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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: 2019
Dec 26, 2019

Ben Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode of #Accelerate!

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

Dogpatch Advisors

Google

Clearbit

D&B Hoovers

DiscoverOrg

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

Charlie Munger

Google Jamboard

Dunning-Kruger effect

Evernote

Goodhart’s Law

Miller Heiman Group

CSO Insights

 

Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order

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CONTACT BEN SALZMAN & KYLE WILLIAMS

Contact Ben & Kyle: 

Website: DogpatchAdvisors.com

LinkedIn: Ben Salzman

LinkedIn: Kyle Williams

Dec 19, 2019

Craig Walker, CEO of Dialpad, joins me on this episode of #Accelerate!

 

SUMMARY

 

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.



RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

Dialpad

Google Voice

Cisco

Avaya

TalkIQ (now Dialpad Voice Intelligence)

Top Gun

Unobtainium

Apple

FedEx

Steph Curry

WeWork

Salesforce

Tesla

 

Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe


Sales Growth Planner™: Order

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CONTACT CRAIG WALKER

Contact Craig: Craig@Dialpad.com

Website: Dialpad.com

Twitter: @CWalker123

Dec 12, 2019

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.

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

Visnostic Sales and Marketing: The Power of VISualization DiagNOSTIC Statements™ A Neuroscientific Approach to Communicating, Training, Selling, Marketing, and Leading,
by Kimberlee Slavik

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

Dale Carnegie

Nurturing Customer Relationships, by Jim Cecil, Carol Ellison,
Eric Rabinowitz, and Karin Rex

Blue Sheet by Strategic Selling (Miller Heiman)

Spin Selling, by Neil Rackham

Sandler Training

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

What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story, by Ben Zoldan
and Michael T. Bosworth

Morris Massey

Mad Men

Flip the ScriptFlip the Script: Getting People to Think Your Idea Is Their Idea, by Oren Klaff

 

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CONTACT KIMBERLEE SLAVIK

Contact Kimberlee: Podcast@DynaExec.com

Book: Visnostic Sales and Marketing: The Power of VISualization DiagNOSTIC Statements™ A Neuroscientific Approach to Communicating, Training, Selling, Marketing, and Leading,
by Kimberlee Slavik

Dec 5, 2019

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!

 

SUMMARY

 

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.

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results For Sellers and Buyers, 2nd Edition,
by Ian Altman and Jack Quarles

Inc

“Nightmare Home Renovation, What HGTV Forgot to Tell You”

 

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CONTACT IAN ALTMAN

Contact Ian: 

Book: Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyers, 2nd Edition

Website: SameSideSelling.com

Website: IanAltman.com

Social Media: Ian Altman

Google: Ian Altman

Nov 28, 2019

Chad Sanderson, Managing Partner at ValueSelling Associates, Inc., joins me on this episode of #Accelerate!

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

ValueSelling Associates

Amazon Prime

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

LinkedIn

 

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Andy’s Newsletter: Subscribe


Sales Growth Planner™: Order

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CONTACT CHAD SANDERSON

Contact Chad: Chad.Sanderson@ValueSelling.com

LinkedIn: Chad Sanderson

Phone: (303) 834-5932

 

Oct 17, 2019

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!

 

RESOURCES

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

NormaTec

Gartner, Inc.

Forrester

Criminal Minds

Law & Order

Dan Ariely

Daniel Kahneman

Don Draper

 

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Sales Growth Planner™: Order

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CONTACT OREN KLAFF

Contact Oren: 

Website: IntersectionCapital.com

LinkedIn: Oren Klaff

Oct 3, 2019

Gaetano DiNardi, Director of Demand Generation at Nextiva, joins me on this episode of #Accelerate!

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

Nextiva

Shaggy

Fat Joe

SEO

Michael King

Musicians in Tech

Range: Why Generalists Triumph in a Specialized World,
by David Epstein

Sales Hacker

Gong

Chorus

Outreach

Sales Loft

 

Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order

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CONTACT GAETANO DINARDI

Contact Gaetano: 

LinkedIn: Gaetano DiNardi

Sep 26, 2019

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!

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

The Coaching Effect: What Great Leaders Do to Increase Sales,  Enhance Performance, and Sustain Growth, by Bill Eckstrom
and Sarah Wirth

EcSell Institute

Modern Sales Pros (on LinkedIn)

Goodhart’s Law

Burroughs

 

Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order

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CONTACT BILL ECKSTROM AND SARA WIRTH

Contact Bill and Sara: 

Website: EcSellInstitute.com

Book: The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth,
by Bill Eckstrom and Sarah Wirth

Sep 19, 2019

Shawn Finder, CEO at Autoklose, joins me again on this episode of #Accelerate!

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

ExchangeLeads

Autoklose

Outreach

SalesLoft

VanillaSoft

LinkedIn

VendorNeutral

 

Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order

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CONTACT SHAWN FINDER

Contact Shawn: Shawn@Autoklose.com

Blog: Autoklose.com

LinkedIn: Shawn Finder

Sep 12, 2019

Bill Wilson, Co-Founder & CEO at Sales Right Co., joins me on this episode of #Accelerate!

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

Halifax, Nova Scotia

Volta Labs

MindSea

 

Membership: TheSalesHouse.com
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Sales Growth Planner™: Order

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CONTACT BILL WILSON

Contact Bill: 

Twitter: @WDRWilson, @SalesRightCo

Website: SalesRight.Co

Sep 5, 2019

John Crowley, the best-selling author of Knuckle Dragging Sales: A Primitive Process To Make More Money, joins me on this episode of #Accelerate!

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

Knuckle Dragging Sales: A Primitive Process to Make More Money, by John Crowley with Jennifer Lill-Brown

 

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CONTACT JOHN CROWLEY

Contact John: 

Website: KnuckleDraggingSales.com

Aug 29, 2019

Jens Hentschel, Founder and Managing Director of the Fivis Partnership, joins me on this episode of #Accelerate!

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

The Fivis Partnership

#SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More Sales., by Mike Weinberg

 

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CONTACT JENS HENTSCHEL

Contact Jens: 

Website: Fivis.io

LinkedIn: Jens Hentschel

Aug 22, 2019

Doug Winter, Founder and CEO at Seismic, joins me on this episode of #Accelerate!

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

Seismic.com

CSO Insights

Forrester

 

Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order

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CONTACT DOUG WINTER

Contact Doug: 

LinkedIn: Doug Winter

Website: Seismic.com

Aug 15, 2019

Dennis Brown, LinkedIn sales consultant and author of The Ultimate Guide to Generating Inbound Leads with LinkedIn, joins me on this episode of #Accelerate!

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

Bill Gates

Never Eat Lunch Alone, Expanded and Updated: And Other Secrets to Success, One Relationship at a Time, by Keith Ferrazzi
and Tahl Raz

Dig Your Well Before You’re Thirsty: The Only Networking Book You'll Ever Need, by Harvey MacKay

Thomas Huxley

 

Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order

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CONTACT DENNIS BROWN

Contact Dennis: 

Website: AskDennisBrown.com

Free Guide: The Ultimate Guide to Generating Inbound Leads with LinkedIn

LinkedIn: Dennis Brown

Aug 8, 2019

Ben Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode of #Accelerate!

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

Dogpatch Advisors

Google

Clearbit

D&B Hoovers

DiscoverOrg

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

Charlie Munger

Google Jamboard

Dunning-Kruger effect

Evernote

Goodhart’s Law

Miller Heiman Group

CSO Insights

 

Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order

LinkedIn | Facebook | Twitter



CONTACT BEN SALZMAN & KYLE WILLIAMS

Contact Ben & Kyle: 

Website: DogpatchAdvisors.com

LinkedIn: Ben Salzman

LinkedIn: Kyle Williams

Aug 1, 2019

Wayne Cerullo, Chief Prospect Officer at B2P Partners, joins me on this episode of #Accelerate!

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

B2P Partners

MarTech® West

Scott Brinker

Meshugaas

Gartner

Brent Adamson

 

Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order

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CONTACT WAYNE CERULLO

Contact Wayne: 

Website: B2PPartners.com

Jul 25, 2019

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!

 

RESOURCES

Accelerate! on iTunes Please subscribe and leave a review!

Dennis Yu

Forrester 2015 Report “Death of a B2B Salesman”

American Association of Inside Sales Professionals (AA-ISP)

Miller-Heiman

CSO Insights

Gestalt Protocol of EO

Fortune

Pareto Principle

Gartner Research on Buyer Enablement

Brent Adamson

Altify

 

Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order

LinkedIn | Facebook | Twitter



CONTACT JAMIE SHANKS

Contact Jamie: 

LinkedIn: Jamie Shanks

Website: SalesForLife.com

Book: SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional, by Jamie Shanks

Jul 10, 2019
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