Accelerate Podcast with Andy Paul
October 13, 2016

How to Increase Engagement with Your Prospects. With Josh Evans. #278

Josh Evans is Senior Vice President of Sales at Velocify, a sales enablement platform. On this episode, Josh and I discuss how to help sales reps more effectively engage with their prospects, how sales reps can benefit from technologies that support account-based messaging and helping them determine the next step (i.e. what to do next) to help the customer get one step closer to making a decision.  

September 20, 2016

How to Win More Sales Now. With Erik Luhrs. #258

Erik Luhrs, the “Bruce Lee of sales and lead generation,” joins me today on the program. He’s the founder of GURUS Selling and the author of the book Be Do Sale: How To Create More Sales Right Now Regardless of What the Competition or The Economy is Doing, using the GURUS Selling System. Among the topics Erik and I discuss are how to create a unique sales persona that helps you rapidly build rapport with prospects, how to position yourself to win the trust of your buyers, and simple steps you can take to increase your sales efficiency.

September 17, 2016

How to Make Podcasting a Key Part of Your Content Marketing Strategy. With Jessica Rhodes. #256

Jessica Rhodes is the founder and CEO of Interview Connections, what I call a match-making service for podcasters and guests. She’s also the host of her own podcast and web TV show, Interview Connections TV. In this episode Jessica and I discuss why podcasting needs to be a part of every company’s content marketing strategy, how to build your expertise and brand with a podcast, how to use a podcast to connect with new prospects and the steps to start your podcast right now.

August 20, 2016

How to Create Content with Sales In Mind. With Cara Hogan. #232

Cara Hogan is the content marketing manager for Rentlytics. In this episode, Cara and I talk about the critical sales and marketing alignment, how how to create content that aligns with the requirements of sales reps, how to track sales reps’ engagement with content, how to support account-based selling and account-based marketing models with content, and much more.

August 9, 2016

How to Create Value in Sales. With Deb Calvert. #222

Joining me again on Accelerate! is Deb Calvert, the “Queen of Questions.” Deb is president of People First Productivity Solutions and has authored of a series of books titled, DISCOVER Questions Get You Connected: For Professional Sellers. Among the topics Deb and I discuss in this episode are how sales reps can create value in sales, 10 essential strategies for connecting with prospects and how to differentiate yourself through a memorable buying experience.

June 30, 2016

How to Use Emotion to Capture Your Prospect’s Interest. With Michael Hauge. #189

Bestselling author of Selling Your Story in 60 Seconds, Michael Hauge, is a story and script consultant, author, lecturer, and coach who works with writers, producers, directors and prominent stars to sell their ideas in the cut-throat competitive world of Hollywood. In today’s episode, Michael shares how sales reps can use emotion as the best tool to create the compelling first impressions that capture a prospect’s attention. Among the topics we discuss are:

  • How to quickly establish rapport with potential buyers.
  • How to engage a potential buyer’s emotions using a story.
  • The key steps to structuring a compelling story that sells
  • How to use a story that motivates the prospect to take the next action.
June 29, 2016

How to differentiate yourself in a crowded market. With Drew McLellan. #188.

Drew McLellan is the owner of Agency Management Institute, co-founder and CEO of McLellan Marketing Group, author, speaker, and a widely read blogger for small businesses and entrepreneurs. In this episode, Drew tells us what sales reps can do to differentiate themselves in competitive markets and how to connect and engage in a meaningful way with potential buyers. Among the topics we discuss are:

  • The five rules of writing a killer sales letter that commands the buyer’s attention.
  • How sales and marketing can collaborate to present a consistent value message to buyers throughout the funnel.
  • How to add value to every communication with a prospect.
June 22, 2016

Marketing as a Service: Change from Message Pusher to Value Provider. With Drew Neisser. #183

Drew Neisser is founder and CEO of Renegade, the NYC-based marketing and social media agency that helps B2B and B2C clients cut through all the nonsense to deliver genuine business growth, and author of The CMO’s Periodic Table: A Renegade Guide to Marketing. In this episode, Drew discusses Marketing as Service and how to change the focus of your customer communications, in both marketing and sales, from being a message pusher to a value provider.

March 9, 2016

On Accelerate! Now: Episode 108 with Lee Salz. 5 keys to hiring the right sales rep for the right job.

Lee Salz is a consultant and author of the bestselling book Hire Right, Higher Profits. He is also the founder of one of the biggest discussion groups on LinkedIn. In this episode, Lee Salz discusses how hiring the right sales rep for the right job will give you a bigger return on your investment. Listen in as we talk about:
  • Why writing skills are important in the hiring of sales reps
  • Why it is important to know what you are selling when hiring the right candidate
  • Why it is essential to test for the position you are hiring for
  • How to gain visibility into the candidate you are interested in
  • How to construct the best interview questions based on the role you are hiring for
December 23, 2015

On Accelerate! Now: Episode 56 with Jeff Beals. It’s Not Just About Xs and Os: Important Lessons You Can Learn About Sales From Big-Time College Football Coaches.

Jeff Beals is the author of Selling Saturdays: Blue Chip Sales Tips From College Football. Imagine a sales situation in which there are only 100 prospects in the entire country that fit your ideal customer profile. And, imagine that you have at least 30 competitors fighting tooth and nail to win the order from those same 100 prospects. That’s sales environment that big-time college football coaches face on a daily basis competing to win a commitment from 17 year old athletes to attend their school. In this episode, Jeff Beals is going to share with you the very real lessons you can learn about selling, including focus, planning, commitment, intensity and competition, from the coaches that walk the side lines on Saturdays. If you sell in a highly competitive market, then this show is a must listen