Accelerate Podcast with Andy Paul
January 28, 2017

How to Apply the Coaching Model in Your Organization. With Barry Demp. #367

Joining me on this episode of Accelerate! is my guest Barry Demp, Founder of Barry Demp Coaching, and author of an interesting book, called, The Quotable Coach: Daily Nuggets of Practical Wisdom. Among the many topics that Barry and I discuss are how a coaching relationship differs from a management relationship, why it’s essential to connect with the vision and values of your people, and how to find fulfillment in your work.  


[:50] Barry taught Science for two years in the Philadelphia Public Schools. He moved into pharmaceuticals in sales and marketing for 12-1/2 years, for Upjohn. Barry left in 1992.

[2:48] Barry was moved by the Barcelona Olympic Games. A documentary on athletes and coaches inspired him to bring coaching to business, which he has been doing for 24 years.

[7:09] In a coaching relationship, people promise action to fulfill a future goal they intend to achieve. They lead themselves to the future they desire. Old-school management is, my job is to get you to go where I need you, like it, or not.

[9:33] When people’s vision and values connect with the organization, they see work can be an expression of themselves, and they engage with it, and are fulfilled by that community, and they build it up to mutual benefit.

[13:16] The balance begins with relationships. Quality relationships underlie quality results. Knowing your employees, and their values, are drivers of human behavior. “We’re not a machine anymore,” ― Seth Godin.

[23:48] Barry’s book is developed from his blog. Andy notes selected quotes: “You’re more likely to act yourself into
feeling, than feel yourself into action.” ― Jerome Bruner.
Start something!

[25:47] “People are anxious to improve their circumstances, but they’re unwilling to improve themselves. They therefore remain bound.” ― James Allen. Invest in yourself!

[27:10] “Don’t stumble over something behind you”
― Seneca the Younger. Where do we live — past, present, or future? Be present in the moment, and step into the future!

[28:34] “Death is Nature’s advice to get plenty of life.”
― Goethe. Life is finite. Get the most out of it!

[30:06] “Our chief want in life is somebody who will make us do what we can.” ― Ralph Waldo Emerson. The ability to take a stand for other people is a remarkably powerful place!

[31:30] “If you chase two rabbits, both will escape.”
― Author Unknown. Choose and focus! The most productive people are highly-focused, not multi-taskers.

[32:33] “Instead of seeking new landscapes, develop new eyes.” ― Marcel Proust. Perception is reality. If we perceive things in new ways, we create new realities!

December 3, 2016

What’s Your Unique Promise of Value? With John Smibert. #321

Joining me on this episode of Accelerate! is John Smibert, Co-founder and CEO of Strategic Selling Group. Among the many topics that John and I discuss are the importance of building your personal brand — your unique promise of value; how you as a salesperson can become a domain expert; and why every salesperson should publish on social media.

October 17, 2016

How to Use Metaphors to Sell Your Intangibles. With Andrea Goulet. #281

Joining me on this episode of Accelerate! is Andrea Goulet, Founder & CEO of Corgibytes, a software/code remodeling firm based in Richmond, Virginia. Among the many topics Andrea and I discuss are how Andrea incorporates her company’s core values into her team’s selling efforts, how to use metaphors when selling your intangible value, and how selling her company’s core values have helped with conversion rates and customer lifetime value.

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.       

October 8, 2016

How to Align Your Value with Your Ideal Client. With Wendy Y Bailey. #274

Wendy Y Bailey is a sales speaker, business coach, and President & CEO of Business Beyond Limits. Join us on this episode as we discuss the importance of personal branding, why Wendy believes Neuro-Linguistic Programming (NLP) enables you to better communicate with prospects, why upgrading your ideal client profile is essential to amping up your sales, and the critical role of value alignment in sales.

September 18, 2016

Sunday Special: Listener Favorites on Value-Driven Selling

I’ve had a number of guests on Accelerate! to talk about value-driven selling. In case you missed them the first time around, here are two recent episodes about value in sales that were extremely popular with the friends of Accelerate!

Deb Calvert joined me on Episode #222 to talk about How to Create Value in Sales. 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.

Donal Daly joined me on Episode #241 to discuss n Donal  is CEO and Founder of Altify, and author of Amazon #1 best-seller, Account Planning in Salesforce. Donal combines his expertise in enterprise software applications, artificial intelligence, and sales methodology, as he continues to transform how progressive organizations sell. In this episode, Donal and I review the major findings from the recent Altify study, Global Buyer/Seller Value Index 2016. Among the topics we discuss are what it means to create value through the sales process, how to effectively manage your sales opportunities, and the statistical link between engaging buyers early in their buying process and the sellers’ win rate.

September 12, 2016

How to Increase Sales with Value-based Selling. With Julie Thomas. #251

President and CEO of ValueSelling Associates, Julie Thomas, is a noted speaker, consultant and author of ValueSelling: Driving Up Sales One Conversation At A Time. On this episode, among the topics Julie and I discuss are defining what value is in sales, how to establish value in the prospect’s mind, how creating value in the sales process is challenged by technology and automation and the four dimensions of qualifying a prospect.

July 27, 2016

How to Build A High Performance Sales Culture. With Ron Karr. #211

Ron Karr is the founder of Karr Associates, Inc., a leading sales speaker, consultant and author of several books, including the bestselling Lead, Sell, Or Get Out of the Way: The 7 Traits of Great Sellers. On this episode, Ron joins me to detail the 7 traits shared by great sellers, how to grow a high performance sales culture and how to increase your influence through significance. Ron also talks about “mastermind” groups, how they work and how you can benefit from membership in one.

July 24, 2016

Special Episode: What Impact Will “Brexit” Have on Your Sales?

If you do business in Europe, then the UK’s decision to exit the European Union (EU), otherwise known as Brexit, could have a direct impact on yours sales. And your business.

In this special episode of Accelerate! I talk with three European-based sales experts about the possible near-term and long-term, ramifications of Brexit for business in general. And B2B sales in particular.

While there is still much uncertainty that surrounds Brexit, and the UK’s future relationship with the EU, it’s prudent to begin thinking about how it could impact your business.

My guests today are not political commentators. But they are business experts with very definite opinions that you’ll want to hear.

First, I speak with Tim Hughes. Tim Hughes is the Uk-based founder and partner of Digital Leadership Associates, a social digital transformation agency. He is one of the leading experts on social selling and the author of a great new book: Social Selling: Techniques to Influence Buyers and Change Makers. Tim was previously on Accelerate in Episode #157 titled The 5 Pillars Of Social Selling To Re-Energize Your Pipeline.

After Tim, I talk with Regis Lemmens. Regis is the Brussels-based founder of Sales Cubes, a consulting firm which helps sales organizations to innovate and co-create value with their customers. He is also a professor in Sales and Sales Management teaching at business schools in Belgium , the Netherlands and in the UK. Regis was also previously been on Accelerate in Episode #76 titled The Future Of B2B Sales And The Changing Role Of Sales Reps. Check out our excellent conversation on how B2B sales reps will have to become value co-creators.

Finally, I chat with Bob Apollo, Founder of Inflexion-Point Strategy Partners based in Reading, UK (about 45 miles west of London.) Bob is an expert on the subject of value-based selling for the complex B2B sale. Be sure to check out my previous conversation with Bob in Episode #66 of Accelerate! titled How To Simplify And Shorten Sales Cycles With Value-Based Selling.

Be sure to listen now!

July 22, 2016

How to Remain Relevant In the Face of Sales Automation. With Bridget Gleason. #207

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. As companies are rushing to develop products to automate many aspects of the sales process, it raises the question, how do sales reps remain relevant to their customers? In this episode, Bridget and I discuss where we think sales automation is headed and some of its current benefits and shortfalls. And, we talk about the important steps sales reps should take to ensure that they are always in a position to add unique value to the buyer’s journey.