Accelerate Podcast with Andy Paul
February 21, 2017

How to Draw to Win. With Dan Roam. #387

Joining me on this episode of Accelerate! is my guest Dan Roam, President of Digital Roam, bestselling author of multiple books, including, The Back of the Napkin, and the book we’re going to talk about today, Draw to Win. Among the topics that Dan and I discuss are Dan’s history with drawing, Dan’s study of visual processing in the human brain and how it opens the door to greater understanding.

KEY TAKEAWAYS

[2:24] Dan has always drawn. In university he studied organic chemistry and painting, and learned the same structural concepts. Dan wanted to push this modeling concept into business. People remember pictures over paragraphs.

[7:07] Dan’s girlfriend was a nanny in the Soviet Union, and got Dan a visa to work there. He worked at a tourist magazine. He stayed seven years, founding the first Western ad agency.

In Russia, Dan communicated largely with pictures.

[12:09] Dan liked working with business people, helping them clarify their ideas. He came back to the U.S., and continued with the same approach. Dan realized early on that a flip chart would help each person understand a deal.

[15:00] Each time Dan’s company did a flipboard pitch, they won; many times even when, by their small size, they shouldn’t have. They were the ones who drew the client a picture.

[16:21] People want a story, and a connection; they want to trust you. We neglect the fact that people would like to see some honest creativity taking place in the actual meeting. [17:57] About ⅓ of your brain by weight is dedicated to vision. Another ⅓ of your brain is dedicated to processing vision along with other sensory input. That leaves ⅓ of your brain for everything else, besides visual processing.

[23:45] Our brains could hold the imagery from 33 million Blu-ray Disc movies. To memorize speeches, assign each thought to a particular visual, in a train of images.

[27:33] You can draw anything, if you can draw a circle, a square, a triangle, a line, a blob, and an arrow. Use stick figures. This is not an artistic process. This is a thinking process. The simpler the visual, the better the communication.

[28:04] It took years of training to learn how to write your name. It takes about five minutes for an adult to learn the process of drawing. Confidence comes with practice. The picture is another tool in your communication toolbelt.

[32:05] Dan saw that sometimes his pictures worked; other times, they didn’t. Some pictures are processed easily, and some pictures confuse. Dan explains the six brain pathways for images: What, How Much, Where, When, How, and Why.

[36:21] To sell a safer car, draw a car, an accident rate chart, a map, a timeline, a flowchart, and a smart car, in that sequence. [41:10] Prepare 75% of your presentation ahead, let the client provide 25% of the thinking and visualizing process. Ask, can you mark here what you think is the the most important thing? Practice the presentation and the pictures first. Never wing it.

January 14, 2017

How You Can Accelerate Your Success in 2017. With Mark Hunter. #355

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Five of the Accelerate! 2017 Virtual Sales Kick-off Week is my guest Mark Hunter.

Mark Hunter is The Sales Hunter. He’s a keynote speaker, sales trainer and author of High-Profit Selling: Win the Sale Without Compromising on Price, and most recently, High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Benefits.

On Day 6, this last day of our 2017 Virtual Sales Kick-off Meeting the focus is squarely on you. And the steps you can take to elevate your professionalism and performance in 2017.

In this episode, Mark lays out his challenges for sales professionals in 2017, including how to put together a personal development plan, how to develop the habit of curiosity, how to create purposeful personal goals, how to hold yourself accountable for achieving your personal goals and much much more.

Want to improve your sales performance in 2017? Start by investing half an hour to learn from Mark Hunter.

KEY TAKEAWAYS

[:54] Mark’s 2017 sales resolution is to spend more time with fewer prospects. Who do we prospect? Is a heartbeat enough of a qualification? Mark’s dog has not bought from him, yet.

[2:15] Mark wants social media be one-to-one communication. #SocialMediaWithoutSocialCommunityIsSocialStupidity

[4:50] The number one challenge facing salespeople is to know and accept that their most valuable asset is their time. Use tools to manage your time.

[7:41] Connect with three or four external peers to challenge and motivate each other, to get to the next level. Top performers associate with top performers.

[9:03] Every floor in a building is not the same. Move yourself to the next floor and find a whole level of new opportunities and relationships. It will change your paradigm.

[12:30] What can you do to improve yourself this month or quarter? What can you do to improve yourself over the next five-to-ten years? Mark’s goal is to read a book a week.

[12:51] To read a book a week, Mark will have to: 1) pick up his reading pace, 2) become more focused and retain what he reads, and 3) be able to cut out other activities from his time.

[14:40] Higher-achieving people, while they work out, are listening to podcasts, not to music, to better themselves.

[17:06] Disrupt You!, by Jay Samit, shows that things are changing, and there are incredible opportunities coming, if you open yourself to change, and take advantage of them.

[19:23] Ask your kids everyday, “What did you Google today?” We have to become more curious, and be methodical about it.

[22:50] Curiosity needs to build your knowledge. Have purposeful personal goals. What will you sacrifice to attain your goals? Have an accountability partner who will check in with you.

 

January 10, 2017

How You Can Stay Focused and Productive When You’re Crazy Busy. With Jill Konrath. #351

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Two of The Accelerate! Virtual Sales Kick-off Week is my guest Jill Konrath.

Jill Konrath is a speaker, sales expert, and author of multiple best-selling books, including her most recent offering: More Sales, Less Time: Surprisingly Simple Strategies For Today’s Crazy-Busy Sellers.

On Day Two of our 2017 Virtual Sales Kick-off Meeting, we’re going to focus on your personal productivity.

In this episode, Jill shares some essential tips and techniques to help you, the sales professional, jump-start your productivity in 2017. She provides time-saving and time-creating strategies that you can immediately put to use to stay focused and become more productive amidst the chaos of your daily sales life.

Want more selling time in 2017? Then listen to this episode now!

(Note: in this podcast, Andy refers to the previous episode with Jill Konrath as Episode 319, released on December 1. A scheduling change was necessary after the recording. The previous episode with Jill Konrath is Episode 331, released on December 15, 2016.)

KEY TAKEAWAYS

[1:16] Jill says the single biggest challenge facing sales reps in 2017 is ‘overwhelm.’ Sales reps are constantly running behind, in a time-draining digital swamp.

[3:16] Newly-added technologies take time to learn and may not connect with each other. The more time you spend online, the more overwhelmed you feel.

[5:44] Learn to segregate sales activities and online activities into different time blocks, and not to mix them.

[5:59] Research shows that constantly jumping in and out of email lowers female IQ by five points, and male IQ by fifteen points. Being addicted to email literally saps your intelligence.

[7:01] Jill researched physical and social sciences for her book More Sales, Less Time. One study showed the top 10% producers worked for an average of 52 minutes, then went off on a non-electronic physical break before returning to work.

[10:28] Trigger events, either within an organization, or external to it, suddenly change the organization’s priorities. Jill gives examples of internal and external triggers that change organizational goals and lead to sales opportunities.

[11:41] A sales professional who tracks specific triggers, can start a conversation before their competitors know about it.

[12:55] Be the prospect’s first contact, with your viable vision when it is needed, and you have a 74% chance of winning the business. People buy what is ‘good enough.’

[14:29] Plan a campaign at the start, including pre-written appropriate email messages, to roll out over the next month. Don’t rethink each contact step. Leverage your activities.

[18:15] Examine where the prospect is. Be rigorous with yourself. Do not delude yourself into thinking you have more opportunities than truly are there. Unclog the pipeline.

[20:59] Each morning, take a few minutes to ‘go quiet.’ Focus, settle into where you want to spend your time.

[22:57] Go quiet before a prospect meeting. Cut distractions, to be more present in the meeting. They’ll feel the difference in you, leading to a different conversation, and a higher level of trust.

December 29, 2016

Overcoming Adversity to Find Success With Ryan Stewman. #342

Joining me on this episode of Accelerate! is my guest Ryan Stewman. Ryan is the author of Hard Core [C]loser, and other books, as well as a motivational speaker, consultant, entrepreneur and podcaster. Among the many topics that Ryan and I discuss are the mistakes and challenges he refused to let define him, how to find your inner passion, the core habits of successful salespeople and how to talk with alpha personalities to win the sale.

October 4, 2016

How to Be a Disruptor. With Jay Samit. #270

I am beyond excited to talk to my guest, Jay Samit, an accomplished disruptor, serial entrepreneur, digital media innovator, and pioneer in the music, video distribution, social media, and eCommerce space. Jay is the author of the bestselling book, Disrupt You!: Master Personal Transformation, Seize Opportunity, and Thrive in the Era of Endless Innovation, and is an adjunct professor at the USC Turbie School of Engineering.

Join us for an insightful and entertaining conversation on a range of topics, including what it means to be a disruptor, what self-disruption is really about and how it can transform your career and life, how by solving for others you end up solving for yourself, and how a sales professional can take their problem and use it as a solution to solve for somebody else.     

 

 

September 10, 2016

How Helping Others Helps You Achieve Sensational Sales Results. With Duane Cummings. #250

Duane Cummings, is the author of The Sensational Salesman, as well as CEO and Founder of The Sensational Group. Duane is a trusted advisor to organizations and individuals around the world regarding professional and personal development. He lives life by a great motto – to aide others, act on ideas and achieve sensational results. Join us for a great conversation on many topics around the idea of what it means to live a sensational life and how being of service to others can help be sensational in sales!  

August 12, 2016

How to Rebuild Your Confidence. With Bridget Gleason. #225

My regular guest on Front Line Friday is Bridget Gleason. In this episode, Bridget and I dive into how to rebuild your confidence. We all go through highs and lows, and sometimes we hit a slump. So, how do you find the motivation to pick yourself up, get back on track and build a self-sustaining level of confidence? How do you make sure you’ve got the tools at hand so that when you fall into a slump, you can recognize and get out of them quickly? Join us now to discover tips and tools to help you get out of slump & rebuild your confidence.

August 5, 2016

Does Everyone in Sales Need to Have a “Sales Philosophy”? With Bridget Gleason. #219

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I delve into the topic of sales philosophies (after a brief travelogue from Bridget about her recent travels to Russia.) Among the topics we explore in this conversation are what is a sales philosophy and how does it shape how you sell? And, why it takes courage to truly look inward, and become more self-aware, so that your sales philosophy influences and drives your actions, activities and sales productivity.

 

July 30, 2016

 

Why You Need to Procrastinate On Purpose. With Rory Vaden. #214

Rory Vaden is a sought-after speaker and author of the bestseller, Take the Stairs: 7 Steps to Achieving True Success, and author of another useful book that I really enjoyed, Procrastinate on Purpose: 5 Permissions to Multiply Your Time. Join us now as Rory and I discuss a range of topics about increasing your personal productivity, including what it means to procrastinate on purpose, how purposeful procrastination is different from classical procrastination, how multipliers boost your productivity and other tips you can apply to your sales work.

July 25, 2016

How to Build Effective Customer Relationships in a Digital Age. With Susie Miller. #209

Susie Miller is a speaker, coach and author of the bestselling book Listen, Learn, Love: How to Dramatically Improve Your Relationships in 30 Days or Less!

Known as The Better Relationship Coach, Susie joins me to discuss how to connect with people online and build relationships that help you get the sale and differentiate you from the competition.

Listen now to discover hacks on successfully connecting and quickly establishing rapport with prospects you meet virtually, and dramatically improving your customer relationships in 30 days or less.