Accelerate Podcast with Andy Paul
February 8, 2017

How to Use Sales Intelligence to Engage with Prospects. With Sam Richter. #376

Joining me on this episode of Accelerate! is my guest Sam Richter, Founder and CEO of SBR Worldwide/Know More, and author of the bestseller called, Take the Cold Out of Cold Calling

KEY TAKEAWAYS

[3:37] A new salesperson starts in survival mode, and struggles to convince people to do something. It took a mentor to show Sam the nobleness of the sales profession — helping people.

[6:22] Sam’s core expertise is in sales intelligence — finding information on other people, to help your approach be relevant to what they care about.

[6:42] Your prospects are amazingly passionate about one thing. What is it? It’s themselves. What they care about is their problem, and their motivation might not be what you think.

[9:02] To determine if you are a salesperson, or a sales professional, ask yourself if you have ever recommended your competitor, or somebody else, to one of your prospects, when they were a better fit. If you did, it comes back in referrals.

[12:40] Sales professionals are underutilizing social media for sales intelligence. Sharing content is great, but also search out what the prospect cares about, so when you pick up the phone, you first address that matter, for a quick connection.

[16:12] Sam teaches the 3×5 method. Spend three minutes trying to find five pieces of information about a prospect. [17:07] Twitter has advanced searches you can save to find trigger events, such as new product launches, that give you ‘permission’ to call your contact.

[22:04] YouGottheNews.com is a filtered search engine, similar to Google’s News tab, that searches large and small news publications. YouGotSocial.com is a filtered search to mine Facbook for information about your prospects.

[31:03] Nothing sent through the Internet disappears — not even deleted email messages. Everything on your timeline is available, including friends, and what they put on their pages.

 

January 18, 2017

Accelerate Your Success by Investing in Your Development. With Mike Weinberg. #358

Joining me for the third time on Accelerate! is my friend Mike Weinberg. He’s the author of two excellent books: New Sales. Simplified, and Sales Management. Simplified. Among the topics that Mike and I discuss are how salespeople can stop being commoditized and how you are responsible for your own development and success as a salesperson.

KEY TAKEAWAYS

[2:08] The biggest challenge facing salespeople today, is being commoditized, instead of being seen as value producers.

[3:12] Why it’s essential salespeople must view themselves as consultants, professional problem-solvers and value creators.

[5:20] Being responsive — which is crucial — does not require you to provide a proposal prematurely. Mike explains why.

[8:06] Take ownership of your sales process. Tell the client you need to meet with them for discovery, so the proposal will be relevant to them.

[11:17] Salespersons used to be mentored in their roles. Now, they are sent out untrained, with a quota.

[12:53] The customer is learning and growing faster than the seller. The buyer doesn’t need the seller for info — they are drowning in it. Provide value by consulting to their needs.

[15:09] Mike’s message: Listen to Andy’s podcasts and link to the guest content; buy the books, especially, Amp Up Your Sales, by Andy Paul, and watch your sales! Invest in yourself!

[19:43] Andy’s lesson: regardless of any training your company provides or fails to provide, you have responsibility for your success, and there are resources available all around you.

[21:03] It’s the top people who invest in themselves, and take responsibility for their individual development. Andy pays a coach, and joined a Mastermind group.

[21:40] Your prospect really is in a less-than-optimal situation. You can help them. If your motivation is to help the customer win, you’re going to win. Prospect them, by all means, with all you’ve got, and get in front of them for discovery.

[25:38] Phone and email outreach methods are still valuable. Don’t give in to people who say they aren’t. Use every channel that touches your client positively.

December 30, 2016

How to Reflect on the End of the Year and a New Start. With Bridget Gleason. #343

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, Bridget’s exciting new position, what to do about end of the year reflections, things that are really important, and determining what to do better next year.

October 26, 2016

How to Increase Win Rates on Qualified Leads. With Dan McDade. #289

My guest on this episode of Accelerate! is Dan McDade, Founder and CEO of PointClear and author of The Truth About Leads. Among the many topics Dan and I discuss are the importance of sales & marketing alignment in lead generation, effective strategies to improve sales & marketing collaboration, the differences between inside sales reps and outside sales executives and how to choose the right candidates for each role, and establishing good KPIs, such as the percentage of sales qualified leads an effective sales organization should expect to close.

October 11, 2016

The Only Sales Guide You’ll Ever Need. With Anthony Iannarino. #276

I am very excited to welcome back to Accelerate! my good friend, Anthony Iannarino. Anthony is a speaker, blogger, extraordinary sales leader, and author of a new book, The Only Sales Guide You’ll Ever Need. Join us in this episode as Anthony and I discuss a range of topics from his new book including, why you as a salesperson are the primary value proposition, how psychology is more important than technology in sales, how a healthy sense of competitiveness is critical in sales, and how to ignite your competitive spirit.       

July 15, 2016

How You Can Be the Golden State Warriors of Sales. With Bridget Gleason. #201

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. Steve Kerr, head coach of the Golden State Warriors, has built an incredibly successful team based on a team culture that’s built around 4 core values: competition, mindfulness, compassion and joy. In this episode, Bridget and I discuss these 4 core values in the context of selling and sales performance.

And we talk about how they can help you succeed both personally and as a team. Don’t miss this!

April 29, 2016

On Accelerate! Now: Episode 145 with Bridget Gleason. The Books ALL Sales Professionals Should Read.

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, we take a break from talking about sales strategies. Instead, Bridget and I share some of our favorite books that we believe every sales person, and sales manager, should read. Want to know what you should be reading right now to increasing your reservoir of sales knowledge? Then make sure to join us for this information-packed episode!

April 18, 2016

On Accelerate! Now: Episode 136 with Josiane Feigon. What’s the Future of Sales? Smart Sales Trends for 2016 and Beyond.

Josiane Feigon is a sales futurist and the founder of  TeleSmart Communications. She is the author of Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team. For the past 11 years, Josiane  has written and published sales trends reports that lay out the significant macro trends that will transform sales, and business, in the near future. In this episode, Josiane and I discuss the latest trends that will begin to transform how we sell in 2016.

  • 10 must-have skills sales reps need to be successful in inside sales.
  • What is a No-Po and why can’t sales and marketing avoid them?
  • What sales reps need to do to stay relevant to their customers (and avoid being replaced by automation)
  • Why true authority will be defined by knowledge and merit, not title.
March 28, 2016

On Accelerate! Now: Episode 121 with Kevin Craine. 7 Steps to Create Compelling Content That Sells.

Kevin Craine is the Executive Director of Craine Communications Group. His podcast, Everyday MBA, interviews best-selling business authors, innovative thought leaders, and top-shelf executives. Kevin is also a professional writer and editor, an internationally respected business technology analyst, and an award-winning podcast producer.  Among the topics that Kevin and I in this episode:

  • How to develop new customers through value-based thought leadership content.
  • What it takes to become an acknowledged thought leader.
  • Key ways to grab your customer’s attention through compelling content.
  • 7 steps to create credible & compelling content that cause customers to take action.
January 26, 2016

On Accelerate! Now: Episode 77 with Trish Bertuzzi. Do You Have A Sales Development Playbook?

Trish Bertuzzi has one for you. In this episode, Trish Bertuzzi, founder & President of The Bridge Group and author of The Sales Development Playbook; Build Repeatable Pipeline and Accelerate Growth with Inside Sales, shares her perspectives on some of the key challenges sellers face in building their inside sales teams. Among the many topics we discuss in this information-packed episode are:

  • Is technology putting a barrier between you and your prospects?
  • Why SDRs are at risk of being replaced by automation
  • Flaws in your hiring, onboarding and training processes that you need to fix now.
  • Why managers aren’t correctly managing the inside sales process
  • How to fix the “rush to demo” syndrome.

If you have an inside sales team, or are planning to build one, then you absolutely need to download this episode.