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 …

676: Decision-making Shortcuts with Jeff Shore

Jeff Shore, Founder and President of Shore Consulting, Inc. joins me on this episode of #Accelerate! KEY TAKEAWAYS The topic is decision-making. Decisions take a lot of brain power. We constantly rely on heuristics (mental shortcuts). Research from Duke shows that about 50% of our actions are habit-based. That saves much energy. When we consider buying, we run a mental …

674: The State of Sales Enablement with Orrin Broberg

Orrin Broberg, President and CEO of Modus and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode of #Accelerate! KEY TAKEAWAYS First guest: Orrin Broberg Modus is a B2B enterprise digital sales platform for organizing and creating compelling content to create product differentiation and close more sales. Reps get a professional, easy-to-use mobile …

673: Scale Up Your Sales with Vince Beese

Vince Beese, CEO and Founder at [email protected] and The Revenue Exchange, joins me on this episode of #Accelerate! KEY TAKEAWAYS A meaningful conversation includes give-and-take and clearly defined next steps. Vince gives an example of one. There will be commitments on both sides of the discussion, both from the customer and the vendor.   Be strategic about your calls. Know …

672: Perfecting your process with Chris Hallberg

Chris Hallberg, author of the book The Business Sergeant’s Field Manual: Military Grade Business Execution without the Yelling and Push-ups, joins me on this episode of #Accelerate! KEY TAKEAWAYS The process of capturing and converting leads has changed. Inbound marketing manages the sales process by exception. Don’t wait for leads to come to you. A mix of outbound and inbound …

671: Don’t Just Read; Study to Get Smarter w/ Harvey MacKay

Harvey MacKay, author of the New York Times #1 bestsellers Swim With The Sharks Without Being Eaten Alive and Beware the Naked Man Who Offers You His Shirt, joins me on this episode of #Accelerate! KEY TAKEAWAYS Andy took some distinct lessons that have stayed with him from Swim With The Sharks Without Being Eaten Alive. Harvey seeks to bring …