Accelerate Podcast with Andy Paul
April 4, 2016

On Accelerate! Now: Episode 126 with Jorge Soto. You Can’t Replace The Human Element in Sales

Jorge Soto is the founder of Sales4Startups and a serial entrepreneur.  In this episode, Jorge drives the point home that it is essential, in this age of data, analytics and automation, to not forget about the human element in business in general, and in sales in particular.  Among the topics that Jorge and I talk about are:

  • What are some of the ‘sure things’ that don’t accelerate sales in start-ups?
  • Why it is essential that start-up founders and leaders need know how to sell their product or service.
  • Why it’s still the best strategy to focus on quality over quantity in lead development.
  • Why authentic relationships are still the best route to sales success.
January 22, 2016

On Accelerate! Now: Episode 75 Front Line Friday with Bridget Gleason. How Sales Leaders Should Structure Their Days to Maximize Their Effectiveness

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, allocates and uses her time during a typical work day. She shares how allocates time in her day to preparation, managing sales, coaching her team, selling, recruiting, planning, learning and just having time to herself to think. Included among the topics we discuss in this conversation are:

  • The type of data you need to manage and coach in real-time
  • The regular meetings you need to have and how they should be structured for maximum effectiveness and productivity.
  • The difference between managing your sales process and managing sales
  • The appropriate planning horizon for sales and how much time should be invested in planning.
  • How to use structured office hours to improve team communication

If you’re a sales leader or sales manager, then you need to make sure you listen to this episode!