Accelerate Podcast with Andy Paul
February 7, 2017

How to Win More Sales by Building Rapport. With Elinor Stutz. #375

Joining me once again on this episode of Accelerate! is my guest Elinor Stutz, an author, speaker, and consultant. She is author of the book, Nice Girls DO Get The Sale: Relationship Building That Gets Results, and, more recently, The Wish: A 360-Degree Business Development Process That Fuels Sales.


[1:05] Elinor says, nothing is impossible. When a good idea hits you, go for it, and you’ll have no regrets.

[3:51] Today’s biggest sales challenge is credibility and trust, and getting physical access to the customer. Trust and credibility come from person-to-person contact. Words, actions, and deeds need to be in sync, as they are your brand.

[5:51] Clients don’t want you to sell a product. They want to tell you their problems, and to hear how you plan to help solve them, if you can. It starts with building rapport and trust.

[6:17] 130 years into industrial sales, why is building rapport the biggest issue? Is the extroverted, aggressive salesperson not a personality that builds rapport easily? Humor and kindness go farther than product features, in securing a sale.

[10:11] The Wish tells of how Elinor wanted people to contact her, and to come to her for assistance. Social media made it happen, when she learned the techniques. The Internet sales funnel is upside-down, if you put the right pieces in place.

[12:20] Know your authentic self and story; make it your brand; develop content; communicate to attract interest among multiple audiences; and build relationships.

[14:10] Sharing personal stories develops commonality with your audience. Elinor’s blogs include a short introduction, her own related story, and asking questions about the reader’s story, to help solve the problem addressed at the top.

[15:32] Reciprocity encourages a prospect to reveal something about themselves, after you reveal something about yourself.

[16:18] Your story has human elements. Talk about your original vision, the struggles you had, how you overcame them, where you are today, and how your long-term vision has developed. People will buy into your journey.

[20:07] Make your Tweets 75% helpful information that your audience wants, needs, and desires, and 25% tips with a link for people to learn more. Elinor often includes a video within a blog. Share Tweets and posts. Join an online sales group.


January 31, 2017

How to Build Valued Relationships With Your Buyers on LinkedIn. With Trevor Turnbull. #369

Joining me on this episode of Accelerate! is my guest Trevor Turnbull, Owner of Linked Into Leads, online reputation strategist, LinkedIn trainer, keynote speaker, and owner of the 30 Day Sales Machine program.


[:51] Trevor’s agency, Linked Into Leads, is in Vancouver. 98% of their clients are outside of Vancouver. They generate leads, using LinkedIn to turn cold leads into warm prospects.

[3:56] Trevor uses LinkedIn as a tool — a massive database of opportunities — to get his clients in front of their audience at the right time in the buying process. Trevor teaches methods for effectiveness.

[4:50] Trevor has a degree in marketing, but went straight into sales in 2003, cold calling from the Yellow Pages. In 2009, he started using LinkedIn for social selling, human to human.

[7:19] Tip: make sure your profile photo is professional. Don’t treat LinkedIn as an online résumé. Those who view your profile want to know how you can help them, but you have just six seconds to capture their attention.

[8:07] In a LinkedIn campaign, use laser focus. Specifically aim for your target persona, and speak to them directly about pain points, with headline, summary, and supporting media.

[13:31] The 30 Day Sales Machine is a marketing cycle program for a LinkedIn campaign of 1000 connection requests (50 per day), and replying to responses. Use a dedicated email account for a campaign.

[16:45] Don’t just join LinkedIn groups of your peers. Join groups of your target buyers. You have to request to join. Let the group admin know what value you offer to them.

[20:31] In a LinkedIn campaign, define your searches, and save the searches for further filtering.

[23:14] TIP: Use the permission method for connecting: Thank you for visiting my profile. I’m looking to expand my network in the (blank) space, here in (blank). Would you be open to connecting on LinkedIn? This gets much better response than the generic request.

[25:48] If the person accepts, follow up with a message that doesn’t ask for anything: Great to have you in my network, I look forward to sharing ideas. If there’s anybody I can help connect you with, don’t hesitate to ask.

[27:08] Differentiate yourself and start a conversation with a second follow-up such as: I’m looking to get some feedback from decision makers such as yourself on the challenges they’re facing with (blank). Some of your peers have said this …

January 16, 2017

How to Accelerate Relationship-building. With Keith Dugdale. #356

Joining me on this episode of Accelerate! is my guest Keith Dugdale, CEO of The Business of Trust, which is a sales consultancy based in Brisbane, Australia, and coauthor of the book, Smarter Selling: How to grow sales by building trusted relationships, by David Lambert and Keith Dugdale. Among the topics that Keith and I discuss are the activities and mindsets that work best for relationship-building, when sales training is premature, and how trust means ceding control to the customer.


[2:55] Focus on helping a client succeed, and building a relationship of trust, and that will create an environment where they want to buy from you.

[3:32] The ‘I owe you’ approach is that the salesperson owes  the customer everything, for their present commitment of time, and potential future commitment of money.

[6:46] Top executives place a higher premium on their time than on money. They will give time to the person who gives the most return for it. This requires deep advance research.

[8:44] Look at the drivers of the person you are speaking to, the person’s business role, their organization, and most importantly, global and local issues within their industry.

[14:37] The standard sales development process many companies use that focuses on setting up meetings is not about relationships. Behavioral change is needed. Don’t invest in training until other key pieces are set up.

[15:36] Have a business strategy, a key account strategy that everyone believes, and long-term market share and revenue goals. Identify the key players, and who in your organization will build the relationships. Then align your infrastructure.

[18:49] Use questions that aspirational CEOs want to hear. Don’t ask what is their biggest challenge. Ask what is going really well, and, is there anything that could go better?

[23:35] We are losing our curiosity. What are the traits a salesperson needs, to ask the questions that build relationships.

[27:08] Trust, for the salesperson, is ceding control.

[29:50] No one likes to be sold to, but everyone likes to buy.

January 9, 2017

How You Can Increase Sales through Customer Service. With Peter Shankman. #350

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day One of The Accelerate! Virtual Sales Kick-off Week is my guest Peter Shankman.

Peter is one of the most sought-after keynote speaker on customer and social economies; founder and CEO of The Geek Factory; founder of Shankminds; the author of multiple books, including Zombie Loyalists: Using Great Service to Create Rabid Fans, and the host of the Faster Than Normal podcast.

On Day One of our 2017 Virtual Sales Kick-off Meeting we are  focusing on your customer.

In this episode, Peter starts kick-off week by sharing lessons about how you can use customer service as your engine of revenue growth in 2017. Among the key lessons provided in this episode are: how to always exceed your customer’s expectations, why referrals are more effective than advertising and how the role of the sales professional will be changing in 2017 and what that means for you.

Don’t miss this essential start to your ongoing sales education in 2017!


[1:10] Peter runs, a 150-person online Mastermind working through the entrepreneurial process. He is a corporate keynote speaker; he does video stand-ups; and he has published four books, with a fifth coming in 2017.

[1:50] Andy asks about Peter’s ADHD; Peter was perceived as a difficult child in school. Faster Than Normal, which is the number one podcast on ADHD, discusses ADHD as a gift, when it is mastered, and correctly managed.

[5:32] Bosses need to understand that chances are one of their team has ADHD, and trying to fit them into a mold is a mistake. Let them work the way they need, and they will be more successful.

[7:16] Customer Service is a revenue generator when you do it right. Your customer isn’t generally used to great service. If you provide service better than they expect, they will buy more from you. And praise you around the world.

[8:11] No one believes how awesome you are, if you’re the one to tell them. If their friend tells them, then you’re awesome.

[9:37] Ask your clients how you can make their experience better. Show them that you’re listening to them.

[12:28] Customers don’t need balloons, or ‘freemiums.’ They need you to know their name, and that this is not their first visit to your company. Just be attentive. Don’t focus on the sale; focus on what you can do to solve their problem.

[14:04] B2B buyers are people, too. They buy at work the same way they buy as consumers, getting recommendations from trusted friends, just in larger orders. Be a little better than your competition’s horrible service, to win their loyalty.

[18:00] Advertising is a weak tool, contrasted against personal experience, and referrals.

[18:49] How Peter sees the evolving role of salespeople.

[21:48] Value is specific to what the customer wants. Why customers aren’t interested in “dinner and drinks,” but getting their job done on budget in the least period of time possible.

December 21, 2016

Ten Rules of Sales Success. With Thom Singer. #336

Joining me on this episode of Accelerate! is my guest Thom Singer. Thom is a sought-after speaker, host of the Cool Things Entrepreneurs Do podcast, and author of many books, including, The ABC’s series, and his Some Assembly Required series about networking. Among the many topics that Thom and I discuss are the keys to building relationships, insights from Thom’s writings, and networking tips that are also sales tips.

August 23, 2016

How to Build Effective Relationships with Your Ideal Clients. With James Carbary. #234

James Carbary is the founder of Sweet Fish Media and co-host of the B2B Growth Show, a podcast about B2B sales and marketing. In this episode, James and I talk about some of the tools that B2B companies can use to create relationships with their ideal clients. Join us as James shares his strategies for how companies should use podcasting to create awareness and engage with potential prospects.


August 2, 2016

How to Work a Room to Make Connections. With Susan RoAne. #216

Susan RoAne, also known as the Mingling Maven, is a leading international authority on how to work a roomful of strangers to make vital business connections., She is the author of the million selling book, How to Work a Room: The Ultimate Guide to Making Lasting Connections. On this episode, Susan and I cover a range of topics centering on how to work a room, including how to build a network, how to use social media to maintain connections, and practical strategies on how to effectively work a room at your next event.

July 27, 2016


Over the next few weeks, we’ll be celebrating the release of the 200th episode of my podcast, Accelerate!.

Since it’s introduction on Oct 5, 2015, you’ve helped Accelerate! become the go-to resource for insightful, educational, motivational and entertaining interviews with world-class experts on a range of subjects that all contribute to helping you accelerate the growth of your sales and your business. 6 days a week we’re providing valuable insights and strategies you can’t afford to miss.

I’m marking this milestone by highlighting the most popular episodes we’ve published so far on Accelerate!

Top 5 Most Popular Episodes on Social Selling
Today I’m showcasing our 5 most popular episodes about Social Selling (as measured by the number of times each episode was downloaded or streamed by members of my audience.)

The experts on these episodes hold a range of opinions about the best way to maximize the effectiveness of your social selling. However, irrespective of which approach you favor, I guarantee that you’ll learn something new to help you become more productive by listening to each of these episodes.

The episodes are listed below in order of popularity. Enjoy!

Please take a minute to share this article. Thanks!

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#1. Special Episode: How the Microsoft Acquisition of LinkedIn Will Impact Sales Professionals
This was a special episode of Accelerate! about Microsoft’s proposed acquisition of LinkedIn. I asked three leading experts on LinkedIn, Miles Austin, Kurt Shaver and Viveka Von Rosen to share their perspectives about what this proposed acquisition will mean for sales reps and sales leaders.

CLICK HERE to listen to this episode now!  CLICK HERE to listen on iTunes.


#2. Episode 157: The 5 Pillars of Social Selling to Re-Energize Your Pipeline. With Tim Hughes
Timothy Hughes 80Tim Hughes, one of the world’s leading experts in social selling, is the founder of Digital Leadership Associates, author of Hacking the Buying Process and co-author of a new book 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.

CLICK HERE to listen to this episode now!  CLICK HERE to listen on iTunes.


#3. Episode 103: The 9 Cs of Social Selling Success. With Shane Gibson
Shane Gibson 80In this episode, Shane Gibson, author of Sociable and Guerrilla Social Media Marketing, and host of The Social Sales Podcast, shares best practices for using social selling to build the relationships and stimulate sales conversations with decision makers.

CLICK HERE to listen to this episode now!


#4. Episode 143: How to Effectively Integrate Social Selling into Your B2B Sales Process. With Jack Kosakowski
Jack Kosakowski 80Jack Kosakowski is the global head of Social Sales Disruption at Creation Agency. He works with B2B companies to infuse social into the traditional B2B sales process. In today’s installment, I chat with Jack about how to use social media to add value to prospects as they navigate their way through your sales funnel.

CLICK HERE to listen to this episode now! CLICK HERE to listen on iTunes.


#5. Episode 153: Best Practices to Accelerate the Growth of Your Sales Using LinkedIn. With Viveka Von Rosen
Viveka Von Rosen 80Viveka 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.

CLICK HERE to listen to this episode now!

If you’ve missed any of my previous episodes of Accelerate!, CLICK HERE to view a list of my entire catalog of more than 200 interviews with leading sales experts and thought-leaders.

Top 5 Most Popular Social Selling Podcasts on Accelerate!

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.

July 19, 2016

How to use a Podcast to Connect with Prospects. With John Lee Dumas. #204.

John Lee Dumas is the Founder and host of Entrepreneur On Fire (EOFire), an award winning podcast where John interviews successful entrepreneurs, 7-days a week. Entrepreneur on Fire generates over a million monthly listens.

In this episode John shares what inspired him to start Entrepreneur on Fire, why podcasting is a great way to intimately connect with potential buyers, how podcasting can be a great business/sales tool, and why consistency and serving your audience are the keys to a winning podcast. Join us now.