Joining me on this episode of Accelerate! is my guest Paul Cherry. Paul is President of Performance Based Results, LLC, the author of Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants, and has a new book coming up called, The Closer: Be The Successful Sales Pro, Steal the Lead, Seal the Deal. Among the many topics that Paul and I discuss are the purpose of listening for discovery, how the fate of a sale can depend on a question, and Paul’s new book, The Closer.
Welcome to another Front Line Friday with my regular guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics the connection between new sales technologies and enhanced sales productivity. Join Bridget and me for this episode of Accelerate! as we dig into the future of sales in the face of technological changes.
Joining me on this episode of Accelerate! is Justin Roff-Marsh. Justin is the author of The Machine: A Radical Approach to the Design of the Sales Function. Among the many topics Justin and I discuss in this episode are what is sales process engineering, why he believes it’s important to reduce a salesperson’s autonomy through a division of labor, why 99% of companies need both outbound and inbound sales, and the traits of salespeople who thrive in an engineered sales process environment. This is a fascinating look at the future of sales.
My guest on this episode is Kevin O’Nell, CEO of PeopleLinx, a system that activates social selling to drive more quality leads, create faster sales cycles, and increase conversion rates. In this episode, Kevin and I discuss the role of social selling in the early stages of the buyer’s journey, and dig into the effective (or ineffective) use of sales technologies that managers and teams are implementing.
Joining me is David Hood, CEO of VanillaSoft, a leading software system that supports phone-based inside sales teams. Among the many topics David and I discuss relating to inside sales are the increasing importance of virtual reputations, the evolving role of inside sales teams in full life-cycle sales, the true measure of sales productivity, and key differences between list-based and cue-based calling systems.
Nancy Nardin is joining me for a second time on Accelerate. Nancy is a thought leader on sales and marketing productivity tools and the founder of Smart Selling Tools. Join us now as Nancy and I discuss her Hierarchy of Revenue Needs and Sales Stack Maturity Model and how to use these tools to help you build a sales stack that aligns with your requirements, and many more topics.
Mike Scher is CEO and co-founder of FRONTLINE Selling, developer of Staccato PRO―a sales development platform that leverages the social DNA of a buyer in order to contact and engage with the right decision makers and influencers. Join us now as Mike and I discuss multiple topics including the biggest challenges sales reps have in reaching the right decision makers, how to balance the quantity of proactive sales touches with effectiveness and efficiency and how FRONTLINE analyzed the data from over 1.8 million outreaches to develop its platform.
Ralph Lentz is Chief Revenue Officer of Recurly, a leading subscription management platform. In today’s business environment, many high-growth enterprises use a subscription-based business model to generate a predictable stream of revenue. Join us on this episode, as Ralph and I discuss many topics including how companies use Recurly to reduce churn and increase subscription revenues and the process Ralph uses to scale his rapidly growing sales team.
Debu Chatterjee is Founder and CEO of DxContinuum, a predictive analytics platform for sales teams, designed to increase the efficiency and effectiveness of sales efforts. Among the topics Debu and I discuss are the power and application of predictive analytics in sales, including how they can transform sales processes, changing sales behaviors among teams and individuals and drive improved sales outcomes.
Stephen Woessner is a digital marketing expert, the founder and CEO of Predictive ROI, host of the Onward Nation podcast for business owners, and the bestselling author of two books, The Small Business Owner’s Handbook to Search Engine Optimization and Increase Online Sales through Viral Social Networking. Stephen teaches companies how to accelerate their sales by avoiding the time and money wasting mistakes that prevent them from capitalizing on money making opportunities. In this episode, Stephen and I discuss how to profitably grow your business by avoiding the common money draining mistakes too many entrepreneurs make.