Accelerate Podcast with Andy Paul
July 21, 2016

Optimizing Sales Lead Generation. With Eric Quanstrom. #206

Eric Quanstrom is the Chief Marketing Officer for KiteDesk. KiteDesk provides automated prospecting software for B2B sales teams. Among the many topics covered in this episode, Eric and I talk about how to integrate inbound and outbound strategies to optimize sales lead generation, Eric’s three secrets to sales development success that are hidden in plain sight and what KiteDesk is doing to amp up the productivity of sales development teams.


July 12, 2016

How to Use LinkedIn to Grow Sales. With Mark Williams. #198

Mark Williams is the founder and managing director of ETN LinkedIn Training, and the UK’s leading LinkedIn and social selling expert (also known as “Mr. LinkedIn” on Twitter.) LinkedIn has become an indispensable tool for finding new prospects and decision-makers when developing new sales. In this episode, Mark describes his 5C system that teaches you how to become more active and engaged on LinkedIn. And, how to take full advantage of its power as a networking tool to develop the trust-based relationships with decision makers that result in orders.


July 4, 2016

Building a Referral Machine. With Tim Templeton. #191

Tim Templeton is an entrepreneur, consultant, speaker and bestselling author of several books, including The Referral of a Lifetime. In today’s episode, Tim shares his strategies for how to build a strong book of business based solely on referrals. Among the topics we discuss are:

  • How to develop a lifetime relationship with a client.
  • How to build your ABC database.
  • How to build your referral engine.
  • How to scale your business scalable using referrals.
May 26, 2016

On Accelerate! Now: Episode 164 with Benjamin Hastings. Efficiently Connecting with Prospects to Win More Deals

Benjamin Hastings is a two time entrepreneur and the co-founder of PerformYard. PerformYard is a web-based software platform that drives revenue growth and employee performance for the enterprise. On today’s episode, Ben and I discuss how to help sales reps become more efficient in how they use their time to help prospects make their decisions. Among the topics we discuss are:

• What are the most meaningful sales metrics for managers?

• What’s your definition of sales efficiency?

• Why are pipelines so full of unqualified suspects?

• The sales tool you need to help manage prospects in the middle of your funnel.

• Easy steps to increase engagement with prospects at each sales stage.

Tune in to find out more!

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 17, 2016

On Accelerate! Now: Episode 157 with Tim Hughes. The 5 Pillars of Social Selling to Re-Energize Your Pipeline.

Tim Hughes, one of the world’s leading experts in social selling, is the founder of Social Selling Lounge, author of Hacking the Buying Process and co-author of a new book you can pre-order called Social Selling: Techniques to Influence Buyers and Changemakers.  In this episode, I talk with Tim about the five-stage social sales methodology he has created to drive B2B sales. Tune in to hear how you can use social selling at every stage of sales process.

  • What is social selling and why is it so misunderstood?
  • What are the five pillars of effective social selling?
  • What is the biggest mistake sales reps make when it comes to social sales?
  • What are the best social sales processes to use to move prospects through your funnel?
May 11, 2016

On Accelerate! Now: Episode 153 with Viveka von Rosen. Best Practices to Accelerate the Growth of Your Sales Using LinkedIn.

Viveka von Rosen is a leading social selling expert, and the author of LinkedIn Marketing: An Hour A Day. In today’s episode, Viveka and I talk about how sales teams should use social selling in general, and LinkedIn, in particular, to initiate and build stronger relationships with their prospects and clients. Among the topics we discuss are:

  • What is the best use of LinkedIn in sales?
  • What are the biggest misconceptions sales reps hold about LinkedIn?
  • How to best use LinkedIn to warm up cold calls.
  • Best practices for utilizing Sales Navigator.
  • What are the advantages of LinkedIn over other social media platforms?
  • What is the future of LinkedIn as a sales tool?
May 8, 2016

The Best of Accelerate! How Hyper-Growth Companies Create Predictable Revenue. With Aaron Ross

In this episode, originally published on Feb 9, 2016, Aaron Ross, discussed the lessons that sales leaders had learned about building highly scalable revenue machines in the time since the publication of his influential first book, Predictable Revenue. He has captured many of these lessons in case studies contained in his new book (written with co-author Jason Lemkin), From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue. In this information-packed episode we discuss key topics from this book including:

  • The steps required to plan for sales success.
  • How to increase you chances for success by Nailing a Niche
  • Why you can’t prove your sales model by selling to friends of friends.
  • How to avoid being trapped in the Trust Gap
  • The vital role that Customer Success plays in driving revenue growth
  • And much, much more!

Want to learn how to accelerate revenue growth for your company? Don’t miss out on this episode!

April 17, 2016

The Best of Accelerate! The 5 “E’s” of Social Business Success. With Jon Ferrara, CEO of Nimble.

In his unique high-energy style, Jon Ferrara, founder and CEO of Nimble, and one of the early pioneers of the entire sales force automation industry, shares his “5 E’s” of Social Business Success. You’ll have to listen if you want learn these essential keys to becoming a trusted advisor to your customers, to creating lasting value-based relationships and to building a community that produces a steady stream of referrals. If you’re in sales, service, management or leadership, then you will definitely want to invest some time to listen to this episode!

April 11, 2016

On Accelerate! Now: Episode 131 with Lindsey Anderson. 4 Marketing Hacks to Generate Traffic and Sales Leads.

Lindsey Anderson, also known as “One-Click Lindsey”, is the host of the Traffic and Leads podcast. She is an expert in helping small businesses use innovative online marketing strategies to drive more traffic to their websites and generate more sales leads. In this episode, Lindsey provides effective marketing hacks that entrepreneurs and small companies can use to develop new sales opportunities. Listen in as we discuss the following topics and more:

  • The two most common, and costly, mistakes small businesses make in their online marketing and sales efforts.
  • How entrepreneurs should prioritize which online marketing tactics will be the most effective for their businesses.
  • What are the primary characteristics of a great website in terms of being able to generate leads and traffic?
  • Guidelines for using Facebook Marketing, which is paid advertising, to develop highly targeted leads.