Info

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.
RSS Feed Subscribe in Apple Podcasts
2020
January


2019
December
November
August
July
May
March
February


2018
July
April
March
February
January


2017
December
November
October
September
August
July
June
May
April
March
February
January


2016
December
November
October
September
August
July
June
May
April
March
February
January


2015
December
November
October


All Episodes
Archives
Now displaying: Page 1
Sep 29, 2016

Joining me on Accelerate! is Bill Johnson, Founder and CEO of Salesvue, a sales enablement platform that accelerates those critical activities that create and support revenue. Among the many topics Bill and I discuss in this episode Bill are: ‘The Math of Sales,’ optimum cadence timing, the dangers of “vanity metrics” and much much more.

 

KEY TAKEAWAYS

[02:15] Bill initially created Salesvue to solve his own internal requirements.

[05:37] How is Salesvue different from similar cadence style solutions?

[08:15] What is the maximum time interval between touchpoints in a cadence?

[09:45] How does Salesvue make outcomes become more nuanced, rather than simple task buckets and checkboxes?

[13:15] Why Bill wants sales managers to take a more macro view of the sales process (vs. getting lost in the weeds.)

[14:24] What is Bill’s process for using Salesforce to create a lean sales process?

[16:25] Why does Bill’s sales team disqualify potential customers if they need to first educate them on the value of metrics?

[17:50] Bill explains why sales leaders need to be careful putting too much stock in “vanity metrics.”

[20:00] What is “the math of sales?”

[21:45] With sales managers increasingly becoming metric junkies, is there a danger of them just accepting outcomes, rather than improving them?

[25:10] Why don’t typical measures of sales productivity calculate how much revenue is generated per unit of time?

MORE ABOUT BILL JOHNSON

What’s your most powerful sales attribute?
Understanding the value proposition, my ability to listen to a customer, and being able to convey my message in a way that they get that we can help them.

Who is your sales role model?
The peer group at Parametric Technology.

What’s one book that every salesperson should read?
Selling to VITO, by Anthony Parinello

What music is on your playlist right now?

All the good stuff from the 70’s and 80’s: The Who, Aerosmith, The Eagles.

CONTACT BILL JOHNSON

Website: www.salesvue.com

0 Comments
Adding comments is not available at this time.