The Sales Fix

Strategies to Power Growth

Latest "Andy Paul" Posts

January 17, 2017

Selling starts with your first question

Selling doesn’t start until you ask a question. This may sound counter-intuitive to many sellers. Yet, it’s a hard truth that you can’t sell if you’re doing all the talking. If a buyer wanted a one-sided conversation with you about your product, they’d visit your website. At least there they’d be able to gather the […]

January 13, 2017

If you need a sales process to tell you when to close…

Do you need a sales process to tell you when a sale is ready to close? Recently I read an article that was written from the perspective of a sales rep and it stated: “..unless you give me a smart sales process to follow, I can’t tell you when the sale will close.” Really? That’s […]

January 9, 2017

The Epic 2017 Sales Kick-off Week on Accelerate!

This will be an epic sales week on Accelerate! This is our 2nd Annual Sales Kick-off Week. And I’ve lined up a series of powerhouse guests that are going to deliver massive value to help you crush it in 2017. If you’re not already making Accelerate! your go-to source for the best sales advice you can […]

January 6, 2017

First, Turn Your Phone Off

Sellers, turn your mobile phones off And put them away, out of sight, while you’re making sales calls. It’s so obvious that one would think you shouldn’t have to remind people. And, yet… Weapons of Mass Distraction Recently, I conducted a workshop for a client and their roughly 80 inside sales reps. A majority of […]

January 3, 2017

Are You Afraid of Success?

Are you afraid of sales success? You’ve all heard of fear of failure. Fear of failure has a sibling that could be holding you back. It’s called fear of success. Psychologists have a name for it: achievemephobia. I often think that this is a bigger problem for sales leaders and sales professionals than a fear […]

December 23, 2016

Tips for Better Sales Planning for 2017. With Bridget Gleason. #338

In this episode of Accelerate, Bridget Gleason shares how to approach developing your sales plan for 2017

December 16, 2016

Hiring, Firing and Knowing When to Leave. With Bridget Gleason. #332

In this episode of Accelerate, Bridget Gleason shares whether personal growth or employment stability is more important to a sales professional.

December 12, 2016

How to Use Lean Methods to Grow Sales. With Brant Cooper. #328

In this episode of Accelerate, Brant Cooper shares how your organization can grow ‘Lean.’

November 29, 2016

The Top 5 Sales Books Recommended by Leading Sales Experts

Which sales books should you read right now? My top-rated podcast, Accelerate!, just marked its one year anniversary. During that time I’ve conducted over 300 in-depth interviews with world-class sales and marketing experts. At the end of every interview I ask my guest to name the one book, excluding any book(s) that she or he […]

November 8, 2016

How Has Sales Management Changed in the Digital Era?

I recently participated in a panel discussion webinar hosted by Pipeliner CRM about the changes in sales management driven by the digital era. John Golden, Chief Strategy Officer, at Pipeliner moderated the discussion. In addition to me, the panelists included Mike Kunkle, Sr Director of Sales Readiness Consulting at Brainshark and Jim Obermayer, Founder of […]