Accelerate Podcast with Andy Paul
January 27, 2017

How to Accelerate Your Success by Studying Great Books. With Bridget Gleason. #366

Welcome to another Front Line Friday with my very special guest, Bridget Gleason. On this week’s episode, Bridget and I discuss the eight great sales books most frequently recommended by my guests, how your team or organization can participate in Andy’s 12-month reading program, and what books Andy and Bridget are reading right now.

KEY TAKEAWAYS

[1:21] The topic is books — the top five recommendations from the world’s leading sales and marketing experts who have been guests on Accelerate!

[2:51] Number One, by far, is How to Win Friends and Influence People, by Dale Carnegie, published in 1936, in the heart of the Great Depression. Carnegie had worked selling for Armour, and taught public speaking. It is as relevant today, as ever.

[5:56] Number Two is SPIN Selling, by Neil Rackham, a good basic book about B2B Sales, and the Spin model: Situation, Problem, Implication, Need-payoff. Bridget has taught SPIN selling. It is still very relevant to put in practice, company-wide.

[10:31] Number Three is The Challenger Sale, by Matthew Dixon and Brent Adamson. It is embraced by large enterprise, selling complex products.

[13:53] Number Four is Think and Grow Rich, by Napoleon Hill. This timeless classic for motivation and inspiration offers a 13-step formula for reaching goals.

[16:54] Number Five is actually a tie between four books: First, To Sell is Human: The Surprising Truth About Moving Others, by Daniel Pink. Everybody is an influencer, even if not in sales. Most white-collar employees influence others in their jobs.

[18:15] Andy refers to Robert Cialdini’s term, ‘Influence Professional.’

[19:04] Also tied for Number Five, is New Sales. Simplified. The Essential Handbook for Prospecting and New Business Development, by Mike Weinberg. It is a modern classic, blunt and direct on what you can do better.

[20:25] Also tied for Number Five, is The Greatest Salesman in the World, by Og Mandino. It is a short parable that teaches behaviors for a lifetime of success and fulfillment.

[22:15] Finally, also tied for Number Five, is Zero-Time Selling: 10 Essential Steps To Accelerate Every Company’s Sales, by your host, Andy Paul! It is a favorite of Bridget’s; she hopes it stays on the modern classics list — a quick read, widely applicable.

[23:38] Andy has prepared a 12-month reading list for clients. Contact Andy, to read along. Not homework! If you do it, as a manager you provide notebooks, and 15–20 minutes of the business day, for your people to read, and to journal.

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.

KEY TAKEAWAYS

[: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.

November 18, 2016

The Habits and Skills that Accelerate Your Success. With Bridget Gleason. #309

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, the priority of habits before skills; time management habits and skills; and the superiority of sales conversations over scripted presentations. Join Bridget and me for this episode of Accelerate! to learn some foundational sales habits upon which productive sales skills can be built.

October 7, 2016

How Sales Leadership Begins with YOU! With Bridget Gleason. #273

Welcome to another Front Line Friday with my very special guest, Bridget Gleason. This week’s topic of discussion is on a specific aspect of sales leadership. When we hear terms such as ‘sales leader’, ‘sales leadership’ or ‘leadership’ in general, we tend to associate them with people having some type of a management role. However, I believe that sales leadership really begins at the individual level. And, in this episode, Bridget and I explore what it means to be an individual sales leader. Our conversation eventually morphs into a mini book club so make sure to join us now!

July 9, 2016

Sales and Marketing Alignment in the Digital Age. With Tony Delmercado. #196

Tony Delmercado is COO of Hawke Media and the founder of 1099.me, a tax management service for entrepreneurs. Tony believes in people over processes and has helped generate millions of dollars in revenue for numerous companies through leadership roles in business development, marketing and operations. In this episode, Tony and I have a discussion about what companies can do to dramatically grow their revenues by  perfecting the alignment of their marketing and sales efforts. Listen now!
April 14, 2016

On Accelerate! Now: Episode 134 with Mohit Garg. How to Accelerate and Improve On-Boarding for Sales Reps

Mohit Garg is the co-founder and Chief Customer Officer of MindTickle. In today’s episode, Mohit and I talk about the challenges most companies face with hiring, on-boarding and training sales reps. It takes too long, is often ineffective and doesn’t produce the desired results in predictable fashion. Listen in as we talk about how companies must change their hiring and on-boarding processes to keep pace in today’s dynamic business environment. Among the many topics we discuss are:

  • Why rapidly shrinking business cycles are making conventional on-boarding and sales training obsolete.
  • What is sales readiness and how can you measure it?
  • How you can accurately determine when new reps are ready to be working with buyers.
  • Why it currently requires an average of 7 months for new sales reps to become fully productive and how that can be changed.
  •  How new technologies like MindTickle can accelerate and improve the process of hiring and on-boarding sales reps.