Accelerate Podcast with Andy Paul
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!

January 11, 2016

On Accelerate! Now: Episode 66 with Bob Apollo. How To Simplify And Shorten Sales Cycles With Value-Based Selling.

In this episode, Bob Apollo, founder of Inflexion-Point Strategy Partners, describes how to use value-based selling to transform the performance, and tap into the full potential, of your B and C level sales reps. He shares 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. And, Bob reveals how top sales reps synchronize and align the delivery of value to the customer’s decision making 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 inculcate a value-based sales culture in their organizations. Do not miss this episode!

 

November 27, 2015

On Accelerate! Now: Episode 41 Front Line Friday with Bridget Gleason. The Death Of The Salesperson?

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. In this episode, we use an article titled The Death of the Salesperson as the jumping off point for our discussion about the future of sales and the changing role of the sales person. Will there still be salespeople in 10 years? With today’s prospects becoming ever less reliant on the salesperson, Bridget and I identify the challenges that all sales reps face in the battle to remain relevant to their customers and what that means in terms of the responsibilities that sellers must assume for their own professional and personal development. You’ll want to listen as we delve into the concept of value co-creation and what that means in terms of how sellers must collaborate with their prospects during their buying process. And, learn how this trend specifically will impact the next generation of sales people: millennials. Make sure you join us for this episode!

November 24, 2015

On Accelerate! Now: Episode 39 with Elinor Stutz. Customers Don’t Care What You Know, But Want To Know That You Care

Elinor Stutz, is the bestselling author of two books, including, Nice Girls Do Get the Sale – Relationship Building that Gets Results. In this episode, Elinor discusses why sales techniques are not a substitute for understanding why you’ve been invited in for a conversation with a potential customer in the first place. Elinor lays out why selling with integrity, consciously putting the prospects’ goals and needs first, and leading with questions that demonstrate an understanding of their situation are the best ways to collaborate with them on their buyer’s journey. You’ll definitely want to listen in as Elinor shares her story of how her most effective discovery question has helped her become a top sales producer (but not before it got her into trouble first!).

 

November 4, 2015

On Accelerate! Now: Episode 28 with Joe Gustafson. Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers

There’s a big lack of value in the typical sales conversation today. In our discussion, Joe Gustafson, Founder and CEO of Brainshark, describes the four crucial factors contributing to poor sales conversations. He outlines the solutions for you in terms of the continuous learning, increased customer engagement and metrics-based coaching that enable sales teams to have the high value conversations that will move prospects through your pipeline more quickly. Joe describes how a sales enablement tools such as Brainshark’s Sales Accelerators facilitate this process to increase prospect engagement and bridge the sales productivity gap. He also describes the challenges of building a high-velocity sales team in an extremely competitive market and choosing the right sales model to deliver maximum value to customers. This episode is packed with great insights for entrepreneurs, CEOs and sales leaders. Don’t miss it!

November 3, 2015

On Accelerate! Now: Episode 27 with Mark Hunter. High-Profit Selling: Why You Can Never Un-Discount A Discount

Mark Hunter is The Sales Hunter, and a master of selling high value at full price. He’s the author of the book, High-Profit Selling. In this episode, Mark describes the steps you need to take to develop the competence, confidence and credibility that enable you to sell at full price. Mark also shows how discounting changes the very nature of your relationship with your customers. (And not in a good way). He also addresses the critical importance of sales reps making a personal commitment to continuous learning and demonstrates how this directly ties to your ability to sell value at full-price and maintain relevance to your buyers. If you’re a CEO, VP of Sales or Sales Ops, or a sales leader you do not want to not miss this episode with The Sales Hunter.

 

October 9, 2015

On Accelerate! Now: Episode 14 Front Line Friday with Bridget Gleason. Finding Sales Advice Online That Works For You

My regular guest commentator on Frontline Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With twenty years of sales and sales management experience in the technology sector, Bridget going SumoLogic’s executive team to lead and grow the inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. Prior to Engine Yard, Bridget was the founder and principal of the BLG Consulting Group, a strategic sales consulting organization. She is an advisor to several early stage start-up companies.

Over the coming weeks we’ll tackle a range of topics associated with the challenges of rapidly growing sales and scaling a high performance sales team in a competitive market. In this episode we talk about how hard it can be to find sales advice that you can trust. Bridget and I examine some of the advice and wisdom that is found on sales blogs. It’s a free world and everyone is entitled to their opinion. But, is doesn’t mean that they’re right. We’ll help sort that out in this episode.

Over the coming weeks we’ll tackle a range of topics associated with the challenges of rapidly growing sales and scaling a high performance sales team in a competitive market.  In this episode we talk about how hard it can be to find sales advice that you can trust. Bridget and I examine some of the advice and wisdom that is found on sales blogs. It’s a free world and everyone is entitled to their opinion. But, is doesn’t mean that they’re right. We’ll help sort that out today.