Collaborate with Prospects to Increase Win Rates. With Dave Stein and Steve Andersen. #329
Joining me on this episode of Accelerate! are my guests Dave Stein and Steve Andersen, co-authors of a new book, Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World. Among the many topics that Dave, Steve, and I discuss are how to (not) control the sale, which activities support the sales process and create a higher probability of success, and what kind of sales behaviors do today’s buyers require from successful salespeople?
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More about Dave Stein and Steve Andersen
Dave, what’s your most powerful sales attribute?
Wisdom and experience.
Dave, who is your sales role model?
Dave, what’s one book that every salesperson should read?
Power Base Selling: Secrets of an Ivy League Street Fighter, by Jim Holden.
Dave, what music is on your playlist right now?
Freddie Hubbard, Maynard Ferguson, Wynton Marsalis, Roy Hargrove, Arturo Sandoval -- brash, screaming, passionate trumpet playing.
Steve, what’s your most powerful sales attribute?
Credibility, and being able to bring insights and actionable awareness to clients.
Steve, who is your sales role model?
Dave Stein. People buy Dave Stein because, not just of what he knows, but the person that he is.
Steve, what’s one book that every salesperson should read?
Good to Great: Why Some Companies Make the Leap… And Others Don’t, by Jim Collins.
Steve, what music is on your playlist right now?
Jazz, The Blue Note Sessions, some really nice Carolina Beach Music: The Tams, The Showmen, Willy “Tea” Taylor, The Impressions.
Contact Dave Stein and Steve Andersen
LinkedIn: Dave Stein
LinkedIn: Steve Andersen
Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.
Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales.Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.
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Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)