690: Increase your sales velocity with email with Bryan Wade

Bryan Wade, CEO at Sigstr, joins me on this episode of #Accelerate!   KEY TAKEAWAYS   Bryan’s career led him to be SVP and CPO of Salesforce Marketing Cloud. Bryan’s responsibilities were social, advertising, email, mobile, and web. After he left, Scott Dorsey of High Alpha called him for the CEO opportunity at Sigstr. Bryan had wanted to work for …

689: Learn Prospect Values and Lingo for Engagement with Jeffrey Shaw

Jeffrey Shaw, business coach, keynote speaker, host of the Creative Warriors podcast, and author of Lingo: Discover Your Ideal Customer’s Secret Language and Make Your Business Irresistible, joins me on this episode of #Accelerate!   KEY TAKEAWAYS   Jeffrey talks about his book, Lingo. As he interviews and revisits the content of this marketing and branding book and finds more …

688: Objective-Based Selling with Tibor Shanto

Tibor Shanto, B2B prospecting and sales expert, and author of the ebooks, Sales Happen in Time and Execution: Everything Else Is Just Talk, joins me again on this episode of #Accelerate!   KEY TAKEAWAYS   Tibor teaches objective-based selling to bring in new customers based on their goals, not on their pain points. Look to help prospects to meet their …

687: How to Work Through Conflicts Compassionately with Nate Regier

Nate Regier, CEO of Next Element Consulting and author of Conflict without Casualties: A Field Guide for Leading with Compassionate Accountability, joins me on this episode of #Accelerate!   KEY TAKEAWAYS   There are compassionate ways to require results. Conflict is the gap between what you want and what you are experiencing at any point in time. Andy reflects on …

686: What Makes a Modern Seller? With Amy Franko

Amy Franko, sales & leadership keynote speaker and author of the new book, The Modern Seller: Sell More and Increase Your Impact in the New Sales Economy, joins me on this episode of #Accelerate!   KEY TAKEAWAYS   Amy wrote an article on the business case for sales enablement. Does everyone understand what sales enablement is? What is missing from …

685: Your Morning Routine Inspires Your Day with Benjamin Spall

Benjamin Spall, co-author of My Morning Routine: How Successful People Start Every Day Inspired, joins me on this episode of #Accelerate!   KEY TAKEAWAYS   The function of having a morning routine with intention is to make your morning successful and bring that success to the rest of your day. Benjamin started a website about it over five years ago …

684: How to Strategize with Pillars on Index Cards with Brian Margolis

Brian Margolis, Founder of Productivity Giant and author of the book The Index Card Business Plan for Sales Pros and Entrepreneurs: How to Use the Pillar System to Simplify Your Strategy and Magnify Your Results, joins me on this episode of #Accelerate!   KEY TAKEAWAYS   The genesis of Brian’s book was a plan he had been using for years. …

683: Using Brain Science to Sell with Christine Comaford

Christine Comaford, Leadership & Culture Coach to High-Performing Executives and author of Power Your Tribe: Create Resilient Teams in Turbulent Times, joins me on this episode of #Accelerate!   KEY TAKEAWAYS Christine Mastered in applied neuroscience. Her purpose for the book was to help people create emotionally resilient teams. Brain science opens communication with the primal part of the brain …

682: The Science of Success with Eric Barker

Eric Barker, author of the Wall Street Journal bestseller, Barking Up the Wrong Tree: The Surprising Science Behind Why Everything You Know About Success Is (Mostly) Wrong, joins me on this episode of #Accelerate!   KEY TAKEAWAYS   Do we live better lives as outliers or at the middle of the bell curve? Outliers are very different. Gautam Mukunda of …

681: Sales Enablement for Today’s Seller with Pieterjan Bouten

Pieterjan Bouten, Co-founder and CEO of Showpad, joins me on this episode of #Accelerate!   KEY TAKEAWAYS Buyers are empowered, creating the biggest challenge for the seller of today, which is how to add value for the buyer. Andy calls readiness, relevance, and resilience the three traits sellers need to be successful in sales. PJ (Pieterjan) discusses the coming together …