699: Accelerate Revenue by Aligning Marketing and Sales, with Darryl Praill

Darryl Praill, Chief Marketing Officer of VanillaSoft, joins me on this episode of #Accelerate! KEY TAKEAWAYS Getting Sales and Marketing to work together to generate revenue more effectively will be a trend in 2019. Is there sales and marketing alignment, or is it a turf war? Darryl suggests that marketers should make some cold calls. Darryl has been a sales …

698: Big changes needed in B2B Sales, with Skip Miller

Skip Miller, founder and President of M3 Learning and author of ProActive Selling and Selling Above and Below the Line, joins me again on this episode of #Accelerate! KEY TAKEAWAYS In the 1890s, NCR revolutionized industrial selling in the U.S. Industries have revolutionized manufacturing but manufacturing selling is stuck in the same old way. Skip talks about Silicon Valley. Skip …

697: Providing Interactive Buying Experiences, with Matt Suggs

Matt Suggs, EVP of Sales at Mediafly, joins me on this episode of #Accelerate!   KEY TAKEAWAYS B2B buyer behavior is changing as a result of access to information online and at trade shows. Matt suggests sales reps must assess what misinformation a buyer may have prior to digging into product features. In the technology space, the pace of innovation …

696: How to Win Customers from Your Competition, with Anthony Iannarino.

Anthony Iannarino, bestselling author of The Only Sales Guide You’ll Ever Need, and The Lost Art of Closing: Winning the Ten Commitments that Drive sales, and now, Eat Their Lunch: Winning Customers Away from Your Competition, joins me again on this episode of #Accelerate!   KEY TAKEAWAYS Anthony has a stack of books to read. Learn every day. Col. John …

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 …