Accelerate Podcast with Andy Paul
October 18, 2017

#585 Be Obsessed With Serving and Learning. With Grant Cardone.

Grant Cardone, speaker, CEO of Cardone Enterprises, and bestselling author of several books, including, Be Obsessed Or Be Average, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

[3:48] Grant says the single biggest challenge facing sales reps today is that they don’t think big enough. Don’t think about a quota, think about making some money that does more than paying your bills. Grant calls $400K warmup money. Think big!

[5:28] Grant compares a low financial goal to being in prison. He talks about a sales rep working for Cardone Enterprises who will make seven figures. Grant wants sales professionals to think how much money it takes to have freedom.

[8:29] Grant asserts that you need to get to $400-$500K a year to have financial freedom. Figure out how to do it where you are or go someplace else. The average real estate person can’t buy the house they’re showing.

[9:41] Andy sees passivity in sales, where salespeople are not committed to doing more, or being obsessed about earning a certain level of money. Grant says before teaching people how to sell, teach them how much money they’ll need to have.

[12:38] 75% of Americans are living paycheck to paycheck. We should feel like we are living under threat in that circumstance. People say they’re in good shape until there is a crisis.

[13:42] Obsession is a scary concept because it implies doing more, and of life being out of balance. For Grant, Obsession is a means to achieve balance. Children think big, and Grant wants adults to do it, too. All great people are obsessed.

[15:30] People have become spectators rather than players. Be on the field. The game is played on the field. Grant is obsessed with serving others. Addictions are misguided obsessions.

[17:43] Andy recommends changing the education about money. Grant says a 15-year-old who knows how to make money, and much money they need to earn will figure out that to make that much money they will need to be in sales.

[19:46] Grant recently talked with rapper DJ Carnage. They talked about making money, keeping it, and multiplying it. Grant suggests after taxes and expenses you should have 40% left to multiply. Don’t have someone else control it for you.

[23:00] Managers are obsessed with KPIs because they’re not in control. People are on defense when they’re not on offense. The salespeople should be making more than managers.

[25:00] Grant gives his theories on the future of B2B sales. If you’re average, you should be feeling like T-Rex. You had better become great. Focus on kicking up your activity by 10X. Then get away from everyone that contradicts that message.

[26:42] Grant teaches a much tighter sales process. Don’t spend more time with the customer, but use a transparent, short sales process. Grant explains the sales model he uses.

 

IMPORTANT ANNOUNCEMENT

For Vice Presidents of Sales of high-growth SaaS companies and software service companies — 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 SaaS companies. If the responsibility sits on your shoulders to scale your revenue team, to hit the $100 million mark and beyond, then the Sales Leadership Accelerator Mastermind will help you transform how you sell, scale, and develop the capability of your team to crash their goals. Enrollment is limited to a very small group, so, first come first served. Go to SaaSSLAM.com now, to learn more and enroll today.

 

September 14, 2017

#566 Bots and AI for Chat in Sales. With David Brunner.

David Brunner, CEO and Founder of ModuleQ, joins me for the second time on this episode of #Accelerate! Also, listen to David’s first episode, #200.

KEY TAKEAWAYS

[3:40] David says the single biggest challenge facing sales reps today is complexity. The technology, the competition, and the number of people and tools you interact with to work continue to expand. David suggests, stay focused. Don’t try to multitask.

[7:23] To eliminate unnecessary distraction, it is necessary to triage important interruptions that represent new opportunities, from what is unimportant and can wait.

[8:12] ModuleQ builds people-facing AI to understand you as a professional. This works with data-facing AI to bridge the gap, and to deliver the right information to the right person at the right time to make them more effective in their role.

[9:08] David gives an example of the process. The AI listens to your team chats and joins the chat to offer suggestions in real time about new data or other informative content that may help you engage the client you are discussing.

[10:22] The AI-enabled bot sitting on the messaging platform is the delivery vehicle for the intelligence. The concept is to bring the information to you in a place that is natural, timely, and contextually relevant, without distracting you from your focus.

[11:08] The AI tunes the preferences based on your actions. You have a Not Useful button to mark content not contextual or helpful, and a Useful button for helpful information. You can click on links and email them. The AI learns what you want.

[13:52] Andy notes that some companies are using a similar approach with AI-assisted calling. David sees chat as better because it gives you time to reflect before replying. The theme is to augment, not replace, human intelligence.

[15:01] Routine, low-level tasks will increasingly be replaced with machine learning. The human touch is needed for jobs that involve higher-level conceptualization and personal relationships. AI may never perform some unstructured jobs.

[22:13] David offers predictions of upcoming developments with bots and AI, including top-of-funnel activities, predictive analytics, bringing the right information to the conversation at the right time, and mobilizing resources.

[24:38] ModuleQ helps unlock the value of corporate content. David cites Lew Platt of HP, “If only HP knew what HP knows, we would be three times more productive.” That problem has only gotten worse. People don’t have time to search for data.

[25:33] David discusses how audio, photos and video can be indexed. The data-facing side is a huge undertaking. It can attach meta-data, which then allows the people-facing side to match the metadata to the people who need it.

[27:16] In the future, video sales calls might be analyzed in real time, pulling in pertinent references and adding to the conversation. The buyer may have bots working on their side, comparing vendors. Bots are watching and listening!

May 20, 2017

#463. Leading Through the Turn. With Elise Mitchell.

Elise Mitchell, CEO of Mitchell Communications Group, and CEO of Dentsu Aegis Public Relations Network, as well as the author of a very interesting book, Leading Through the Turn: How a Journey Mindset Can Help Leaders Find Success and Significance, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

[2:20] Leading Through the Turn looks at leadership as though riding a motorcycle. She started riding with her husband 10 years ago, and never looked back. She was hooked. Today she rides a Honda CBR300R — sleek, red, and fast.

[4:10] Key concepts are a destination philosophy and a journey perspective. The journey matters as much as the destination. Elise is naturally a destination person. She says her strength of entrepreneurship became a weakness as she hit extremes.

[5:35] Elise had to rethink how she was sacrificing important aspects of life to reach the destination of success. Motorcycling became the catalyst to make her rethink her journey. Now she savors it.

[7:28] Elise explains her drive was pushing her to burnout. She was missing many experiences. She wasn’t investing in living.

[9:09] Elise learned to ‘scrap the map,’ when the family moved away from her large corporate job. She had to decide if she would go, and be bitter, or go, and let change make her better.

[11:40] We can’t, and shouldn’t, control everything. Elise discusses adaptive leadership, about learning to solve new problems in real time, where there is no clear answer.

[13:00] Elise warns against building a company around a leader. She illustrates with a personal anecdote about letting go of control, and delegating — the entrepreneur’s challenge!

[16:09] Every step of leadership feels a little scary if you are ambitious, and want to grow and challenge yourself as a leader, and broaden your impact. Don’t let fear hold you back.

[17:41] A spirit of reciprocity is thinking outside yourself. Elise has a personal professional anecdote. She asked other leaders, “What can I do for you?” She cites Give and Take.

The Go-Giver is in the same vein. Help first.

[21:56] The called leader vs. the accidental leader. Elise has strived for leadership since her childhood. Accidental leaders have circumstances thrust upon them. If you have the heart of an explorer, it doesn’t matter how you got there. Go with it.

[26:41] The higher calling of leadership is to determine what good can you do as a leader. Can you create significance in the lives of others? You have so much potential to open doors.

[28:38] Leadership and significance starts with the individual. Elise discards the grandiosity of philanthropism for doing the right things, one at a time — changing that one person’s life for good; helping that customer further their opportunities.

April 22, 2017

#439. How to Transform Your Processes for Sustained Growth. With Greg Head.

Greg Head, CEO of Greg Head Consulting, and former CMO of Infusionsoft, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

[:40] Greg details his software sales career since 1987, starting at Egghead. He grew two companies to over $100 million, and then founded Greg Head Consulting in 2016. He likes helping grow companies that look crazy, before they look obvious.

[5:15] Helping companies grow is not easy, and there are treacherous obstacles. Greg discusses signs that show your growth strategy needs updating.

[7:13] The recipe for growth changes as a company grows. Rather than charting a smooth curve, it grows by steps, and each step is different.

[9:33] Greg explains the inflection points of growth from a sole proprietorship to a large company. He compares it to transitioning from ADD to OCD.

[12:04] When Greg was at Infusionsoft, they decided to stop being all things to all customers. When they focused on a particular customer need, and narrowed the product, they went from no growth to 50% growth in six years.

[15:01] To maintain growth in a high-growth company, you must reset the process about every 18 months. The first rule of the game is to know what game you’re playing, and the game is always changing.

[17:12] The sport of growth is like playing in the Pros. You will not play the same role in the same game for many years.

[19:14] A small company that starts off by “making stuff up” as they go, soon has to transition to a business plan. Things change in the maturing process. Amazon started by just selling books, and gradually shifted to a variety of merchandise.

[23:44] Greg talks about assessing past, present, and plans for the future, and suggests pulling your mind like taffy. Block the possibility of failure. Greg discusses a real estate growth firm.

[27:10] The big challenges still need addressing, and we need more entrepreneurs, companies, and people to aim high and go after them, like they cannot fail.

 

March 7, 2017

Cut “No-Decisions” in Half with Great Software Demonstrations. With Peter Cohan. #399

Peter Cohan is Founder of The Second Derivative, author of Great Demo! How To Create And Execute Stunning Software Demonstrations, and expert in giving online software presentations and software demonstrations.

KEY TAKEAWAYS

[3:22] Peter wanted to structure demos to be compelling, convincing, and intriguing. He invented a methodology to do that.

[5:38] The online demo is a critical milestone on the buying journey. It’s the moment when things start to go wrong. Peter shares a story how this can happen.

[8:51] Some use demos as discovery to find out things they should have learned already. Peter says it’s best to do discovery fully before a technical proof demo. The next-best case is a 3-minute vision generation demo before discovery.

[11:03] The overview is one demonstration Peter recommends never to do. These go by various names: ‘show up and throw up,’ ‘spray and pray,’ and ‘the harbor tour.’ Your prospect will jump ship!

[13:00] Focus on what (customer’s pain), and how (specific capabilities relevant to solving the pain). Specific capabilities include only what fixes the pain point. Next, comes the value of change, and critical dates. It’s all about customer situations.

[15:52] Andy views the demo as a story, beginning to end. Peter suggests using customer success stories to introduce a vision generation demo. Journalism’s inverted pyramid is a good demo model: Headline, graphic, summary, explanation.

[21:50] Don’t use a standard non personalized demo. Summarize often, and ask: “Is my understanding correct?” “Is there any new information?” “Is this the kind of thing you had in mind?” “Would you like to see what it takes in software?”

[23:45] When you summarize frequently, you give the audience cues to comment, ask questions, and participate. You reinforce your message, and allow the audience to reflect back what they hear. Ask them to give feedback as they listen.

[30:44] To demonstrate a complex matter like a CRM, break it into chunks, introducing each one, developing it, and summarizing it, with questions. You might have a separate 10-minute demo for each function.

[31:58] Before going to a demo, understand the situation slide fully, and be able to discuss it in depth. Role play a discussion beforehand. Know what you will say, and what you will not say. Prepare. You can cut no-decisions by half, with good info.

[34:44] You want a relationship. After vision generation, follow up with a call: “Are you comfortable with setting a time for a real discovery call?” After the discovery, call to ask: “Are you ready for a demo?” Then ask: “What else is needed?”

 

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.

 

November 3, 2016

How to use Channel Partners to Grow Your Sales. With Jay McBain. #296

Joining me on this episode of Accelerate! is Jay McBain, CEO of ChannelEyes, a software company that helps vendors drive and manage channel partner sales. Among the topics Jay and I discuss are why more companies are looking to build their business through channel sales partners, how channel sales are transforming entire industries, the tools that are needed to effectively service and support channel partners, and much more. Join us now!

October 25, 2016

How to Accelerate the Growth of your SaaS Company. With Nic Poulos. #288

Joining me on this episode of Accelerate! is Nic Poulos, Founder of Bowery Capital, a thesis-driven early-stage investor backing exceptional founders. Among the topics Nic and I discuss in this episode are: why enterprise customers are becoming more willing to buy mission critical systems from start-ups, what strategies help a start-up to get through the growth stage, and how to structure an effective proof-of-concept trial that works for your buyer and you.

October 17, 2016

How to Use Metaphors to Sell Your Intangibles. With Andrea Goulet. #281

Joining me on this episode of Accelerate! is Andrea Goulet, Founder & CEO of Corgibytes, a software/code remodeling firm based in Richmond, Virginia. Among the many topics Andrea and I discuss are how Andrea incorporates her company’s core values into her team’s selling efforts, how to use metaphors when selling your intangible value, and how selling her company’s core values have helped with conversion rates and customer lifetime value.

July 23, 2016

Growth Hacks & Profit Hacks. With Steven Daar. #208

Steven Daar, is the author of Profit Hacking: The Web Entrepreneur’s 3 Part Formula For Maximizing Success and Founder of Conversion For Good.

In this episode, Steven shares the data driven insights that help many of his clients, including several Shark Tank participants, to generate more leads and convert a higher percentage of those leads into orders. Be sure to listen as Steven shares key strategies to hack your growth and profits by increasing the overall value you provide to customers.