Accelerate Podcast with Andy Paul
April 23, 2017

Accelerate! Expresso #03: Weekly Review Show – April 17 – 22

Accelerate! Expresso is a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests on Accelerate!

These clips have been edited into a tight, short show that will give you just a taste of the insights you missed if you didn’t catch every episode of Accelerate!

In this episode, you’ll hear excerpts from my conversations with my guests during the week of April 17-22. That’s episodes 434-439 ( if you track Accelerate! that way).

Come listen as I was joined by the following experts: Larry Broughton, Barb Giamanco, Keith Rosen, Mark Ripley, Greg Head and my usual Friday guest. Bridget Gleason.

It will whet your appetite to go back and listen to an entire episode with your favorite featured guest.

April 9, 2017

Accelerate! Expresso #01: Weekly Review Show – April 3 -9

 

Accelerate! Expresso is a weekly round-up show that contains snippets from each interview from the previous week’s slate of guests on Accelerate!

These clips have been edited into a tight, short show that will give you just a taste of the insights you missed if you didn’t catch every episode of Accelerate!

In this episode, you’ll hear excerpts from my conversations with my guests during the week of April 3-9. That’s episodes 422-429 if you track Accelerate! that way.

Come listen as I was joined by the following experts: Erik Qualman, Lori Richardson, Jeff Schmidt, Doyle Slayton, Eric Siu and Scott Beebe.

It will whet your appetite to go back and listen to an entire episode with your favorite guest.

May 29, 2016

The Best of Accelerate! Planning, Preparing, and Engaging are the Keys to a Winning Sales Process.

This has been an extremely popular episode since it’s release. Tim Wackel, is a top sales trainer and an expert on sales process. In his no-nonsense way Tim discusses how the proper preparation at each stage of your sales process is the key to winning the sale. Included among the topics we discuss are:
  • Why it’s important to ask the right questions before you develop your sales presentation
  • Who should you focus more of your efforts on in sales training: the top performers or the middle class performers?
  • How you can ensure that your company has a compelling message and value proposition.
  • What is the 30/20/10 Rule and why is it important to the professional development of every sales rep?
  • How to train sales reps to become better at asking questions.
May 22, 2016

The Best of Accelerate!: The Five Laws of Stratospheric Sales Success. With Bob Burg.

This is one of the most powerful interviews I’ve had on Accelerate! so far.

Bob Burg is the co-author of the powerful best-selling classic: The Go Giver: A Little Story About a Powerful Business Idea. The Go Giver is a parable, based on the 5 laws of stratospheric success, that lays out a path to success and happiness in life, as well as in business and sales.

The Go Giver is a proven recipe for achieving success that is based on giving, serving, and placing the needs of others before your own. In this episode, Bob and I talk about the five powerful laws of stratospheric success that are at the heart of the Go Giver formula:

  • The Law of Value
  • The Law of Compensation
  • The Law of Influence
  • The Law of Authenticity
  • The Law of Receptivity

Listen now! This is a don’t miss episode.

May 15, 2016

The Best of Accelerate! The Keys to Hunting and Landing The Big Whales (i.e. major accounts.) With Barbara Weaver Smith.

This is one of my favorite episodes on major account selling. My guest, Barbara Weaver Smith, is the Founder and CEO of The Whale Hunters, and the co-author of the classic, best-selling book Whale Hunting: How to Land Big Sales and Transform Your Company  In this episode, Barbara and I discussed the keys to winning orders from major accounts, otherwise known as “whales,” that will accelerate the growth of your sales. Among the topics we talked about in this fascinating conversation are:

  • How do you find the “whale” that is 20X bigger than your current sales opportunities?
  • What are the keys to identifying the right person to speak with at a whale?
  • What are some of the common fears that whales have about smaller vendors?
  • How you can land the major account orders that will completely transform your company.

When you finish listening to Barbara crush here it with her key insights into major accounts sales success, then head over to Amazon.com and order her new book: Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers. 

May 8, 2016

The Best of Accelerate! How Hyper-Growth Companies Create Predictable Revenue. With Aaron Ross

In this episode, originally published on Feb 9, 2016, Aaron Ross, discussed the lessons that sales leaders had learned about building highly scalable revenue machines in the time since the publication of his influential first book, Predictable Revenue. He has captured many of these lessons in case studies contained in his new book (written with co-author Jason Lemkin), From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue. In this information-packed episode we discuss key topics from this book including:

  • The steps required to plan for sales success.
  • How to increase you chances for success by Nailing a Niche
  • Why you can’t prove your sales model by selling to friends of friends.
  • How to avoid being trapped in the Trust Gap
  • The vital role that Customer Success plays in driving revenue growth
  • And much, much more!

Want to learn how to accelerate revenue growth for your company? Don’t miss out on this episode!

May 1, 2016

The The Best of Accelerate! Conquering the #1 Problem in Sales: Prospecting. With Mark Hunter.

Mark Hunter is known as The Sales Hunter. (Could you possibly have a better name for sales?) He has authored the book, High Profit Selling, and he has another new book, High Profit Prospecting, coming out soon. In this episode Mark and I talk about the #1 challenge in sales: prospecting.  Among the topics related to new business development that we discuss are:

  • Why is prospecting the #1 challenge in sales right now?
  • What are the biggest obstacles reps face in generating new opportunities?
  • What are the primary reasons sales reps fail to convert more leads into opportunities?
  • How do you create a marriage between social selling and traditional lead generation?
April 24, 2016

The Best of Accelerate! The Future of B2B Sales. With Regis Lemmens.

In this episode, Regis Lemmens, founder of Sales Cubes and a Professor at leading business schools in the UK, Belgium and the Netherlands, shares the key findings of his extensive research into the future of B2B sales. He describes what his research found to be the necessary and inevitable evolution of consultative selling to a true collaborative partnership with buyers. Among the topics we discuss in this episode are:

  • What is value co-creation and why is it central to the future of B2B sales?
  • Why buyers may start paying you to sell to them. And, what that means for the future of the sales rep.
  • How sales teams will continue to become more specialized. But, not in the way you might think.
  • How the hunter-farmer metaphor for sales reps will become obsolete.

If you’re in sales or sales management, then you definitely need to listen to this episode.

April 17, 2016

The Best of Accelerate! The 5 “E’s” of Social Business Success. With Jon Ferrara, CEO of Nimble.

In his unique high-energy style, Jon Ferrara, founder and CEO of Nimble, and one of the early pioneers of the entire sales force automation industry, shares his “5 E’s” of Social Business Success. You’ll have to listen if you want learn these essential keys to becoming a trusted advisor to your customers, to creating lasting value-based relationships and to building a community that produces a steady stream of referrals. If you’re in sales, service, management or leadership, then you will definitely want to invest some time to listen to this episode!

April 10, 2016

The Best of Accelerate! How To Simplify and Shorten Sales Cycles with Value-based Selling

One of my favorite shows so far has been Episode 66 of Accelerate! featuring my guest, Bob Apollo. There is always a lot of talk among sales leaders about the need to sell with value. However, too often these efforts fall short of the mark.

In this episode, from January of this year, Bob Apollo, founder of Inflexion-Point Strategy Partners, based in the UK, does a great job of describing how to use value-based selling to transform the performance of your sales efforts. Among the many topics we discussed are:

  • How to use value-based selling to tap into the full potential and elevate the productivity of your B and C level sales reps.
  • Effective strategies for using value-based sales as a tool to increase the ROI that decision-makers receive from the time they invest in meetings with your sales reps.
  • How top sales reps synchronize and align the delivery of value with the customer’s buying process in order to simplify and shorten the time to an order.

Tune in today and listen as Bob defines a process that every manager and sales leader can use to build a strong value-based sales culture in their organizations. Do not miss this episode!