Ben Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode of #Accelerate!
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The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon and Brent Adamson
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Contact Ben & Kyle:
Website: DogpatchAdvisors.com
LinkedIn: Ben Salzman
LinkedIn: Kyle Williams
Craig Walker, CEO of Dialpad, joins me on this episode of #Accelerate!
Craig Walker and some co-workers at Google Voice noticed that businesses were adopting cloud productivity suites. They recognized that business communications also belonged in the cloud. Craig and his associates left Google and co-founded Dialpad in 2011, offering cloud communication services. Their products are UberConference, DialpadTalk, DialpadSell, DialpadSupport, and AI that instantly converts conversations to text and suggests content in real-time for you to use in conversations. Craig explains DialpadSell and TalkIQ.
Sales performance is worsening even while we are in the Golden Age of tech. Good sales reps want to improve. TalkIQ AI can help them improve their practices and performance. Sales people who lack the will to improve cannot easily be helped to change. Andy talks about his company’s curated book club for sales teams. Andy notes the shortcomings of some tech being used today. Craig describes the advantages of having Voice Intelligence in your sales conversations.
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TalkIQ (now Dialpad Voice Intelligence)
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Contact Craig: Craig@Dialpad.com
Website: Dialpad.com
Twitter: @CWalker123
Kimberlee Slavik has published five successful sales books in 2019 and is working on three more. Readers’ reactions to her first book led to the others in a series. She also wrote a leadership book from her sales experience. Kimberlee recommends upgrading sales management standards and suggests requiring licensing for sales management; there should be consequences for bad behavior in the sales industry.
Kimberlee was motivated to write Visnostics to provide plans for the execution of the sales theories she had learned along the way in sales. She tells how to flip the story to appeal to customers. Generation Zs have a three-second attention span so you have to get their attention with your first words. You never know what your audience is going to be. Different people have different perspectives; present your services from their perspective. Kimberlee relates the meeting that sparked that moment of understanding to create the basis of Visnostics.
Accelerate! on iTunes Please subscribe and leave a review!
John Kratz, The University of Minnesota Duluth
I Want to Be in Sales When I Grow Up! by John Barrows
Dr. Howard Dover, The University of Texas Dallas
Nurturing Customer Relationships, by Jim Cecil, Carol Ellison,
Eric Rabinowitz, and Karin Rex
Blue Sheet by Strategic Selling (Miller Heiman)
The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon and Brent Adamson
Start with Why: How Great Leaders Inspire Everyone to Take Action, by Simon Sinek
Flip the ScriptFlip the Script: Getting People to Think Your Idea Is Their Idea, by Oren Klaff
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Contact Kimberlee: Podcast@DynaExec.com
Ian Altman, co-author of Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results For Sellers and Buyers, 2nd Edition, joins me again on this episode of #Accelerate!
Ian introduces the second edition of Same Side Selling. Ian advises subject matter experts and trusted advisors who serve their clients’ needs with integrity. Ian emphasizes to aim for the results your clients have in mind and build trust with them. Andy and Ian explore how offering discounts diminishes your integrity. Ian shares a story about home renovations. Ian reveals his decision quadrant for asking questions about the client’s problem to solve, the importance of solving it, the desired result, and who else is impacted by it. Ask the right questions about what a successful result looks like to your client.
Andy and Ian agree that companies should hire salespersons that serve their clients with value. Clients will buy proposed solutions that help them to be successful. Ian tells a car dealership story. Your company must have a culture of integrity and hire salespersons with integrity. The objective is not to make the sale at all costs but to sell the client the needed product or service at the right time.
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“Nightmare Home Renovation, What HGTV Forgot to Tell You”
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Contact Ian:
Website: SameSideSelling.com
Website: IanAltman.com
Social Media: Ian Altman
Google: Ian Altman
Chad Sanderson, Managing Partner at ValueSelling Associates, Inc., joins me on this episode of #Accelerate!
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The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon and Brent Adamson
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Contact Chad: Chad.Sanderson@ValueSelling.com
LinkedIn: Chad Sanderson
Phone: (303) 834-5932
Mercy Bell, Analyst at Dogpatch Advisors, joins me on this episode of #Accelerate!
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How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing, by Stu Heinecke
Get the Meeting: An Illustrative Contact Marketing Playbook,
by Stu Heinecke
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Contact Mercy: Mercy@DogpatchAdvisors.com
Website (including a blog): DogpatchAdvisors.com
Stu Heinecke, author of How to Get a Meeting with Anyone and Get the Meeting!, joins me again on this episode of #Accelerate!
Accelerate! on iTunes Please subscribe and leave a review!
Get the Meeting!: An Illustrative Contact Marketing Playbook, by Stu Heinecke
How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing, by Stu Heinecke
American Marketing Association
Membership: TheSalesHouse.com
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Contact Stu:
Book: Get the Meeting!: An Illustrative Contact Marketing Playbook, by Stu Heinecke
Book: How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing, by Stu Heinecke
LinkedIn: Stu Heinecke
Podcast: How to Get a Meeting With Anyone
Sean Sheppard, Sales Influencer and the Founder and CEO of GrowthX, joins me again on this episode of #Accelerate!
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“The Lasting-Mover Advantage,” by Sean Sheppard
Hooked: How to Build Habit-Forming Products, by Nir Eyal
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Contact Sean:
Website: GrowthX.com
Website: GXAcademy.com
Twitter: #GXMXP
Bill Bice, CEO of Boomtime, joins me on this episode of #Accelerate!
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The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon and Brent Adamson
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Contact Bill: CEO@Boomtime.com
Website: Boomtime.com
LinkedIn: Bill Bice
Steve Farber, author of Love is Just Damn Good Business: Do What You Love in the Service of People Who Love What You Do, joins me on this episode of #Accelerate!
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The Radical LEAP: A Personal Lesson In Extreme Leadership, by Steve Farber
Range: Why Generalists Triumph in a Specialized World,
by David Epstein
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Contact Steve:
Book: Love Is Just Damn Good Business: Do What You Love in the Service of People Who Love What You Do
Website: SteveFarber.com
Oren Klaff, Managing Director of Intersection Capital and bestselling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea, joins me on this episode of #Accelerate!
Accelerate! on iTunes Please subscribe and leave a review!
Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, by Oren Klaff
FLIP THE SCRIPT: Getting People to Think Your Idea Is Their Idea, by Oren Klaff
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Contact Oren:
Website: IntersectionCapital.com
LinkedIn: Oren Klaff
Chris Spurvey, Business Growth Facilitator and CEO at Chris Spurvey Sales Consulting Inc., joins me on this episode of #Accelerate!
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Chris Spurvey Sales Consulting Inc.
StrengthsFinder (Now CliftonStrengths on Gallup Access)
The Quantum Leap Strategy, by Price Pritchett, Ph.D.
It's Time to Sell: Cultivating the Sales Mind-Set, by Chris Spurvey
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Contact Chris:
Website: ChrisSpurvey.com
LinkedIn: Chris Spurvey
Gaetano DiNardi, Director of Demand Generation at Nextiva, joins me on this episode of #Accelerate!
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Range: Why Generalists Triumph in a Specialized World,
by David Epstein
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Contact Gaetano:
LinkedIn: Gaetano DiNardi
Bill Eckstrom, Founder and President of EcSell Institute and Sarah Wirth, VP of Client Services, who are the co-authors of The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth, join me on this episode of #Accelerate!
Accelerate! on iTunes Please subscribe and leave a review!
Modern Sales Pros (on LinkedIn)
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Contact Bill and Sara:
Website: EcSellInstitute.com
Shawn Finder, CEO at Autoklose, joins me again on this episode of #Accelerate!
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Contact Shawn: Shawn@Autoklose.com
Blog: Autoklose.com
LinkedIn: Shawn Finder
Bill Wilson, Co-Founder & CEO at Sales Right Co., joins me on this episode of #Accelerate!
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Membership: TheSalesHouse.com
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Contact Bill:
Twitter: @WDRWilson, @SalesRightCo
Website: SalesRight.Co
John Crowley, the best-selling author of Knuckle Dragging Sales: A Primitive Process To Make More Money, joins me on this episode of #Accelerate!
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Membership: TheSalesHouse.com
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Contact John:
Website: KnuckleDraggingSales.com
Jens Hentschel, Founder and Managing Director of the Fivis Partnership, joins me on this episode of #Accelerate!
Accelerate! on iTunes Please subscribe and leave a review!
#SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More Sales., by Mike Weinberg
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Contact Jens:
Website: Fivis.io
LinkedIn: Jens Hentschel
Doug Winter, Founder and CEO at Seismic, joins me on this episode of #Accelerate!
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Membership: TheSalesHouse.com
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Contact Doug:
LinkedIn: Doug Winter
Website: Seismic.com
Dennis Brown, LinkedIn sales consultant and author of The Ultimate Guide to Generating Inbound Leads with LinkedIn, joins me on this episode of #Accelerate!
Accelerate! on iTunes Please subscribe and leave a review!
Dig Your Well Before You’re Thirsty: The Only Networking Book You'll Ever Need, by Harvey MacKay
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Contact Dennis:
Website: AskDennisBrown.com
Free Guide: The Ultimate Guide to Generating Inbound Leads with LinkedIn
LinkedIn: Dennis Brown
Ben Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode of #Accelerate!
Accelerate! on iTunes Please subscribe and leave a review!
The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon and Brent Adamson
Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order
LinkedIn | Facebook | Twitter
Contact Ben & Kyle:
Website: DogpatchAdvisors.com
LinkedIn: Ben Salzman
LinkedIn: Kyle Williams
Wayne Cerullo, Chief Prospect Officer at B2P Partners, joins me on this episode of #Accelerate!
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Contact Wayne:
Website: B2PPartners.com
Jamie Shanks, CEO at Sales for Life and author of SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional, joins me on this episode of #Accelerate!
Accelerate! on iTunes Please subscribe and leave a review!
Forrester 2015 Report “Death of a B2B Salesman”
American Association of Inside Sales Professionals (AA-ISP)
Gartner Research on Buyer Enablement
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Contact Jamie:
LinkedIn: Jamie Shanks
Website: SalesForLife.com
Rylee Meek, marketing consultant, sales coach, and author, joins me on this episode of #Accelerate!
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Contact Rylee:
Website: SocialDynamicSelling.com
Apply Powerful Principles. Win More New Sales, joins me again on this episode of #Accelerate!
Accelerate! on iTunes Please subscribe and leave a review!
Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales, by Mike Weinberg
Steve Norman, “Sales Strategies for the Future”
Future Proof Sales Strategy: 7 Steps to Rise Above the Chaos, and Transform Your Team and Take Charge of Your Career,
by Steve Norman
American Association of Inside Sales Professionals (AA-ISP)
The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon and Brent Adamson
Thinking, Fast and Slow, by Daniel Kahneman
Membership: TheSalesHouse.com
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Contact Mike:
Book: Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales, by Mike Weinberg
Website: MikeWeinberg.com
LinkedIn: Mike Weinberg
Twitter: @Mike_Weinberg