Accelerate Podcast with Andy Paul
November 4, 2015
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On Accelerate! Now: Episode 28 with Joe Gustafson. Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers

There’s a big lack of value in the typical sales conversation today. In our discussion, Joe Gustafson, Founder and CEO of Brainshark, describes the four crucial factors contributing to poor sales conversations. He outlines the solutions for you in terms of the continuous learning, increased customer engagement and metrics-based coaching that enable sales teams to have the high value conversations that will move prospects through your pipeline more quickly. Joe describes how a sales enablement tools such as Brainshark’s Sales Accelerators facilitate this process to increase prospect engagement and bridge the sales productivity gap. He also describes the challenges of building a high-velocity sales team in an extremely competitive market and choosing the right sales model to deliver maximum value to customers. This episode is packed with great insights for entrepreneurs, CEOs and sales leaders. Don’t miss it!

Click to tweet: 4 crucial factors to create effective sales conversations. @BrainSharkCEO shares on #Accelerate!

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More about Joe Gustafson

What was your first job in sales?
My first job was a salesman for a company called Service Bureau Company

What’s the one sales tool that you use every day for sales or sales management that you can’t live without?
I love our own product called SlideShark. Awesome product able to present from your iPad or your iPhone, and it tracks all the data.

Who’s your sales role model?
My dad

what’s your favorite music to listen to to psyche yourself up for an important sales call?
SiriusXM Road Trip Channel

Contact Joe Gustafson

Contact Joe:




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


Read the full transcript of today’s episode 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.

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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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