Accelerate Podcast with Andy Paul
April 8, 2017

#427. Put Purpose to Work in Your Business. With Scott Beebe.

Scott Beebe, Founder and Head Coach of MyBusinessOnPurpose.com, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

[1:32] Scott gives the rundown on his background in football, theology, corporate, church, and an NGO. After his position was dissolved, he hired a business coach, to start his business to liberate small business owners from the chaos of business.

[4:55] Entrepreneurs today find themselves busy playing every role on the team. Instead of planning how to grow, they haven’t even determined where they want to be in three years.

[7:27] Scott cites Michael Gerber’s E-Myth. You need to provide immediate service, while running a company, and always have a vision story for growth.

[10:24] Six months to six years is a good timeframe for a vision story. How does that differ from a goal? Vision requires time for finances, products, and personnel to mature.

[13:05] The vision story is the detailed snapshot picture of what the future looks like. How does it relate to your mission statement?

[14:21] Your vision story, and your unique core values drive your day-to-day decision making.

[14:44] Unique core values are personal to you, beyond the basic core values such as integrity. Scott gives case examples of how core values inform projects.

[16:43] Scott gives an example how one unique core value works ideally for one concrete contractor, but would not work for someone else.

[18:20] Core values also inform prospect and seller whether they are a good match for each other.

[21:14] Core values win deals. Scott gives another example.

[22:43] “[Unique core values] are the curbs along the side of the road you’re taking to get to your vision.” — Scott Beebe

[24:03] Scott explains by an example what kind of case would justify violating your unique core value.

April 1, 2017

#421. How to Solve Common Sales Problems. With Suzanne Paling.

Suzanne Paling, is Principal at Sales Management Services, a sales management consultant to small business leaders, and author of The Sales Leader’s Problem Solver: Practical Solutions to Conquer Management Mess-ups, Handle Difficult Sales Reps, and Make the Most of Every Opportunity, which is the winner of the USA Book News Award in the Business/Sales category in 2016.

KEY TAKEAWAYS

[1:45] Suzanne wrote her book to solve the 15 most common problems of her clients. She walks leaders through solutions.

[3:12] Suzanne discusses the inconsistent sales rep, who misses regular quotas, and barely catches up by Q4.

[6:37] Before you solve a problem, how do you need to think about it? Do you understand the data? Why write a report?

[9:30] What is the role of your supervisor, in developing your plan for addressing the rep? When do you speak to the rep?

[10:05] What consequence is appropriate for inconsistency in sales?

[12:31] Suzanne says it is easy to deal with reps who never make quota. She talks about the bad effects of inconsistency.

[14:35] Are there common causes for quota inconsistency? Suzanne explains what she has found.

[15:28] CRM non-compliance — what causes this issue?

[18:58] Suzanne considers that CRM compliance can be boosted by hiring people who already do comply to using it, and requiring immediate compliance from current reps.

[22:54] If senior management doesn’t use the CRM, the reps notice. Reps should see them using it!

[25:29] Suzanne suggests taking the best notes in the system, and publishing them as the standard. Not all notes are clear. The more relevant information they provide, the better.

March 10, 2017

#402 How to Build Fundamental Sales Habits, With Bridget Gleason.

Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

KEY TAKEAWAYS

[1:55] The topic is sales advice. Sound advice is welcome. Shortcuts do not solve problems. New books usually teach old principles in a new way.

[4:43] Accelerate! is not a show about “the one thing you need.”

[5:17] “High anxiety” is not necessary for sales, in the long run. Does the expectation of immediate gratification cause anxiety?

[6:43] Do the basics well, and don’t worry about missing out on anything. Unfortunately that’s not what managers telling their teams.

[10:00] If a hack builds on a foundation, it may work. However, it’s unrealistic to look for “three quick steps,” to achieve consistently good results. Skill doesn’t come from hacks, but from learning and practice.

[11:43] When a CEO is anxious, how can a sales rep relax? Make your investment more about sales education than in sales training.

[15:29] Sales manager training yields a higher ROI than rep training. Companies are not investing enough in manager education.

[17:03] Processes are based on the successful execution of selling habits. Without effective habits, there are no sales. Strong habits reduce stress and make yourself more productively available.

[20:19] Part of building self-confidence is letting go of your anxiety.

[22:13] Well-intentioned hacks may tempt a rep to forget to study, learn, and practice good sales behaviors.

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.