Accelerate Podcast with Andy Paul
January 20, 2016

On Accelerate! Now: Episode 73 with Sean Burke. Using Small Data To Accelerate Improved Sales Results

In this information-packed episode, Sean Burke, CEO of KiteDesk, tells why big data is a great resource for companies but is not good for sales people. He describes why sales reps need small data, and what that means in terms of providing them the right data and information that they need, right when they need it to help accelerate their sales process to close more deals. Included among the subjects we discuss in our conversation are:

  • Why the number one issue facing sales, despite all of the new sales tools introduced over the past few years, is still prospecting.
  • The tools that are being developed to make sales reps more effective and efficient in their prospecting efforts.
  • Why SDR teams don’t need a CRM system (but your company still does)
  • How to ensure that your sales tools are aligned with your prospects’ buying process.
  • How to use relevant data at the right time to drive improved sales results

If you’re a sales leader, sales manager, or sales rep, this episode is worth the investment of your time to listen.

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More about Sean Burke

What is the most powerful sales tool in your personal arsenal?
My mind

Who's your sales role model?
My mom

Favorite music to listen to to psych yourself up for an important sales call?
A small band I think out of San Francisco called the Orwells

One book every sales person should read
Blue Ocean Strategy by Renée Mauborgne and W. Chan Kim

Contact Sean Burke

Contact Sean:

Website: KiteDesk.com

Sponsors

ConnectAndSell:

Companies using ConnectAndSell grow their revenue faster by enabling their sales reps to have more sales conversations in 90 minutes than they normally have in a week. Click on this link to get started at ConnectAndSell.com.

LiveHive:

LiveHive is a unified Sales Acceleration Platform that delivers buyer-side analytics to empower sales teams with intelligent prospect outreach and sales managers better visibility into team behavior, processes, and deals.  To Learn More Click Here.

 

Transcript

Read the full transcript of today’s episode here.

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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