Accelerate Podcast with Andy Paul
February 27, 2017

How to Climb to the Top in Any Sales Organization. With Lee Bartlett. #392

Lee Bartlett, is a sales expert, entrepreneur, and author of a new book titled, The No. 1 Bestseller.

KEY TAKEAWAYS

[1:25] Lee wrote The No. 1 Bestseller as his interpretation of sales excellence — what top salespeople do differently from their colleagues and their competition.

[2:03] The book tells how a salesperson uses sales skills with a mindset and strategy, to work themselves consistently to the top of a sales organization.

[5:09] In Lee’s view, sales statistics can be viewed different ways, but there’s only one way to view a paycheck.

[7:01] Lee always aligned his expectations with those of the company. The company wanted $X million of new business; Lee calculated his sales and agreed on his salary to produce his part. Everyone was aligned, and they went to work.

[9:22] Lee worked both enterprise sales, and very high-value transactional sales, and the sales processes were always defined. Lee looked at the top salesperson to see how they worked.

[12:22] Lee asked customers how they wanted to be sold to, and then he aligned with their expectations.

[15:18] In his book Lee describes the level of preparation and responsiveness he applied to win these deals. In one year he won over 90% of the deals he pitched, with a product similar to competing products.

[17:55] Lee applied quantification to as many of the parts as possible, and built a strategy to be able to handle any situation.

[18:37] Lee explains “the magic” of a boardroom sales pitch. There is a difference in how a salesperson approaches, and adapts to the situation, depending on their ability to “read the room,” and engage with the influencers.

[20:49] In the pitch, behaviors and habits matter more than skills. Lee ended a pitch by pledging to help them through problems that may come up.

[24:05] Lee looked for new products, to be early in a business, and build it up, with a contribution to the culture of that product. Being involved with the right product that suited his personality was intrinsic to over achieving his goals.

[27:06] Lee didn’t personally work with scripting for cold calls. The minute someone took him off the script with a question, he would panic. So he learned the product, and internalized the message, which allowed an engaged dialog.

February 25, 2017

How to Differentiate Yourself by Building Your Authority. With Mike Saunders. #391

Joining me on this episode of Accelerate! is my guest Mike Saunders, an authority marketing strategist, talk show host on The Business Innovators’ Radio Network, and author of Authority Selling: Opening More Doors to Closing More Business. The main topic we discuss is authority selling, and how small business owners, entrepreneurs and sales professionals can increase their influence by building their authority.

KEY TAKEAWAYS

[:53] Mike teaches marketing strategy at three universities. He also has a digital agency, Marketing Huddle, with a focus on marketing and sales with a strategy of authority positioning, or gaining attention from your audience for your product.

[2:16] Grand Canyon U., Colorado Christian U., and Cardinal Stritch U. are the three universities where Mike teaches marketing strategy, brand management, and “Marketing 101.” Mike just surpassed 140 episodes of his radio show.

[3:44] Small business owners, entrepreneurs, and sales professionals are the audience for Mike’s book. Every business person has something to sell. The book focuses on authority in your niche. Trust and credibility build up to authority.

[6:12] Mike doesn’t imply having an international reputation, like Grant Cardone, as the basis for authority. In your network, be the (fill in the blank) expert, to build authority. Support your tribe, as Seth Godin teaches.

[8:33] Chet Holmes’ Ultimate Sales Machine says that 3% of the market is ready to buy, but many more will buy in the near future. In either case, you have a buyer, and you want to stand out in their minds, with authority positioning assets.

[10:32] The expertise gap can be the space between the customer’s product knowledge and the facts. It also means a sales person’s lack of confidence in their own authoritative expertise for the product, even when they legitimately have it.

[12:15] Sellers need to acknowledge the buyer’s distractions. When buyers are compelled to action, they still need to choose between purchase choices. Make your website landing page professional and expert. That makes sales easier.

[14:25] An authority positioning portfolio is a collection of assets establishing your expertise. It could be a thumb drive with you logo on it, and your website, a proposal, and recent projects in it for a client’s review. It can be on your website.

[15:40] Include media mentions, podcast, radio, or TV interviews — anywhere you are visible in your industry; maybe a book you wrote. When people peruse it, it is convincing. Your competitor probably has nothing similar.

[18:57] Instead of starting with a big media outlet, get on a relevant podcast, connect with a local business reporter, write a business development book. Get social proof, such as testimonials and reviews. Have a structure to seek these.

[28:03] Mike’s approach to tie together content marketing and SEO: compile 10 FAQs and answers, and 10 Should Be Asked Questions and answers, and discuss three of them on one podcast. It drives traffic both to your site and the podcast.

 

February 3, 2017

How to Accelerate Your Sales into 2017. With Bridget Gleason. #372

Welcome to another Front Line Friday with my very special guest (and Front Line Friday co-host), Bridget Gleason, VP of Sales for Logz.io.

KEY TAKEAWAYS

[1:43] Bridget likes to finish with the panic before the end of the year. The last two weeks of the year, reps say, “I don’t have anything else to close this quarter.” Bridget says, “So start building up to where you need to be for the next quarter.”

[2:56] By the end of January, Bridget likes reps to be well on the way to meeting their first quarter goals. As VP of Sales, Bridget needs to have the year’s structure — territories, hiring, ramping — all set, to focus on the year’s success.

[4:45] Bridget sometimes postpones personnel issues until the new year, to focus on finishing the year well, but, as soon as possible in the year, has that difficult conversation.

[6:08] Andy says to have those conversations back in October or November — because the problem is evident by then — so you have the team composition in place that you need by January.

[7:01] In sales, the data identifies there’s something that’s not working. Millennials in particular, would like ongoing feedback. If managers provide feedback often and early, then the final conversation isn’t as difficult, because it’s not a surprise.

[8:58] Andy wants to see successes in January — milestones, closes, shared successes — to build team confidence. It is crucial to keep the team motivated.

[12:20] Angela Duckworth’s, Grit: The Power of Passion and Perseverance, says great performers are often made by the team, as opposed to great players making the team great. Bridget wants a team that makes people better for being on it.

[13:13] Andy believes a team gives you more people to hold you accountable, because no one wants to let their teammates down. Everybody wants to contribute.

[15:30] Bridget ‘feels that in spades,’ about her company, Logz.io. Team accountability applies not only to sales professionals, but to all levels of a company. It’s a mesh.

[16:35] What has inspired Bridget recently? Angela Duckworth’s book on grit, teaches that intelligence matters, but if others are smarter than we are, we can do a lot to counter that by persistence, and by hard work.

[18:19] Bridget shares a story of a personal sacrifice made by one of her managers, with quiet determination, to help close out the big year-end deals. Some sacrifices are needed and appreciated, without apparent martyrdom attached.

[23:05] In the first month, pay attention to what’s going on; get early successes for the team; and deal with problems, regardless of sunk cost, whether personnel, or projects that will never close. Take a hard look at everything.

January 6, 2017

How to Get Motivated for 2017 (and beyond.) With Bridget Gleason. #348

Welcome to the year’s first episode of Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, looking forward to the new challenges of the new year, how motivation — the why — underlies all action, great principles we’ve picked up from books we’ve read, and  what managers need to know about their team members to help them succeed in 2017.

December 15, 2016

How to Sell More in Less Time. With Jill Konrath. #331

Joining me on this episode of Accelerate! is my friend Jill Konrath. Jill is a speaker, sales expert, and author of multiple bestselling books, including Selling to Big Companies, Snap Selling, Agile Selling, and her latest book, More Sales, Less Time. Among the many topics that Jill and I discuss are how she came to focus on selling more in less time, what she learned from her research about concentration, focus and how to eliminate distraction that waste selling time, how to make the most of the limited hours available each, and how you can take the More Sales, Less Time Challenge.

December 12, 2016

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

Joining me on this episode of Accelerate! is Brant Cooper. Brant is the New York Times bestselling author of The Lean Entrepreneur: How Visionaries Create Products, Innovate With New Ventures, and Disrupt Markets. Among the many topics that Brant and I discuss are how he came to write his book, how he joined the ‘Lean’ movement, some of his practices for helping organizations grow with their customers, and how your organization can grow ‘Lean.’

December 10, 2016

Why Good Enough is Better than Perfection. With Edward Nevraumont. #327

Joining me on this episode of Accelerate! is my guest Edward Nevraumont. Edward is a speaker, author, and consultant with a long track record of success at companies like Procter & Gamble, McKinsey and Expedia. Among the many topics that Edward and I discuss are the battle between good enough and excellent (and why good enough is almost always better), practical tips to improve your sales with the information you already have in hand, and the value of responsiveness what you gain by making callbacks in seconds.

November 24, 2016

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Special Repeat Episode: How to Sell to a Challenger Customer. With Brent Adamson.

Joining me on this episode of Accelerate! is Brent Adamson, Principal Executive Advisor at CEB and co-author of the bestselling books, The Challenger Sale and most recently, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Among the many topics Brent and I discuss are how the ‘challenger customer’ paradigm presents a challenge both for the buyer and the seller, how it forces sellers to adapt their processes, and strategies for creating a mental model of the customer’s business and strategy and how ‘selling low’ to establish stakeholder consensus is an effective sales strategy.         

November 23, 2016

How to Generate More Leads (without Cold Calling.) With Kendra Lee. #313

Joining me on this episode of Accelerate! is Kendra Lee, author of The Sales Magnet: How to Get More Customers Without Cold Calling, and Selling Against the Goal, and President  of The KLA Group. Among the many topics that Kendra and I discuss are how Kendra are cold calling and whether it is an ineffective use of a sales rep’s time; what a “relevant event” is and what it can do for lead generation; and how to make yourself into an authority in your niche market.

November 18, 2016

The Habits and Skills that Accelerate Your Success. With Bridget Gleason. #309

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, the priority of habits before skills; time management habits and skills; and the superiority of sales conversations over scripted presentations. Join Bridget and me for this episode of Accelerate! to learn some foundational sales habits upon which productive sales skills can be built.