On Accelerate! Now: Episode 71 with Lori Richardson. If You Want To Accelerate Your Sales, Hire More Women Sales Reps

In this episode, Lori Richardson, President of Score More Sales, and President of Women Sales Pros, discusses how companies are missing out on the opportunity to accelerate their sales growth by not doing more to recruit and hire qualified women sales reps. Research studies have found that female sales reps routinely outsell their male counterparts. Given that data, if you’re a …

On Accelerate! Now: Episode 67 with Mark Roberge. The Sales Acceleration Formula. Part One.

In this first part of my two-part conversation with Mark Roberge, CRO of HubSpot sales division and author of the best-selling book, The Sales Acceleration Formula, describes the process that he created to build the sales team that produced predictable scalable revenue growth as it rapidly marched from $0 to over $100 million in sales. Mark shares the process that …

On Accelerate! Now: Episode 60 with Deb Calvert. Stop Selling & Start Leading: Are You Ready To Liberate The Leader Inside You?

One of our most popular episodes in the past 90 days was my conversation with Deb Calvert, President of People First Productivity Solutions. Deb is on a mission to transform how sellers view their roles in a sales transaction. In this episode Deb describes the powerful research findings about the leadership mindset that all sellers should adopt to inspire and …

On Accelerate! Now: Episode 59 with Kelly Riggs. Quit Whining And Start Selling. How The Winners in Sales Think, Learn and Act Differently From The Whiners.

Kelly Riggs is the creator of The Business Locker Room and author of Quit Whining And Start Selling. In this episode, Kelly breaks down why, despite all the changes that are occurring in B2B selling, sales success will always depend on the ability of a sales rep to effectively communicate one-on-one with a potential buyer. He describes why most salespeople …

On Accelerate! Now: Episode 57 with Babette Ten Haken. Selling Is A Team Sport. How To Effectively Blend Sales And Non-Sales Resources To Win New Business.

Babette Ten Haken is the author of Do You Mean Business ? Technical, Non-Technical Business Collaboration, Business Development And You. In this episode, Babette discusses the challenges of melding sales and technical resources to effectively and efficiently win new business. She describes how the future of sales will belong to the hybridized seller who can effectively combine sales and technical …

On Accelerate! Now: Episode 45 Front Line Friday with Bridget Gleason. Preparing Salespeople For Success In The 21st Century

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about how the sales profession, and the demands that are placed on salespeople, are continually changing. We discuss the steps salespeople must take to adapt to these changes and achieve consistent sales success in the …

On Accelerate! Now: Episode 38 Front Line Friday with Bridget Gleason. How To Hire High Quality Sales Reps For High Velocity Sales Teams.

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I focus on the process of hiring quality sales reps for high velocity sales teams. We discuss the specific challenges managers face in quickly scaling sales teams. We provide advice about how to accurately define positions and …