695: The Best Time to Sell, with Dan Pink

Dan Pink, author of When: The Scientific Secrets of Perfect Timing and five other Wall Street Journal and New York Times bestselling books, joins me on this episode of #Accelerate!   KEY TAKEAWAYS Timing is a science. Make timing decisions based on evidence, data, and facts — not on intuition. Dan lays out the aspects of timing and what research …

694: Sales and Marketing Trends, with Jake Dunlap

Jake Dunlap, CEO and Technology Leader at Skaled, joins me on this episode of #Accelerate!   KEY TAKEAWAYS How do you reconcile the balance between technology and human relationships in sales? Jake says it depends on buyer behavior. Buyers increasingly want to go ‘down the funnel,’ themselves. Transactional selling will become a form of intelligent shepherding; enterprise selling will remain …

691: Pursue Profitable Digital Transformation with Michael Gale

Michael Gale, Co-author of The Wall Street Journal bestseller, The Digital Helix, joins me on this episode of #Accelerate!   KEY TAKEAWAYS   Research shows that any form of activity associated with digital transformation will generate some positive return. Digital transformation is endemic — in small amounts. 72% of all the net returns from transformation are going to 28% of …

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 …