Accelerate Podcast with Andy Paul
April 13, 2017

#431. Improving Productivity with Sales Enablement. With Giles House.

Giles House, CMO of CallidusCloud, joins me on this episode of #Accelerate!


[:49] Giles has been in sales and software for 12-13 years, with CallidusCloud since 2010. CallidusCloud’s mission is to become a top five cloud company, with ‘Lead to Money’ sales enablement.

[4:15] CallidusCloud offers a suite of connected sales and marketing applications, for a consistent, shared sales and marketing stack.

[6:43] Sales and marketing alignment involves shared information and consistent follow up. Giles explains the process.

[10:19] Giles gives his opinion on ABM. Aligned sales and marketing teams should be using it, but not exclusively.

[12:59] Lead to Money is a platform for generating more leads and prospect interest, helping marketing ROI, and providing rich information to sales for better buyer connection. It also involves sales training and coaching.

[15:14] Giles shares his understanding of sales productivity, concerning the organization and individual reps, with onboarding and goal attainment tracking.

[17:38] Productivity of a salesperson includes time they use for sales activities and tasks, and how effective they are. Giles considers CSO Insights’ report on quota attainment, and why it has been flat over the years.

[19:52] It’s difficult to correlate records between multiple systems in a typical sales stack, so history and other critical facts are not often available where they are needed.

[21:45] Giles discusses the concepts of productivity and quotas. He offers suggestions for setting quotas and commissions. Forecasting is critical.

[25:05] Giles would like to see quota attainment much higher than 50%, and he suggests how that could be done.

[26:55] Salespeople today carry great burdens of expectations, offset by great opportunities, if they can take advantage of them. The right technology stack is essential. The quality of the customer experience is critical to landing a deal.

[30:15] Giles says AI should refer to assisted or augmented intelligence. In Giles’ opinion, robots will never complete the complex sale, but machine learning is a great boost to sales.

February 10, 2017

How to Be Resilient in Sales. With Bridget Gleason. #378

Welcome to another Front Line Friday with my very special guest and honorary co-host, Bridget Gleason. On this week’s episode, Bridget and I discuss resilience, why you need it in sales, tips that help you develop it; ideas to lift your sights, such as tracking small victories; and the suggestion to help others reach their own objectives.


[1:39] Have you had setbacks yet in 2017? Andy and Bridget discuss resilience. It is best developed through experience. The Japanese have a saying, “Fall seven times, get up eight.”

[3:05] Keep doing it. There is positive reinforcement from doing something hard. Make that next phone call, and the next, until you get some positive reinforcement.

[4:53] People who are resilient are not unemotional; they just find a way to put one foot in front of the other and keep at it, and they are persistent against that goal.

[5:52] Focus on small victories. Andy remembers teaching swimming lessons, where he learned the most important thing is to give people immediate success, and build on the success.

[6:46] Decide what the smallest unit of success for your daily tasks would be. Focus on that. A great phone conversation, or any goal you can set and meet. It starts a cycle of success.

[7:26] Bridget deliberately set achievable goals she would meet. Not easy, but ones she knew she could do. She wanted to reinforce, “I am a person who achieves the goals I set.”

[9:00] Andy’s boss used to ask him, “When’s the best time to go get an order? When you’ve just closed one!” Success encourages success. Teams will score twice in succession, in the rhythm.

[10:18] When you feel down, read something inspirational by anyone who inspires you. Bridget quoted from Devotion: Love and the Power of Small Steps, by Kim Nicol. Bridget looks until she finds what speaks to her. Keep words of wisdom in mind.

[14:41] Do something physical. Bridget accomplishes a run in the morning before she starts he workday. Take a walk in the middle of the day. It gives you energy. Get enough sleep.

[17:55] One way to lift yourself is to go help someone else, either someone who needs mentoring, or someone outside of work, where you can volunteer. You will get a boost.

[21:25] Being resilient means paying attention to yourself. If you are having a hard time, don’t ignore it; acknowledge it, and take corrective steps, as needed. Celebrate small wins. Go help someone else.


September 29, 2016

Understanding The ‘Math Of Sales.’ With Bill Johnson. #266

Joining me on Accelerate! is Bill Johnson, Founder and CEO of Salesvue, a sales enablement platform that accelerates those critical activities that create and support revenue. Among the many topics Bill and I discuss in this episode Bill are: ‘The Math of Sales,’ optimum cadence timing, the dangers of “vanity metrics” and much much more.

August 4, 2016

How to Align Your Selling with Your Prospect’s Decision Making Process. With Matt Behrend. #218

Matt Behrend is Co-Founder and Chief Revenue Officer (CRO) of Consensus, formerly known as DemoChimp, a sales enablement tool that enables sales teams to drive agreement across B2B buying groups, with personalized video demos. On this episode, Matt and I talk about the customer decision making process, and how new sales enablement tools, such as Consensus, are helping B2B sales teams align their selling efforts with the buying processes of their prospects

February 24, 2016

On Accelerate! Now: Episode 98 with John Golden. CRM Systems Should Work For Sales Reps; Not The Other Way Around.

In this episode, John Golden, Chief Strategy Officer at Pipeliner CRM, discusses how next gen CRM systems are evolving away from management platforms into tools that help sales reps close business. Among the many topics we discuss in this episode are:

  • Why every sales organization needs a CRM system
  • How the increased velocity of business in general demands more process and structure in sales
  • How CRM systems need to evolve from being “command and control” systems into tools that help sales reps close more deals.
  • Are CRM systems, in the form we work with today, in danger of becoming obsolete? And what could replace them?
  • The essential criteria business leaders should use to evaluate and purchase a CRM system

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

February 11, 2016

On Accelerate! Now: Episode 89 with Bubba Page. Crowd-Sourcing Warm introductions to Accelerate Your Pipeline Development

In this episode, Bubba Page, founder and CEO of Outro (formerly QuotaDeck), shares how he plans to make the traditional cold call obsolete by crowd-sourcing warm introductions for sales reps to prospects that fit their ideal customer profile. Some providers may talk about crowd-sourcing leads but Outro is aiming higher by providing warm introductions to decision makers that want to hear about your product or service. Listen in as we talk about:

  • How to use social-based selling to overcome the fixed resource constraints of traditional cold calling
  • The value of an introduction to double opted-in leads (meaning people that want to talk with you.)
  • How warm introductions lead to great quantities of more effective sales conversations
  • How to build social capital in your network with value-based introductions that ultimately lead to more sales (for you!)

Looking for a fresh perspective on building your pipeline? Then this episode is a must listen for any sales leader and sales rep.

February 10, 2016

On Accelerate! Now: Episode 88 with Ben Sardella. Better Ways To Use Data To Find a True Competitive Edge in Your Selling.

In this episode, Ben Sardella, co-founder of Datanyze, discusses how outbound sales teams need better data to inspire more and better sales conversations with new prospects. He shares how a new generation of sales tools, like Datanyze, are helping sellers to fill the top of the funnel with the right prospects at the right time. Included among the subjects we discuss in this conversation are:

  • The hidden triggers that alert sales reps to specific prospect interest that they can’t find on their own.
  • How your sales team could be transformed if it were able to learn that a potential prospect had stopped using a competitor’s product
  • How to use firmographic data to provide greater insights into potential buying behaviors.
  • How to leverage data about past deals, both won and lost, with your sales engagement platform to drive better sales conversations and increased conversions.

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

January 20, 2016

On Accelerate! Now: Episode 73 with Sean Burke. Using Small Data To Accelerate Improved Sales Results

In this information-packed episode, Sean Burke, CEO of KiteDesk, tells why big data is a great resource for companies but is not good for sales people. He describes why sales reps need small data, and what that means in terms of providing them the right data and information that they need, right when they need it to help accelerate their sales process to close more deals. Included among the subjects we discuss in our conversation are:

  • Why the number one issue facing sales, despite all of the new sales tools introduced over the past few years, is still prospecting.
  • The tools that are being developed to make sales reps more effective and efficient in their prospecting efforts.
  • Why SDR teams don’t need a CRM system (but your company still does)
  • How to ensure that your sales tools are aligned with your prospects’ buying process.
  • How to use relevant data at the right time to drive improved sales results

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

December 16, 2015

On Accelerate! Now: Episode 52 with Adam Honig. What Steps Should You Take Right Now? A New Generation of Tools Specifically Designed To Boost Sales Rep Productivity

Adam Honig, is the Founder of Spiro Technologies. In this episode, Adam talks about the need to provide sales reps with real-time data-driven insights and actionable recommendations that they can use to boost their productivity. He describes how CRM systems are perceived by sales reps to be “command & control” systems for management, not a productivity tool for them. And, he provides an introduction to a new generation of sales productivity tools, including his own product, Spiro, that have specifically been designed for use by sales reps to help them increase win rates and deal size. This is a must listen episode for sales reps and managers.


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!