On Accelerate! Now: Episode 163 with Tony Alessandra. Creating “A” Players From “B” Sales Reps

Tony Alessandra is the founder of Assessments 24×7, a world-renowned keynote speaker and the author of many books, including The Platinum Rule: Discover the Four Basic Business Personalities and How They Can Lead You to Success. He teaches how create instant rapport with prospects; how to convert prospects and customers into business apostles who will “preach the gospel” about your company …

On Accelerate! Now: Episode 119 with Sue Barrett. Hunter vs Farmer: Do the Old Labels Still Apply in Sales Today?

Sue Barrett is the CEO of Barrett Consulting Group based in Australia. She is a sales philosopher, activist, strategist, speaker, trainer, coach and adviser. In this episode, Sue and I have an interesting conversation about a wide-range of sales topics including: Hunter vs Farmer? Are the old labels still relevant? Why are Managers, CEOs, and Entrepreneurs stuck on these broad, easy categories for sales reps? …

On Accelerate! Now: Episode 108 with Lee Salz. 5 keys to hiring the right sales rep for the right job.

Lee Salz is a consultant and author of the bestselling book Hire Right, Higher Profits. He is also the founder of one of the biggest discussion groups on LinkedIn. In this episode, Lee Salz discusses how hiring the right sales rep for the right job will give you a bigger return on your investment. Listen in as we talk about: Why writing skills are important in …

On Accelerate! Now: Episode 78 with Kyle Porter. How to Become A Modern Seller And Transform Your Sales Productivity

In this episode, Kyle Porter, founder and CEO of SalesLoft, shares his take on what is required to build a modern sales team. He also provides a detailed look at how he has built a modern sales development sales process at his rapidly-growing successful SaaS start-up. Included among the subjects we discuss in our conversation are: What is a modern seller? And how …

On Accelerate! Now: Episode 76 with Regis Lemmens. The Future Of B2B Sales And The Changing Role Of Sales Reps

In this episode, Regis Lemmens, founder of Sales Cubes and a Professor at leading business schools in the UK, Belgium and the Netherlands, shares the key findings of his extensive research into the future of B2B sales. He describes what his research found to be the necessary and inevitable evolution of consultative selling to a true collaborative partnership with buyers. …