Accelerate Podcast with Andy Paul
January 17, 2017

How to Accelerate Your Sales With Lean Communications. With Jack Malcolm. #357

Joining me on this episode of Accelerate! is my guest Jack Malcolm, President of the Falcon Performance Group, and author of two books, Bottom-Line Selling, and Strategic Sales Presentations. Among the topics that Jack and I discuss are how a reluctant salesperson became a sales trainer, how Lean thinking clarifies sales communications, how the right questions lead to optimum outcomes, and why your product features, in isolation, are of no interest to the buyer.


[:55] Jack was a banker in the early ‘80s, because he wanted nothing to do with sales. Until he was sent out to bring in new customers.

[2:06] Summary of ‘Lean’: create more value for customers, and take waste out of the process. Lean communications are: A, B, C, and D. Add value, Brevity, Clarity, and Dialog with customers to co-create value.

[4:10] Adding tangible value is effective communication. It is clear, improves outcomes, and sustains the relationship.

[5:24] Improving outcomes takes precedence over sustaining relationships when an unfavorable message must be given. Be candid at all times, or you subtract value.

[8:41] Asking questions may help buyers to arrive at conclusions that will help improve outcomes for them.

[10:14] Clarity — the customer’s understanding of what the salesperson is trying to get across.

[10:52] Brevity — answer the two questions on the prospect’s mind: “What do you want from me,” and, “Why should I do it?” Start your meeting with the what and why.

[14:45] Make it impossible for you to be misunderstood. Don’t assume they know your jargon, acronyms or connotations.

[18:18] Dialog begins with listening. You’re never going to get it all exactly right on your own. To create value, create it together. Use ‘Just In Time’ communications. Listen with focus.

[21:14] Four factors for improving outcomes: solve problems, show opportunities, help adapt to changes, and remove risks.

[27:04] Instead of starting with features and benefits, ask what the customer wants to achieve, and work back to the features.

October 27, 2016

How to Have Better Sales Conversations. With Chris Orlob. #290

Joining me on this episode of Accelerate! is Chris Orlob, Founder and CEO of Conversature, a conversation coaching platform for sales teams. Among the many topics Chris and I discuss are how having visibility into sales calls (conversations) is essential for sales leaders today, how listening to actual calls services as a great sales coaching and auto-correcting mechanism and why sales leaders need to understand the important difference between skills and habits/behaviors in the context of sales coaching.

September 8, 2016

How to Use the Social DNA of Your Buyers to Increase Engagement. With Mike Scher. #248

Mike Scher is CEO and co-founder of FRONTLINE Selling, developer of Staccato PRO―a sales development platform that leverages the social DNA of a buyer in order to contact and engage with the right decision makers and influencers. Join us now as Mike and I discuss multiple topics including the biggest challenges sales reps have in reaching the right decision makers, how to balance the quantity of proactive sales touches with effectiveness and efficiency and how FRONTLINE analyzed the data from over 1.8 million outreaches to develop its platform.

August 15, 2016

How You Sell is Your Performance of a Lifetime. With Cathy Salit. #227

Joining me on this episode is Cathy Salit, CEO of Performance of a Lifetime and author of Performance Breakthrough: A Radical Approach to Success at Work. Cathy joins me for a fascinating conversation about how to use performance-based skills to help you achieve a greater level of success in sales. Cathy shares how you can use improvisation tools to have incredibly effective conversation with prospects and to become the seller who you’d like to be.

August 11, 2016

Amp Up Your Sales Conversations. With Peter Gracey. #224

In this episode, I talk to Peter Gracey, CEO of QuotaFactory. Quota Factory has integrated 14 years of sales development expertise into a Personal Relationship Management (PRM) platform, with the goal of streamlining and improving the sale development process. Join me now as Peter and I talk about the art and the science of sales development. And, how a conversation-focused approach to prospecting drives increased sales productivity.

May 5, 2016

On Accelerate! Now: Episode 149 with Justin Christianson. How to Maximize Conversions at Each Stage of Your Sales Process.

Justin Christianson is the co-founder and President of Conversion Fanatics. He is the author of the Amazon #1 best-selling Conversion Fanatics: How To Double Your Customers, Sales and Profits with A/B Testing. In this episode, Justin and I talk about how his sales team at Conversion Fanatics integrates the best practices of online conversion optimization into its proactive outbound sales processes. And, how they optimize conversions at each step of their sales process.

Among the topics we address during this show are:

  • Why the right headline on your website is important to your outbound sales efforts.
  • Tips for sales development reps to lead with value and help their prospects to take the next step.
  • Why it’s essential for every sales rep that sends email to prospects to learn how to become a conversion copywriter.
  • How to measure and track the pertinent metrics for sales productivity improvements.
March 31, 2016

On Accelerate! Now: Episode 124 with Jon Wuebben. Warm Up Your Leads With Good Content Marketing That Builds Trust.

Jon Wuebben is the founder and CEO of Content Launch, a provider of the first complete content marketing software built for small and medium-sized businesses. In this episode, Jon provides effectives strategies that sellers can use to warm up prospects with good content that starts a conversation with your customers. Among the many topics we discuss are:

  • What is content marketing?
  • Strategies for SMBs to implement their first content marketing strategy.
  • What kind of resources does a small business need to conduct effective content marketing?
  • Simple steps to warm up leads with great content.
  • The 3 key factors of a content marketing strategy that converts leads into opportunities.
  • Why content marketing generates a better ROI than advertising.
March 2, 2016

On Accelerate! Now: Episode 103 with Shane Gibson. The 9 Cs of Social Selling Success

In 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. Among the many topics we discuss in this episode are:

  • The two primary goals of social selling
  • The 3 key disciplines of using social media to develop a personal brand
  • The 9 Cs (or absolutely key elements) of social selling success

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.


March 1, 2016

On Accelerate! Now: Episode 102 with David Brock. How To Change From A Reactive Seller into a Strategic Seller

In this episode, David Brock, founder and CEO of Partners in Excellence, discusses how modern sales reps need to transform from being a reactive, tactical seller into a proactive, strategic seller that possesses the insights and expertise to inspire customers to make a change.  Among the many topics we discuss in this information-packed episode are:

  • Why selling to “pain points” is the wrong approach
  • How to avoid selling too high in the funnel
  • How to help buyers understand the consequences of not making a change
  • How to avoid polluting your pipeline with poor quality prospects
  • How to build trust to position yourself to win more big deals!

Want to create a successful sales team that can sell big deals? Don’t miss this episode!

February 29, 2016

On Accelerate! Now: Episode 101 with Marc Miller. 4 Ways to Transform and Improve Sales Rep Conversations with Customers

In this episode, Marc Miller, founder and CEO of SpearFysh, shares how the SpearFysh commercial conversation management platform can transform the ability of sales reps to effectively communicate with prospects and customers. Among the many topics we discuss are:

  • How the feedback provided by a sales call management platform can transform the performance of individual reps
  • Why customers approve of the idea of having sales conversations recorded
  • How SpearFysh radically improves the quality of coaching that sales managers provide
  • How debriefings based on actual call recordings improve collaboration and consistent messaging across sales teams

If you’re in sales or sales management, then you definitely need to listen to this episode