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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: December, 2016
Dec 2, 2016

Welcome to another Front Line Friday with my regular guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics the connection between new sales technologies and enhanced sales productivity. Join Bridget and me for this episode of Accelerate! as we dig into the future of sales in the face of technological changes.

 

KEY TAKEAWAYS

[1:29] Andy poses the question of whether new sales technologies are fundamentally contributing to improved sales productivity.

[3:29] Where the real revolution in sales is going to come from.

[7:06] Andy says he tells hundreds of sales leaders each year that the hard part of sales is still the human-to-human contact, technology notwithstanding.

[8:47] How to identify and recruit sales reps with good emotional intelligence (and how to test for it and reinforce it.)

[9:39] Technology may help us to be more effective in knowing what to do, but not in knowing how to do it.

[9:51] Are salespeople going to become unnecessary?

[17:58] Andy compares the sales team to a football team. The best team runs a system that needs good team players, not star players.

 

CONTACT BRIDGET GLEASON

Bridget is VP Sales at Logz.io. Prior to that her recent experience includes being VP of Corporate Sales at SumoLogic, VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. She can be contacted at bridget@blgconsultinggroup.com.

Dec 1, 2016

Joining me on this episode of Accelerate! is my guest Jeremy Boudinet. Jeremy is Director of Marketing at Ambition, a sales productivity platform that drives people and process with goals, scorecards, contests, and analytics. Among the many topics that Jeremy and I discuss are the origins of Ambition, the transparency and accountability that gamification provides in sales, what kinds of sales organizations are a good fit for gamification, and how Ambition implements gamification to help improve sales productivity.

 

 

KEY TAKEAWAYS

[4:43] The Ambition co-founders had started Access America Transport, which became the 12th biggest third-party-logistics company in North America.

[4:57] Access had logistics protocols and they had sales -- and they ended up doing ‘fantasy football’ for sales -- running intense competitions, and scoring people based on closing deals, getting revenue, making calls, etc.

[5:23] Ambition created gamification software that scores people, gives opportunities for recognition, and turns work into a fun, collaborative experience.

[6:00] What brought the Ambition to the attention of Harvard Business Review?

[6:40] What are some of the transparencies Ambition provides to an organization?

[7:24] What kinds of teams, and processes, does the Ambition paradigm fit very well?

[8:11] The more people in the process, the better the success, and the that more transparency, recognition, and energy matter to your team, the better it works as well.

[10:00] For managers, it’s about transparency. For reps, it’s about competition and collaboration. They find accountability.

[12:25] What is at the heart of the Ambition paradigm?

[18:12] What is an Activity Quadrant and how does it capture an individual’s sales productivity?

[19:54] How does the Activity Quadrant help prepare the manager for better one-on-one coaching, and help them evaluate processes, metrics, and behaviors?

 

MORE ABOUT JEREMY BOUDINET

What’s your most powerful sales attribute?
Starting the conversation and earning trust.

Who is your sales role model?
My Dad.

What’s one book that every salesperson should read?
The Sales Acceleration Formula, by Mark Roberge,
also, Sales Management Simplified, by Mike Weinberg.

What music is on your playlist right now?

New Wave, and The Hotel Year (now The Hotelier), Rap, Wu Tang Clan, Dirty South Rap.

 

CONTACT JEREMY BOUDINET

Contact Jeremy: Jeremy.boudinet@ambition.com

Website: www.ambition.com

Twitter: @ambitionsales

LinkedIn: ambitionsales

Blog: Ambition blog

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