731: Why You Should Flip the Sales Script w/ Oren Klaff

Oren Klaff, Managing Director of Intersection Capital and bestselling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea, joins me on this episode of #Accelerate! KEY TAKEAWAYS Buyers have become increasingly empowered in the years since Oren wrote Pitch Anything. Now, buyers …

730: What Are Your Sales Strengths? w/ Chris Spurvey

Chris Spurvey, Business Growth Facilitator and CEO at Chris Spurvey Sales Consulting Inc., joins me on this episode of #Accelerate! KEY TAKEAWAYS Chris shares his negative first exposure to sales. He doesn’t respect “pushy” salespeople. At university, Chris and partners started a business. When they sold it, he moved on to become a marketer, not a salesperson. After 10 years, …

#729 SEO, Lead Generation, and Sales Education, with Gaetano DiNardi

Gaetano DiNardi, Director of Demand Generation at Nextiva, joins me on this episode of #Accelerate! KEY TAKEAWAYS Gaetano started as a musician but wanted a career that would challenge his brain. He started a music blog. Through blogging, he inadvertently taught himself SEO. Gaetano learned that SEO helps you create content your customers and prospects want and will find. Gaetano …

728: Why Coaching is Critical, with Bill Eckstrom and Sarah Wirth

Bill Eckstrom, Founder and President of EcSell Institute and Sarah Wirth, VP of Client Services, who are the co-authors of The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth, join me on this episode of #Accelerate! KEY TAKEAWAYS Bill and Sarah share how they came to write this book, based on their work together …

727: Have We Automated Sales Too Much? w/ Shawn Finder

Shawn Finder, CEO at Autoklose, joins me again on this episode of #Accelerate! KEY TAKEAWAYS Shawn was on the show previously for his company ExchangeLeads, a data provider. About a year-and-a-half ago, Shawn leveraged the sales engagement and the data side into an all-in-one sales solution, Autoklose. Shawn shares his definition of sales engagement. Have we automated too much of …

726: Winning with Real-Time Proposals, with Bill Wilson

Bill Wilson, Co-Founder & CEO at Sales Right Co., joins me on this episode of #Accelerate! KEY TAKEAWAYS Bill Wilson and Sales Right Co. are in Halifax, a growing technology center. Several tech schools and universities are based there. Halifax supports tech and entrepreneurship. Sales Right Co. is designed to provide transparent pricing for B2B SaaS. Sales Right Co. goes …

725: Knuckle Dragging Sales, with John Crowley

John Crowley, the best-selling author of Knuckle Dragging Sales: A Primitive Process To Make More Money, joins me on this episode of #Accelerate! KEY TAKEAWAYS John tells what ‘knuckle dragging sales’ means. You persist and win or you quit and fail. John says bring back the simpler tactics that work. It’s not easy. Sales is the marathon of professions. Layering …

724: How Sales should work with Procurement, with Jens Hentschel

Jens Hentschel, Founder and Managing Director of the Fivis Partnership, joins me on this episode of #Accelerate! KEY TAKEAWAYS Jens is in London. He worries about business issues after Brexit if it occurs. Jens’s company, the Fivis Partnership, helps procurement teams become more customer-centric and strategic, with operational excellence. The Fivis Partnership also helps sellers understand the procurement side. In …

723: Sales Enablement and Your Buyer, with Doug Winter

Doug Winter, Founder and CEO at Seismic, joins me on this episode of #Accelerate! KEY TAKEAWAYS Seismic Sales Enablement provides content to help sellers educate themselves quickly about the buyer and the buyer’s needs and also assembles content that answers the buyer’s questions in the most relevant way. Sellers today have much less time to perform discovery. If competitors have …

722: Selling on LinkedIn, with Dennis Brown

Dennis Brown, LinkedIn sales consultant and author of The Ultimate Guide to Generating Inbound Leads with LinkedIn, joins me on this episode of #Accelerate! KEY TAKEAWAYS Selling is not about “fairness.” You don’t get the order if you don’t win the sale. Dennis shares his stand on pricing early in a conversation. “Here is why I’m more expensive.” You can’t …