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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: 2016
Aug 8, 2016

Jeff Leo Herrmann is CRO of Fathom, a digital marketing agency that creates data driven, profitable growth. Jeff also hosts a podcast called, Publish or Perish - Selling in the age of content marketing. In this episode, Jeff and I cover a range of topics about content marketing and sales. Join us now as we discuss how content marketing drives sales, why content marketing is more effective than traditional marketing, how the role of content marketing is critical for prospecting, and much, much more.

 

MORE ABOUT Jeff Herrmann

What’s your most powerful sales attribute?
Passion.

Who is your sales role model?
Seth Godin. Or maybe I can say Gary Vaynerchuk, without the cursing.

What’s one book that every salesperson should read?
Content Inc. by Joe

What music is on your playlist right now?

I’m jamming Bieber, recently, and Beyoncé and I love Coldplay. But my #1 motivational song is by Pearl Jam and Neil Young, Rockin on the Free World.

 

CONTACT Jeff Herrmann

Website: www.puplishorperish.fm

Podcast: Publish or Perish

Aug 6, 2016

Stephen Christopher is CEO of Seequs, a digital marketing agency and host of the Business Revolution podcast.  In this episode Stephen and  I break down some of the common mistakes entrepreneurs continue to make in developing and implementing their online marketing strategies. Tune in to learn how you can more clearly and effectively focus your messaging strategy to reflect your strengths and engage with your ideal clients.

 

MORE ABOUT STEPHEN CHRISTOPHER

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

I would make decisions about people with less emotion.

Who is your business role model?
Cameron Herold.

What’s one marketing book that everyone should read?
How To Get Everything You Can Out of All You’ve Got by Jay Abraham.

What music is on your playlist right now?

Anything from Eminem to Christina Aguilera and Taylor Swift. 

 

CONTACT STEPHEN CHRISTOPHER

stephen@seequs.com

Website:

www.seequs.com

www.bizrevolution.com

Aug 5, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I delve into the topic of sales philosophies (after a brief travelogue from Bridget about her recent travels to Russia.) Among the topics we explore in this conversation are what is a sales philosophy and how does it shape how you sell? And, why it takes courage to truly look inward, and become more self-aware, so that your sales philosophy influences and drives your actions, activities and sales productivity.

 

MORE ABOUT BRIDGET GLEASON

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

My first job in sales?

Selling and networking products and desktop computers for Xerox.

Music that psyches me up before an important sales call?

I tend to go quiet, and focus and role play the call instead of listening to music.

 

CONTACT BRIDGET GLEASON

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.

Website: www.sumologic.com

Aug 4, 2016

Matt Behrend is Co-Founder and Chief Revenue Officer (CRO) of Consensus, formerly known as DemoChimp, a sales enablement tool that enables sales teams to drive agreement across B2B buying groups, with personalized video demos. On this episode, Matt and I talk about the customer decision making process, and how new sales enablement tools, such as Consensus, are helping B2B sales teams align their selling efforts with the buying processes of their prospects.

 

MORE ABOUT Matt Behrend

What’s your most powerful sales attribute?
That I spend so much time studying systems, that I can easily diagnose weaknesses in our clients’ sales & marketing processes.

Who is your sales role model?
Don Cash.

What’s one book that every salesperson should read?
The Challenger Sale: Taking Control of the Customer Conversation by Brent Adamson and Matthew Dixon

The Sales Development Playbook by Trish Bertuzzi

The ONE Thing by Gary Keller

What music is on your playlist right now?

Smashing Pumpkins, Jason Mraz, Indie-Rock Playlist that includes Børns.

 

CONTACT Matt Behrend

Website: www.goconsensus.com

Demo: www.goconsensus.com/demochimp-now-consensus/

Aug 3, 2016

Mike Bosworth is the founder of Mike Bosworth Leadership, and the author of  the bestselling sales classics, Solution Selling: Creating Buyers in Difficult Selling Markets and CustomerCentric Selling.  In this episode Mike and I talk about his new book What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story. Among the topics we discuss are the power of a story in sales; how to make that decisive emotional connection in selling; how to transform how we train salespeople, and how to teach storytelling techniques to sales reps and make them stick.

 

MORE ABOUT MIKE BOSWORTH

What’s your most powerful sales attribute?
The experiences I have in helping other VPs of sales dramatically improve productivity - my track record.

Who is your sales role model?
Jim Campbell.

What’s one book that every salesperson should read?
To Sell Is Human by Daniel Pink

What music is on your playlist right now?

Prince.

 

CONTACT MIKE BOSWORTH

Website: www.mikebosworthleadership.com

Aug 2, 2016

Susan RoAne, also known as the Mingling Maven, is a leading international authority on how to work a roomful of strangers to make vital business connections., She is the author of the million selling book, How to Work a Room: The Ultimate Guide to Making Lasting Connections. On this episode, Susan and I cover a range of topics centering on how to work a room, including how to build a network, how to use social media to maintain connections, and practical strategies on how to effectively work a room at your next event.

 

MORE ABOUT Susan Roane

What’s your most powerful sales attribute?
Conversation.

Who is your sales role model?
My mother – she could sell a hat to a cat!

What’s one book that every salesperson should read?
To Sell Is Human by Daniel Pink

What music is on your playlist right now?

Don’t You Wish Your Girlfriend Was Hot Like Me by the Pussycat Dolls, Ravel’s Bolero, Luciano Pavarotti, Pitbull.

 

CONTACT Susan Roane

Website: Susanroane.com or www.howtoworkaroom.com

Email : susan@susanroane.com

Tweet: @susanroane or @HowToWorkARoom

Call: 415-461-3915

Aug 1, 2016

Stephen Woessner, is a digital marketing expert, the founder and CEO of Predictive ROI, host of the Onward Nation podcast for business owners, and the bestselling author of two books, The Small Business Owner’s Handbook to Search Engine Optimization and Increase Online Sales through Viral Social Networking. Stephen teaches companies how to accelerate their sales by avoiding the time and money wasting mistakes that prevent them from capitalizing on money making opportunities. In this episode, Stephen and I discuss how to  profitably grow your business by avoiding the common money draining mistakes too many entrepreneurs make.

 

MORE ABOUT Stephen Woessner

What’s your most powerful sales attribute?
I’m pretty transparent, what you see is what you get.

Who is your sales role model?
My grandfather.

What’s one book that every salesperson should read?
The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It by Michael Gerber

What music is on your playlist right now?

On my Audible list - the Richest Man of Babylon and Scaling Up, The E-Myth Revisited.

 

CONTACT Stephen Woessner

Websites:

www.predictiveroi.com

www.onwardnation.com

Email: stephen@predictiveroi.com

Jul 30, 2016

Rory Vaden is a sought-after speaker and author of the bestseller, Take the Stairs: 7 Steps to Achieving True Success, and author of another useful book that I really enjoyed, Procrastinate on Purpose: 5 Permissions to Multiply Your Time. Join us now as Rory and I discuss a range of topics about increasing your personal productivity, including what it means to procrastinate on purpose, how purposeful procrastination is different from classical procrastination, how multipliers boost your productivity and other tips you can apply to your sales work.

 

MORE ABOUT Rory Vaden

What’s your most powerful sales attribute?
I have to stay focused on service.

Who is your sales role model?
My wife - her whole philosophy is about exceeding expectations.

What’s one book that every salesperson should read?
The Greatest Salesman in the World by Og Mandino

What music is on your playlist right now?

Needtobreath, Mat Kearney, Third Day, Casting Crowns, Matthew West, Newsboys. 

 

CONTACT Rory Vaden

Website: Procrastinateonpurpose.com

Jul 29, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. Companies are developing products to automate many aspects of the sales process, which brings about the question, how do sales remain relevant? On this episode, Bridget and I discuss some of the most pointless arguments in sales and we also come up with another book idea. Join us now!

 

 

MORE ABOUT BRIDGET GLEASON

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

My first job in sales?

Selling and networking products and desktop computers for Xerox.

Music that psyches me up before an important sales call?

I tend to go quiet, and focus and role play the call instead of listening to music.

 

CONTACT BRIDGET GLEASON

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.

Website: www.sumologic.com

Jul 28, 2016

Mark Kosoglow, is Vice President of Sales at Outreach. Mark joins me on this episode to talk about the sales stack, what it is and how companies should go about the process of constructing their own sales stack. Listen in as we discuss many topics including how companies should evaluate and choose applications to add to their own sales stack. Join us now!

 

MORE ABOUT MARK KOSOGLOW

What’s your most powerful sales attribute?
Curiosity.

Who is your sales role model?
Rene Leoa who was a mentor for me on one of my first sales jobs.

What’s one book that every salesperson should read?
New Sales. Simplified. By Mike Weinberg

What music is on your playlist right now?

I’m listening to Dubstep - right now it’s probably a bunch of Gemini.

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

Why do you charge so much?

 

CONTACT MARK KOSOGLOW

Website: www.outreach.io

LinkedIn: Mark Kosoglow

Jul 27, 2016

Ron Karr is the founder of Karr Associates, Inc., a leading sales speaker, consultant and author of several books, including the bestselling Lead, Sell, Or Get Out of the Way: The 7 Traits of Great Sellers. On this episode, Ron joins me to share the 7 traits shared by great sellers, how to grow a high performance sales culture and how to increase your influence through significance. Ron also talks about “mastermind” groups, how they work and how you can benefit from membership in one.

 

MORE ABOUT RON KARR

What’s your most powerful sales attribute?
Persistence.

Who is your sales role model?
I’ve got so many...my mother!

What’s one book every salesperson should read?
Activate Your Brain: How Understanding Your Brain Can Improve Your Work - and Your Life by Scott Halford

What music is on your playlist right now?

Bruce Springsteen and Bon Jovi. 

 

CONTACT RON KARR

Website: www.ronkarr.com

Mastermind: www.ronkarr.com/cro

Jul 26, 2016

Bill Stinnett is the President and Founder of Sales Excellence International, a global training and consulting organization and the author of Selling Results!: The Innovative System for Maximizing Sales by Helping Your Customers Achieve Their Business Goals. On this episode, Bill and I discuss how to effectively sell to big companies and C-level executives. Among the topics we discuss are Bill’s strategies for breaking through the noise and capturing the attention of CEOs and how to conduct an effective discovery call with C-level execs. Be sure to listen now!

 

MORE ABOUT BILL STINNETT

What’s your most powerful sales attribute?
Questions about how the customer is doing what they do now and how they’d imagine doing it in the future.

Who is your sales role model?
George Fisher at Horizon.

What’s one book that every salesperson should read?
How I Raised Myself from Failure to Success in Selling by Frank Bettger

What music is on your playlist right now?

Happy by Pharrell Williams. 

 

CONTACT BILL STINNETT

Website: www.salesexcellence.com

Jul 25, 2016

Susie Miller is a speaker, coach and author of the bestselling book Listen, Learn, Love: How to Dramatically Improve Your Relationships in 30 Days or Less!

Known as The Better Relationship Coach, Susie joins me to discuss how to connect with people online and build relationships that help you get the sale and differentiate you from the competition. 

Listen now to discover hacks on successfully connecting and quickly establishing rapport with people you meet online, and dramatically improving your business relationships in 30 days or less.

 

MORE ABOUT SUSIE MILLER

What’s your most powerful sales attribute?
I ask great questions.

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

What’s one book that every salesperson should read?
The Aladdin Factor by Jack Canfield

The Art of Work by Jeff Goins

What music is on your playlist right now?

Adele and Abba. 

 

CONTACT SUSIE MILLER

Website: www.susiemiller.com

Jul 24, 2016

We have a special episode for you about Brexit, a term coined for the UK’s recent decision to exit the EU. I talk to three guests, Tim Hughes, Régis Lemmens, and Bob Apollo, on the ramifications of Brexit, both the near and long-term for business in general and sales in particular. You’ll hear views about the uncertain future and the strategies sellers should be pursuing now to win new business. My guests are not political commentators, but they are sales, business and marketing experts with very definite opinions about the pros and cons of Brexit.

 

 

CONTACT TIM HUGHES

Contact Tim:

Website: www.digitalleadershipassociates.com

Tim Hughes on LinkedIn

 

CONTACT RÉGIS LEMMENS

Contact Régis:

Website: www.salescubes.com

Régis Lemmens on LinkedIn

 

CONTACT BOB APOLLO

Contact Bob:

Website: www.inflexion-point.com

Bob Apollo on LinkedIn

Jul 23, 2016

Steven Daar, is the author of Profit Hacking: The Web Entrepreneur's 3 Part Formula For Maximizing Success and Founder of Conversion For Good.

In this episode, Steven shares the data driven insights that help many of his clients, including several Shark Tank participants, to generate more leads and convert a higher percentage of those leads into orders. Be sure to listen as Steven shares key strategies to hack your growth and profits by increasing the overall value you provide to customers.

 

MORE ABOUT Steven Daar

What’s one book that every salesperson should read?

Right now, what feels really relevant is a book called 80/20 Sales and Marketing by Perry Marshall. 

What music is on your playlist right now?

I don’t know how to pronounce the last name, The Avett Brothers.

 

CONTACT Steven Daar

www.conversionforgood.com

@SteveDaar on Twitter

Book: Profit Hacking

Jul 22, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. As companies are rushing to develop products to automate many aspects of the sales process, it raises the question, how do sales reps remain relevant to their customers? In this episode, Bridget and I discuss where we think sales automation is headed and some of its current benefits and shortfalls. And, we talk about the important steps sales reps should take to ensure that they are always in a position to add unique value to the buyer’s journey.

 

MORE ABOUT BRIDGET GLEASON

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

My first job in sales?

Selling and networking products and desktop computers for Xerox.

Music that psyches me up before an important sales call?

I tend to go quiet, and focus and role play the call instead of listening to music.

 

CONTACT BRIDGET GLEASON

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.

Website: www.sumologic.com

Jul 21, 2016

Eric Quanstrom is the Chief Marketing Officer for KiteDesk. KiteDesk provides automated prospecting software for B2B sales teams. Among the many topics covered in this episode, Eric and I talk about how to integrate inbound and outbound strategies to optimize sales lead generation, Eric’s three secrets to sales development success that are hidden in plain sight and what KiteDesk is doing to amp up the productivity of sales development teams.

 

MORE ABOUT ERIC QUANSTROM

What’s one book that every salesperson should read?
The Sales Development Playbook by Trish Bertuzzi

Fanatical Prospecting by Jeb Blount

What music is on your playlist right now?

LCD Soundsystem, since they decided to get back together.

 

CONTACT ERIC QUANSTROM

www.kitedesk.com

@KiteDesk on Twitter

Jul 20, 2016

Rob “Waldo” Waldman, motivational speaker, leadership expert, and New York Times & Wall Street Journal bestselling author of Never Fly Solo, joins me to discuss what it takes to be a leader in sales and in life. Waldo had a distinguished military career and has used that experience to become a leadership expert. It doesn’t matter whether you’re a CEO, entrepreneur, sales leader, sales manager, customer success manager or sales rep - knowing how to be a leader is an essential element of your success.

Among the many topics Waldo and I discuss are how you can learn to become a leader, the critical differences between leadership and management, finding growth on the other side of fear, and what it means to be fully committed to achieving your goals.

 

MORE ABOUT Waldo Waldman

What’s your most powerful sales attribute?

Enthusiasm combined with the ability to connect heart-to-heart with somebody.

Who is your business role model?

My Mom - she understands people.

What’s one book that every salesperson should read?

The ONE Thing by Gary Keller

What music is on your playlist right now?

The Wild Nothing.

What is the one question you get asked most frequently by salespeople?

I guess, how I overcame claustrophobia!

 

CONTACT Waldo Waldman

www.yourwingman.com

Google “Waldo Waldman” to find all the available resources, such as YouTube videos

 

Jul 19, 2016

John Lee Dumas is the Founder and host of Entrepreneur On Fire (EOFire), an award winning podcast where John interviews successful entrepreneurs, 7-days a week. Entrepreneur on Fire generates over a million monthly listens. 

In this episode John shares what inspired him to start Entrepreneur on Fire, why podcasting is a great way to intimately connect with potential buyers, how podcasting can be a great business/sales tool, and why consistency and serving your audience are the keys to a winning podcast. Join us now

 

MORE ABOUT JOHN LEE DUMAS

What’s your most powerful sales attribute?

My language that I use, the vocabulary that I have.

Who is your business role model?
Mark Cuban.

What’s one book that every salesperson should read?
The Chimp Paradox by Dr. Steve Peters

What music is on your playlist right now?

The only music I do listen to is on Focus@Will, a great app that plays music without lyrics.

 

CONTACT JOHN LEE DUMAS

www.eofire.com

www.thefreedomjournal.com

www.podcastersparadise.com

Jul 18, 2016

Richard Harris is founder of The Harris Consulting Group, Director of Sales Training and Consulting for Sales Hacker, and a regular speaker at various Sales Hacker events. In this episode Richard and I dive deep into many topics including the critical differences between a sales process and a sales methodology, and why companies need both to succeed in sales, how to build a playbook around big deals and Richard’s NEAT system for prospect qualification.

 

MORE ABOUT RICHARD HARRIS

Is it easier to teach a technical non-salesperson how to sell or to teach a salesperson how to become a more product/service-oriented seller?

It’s easier to teach a technical salesperson how to sell.

What’s one book that every salesperson should read?
Resilience by Eric Greitens

Who is your business role model?
Bruce Springsteen.

What music is on your playlist right now?

Springsteen, Maroon Five, Five for Fighting, 90’s Guitar Rock, Guns N’ Roses, Neil Diamond, Ragee.

 

CONTACT RICHARD HARRIS

www.theharrisconsultinggroup.com

www.saleshacker.com

@rharris415 on Twitter

Richard Harris on LinkedIn

Jul 16, 2016

Gerard Adams is a thought leader, sales entrepreneur, angel investor and philanthropist who aims to inspire other millennials to leverage their passion for success and create their dream lifestyle. While millennials are perceived as having to be handled with kid gloves, having fragile egos and psyches, and expecting special accommodations, their generation seems committed to change, innovation, and questioning for the better why things have to work the way they do. Join me in this episode as Gerard and I discuss what millennials want from work and how can they achieve their personal and career goals. And, if you’re part of a previous generation, we talk about how you can collaborate with and  motivate millennials to achieve your collective goals.

 

MORE ABOUT GERARD ADAMS

What’s your most powerful sales attribute?
My confidence, having charisma, being a good listener, and most importantly being good at storytelling.

Who is your business role model?
Garry Bee.

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

Nothing to Lose, Everything to Gain by Ryan Blair

What music is on your playlist right now?

Jay Z, Kanye West, and EDM music.

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

How do I get started?

 

CONTACT GERARD ADAMS

Gerard TV on YouTube

@gerardadams on Instagram

HelloGerard on Snapchat

@IAmGerardAdams on Twitter

www.gerardadamstv.com

Jul 15, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. I recently read an article on how Steve Kerr, head coach of the Warriors basketball team, has instilled a system that’s built around 4 core values: competition, mindfulness, compassion and joy. This framework got me thinking about how these 4 core values actually relate to sales and go a long way towards helping us succeed both personally and as a team. In this episode, Bridget and I unpack these 4 core values in the context of selling and sales performance.

 

MORE ABOUT BRIDGET GLEASON

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

My first job in sales?

Selling and networking products and desktop computers for Xerox.

Music that psyches me up before an important sales call?

I tend to go quiet, and focus and role play the call instead of listening to music.

 

CONTACT BRIDGET GLEASON

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.

Website: www.sumologic.com

Jul 14, 2016

David Brunner is the founder and CEO of ModuleQ, the technology behind Rev, which is a mobile-first, sales enablement app that brings the power of Personal Data Fusion to the world of sales. In this episode, David and I discuss what Personal Data Fusion is, why it is important to sales reps and how ModuleQ is employing it to help salespeople increase their personal sales productivity. Be sure to listen now!

 

MORE ABOUT DAVID BRUNNER

What’s your most powerful sales attribute?
Listening.

Who is your sales role model?
Sherry Harmon, our CRO at Rev for Sales.

What’s one book that every salesperson should read?
To Sell Is Human by Daniel Pink

Zero Time Selling by Andy Paul

What music is on your playlist right now?

I am a Rachmaninoff fan, mostly classical music, variations on a theme of Paganini, some of the piano concertos, and Vivaldi.   

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

How can you manage the privacy around us?

 

CONTACT DAVID BRUNNER

www.revforsales.com

Jul 13, 2016

Brad Zupp is a world-class memory expert and co-captain of the U.S.A. Memory Team. In sales, having instant and accurate recall of all of the details about your clients, their needs and objectives and the deals that you are working on gives you a distinct competitive edge. In this episode, Brad shares some easy-to-use tips on how to improve your memory skills, and improve your sales! Listen in to discover more about:

  • What we can do to improve our memory to succeed in sales
  • How great memory skills are learned, just like great sales skills
  • How remembering small details in sales can make huge differences
  • Simple tips you can implement today to improve your memory

 

CONTACT BRAD ZUPP

www.bradzupp.com

Jul 12, 2016

Mark Williams is the founder and managing director of ETN LinkedIn Training, and the UK’s leading LinkedIn and social selling expert (also known as “Mr. LinkedIn” on Twitter.) LinkedIn has become an indispensable tool for finding new prospects and decision-makers when developing new sales. In this episode, Mark describes his 5C system for using LinkedIn that teaches you how to become more active and engaged on LinkedIn and take full advantage of LinkedIn as a networking tool that can lead to sales.

 

MORE ABOUT MARK WILLIAMS

What’s your most powerful sales attribute?
Quality of what I do. People get carried away with selling a product, a feature and benefits, and the rest of it. If you’re great at what you do, it sells itself. So, if you’re in a job like mine - I focus a lot of my attention on what I do. The quality of what I do brings much more business into me than any form of marketing of sales technique. That’s what I mean.

Who is your sales role model?
Gary Vaynerchuck.

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

What music is on your playlist right now?

The most recent thing I’ve been listening to is Daft Punk. I do a lot of public speaking and I have one song that I listen to before I go on stage every time - Coldplay, A Sky Full Of Stars.

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

Should upgrade my account?

What’s your answer?

If you need to ask, the answer is “no” - i.e. you need to learn to use this tool as a free user. When you know how to use the tool, you don’t need to ask me the question. You’ll know that you need to upgrade. You will get to a point where you know you need to. But if you’re asking the question, then the answer has to be “no”.

 

CONTACT MARK WILLIAMS

https://www.linkedin.com/in/mrlinkedin

http://winbusinessin.com/

LinkedInformed Podcast

The WinBusinessIn Podcast

www.etn-training.co.uk

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