Accelerate Podcast with Andy Paul
February 16, 2017

How to Capture and Record Activities to Optimize Productivity. With Patrick Hogan. #383

Joining me on this episode of Accelerate! is my guest Patrick Hogan, CEO of Tenfold, a revenue performance platform, based in Austin, Texas. Among the topics that Patrick and I discuss are how Tenfold leverages your technology through a focus on activities to maximize your sales productivity.

KEY TAKEAWAYS

[2:10] In 2014, Patrick noticed a data issue in sales: the lax reporting of phone activities. He, with a group of co-founders, came up with a method to capture all activities: The Revenue Performance Platform, Tenfold.

[3:15] SalesForce could be used to capture all activities, if the reps entered them manually. But that is not what sales reps do. Tenfold now does that for them.

[4:56] The subscription revolution is the realization that the true value of a client is not in the initial sale, but in the continuing long-term relationship.

[5:20] If a client calls in with a complaint, and nobody helps  them, they will churn, and their long-term value is diminished. Tenfold deploys to an entire organization by connecting to their existing phone lines, and entering activity into the CRM.

[8:18] Tenfold has two benefits over other systems: since you use your existing phone system, you keep your great voice quality; and since there is no added hardware, you save costs.

[15:27] Tenfold captures data first, and pushes it to the right CRM spaces, then enables list creation, reminders, and simple sequencing.

[17:11] Patrick explains his emphasis on responsiveness. It is a factor of charisma, as studies show. Don’t be slow to respond. When a lead comes in, if no one follows it up in five minutes, it goes out as an email to reps and executives, as a danger flag.

[24:19] Contextual questions and responsiveness, distinguish top salespeople. Habits and behaviors are the keys to success. Get your prospect to the aha moment first. Take them off the market, by eliminating their incentive to talk to others.

May 29, 2016

The Best of Accelerate! Planning, Preparing, and Engaging are the Keys to a Winning Sales Process.

This has been an extremely popular episode since it’s release. Tim Wackel, is a top sales trainer and an expert on sales process. In his no-nonsense way Tim discusses how the proper preparation at each stage of your sales process is the key to winning the sale. Included among the topics we discuss are:
  • Why it’s important to ask the right questions before you develop your sales presentation
  • Who should you focus more of your efforts on in sales training: the top performers or the middle class performers?
  • How you can ensure that your company has a compelling message and value proposition.
  • What is the 30/20/10 Rule and why is it important to the professional development of every sales rep?
  • How to train sales reps to become better at asking questions.
November 4, 2015
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On Accelerate! Now: Episode 28 with Joe Gustafson. Bridging the Sales Productivity Gap To Have Higher Value Conversations With Buyers

There’s a big lack of value in the typical sales conversation today. In our discussion, Joe Gustafson, Founder and CEO of Brainshark, describes the four crucial factors contributing to poor sales conversations. He outlines the solutions for you in terms of the continuous learning, increased customer engagement and metrics-based coaching that enable sales teams to have the high value conversations that will move prospects through your pipeline more quickly. Joe describes how a sales enablement tools such as Brainshark’s Sales Accelerators facilitate this process to increase prospect engagement and bridge the sales productivity gap. He also describes the challenges of building a high-velocity sales team in an extremely competitive market and choosing the right sales model to deliver maximum value to customers. This episode is packed with great insights for entrepreneurs, CEOs and sales leaders. Don’t miss it!

October 7, 2015
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On Accelerate! Now: Episode 12 with Nancy Nardin. New Sales Tools That Really Can Improve Your Sales Productivity

Is your CRM system not a sales tool for improving performance? Nancy Nardin, Founder of Smart Selling Tools, Inc., believes it’s important for companies to have a CRM system. But a CRM system is not a tool that is going to increase sales productivity like some of the new sales enablement apps that are purpose built to increase engagement, improve conversions and win more deals. So, which sales tools should your team be using to amp up its sales productivity? Listen to this episode as Nancy gives her recommendations on the tools that can make a positive impact in your sales results.

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October 5, 2015
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On Accelerate! Now: Episode 06 with James Obermayer. James Obermayer shares proven turnaround sales strategies for SMEs

As you might expect from the founder of the Sales Lead Management Association, and the CEO of a sales turnaround consulting firm called Sales Leakage, James Obermayer knows that there is no faster and easier way to grow your sales than to quickly and effectively follow up your sales leads. In this episode, Jim draws on his personal hands-on experience of turning around more than 30 underperforming sales teams, and shares his go-to formula for reviving stagnant sales organizations and achieving sales success (which involves marketing, too!).

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