Accelerate Podcast with Andy Paul
March 7, 2016

On Accelerate! Now: Episode 106 with Duncan Lennox. How sales training protocols are changing.

In this episode, Duncan Lennox, CEO and co-founder of Qstream, discusses how training sales reps has completely changed, even though reps are still being trained the same way as they were before. Among the many topics we discuss are:
  • How sales reps should be educated to focus on the outcomes we are trying to achieve.
  • Why focusing on sales training is not an effective strategy.
  • Why changing behaviors of sales reps will improve sales and your bottom line.
  • Why it is important to realize you are dealing with empowered and educated customers in this current sales environment.
  • How using Qstream can propel your sales force.
If you are a sales leader or sales manager, then be sure to check out this episode!

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More about Duncan Lennox

What's the most powerful sales tool in your arsenal?
Qstream and Humor

Name one tool you use for sales management that you can’t live without?
Salesforce.com

Who's your sales role model?
People who really do strive to understand the problem the customer is trying to solve and not shoe horn our solution into a problem, but rather find a good match.

What's the one book that every sales person should read?
Crossing the Chasm by Geoffrey Moore

Contact Duncan Lennox

Contact Duncan:

Website: https://qstream.com

Sponsors

ConnectAndSell:

Companies using ConnectAndSell grow their revenue faster by enabling their sales reps to have more sales conversations in 90 minutes than they normally have in a week. Click on this link to get started at ConnectAndSell.com.

LiveHive:

LiveHive is a unified Sales Acceleration Platform that delivers buyer-side analytics to empower sales teams with intelligent prospect outreach and sales managers better visibility into team behavior, processes, and deals.  To Learn More Click Here.

Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales.Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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