Accelerate Podcast with Andy Paul
July 18, 2016

Why you need a Sales Process and a Sales Methodology. (Hint: they’re not the same) With Richard Harris. #203

Richard Harris is founder of The Harris Consulting Group, Director of Sales Training and Consulting for Sales Hacker, and a regular speaker at various Sales Hacker events. In this episode Richard and I dive deep into many topics including the critical differences between a sales process and a sales methodology, why companies need both to succeed in sales, how to build a playbook around big deals and Richard’s NEAT system for prospect qualification.

May 27, 2016

On Accelerate! Now: Episode 165 with Bridget Gleason. When Should You Sell to the C-Suite?

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, the question of the day concerns when should sales reps sell to the C-Suite. Too many sales reps operate on auto-pilot and assume that they absolutely need to sell to the C-Suite, regardless of the product they sell. This is not a guarantee for success.  In fact, you could be shooting yourself in the foot. Among the many topics we discuss are:

• How to identify the right decision maker(s) for your product.

• The important differences between strategic and tactical products.

• What this means for how, and to whom, you should be selling.

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!

December 18, 2015

On Accelerate! Now: Episode 54 Front Line Friday with Bridget Gleason. Five Common Reasons Buyers Say No And How To Get To Yes

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about five common sales objections and how to work with the buyer to get to yes. We also dive into the subject of trust; why it’s essential to take the steps to quickly build trust with prospects and how critical the buyer’s first perceptions of you are in that process. Trust is one of the most important factors in the speed of your sales process. You can’t afford to miss this episode.



December 1, 2015

On Accelerate! Now: Episode 42 with Tibor Shanto. Forget About Fixing Pain Points. Win More With A Focus on Success.

In this episode, Tibor Shanto, principle of Renbor Sales Solutions, pokes holes in the outdated sales notion that buyers are trying to fix “pain points.” He discusses why 75% of buyers that switch vendors are satisfied at the time they switched, and, the dramatic implications that this has for how you need to sell to your prospects. How many times have you heard the “we already have a solution” objection? Then, absolutely, you’ll want to listen as Tibor reveals his GAP methodology for discovery and questioning that inspire and motivate buyers to break from the “status quo.” If you want to accelerate your sales, this is essential listening for every sales rep and sales leader! Download and listen to this episode. And, play it in your next sales meeting!

November 19, 2015

On Accelerate! Now: Episode 37 with Matt Hill. Essential Strategies to Maximize Sales Efficiency at Trade Shows and Conferences.

Matt Hill, founder and CEO of The Hill Group, is a leader in training companies how to sell at trade shows and conferences. He’s worked with some of the biggest names in tech to help them turn trade shows into productive sales events. In this episode, Matt describes the steps companies should take to develop a sales plan for a trade show. And, he provides valuable strategies and techniques that every company can use to provide a better customer experience for booth visitors, develop and qualify more leads on the show floor and implement an effective process for following-up leads (both during and after the show). This episode is a must listen for sales or marketing leader who wants to earn a better ROI on trade shows.

November 18, 2015
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On Accelerate! Now: Episode 36 with Jim Eberlin. How To Conquer The Biggest Sales Challenge: Conducting An Effective Discovery Call

Jim Eberlin, is a successful serial entrepreneur and co-founder and CEO of TopOPPS. He understands the challenges involved in building high velocity sales teams. In this episode, Jim discusses why it’s vital for CEOs in start-ups and SMBs to stay close to the sales process. He also shares practical tips about how to overcome the biggest challenge that sales reps face everyday: maximizing the value of their discovery calls with prospects. The episode is also packed with tips about tools that help prioritize which prospects to work and to optimize the accuracy of your forecasting. Make sure you listen to this episode today.