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 …

#680: How are you different? with Lee Salz

Lee Salz, Founder and CEO of Sales Architects and author of the new book Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want, joins me again on this episode of #Accelerate!   KEY TAKEAWAYS How do your prospects feel when you claim to be the best and have the best product and service? How do …

679: Mindset — The First Pillar of Business Success, with Joe Dalton

Joe Dalton, a world-class sales training expert and podcast host, joins me on this episode of #Accelerate!   KEY TAKEAWAYS The topic is mindset. Joe teaches clients the three pillars of business success — mindset, marketing, and sales. Joe explains each pillar. He sees mindset as a differentiator. Mindset is your view of yourself. Joe contrasts people who make millions …

678: Sales Success Factors & Trust and Authenticity

John Asher, CEO of Asher Strategies, keynote speaker and best-selling author and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode of #Accelerate!   KEY TAKEAWAYS First guest: John Asher The five factors for success in sales are product knowledge, sales aptitude, sales skills, motivation, and sales process. Out of 25 million salespeople …

677: Differences Between Management and Leadership and more with Naphtali Hoff

Naphtali Hoff, the author of Becoming the New Boss: The New Leader’s Guide to Sustained Success, joins me on this episode of #Accelerate! KEY TAKEAWAYS   How do we make our sales teams smarter and better? There’s a difference between educating and training. Managers seem to be in the training camp, while leaders are more visionary and think about education …