Accelerate Podcast with Andy Paul
September 18, 2016

Sunday Special: Listener Favorites on Value-Driven Selling

I’ve had a number of guests on Accelerate! to talk about value-driven selling. In case you missed them the first time around, here are two recent episodes about value in sales that were extremely popular with the friends of Accelerate!

Deb Calvert joined me on Episode #222 to talk about How to Create Value in Sales. Deb is president of People First Productivity Solutions and has authored of a series of books titled, DISCOVER Questions Get You Connected: For Professional Sellers. Among the topics Deb and I discuss in this episode are how sales reps can create value in sales, 10 essential strategies for connecting with prospects and how to differentiate yourself through a memorable buying experience.

Donal Daly joined me on Episode #241 to discuss n Donal  is CEO and Founder of Altify, and author of Amazon #1 best-seller, Account Planning in Salesforce. Donal combines his expertise in enterprise software applications, artificial intelligence, and sales methodology, as he continues to transform how progressive organizations sell. In this episode, Donal and I review the major findings from the recent Altify study, Global Buyer/Seller Value Index 2016. Among the topics we discuss are what it means to create value through the sales process, how to effectively manage your sales opportunities, and the statistical link between engaging buyers early in their buying process and the sellers’ win rate.

September 12, 2016

How to Increase Sales with Value-based Selling. With Julie Thomas. #251

President and CEO of ValueSelling Associates, Julie Thomas, is a noted speaker, consultant and author of ValueSelling: Driving Up Sales One Conversation At A Time. On this episode, among the topics Julie and I discuss are defining what value is in sales, how to establish value in the prospect’s mind, how creating value in the sales process is challenged by technology and automation and the four dimensions of qualifying a prospect.

August 31, 2016

How to Create Value through the Sales Process. With Donal Daly. #241

Donal Daly is CEO and Founder of Altify, and author of Amazon #1 best-seller, Account Planning in Salesforce. Donal combines his expertise in enterprise software applications, artificial intelligence, and sales methodology, as he continues to transform how progressive organizations sell. In this episode, Donal and I review the major findings from the recent Altify study, Global Buyer/Seller Value Index 2016. Among the topics we discuss are what it means to create value through the sales process, how to effectively manage your sales opportunities, and the statistical link between engaging buyers early in their buying process and the sellers’ win rate.

February 26, 2016

On Accelerate! Now: Episode 100 Front Line Friday with Bridget Gleason. What is the Role of Account Management in Growing Your Revenue?

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the evolving role of account management in supporting customers and growing account-based revenue. Included among the questions we discuss are:

  • What are the primary responsibilities of account managers?
  • Which department should account management be a part of? Sales or Customer Success?
  • When should accounts be transitioned from account execs to account managers?
  • Should account managers carry a quota?
  • How to align the interests of sales and customer success

If you’re a sales leader or sales manager, then be sure to join us for this episode!