales attribute?
My desire to really understand the prospect’s perspective, and solve their issue, or to help them find a way that they can.

Who is your sales role model?
A lot of them, but when I started at Cutco, Marty Dmitrovich, who ran the Midwest Region with an amazing ability to be competitive, to work hard, and to be warmly human.

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, and The Art of Possibility: Transforming Professional and Personal Life, by Rosamund Stone Zander and Benjamin Zander.

What music is on your playlist right now?

Lucky Chops (a brass band from New York), Salsa musicians Héctor Lavoe and Oscar D'León, and some Hip Hop.

CONTACT DAVID “DFISH” J.P. FISHER

Contact David “DFish”: DFish@davidjpfisher.com

Website: DavidJPFisher.com

Twitter: @DFishRockstar

LinkedIn: IamDFish

Podcast: Beer, Beats, and Business

Amazon: Networking in the 21st Century

Jan 6, 2017

Welcome to the year’s first episode of Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, looking forward to the new challenges of the new year, how motivation — the why — underlies all action, great principles we’ve picked up from books we’ve read, and  what managers need to know about their team members to help them succeed in 2017.

 

KEY TAKEAWAYS

[:55] Andy is excited about the adventure of life in a country where we have the freedom to do our own thing, reinvent ourselves, and serve professionals, as he does in this podcast.

[2:40] Bridget says a good strategy for happiness is to embrace the ambiguity of life. Andy cites Professor Barry Posner on the key tool for success: TofA (Tolerance of Ambiguity).

[6:41] Andy recommends Jill Konrath’s book, More Sales Less Time, on productivity and habits. Identify one or two habits, such as time blocking, or sprints using the Pomodoro Timer, and stick to them, for a lasting impact.

[8:46] When you create a business plan, remember to define your ‘why,’ as Simon Sinek teaches. It’s not just about ‘making money.’

[10:29] Bridget’s most meaningful and impactful goal areas are to be in a place where she is challenged daily, to satisfy her innate curiosity, and to be connected to a group.

[16:02] Andy recommends reading Kevin Kruse’s book 15 Secrets Successful People Know About Time Management to learn how to focus on the most important task.

[17:55] Bridget refers to Ryan Holiday’s book, Ego is the Enemy, about how we spend too much time doing, and not enough time in ‘deep work.’

[20:30] Andy recommends Chris Brogan’s book, The Impact Equation. Chris asked Gary Vaynerchuk what his long-term goal was. His answer: “Buy the New York Jets.” What is your NY Jets?

[22:20] Bridget’s ‘North Star’ is to enjoy the moment, in the excitement and challenges of her new job, and to move through life with contentment, equanimity, and joy.

[30:11] As people remain more fit, and live longer, they will stay in the workforce longer, and will possibly change careers. What are you doing to keep yourself relevant?

[34:41] Good sales managers want to know the why of the people that work on their team, and really understand what’s driving them individually. Invest the time to know your reps.

CONTACT BRIDGET GLEASON

Bridget is VP of Sales with Logz.io. She was previously 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@Logz.io.

LinkedIn: Bridget Gleason

Send your questions for Andy and Bridget to Andy@ZeroTimeSelling.com.

Jan 5, 2017

Joining me on this episode of Accelerate! is my guest George Brontén, Founder and CEO of Membrain, a sales effectiveness platform based out of Sweden. Among the many topics that George and I discuss are include whether there is a global crisis in sales effectiveness, war stories of sales gone wrong, and the factors that help a sales professional to be more effective.

 

KEY TAKEAWAYS

[0:48] George started selling at age eight, repairing bicycles in the neighborhood. Next, he sold loudspeakers, and then, the “For Dummies” book series. He started his first company at age 24.

[4:27] Membrain went ‘live’ in 2012, with the idea of cloning how someone sells and putting it into a system.

[4:47] George believes there is a global crisis in sales effectiveness — the Internet has made sales global; buyers self-educate; and sellers are not involved until late in the process.

[5:44] The percentage of reps meeting sales quotas continues to be too low. Are realistic expectations set for quotas?

[11:33] How to identify and manage the stakeholders in a complex sales process.

[15:14] Will the buying process become streamlined to the point of being fully automated and eliminating the need for most salespeople?

[17:20] Why increased competition, and product complexity, require more detailed knowledge on the part of sales professionals.

[20:13] A demo and a quote do not qualify leads. How should sales discover the buying process for its prospects?

[24:10] It’s not just the type of person, but what that person knows to do, that helps them to be successful in sales.

[27:42] Why promoting a sales rep who didn’t hit quota into a sales manager position will create problems.

MORE ABOUT GEORGE BRONTÉN

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

Who is your sales role model?
Richard Branson.

What’s one book that every salesperson should read?
Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it, by Sharon Drew Morgen.

What music is on your playlist right now?

Magic Mushrooms.

CONTACT GEORGE BRONTÉN

Contact George: George@Membrain.com

Website: Membrain.com

LinkedIn: GeorgeBronten

Twitter: @GeorgeBronten

Jan 4, 2017

Joining me on this episode of Accelerate! is my guest Marcy Campbell, Senior Vice President, Worldwide Sales & Business Development at Qubole. Qubole simplifies provisioning, management, and scaling of big data analytics workloads. Among the many topics that Marcy and I discuss are Marcy’s unique sales background, the challenges of selling a disruptive product in a competitive environment, the qualifications needed for complex tech sales, and reasons why there aren’t more women in tech sales today.

 

KEY TAKEAWAYS

[0:53] Marcy has been in sales for over 25 years. Marcy joined Qubole two-and-a-half years ago, when they had 19 customers. They now have over 200 customers, and plan to double their sales force in 2017.

[1:33] Qubole has an complex enterprise sales model, and uses a ratio of one SDR for three outside field reps. Marcy considers that to be the right ratio for their system.

[4:27] Marcy developed the process by working and closing deals herself and conducting lost deal reviews with prospect to find out why they didn’t buy.

[5:08] From that experience, they developed a very solid qualification mechanism to pinpoint prospects that match their ideal customer profile.

[9:51] Marcy looks to hire reps with technical acumen, and the intelligence and drive to handle nuanced and complex enterprise sales in a very competitive environment.

[10:39] Qubole offers a new, disruptive product, so it is hard to judge a potential rep’s ability to really understand its technical aspects and value proposition. As a result Qubole has to invest in developing the reps they hire.

[13:50] At Qubole, women comprise 50% of the SDR team, but very few of the outside sales reps are women.

[19:25] Has the proportion of women in tech sales changed much over the years?

[21:40] Would the qualifications and professionalism of sales improve through certification and accreditation programs?

[25:10] Marcy describes three hard questions she asks in every interview, to evaluate thoughtfulness and understanding.

[29:20] Marcy explains the single most important piece of career advice she would give to SDRs and account executives.

MORE ABOUT MARCY CAMPBELL

What’s your most powerful sales attribute?
Strip-lining — a fishing analogy of pulling back the sale to gauge customer interest.

Who is your sales role model?
My grandfather, who ran sales for NAPA Auto Parts North America. I learned from him to be constantly honing my skills.

What’s one book that every salesperson should read?
Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results, by Thomas Freese.

What music is on your playlist right now?

Bonnie Raitt, Talking Heads.

CONTACT MARCY CAMPBELL

Contact Marcy: Marcy@Qubole.com

Website: Qubole.com

LinkedIn: Marcy Campbell

Jan 3, 2017

Joining me on this episode of Accelerate! is my guest Chris Hamilton, Founder of SalesTipADay.com. Among the many topics that Chris and I discuss are Chris’s lifelong love of sales and marketing, how he decided to use LinkedIn as his sales platform, his upcoming book filled with LinkedIn advice for sales professionals, and tips to improve your sales results using LinkedIn.

 

KEY TAKEAWAYS

[0:47] Chris started in sales with a paper route and then sold surf shorts at a mall in Canada.

[2:45] After reading Content Inc., by Joe Pulizzi, Chris decided to focus on using LinkedIn for publishing his content.

[4:05] Chris finished writing a book about the 11 things people do wrong on LinkedIn, and 40 tips to fix them.

[7:04] Your LinkedIn headline shouldn’t be the title of your current position. Use it to talk about the market you serve and what you do, and have a strong call-to-action.

[8:46] Chris discusses specific things to do to your LinkedIn profile to generate up to 15 times more views.

[9:20] 50% of B2B buyers use LinkedIn as a sourcing mechanism for the product or service they want.

[10:05] Why you need a professional profile picture on LinkedIn.

[11:15] A LinkedIn premium account will get around 15 times more views.

[16:30] LinkedIn offers a free trial of a premium account to get you started.

[17:17] Chris talks about the five key LinkedIn search tactics to find qualified leads. (One is always to use the advanced search functionality, with the Boolean modifiers, AND, OR, and NOT._

[21:02] Chris explains how searches can be sorted by various parameters and how to save searches.

[27:04] Chris reveals the top action sales professionals can take to generate sales on LinkedIn!

MORE ABOUT CHRIS HAMILTON

What’s your most powerful sales attribute?
Exposing the latent pain, and showing the solution.

Who is your sales role model?
Andy Paul, and Rick Rubin, record producer.

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

What music is on your playlist right now?

Audiobooks (It’s So Easy: and other lies, by Duff McKagan,
and The Law of Success: The Master Wealth-Builder's Complete and Original Lesson Plan for Achieving Your Dreams, by
Napoleon Hill), and Chill on SiriusXM.

CONTACT CHRIS HAMILTON

Contact Chris: Chris@SalesTipADay.com

Website: SalesTipADay

Jan 2, 2017

Joining me on this episode of Accelerate! is my guest Ron Hubsher, Managing Director of the Sales Optimization Group, and author of Closing Time: The 7 Immutable Laws of Sales Negotiation. Among the many topics that Ron and I discuss are how Ron’s background in engineering led him into sales, how the sales process is like a manufacturing process, how to get more performance from your sales pipeline, and Ron’s seven laws of sales negotiation.

 

KEY TAKEAWAYS

[:53] Ron tells how the Sales Optimization Group helps sales organizations accelerate with best practices. Ron was an engineer, but studied best practices for ‘manufacturing’ a sale.

[2:01] Ron compares qualified leads to raw materials, and the sales process to manufacturing.

[6:39] Ron talks about price versus risk in a case study of paper manufacturing.

[10:00] What are the two metrics Ron suggests for scoring and filtering your pipeline prospects?

[13:49] Andy sets forth the difference between sales performance and sales productivity.

[17:17] Negotiation starts early. You always want to have closing in mind at the first interaction. How do sales effort and negotiation interrelate?

[19:01] Make sure you are the buyer’s top choice. If you’re not the number one choice, you have no reason to negotiate; they’re only using you to beat down the price of the winner.

[20:09] What are the basic things you want to ascertain with the buyer, as you show them you are the least risky solution.

[24:45] Ron covers the seven steps of sales negotiation, including, resisting ‘the squeeze.’

[30:16] Be proactive in understanding all the parties involved in the decision-making, including procurement and legal.

MORE ABOUT RON HUBSHER

What’s your most powerful sales attribute?
Our referenceable client base, and walking the walk in our sales process.

Who is your sales role model?
Alston Gardner, Founder of TAS, Mike Bosworth, author of Solution Selling, and Robert B. Miller, author of STRATEGIC SELLING.

What’s one book that every salesperson should read?
Solution Selling: Creating Buyers in Difficult Selling Markets, by Michael Bosworth, or STRATEGIC SELLING: The Unique Sales System Proven Successful by America's Best Companies, by Robert B. Miller, Stephen E. Heiman, & Tad Tuleja.

What music is on your playlist right now?

U2, and Jimi Hendrix.

CONTACT RON HUBSHER

Contact Ron: RHubsher@SalesOG.com

Website: www.SalesOG.com

 

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