Accelerate Podcast with Andy Paul
April 28, 2017

How Women Sell Differently than Men. With Bridget Gleason. #444

Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays. This episode also features guest Chris Orlob, Senior Director of Product Marketing at Gong.io.

KEY TAKEAWAYS

[2:10] Andy introduces the first Front Line Friday guest, Chris Orlob of Gong.io.

[3:21] Chris connected with Andy by sending him an article about gender differences in selling. Gong.io brings science to the sales conversation. Chris starts to explain the data.

[4:47] Chris tells how Gong.io analyzed 30,469 B2B SaaS anonymous account executive sales calls recorded from December 2016 and January 2017.

[7:13] Correlations are barometers that can point you in the right direction for the qualitative side of answering a question.

[8:26] The study measured the silences in each part of the conversations. Who “listened” more (or were silent longer), men or women?

[11:31] The data in this study appears to be counter-intuitive, so what is it really saying? Watch for confirmation bias!

[12:59] Who interrupts more, and are interruptions necessarily bad? The study does not address the effect that interruptions have on the sales conversation.

[15:27] Are women compensating for their interruptions in other, positive ways?

[17:18] Interruptions need to be understood in context.

[18:38] Monologue lengths of men and women also differ, but whether a male or female account executive is speaking, is the customer paying attention for two minutes or longer?

[25:24] The study notes that women move more deals forward than men, and close a greater percentage of deals than men. But women are still greatly under-represented in sales. Why?

 

April 4, 2017

#423. Increase Sales by Increasing Diversity. With Lori Richardson.

Lori Richardson, Founder and CEO of Score More Sales, and President of Women Sales Pros, joins me again on this episode of #Accelerate! (Please also listen to Episodes 19 and 71.)

KEY TAKEAWAYS

[:53] Lori’s company, Score More Sales, helps mid-sized companies to solve sales issues. She also has a pet project to see more women in sales leadership. She shares her thoughts on leadership diversity.

[2:34] In the last year, Lori has been working to understand how women are influencing the B2B sales landscape. She suggests tactics companies can take to hire more women in sales.

[5:41] Lori talks about traveling to universities and colleges to speak to women about B2B selling. If they are thinking retail, can they refocus on B2B? Lori notes that most successful women in B2B had family role models they followed.

[9:30] Lori considers certification and degree programs to have an influence. The Women Sales Pros website is planning to feature more success stories, including the financial rewards.

[12:18] Recruiting strategies: using gender-neutral language in job descriptions, such as collaboration, helping, working together, and results, adds great interest for women.

[13:44] Sales research shows that on average, women perform at a higher level than men, so include them! Diversity improves a team. There is increasing diversity among clients, and sometimes a woman connects where a man does not.

[15:35] Lori attended a sales conference recently. Did she see more male or female presenters? Lori asks you to think about that at your next sales conference.

[17:46] Women Sales Pros are women sales experts. At first, they were not typically called to speak. Now, they speak on main stages, and at companies. Lori sees huge progress, and has great goals for more women in sales and leadership.

[19:11] Lori considers not hiring more women to be a costly sales management issue. Lori asks, If you could increase revenues by 5 or 10 percent, why wouldn’t you?

[19:45] Lori says to consider what an applicant sees in your company when they interview. Do they see a professional work environment, with an opportunity where they could be promoted? Do they see people like them in high positions?

[22:50] What does Lori say about pay inequity? There is commission, and then there is salary. How does territory allocation create inequity? Bad sales management has costs.

[25:35] Lori suggests evaluating the sales team, pipeline, and process, and making some very educated data decisions around accountability, when a salesperson gets lazy. They will often select themselves out, and solve a problem.

 

January 4, 2017

How to Build a Team for the Complex Enterprise Sale. With Marcy Campbell. #346

Joining me on this episode of Accelerate! is my guest Marcy Campbell, Senior Vice President, Worldwide Sales & Business Development at Qubole. Qubole simplifies provisioning, management, and scaling of big data analytics workloads. Among the many topics that Marcy and I discuss are Marcy’s unique sales background, the challenges of selling a disruptive product in a competitive environment, the qualifications needed for complex tech sales, and reasons why there aren’t more women in tech sales today.

May 13, 2016

On Accelerate! Now: Episode 155 with Bridget Gleason. Why You Need to Hire More Women in Sales

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I discuss a number of topics including:

  • Why you need to hire more women into sales roles.
  • How to create the right environment to help women succeed in sales.
  • The traits that enable women sales reps to outperform their male counterparts.
  • How to avoid the typical end of quarter end craziness.
  • How to smooth out your pipeline to avoid the proverbial hockey stick effect.

Be sure to join us for this information-packed episode!

January 18, 2016

On Accelerate! Now: Episode 71 with Lori Richardson. If You Want To Accelerate Your Sales, Hire More Women Sales Reps

In this episode, Lori Richardson, President of Score More Sales, and President of Women Sales Pros, discusses how companies are missing out on the opportunity to accelerate their sales growth by not doing more to recruit and hire qualified women sales reps. Research studies have found that female sales reps routinely outsell their male counterparts. Given that data, if you’re a sales manager, why aren’t you making it a priority to hire more female sales reps? Among the key topics we discuss include:

  • Why the modern sales force continues to be overwhelmingly male dominated.
  • Why female sales reps have higher average quota achievement than men. But are still paid less for the same work.
  • How to attract increased numbers of qualified women candidates for sales jobs
  • How to spot the hidden signals that companies send out that communicate a lack of upward career opportunity for women sales professionals.
  • How to identify the unconscious gender bias in your sales job descriptions that deter female applicants.

If you’re in sales or sales management, then you definitely need to listen to this episode.

October 20, 2015
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On Accelerate! Now: Episode 19 with Lori Richardson. Why Aren’t There More Women In Sales?

Why aren’t there more women in sales? That’s one of the questions my guest, Lori Richardson, the founder and CEO of Score More Sales, a sales training firm, and President of Women Sales Pros, tackles in this episode. Women are still dramatically under-represented in sales. And, in this episode, Lori shares her own journey as a single mother through the ranks of the sales profession, overcoming the numerous obstacles placed in her way to become the founder and CEO of her own sales training company. Lori gets into the details about why sales is such a desirable profession for women to enter. But she also explores the barriers that are still placed in their way and talks about the efforts of the Women Sales Pros, a national association dedicated to the support, mentoring and education of women sales professionals, to expand their opportunities for employment and advancement. This is essential listening for all sales leaders!