Accelerate Podcast with Andy Paul
November 15, 2017

#597 Increase Your Call Planning Effectiveness. With Matt Sniff.

Matt Sniff, Founder & CEO at Map My Customers, joins me on this episode of #Accelerate!


  • Matt says the single biggest challenge facing sales reps today is efficiency. Matt was introduced to sales by his father. In those days there were few tools. Learn new tools to boost productivity. Time is money.
  • Outside of Silicon Valley, most sales reps are field sales reps. Silicon Valley is just now emphasizing H2H (Human to Human) sales.
  • Map My Customers started in 2015, in the Bay Area; then Matt moved back home to the East. The app supercharges an outside rep’s productivity to stay engaged with customers and close more sales.
  • Matt’s father came to Matt, an engineer, and asked him to solve a sales route issue. Matt developed a mapping app and his father showed it around. Matt put it on the app store and it built enough revenue to start a company.
  • Matt and his father have a great relationship. Matt wrote a blog about building a father & son high-tech company. Matt loves his father’s mentorship on the sales side.
  • Map My Customers is a mobile app with several value propositions: data visualization, account targeting, and route optimization. Reps often buy it with their own money, for its efficiency and value added to their success.
  • The big value is being able to identify strategically the accounts you want to go see, based on filters you set. It serves reps best who maintain 75 or more accounts. Andy would have liked the ‘Find Nearby,’ when he sold outside.
  • Other features: a business card scanner, automated email, automated follow-ups, automatic reminders, darker icons for accounts not seen recently, filters on top of filters, and customization.
  • The ICP is a sales team of at least 10 reps, each having 75 or more accounts. Pharmaceutical sales and medical device sales have been good accounts for Map My Customer. General IT is another ideal client industry.
  • In many industries, there is a hybrid inside/outside approach, but they will always need field salespeople. Sales means talking to people who buy from people.
  • Map My Customer, a SaaS company, does most of their selling inside, but they do go out to meet bigger customers. Cold calling is another tool they use.
  • The goal of Map My Customers is to automate all field sales tasks, by involving more data science and cadences. 90% of their clients use it as a mini-CRM instead of linking to a CRM. There is potential for more features to aid reps.



For Vice Presidents of Sales of high-growth companies based on a recurring revenue model — Andy is teaming up with his friend Jacco van der Kooij, founder of Winning by Design and author of Blueprints of a SaaS Sales Organization, to launch the Sales Leadership Accelerator Mastermind, an intensive 12-month learning, coaching, and mastermind program for the Vice Presidents of Sales of high-growth companies. If the responsibility sits on your shoulders to scale your revenue team, to hit the $100 million mark ARR and beyond, then the Sales Leadership Accelerator Mastermind will help you transform how you sell, scale, and develop the capabilities of your team to crush your goals. Enrollment is limited to a very small group, so go to now, to learn more and enroll today.

March 3, 2017

How to Plan, Prepare and Travel for Business. With Bridget Gleason. #396

Bridget Gleason is VP of Sales for and my regular guest on Front Line Fridays.


[1:34] The topic is travel advice for salespeople. Bridget travels “incessantly” for her job. Andy hopes all salespeople invest to save time by joining TSA PreCheck. PreCheck applications can done online. International Global Entry has an interview that may take months to get.

[3:22] Global Entry is applied for through Customs. Go online; schedule an appointment. The benefit is saving hours coming in on an international flight, by automating your entry with a handprint.

[5:20] Andy recommends carrying your passport. If you lose your driver’s license, a passport will get you on the plane. Always travel with a copy of your passport.

[8:14] Bridget focuses on staying healthy, and sleeping, while traveling. She is careful what she eats in the evenings before she gets on overnight flights. She wants to board well-rested. She cuts caffeine, sugar, and carbs, and she drinks green juice.

[10:31] Andy exercises everyday, even when traveling, because it helps him with jet lag and the tendency to nod off. If Bridget gets drowsy, she takes a walk instead of getting coffee.

[11:35] Bridget has certain things that are always packed, such as workout clothes and shoes, toiletry and makeup bags, and a little OTC “medicine cabinet.” Preparation reduces stress. Use miles to upgrade if you can. Bridget uses United for perks.
[15:02] Bridget relaxes on her flight. She reads, watches a movie, or sleeps, but she doesn’t work. She wants to minimize her stress. She will take a sleep aid, wear earplugs, a sleep mask, and dress warmly to sleep on a plane.
[16:30] United and American have announced no more overhead bin storage of carry-ons for economy flights. Plans may go wrong. Try breathing exercises and a little meditation while traveling. There will always be things beyond your control. Try to relax.
[19:32] Bridget will have meetings all day when she travels, and then face a day’s worth of email and notifications after. She has to guard her time and energy, and get enough sleep, to face important prospects and customers. Some things have to wait.

[21:27] Andy remembers traveling overseas with no email. If people needed him they sent a fax. Now people are connected 24 hours a day. Set aside time for your needs.

[25:09] Take a photocopy of your passport, or a picture of it on your phone, in case the passport gets lost. Travel is exhausting, but experiencing new places, even for business, is invaluable.
[27:54] Meditation and mindfulness are great tools you need to use while traveling. You are at the whims of the airline.


February 14, 2017

How to Market and Sell for Scaling Up. With Verne Harnish. #381

Joining me on this episode of Accelerate! is my guest Verne Harnish, Founder of The Gazelles, a leading business coach, bestselling author of Mastering the Rockefeller Habits: What You Must Do to Increase the Value of Your Growing Firm, and most recently, Scaling Up: How a Few Companies Make It…and Why the Rest Don’t, as well as Founder of the Entrepreneurs’ Organization. Among the many topics that Verne and I discuss are the challenges blocking startups from scaling up and his advice for accelerating your growth.


[4:27] Verne cites research by Bill Gross at IdeaLab, on five factors that contribute to successful scaling: People, Strategy, Execution, Cash, and Timing, with Timing, the most critical.

[8:14] Competition grew by magnitudes with the global Internet. The best defense is offense, so go global in a narrow product line.

[10:58] Jim Collins, in Good to Great, addresses sales automation. (1) Have disciplined people, (2) engaged in disciplined thought, (3) with disciplined action. Once you have your strategy, then (4) add automation. Too early is messy.

[15:16] Marketing is critical. Lean startups need to say yes to everything. But, “What got you here won’t get you there.” Agile scale-ups need a different approach — a well-functioning marketing department, separate from sales.

[19:47] 76% of companies remain home-based, because they haven’t crossed the barrier to finding the first hire, a great salesperson. 3% of companies scale. How do you know you should? Scalers are voracious learners, who don’t know it all.

[21:11] Mark Cuban said his biggest failures came when he thought “he was the smartest person in the room.” Have conviction, but be humble enough to go seek help.

[23:10] Companies may have a book club. Andy has clients do this. To 10X a company, don’t 10X just your own knowledge, but every employee’s knowledge. Don’t outgrow your team.

[24:22] Verne put in his “Trends” column for 2016, “This is the year we get rid of the word, ‘manager.’” Nobody needs a sales manager, they need a sales coach.

[26:45] Sales should call in each day and report “what they’ve heard,” for Quick Market Intelligence. Verne says, “There are two kinds of salespeople — winners and whiners.” Winners report what works and what doesn’t, to remove barriers.


October 1, 2016

How to Build an Extraordinary Brand. With Sunny Bonnell. #268

My guest on Accelerate is Sunny Bonnell, the co-founder of Motto, a comprehensive branding agency based in Dallas, Texas. Motto works with bold and ambitious companies and big thinkers with an audacious vision, to help them build inspiring and magnetic brands. Join our conversation as we dive into what it means for entrepreneurs and sales reps to go beyond product and service to build a brand, or personal brand, that is authentic and extraordinary.

September 24, 2016

The Death of a Start-up. With Hampus Jakobsson. #262

My guest on this episode of Accelerate! is Hampus Jakobsson, a serial entrepreneur, angel investor and the co-founder of Brisk, a company that designed a sales tool intended to dramatically boost sales productivity.  In this episode Hampus describes what Brisk set out to do for sales professionals and sales teams. And he shares the reasons why Brisk ultimately failed to achieve its goals. It’s a great cautionary tale for entrepreneurs. Join us as Hampus and I also discuss some essential sales lessons for start-ups.

September 3, 2016

When to Start Selling Your Start up Product. With Kyle York. #244

Acting as an advisor and board member for several fast growth start-ups, Kyle York, is also Chief Strategy Officer at Dyn, an Internet performance company based in Manchester, New Hampshire. In this episode, Kyle and I talk about one of the key questions facing entrepreneurs, which is “when and how to start selling?”. Join us as we discuss an array of topics, including; when it is the right time to bring in sales leadership, the types of sales leadership do you need to hire during the startup stages, how to make sales leadership a complementary part of your startup team, and why Kyle and his family have started an athletic footwear company.

August 1, 2016

Key Steps to Make Money In Your Business. With Stephen Woessner. #215

Stephen Woessner is a digital marketing expert, the founder and CEO of Predictive ROI, host of the Onward Nation podcast for business owners, and the bestselling author of two books, The Small Business Owner’s Handbook to Search Engine Optimization and Increase Online Sales through Viral Social Networking. Stephen teaches companies how to accelerate their sales by avoiding the time and money wasting mistakes that prevent them from capitalizing on money making opportunities. In this episode, Stephen and I discuss how to  profitably grow your business by avoiding the common money draining mistakes too many entrepreneurs make.

July 19, 2016

How to use a Podcast to Connect with Prospects. With John Lee Dumas. #204.

John Lee Dumas is the Founder and host of Entrepreneur On Fire (EOFire), an award winning podcast where John interviews successful entrepreneurs, 7-days a week. Entrepreneur on Fire generates over a million monthly listens.

In this episode John shares what inspired him to start Entrepreneur on Fire, why podcasting is a great way to intimately connect with potential buyers, how podcasting can be a great business/sales tool, and why consistency and serving your audience are the keys to a winning podcast. Join us now.

July 5, 2016

How to Get Unstuck in Life, Business and Work. With Jason VanOrden. #192

Jason VanOrden is an entrepreneur, author, and speaker who co-founded Internet Business Mastering, where he shares tips and resource about online business, content marketing, the science of influence and living with purpose. Jason helps thousands of entrepreneurs realize their vision of pursuing their passions, being their own boss, creating their own schedule and living a lifestyle they truly desire. In today’s episode, Jason and I discuss how to get unstuck in life, business and work. Join us to hear more about:

  • How Jason discovered his path to business ownership.
  • Creating baby steps towards change with Tiny Habits.
  • Surrounding yourself with success and support.
  • Finding an accountability partner, a framework, and a mentor.
  • Plan for success and start Now, don’t wait!
June 23, 2016

Selling Your Idea, Vision, Dream, and Yourself, to Investors. With John Livesay. #184

John Livesay, is known as the ‘Pitch Whisperer,’ and he is the author of The 7 Most Powerful Selling Secrets. He shows startup companies the keys to becoming irresistible to potential investors. In today’s episode, John discusses his 5 C’s of investor presentations. Be sure to listen to learn the important differences between a sales presentation and an investor presentation. And, why passion and empathy are the keys to connecting with your audience and selling your vision.