Accelerate Podcast with Andy Paul
June 20, 2016

Using Inside Sales To Increase Revenues in Competitive Markets. With Lynn Hidy. #181

Lynn Hidy, the founder of, is an expert at creating profitable inside sales teams. In today’s episode, Lynn and I discuss how companies can use inside sales to grow revenues in competitive markets. Among the topics we discuss are:

  • How to build a motivated and enthusiastic sales team.
  • The impact that your verbal “body language” has on buyers.
  • How to accurately track of your selling time.
  • Measuring the activities that move you forward in your prospects’ buying process.
  • How to create an effective sales script.


January 29, 2016

On Accelerate! Now: Episode 80 Front Line Friday with Bridget Gleason. How Detailed Sales Planning Can Help You Hit Your Sales Goals

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, uses the sales planning process to help her team achieves its goals and objectives. Included among the topics we discuss in this conversation are:

  • Does every member of your sales team need a sales plan?
  • How managers should work with their team to create individual sales plans
  • What works best: top down or bottoms up planning?
  • How to use the planning process to develop unambiguous expectations for sales.
  • Using dashboards to track performance against plans

If you’re a sales leader or sales manager, then be sure to join us for this episode!

January 14, 2016

On Accelerate! Now: Episode 69 with Mike Schultz. How To Increase Win Rates & Beat Your Sales Goals In 2016.

In this episode, Mike Schultz, Co-President of Rain Group and best-selling author of Insight Selling, shares the findings of an extensive research project the Rain Group conducted into what top performing sales organizations do differently from the rest. Asking questions about what companies should be doing to drive their sales organizations to be stronger, Mike reveals what they learned from the responses they received from over 450 companies across 26 different industries during this year-long study. Listen as Mike shares their findings about the relative importance of sales process maturity, investments in training and team development, goal setting, account development and many other key factors that correlate to improved sales performance. If you want to learn where you should focus your energy and your investments to transform the performance of your sales organization, to increase win rates and beat your sales goals, in 2016, then you need to listen to this episode.