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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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Jan 5, 2017

Joining me on this episode of Accelerate! is my guest George Brontén, Founder and CEO of Membrain, a sales effectiveness platform based out of Sweden. Among the many topics that George and I discuss are include whether there is a global crisis in sales effectiveness, war stories of sales gone wrong, and the factors that help a sales professional to be more effective.

 

KEY TAKEAWAYS

[0:48] George started selling at age eight, repairing bicycles in the neighborhood. Next, he sold loudspeakers, and then, the “For Dummies” book series. He started his first company at age 24.

[4:27] Membrain went ‘live’ in 2012, with the idea of cloning how someone sells and putting it into a system.

[4:47] George believes there is a global crisis in sales effectiveness — the Internet has made sales global; buyers self-educate; and sellers are not involved until late in the process.

[5:44] The percentage of reps meeting sales quotas continues to be too low. Are realistic expectations set for quotas?

[11:33] How to identify and manage the stakeholders in a complex sales process.

[15:14] Will the buying process become streamlined to the point of being fully automated and eliminating the need for most salespeople?

[17:20] Why increased competition, and product complexity, require more detailed knowledge on the part of sales professionals.

[20:13] A demo and a quote do not qualify leads. How should sales discover the buying process for its prospects?

[24:10] It’s not just the type of person, but what that person knows to do, that helps them to be successful in sales.

[27:42] Why promoting a sales rep who didn’t hit quota into a sales manager position will create problems.

MORE ABOUT GEORGE BRONTÉN

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

Who is your sales role model?
Richard Branson.

What’s one book that every salesperson should read?
Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it, by Sharon Drew Morgen.

What music is on your playlist right now?

Magic Mushrooms.

CONTACT GEORGE BRONTÉN

Contact George: George@Membrain.com

Website: Membrain.com

LinkedIn: GeorgeBronten

Twitter: @GeorgeBronten

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