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 …

702: Uncomfortable Goals and Growth, with Doug Holt

Doug Holt, Coach, Mentor, Growth Hacker, Lifestyle Engineer, Mastermind Group Leader, Transformational Coach, and Marketing Expert, joins me on this episode of #Accelerate! KEY TAKEAWAYS Doug is a digital nomad. Doug has always been an entrepreneur. He runs six businesses, including business coaching companies, marketing agencies, and a fitness trade journal. His health suffered from all the stress. While he …

701: What Can You Learn from the Best Salespeople? With Paul Cherry.

Paul Cherry, author of the new book, The Ultimate Sales Pro: What the Best Salespeople Do Differently, joins me again on this episode of #Accelerate! KEY TAKEAWAYS The book is for salespeople to develop and accelerate their growth. It looks at over 1,000 interviews and observations of sales professionals in major industries. Be in charge of your development. Reps need …

700: Increase Your Growth IQ, with Tiffani Bova

Tiffani Bova, Growth & Innovation Evangelist at Salesforce and author of Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business, joins me on this episode of #Accelerate! KEY TAKEAWAYS In Tiffani’s role as a sales leader, so many people asked for growth advice that she started looking for patterns in high-performing companies; then she wrote …

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 …