Accelerate Podcast with Andy Paul
October 29, 2016

When Cold Emailing is Better than Cold Calling. With Rod Sloane. #292

Joining me on this episode of Accelerate! is Rod Sloane, The Cold Email Coach, a sales expert, host on the Sales & Marketing Alignment channel on BrightTALK, and manager of the Sales & Marketing Alignment Group on LinkedIn. Among the many topics that Rod and I discuss are why he believes cold emailing is a more effective prospecting method than cold calling, how to use cold emailing to build a larger pipeline of qualified opportunities, how to construct a broader engagement strategy within a major account and why text-based cold email will work better than HTML email.

June 28, 2016

How to get a WIN on every prospecting call. With Art Sobczak. #187

Art Sobczak is the founder of Business by Phone Inc. and bestselling author of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling. In today’s episode, Art and I talk about prospecting and cold calling.  And, what every seller can do to master the techniques . Among the topics we discuss are:

  • How to close deals by making fewer, yet more informed calls.
  • How to get a WIN on every call.
  • How to leave a proper voicemail for your prospect.
  • How to use a sales script more efficiently.
May 19, 2016

On Accelerate! Now: Episode 159 with Jamison Powell. Is Cold Calling Still Cost Effective?

Jamison Powell is the Vice President of Sales for New Voice Media. New Voice Media provides a call center software solution designed to help you sell more by increasing the efficiency of your inside sales team. In this episode, I talk with Jamison about how to utilize the benefits of the latest sales technologies to increase your sales. Among the topics we discuss:

  • Why do sales reps still treat their customers like strangers?
  • Is cold calling still a cost-effective way to prospect?
  • How to automate your sales process using the latest sales enablement technologies.
  • Why phone-based, or conversation-based, sales will remain the most effective way to connect with prospect.

 

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 6, 2016

On Accelerate! Now: Episode 128 with Mark Hunter. Conquering the #1 Problem in Sales: Prospecting

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 prospecting that we discuss are:

  • Why is prospecting the #1 challenge in sales right now?
  • What are the biggest obstacles reps face in prospecting?
  • 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 prospecting?
March 25, 2016

On Accelerate! Now: Episode 120 with Bridget Gleason. What Happens When Cold Calls Aren’t Enough?

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 what you can do when your cold calls stop working. Learn more about what’s in store for sales in the future. Among the many topics we are discuss are:

  • What alternatives to cold calls are sales teams using?
  • Can inbound marketing ever completely replace proactive outbound lead generation?
  • What must sales reps do to maintain their relevance to their buyers?
  • Does the method used to generate a lead affect its conversion rate and deal size?
February 8, 2016

On Accelerate! Now: Episode 86 with Ian Brodie. The 21-Word Email and Other Powerful Tools To Win More Sales Now

In this episode, Ian Brodie, author of the best-selling Email Persuasion: Captivate and Engage Your Audience, Build Authority and Generate More Sales With Email Marketing shares his secrets for how to use email to generate a pipeline of warm leads and accelerate your sales productivity. Building on his own beginnings as an introverted sales rep with call reluctance, Ian describes how he, and his clients, have built successful profitable businesses using the techniques in his book. Among the topics we discuss are:

  • How to make every buyer interested in meeting with you
  • How to absolutely add value to every interaction with a prospect
  • Why sales reps needlessly worry too much about technique
  • How to build a nurture campaign that delivers relevant value to the buyer
  • How to win sales fast with a simple 21-word email.

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

February 3, 2016

On Accelerate! Now: Episode 83 with Wendy Weiss. How You Can Quickly Become An Incredibly Effective Cold Caller

In this episode, Wendy Weiss, President of Cold Calling Results, and also known as The Queen of Cold Calling, provides detailed information about how to become a truly effective prospector. Included among the subjects we discuss in this conversation are:

  • How to get into the right frame of mind to make cold calls. Anyone can do it!
  • Why there’s no difference between a warm lead or a cold lead,
  • The two biggest mistakes sales teams make when it comes to cold calling.
  • How to eliminate the twisted thinking that prevents sales reps from making cold calls
  • How to make certain that you’re targeting the right customers for your calls.

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

October 14, 2015

On Accelerate! Now: Episode 16 with Chris Beall. Transforming the performance, and the productivity, of inside sales teams.

Episode 16: Chris Beall, is CEO of ConnectAndSell. Chris, shares his unusual journey from his first sales job as a Fuller Brush salesman to becoming a physicist and then applying his problem solving skills as a successful CEO, entrepreneur and sales leader. Chris shares some of the keen insights he has acquired from his hands-on experience into what it takes to build and scale a successful, high-functioning sales team (with the emphasis on team). You’ll also hear how the ConnectAndSell system works to transform the potential productivity of inside sales teams by enabling them to have more sales conversations in a day than they might normally have in a month. If you’re involved in inside sales, you definitely want to listen to this episode.

 

October 13, 2015

On Accelerate! Now: Episode 15 with Jeb Blount. Fanatical Prospecting

Episode 15: My guest, Jeb Blount, is the founder and CEO of SalesGravy, one of the largest online sales communities and a national sales employment advertising firm. Jeb is also the author of a number of best-selling books, including his latest: Fanatical Prospecting. In this episode, Jeb explains why companies must not only be proactive in developing new prospects but also fanatical in their devotion to the discipline of the prospecting process. Great marketing is essential but sales teams can’t wait on inbound leads to build a solid pipeline. Jeb shares his recommended best practices for sellers to become great prospectors. This is essential listening for all sellers!