The Sales Fix

Strategies to Power Growth

Latest "Prospecting for Dream Customers" Posts

August 8, 2016

Top 5 Episodes on Accelerate! on New Business Development

This is the next article in my series about the Most Popular Episodes from Accelerate’s first 200 episodes. Here are the top 5 most popular episodes we’ve had on my podcast, Accelerate!, on the topic of New Business Development (as measured by the number of times each episode was downloaded or streamed by you.) Want […]

February 29, 2016

Top 5 Most Popular Episodes About Prospecting From Accelerate!

  Over the next few weeks, we’ll be celebrating the publication of the 100th episode of Accelerate!. Since last October you’ve helped Accelerate! become a go-to resource for thoughtful, educational and entertaining interviews with leading experts that have provided strategies and advice to help you accelerate your business growth. I’m marking this milestone by highlighting […]

November 30, 2015

Coming this week on Accelerate! with Andy Paul

Here’s what’s on tap this week on Accelerate! – the podcast with growth strategies for your business – four great experts providing valuable insights into important topics including how to overcome your prospects addiction to the status quo, how to sell with the right content at the right time, how to create and tell stories […]

October 5, 2015

Introducing my new podcast: Accelerate! (Sales, Profits, Growth)

I’m excited to announce the launch today of my new podcast: Accelerate! (Sales, Profits, Growth). Starting today, Accelerate! will be your go-to resource for the latest insights from the leading authorities in sales, marketing, sales automation, leadership, coaching, market research, personal development and other fields to help you accelerate the growth of your sales, your […]

May 11, 2015

Avoid 20th Century Thinking About 21st Century Sales Leads

Sales Leads Today Are Not Old-Fashioned Sales Leads “These are bad leads. I can tell just by looking at them.” Really? How often have you said that? Or heard other salespeople make this claim? I hate to say it, but I still hear salespeople say this like they believe it. When so much has changed […]

April 17, 2015

Sales Tip Video: 4 Ways To Make A Strong First Impression

Here’s a short video with four quick recommendations for sales actions that you can take to shape your prospects’ first impressions of you and your company. First impressions, and the important customer perceptions that flow from them, are extremely powerful and sticky. Once a customer has formed their perception of you, and your company, it […]

February 19, 2015

Sales Tip Video: Be the Solution to your Prospects’ Information Overload

Hardly a day goes by that I don’t hear a salesperson complain about how “noisy” the sales environment is. They bemoan the difficulty of breaking through the avalanche of information that fills the inboxes of their potential buyers. Their emails go unread. Their voice mails unheard and unreturned. At the same time, I hear customers […]

February 12, 2015

Sales Thought Leader Interview: Why Business Owners Need to Learn How to Sell

In this excerpt from my extended conversation with Jill Konrath, Jill tells why is is so important for small business owners to learn how to sell their own products and services. They can’t count on customers to mysteriously appear once they open their doors for business. They have to go out and proactively develop customers. Jill […]

December 16, 2014

Sales Acceleration Video: Target Your Dream Customers to Amp Up Your Sales

What is Sales Acceleration? Sales Acceleration is a term that virtually everyone in sales uses, from CEOs to managers to salespeople. However, when I ask these same groups of sales professionals to define sales acceleration, and what it means in terms of the steps that they should be taking to speed up their sales, I […]

August 29, 2012

4 Simple Steps to Implement Value-Based Persistence

Effective Follow up with Value-based Persistence

Persistence is a valuable characteristic to have if you’re a salesperson. Persistence is about refusing to give up even in the face of adversity. And, there can be a lot of adversity in selling. Keep reading to learn how to use persistence to create value for your prospect while waiting for them to engage.