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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: Page 22
Feb 22, 2016

In this episode, Fred Diamond, founder and Executive Director of the Institute for Excellence in Sales, shares his opinions about the evolution of the sales profession. Among the many topics we discuss in this interesting conversation are:

  • The three primary challenges facing sales professionals today
  • Why it’s actually becoming easier to get in touch with decision makers
  • The growing academic support for sales and what this means for new people entering the profession
  • How millennials are changing how sales training should be structured and conducted
  • A radical proposal for how companies should foster and support a commitment to continuous learning in their sales teams.

If you’re in sales or sales management, then you definitely need to listen to this episode.

Feb 19, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about sales productivity. And, whether traditional sales management practices are unintentionally limiting the potential productivity of their sales reps. Included among the topics we discuss are:

  • Should you have a standard sales process that all reps must follow? Is it desirable? Or necessary?
  • Why sales reps need a script. And how they can avoid becoming over-scripted.
  • Why the second question you ask the prospect is more important than your first question. (And the guaranteed best second question that you can ask!)
  • Why you need to stop being over-protective and let your sales reps fail.
  • And much, much more!

If you’re a sales leader or sales manager, then be sure to join us for this episode!

Feb 18, 2016

In this episode, Kurt Shaver, founder of The Sales Foundry, and a leading social selling expert, shares his secrets for building a successful social selling program at your company. Listen in as we talk about:

  • Why using social media is not the same as social selling.
  • How to successfully integrate social selling into your existing sales process
  • How to establish realistic goals, and metrics, for your social selling
  • The 4 key elements that must be a part of any social selling training
  • How to successfully get your sales reps to integrate social selling into their daily sales routine
  • How sales managers should manage the social sales efforts of their teams

Looking for additional tools to help you build your pipeline? Then this episode is a must listen for any CEO, sales leader or sales rep.

Feb 17, 2016

In this episode, Nancy Bleeke, President of Sales Pro Insider, and author of Conversations That Sell, discusses why it’s essential for sales reps to embrace a collaborative approach to selling. In this episode we discuss how to make that happen and other topics including:

  • Why all sales calls are not conversations; but should be.
  • How collaborative selling is different from, and more effective than, consultative selling
  • The expertise you require to become a collaborative seller
  • How to use collaboration to create proposals that win
  • How to use sales conversations to uncover the true buying motivations that influence your customer’s decisions.

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

Feb 16, 2016

In this episode, Max Altschuler, founder and CEO of Sales Hacker, Inc., and the author of Hacking Sales: The Playbook for Building A High Velocity Sales Machine discusses what it takes to build your own high velocity sales machine. Among the many topics we discuss in this information-packed episode are:

  • What high velocity means in selling.
  • The steps you need to take to focus on generating more revenue with fewer resources
  • How to quickly build a pipeline that is fat with qualified prospects
  • Why you need to specialize sales roles and verticalize your sales focus
  • Why mature sales teams need to act like start-up sales teams and embrace the sales hacker practices
  • Why hacking sales works in complex sales as well as transactional sales.

Want to create a high velocity sales machine for your company? Don’t miss out on this episode!

Feb 15, 2016

In this episode, Conor Lee, founder and CEO of HipLead, talks about the emerging Outbound Sales As A Service (OBSaaS) model for prospecting and generating leads. Combining expertise in big data and targeted email marketing, enterprises of all sizes are using Outbound Sales As A Service to scale their sales by taking over the top of the sales funnel. Among the many topics we discuss are:

  • How OBSaaS is different than outsourced lead generation
  • The situations where it makes sense to use Outbound Sales As A Service
  • The sales processes you need in place to leverage the prospects generated by an OBSaas company like HipLead
  • What HipLead can do that your SDRs can’t.
  • How OBSaaS supports the specialization of SDRs and (delays their early burnout)

If you’re in sales or sales management, then you definitely need to listen to this episode.

Feb 12, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how companies are managing the evolving role of Account Execs in the overall sales process. Included among the topics we discuss in this conversation are:

  • How to align the roles of the AE and the SDR
  • The situations where further specialization of AE responsibilities makes sense
  • Who should handle follow-up to inbound leads: SDRs or AEs?
  • The most effective way to quickly take leads off the market
  • Why “Maybe” is the worst result for an AE and steps you can take to avoid it.

If you’re a sales leader or sales manager, then be sure to join us for this episode!

Feb 11, 2016

In this episode, Bubba Page, founder and CEO of QuotaDeck, shares how he plans to make the traditional cold call obsolete by crowd-sourcing warm introductions for sales reps to prospects that fit their ideal customer profile. Some providers may talk about crowd-sourcing leads but QuotaDeck is aiming higher by providing warm introductions to decision makers that want to hear about your product or service. Listen in as we talk about:

  • How to use social-based selling to overcome the fixed resource constraints of traditional cold calling
  • The value of an introduction to double opted-in leads (meaning people that want to talk with you.)
  • How warm introductions lead to great quantities of more effective sales conversations
  • How to build social capital in your network with value-based introductions that ultimately lead to more sales (for you!)

Looking for a fresh perspective on building your pipeline? Then this episode is a must listen for any CEO, sales leader or sales rep.

Feb 10, 2016

In this episode, Ben Sardella, co-founder of Datanyze, discusses how outbound sales teams need better data to inspire more and better sales conversations with new prospects. He shares how a new generation of sales tools, like Datanyze, are helping sellers to fill the top of the funnel with the right prospects at the right time. Included among the subjects we discuss in this conversation are:

  • The hidden triggers that alert sales reps to specific prospect interest that they can’t find on their own.
  • How your sales team could be transformed if it were able to learn that a potential prospect had stopped using a competitor’s product
  • How to use firmographic data to provide greater insights into potential buying behaviors.
  • How to leverage data about past deals, both won and lost, with your sales engagement platform to drive better sales conversations and increased conversions.

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

Feb 9, 2016

In this episode, Aaron Ross, discusses the lessons that sales leaders have learned about building a predictable revenue machine since the publication of his best-selling book, Predictable Revenue. He has captured many these lessons in case studies contained in his new book (written with co-author Jason Lemkin), From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue. In this information-packed episode we discuss his new book and other topics including:

  • The steps required to plan for sales success.
  • How to increase you chances for success by Nailing a Niche
  • Why you can’t prove your sales model by selling to friends of friends.
  • How to avoid being trapped in the Trust Gap
  • The vital role that Customer Success plays in driving revenue growth
  • And much, much more!

Want to learn how to accelerate predictable revenue growth for your company? Don’t miss out on this episode!

Feb 8, 2016

In this episode, lan Brodie, author of the best-selling Email Persuasion: Captivate and Engage Your Audience, Build Authority and Generate More Sales With Email Marketing shares his secrets for how to use email to generate a pipeline of warm leads and accelerate your sales productivity. Building on his own beginnings as an introverted sales rep with call reluctance, Ian describes how he, and his clients, have built successful profitable businesses using the techniques in his book. Among the topics we discuss are:

  • How to make every buyer interested in meeting with you
  • How to absolutely add value to every interaction with a prospect
  • Why sales reps needlessly worry too much about technique
  • How to build a nurture campaign that delivers relevant value to the buyer
  • How to win sales fast with a simple 21-word email.

If you’re in sales or sales management, then you definitely need to listen to this episode.

Feb 5, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, views the importance of the SDR role and how it will continue to evolve over the coming year. Included among the topics we discuss in this conversation are:

  • How SDR roles will change over the next year.
  • The situations where further specialization of SDRs responsibilities makes sense
  • What you need to do if your AEs are doing too much prospecting
  • How to fill the gap between the leads marketing provides and what sales needs.
  • Why the data in your dashboard is probably inaccurate. And how to fix it, now.

If you’re a sales leader or sales manager, then be sure to join us for this episode!

Feb 4, 2016

In this episode, Butch Bellah, sales trainer, speaker and author of “Sales Management for Dummies,” talked about the unusual career path he followed from being a stand-up comedian to becoming a top sales expert and author. Along the way he learned some unique and insightful lessons about people that he teaches sales reps and sales managers across the country. Listen in as we talk about:

  • What being a stand-up comic taught Butch about selling
  • How to be rehearsed, but not scripted, for more effective sales conversations
  • Why your voice, and how you use it, is your strongest sales tool
  • Why it’s your fault if the prospect gives you their time, and you don’t win their order. And what you can do to eliminate your excuses!
  • The most important lesson you need to learn to become a great sales manager.

Looking for a fresh perspective on sales? Then this episode is a must listen for any CEO, sales leader or sales rep.

Feb 3, 2016

In this episode, Wendy Weiss, President of Cold Calling Results, and also known as The Queen of Cold Calling, provides detailed information about how to become a truly effective prospector. Included among the subjects we discuss in this conversation are:

  • How to get into the right frame of mind to make cold calls. Anyone can do it!
  • Why there’s no difference between a warm lead or a cold lead,
  • The two biggest mistakes sales teams make when it comes to cold calling.
  • How to eliminate the twisted thinking that prevents sales reps from making cold calls
  • How to make certain that you’re targeting the right customers for your calls.

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

Feb 2, 2016

In this episode, Kevin Kruse, author of the best-selling book, 15 Secrets Successful People Know About Time Management: The Productivity Habits Of Seven Billionaires, 13 Olympic Athletes, 29 Straight A Students and 239 Entrepreneurs, shares some of the secrets he learned from his hundreds of interviews with ultra-productive people. Among the many facets of time management, and productivity, we discuss in this information-packed episode are:

  • Why 1440 is the most important number you need to learn.
  • Why successful people don’t use to-do lists. And, why you shouldn’t either.
  • Sir Richard Branson’s secret productivity tool.
  • Three questions that will save you eight hours per week!
  • The 321Zero method that will transform how you manage your email.

This is a must listen episode for everyone. (And, when you’re done, read Kevin’s book. You owe it to yourself.)

Feb 1, 2016

In this episode, Bill Cates, founder of Referral Coach International, shares the secrets of accelerating your sales productivity through referrals. Because it's so hard to cut through all the noise created by the internet, social media, traditional prospecting and advertising, a personal introduction to a potential buyer is more important than ever. Among the topics we discuss are:

  • The right mindset required to start a successful referral selling program
  • Why customer satisfaction is not enough to guarantee referrals
  • How to create a compelling prospect experience that generates referrals.
  • Why you need to teach prospects how to buy what you sell.
  • The right way to ask for a referral
  • And much, much more!

If you’re in sales or sales management, then you definitely need to listen to this episode.

Jan 29, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, uses the sales planning process to help her team achieves its goals and objectives. Included among the topics we discuss in this conversation are:

  • Does every member of your sales team need a sales plan?
  • How managers should work with their team to create individual sales plans
  • What works best: top down or bottoms up planning?
  • How to use the planning process to develop unambiguous expectations for sales.
  • Using dashboards to track performance against plans

If you’re a sales leader or sales manager, then be sure to join us for this episode!

Jan 28, 2016

In this episode, Lee Caraher, Founder and President of Double Forte, and author of the book, Millennials and Management, The Essential Guide To Making It Work At Work talks about the best practices for harnessing the energy, motivation and tech savvy of millennials to help your business grow. In our conversation we puncture many of the unfounded myths people hold about millennials. Listen in as we talk about:

  • How to harness the flexibility of millennials
  • Managing the work-life balance with millennials
  • How to clearly set expectations for millennials
  • Why millennials adapt to change easier than other workers
  • How to manage the multi-generational workplace
  • Why the basic interpersonal skills work best with millennials

This episode is a must listen for any CEO, manager or sales leader that manages millennials. Or, manages those who do!

Jan 27, 2016

In this episode, Kyle Porter, founder and CEO of SalesLoft, shares his take on what constitutes a modern sales team. He also provides a detailed look at how he has built a modern sales process at his rapidly-growing successful SaaS start-up. Included among the subjects we discuss in our conversation are:

  • What is a modern seller? And how to determine if you are modern, or not.
  • Optimizing the structure of the modern sales force
  • Why specialized sales roles may not work for all companies.
  • How to identify, hire and retain the best SDR candidates
  • How to structure meaningful career paths for your SDRs

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

Jan 26, 2016

Trish Bertuzzi has one for you. In this episode, Trish Bertuzzi, founder & President of The Bridge Group and author of The Sales Development Playbook; Build Repeatable Pipeline and Accelerate Growth with Inside Sales, shares her perspectives on some of the key challenges sellers face in building their inside sales teams. Among the many topics we discuss in this information-packed episode are:

  • Is technology putting a barrier between you and your prospects?
  • Why SDRs are at risk of being replaced by automation
  • Flaws in your hiring, onboarding and training processes that you need to fix now.
  • Why managers aren’t correctly managing the inside sales process
  • How to fix the “rush to demo” syndrome.

If you have an inside sales team, or are planning to build one, then you absolutely need to download this episode.

Jan 25, 2016

In this episode, Regis Lemmens, founder of Sales Cubes and a Professor at business schools in the UK, Belgium and the Netherlands, shares the key findings of his extensive research into the future of B2B sales. He describes what his research found to be the necessary and inevitable evolution of consultative selling to a true collaborative partnership with buyers. Among the topics we discuss are:

  • What is value co-creation and why is it central to future B2B selling?
  • Why buyers may start paying you to sell to them. And what that means for the sales rep.
  • How sales teams will continue to become more specialized. But not in the way you might think.
  • How the hunter-farmer metaphor for sales reps will become obsolete.

If you’re in sales or sales management, then you definitely need to listen to this episode.

Jan 22, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, allocates and uses her time during an typical work day. She shares how allocates time in her day to preparation, managing sales, coaching her team, selling, recruiting, planning, learning and just having time to herself to think. Included among the topics we discuss in this conversation are:

  • The type of data you need to manage and coach in real-time
  • The regular meetings you need to have and how they should be structured for maximum effectiveness and productivity.
  • The difference between managing your sales process and managing sales
  • The appropriate planning horizon for sales and how much time should be invested in planning.
  • How to use structured office hours to improve team communication

If you’re a sales leader or sales manager, then you need to make sure you listen to this episode!

Jan 21, 2016

In this episode, Patricia Fripp, President of Fripp & Associates, past President of the National Speakers Association, and one of the leading speaking/presentation coaches, talks how to build effective sales presentations that win more deals. Patricia describes how to avoid sounding just like everyone else when presenting to clients. And she shares why “prospects would rather have a good listening to than a good talking to” and how that will shape exactly how you should present to prospects. Included among the topics we discuss are:

  • The secrets of teaching young sales professionals how to be effective presenters to seasoned, experienced prospects
  • A process to build effective sales presentations
  • An effective opening line that will surprise you
  • When and how to use visual aids (hint: stop using so many PowerPoint slides!)
  • How to personalize virtual presentations

This episode is a must listen for anyone in sales that makes sales presentations to prospects. Or manages those who do!

Jan 20, 2016

In this information-packed episode, Sean Burke, CEO of KiteDesk, tells why big data is a great resource for companies but is not good for sales people. He describes why sales reps need small data, and what that means in terms of providing them the right data and information that they need, right when they need it to help accelerate their sales process to close more deals. Included among the subjects we discuss in our conversation are:

  • Why the number one issue facing sales, despite all of the new sales tools introduced over the past few years, is still prospecting.
  • The tools that are being developed to make sales reps more effective and efficient in their prospecting efforts.
  • Why SDR teams don’t need a CRM system (but your company still does)
  • How to ensure that your sales tools are aligned with your prospects’ buying process.
  • How to use relevant data at the right time to drive improved sales results

If you’re a sales leader, sales manager, or sales rep, this episode is worth the investment of your time to listen.

Jan 19, 2016

In this second part of my two-part conversation with Mark Roberge, CRO of HubSpot sales division and author of the best-selling book, The Sales Acceleration Formula, describes the process that he created to build the sales team that produced predictable scalable revenue growth as it rapidly marched from $0 to over $100 million in sales. Among the key topics we discuss are:

  • How to scale your demand generation efforts
  • How to put in place the process and resources to align marketing and sales.
  • The unexpected skill set you should hire into your content marketing efforts.
  • Why companies are under-investing in inbound marketing and how to balance that with proactive outbound demand gen.
  • How to project the mix of inbound and outbound demand gen required to scale your sales.

If you have the responsibility to grow a business, or scale a sales team to increase revenues, or maybe you want to run your own business someday, then this is a must listen episode. Don’t miss it! Listen today.

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