Accelerate Podcast with Andy Paul
February 24, 2017

How to Have a Mindful, Focused Mindset. With Bridget Gleason. #390

Welcome to another Front Line Friday with my very special guest and co-host, Bridget Gleason. On this week’s episode, Bridget and I discuss a mindset of gratitude, dealing with problems and getting over the frustrations they cause without anger. We also discuss the addiction to digital messaging, and the pitfalls of trying to multitask in sales.

KEY TAKEAWAYS

[:45] Bridget is grateful for life. Experience helps her look over frustrations as they occur, reflecting on past frustrations that were worse, of which the causes were forgotten. She deals with them, goes on, and models and shares this behavior.

[4:36] Give people permission not to get all worked up. Frustration doesn’t need anger, bitterness, or disappointment. It is an opportunity to address a problem, without hanging onto the emotion around it. Don’t be addicted to anger.

[6:43] Andy cites Simon Sinek on challenges Millennials have, including the dopamine-driven addiction to texts, emails, and replies. The anticipation for these creates a distraction. Bridget doesn’t crave the interruptions, especially in the morning.

[8:26] Andy gave a presentation to inside sales reps, and saw people checking their phones. He stopped and asked if they kept their phones on their desk while they were making calls. 100% of them raised their hands.

[9:23] Next he asked, who looks at it, if it buzzes while you’re on a call with a buyer? Virtually everybody. The science is absolutely conclusive. We do not multitask. Looking at a text while talking to a customer distracts you from the customer.

[10:41] Looking at a chat or text, to be “responsive,” to a buyer, while you are talking with another, only makes you less responsive to the person actually talking to you. You may only have this one opportunity with the person on the phone.

[12:16] Chat, with one person managing multiple chat windows, divides attention and concentration on any specific conversation. Invite the chat to move up to another channel that allows more personalized attention, even, maybe, a visit.

[13:49] Are older people going to have to incorporate these quick, short chats into their sales process? As humans, we are incapable of switching our attention rapidly and efficiently.

[14:44] Carnegie Mellon research shows that our test-taking ability (a measure of intelligence) falls after an interruption, to the point of making us 20% “dumber.” In a chat, each separate conversation is sub-optimal.

[16:52] Two multi-tasking people chatting with each other, makes the conversation doubly sub-optimal and unfocused.

[17:39] People who can’t resist trying to do two things at once are suckers for irrelevancy, according to Stanford sociologist Clifford Nass. It is efficient and respectful to focus on one thing. Put distractions away. Put your phone in a drawer, or away.

 

February 20, 2017

How to Network for Authentic Connections. With Jeff Beals. #386

Joining me once again on this episode of Accelerate! is my guest Jeff Beals, a sales speaker and author, and Vice President of a major real estate company. Jeff was also the guest on Episode 056 of Accelerate! Among the many topics that Jeff and I discuss are, Jeff’s multiple current jobs, the biggest challenge to salespeople in 2017, how to connect with prospects, how to do networking effectively, whether in person, or digitally, and what you should allow on your own social media.

KEY TAKEAWAYS

[1:06] Jeff is a sales author, speaker, and strategist, who trains and speaks all over the world. His second job is VP of Sales and Marketing for a Midwest commercial real estate firm. He also does a weekly business radio show.

[3:30] Cutting through the clutter is the single biggest challenge facing salespeople in 2017. It’s getting harder and harder to reach people where they live and work.

[4:20] Jeff believes in grassroots selling — making connections with people at home or at work. Marketing is at a disadvantage compared to face-to-face interactions by salespeople.

[5:35] Jeff advises reps who use phone and email marketing, (1) to be exceptionally interesting, and (2) to be other-focused. [6:55] The demands on salespeople are not decelerating at all, while the difficulty of reaching contacts is accelerating. Any big data you have, your competitor probably has it, too.

[7:45] Jeff started selling 30 years ago, face-to-face, and by phone. The ability to know how to behave in a networking space can really help you do business in 2017. People crave the personal touch, if it is relevant and interesting to them.

[8:55] Andy’s trend prediction for 2017, is to start seeing the return of the human element in sales. The last mile of the sale is connecting from the data pipe into the client’s needs.

[10:44] Andy mentions Susan RoAne’s How to Work a Room, as a bestselling guide to networking. People know networking is key. Networking benefits Jeff, in both his careers.

[14:20] The goals of networking: clearly state in your mind the desired outcomes — “I’m going to get a prospect, or at least a very good lead on an opportunity, and I want to get valuable information, and meet valuable people, to further my goals.

[20:03] Use the Rule of Thirds. Spend ⅔ of the time with any one person asking about them and their interests, and ⅓ of the time on your own self-marketing expertise. People are self-obsessed; give them a fascinating reason to think of you.

[27:06] Always go to a networking event by yourself. Since that might be challenging, fill your mind with a vision of success. Act the part of a successful networker. Decide to be outgoing. You will incorporate those traits into your personality.

[30:33] Facebook and Twitter impact your personal brand. Don’t post anything there that your customers won’t like. Post photos and things, even family items, that will make you look good in front of your clients.

February 3, 2017

How to Accelerate Your Sales into 2017. With Bridget Gleason. #372

Welcome to another Front Line Friday with my very special guest (and Front Line Friday co-host), Bridget Gleason, VP of Sales for Logz.io.

KEY TAKEAWAYS

[1:43] Bridget likes to finish with the panic before the end of the year. The last two weeks of the year, reps say, “I don’t have anything else to close this quarter.” Bridget says, “So start building up to where you need to be for the next quarter.”

[2:56] By the end of January, Bridget likes reps to be well on the way to meeting their first quarter goals. As VP of Sales, Bridget needs to have the year’s structure — territories, hiring, ramping — all set, to focus on the year’s success.

[4:45] Bridget sometimes postpones personnel issues until the new year, to focus on finishing the year well, but, as soon as possible in the year, has that difficult conversation.

[6:08] Andy says to have those conversations back in October or November — because the problem is evident by then — so you have the team composition in place that you need by January.

[7:01] In sales, the data identifies there’s something that’s not working. Millennials in particular, would like ongoing feedback. If managers provide feedback often and early, then the final conversation isn’t as difficult, because it’s not a surprise.

[8:58] Andy wants to see successes in January — milestones, closes, shared successes — to build team confidence. It is crucial to keep the team motivated.

[12:20] Angela Duckworth’s, Grit: The Power of Passion and Perseverance, says great performers are often made by the team, as opposed to great players making the team great. Bridget wants a team that makes people better for being on it.

[13:13] Andy believes a team gives you more people to hold you accountable, because no one wants to let their teammates down. Everybody wants to contribute.

[15:30] Bridget ‘feels that in spades,’ about her company, Logz.io. Team accountability applies not only to sales professionals, but to all levels of a company. It’s a mesh.

[16:35] What has inspired Bridget recently? Angela Duckworth’s book on grit, teaches that intelligence matters, but if others are smarter than we are, we can do a lot to counter that by persistence, and by hard work.

[18:19] Bridget shares a story of a personal sacrifice made by one of her managers, with quiet determination, to help close out the big year-end deals. Some sacrifices are needed and appreciated, without apparent martyrdom attached.

[23:05] In the first month, pay attention to what’s going on; get early successes for the team; and deal with problems, regardless of sunk cost, whether personnel, or projects that will never close. Take a hard look at everything.

December 30, 2016

How to Reflect on the End of the Year and a New Start. With Bridget Gleason. #343

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, Bridget’s exciting new position, what to do about end of the year reflections, things that are really important, and determining what to do better next year.

December 27, 2016

How to Power Down Stress to Power Up Your Business. With Robert Mallon and Bill Watkins. #340

Joining me on this episode of Accelerate! are my guests Robert Mallon and Bill Watkins. They are the Founders of the Rusty Lion Academy. Among the many topics that Robert, Bill, and I discuss are, their experiences that brought them to coaching, how physical neglect leads to burnout, and how procrastination and hesitation block success (and how to power through these negative behaviors.)

December 26, 2016

How to Develop a Rainmaker Mindset. With Carolyn Coradeschi. #339

Joining me on this episode of Accelerate! is my guest Carolyn Coradeschi, Sales Performance and Leadership Coach with Southwestern Consulting, author of The Rainmaker’s Quick Guide to Lasting Sales Success, and a 30-year front-line sales veteran. Among the many topics that Carolyn and I discuss are, her summer job that turned into a sales career, tips for implementing productive behaviors, how to build the mindset of success, and Carolyn’s best advice to sales professionals today.

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.

November 21, 2016

How to Earn Your Black Belt in Sales. With Anthony Caliendo. #311

Joining me on this episode of Accelerate! is Anthony Caliendo, bestselling author of The Sales Assassin: Master Your Black Belt in Sales, motivational speaker (and successful serial entrepreneur.) Among the many topics that Anthony and I discuss are why you need a passion to excel at whatever you do; the three essential traits all successful sales professionals possess; the mental roadblocks that prevent sales reps from learning and growing, and how you can use your inner sales ninja to get to the top.

November 7, 2016

How to Persuade, Negotiate and Influence. With Kurt Mortensen. #299

Joining me on this episode of Accelerate! is Kurt Mortensen, one of America’s leading authorities on persuasion, negotiation, and influence. He is the author of multiple books, including Persuasion IQ, The Laws of Charisma, and his best-selling book Maximum Influence. In this episode, Kurt and I explore the relationships between influence, persuasion and negotiation, how sales has changed, whether you would rather talk to a salesperson or a consultant, and how learning the laws of persuasion can make you more effective in sales and any other human interaction.

October 28, 2016

How to Avoid the Sunk Cost Sales Trap. With Bridget Gleason. #291

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss the sunk cost sales trap. It’s the place where bad deals, deals that will never close, will consume and waste a lot of your sales time. In this episode, Bridget and I discuss how to recognize when you’ve fallen into a sunk cost trap, how to distinguish between a long sales cycle and a lost deal, and how to learn when to walk away. Join Bridget and me for this episode of Accelerate! to find your path to avoid the sunk cost trap.