How to Generate Additional Business with Existing Customers. With Dan Englander. #334
Joining me on this episode of Accelerate! is Dan Englander, Founder of Sales Schema and the author of The B2B Sales Blueprint, and more recently, Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less. Among the many topics that Dan and I discuss are how to keep your customers engaged and involved beyond the initial sale, how to unify sales and customer success around common goals; and how to build on the customer experience to generate repeat business.
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More about Dan Englander
What’s your most powerful sales attribute?
Helpfulness -- adding and context to the decision.
Who is your sales role model?
Neil Rackham, author of Spin Selling.
What’s one book that every salesperson should read?
The Signal and The Noise: Why so Many Predictions Fail -- But Some Don’t, by Nate Silver.
What music is on your playlist right now?
Early Funkadelic, Clutch, Link Wray, and Dick Dale.
Contact Dan Englander
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.)