Accelerate Podcast with Andy Paul
March 13, 2017

Push Your Limits to Achieve the Impossible. With Dan Waldschmidt. #404

Dan Waldschmidt, is a keynote speaker, business strategist, ultra runner, business owner and author of Edgy Conversations: How Ordinary People Can Achieve Outrageous Success.

KEY TAKEAWAYS

[:53] Dan speaks to clients on ways to grow and dynamically scale ideas into massive money-makers. He also writes about concerns he faces and addresses in his own businesses.

[1:54] Dan pushes against what is “impossible,” by pushing limits — personally, with running; professionally, by strategizing to make “millions and billions” of dollars; and with clients, helping them to see the world differently, and to excel.

[2:30] Dan’s ultra-running goal for 2017 is to run another few thousand miles, in 100- and 50-mile races, and maybe a 200-mile race. Running gives him clarity for next steps. Transcendental Meditation and running keep him grounded.

[5:31] How did Dan cope when he wanted to quit, 20 miles into his last 100-mile race in the mountains of Alabama?

[8:14] Days after a race, Dan can reflect, “Dude, you didn’t even know that was possible, and you did it! What else don’t you know is possible, that is next on your list of things to do?”

[9:41] Instead of asking for salesmen to close better, ask why your business isn’t creating a brand or a customer experience so outrageously positive, that deals just automatically close?

[10:15] Dan couldn’t finish one race, because he had depleted his salt. Little things can have a fatal effect when you are trying to perform at a high level. The details matter when you answer the phone and how you brand.

[12:15] What are you prepared to sacrifice? Some people don’t progress because they have too many TV shows lined up to watch. Prioritize time. Your choices control your achievements. Be desperate to meet your goals.

[15:48] To perform at a high level, “burn the ships.” Make a list of five to ten things in your life that you need to burn right now, until you cross your continent and build new ships.

[17:54] To be amazing, you have to talk yourself down from your fears. You can learn not only to survive stressful situations, but to thrive, in spite of what happens around you.

[19:40] Successful people refuse to: excuse their mistakes; copy others (instead of building on their own strengths); or look down on others who are struggling (Dan tells of Jeff Bezos’s many years before Amazon turned a profit).

[27:09] Successful people refuse to: waste time doing things that don’t matter; or let the current chaos distract them from future success.

February 9, 2017

How to Increase Sales Productivity with Transparent Reporting. With Travis Truett. #377

Joining me on this episode of Accelerate! is my guest Travis Truett, Co-Founder and CEO of Ambition, an enterprise-grade sales productivity platform.

KEY TAKEAWAYS

[3:18] Ambition is a sales productivity platform focused on employee experience and engagement.

[7:17] There are more Millennials in the workforce than any other demographic, and they are more willing to leave a job. Companies who want to keep them will accommodate them.

[9:06] Ambition connects your digital systems together, and allows a business team to tie KPIs around the data. You can track quotas, pipeline movement, activity metrics, and productivity metrics (such as the demo-to-opportunity ratio).

[10:09] On top of KPI classes, there can be layered gamification scorecards, goals, competitions, analytics, leader boards, to drive motivation and recognition. This transparency is effective for employees and the managers coaching them.

[12:17] Ambition is tailored to highlight what is important, and where an employee can improve, as opposed to just counting activities. Scorecards have customized daily activities, and weekly and quarterly objectives.

[14:23] Based on the scorecard, there is a productivity quadrant where employees are mapped on a graph, input against output. This is transparency that enables specific coaching, and even suggests helpful changes to CRM metrics.

[16:50] Ambition provides transparency, accountability, and the insights to have better conversations between manager and employee.

[17:29] Ambition outbound targets sales organizations, as the intended market, but other types of organizations have been calling Ambition.

[19:48] Using Ambition, Continuum has increased Salesforce utilization by 86%, because reps want their activities recorded, for the competition. When CRM is used, the data is analyzed.

[22:07] To use a paradigm of candy, aspirin, and vitamins, Ambition’s TV Leader Board (recognition) is candy, fixing a pain point for an employee (transparency, how they are doing) is aspirin, and the Scorecard (areas for improvement) is vitamins.

[24:40] Ambition takes training, but it helps change behaviors. Its objective is to improve the performance of the middle 70% that just need help, and want to do better. Employee retention is a benefit of Ambition through transparent real-time data.

[28:08] Ambition measures sales productivity by measuring average rate of input divided by targeted output. The quadrant changes in the month as inputs and outputs are entered.

 

December 1, 2016

How to Gamify Sales Productivity. With Jeremy Boudinet. #319

Joining me on this episode of Accelerate! is my guest
Jeremy Boudinet. Jeremy is Director of Marketing at Ambition, a sales productivity platform that drives people and process with goals, scorecards, contests, and analytics. Among the many topics that Jeremy and I discuss are the origins of Ambition, the transparency and accountability that gamification provides in sales, what kinds of sales organizations are a good fit for gamification, and how Ambition implements gamification to help improve sales productivity.

July 5, 2016

How to Get Unstuck in Life, Business and Work. With Jason VanOrden. #192

Jason VanOrden is an entrepreneur, author, and speaker who co-founded Internet Business Mastering, where he shares tips and resource about online business, content marketing, the science of influence and living with purpose. Jason helps thousands of entrepreneurs realize their vision of pursuing their passions, being their own boss, creating their own schedule and living a lifestyle they truly desire. In today’s episode, Jason and I discuss how to get unstuck in life, business and work. Join us to hear more about:

  • How Jason discovered his path to business ownership.
  • Creating baby steps towards change with Tiny Habits.
  • Surrounding yourself with success and support.
  • Finding an accountability partner, a framework, and a mentor.
  • Plan for success and start Now, don’t wait!
June 13, 2016

Transition, Transform, and Evolve: Moving to Your Business to the Next Level. With Steve Rodgers. #176.

Steve Rodgers, is a speaker and the author of From Lead to Gold: An Entrepreneur’s Guide Through Transition, Transformation and Evolution. He was formerly President and CEO of Prudential California Realty (a company owned by Warren Buffett.) In this episode, Steve discusses how to effectively use the power of transitions, both in business and life, to help you to transform and evolve to higher levels of productivity and satisfaction. Among the topics we discuss are:

  • What it was like to work for Warren Buffett
  • Why growing companies struggle to maintain their culture and vibe.
  • How to achieve more success by evolving from a money-centric mindset to purpose-driven mindset.
  • Recognizing the early warning signs of burnout. And what to do.
June 10, 2016

How to Maintain Your Sales Motivation. With Bridget Gleason

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I talk about what sales reps, and managers, can do to maintain high levels of personal sales motivation. Among the topics we discuss are:

  • The importance of fully understanding your role.
  • How to stay motivated throughout the entire sales process.
  • What other elements of your life can you draw on to bring your energy back to the workplace?
  • What are healthy internal motivators sales professionals can draw on?
  • How meditation and mindfulness can help you maintain your focus and your drive.

Special announcement for Accelerate listeners! Bridget and I are going to devote an upcoming episode of Accelerate! to answering your questions in regards to difficult sales challenges, particular sales management issues, or tricky sales situations with customers. Please email me at andy@zerotimesselling.com with your name, title, question and a short description of your situation to provide us some context. Send us your questions and we’ll apply the hard-earned wisdom gained through our vast and varied sales experiences to help you.

 

June 7, 2016

Your Emotional Intelligence (EQ) Is Your Key to Success. With John Murphy.

John Murphy is a European-based executive coach who works with senior executives, business owners, and management teams to help them achieve their business objectives. In this episode, John discusses how to bolster your emotional intelligence and how to find motivation, purpose and success beyond just making money. Among the topics we discuss are:

  • Why is emotional intelligence an essential component to success?
  • How do you self-assess what your EQ is? And where your weaknesses lie?
  • Should making money be the sole purpose for your business?
  • How do you find your purpose in business?
  • Does your business purpose align with your company’s vision?

 

May 16, 2016

On Accelerate! Now: Episode 156 with Jim Cathcart. What’s Holding You Back from Sales Success?

Jim Cathcart is a leading sales expert, world-class keynote speaker and an international best selling author of The Acorn Principle and Relationship Selling. Jim was inducted into the Professional Speakers Hall of Fame and has delivered over 2,800 professional speeches around the world. In this episode, Jim and I talk about sales success and how the top sales reps motivate themselves to reach the top and stay there. Among the many topics  we discuss are:

  • What separates the top sales performers from the rest?
  • How do you become an expert and speaker if you think you have nothing to say?
  • How anyone can develop self-belief using The Acorn Principle.
  • How to cultivate your drive and desire to succeed.
  • How to discover what’s holding you back?
April 19, 2016

On Accelerate! Now: Episode 137 with Dave Sanderson. The Life Lessons, and Sales Lessons, I Learned from Surviving US Airways Flight 1549.

Dave Sanderson was a salesperson on a normal business trip to visit customers when he boarded US Airways Flight 1549. He was also the last passenger off the plane as it floated, partially submerged and taking on freezing water, in middle of the Hudson River.

Dave is an inspirational speaker, author, and survivor. He is the author of Brace for Impact and Moments Matter: How One Defining Moment Can Create a Lifetime of Purpose.

Listen to this important episode as Dave discusses how his life was changed forever on January 15, 2009, how he instinctively risked his life to put everyone else’s safety above his own and how this has transformed the way he leads his life. Dave shares important life lessons and sales lessons he learned from this event. Don’t miss this!

March 10, 2016

On Accelerate! Now: Episode 109 with Tim Wackel. Planning, Preparing, and Engaging are the Basics of a Winning Sales Process.

In this episode, Tim Wackel, a top sales trainer and an expert on making a better sales presentation, discusses how preparation is the key to developing and presenting the perfect sales pitch and getting a sale. Included among the questions we discuss are:
  • Why is it important to ask the right questions before your sales pitch?
  • Who should you focus more of your efforts on in training: the top performers or the middle class performers?
  • Why you want to ensure the company you are working for has a compelling message.
  • What is the 30/20/10 Rule and why is it important?
  • How to train sales reps to become better at asking questions.