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 …
711: Generate Natural Business Referrals, with Stacey Brown Randall
Stacey Brown Randall, speaker, podcast host, and author of Generating Business Referrals Without Asking, joins me on this episode of #Accelerate! KEY TAKEAWAYS The best trigger for a referral is when your customer sees someone who has a problem and the customer knows you can help that person to solve it. Reps cannot control when a genuine trigger for a …
710: Sales Enablement in a Culture of Trust and Learning, with David Sill
David Sill, Speaker, Coach, B2B Inside Sales Authority, and Head of Sales Enablement at DiscoverOrg.com, joins me on this episode of #Accelerate! KEY TAKEAWAYS Reps need to seek learning and invest in themselves in order to continue their development. A culture of trust is necessary for reps to try new things and possibly fail. David tells how he learned to …
709: Sell with Your Authentic Self, with Larry Levine
Larry Levine, professional coach, podcaster, and Amazon best-selling author of Selling From The Heart: How Your Authentic Self Sells You, joins me on this episode of #Accelerate! KEY TAKEAWAYS Larry quotes Simon Sinek in his book. “People don’t buy what you do. They buy why you do it.” Larry filled the book with comments like, “You must lead with the …
708: Develop Extraordinary Sales Abilities, with Juliana Stancampiano
Juliana Stancampiano, CEO of Oxygen, and author of Radical Outcomes: How to Create Extraordinary Teams that Get Tangible Results, joins me on this episode of #Accelerate! KEY TAKEAWAYS Training is repetition. Education is perspective, knowledge, and wisdom. Oxygen modernizes corporate education. CEOs see no ROI in sales training. What’s the potential value? Is sales enablement necessary for the experienced salesperson …
707: Grow Your Revenue through Customer Success, with Emilia D’Anzica
Emilia D’Anzica, Partner and Customer Success and Account Management for Winning by Design, joins me on this episode of #Accelerate! KEY TAKEAWAYS Customer success is a driving force of revenue growth in the SaaS industry and is applicable to other businesses. Emilia points to WeWork as a non-tech company with a global Customer Success team. The lifetime value of an …
706: Rehumanize Your Sales with Personal Video, with Ethan Beute
Ethan Beute, VP of Marketing at BombBomb and co-author of the new book Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience, joins me on this episode of #Accelerate! KEY TAKEAWAYS Ethan shares how Conor McCluskey and Darin Dawson founded BombBomb. In 2006, they decided to build a better way to use video in email messages so …
705: Soccer Thinking for Sales Success, with Peter Loge
Peter Loge, an Associate Professor, a strategic and communications consultant, and the author of Soccer Thinking for Management Success, joins me on this episode of #Accelerate! KEY TAKEAWAYS Peter Loge reveals his career path from politics and lobbying to consulting and how he wrote about soccer thinking for management success. Andy compares the scientific and human aspects of soccer …
704: Pull Levers to Grow Your Business Quickly, with Pete Williams.
Pete Williams, an entrepreneur, advisor, marketer, and author of the new book, Cadence: A Tale of Fast Business Growth, joins me on this episode of #Accelerate! KEY TAKEAWAYS Pete’s core business in Australia is telecommunications. As he studied what did work to drive growth for his business and what did not, he discovered key profit drivers. Pete developed a methodology …
703: Focus on Personal and Professional Development, with Scott Ingram.
Scott Ingram, Account Director at Relationship One and the host of Sales Success Stories, Inspired Marketing, and Daily Sales Tips Podcasts, joins me again on this episode of #Accelerate! KEY TAKEAWAYS New sales professionals expect that companies will invest in their development. Andy and Scott enjoyed extended onboarding when starting in sales, years ago. Scott encourages sales reps to own …