Accelerate Podcast with Andy Paul
August 24, 2016

Why Sales Needs to Understand the Buying Process from the Inside Out. With Michael Nick. #235

Michael Nick is a Principal at Technology Finance Partners, founder of ROI4Sales and bestselling author of ROI Selling and Adapt or Fail: Process with Power. In this episode Michael and I talk about how your customer’s process of gathering and evaluating information, and making decisions about products and services is evolving and how sales reps need to change with it. Michael shares why sales reps need to increase their business acumen to effectively communicate with decision makers and influencers. This is a must listen!

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More about Michael Nick

What’s your most powerful sales attribute?
Probably the fact that I have books and I have the experience of doing all the things that I talk about.

Who is your sales role model?

David Sandler.

What’s one book that every salesperson should read?
You Can't Teach a Kid to Ride a Bike at a Seminar, by David H Sandler and John Hayes

What music is on your playlist right now?
Chuck Lange, a local artist in Wisconsin.

Contact Michael Nick

Contact Michael:

Websites:

www.michaeljnick.com

www.roi4sales.com

Sponsors

Free Resources

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.

About Andy

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.)

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