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: September, 2016
Sep 30, 2016

Welcome to another edition of Front Line Friday with my regular special guest, Bridget Gleason. On this episode, we focus our conversation on the changing role of the B2B salesperson in the face of rapidly evolving sales tools, automation, and systems. We talk about the sales behaviors and skills in the sales cycle that are “uniquely human”, and nearly impossible to replace with technology. Listen in as Bridget and I discuss how salespeople can develop the habits and behaviors that not only improve their current performance, but also secure their role in future.   



[0:44] For years we’ve heard that automation will replace the B2B salespeople. Could that really be true?

[3:40] Bridget shares how the implementation of email sequencing using Outreach, as an example, could allow marketing to bypass a sales team. But, would it really work?

[5:35] Automation has been fantastic for establishing contact and boosting productivity, but can it replace the necessary human element in sales.

[8:58] Responsiveness is a keystone habit for salespeople. Why mastering responsiveness has a ripple effect throughout the entire sales cycle.

[11:50] Master fundamental behaviors, and you will secure your relevance to your buyers.

[13:15] People still buy from people―What are the things that help to engender trust, connection, and will encourage a prospect to open up?

[14:50] As managers, we are responsible for robotic behavior in our sales teams. We need to give our salespeople time to practice.

[23:20] Attention to detail is critical. When you see some sloppy behaviors in your team, don’t dismiss them. They may be symptoms of deeper, systemic issues.

[25:04] Asking questions before talking about yourself is so important when opening a pitch. This is a behavior that can easily be refined into a skill.

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.



[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?


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.



Sep 28, 2016

My guest on this episode is Michael Sacca, host of the business podcast,, and Head of Partnerships at Crew. Among the many topics Michael and I discuss are how sales professionals can succeed and thrive in a world where sales teams are at risk of being engineered out of the selling process; and, how the personal touch in sales can influence the emotional element of decision-making and become the differentiator that helps you close the deal.



[03:15] How has podcasting made Michael better at sales?

[04:15] Why did Michael feel the need, in a recent podcast series, to demystify sales?

[07:12] Does the stereotype of salespeople exist for a reason?

[09:00] Too many entrepreneurs believe automation is a perfectly good substitute for implementing a well defined sales process. They shouldn’t!

[10:35] If you’re in sales, there is something inherently strange about wanting to avoid people. And, why that is a red flag if you’re hiring.

[11:45] Now that VC’s are more focused on revenue, suddenly sales teams are back in vogue.

[13:50] How is the salesforce structured at Crew?

[16:00] How has the decision to make face-to-face sales calls helped build Crew?

[19:15] A great tip is to email your customers when you’re going to be in their area and offer to connect, even for a quick coffee.

[20:45] What is the most surprising thing Michael learned about sales during his recent podcast series?


What’s your most powerful sales attribute?
Smiling on the phone.

Who is your sales role model?
Steli Efti from

What’s one book that every salesperson should read?
The Machine by Justin Roff-Marsh

What music is on your playlist right now?

I listen to a lot of vinyl, because I listen to the whole record rather than singles.




Sep 27, 2016

Craig Elias, Chief Catalyst of SHiFT! Selling, Inc., and co-author of the book SHiFT! Selling joins me today on Accelerate! In this episode Craig and I discuss the ABC’s of the trigger events that drive sales. Craig also sheds light on a variety of unique sales triggers that can lead to new prospects. Be sure to listen today!



[02:24] Because many of his early customers were across the country, Craig learned quickly to leverage the power of channels.

[05:00] Craig defines what he calls the “window of dissatisfaction” that can lead to new sales opportunities

[06:50] What are the triggers events that can lead companies to change vendors?

[07:15] Is there a problem with challenging your prospects’ status quo ?

[09:30] What’s the difference between persistence and just pushing harder?

[10:36] One common trigger is risk-aversion. But seldom considered is legislation. As soon as someone has to change, they will.

[11:25] Craig shares research that found that 28% of all vendor changes are triggered by a change in account manager.

[12:34] Decisions are primarily driven by emotion, and product often comes in second.

[14:15] Many people aren’t looking for you to give an immediate solution, but they do want to know when one is coming.

[15:30] Who are the “doers” in sales, and what makes them excel?

[17:25] How you can develop intimacy with clients without taking them out mountain biking.

[19:30] People are still people. Don’t be afraid to ask a prospect what they did over the weekend!

[20:40] Craig shares the ABC’s of trigger events: Awareness, Bad Experience, and Change.

[28:00] If you phone somebody or leave a voicemail, you need to have a 7-second sell. What does Craig mean by a 7-second sell?



What’s your most powerful sales attribute?
My ability to make whatever I sell relevant to the other person to make them want it.

Who is your sales role model?
Steve Jobs and Nelson Mandela.

What’s one book that every salesperson should read?
Chapter 4 in Spin Selling, pages 65-95. Never Be Closing by Tim Hurson and Tim Dunne.

What music is on your playlist right now?

Let It Be, The Beatles.



Sep 26, 2016

Joining me on Accelerate! is Jake Dunlap, founder and CEO of Skaled, a revenue innovation group focused on helping clients develop replicable ways to generate new business. In this episode, Jake and I talk about the key revenue growth strategies that Skaled has gleaned from working with hundreds of B2B clients to help them refine their sales processes and increase sales.



[04:55] What is Jake’s sales “triad?”

[07:20] Why too many companies are not using technologies to accelerate their proactive prospecting efforts.

[09:20] Why there needs to be a more “challenger” approach to account management.

[11:23]Why sales leaders need to develop and implement better processes for lead gen with inbound and current customers before becoming too focused on outbound.

[12:45] Jake explains seeds, spears, and nets for those who’ve not read Predictable Revenue.

[13:24] There is a growing hybrid between seeds, spears, and nets today. What is it?

[15:30] Doing some rough math, it shouldn’t be hard to determine what your mix of lead gen activities should be.

[17:00] Jake explains why salespeople need to become more like project managers.

[25:50] Buyers are saying they value you helping them do their job more effectively (instead of wining and dining them.) [28:20] You have to map to the buyer journey, but that doesn’t mean being a victim of their process.



What’s your most powerful sales attribute?

Who is your sales role model?
Zig Ziglar and Brian Tracy.

What’s one book that every salesperson should read?
Thinking Fast and Slow by Daniel Kahneman

What music is on your playlist right now?

Lukas Graham, 7 Years Old.

What’s the question you get asked most frequently by salespeople?

How do I overcome objections?




Sep 24, 2016

My guest on this episode of Accelerate! is Hampus Jakobsson, a serial entrepreneur, angel investor and the co-founder of Brisk, a company that designed a sales tool intended to dramatically boost sales productivity.  In this episode Hampus describes what Brisk set out to do for sales professionals and sales teams. And he shares the reasons why Brisk ultimately failed to achieve its goals. It’s a great cautionary tale for entrepreneurs. Join us as Hampus and I also discuss some essential sales lessons for start-ups.



[09:00] Hampus shares how Brisk decided to develop a product that could make sales predictable.

[11:30] The doubters felt Brisk was wrong to expend resources on a mobile app for sales (given the growth of insides sales.)

[13:32] Are we moving into a scary world with the myth of personalization?

[15:00] With each new customer, Brisk was forced into product customization.

[17:10] The pressures from the market and investors that forced Brisk to fold.

[18:15] Are many of the new sales tools simply a better way to get data into Salesforce?

[20:00] Small companies want to be data-driven, but can they when they have small sample sizes?

[26:00] Is engineering people out of your sales process inevitably just commoditizing your product?

[30:00] Why new companies should focus more effort on mapping the customer journey.



What’s your most powerful sales attribute?

Who is your sales role model?
Scott Leese of OutboundEngine

What’s one book that every salesperson should read?
The Game: Penetrating the Secret Society of Pickup Artists by Neil Strauss

What music is on your playlist right now?

Radiohead, Daft Punk, and The National.




Sep 23, 2016

Welcome to this week’s edition of Front Line Friday with my regular guest, Bridget Gleason. I recently attended an inspired concert at the Meadowlands by The Boss himself, Bruce Springsteen. What a show.  He engaged the audience in a performance that lasted nearly four hours and not once did he take a break. At age 67. The energy, commitment and enthusiasm that Bruce brought to the stage was remarkable.

What struck me the most was that after a legendary career that has spanned more than 40 years Bruce sang every song like he had something to prove; as if it were his first, and last, chance to impress us.

It set me thinking about our profession of sales. Why do we struggle to bring our best selves, our “A” game, to each and every sales interaction we have with prospects and customers?  

Join Bridget and me for this episode of Accelerate! as we discuss how developing good sales habits, practicing consistently, and prepping for each sales call like it’s your first - and executing each and every sales call like it’s your last - helps build your skills and elevates your productivity. And, in the process, creates your own legacy of excellence.



[4:45] How does Bruce Springsteen’s incredible energy, enthusiasm and commitment, despite his many years of playing the same material, compare to being sales?

[6:58] After 40 years the Boss still plays a 4-hour concert like he still needs to make a good impression on the audience. Similarly, each sales call should almost be like your first time, every time.

[8:35] Bridget asks, “Can an experienced salesperson wing it on a sales call?”

[12:30] There’s an overemphasis on skills training, when what really drives sales are developing and refining good habits.

[13:57] Andy and Bridget reiterate the value of being on time, which is a truly customer-centered, positive habit.

[20:15] Bridget shares her personal approach to practice and preparation, and the value of going over prep material as often as possible.

[22:45] Check out Andy’s interview with Cathy Salit and their talk on using improv techniques to improve sales performance.

[25:50] Andy wraps up with his personal recommendation to see Springsteen. And learn the same sales lessons that he did.

Sep 22, 2016

Joining me is David Hood, CEO of VanillaSoft, a leading software system that supports phone-based inside sales teams. Among the many topics David and I discuss relating to inside sales are the increasing importance of virtual reputations, the evolving role of inside sales teams in full life-cycle sales, the true measure of sales productivity, and key differences between list-based and cue-based calling systems.



[02:25] How inside sales is similar to door-to-door sales. [03:45] Why more end-to-end sales are able to be handled virtually these days.

[06:10] Why buyers are getting much more comfortable with the idea that they don’t need an in-person relationship with a seller.

[07:00] How leading companies are establishing the reputation of their presence more virtually.

[09:12] Why the in-person meeting can become the key differentiator in a competitive sale.

[12:50] Why establishing confidence on the phone is a very different skill than in-person selling. Finding someone with both is difficult.

[13:25] David and Andy talk about the true measure of sales productivity.

[16:38] David flips the interview on Andy and puts him on the hot seat about selling and buying productivity!

[18:50] What are the levers that you can pull to manage the productivity of a sales team?

[21:40] David expands on how VanillaSoft helps automate tasks, not salespeople.

[28:30] Why cadence automation is a place where automation has a huge role to play.



What’s your most powerful sales attribute?
Being able to listen to people and understand what their true problem is.

Who is your sales role model?
My old boss, Jim.

What’s one book that every salesperson should read?
Zero-Time Selling!




Sep 21, 2016

Mark Hunter, the Sales Hunter, joins me once again on Accelerate! We’re talking about his new book, High Profit Prospecting. (Mark was also the author of High Profit Selling.) Among the topics we discuss are why salespeople are better off investing more time with fewer prospects, how to find and make contact with high-profit prospects and the short questions that turn into long, substantive conversations with buyers.



[00:45] Mark provides a brief introduction of himself for those who may have missed previous appearances.

[01:50] Mark shares how his approach to prospecting is different than those described in other recent books.

[04:45] What are the real outcomes sales needs achieve when prospecting?

[06:15] Prospecting is usually considered a low-level sales & marketing activity. Mark explains how prospecting is tied to high-profit sales.

[08:05] The person who buys on price will never understand value. Mark explains.

[08:20] Can one qualify value without talking about price?

[11:05] Who is the intended audience for Mark’s new book?

[12:15] Mark shares some of his best practices for making initial contact with potential prospects.

[15:50] Don’t be afraid to let your personality come through on the prospect call.

[16:20] What’s your favorite follow up question to ask?

[17:30] Learn why these short questions get you long answers.

[18:15] Mark shares 3 key methods to secure a contact, and provides some key insights.

[22:00] Mark has a different sales process that he develops for every customer which might change how you think about prospecting.




Sep 20, 2016

Erik Luhrs, the “Bruce Lee of sales and lead generation,” joins me today on the program. He’s the founder of GURUS Selling and the author of the book Be Do Sale: How To Create More Sales Right Now Regardless of What the Competition or The Economy is Doing, using the GURUS Selling System. Among the topics Erik and I discuss are how to create a unique sales persona that helps you rapidly build rapport with prospects, how to position yourself to win the trust of your buyers, and simple steps you can take to increase your sales efficiency.



[00:53] Erik introduces himself and speaks on how he got into sales, lead generation, and positioning.

[04:10] How did Erik become the Bruce Lee of sales and lead generation?

[08:20] Erik starts sharing the details of his GURUS (Genuine Self, Unique Sales Persona, Rapport Building, Unique Buying Position, Sales Ally) Selling System.

[10:35] What’s the key to understanding what your genuine self is as a salesperson?

[13:25] How to understand if you are aligned with the company you're selling for.

[14:45] Erik describes the Unique Sales Persona and how you can develop one of your own.

[24:15] How rapid rapport building can be accomplished as sales processes are becoming more virtual.

[28:03] Why a critical part of being genuine is believing you are equal with the person you’re speaking with.



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

Who is your sales role model?
Human beings who naturally attract other people.

What’s one book that every salesperson should read?
The User’s Manual for The Brain by Bob G. Bodenhamer

What music is on your playlist right now?

It’s a mix of any energetic music I relate to, like early INXS, Aerosmith, and AC/DC.




Sep 19, 2016

I’m happy to have Barbara Weaver Smith join me again on the program. She is co-author of the best-selling book Whale Hunting, founder and CEO of The Whale Hunters, and now author of the new book, Whale Hunting With Global Accounts: Four Critical Sales Strategies to Win Customers. Join us as Barbara and I discuss how companies of all sizes can compete for and win orders with global companies.



[02:43] Can $10-$20 million revenue companies afford to sell to customers globally? Barbara provides examples of how a company’s work can apply worldwide.

[05:32] The advice Barbara provides to companies making the critical decision to pursue international business.

[07:15] The U.S. has embraced inside selling faster than most companies. Barbara describes how companies can use inside sales to help capture global customers.

[09:45] How business cultures outside the U.S. are changing rapidly and what this means for building relationships.

[12:00] The importance of focus in expanding the the geographic scope of your sales efforts.

[15:20] How you can know as much or more about your customers as your larger, more experienced competitors.

[24:10] Barbara explains the Global Whale Hunting processes outlined in the book and shows the limitations of your sales process in selling large deals.

[28:20] Barbara describes why you need to have a technology-driven account plan (and how to develop one.)



Is it easier to teach a non-sales technical person how to sell, or to teach a salesperson how to sell technically?

It depends on who is the more curious person. Probably, it’s easier to teach the salesperson to sell technically.

If you could change one thing about your business self, what would it be?

I would have to learn to simplify the way I talk about things!

What’s one non-business book that every salesperson should read?
The Sound and The Fury by William Faulkner

When you have to get away from it all, where to you go?

My backyard to the pool!



Sep 17, 2016

Jessica Rhodes is the founder and CEO of Interview Connections, what I call a match-making service for podcasters and guests. She’s also the host of her own podcast and web TV show, Interview Connections TV. In this episode Jessica and I discuss why podcasting needs to be a part of every company’s content marketing strategy, how to build your expertise and brand with a podcast, how to use a podcast to connect with new prospects and the steps to start your podcast right now.



[00:54] How did Jessica become “The Queen of Podcasting”?

[02:48] There are more than 250,000 podcasts. Why is this space so hot right now?

[04:38] How a podcast builds the perception of expertise and how to use one to become “famous” in your market segment.

[05:44] Making the case for having a podcast - it’s easier than having a blog!

[07:50] We all have our areas of expertise, and talking about it comes more naturally to most than writing about it.

[09:00] There’s a more personalized and intimate connection made when hearing someone speak vs. reading their words.

[11:05] What are some of the preparatory components and first steps when getting started?

[12:30] Podcasts are a great way to get your foot in the door and have a 30 minute conversation with people you’d never otherwise get.

[13:25] The first line of differentiation in your product is you, the person.

[15:20] Andy and Jessica share examples of clients who have engaged with their services as a direct result of a podcast.

[15:20] Jessica “decomplexifies” the podcast process.

[18:45] What are some of the various formats to consider, and how do they apply to your podcast goals?

[20:45] Managing expectations of your audience starts with consistency.

[21:43] Andy and Jessica talk budgets and the costs of podcasting, plus outsourcing for business owners.

[23:30] What are some of the basic tools to get started with podcasting?

[25:12] Marketing your podcast is the hardest part of the process, but incredibly important.

[27:00] What are some of the techniques you can employ to repurpose the podcast content you create?


What’s your most powerful sales attribute?
My experience as a practitioner.

Who is your sales role model?
My dad (Jim Palmer).

What’s one book that every aspiring podcaster should read?
Podcasting - Good to Great by Jared Easley

What music is on your playlist right now?

The Instrumental Study playlist on Spotify.




Sep 16, 2016

Welcome to another Front Line Friday with my very special guest, Bridget Gleason. Today’s conversation is all about the pros and cons of quantity vs. quality when it comes to proactive prospecting by inside sales teams. Is it an either/or question? And, we also dig into what should you be doing to fill your pipeline with qualified opportunities and increase your close rate. Join us now!




[01:05] What are the pros and cons of quantity vs. quality when it comes to proactive prospecting?

[02:02] Inside sales is a tough, metric-based business. Is there room for quality?

[04:30] Metrics for SDR’s are pointing more toward a certain stage of opportunity, rather than simply getting meetings.

[06:20] Are activity goals changing for SDRs? Or is it simply teaching people to make better use of their time?

[07:42] Given the charter to increase close rate on qualified opportunities from 23% to 45%, what would Bridget change in her process?

[11:05] What is Andy’s take on increasing a low close rate on qualified opportunities?

[16:45] Are there particular issues that should trigger the rapid disqualification of prospects? Or, that would cause you to qualify a disqualified prospect?

[19:20] Is Bridget a good prospect to buy a Maserati?



Bridget was most recently 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

Sep 15, 2016

Scott Miller is founder and CEO of, a plug-in, designed to improve close rates and shorten the ramp-up time for new sales reps. Join us now as we discuss some best practices in quickly ramping-up the productivity of new sales reps, the concept of peer-to-peer selling, the importance of having a repertoire of win-stories, and the self-directed framework. Be sure to listen now!




[2:04] What need was Scott trying to fill by starting

[2:56] What is the best practice for sales process?

[4:10] Examples of sales lessons that Scott learned from working at a Fortune 500 company.

[7:44] Scott discusses the concept of peer-to-peer selling and the importance of having a depository of relevant win stories.

[8:53] Find out one of the dirty little secrets that marketing holds over sales.

[12:10] How do you embed the repository of win-stories and knowledge bases to help onboard and ramp up reps more quickly?  

[13:31] Scott speaks on the concept of the self-directed framework.

[14:30] What is the average ramp up time for a B2B sales rep these days?

[16:46] Scott shares his secret sauce on the concept of the ‘battle card’ to help improve close rates.


What’s your most powerful sales attribute?

Who is your sales role model?
Rick Page, who founded the Complex Sale.

What’s one book that every salesperson should read?
SPIN Selling by Neil Rackham

What music is on your playlist right now?

My kids make me listen to Justin Bieber and Adele. I’m into Audible books about History.  



Sep 14, 2016

Bill Caskey is co-host of the long-running sales podcast, The Advanced Selling Podcast; and he is the President of Caskey Training, a sales training organization based in Indianapolis. Bill has also authored multiple books on sales, including most recently, Make Your Sales Team Unstoppable: A Systematic Method for Creating an Unstoppable Sales Team in a Competitive Market. In this episode, Bill and I talk about the biggest challenge facing sales leaders, why sales leaders need to have a marketing mindset, and the importance of personal branding for sales professionals.




[2:26] What’s the biggest challenge facing sales leaders today?

[3:33] Why great Sales Managers today have adopted a Marketing mindset―not just a cold call mindset..

[4:23] Personal branding for sales professionals is such an effective marketing tool, yet companies are reluctant to embrace it.

[7:15] Andy shares a story that speaks to Bill’s point on the effectiveness of personal branding in customer service.  

[8:44] Too many sales leaders focus on output and not on the inputs to their sales process. They don’t really know how to coach their frontline salespeople―that’s a problem!

[12:27] How Bill works with sales managers to help them apply the finer points of psychology to their coaching. This makes coaching much more effective than just focusing a account strategies.



What’s your most powerful sales attribute?

Who is your sales role model?
Mike Williams.

What’s one book that every salesperson should read?
What to Do When it's Your Turn (and it's Always Your Turn),

by Seth Godin

What music is on your playlist right now?

Neil Diamond, Four Tops, The Temptations, Al Green―Early 70’s Soul and Classic Rock.  





Podcast: The Advanced Selling Podcast


Sep 13, 2016

Nancy Nardin is joining me for a second time on Accelerate. Nancy is a thought leader on sales and marketing productivity tools and the founder of Smart Selling Tools.  Join us now as Nancy and I discuss her Hierarchy of Revenue Needs and Sales Stack Maturity Model and how to use these tools to help you build a sales stack that aligns with your requirements, and many more topics.   



[0:58] More about Nancy and how she founded Smart Selling Tools.

[2:36] Nancy has created the Hierarchy of Revenue Needs model, based on Maslow’s hierarchy of needs.

[13:15] Nancy discusses the tools that are coming onstream for the customer success side of the revenue process.

[15:51] There is a need for sales tools to help reps to execute in the middle of the sales process.

[21:03] What is the sales stack maturity model and how does it relate to the Hierarchy of Revenue Needs?

[21:56] Find out how the two “rocket boosters” underneath the Hierarchy of Revenue Needs turn the pyramid into a rocket.

[23:17] The sales stack maturity model is 5 levels, mapped into the Jiu Jitsu belt colors―relating to the customer’s maturity level in terms of their use of sales technology.

[28:15] The Hierarchy of Revenue is a great tool to start examining where to start in order to build your sales stack.

[33:28] Check out episode 12 of Accelerate to find out more about Nancy as well as recommendations for sales tools to improve your sales productivity.





Using the Hierarchy or Revenue Needs™ and the Sales Stack Maturity Model

The Hierarchy of Revenue Needs™

Sep 12, 2016

President and CEO of ValueSelling Associates, Julie Thomas, is a noted speaker, consultant and author of ValueSelling: Driving Up Sales One Conversation At A Time. On this episode, among the topics Julie and I discuss are defining what value is in sales, how to establish value in the prospect’s mind, how creating value in the sales process is challenged by technology and automation and the four dimensions of qualifying a prospect.




[0:57] More about Julie and how she got her start in sales as an Inside Sales rep back in the 80’s.  

[5:55] Defining what value is in sales. Julie highlights how to establish value in the prospect’s mind.

[7:36] To establish value in the prospect’s mind, management needs to make sure sales reps understand how the buyer is going to answer the question: Is it worth it?

[8:31] The two components of value; why personal value outweighs business value and the role of emotions in decision making.

[14:27] How technology and automation create challenges for providing value in the sales process.

[16:39] The 8 steps in Julie’s ValueSelling Framework.

[20:42] The 4 dimensions of qualifying prospects―Value, Need, Power, and Timeline.

[23:43] Julie’s thoughts on why many sales reps are not focused on the value realization.



What’s your most powerful sales attribute?
My confidence and experience.

Who is your sales role model?
My father.

What’s one book every salesperson should read?
Everyone's a Coach: Five Business Secrets for High Performance Coaching Paperback, by Don Shula

What music is on your playlist right now?

Billy Joel, Pop Country such as Brad Paisley, Kenny Chesney, Carrie Underwood, Garth Brooks.  





LinkedIn: ValueSelling Associates

Facebook: @ValueSellingAssociates

Sep 10, 2016

Duane Cummings, is the author of The Sensational Salesman, as well as CEO and Founder of The Sensational Group. Duane is a trusted advisor to organizations and individuals around the world regarding professional and personal development. He lives life by a great motto - to aide others, act on ideas and achieve sensational results. Join us for a great conversation on many topics around the idea of what it means to live a sensational life and how being of service to others can help be sensational in sales!  




[1:05] Duane wants to make the world a better place and can’t believe he’s living an epic dream kind of life.

[2:03] How did Duane boil it down to “making the world a better place” as a goal?

[7:33] Duane defines “Sensational” and explains what the word means to each of us.

[11:54] Duane explains what he means by a “Sensational Salesman”, which ties into lessons learned along his journey.

[17:37] How do you teach people to listen to someone else without judgment?


What’s your most powerful sales attribute?

Who is your sales role model?
My wife.

What’s one book that every salesperson should read?
The Go Giver by Bob Burg.

What music is on your playlist right now?

Frank Sinatra, Hip Hop, Keith Urban, Movie Soundtracks, and 100 mashups of songs put together!  

Sep 9, 2016

This week on Front Line Friday, Bridget Gleason and I discuss how to prepare for a sales interview as a job candidate. How much research should a sales rep do? What questions should you be prepared to answer? What are some of the curveball questions that might get thrown at you? We also talk about paying attention to detail, including whether you should cover tattoos for an interview. Make this episode your first step to prep as a sales rep!




[01:10] This episode is all about how sales reps should prepare for a sales interview.

[02:00] What Bridget recommends sales reps should pay attention to before they even leave the house for an interview.

[02:55] To what depth should a sales rep research the company in pre-interview?

[04:40] Remember that the interview itself is indeed a sales process. You are selling yourself.

[05:45] Appearance is 100% critical. How does one find the appropriate level of dress in advance?

[10:02] Tattoos―show them or cover them up?

[13:05] What about the jeans and sport coat look? Is that the fix-all?

[16:45] Based on the Yesware article, The Complete Guide to The Most Effective Sales Interview Questions, what are some of the questions that an interviewee might be asked?

[23:55] How should you answer, “Why are you leaving your job?”

[30:45] The question “What is your favorite pump up song, and why?” makes Bridget feel “old”! Why?

[31:55] What’s Andy’s pump up song?

Sep 8, 2016

Mike Scher is CEO and co-founder of FRONTLINE Selling, developer of Staccato PRO―a sales development platform that leverages the social DNA of a buyer in order to contact and engage with the right decision makers and influencers. Join us now as Mike and I discuss multiple topics including the biggest challenges sales reps have in reaching the right decision makers, how to balance the quantity of proactive sales touches with effectiveness and efficiency and how FRONTLINE analyzed the data from over 1.8 outreaches to develop its platform.



[5:29] What is the Staccato methodology?

[6:47] What are some of the broad categories of challenges that companies have with B2B prospecting?

[7:58] Mike shares some of the findings of the Staccato case studies.  

[11:37] What are the two big problems salespeople have in getting to the right decision maker?

[13:25] Rather than quality vs. quantity, Staccato takes the effectiveness vs. efficiency approach.

[17:02] Mike shares some of the major findings revealed by Staccato’s study of 1.8 million outreach efforts.

[23:09] Staccato is a technology, as well as a methodology that involves a teaching component.

[23:19] How Staccato teaches salespeople how to prospect in the same way airline pilots are taught how to fly airplanes.

[27:32] How Staccato elevates the level of performance of the B- and C-level players.



What’s your most powerful sales attribute?
My two ears.

Who is your sales role model?
My father, he had an amazing work ethic.

What’s one book that every salesperson should read?
The Joshua Principle: Leadership Secrets of RSVPselling by Tony Hughes

What music is on your playlist right now?

It’s all Country music.

Sep 7, 2016

I couldn’t be more excited to talk to my guest on this episode, Jeffrey Gitomer, one of my all time favorite sales experts. Jeffrey has written 13 books on the art & science of sales and personal development, including the all time best selling sales book, The Little Red Book of Selling: 12.5 Principles of Sales Greatness. Join us now as Jeffrey and I discuss a range of topics including: social selling, smarter alternatives to cold calling prospects, what the value proposition is really about, what it means to be a true value provider, why close rates are so low, how to train consistency, and why salespeople place blame rather than take responsibility.        




[3:13] Jeffrey says social selling & inside selling have to be very harmonious in today’s world to make a genuine contact.   

[4:58] Jeffrey shares alternative strategies to cold calling that sales managers can advocate to develop prospects.

[8:03] The value proposition is really about what happens after the sale. And that’s in the mind of the customer not in the mind of the salesperson!

[13:40] Why are close rates still so low? Because salespeople don’t have enough relationship quality with their prospective customer.

[17:03] How to train consistency with your sales team

[19:45] Andy and Jeffrey discuss the issue of salespeople placing blame vs. taking responsibility.

[25:05] “Too many people are trying to shorten the sales cycle by not getting to know the other person.”



What’s your most powerful sales attribute?
Personal brand, reputation, and being able to speak to the customer about their stuff, not my stuff.

Who is your sales role model?
Jim Rohn.

What’s one book that every salesperson should read?
How to Sell Your Way Through Life by Napoleon Hill (1939)

What music is on your playlist right now?

The Who, The Wallflowers, Traffic, The Tallest Man on Earth, Students, Steve Miller Band, Steely Dan, Spoon, Split Enz, The Smashing Pumpkins, The Rolling Stones, Rockpile, Move, Fogg Hat, Led Zeppelin, Arctic Monkeys.  



Sep 6, 2016

Michael Bungay Stanier is a senior partner at Box of Crayons and the author of several books, including the bestselling, Do More Great Work, and his latest, The Coaching Habit. With all the talk about coaching that goes on in business, what if coaching was simultaneously more simple to implement and more valuable in its impact than you understand? Join us as Michael, having trained thousands of coaches, shares some of his key strategies to help you become a better coach.



[1:30] Focus on the simple and more basic things, because those are the habits that have the most impact.

[2:44] How being an effective coach is an essential tool in your leadership arsenal.  

[6:05] The important difference between the power of giving advice & the power of asking questions, and how effective it can be to stay curious—just a little bit longer.

[7:55] Michael discusses what he means by ‘coaching’, in the context of managing and leading people.

[14:24] Giving managers practical coaching skills, as a way of interacting with people, has huge benefits in business results.

[16:03] If you don’t have time to coach somebody in 10 min or less, you don’t have time to coach them.

[19:27] Michael discusses the 7 Coaching Questions to Master, starting with the Kickstarter question.

[22:59] What is the AWE question? What makes it the best second question to ask? Why is it so powerful?



What’s your most powerful sales attribute?
Having the sense of, “I’m not about the hard sale, I’m more about the longer term relationship and the longer term impact”.

Who is your sales role model?
One of the people I look to is David Allen, author of Getting Things Done.

What’s one book that every salesperson should read?
Helping: How to Offer, Give, and Receive Help, by Edgar H. Schein

What music is on your playlist right now?

We’ve just invested in Apple Music, so it’s kind of an eclectic playlist at the moment, but when it comes down to it, I’m a Bob Dylan fan!  

Sep 5, 2016

Ralph Lentz is Chief Revenue Officer of Recurly, a leading subscription management platform. In today’s business environment, many high-growth enterprises use a subscription-based business model to generate a predictable stream of revenue. Join us on this episode, as Ralph and I discuss many topics including how companies use Recurly to reduce churn and increase subscription revenues and the process Ralph uses to scale his rapidly growing sales team.




[3:24] Find out more about Recurly, a SaaS based platform, that helps reduce churn and increase subscription revenues.

[5:18] What industries/companies are being transformed by the adoption of a subscription-based revenue model?

[9:02] How Recurly helps companies to recover revenue.

[11:51] What are the biggest challenges for Ralph in scaling his SaaS sales team?

[14:42] What are the key factors Ralph uses in hiring SDR candidates for his team?


MORE ABOUT Ralph Lentz

What’s your most powerful sales attribute?
Selling value.

Who is your sales role model?
My dad, and my boss at CA Technologies, John Michelsen.

What’s one book that every salesperson should read?
The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon et al.

What music is on your playlist right now?

Classic Rock - Journey, Van Halen, Fleetwood Mac, Abba.

Sep 3, 2016

Acting as an advisor and board member for several fast growth start-ups, Kyle York, is also Chief Strategy Officer at Dyn, an Internet performance company based in Manchester, New Hampshire. In this episode, Kyle and I talk about one of the key questions facing entrepreneurs, which is “when and how to start selling?”. Join us as we discuss an array of topics, including; when it is the right time to bring in sales leadership, the types of sales leadership do you need to hire during the startup stages, how to make sales leadership a complementary part of your startup team, and why Kyle and his family have started an athletic footwear company. 



What’s your most powerful sales asset?

Who is your sales role model?
Richard Branson and my pops.

What’s one book that every salesperson should read?
Think and Grow Rich by Napoleon Hill.

What music is on your playlist right now?

Bon Iver, Dazz, Deer Tick, Wilkow.

What’s the question you get asked most frequently by entrepreneurs?

About how to scale sales.




Twitter: @KYork20

LinkedIn: Kyle York

Angellist: Kyle York

Sep 2, 2016

Bridget Gleason, my regular guest on Front Line Friday, joins to discuss the power of positive sales habits in driving improved sales performance. We talk about both the good and bad habits of we have witnessed in sales that affect overall sales performance. We talk about the book The Power of Habit by Charles Duhigg and why we believe it should be recommended reading for every sales professional. And we share advice for developing routines that can transform your performance and advance your career.



Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.


Contact Bridget:


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