721: Outbound Ops, with Ben Salzman & Kyle Williams

Ben Salzman and Kyle Williams, Principals at Dogpatch Advisors, join me on this episode of #Accelerate! KEY TAKEAWAYS Dogpatch is an advisory and research firm developing sales playbooks and processes for outbound sales. They harness the continuing explosion of data into a pipeline to help companies scale faster with higher relevance. SDRs are not usually experts in operations, persuasion, copywriting, …

720: Focus Marketing and Selling on the Buyer, with Wayne Cerullo

Wayne Cerullo, Chief Prospect Officer at B2P Partners, joins me on this episode of #Accelerate! KEY TAKEAWAYS B2P Partners helps marketers and salespeople be more focused on the people who are their prospects.  Sellers have two data issues: 1. The data overwhelms us. 2. We focus on the pipes instead of on the prospects in them. According to MacTech’s Scott …

719: A Profit-First Approach to Growing Sales, with Jamie Shanks.

Jamie Shanks, CEO at Sales for Life and author of SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional, joins me on this episode of #Accelerate! KEY TAKEAWAYS In 2015, Forrester reported that 20% of B2B salespeople would have lost their jobs by 2020. Not so, it seems. Jamie discusses inside sales. Does sales growth come …

718: Social Dynamic Selling, with Rylee Meek

Rylee Meek, marketing consultant, sales coach, and author, joins me on this episode of #Accelerate! KEY TAKEAWAYS Rylee’s first sales jobs were one-on-one, so his commissions were limited by the appointments he could fit into the hours of a day. Rylee answered an ad to work three days a week and make $10,000. That introduced him to one-to-many group presentation …

717: The Truth about Selling, with Mike Weinberg

Apply Powerful Principles. Win More New Sales, joins me again on this episode of #Accelerate! KEY TAKEAWAYS In his new book, Mike warns of nouveau experts. He rails against nonsensical sales advice found all over LinkedIn and contrasts it with the best practices he sees every day. The first myth is that prospecting by phone doesn’t work. Mike refers to …

716: Why and How to Build a Massive Social Following, with Brendan Kane

Brendan Kane, growth strategist, keynote speaker and author of One Million Followers: How I built a Massive Social Following in 30 Days, joins me on this episode of #Accelerate! KEY TAKEAWAYS Brendan has been using social media for corporations and celebrities for 15 years. He took the methods he created for major clients and applied them to people starting from …

715: Skills for Sales Sherpas, with David J.P. Fisher

David J.P. Fisher, sales expert, keynote speaker, and author, joins me on this episode of #Accelerate! KEY TAKEAWAYS How does empathy fit into selling? David gives the context of empathy in sales conversations and in the client’s point of view. Andy cites Paul Bloom’s book. Against Empathy, on rational compassion. Very successful sellers “get it” without having to “live it” …

714: A Holistic Approach to Sales, with David Masover.

David Masover, author of The Salesman’s Guide to Dating: A Sales Book About Making Connections… With an Unexpected Twist!, joins me on this episode of #Accelerate! KEY TAKEAWAYS About David in Buda, Hungary, and Andy’s Hungarian connection. Why has sales training not evolved in America beyond “asking good questions and being curious”? Why does every new generation have to be …

713: Join the Sales Rebellion, with Dale Dupree

Dale Dupree, the legendary Copier Warrior, joins me on this episode of #Accelerate! KEY TAKEAWAYS Dale is known as the Copier Warrior, a title he picked up from selling copiers for his father’s company. Dale covers his career path (including lead singer in Heavy Metal band Imperial) from then until now. Dale explains his vision for the Sales Rebellion, based …

712: Sales Strategies for the Future, with Steve Norman

Steve Norman, B2B sales consultant, speaker, and author of Future Proof Sales Strategy: 7 Steps to Rise Above the Chaos, and Transform Your Team and Take Charge of Your Career, joins me on this episode of #Accelerate! KEY TAKEAWAYS Steve wrote the book Future Proof Sales Strategy to help B2B organizations get up to date and competitive and to adapt …