Accelerate Podcast with Andy Paul
December 4, 2017

#605 How to Grow from Manager to Sales Leader w/ Tim Sanders

Tim Sanders, author of four books, including the New York Times bestseller Love Is the Killer App: How to Win Business & Influence Friends and Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges, joins me for the second time on this episode of #Accelerate!

KEY TAKEAWAYS

  • Tim says the single biggest challenge facing sales reps today is the overwhelming technology. Organizations must simplify processes and choose the tools that make the biggest difference. Sales is getting more complex.
  • Buyer stakeholders are increasing in number but there is one dominant mobilizer and the sales rep may be able to meet that person once. Reps need a creative advantage, such as a heroic journey or a well-chosen metaphor.
  • A story is not an anecdote about your company. A story has movement and tension. The only way your prospect will retell the story internally is if the prospect sees themself as the protagonist. A metaphor works for this.
  • Tim tells how Yahoo responded when clients demanded to pay per click. Yahoo argued an iceberg metaphor for digital influence beyond the click. The metaphor made a huge impact on Yahoo’s own influence reach.
  • Tim shares a more recent metaphor used by Regus for the enterprise. They went from running into a brick wall to reaching the ‘cloud.’ Use either an archetypal metaphor or a contemporary metaphor to stick in the memory.
  • Account-Based Marketing is one segment of the market. Dealstorming has a place in ABS and ABM. Dealstorming teams in ABS are smaller and tend to stay intact over time. Tim explains how they operate.
  • Most IT decisions are now made by managers buying software without consulting IT. IT is sweeping out ‘shadow IT’ solutions. Go through the IT department for success at a client. Land-and-expand only works through channels.
  • Tim notes the difference between a sales manager and a sales leader. It’s ‘zeroes’ or ‘commas.’ Sell the larger products.
  • Tim talks about hiring and management and the leader-management-exchange or LMX theory in sales. Reward competence and dedication with latitude. Similarly, reps give value to prospects in return for time.
  • KPIs and activity metrics are not the keys to success. Tim tells a story of CareerBuilder shaping their culture through rewarding competency commitment and dedication.
  • Demonstrate an intense level of curiosity. Create your own learning plan outside of the company’s learning plan. Show EQ.
  • Develop competency in the human elements of sales.

IMPORTANT ANNOUNCEMENT

For Vice Presidents of Sales of high-growth companies and built on recurring revenue — 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 subscription-based 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 SaaSSLAM.com now, to learn more and enroll today.

May 6, 2017

#451. How to Engage the C-Suite. With Sharon Gillenwater.

Sharon Gillenwater, Founder of Boardroom Insiders, and CXO engagement strategy expert, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

[1:35] Boardroom Insiders provides in-depth executive profiles to large tech vendors, to engage the C-suite on a personal level. Sharon was a consultant, and was asked her how to sell to the C-level. After research, she started the company in 2008.

[5:08] Boardroom Insiders has around 12K executive profiles in their database, which is constantly updated, and available by subscription. They have tracked some of the executives, from company to company, for almost 10 years.

[6:05] LinkedIn and contact databases tell you who to contact. Boardroom Insiders tells you what they want to talk about. If you call an executive with no credibility of your own, you won’t get a second chance.

[7:31] Sharon discusses decision makers outside the C-suite. Sometimes they come to no decision, which is a bigger obstacle than the competition. Teams demand integration between unlike products. C-suites can influence the sale.

[12:16] Sharon says you work with stakeholders, decision makers and the C-Suite. It is not simply a matter of engaging the CEO. Work all the levels.

[14:05] Sharon includes business unit heads in the C-suite category, as they make many of the tech decisions. The perception of what C-suite is has expanded as new titles have proliferated. Sharon discusses new digital expectations.

[15:57] Sharon walks through the enterprise sales process, including automation tools, brand presence, content marketing, and the one-to-one value proposition CEOs expect. Most sales teams save the CEO focus for the largest accounts.

[19:07] The ABM/ABE model needs to be in place at an enterprise for the Boardroom Insiders database to be useful. The data gives the opportunity to personally engage at the highest level, within a very targeted group of accounts.

[21:41] ABE allows you to define plays and develop playbooks. But a generic invitation does not work with the C-suite audience. It takes a personally relevant call from their executive peer.

[27:24] The human touch in selling is making a ‘comeback.’ There are no automated silver bullets.

[29:38] Sharon explores why field marketing controls the data, and feeds it to sales. Sales may not have the budget. It’s often the way SaaS is organized.

[31:12] Sharon would like sales to have better access to the data.

 

December 23, 2016

Tips for Better Sales Planning for 2017. With Bridget Gleason. #338

Welcome to another Front Line Friday with my special guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics: how to approach developing your sales plan for 2017 (for individuals and managers);  the ideal timeframe for sales planning; sales manager planning and how to convert your plan into action.

July 11, 2016

Sales Leadership Starts With the Sales Rep. With Kevin Eikenberry. #197

Kevin Eikenberry is Chief Potential Officer at the Kevin Eikenberry Group, a world-renowned leadership expert, a two-time bestselling author, speaker, consultant, trainer, and coach. In this episode our discussion is centered around the leadership component of sales. You’ll learn why you need to lead, inspire and motivate the buyer to take action. And, why too few sales reps ever seem to consider their role to be that of a leader. Tune in to hear Kevin and I talk about the intersection of leadership and management in the context of sales and what that means for your success.

June 3, 2016

On Accelerate! Now: Episode 170 with Bridget Gleason. Managing and Coaching Under-Performing Sales Reps

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I talk about managing and coaching under-performing sales reps. Sometimes, that can include respectfully managing those reps into other career opportunities. Be sure to join us for this information-packed episode! Among the topics we discuss are:

  • How much time you should give an underperforming sales rep to improve their results.
  • Should be a termination come as a surprise to a sales rep?
  • How managers should factor non-work related causes of poor performance into their evaluation.
  • How you should manage terminations for reasons other than sales performance.

 

May 23, 2016

On Accelerate! Now: Episode 161 with David Long. Why Managers Fail. And How to Avoid It.

David Long is author of the Wall Street Journal Best-Seller Built to Lead: 7 Management R.E.W.A.R.D.S Principles for Becoming a Top 10% Manager. David is also the Founder and CEO of MyEmployees, a 25 year-old firm in the Top 1% Worldwide in the Employee Engagement and Recognition industry. In this episode, David explains why few employees get promoted into management and why even fewer succeed once they get there. Listen in as David provides indispensable career advice for every manager, and for every sales rep that wants to become one. Among the topics we discuss are:

  • How to maximize your ability to have an amazing management career
  • Why just 1 in 7 new managers achieve success
  • What truly sets good managers apart from bad managers.
  • How to build the effective manager mindset that will get you to the top.
  • Why you must enable employees to continue their professional education on company time.
May 9, 2016

On Accelerate! Now: Episode 151 with Brad Szollose. What Every Manager Should Know about Managing Millennials.

Brad Szollose is a business adviser, web pioneer, keynote speaker, and Millennial expert. He is the author of the award-winning book Liquid Leadership: From Woodstock to Wikipedia–Multigenerational Management Ideas That Are Changing the Way We Run Things, which delves into new styles of leadership – primarily how to get progressive tech-savvy Gen Y and analog driven Baby Boomers working together. In this episode Brad and I discuss the challenges for managers in managing the potential differences between generations in the workplace.

  • How to create a comfortable work environment for millennials.
  • Why millennials appear to be entitled (but. in reality. aren’t.)
  • How the four current generations differ in their approach to work. And, why it’s important to you.
  • The best way to set expectations and goals for millennials.
  • How the boomer generation was raised in fear. And, what that means for managing the transition between generations in the workplace.
March 9, 2016

On Accelerate! Now: Episode 108 with Lee Salz. 5 keys to hiring the right sales rep for the right job.

Lee Salz is a consultant and author of the bestselling book Hire Right, Higher Profits. He is also the founder of one of the biggest discussion groups on LinkedIn. In this episode, Lee Salz discusses how hiring the right sales rep for the right job will give you a bigger return on your investment. Listen in as we talk about:
  • Why writing skills are important in the hiring of sales reps
  • Why it is important to know what you are selling when hiring the right candidate
  • Why it is essential to test for the position you are hiring for
  • How to gain visibility into the candidate you are interested in
  • How to construct the best interview questions based on the role you are hiring for
January 28, 2016

On Accelerate! Now: Episode 79 with Lee Caraher. Millennials and Management, The Essential Guide To Making It Work At Work

In this episode, Lee Caraher, Founder and President of Double Forte, and author of the book, Millennials and Management, The Essential Guide To Making It Work At Work talks about the best practices for harnessing the energy, motivation and tech savvy of millennials to help your business grow. In our conversation we puncture many of the unfounded myths people hold about millennials. Listen in as we talk about:

  • How to harness the flexibility of millennials
  • Managing the work-life balance with millennials
  • How to clearly set expectations for millennials
  • Why millennials adapt to change easier than other workers
  • How to manage the multi-generational workplace
  • Why the basic interpersonal skills work best with millennials

This episode is a must listen for any CEO, manager or sales leader that manages millennials. Or, manages those who do!