Info

Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
RSS Feed Subscribe in Apple Podcasts
2020
January


2019
December
November
August
July
May
March
February


2018
July
April
March
February
January


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


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


2015
December
November
October


All Episodes
Archives
Now displaying: Page 1
Dec 13, 2016

Joining me on this episode of Accelerate! are my guests Dave Stein and Steve Andersen, co-authors of a new book, Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World. Among the many topics that Dave, Steve, and I discuss are how to (not) control the sale, which activities support the sales process and create a higher probability of success, and what kind of sales behaviors do today’s buyers require from successful salespeople?

 

KEY TAKEAWAYS

[1:03] Dave and Steve tell of their varied backgrounds. Each started in music, but found a more sure path in enterprise.

[3:47] Who is Steve’s all-time favorite guitarist, and how did he influence Steve for change?

[7:44] Most sales reps focus on the window of a single sales opportunity. But if the salesperson waits until ‘there’s meat on the table,’ it’s almost always too late for that sale.

[8:28] What kinds of activities have a high probability of setting sales teams up for ongoing success in complex sales?

[10:38] Do customers want to be coerced and controlled? How do you move sales teams off this paradigm?

[13:33] What are some ways to collaborate with a customer, to engage the customer cooperatively, in discovery of need?

[17:09] What traits should you look for, as you hire for sales?

[21:15] What does Andy consider to be a great second question for every rep to ask -- and is it on-script?

[22:55] What matters most to customers?

[26:55] What is a ‘value chain’?

[28:00] What is the advantage of being the first vendor to have visioning discussions with a prospect?

 

MORE ABOUT DAVE STEIN AND STEVE ANDERSEN

Dave, what’s your most powerful sales attribute?
Wisdom and experience.

Steve, what’s your most powerful sales attribute?
Credibility, and being able to bring insights and actionable awareness to clients.

Dave, who is your sales role model?
Steve Andersen!

Steve, who is your sales role model?
Dave Stein. People buy Dave Stein because, not just of what he knows, but the person that he is.

Dave, what’s one book that every salesperson should read?
Power Base Selling: Secrets of an Ivy League Street Fighter,
by Jim Holden.

Steve, what’s one book that every salesperson should read?
Good to Great: Why Some Companies Make the Leap… And Others Don’t, by Jim Collins.

Dave, what music is on your playlist right now?

Freddie Hubbard, Maynard Ferguson, Wynton Marsalis, Roy Hargrove, Arturo Sandoval -- brash, screaming, passionate trumpet playing.

Steve, what music is on your playlist right now?

Jazz, The Blue Note Sessions, some really nice Carolina Beach Music: The Tams, The Showmen, Willy “Tea” Taylor, The Impressions.

CONTACT DAVE STEIN

Beyond The Sales Process

Website: DaveStein.biz

LinkedIn: Dave Stein

CONTACT STEVE ANDERSEN

Website: PerformanceMethods.com

LinkedIn: Steve Andersen

0 Comments
Adding comments is not available at this time.