Accelerate Podcast with Andy Paul
December 29, 2015

On Accelerate! Now: Episode 58 with Jack Malcolm. Lean Communications: What The Lean Revolution Can Teach You About How to Effectively and Persuasively Communicate Your Sales Message

Jack Malcolm, is President of the Falcon Performance Group and the author of Bottom-Line Selling and Strategic Sales Presentations. In this episode, Jack identifies the single biggest barrier to effective, persuasive communication that exists in sales, and in business in general. He describes a streamlined communication process, based on lean manufacturing principles, that enables sellers and presenters to deliver more value in less time to the recipients, or target audience. Jack also provides actionable recommendations about how to assess the effectiveness of your communications, as well as exercises that you can use to ensure that your pitches, stories and presentations are focused on meeting the needs of your customers. If you want to effectively and persuasively communicate with customers to accelerate your sales, then this episode is a must listen!

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More about Jack Malcolm

What's the one book that every salesperson should read?
Mack Hanan's "Consultative Selling."

Name the one sales tool you use yourself that you can't live without?

What's your favorite music to listen to, to psyche yourself up for a sales call?
Classic Rock

What's the most powerful sales tool in your sales arsenal?
My brain

Contact Jack Malcolm

Contact Jack:




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.

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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